Modern Tire Dealer - February 2018 by EndeavorBusinessMedia-VehicleRepairGroup

TravelCenters wants to expand its customer base How to manage the risks of road service A new CTD column: Ag Tire Talk THE INDUSTRYâ€™S LEADING PUBLICATION

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Features 28 UHP light truck tires: ‘a blending of technologies’ Think past the days of the Ford Lightning

36 Back to basics: Lubrication keeps advanced braking systems working right 38 All customers big and small TravelCenters wants to expand across America

Commercial Tire Dealer™ 44 Forklift operators are asking for tires that help keep their workplaces clean

The Industry’s Leading Publication February 2018, Volume 99, Number 2

Departments 4 Editorial Women and repeat business: Make sure you shake gender bias once and for all

6 moderntiredealer.com News and navigation tools for MTD’s website

8 News/views Why Goodyear’s Kramer thinks the tire industry will grow in the ‘new mobility ecosystem’

18 In memorium Leading man: Discount Tire patriarch Bruce Halle leaves us a legacy

23 On the Rise Jarret Kruse: Vice president of strategy and business development, Belle Tire Distributors Inc., Allen Park, Mich.

24 Your marketplace Less consumer tire demand in December snaps two month ‘streak’

26 Numbers that count Relevant statistics from an industry in constant motion

59 Focus on industry K&M dealers learn how to be distinctive and efficient: Tire wholesaler sees opportunities in the Northeast

61 Counter intelligence The psychology of hello: How the tone of your voice affects sales

64 European notebook

51 AG Tire Talk How to reduce road lope on sprayers

53 Managing the risks of road service Techs must recognize hazards to prevent accidents

Getting the tire safety message across in Europe is difficult: Motorists’ attitude remains supreme indifference

66 Business insight What message are you presenting to potential employees? With today’s competition, it better be top-notch

68 TPMS

56 Big Jim’s acts small and sells big ‘Do something for one customer and they tell their neighbors’

58 Commercially viable On the Cover: Photography courtesy of Porsche

Cadillac CTS — 2008-15: There are two different kinds of TPMS sensors in use on this vehicle

74 Products 76 Ad index 77 Classified Modern Tire Dealer is a proud member of: TRIB

TIRE RETREAD & REPAIR INFORMATION BUREAU

Member An Industry Association

www.moderntiredealer.com

Editorial

Women and repeat business Make sure you shake gender bias once and for all

y wife, Tris, likes cars. Always has. LLC, women decide which tire brand to purchase As a kid she used to help her father and which retailer to frequent 44.5% of the time. work on his vehicles because, as she The first time she took her car to an independent says, “I had little hands and could get into spaces tire dealer, Rick, the salesman at the counter, he couldn’t.” treated her with the utmost respect. He gave When she turned 18, she purchased her first her options on tires, and she bought the set car, a used Pontiac Ventura, for $600. She kept it he recommended. She walked out the door a together with Bondo body filler. According to the satisfied customer. 3M Co., Bondo can be used “for repairing dents, She continued to go to that dealership for all dings, holes, large rusted areas and scratches By Bob Ulrich her vehicle maintenance until Rick moved to in vehicles.” Tris took the “large rusted areas” another dealership. Tris followed him to the new claim literally, which is why she refers to that car as the store, even though she had to drive out of her way to do so. Bondomobile. She has never bought or wanted a used car Eventually Rick retired. Recently Tris took her 2016 Ford since (with one exception). Escape to a new independent dealership for an oil change and tire rotation because it was more convenient. “I hear a rattling noise in the rear end of the passenger side when I’m driving about 30 mph,” she told Blake. “But I don’t hear it when I drive faster. I also would like an alignment.” She told me the people at the dealership treated her well. They changed the oil and oil filter, lubricated the chassis, checked all the fluid levels and measured the tire tread depths. They also made sure the tire pressures were set to vehicle specifications. And they performed a thrust alignment. As for the rattle, it turned out to be the passenger side rear upper shock mount, which was loose. That part was still under warranty by the Ford dealership. After she picked up her SUV, I asked her to describe the experience. “Blake was friendly and informative,” she said. “He seemed sincere. And the place was comfortable and clean.” The next time she needs help with her Escape, she will take it back there without hesitation. She also has a 2001 Pontiac Firebird, which she bought in 2013. That’s her baby, and she will continue to take that car to the previous tire dealership. Why? Because when she use to take it to Rick, one of the technicians told her how much he liked her car. He, too, had a Firebird, and they would talk about them when she would bring it in for maintenance. He also personally worked on the car. Tris modeled as a technician for our 2001 Performance Handbook. Rick may have retired, but the tech didn’t. Until he As a car enthusiast, she knows what she wants when moves on or retires, Tris will be taking her Firebird to she buys a car or needs when she takes it in for service. him, because she knows he knows what he is doing and Unfortunately, when doing so she has experienced some will take care of it, just like she does. gender bias, a reputation both car dealers and automotive The moral of this story is simple: Make sure your repair shops have had a tough time shaking. When she employees don’t patronize your female customers, because bought her first new car, a 1984 Pontiac Firebird, she they are only fooling themselves if they do. Face-to-face thought the salesman was condescending. She bought interaction still determines whether or not you will earn the car because she really wanted it, but never returned repeat business, which is the ultimate goal of every retail to the dealership. tire dealer. ■ She reacts the same way when getting her vehicles fixed, something I hope all of you will keep in mind when women If you have any questions or comments, please email me come in for service. According to BrightLine Marketing at bob.ulrich@bobit.com.

MTD February 2018

SumitomoTruckTires.com.

For what drives you.

moderntiredealer.com DIGITAL RESOURCES FOR THE INDEPENDENT TIRE DEALER

Readers key on death of tire industry icon It will be a surprise to no one that the most read news item on Modern Tire Dealer’s website, www. moderntiredealer.com, was our report on the passing of Bruce Halle, founder and chairman of Discount Tire and America’s Tire, the nation’s largest independent tire dealer. (See Editor Bob Ulrich’s tribute to Halle on page 18.) News of huge mergers came in second and third place. Here are our top 10 news items for the last month. 1. Bruce Halle, founder of Discount Tire, has died at age 87 2. A jumbo joint venture: Michelin and Sumitomo’s TBC 3. More details on NTW joint venture from Scott Clark and Erik Olsen 4. Cooper recalls 41,014 tires with problematic belt rubber 5. MavisTire Supply is acquiring KauffBruce Halle died on Jan. 4 at the age of 87. man Tire’s retail stores 6. K&M Tire dealers learn sales, customer service and efficiency tips 7. Raben aims to boost service through new customer fulfillment center 8. Michelin seeks industry standards for testing of worn tires 9. Atlantic Tire & Service expands in North Carolina 10. 10 retail predictions for the automotive aftermarket in 2018

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MODERN TIRE DEALER (ISSN 00268496) (CDN IPM #40013413) (USPS #369-170) is published monthly by Bobit Business Media, 3520 Challenger St., Torrance, California 90503-1640. Periodicals postage paid at Torrance, CA 90503-9998 and additional mailing offices. POSTMASTER: Send address changes to MODERN TIRE DEALER, P.O. Box 3312, Northbrook, IL 60065-3312. Please allow 6 to 8 weeks for address changes to take effect. Subscriptions in the U.S. and its possessions, $65; Canadian, $99; Int’l surface mail, $99; Int’l airmail, $198. Single copies, $10, except the January Facts Issue, $30. Address all subscription correspondence to MODERN TIRE DEALER, P.O. Box 3312, Northbrook, IL 60065-3312. Please allow 6 to 8 weeks to receive your first issue. Please address Editorial and Advertising correspondence to MODERN TIRE DEALER, 3515 Massillon Road, Suite 350, Uniontown, OH 44685-6217. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission. For your information: We sometimes make our subscriber information (i.e. fax, e-mail or mailing address) available to carefully screened organizations whose products and services may be of interest to you. If you prefer not to have your information made available, please write MODERN TIRE DEALER, P.O. Box 3312, Northbrook, IL 60065-3312.

MTD February 2018

News/views

Why Goodyear’s Kramer thinks the tire industry will grow in the ‘new mobility ecosystem’ Goodyear Chairman, CEO and President Rich Kramer believes a rapidly changing mobility and transportation environment could launch a new wave of growth in the tire industry. Kramer’s optimistic outlook is based on trends in fleets, autonomous vehicles, connectivity and electric vehicles that, he says, are changing the way people think of mobility. He shared some of the figures behind the trends shaping “the new mobility ecosystem” with dealers attending the 2018 Goodyear Customer Conference Jan. 25-28 in Nashville, Tenn. Fleets: Vehicles miles traveled by ride sharing represent only about 4% of total vehicle miles traveled today but is forecast to grow to 25% by 2030. Autonomous vehicles: The autonomous industry is forecast to be about a $7 trillion business by 2050. General Motors, Google and Dyson (the same company that makes vacuum cleaners) each have their own plans to launch self-driving vehicles. Says Kramer, “Even though these autonomous vehicles are out there on the horizon, their widespread use is still way off. All the companies I mentioned and many others that I didn’t are investing in these technologies. However, keep in mind that technology must work. It must work on a large scale. It must work in a way that performance justifies the cost. And it must work in a way that ensures safety and meets regulatory approval. And remember that most of those regulations aren’t even written yet.” Connectivity: About 13% of new cars are connected. By 2030 that number is expected to be about 75%. Kramer says the cars will be connected to each other, roadway infrastructure, communication grids and people. Electric vehicles: General Motors has stated it believes the future is all electric. Ford plans to double its investment in electrified vehicles and bring out 40 new electrified models to market by 2022. Volvo has said that in 2019 all models are going to be electrified or hybrid. Kramer says the combination of increasing regulations, particularly around reducing emissions, paired with the rapid gains that we’re seeing in battery technology are “really now coming together to create the ideal environment for electric vehicles to take hold.”

What the trends mean to tire sales The combination of these trends could lead to a dramatic increase in vehicle miles driven, prompting an increase in tire demand. The global population drives about 10 trillion miles annually. Kramer says some analysts project that number will be 20 trillion by 2030. “That 10 trillion miles around the globe equates to about 1.5 billion tires sold as an industry today. If vehicles miles traveled are going to double, what happens to the number of tires that we sell, everything else being equal? They double. If that were to happen, the opportunity Richard Kramer expects vehicle we see is tires sold miles traveled, rather than new going from 1.5 billion car production, will become an important key indicator of the to 3 billion.” health of the tire industry. But Kramer added a disclaimer. “Nobody knows when these trends are actually going to come in, when those vehicles are going to be out there, how many tires we’re going to sell when that vehicle miles travel trend picks up.” But the trend, he emphasized, is real. Kramer highlighted Goodyear’s experience and success in areas where these trends affect the tire industry. He referenced his company’s history of working with automakers and gave examples of innovations currently in development, including sensors in tires and products to accommodate the demands of electric vehicles. Goodyear is also prepared to support dealers who service consumer ride-sharing fleets thanks to the company’s more than 100 years of experience working with commercial truck fleets, national accounts and government agencies. “The new mobility ecosystem is coming and we need to be ready; we need to start getting ready,” Kramer told dealers. “At Goodyear, we’re executing a strategy that will help win today but will also deliver success for the next hundred years. We know that the world’s going to look very different, but we welcome it and embrace it so we, Goodyear and you, can keep winning together.” — Ann Neal

MTD February 2018

News/views

bites

Walmart honors Giti Giti Tire (USA) Ltd. has received Wal-Mart Stores Inc.’s U.S. Manufacturing Award for its commitment to produce Americanmade tires. Giti’s new plant in South Carolina produces passenger and light truck tires for the U.S. market. Hunter has video series Hunter Engineering Co.’s new “Tire Changer T.K.O.” video series compares the mass, power, speed and torque of its TCX tabletop tire changers. ATD adds former Ford CEO American Tire Distributors Inc. (ATD) has named former Ford Motor Co. CEO Mark Fields to its board of directors. Fields recently joined TPG Capital, a private equity firm and ATD shareholder. Mighty is a top franchise The Mighty Auto Parts franchise brand has been named one of the top 50 franchises, out of 307 brands surveyed, by Franchise Business Review. Mighty Auto Parts is the franchise network of Mighty Distributing System of America Inc. Speedco adds brands Love’s Travel Stops & Country Stores, which bought the Speedco chain from Bridgestone Corp. in September 2017, says 46 of the 52 locations are also offering Aeolus, Goodyear,Yokohama and Love’s retread tires. Speedco continues to offer Bridgestone and Firestone brand tires. Point S expands in Canada A partnership with North Country Tire Distributors Ltd. in Alberta will help Pneus Unimax expand the Point S footprint into western Canada. North Country Tire has two distribution locations and one retail store. The company will rebrand the store under the Point S banner, and will work to sign up between 10 to 15 new Point S locations each year. Remy has new website Starter and alternator manufacturer Remy Power Products LLC has a new website optimized for desktop, mobile and tablet devices.

West Coast Tire pays tribute to founder Bob Mirman After Bob Mirman, the founder of West Coast Tire and Service Inc., died in October, his grandson wanted to find a way to honor the man who led him into the tire business. So he put a customer – an artist – to work on a 30-foot mural. Now Tom Eisenberg, co-owner and general manager of West Coast Tire, can look up to his grandfather any time he wants. Artist DJ Neff transformed the north wall of the Los Angeles tire dealership and Tire Pros franchise into a portrait of Mirman. “It’s nice for me to see his face when I come in Tom Eisenberg says he thinks his grandfather would shed every morning. a tear or two if he saw the mural, and “say it’s great and “I came up with (the keep moving. He was not that sentimental about things. idea) one day. I just He was a U.S. Marine.” wanted to see his face everyday and let everyone know about his passing without forcing it on them,” Eisenberg says. The mural features the words “In loving memory of Bob Mirman” and a smiling image of the tire dealer standing in the midst of tire racks. Mirman died Oct. 31, 2017, a few weeks shy of his 87th birthday. Mirman opened West Coast Tire in 1970. In 2006 Eisenberg joined his grandfather in the business at age 16. He says his first job was when he was even younger. “When I was really young I used to help my grandfather put stamps on all the direct mail pieces he sent out.” (Read more about Eisenberg in On the Rise, Modern Tire Dealer’s group of young leaders in the industry.) — Joy Kopcha

Monro has bought 35 tire stores in the last 10 months Monro Inc. began 2018 with the purchase of three retail stores from Valley Tire Co. Inc. in Pennsylvania, plus an agreement to complete another deal with seven stores before the end of March. The transaction with Valley Tire, which holds the No. 49 spot on the Modern Tire Dealer 100 with 24 outlets as of July 2017, was revealed in a Feb. 1 filing with the Securities and Exchange Commission. Two days earlier during its quarterly earnings announcement, Monro revealed the company had signed a definitive asset purchase agreement to buy seven unnamed stores located within the company’s existing markets. That deal is expected to close in the company’s fourth quarter of fiscal 2018, which ends in March 2018. Since April 2017, Monro has acquired 35 tire stores. Monro says the businesses were bought “for an aggregate purchase price of $15.7 million” and have contributed $8.2 million in sales as of the end of the third quarter, Dec. 23, 2017. — Joy Kopcha

MTD February 2018

News/views

bites

ATA offers ‘Tireside Chat’ Alliance Tire Americas Inc. (ATA) has created a series of videos explaining tire science and how-to help for machinery owners and operators. The first videos focus on the farm tire segment. The “Tireside Chat” videos have been released on the company’s Facebook page and YouTube channel. Shamrock is a new dealer Tyre Retreading Machinery SRL (TRM) has created a new line of automated retreading equipment for the U.S. market, and the Italian company has picked Shamrock Marketing Inc. of Louisville, Ky., to be the authorized dealer. GTDRA receives gift Tire Dealer Processing, a merchant services and credit card processing company, has made a $2,000 donation to the Georgia Tire Dealers & Retreaders Association (GTDRA) Foundation Inc. Kumho has fan video contest Kumho Tire USA Inc. is partnering with Washington Wizards all-star point guard John Wall as part of an “exciting fan program” leading into the 2018 NBA All-Star Game. “Hip Hop Handles” invites National Basketball Association fans to showcase their abilities in a nationwide ball-handling competition. Omni renews partnership Omni United (S) Pte. Ltd. has renewed its partnership with Ladies Professional Golf Association (LPGA) golfer Jodi Ewart Shadoff for a third consecutive year. TIA offers instructor classes The Tire Industry Association (TIA) will offer seven rounds of the Commercial Tire Service (CTS) Instructor 400 training classes in 2018 in Denver, Baltimore and Dallas. Tire Stamp adds dashboard Tire Stamp Inc. has released the Savings Dashboard, a computer interface that displays the savings commercial truck and bus fleets realize by using the company’s TireVigil Cloud software.

Retail predictions for the automotive aftermarket The NPD Group Inc. recently released its “10 Retail Predictions for 2018,” seven of which directly or indirectly apply to the automotive aftermarket. Here are the seven predictions, with expectations and recommendations from some of NPD’s industry advisors and analysts. 1. Retailers will need to ramp up their in-store, (experience-based) offerings. “2018 will be the year that physical stores challenge the proliferation of online shopping,” says Marshal Cohen, chief retail industry advisor. 2. Direct-to-consumer will grow. “2018 will be the year when brands must realize and act on the importance of selling direct to the consumer, which becomes more critical for brands as there continues to be fewer retail outlets to sell in,” says Cohen. 3. Digital commerce will accelerate. “A slow migration to e-commerce for automotive products will continue to be a hot topic in 2018,” says Nathan Shipley, executive director, automotive industry analyst. “One of the industries with the lowest online penetration is the automotive aftermarket. Manufacturers and retailers alike will continue to find new ways to compete in this space, most notably in the ‘buy online/pick up in-store’ offering for consumers. Identifying and executing on new ways to drive foot traffic, which should be treated as a non-renewable resource, will prove key to long-term success.” 4. “Private label” also will win. “In 2018, private label will take a giant leap forward again, cycling back in vogue with retailers as they try to build unique assortments and control their pricing more closely,” says Cohen. 5. Consumers will redefine convenience. 6. People will spend more time at home. 7. High-priced devices will fuel the technology market. “In a business with a mature and highly saturated installed base, we believe consumers will continue to value product and features over price, offering opportunity for increased revenue growth,” says Stephen Baker, vice president, technology and mobile industry advisor.

Jim Sicking will lead Hankook’s replacement tire sales Hankook Tire America Corp. has named Jim Sicking senior director of PCLT (passenger car light truck) sales. Sicking has nearly three decades of sales experience in the automotive industry. He brought more than a decade of tire-industry experience to Hankook when the company Jim Sicking will oversee all replacement tire sales hired him as corporate accounts director last in the U.S. for Hankook. May. Hankook says Sicking’s appointment is part of a broader market penetration strategy that includes the opening of the company’s first North American manufacturing plant in Tennessee, which took place last October.

MTD February 2018

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News/views

bites

Alliance has new president Alliance Tire Americas Inc. (ATA) has established a new organizational structure and named Dhaval Nanavati president. Nanavati’s new role combines sales, operational and leadership responsibilities for both the North American market and the South American region. He joined Alliance in 2011. New Jersey bans lead New Jersey became the ninth state to enact a ban on lead wheel balance weights on Jan. 8, 2018, and has set a six-month window for compliance. Rotary offers lift care tips The Rotary Lift 90 Second Know How instructional video, “Inground Inspection and Maintenance Procedures,” covers the basics of daily care. GRI opens factory Global Rubber Industries Pvt. Ltd. officially opened its specialty tire manufacturing facility in Sri Lanka on Jan. 25, 2018. Ag tires will comprise approximately 70% of the state-of-the-art, highly automated plant’s production. Subaru chooses Falken Falken Tire Corp.’s Ziex ZE001 all season tires have earned the original equipment fitment on Subaru’s largest vehicle ever, the 2019 Subaru Ascent. Ford adds Omnicraft parts Ford Motor Co. has added spark plugs and tire pressure monitoring system (TPMS) sensors to its Omnicraft brand of replacement parts for non-Ford vehicles. Hercules adds dealer program A new commercial tire dealer program from Hercules Tire & Rubber Co. rewards purchases of medium truck, OTR and industrial tires. The Hercules Commercial and Industrial Power Program (HCP) is available to all American Tire Distributors Inc. (ATD) customers who purchase Hercules brand medium truck tires and Hercules/ Hercules by Solideal branded specialty commercial tires.

California dealers kick off new year at annual event About 80 people attended the California Tire Dealers Association (CTDA)/1-800EveryRim New Year Luncheon on Jan. 17, 2018. Host Billy Eordekian, president of 1-800EveryRim.com-OEM Wheels and a CTDA board member, said he came up with the idea for the event several years ago because it brings suppliers, wholesalers and retailers together in a relaxed atmosphere to start off the new year. It has become an annual function. CTDA President Chris Barry served as master of ceremonies, with Tire Industry Association (TIA) Past President Tom Formanek and Specialty Equipment Market Association (SEMA) Wheel & Tire Council Chairman Gregory Parker handling the main speaker duties. Formanek, regional sales manager of Stellar Industries Inc., discussed some of TIA’s initiatives. Parker, national account sales and marketing director for North America for Wegmann automotive USA Inc., discussed WTC’s Feb. 20 membership meeting to be held in Phoenix, Ariz. 1-800 EveryRim OEM Wheels was the host, and Federated Mutual Insurance Co. was the social hour host while Yokohama Tire Corp., Pirelli Tire North America Inc. and Lakin Tire were gold sponsors, with the silver sponsors consisting of American Tire Depot, Net Driven and Turbo Wholesale Tire Inc.

Yokohama names four vice presidents Six days after Jeff Barna was promoted to president of Yokohama Tire Corp., he announced several executive promotions. Bruce Besancon was named vice president of off-the-road tire sales. He joined Yokohama as senior director of OTR sales in 2017. Before that, he was vice president of marketing at Alliance Tire Americas. Dan Funkhouser has been promoted to vice president of commercial sales. He joined YokoDan Funkhouser will hama in 1994 and has held several positions, lead commercial sales at Yokohama. including senior director of commercial sales. Larry Kull is the new vice president of consumer sales. Kull joined the company in 2003 as an account manager. Andrew Zeisser, who joined Yokohama in 2013, is the new vice president of original equipment sales. Zeisser is responsible for the company’s OE business in North America.

Fulton and Mayfield join Giti Tire Giti Tire (USA) Ltd. has hired industry veterans Tim Fulton and Jim Mayfield. Fulton comes to Giti after 32 years with Group Michelin, where he most recently was vice president of global operations, manufacturing and supply chain for the BFGoodrich brand. He is the new chief operating officer of Giti Tire Manufacturing USA. Mayfield is Giti’s new senior executive vice president of sales. He most recently was executive vice president of sales and marketing for Kumho Tire USA. Mayfield has more than 36 years in the industry.

MTD February 2018

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News/views

dates

February 21-24 Tire Industry Association’s Off-theRoad Tire Conference, Sawgrass Marriott Golf Resort & Spa, Ponte Vedra Beach, Fla. (800) 876-8372 www.tireindustry.org March 2-3 North Carolina Tire Dealers Association Expo and Trade Show, Raleigh City Center Marriott & Convention Center, Raleigh, N.C. (877) 784-0111 www.nctda.com March 5-8, 2018 American Trucking Associations Annual Meeting & Transportation Technical Exhibit, Georgia World Congress Center, Atlanta, Ga. (703) 838-1700 www.trucking.org March 14-16 PAACE Automechanika Mexico City, Centro Citibanamex, Mexico City, Mexico www.paace-automechanika-mexico. us.messefrankfurt.com March 22-24 Mid-America Trucking Show, The Kentucky Exposition Center, Louisville, Ky. (502) 899-3892 www.truckingshow.com April 5-8 Automechanika Istanbul, TUYAP Fair, Convention and Congress Center, Beylikdüzü , Istanbul, Turkey www.automechanika-istanbul. tr.messefrankfurt.com April 10-12 Tyrexpo Africa, Gallagher Convention Centre, Hall 2, Johannesburg, South Africa +65 6403 2126 www.tyrexpoafrica.com April 13-15 Virginia Automotive Association Convention and Trade Expo, The Homestead, Hot Springs, Va. (804) 739-1400 www.vaauto.org

Atlantic Tire & Service adds outlet Atlantic Tire & Service Inc. has opened its fourth store in North Carolina’s Triangle Region. The eight-bay outlet is located in Wake Forest. The dealership also has stores in Raleigh, Cary and Durham. The new store will serve customers in North Raleigh and Wake Forest. The 7,182-square-foot outlet has eight bays and 12 ASE-certified employees. A Wi-Fi network facilitates communications throughout the shop, and equipment includes an on-car brake lathe and Hunter Engineering Co.’s HawkEye wheel alignment system. Anthony Blackman, owner of Atlantic Tire & Service, says, Anthony Blackman founded Atlantic Tire “We’re overwhelmed by ex& Service 1998. The company has won citement and humbled by the many awards, including 2016 Tire Dealer support of our customers and community as we continue to of the Year honors from the North Carolina expand.” Tire Dealers Association. The Tire Industry Association (TIA) presented its Ed Wagner Leadership Award to Blackman in November 2017 for his support of community initiatives, schools and chambers of commerce.

Mavis buys Kauffman retail stores Kauffman Tire Inc. has sold its 69 retail stores in Georgia and Florida to Mavis Tire Supply Corp. “We’re pleased our retail stores will continue to be operated by a family-run business and feel this is a natural fit and great outcome for our employees and customers,” says Mark Kauffman, CEO of Kauffman Tire. “We can now turn our attention to focus on growing our significant wholesale distribution business.” Kauffman, based in Atlanta, Ga., has 14 distribution centers in seven states, and a fleet of 200 vehicles that serve commercial customers in seven states. Mavis is based in Millwood, N.Y. The Kauffman acquisition gives the company 404 stores in seven states.

Former Modern Tire Dealer Editor Steve LaFerre has died Stephen Douglas LaFerre, one of only nine editors in the 99-year history of Modern Tire Dealer, died Jan. 27, 2018, in Wadsworth, Ohio, after a brief illness. He was 77. A passionate advocate of the tire industry for more than 30 years, LaFerre joined Modern Tire Dealer in 1967 armed with a journalism degree from Ohio University. He was named editor in October 1976. Three years later he joined the BFGoodrich Tire Division’s public relations department. He remained devoted to the brand after the B.F. Goodrich Co. merged its tire division with Uniroyal Inc.’s Uniroyal Tire Co. subsidiary in 1986, and after the former Michelin Tire Corp.’s purchase of the Uniroyal-Goodrich Tire Co. in 1989. After leaving Michelin, he was a consultant for various tire industry publications until his retirement in 2010. — Bob Ulrich

MTD February 2018

ANCO CONTOUR

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In memorium

Leading man

Discount Tire patriarch Bruce Halle leaves us a legacy By Bob Ulrich

o nothing out of selfish ambition or vain conceit. Rather, in humility value others above yourselves, not looking to your own interests but each of you to the interests of the others.” That is a Bible passage Discount Tire founder Bruce Halle took to heart, a heart that, sadly, stopped beating in the early morning of Jan. 4, 2018. He will miss the opening of his 1,000th store in May, but he would argue the real milestone is the more than 18,000 people who work for him. When he was named Modern Tire Dealer’s Tire Dealer of the Year in 2014, I had the pleasure of getting to know him. He was a billionaire who never forgot his humble beginnings, or how his employees helped make him successful. “My people are part of my family,” he told me. That included their spouses and children. “I am really responsible for 60,000 or 70,000 people.” He was always quick to reward hard work, which made him kind of a superstar among his store managers. And he was generous beyond his work. He and his wife established the Diane and Bruce Halle Foundation to improve, as she explained, “the quality of individual lives by focusing on women and children issues such as homelessness, hunger, education, arts and culture, and health and medical research.” There are too many other examples of his philanthropy to list here, and he probably wouldn’t have wanted me to make a big deal of them anyway. After my story was published, he sent me a letter, which I keep in my scrapbook. “Bob, your story about me and Discount Tire is wonderful,” he wrote. “There is no way I could have expected so much. You compliment me in so many ways. I will have to be very careful that my ego does not get in the way of common sense.” As a former Tire Dealer of the Year, Bruce will always be a part of MTD’s extended family. Another family member, Dan Hennelly, who shared the Tire Dealer of the Year Award in 2013 with his wife, Diane, feels the same way. “What an icon,” he said upon hearing of Bruce’s death. “What a great man. People in our industry should be proud they had the honor of being touched by a man we all learned from.” I last saw Bruce at Discount Tire’s annual meeting at the Las Vegas Motor Speedway during the SEMA Show. I joked with him as he was cheering on the store managers and assistant store managers competing in the company’s Pit Crew Challenge. He asked me to write a story about the NASCAR-inspired event for our December issue, which I was happy to do. That is what family is all about. That is what Bruce Halle was all about. ■

1. Bruce Halle surrounded by “family” near the home office in Scottsdale, Ariz. 2. Halle in 1991, when Discount Tire was No. 1 with 238 stores. 3. As part owner of the Automotive Supply Co. in 1957, he sold tires for the first time. 4. Employees lined up to get Halle to sign copies of his Tire Dealer of the Year cover at Discount Tire’s annual meeting in 2014. 5. Even at 84, Halle considered himself “an old tire salesman.” 6. Behind the scenes at the Tire Dealer of the Year photo shoot.

6. 3.

MTD February 2018

JARRET KRUSE Vice president of strategy and business development Belle Tire Distributors Inc. Allen Park, Mich. What was your first job in the industry? In high school I started as a tire technician at Belle Tire, then became a salesperson within a few months. When I went off to university, I continued to work as a salesman on the weekends and in the summers. I took a detour from the industry, taking a finance internship at an investment firm, which led to several years at a consulting firm. My first job upon returning to the industry in 2010 was in business strategy at Belle Tire.

Jarret Kruse, 35, is following in his father’s footsteps at Belle Tire. The elder Kruse spent 40 years in the tire industry and taught his son “that we must live up to our reputation as winners that care about our people and our customers, and continue to strive to be bigger and better than the competition.”

Modern Tire Dealer is looking for under-40 leaders who are making a difference in the tire industry. Direct the young stars in your business to: www.moderntiredealer.com/ ontheriseform.

www.moderntiredealer.com

What attracted you to the industry? Family, familiarity and opportunity. My father has been in the industry my entire life, so I had great awareness and familiarity of the industry. ( Jeff Kruse retired from Belle Tire in 2015 as senior vice president of retail operations.) He would take me to the office and have me do odd jobs: clean the windows, work in the distribution center, etc. As I grew older and gained professional experience outside the industry, I began to realize the tremendous opportunity to drive continuous improvement, data-driven decision making and innovation in our industry. The opportunity to have an impact on a successful enterprise, combined with the family atmosphere at Belle Tire, was very attractive to me. What’s the biggest challenge you’ve faced in your career? There are two big challenges I have faced. One is the transition from being an analyst then a manager to now a strategist and executive. Learning to balance my time, and to act mostly as a consultant to my teams and allow my managers and analysts to maintain ownership. The second challenge is change management. Blending the historical decision making based on experience with data to create a more proactive data-driven environment. ■

Your marketplace

Less consumer tire demand in December snaps two month ‘streak’

ccording to the results of our survey, 2. renewed growth in the car parc, including an demand for passenger and light truck uptick in the number of cars entering the first replacement tires deteriorated slightly replacement cycle; during December versus the prior year’s period, 3. the ongoing belief that there is a modest amount snapping the streak of better sell-out trends that of pent-up demand on the sidelines, especially we saw in October and November. While the unit given the lackluster results through the first three volume figures were weak, we were encouraged quarters of 2017; and that most dealers cited tough comparisons and 4. the likely tailwind to consumer spending from two lost selling days for the soft results. In fact, tax reform. the anecdotal commentary captured in the period By Nick Mitchell suggested that underlying demand trends were We share their enthusiasm, as we continue to healthy in the final month of the year after adjusting for believe the lackluster volumes throughout the industry the unfavorable calendar shift. during the first nine months of 2017 were a function of Despite the deceleration in sell-out trends in December, transitory headwinds rather than emerging secular preswe were pleased with how the final quarter of 2017 shaped sures. As such, we expect sell-out trends in 2018 will be up relative to our assumptions at the start of October. more in tune with favorable macro conditions. The fourth quarter was the only quarter of the year that the dealers who participate in our survey reported seeing Monthly survey volume growth. More importantly, our latest checks A number of independent tire dealers were surveyed indicate the momentum spilled into 2018, aided by the concerning current business trends. The results of the harsh winter weather that has hammered much of the December 2017 survey are compared with those of December Northeast, Upper Mid-Atlantic and Great Lakes region. 2016. See the whole report on www.moderntiredealer.com. We also saw mix trends improve for the quarter, with Tier 3 brands performing the worst, which is in-line with the Replacement tire sales mega-trend of the market shifting to HVA (high value According to the dealers we survey, consumer demand added) fitments. for passenger and light truck replacement tires declined in December compared to the prior year’s period. From a volume standpoint, the dealers reported they sold 0.2% Average tire tier rankings based on dealer sales fewer tires last month relative to the previous year’s period. Tier OCT ‘16 NOV ‘16 DEC ‘16 OCT ‘17 NOV ‘17 DEC’17 Conversations we are having with commercial tire Tier 1 brands 3 1 3 1 1 3 dealers, along with United States Tire Manufacturers Tier 2 brands 1 2 1 3 3 1 Association data, suggest that demand trends remain very Tier 3 brands 2 3 2 2 2 2 strong in the channel. Source: Northcoast Research Holdings LLC With the economic data continuing to come in favorably, Our channel work also indicates that the improving and the likelihood of an infrastructure bill in 2018, we are sales momentum and weak sell-in trends in December, optimistic TBR tire dealers will have a nice year. magnified by an unfavorable calendar shift, helped reduce channel inventories at the end of the year to the lowest A look at mix trends level in at least 12 months. With demand trends improving The dealers continue to indicate consumers’ preferences and channel inventories in better shape, we are growing have shifted away from Tier 3 brands over the past three optimistic that the bulk of the elevated promotional activity years. Respondents attribute a portion of the shift to the upstream and pricing volatility at retail is behind us. fact that they are having an easier time upselling customers Not surprisingly, the better fundamentals in the final given that consumers are less strapped for cash considering three months of the year have positively impacted sentiment the tailwind from low energy prices and a very strong among the dealers and wholesalers. We are encouraged labor market. that the majority of individuals in the dealer community Some dealers indicated the projected windfall from tax continue to have an upbeat outlook for volume trends reform should allow for more trade-up activity in 2018. ■ going forward, driven by the following factors: Nick Mitchell is a managing director and research analyst 1. a favorable outlook for gasoline prices, as low fuel with Northcoast Research Holdings LLC based in Cleveland, prices on an absolute basis should provide a tailwind to Ohio. He covers a variety of subsectors of the automotive driving trends and consumers’ discretionary incomes; industry.

MTD February 2018

Greater than the elements.

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NumbersThatCount

Relevant statistics from an industry in constant motion.

38%

Percent of American workers whose employers will most likely give them 10-14 days of paid vacation after one year on the job. Source: www.retailers.com

73% 11.7 years Percent of American drivers who consider themselves better-thanaverage drivers. Source: NewsRoom.AAA.com

Average age of light vehicles in use in the U.S. Source: HIS Markit

485,041

Total number of yellow school buses in the U.S. Source: School Bus Fleet magazine, a Bobit Business Media publication

14% Percent of consumers purchasing parts and accessories online. The aftermarketâ€™s online penetration rate has doubled in the last three years, from 7% in the fourth quarter of 2014 to 14% in 2017. Source: The NPD Group/Car Care Track

20 million

3.9%

Percent by which demand for rubber will rise per year, to 31.7 million metric tons in 2019. Source: The Freedonia Group, a division of MarketResearch.com

Number of vehicles that will be 25 years or older by 2021. Source: HIS Markit

-35.6% Percent change year-to-year (2017 vs. 2016) in the number of consumer tires imported from China. In 2017 they totaled 12.3 million units, down nearly 7 million compared to 19 million units imported in 2016. Source: Modern Tire Dealerâ€™s 2018 Facts Issue

63%

Percent of U.S. drivers who report feeling afraid to ride in a fully self-driving vehicle, a significant decrease from 78% in early 2017. Source: NewsRoom.AAA.com

MTD February 2018

DELINTEâ€™S PASSENGER AND HIGH PERFORMANCE TIRES

ds8

dh2

ALL SEASON ULTRA HIGH PERFORMANCE

ALL SEASON PERFORMANCE TOURING TIRE

ALL SEASON ULTRA HIGH PERFORMANCE TIRE

Wet Traction Grooves. Three wide longitudinal main grooves can evacuate water effectively at high speeds.

Asymmetric Pattern Design. Our asymmetric 5-pitch tread pattern is designed to blend the requirements of dry grip and water dispersal, giving the driver a larger contact area and consistent wear for longer tire life. Larger tread ribs/blocks on the outside increase cornering stability while smaller inner blocks aid in dissipating water. Wear-Resistant Shoulder Design. Integrated heat-resisting bars in the shoulder reduce irregular tread wear and dampen wind noise. This highly stable shoulder profile also pays off in great high-speed cornering. 3D Shoulder Grooves. Reduce road noise for a quiet and comfortable ride.

Performance-Enhancing Silica Compound and Tread Design. The D7â€™s advanced high traction compound is tuned for performance, as is the blaze-shaped tread pattern. Expect great traction, superb fuel economy and a comfortable ride. Wet Grip Grooves. The four wide longitudinal grooves evacuate road water and resist hydroplaning. Noise Absorbing Groove Design. Groove shape and the scores on the groove sides absorb vibration and reduce airflow noise.

Grip Optimized Groove. The wide angle groove enhances snow grip and evacuates water and snow. Super Stable Shoulder. The big blocks outside enhance steering and handling performance on wet roads. Enhanced Wet Grip. The blocks inside are designed for wet and winter roads; the sipes can increase edges which can cut water film.

feature

Michael Mathis from Atturo says consumers can feel the difference between an all-season touring tire and ultrahigh performance tire “immediately.” It’s up to the dealer to explain the details of a UHP tire’s improved handling.

UHP light truck tires: ‘a blending of technologies’ Think past the days of the Ford Lightning By Joy Kopcha

onsumers are replacing their high performance sedans with high performance SUVs and CUVs. And to Sonny McDonald, national training manager for Toyo Tire U.S.A. Corp., it makes sense that the light truck tires on those vehicles would take on more performance-like characteristics. “The demand in the SUV and CUV ultra-high performance tire market is evolving much like the passenger UHP market. More vehicles are equipped with larger rim diameter, lower profile and at least V-speed-rated tires.” And the evolution, driven by both technology and marketing, is good news for tire dealers. “The UHP SUV and CUV replacement market will offer dealers the greatest growth and profit potential,” says McDonald. “Customers buying SUVs or CUVs are often looking to customize with plus-sized tire and wheel packages because it’s all about the look.”

Modern Tire Dealer asked Toyo and its fellow tire makers to weigh in on the UHP light truck tire market. Some call it a niche, while others see a blurring of the lines between light truck fitments and UHP tire qualities. Michelin North America Inc., for one, does not directly associate UHP or high performance tires with speed ratings. “We are seeing a growing market for P-metric, higher speedrated tires that fit light trucks and SUVs. Typically Michelin defines its tires by the optimal performance capability and not solely on size and fitment. Michelin and BFGoodrich focus on performance capability to best fit the consumer driving need. That said, as the market grows we anticipate having products that would carry the higher speed rating for vehicles that would fit in the light truck category.” There is a consensus among tire manufacturers, though: The

MTD February 2018

CONFIDENCE WHEN THE ROADS OUTSIDE ARE FRIGHTFUL.

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count on cooper.® An American Company Since 1914. coopertire.com *Based on the results for Cooper ® Discoverer True North™ 235/70R16 tires

in comparative snow braking testing against three select competitor tires.

UHP light truck tires

Toyo says the design and compound technology in its new Proxes ST III help make it “the new standard” in the segment.

market is growing. So, MTD asked: How big is the UHP light truck tire market? What’s the projection for this segment in the next three to five years? Ten years? Michael Mathis, president of Atturo Tire Corp.: The UHP light truck (including SUV) is the new high performance sedan market. Think of the Tesla Model X, BMW X-series M editions, Porsche Macan and Cayenne, Mercedes AMG, Dodge Durango SRT and new Jeep Cherokee Trackhawk. All of these are available with over 400 horsepower! Consumers continue to demand higher performance from their trucks and the manufacturers indulge them. These are the vehicles the AZ850 is designed to suit. By simply replacing the boring all-season original equipment tire, the true ability of these vehicles can be realized. Will Robbins, product manager for Bridgestone Americas Tire Operations LLC: Traditionally, the performance light truck tire segment has been defined by UHP summer products applied as OE to vehicles like the Ford Lightning or Toyota X-Runner. Over the last several years we have seen a general decline in this particular segment relative to replacement tires. The truck segment as a whole, however, has tremendous growth

opportunities, and our product line is reflecting the trends we are seeing in the light truck tire segment. While Bridgestone doesn’t offer a dedicated aftermarket UHP light truck tire at this time, our Bridgestone Dueler H/P Sport tire is offered as OE on select vehicles and available as a replacement tire for those vehicles. We also work closely with OE manufacturers to meet their needs for performance tires for light trucks and the rapidly growing CUV market. At the same time, we also have seen growth in the traditional UHP summer product segment with performance-oriented SUVs and CUVs. The SUV/CUV segment in general has rapidly expanded beyond the initial players like the BMW X5 and Porsche Cayenne into a wide range of manufacturers and vehicle sizes. We expect to see continued growth in this area over the coming years. Björn-B. Gläser, performance tire product manager for Continental Tire the Americas LLC: The segment is more than 4 million units and growing, particularly on the crossover and SUV side, including light trucks, SUVs and crossovers V-rated and higher. We see this segment increasing with the growth of performance crossovers and SUVs. Drew Howlett, product manager for light truck and SUV

MTD February 2018

tires for Falken Tire Corp.: The UHP light truck tire market in the traditional sense has diminished significantly. The days of the 1990s sport trucks such as the Ford Lightning are over, and the cosmetic inch-up light truck phase of the 2000s has either morphed into OE SUV fitments in sizes such as 285/45R22 or migrated to the Tier 3 and Tier 4 aftermarket in sizes such as 305/40R22. Automakers also are shifting focus to high performance sportoriented trims of crossover platforms, such as the latest release of the Ford Edge ST fitted with 265/40ZR21. Bob Toth, director of industry relations for Goodyear Tire & Rubber Co.: We are seeing an increasing number of high performance tires, predominantly H speed rated, being fitted on sport trim level crossovers, SUVs and pickups, and our Eagle F1 asymmetric SUV UHP tires have been fitted on premium vehicles like the Audi Q7, the Porsche Cayenne and the Range Rover. Cy Han, general manager of the sales management team for Hankook Tire America Corp.: We estimate the performance SUV market size is approximately 6.5 million units annually. The biggest sales volume comes from comfort SUVs, which represent around 16% of the total passenger and light truck market. We anticipate steady annual growth of 1.5% to 2%. Brian Phillips, marketing supervisor for Maxxis International-USA: The light truck segment in general is still growing as manufacturers attempt to keep pace with demand for pickup trucks and larger sport utility vehicles. It logically follows that a large percentage of those vehicles will see a change to UHP tires as their owners will continue to demand on-road performance that rivals that of their automotive daily driver counterparts. Tire manufacturers continue to blur the lines between light truck and UHP fitments by applying technology to truck tires that was once reserved for sports cars and sedans. The UHP light truck tire segment would appear to be as big as or bigger than any of the other tire segments recognized by our industry. Projecting growth in any segment in the tire industry is tricky. Assuming supply chains and raw materials required for manufacturing remain settled, this segment should see steady growth at least for the near term, and probably a leveling off in the five-to-10 year range as yet unavailable vehicle technology will affect sales in this range. Jay Lee, director of product planning for Nexen Tire America Inc.: It’s getting bigger. Here’s the reason: the OEM tire’s rim diameter is getting bigger due to the vehicle’s performance upgrade. Roberto Vezzoli, product marketing manager for Pirelli Tire North America Inc.: The UHP light truck segment is still a niche within the overall tire market, accounting for approximately 1% of the SUV tire market. We project growth

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for this segment in the future, given that most premium/prestige car makers are launching SUV vehicles. For example, Pirelli has provided six new tires for the new Lamborghini Urus. Rick Phillips, vice president of sales for Triangle Tire USA: This is a bit of a niche market right now but appears to be growing. We will definitely address this segment once our factory in North Carolina begins production in the next couple years. It should continue to gain strength in the near future. A lot of the momentum is fueled by low fuel prices as well as the evolution of the light trucks being produced. These vehicles are not just for

UHP light truck tires work anymore and they offer a lot of sporty and fun features Phillips, Maxxis: The trend most apparent in the light that are appealing to a growing segment of consumers. truck UHP segment is the move to larger diameter fitments. What are the trends and latest technology for UHP Larger diameter tires have become much more prevalent light truck tires? in both the OE landscape and the aftermarket replacement Mathis, Atturo: We see more vehicle manufacturers trying segment. One way to enable a large heavy vehicle to perform run-flat tires where Atturo has been present in the market in the manner in which their owners require is to put more for several years. The other major trend is in using staggered rubber under these ever larger trucks and SUVs. Extra load fitments front and rear on these all-wheel drive vehicles. P-metric fitments continue to dominate the light truck UHP Again, Atturo is a leader in offering unique applications such segment and some, including myself, are curious to know as a 275/35R22 and 315/30R22 matched set. when the E-load UHP tire may become the next must have Robbins, Bridgestone: For UHP tires in general, we are seeing for consumers. the industry focus on delivering the traditional dry and wet handling Lee, Nexen: Increasing the light snow traction without any performance of a UHP tire with fewer compromises in other areas other performance loss, and the tendency to cover three-plus like ride comfort, wear life and, for all-season UHP tires, winter seasons while enhancing traction in light snow conditions. capability. With our newest tread rubber compounds, we are able Vezzoli, Pirelli: UHP light truck tires use similar technolto minimize performance trade-offs and provide the balanced ogy to car tires in many cases, including new materials and performance that customers have come to expect. internal structures, to offer the same performance in on-road Gläser, Continental: Traditionally in the past, this seg- applications. These new technologies allow us to offer drivers ment was dominated by summer products; now all-season both improved wet and dry braking and handling, and provide capabilities have become better traction in light snow. more important. In addition, we can provide Howlett, Falken: Falken’s this UHP quality in dry/wet premium all-season sport conditions, while maintainP-metric tires with H and above speed ratings made up 52% truck and SUV product offering a tread wear warranty for of the 208.3 million replacement passenger tires shipped ing, the Falken Ziex S/TZ05, the customer. in the U.S. in 2017. They totaled 108.3 million units, which now in its fifth generation, Phillips, Triangle: You’re included high and ultra-high performance tires. The U.S. will continue to advance seeing a blending of techTire Manufacturers Association says the primary design with this constantly evolving nologies between UHP tires features of high performance (H-rated) and UHP (V-rated and market segment. and light truck tires. If you higher) tires are “response, handling and cornering power.” Toth, Goodyear: While look at the two segments a number of sport crossover they are almost at opposite H-RATED TIRE V-RATED AND ABOVE and SUV models are being ends of the spectrum. The MARKET SHARE TIRE MARKET SHARE fitted with UHP tires, all challenge is to achieve certain BY BRAND BY BRAND of our UHP products fall performance characteristics (based on 57.3 (based on 55 million units, including million units, including under our performance tire that satisfy both light truck imports) imports) product category. As such, needs and UHP needs whether they’re fitted on a without sacrificing the core Michelin 11.0% Goodyear 13.0% Goodyear 11.0% Michelin 12.0% sedan, sports car, crossover, performance characteristics Bridgestone 6.5% Bridgestone 8.0% SUV or pickup, these tires of either. Yokohama 6.5% Falken 6.5% leverage our strong UHP McDonald, Toyo: The Hankook 5.5% Continental 6.0% compounding and construckey in developing UHP Falken 4.5% Hankook 5.5% tion technologies tool box, light truck tires like our new Toyo 4.5% Pirelli 5.0% while also factoring in the Proxes ST III is making sure BFGoodrich 4.0% Yokohama 4.5% tire size, load requirements we get the right mix of dry Continental 4.0% Nexen 4.0% and application. and wet handling perforKumho 4.0% Toyo 3.5% Han, Hankook: Speed is mance, wear and still mainFirestone 3.5% BFGoodrich 3.0% important to performance taining that sporty cosmetic Nexen 3.5% Kumho 3.0% Pirelli 2.5% Firestone 2.0% SUV consumers. The best appearance. Cooper 2.0% Delinte 2.0% UHP light truck tires offer Share some tips to help Dunlop 2.0% Cooper 1.5% V- or Z-grade speed ratings. dealers make the UHP light General 2.0% Dunlop 1.5% They have the capability to truck tire sale. What charNitto 2.0% Nitto 1.5% respond quickly and handle acteristics or benefits does Primewell 2.0% Sumitomo 1.5% turns smoothly at a high rate a UHP light truck tire offer Sumitomo 2.0% General 1.0% of speed. Hankook’s two that dealers should be sure Sailun 1.0% GT Radial 1.0% UHP light truck offerings to highlight when trying to Others 15.0% Others 14.0% provide an excellent balance close the sale? of smooth handling and Mathis, Atturo: The Brands must have at least 1% of the market to be listed at 1%. enjoyable performance in UHP sale for a light truck Source: Modern Tire Dealer estimates all road conditions. is truly about explaining the

Speed ratings and market share

MTD February 2018

UHP light truck tires enhanced handling, braking and overall responsiveness of a UHP tire which is properly suited for the vehicle (which means correct load index, matched to a wheel within spec and of a proper speed rating). Often, the comparison to an original all-season touring tire is an easy one and a difference the owner can feel immediately. Even in the case of a third or fourth replacement set of tires, the more modern performance of a tire like the AZ850 will give the driver an increased sense of the vehicle’s ability. Robbins, Bridgestone: UHP tires are best suited for drivers who most value responsive handling and dry and wet grip. These customers will prioritize performance over touring tire attributes such as ride comfort and long wear life. Gläser, Continental: The sovereign balance for UHP SUVs and crossovers is key. Provide the customer with products giving a great driving experience, while ensuring safety and grip in all seasons and weather conditions. For the ExtremeContact DWS06 this is additionally coupled with the Total Confidence Plan. This includes a mileage and road hazard warranty, leaving no box unchecked for a UHP customer. Toth, Goodyear: UHP tires are for those drivers looking for outstanding wet and dry traction, lots of cornering power, and precise, responsive handling, even at the expense of some ride, tread life, and winter weather performance. Han, Hankook: Speed is important to performance SUV consumers. The best UHP light truck tires offer V- or Z-grade ratings. They have the capability to respond quickly and handle turns smoothly at a high rate of speed.

Phillips, Maxxis: The UHP light truck customer, like any other tire buyer, must be correctly and thoroughly qualified in order to assess their needs. The old standby qualifying questions apply: “What did you like or dislike about your old tires? What aspects of your next tires would you like to see improvement in? Does this truck or SUV see off-road use?” These questions and others can be used to determine if you in fact have a candidate for a UHP sale. Lee, Nexen: A UHP tire’s main characteristic is grip. It means safety. It will give the maximum traction so the consumer can feel safe when they pick UHP tires instead of other segment tires. Vezzoli, Pirelli: Ultimately, UHP light truck tires combine high performance with all-season utility, including the ability to drive in light snow. Phillips, Triangle: I think the most important thing the dealer can do is to be very diligent with the consumer as they are shopping and thoroughly understand how their particular vehicle will be utilized. How many of the total miles driven will be UHP miles? How many will light truck miles? Based on what they learn they can look at their offerings and make a logical recommendation. McDonald, Toyo: With all tires sales, the key is asking qualifying questions, such as “What is the worst driving condition you might face? How is your vehicle used?” Once you have established their needs, then you can start pointing out features of a particular tire that will offer the customer the most benefits to meet their needs. ■

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MTD February 2018

feature

Back to basics: Lubrication keeps advanced braking systems working right By Ann Neal

f a brake problem is tripping the malfunction indicator lamp (MIL), the first impulse usually is to focus on a vehicle’s active braking systems. However, the source of the problem may well be the pads, rotors, drums and shoes of the vehicle’s mechanical braking system. “On today’s vehicles, active braking systems are becoming more complicated and rely even more heavily on properly functioning mechanical brake systems,” says Greg Neuenfeldt. He is a trainer for Tenneco Inc., supplier of Monroe Brakes friction products. Neuenfeldt places active braking systems into two “buckets.” One holds the systems that activate when the brake pedal is depressed. Among the most familiar of these are antilock braking systems (ABS). “We’re using wheel speed sensors to try to keep those tires from locking up by grabbing hold of the brake for that wheel. If that wheel starts to lock up, it will release a bit of pressure and let that wheel get rolling again.” Emergency brake assist is an example of a newer active system. “This allows the driver to not worry about over applying the brake. The computer will take over and modulate the amount of brake pressure to stop the vehicle safely,” says Neuenfeldt. Even newer is brake force distribution, which enables the braking system to adapt to the load in the vehicle. For example, if there are passengers in the back seat, the system applies more braking pressure to the rear. “It’s a very smart system where it’s detecting weights in the vehicle in conjunction with ABS to try to make those stopping distances as short as possible.”

drifting. “If you’re starting to drift off the road towards the shoulder, for instance, usually it will give an alarm or vibrate the steering wheel. In a worst-case scenario it will start to apply the left side brakes on both the driver-side wheels to pull the vehicle back into the lane,” says Neuenfeldt.

Prevent the corrosion When the MIL illuminates, consumers, technicians and service advisors often assume the fix will involve significant sensor- or computer-related expense. But the source of the

Proactive brake systems Neuenfeldt places systems that are active when the driver is pushing the accelerator into the “proactive” bucket. Traction control is one example. “If the driver is accelerating and the Corrosion or lack of lubrication in mechanical braking tire is slipping, the computer system cuts back on the throttle components can affect a vehicle’s active braking systems. a bit, which often helps the tire regain traction with the road.” If reducing engine power doesn’t work, the system will take problems, says Neuenfeldt, is often corrosion in the mechanical other steps to help the tire grip the road, up to engaging the braking components. brake of the wheel that’s spinning. “In every state in the country, we get corrosion. A corroded Automatic emergency braking is another system that activates wire or a brake component that is rusted and not operating when the driver is pressing the accelerator pedal. “The vehicle properly will affect active braking systems as well as stopping will apply the brakes on its own, without the driver touching distances.” the brake at all,” says Neuenfeldt. “That system is using the Neuenfeldt says lubricating the moving components of the brake system on the vehicle without the driver depressing mechanical portion of the brake system serves two purposes. the brake pedal.” “Lubrication enables the components to slide and move Many new luxury vehicles have sensors in the windshield so that when the active braking system makes adjustments, to detect rain. Along with turning on the wipers, the system things are moving like they’re supposed to. When you’re keeps the car’s brakes dry. “It will put the pads up close to doing a brake service such as replacing pads or shoes, all the rotors, not enough to cause the vehicle to slow down, these moving components need to be cleaned properly and but just enough to wipe those rotors off and keep them dry,” lubricated properly. The other point is lubrication prevents says Neuenfeldt. corrosion. One of the worst things for brakes is corrosion. Lane-keep assist, also called lane departure, applies the And it’s fine if brake components look rusty as long as they brakes on the side of the vehicle opposite where a driver is have good lubrication at the friction points.” ■

MTD February 2018

feature

All customers big and small TravelCenters wants to expand across America By Bob Ulrich On Nov. 2, 2016, TravelCenters of America LLC changed the landscape of the domestic truck tire industry. That evening, Barry Richards, then executive vice president, announced the formation of the TA Truck Service Commercial Tire Network. With 243 truck service facilities, TravelCenters instantly became the largest truck tire dealer in the U.S., selling Goodyear, Bridgestone, Michelin, Marathon, Kelly, BFGoodrich, Cooper, Yokohama and Continental tires. It planned to add Pirelli commercial tires into the mix when the brand became available domestically. Fifteen months later, Modern Tire Dealer met with Richards, now president and COO; Skip McGary, senior vice president, truck service; and Greg Ford, director of commercial tire sales, to see if the company had followed through on its goals to not only meet tire demand at its truck stops, but also exceed its reach. The quick answer is yes, thanks in part to an aggressive customer expansion strategy.

MTD: Is your new commercial network set up to sell tires to smaller fleets as well as the large fleets? Richards: It is. Tire sales have always been a part of our company. But they were primarily directed at national tire accounts and emergency tire services. People used to look at us as their emergency tire repair center or provider. Now they can look at us as a full-service dealer, and across the country, not just locally or even regionally. That includes selling to smaller fleets. We often work with tire distributors and dealers as a secondary source of tires.

MTD: Does that mean you are competing against your suppliers, and vice versa? Richards: To be as sensitive as I can about it, a lot of our suppliers are competing with us directly. At one time we were restricted as to the customers we could sell tires to outside national account business. McGary: If we had an emergency roadside repair, we could take anybody’s product and put it on roadside. But if someone wanted us to come to the yard and put on tires, we couldn’t. All the major brands with national accounts did not want us competing against them. We just came to a point where Barry made the decision that we had to be something different. Richards: There were trucks driving all over the highways pushing Goodyear, Bridgestone and Michelin, and it was really getting restrictive. They were encroaching on our business. We looked at I don’t know how many years of downward tire sales figures. We had to do something to level the playing field. We just realized we had to have more freedom to sell products. Goodyear was the first to embrace us as a dealer, and has become our premier partner. Unless we are performing emergency road service, we still need permission from Bridgestone and Michelin to sell their tires off-site.

Skip McGary (left), Greg Ford (center) and Barry Richards are in charge of tire sales at TravelCenters of America.

Everybody had to come to an agreement that we were still going to be able to help each other. That’s still true today. We’re a big force out there. They need our outlets. They need their product moving through our sites. And we needed the ability to completely service our customers, which includes selling them tires. I understand their dilemma. They’ve got dealers out there and here we go passing by with our trucks loaded with tires. That’s got to cause some friction. I don’t know if it will ever get worked out 100%, but it’s been pretty friendly to date since we all came to agreements on how we would work together. McGary: It has been. We try to all keep in mind that we’re trying to service customers. What the customer asks for, what the customer needs is what we want to provide. If the customer asks our tire network to go out and put tires on their truck at a service yard, then it’s in the best interest of the tire manufacturer and us to be able to do that. Although their dealer may say, “That would have normally been my business,” it just as easily may not have been. Richards: We had some large fleet customers call the manufacturers and ask, “What is going on? You’ve got to allow them to service our trucks in our yard.” Our new customers are a different story, but that’s where Greg’s team comes in. Everything Greg’s team is doing is incremental and business we wouldn’t have had in the past. If we sell them tires, they may have needs for fuel, preventive maintenance and oil changes, and hadn’t really thought of us. And if they need vehicle services, I can leverage those things to get their tire business. It’s working out pretty well. MTD: Did you ever have any restrictions on performing service work in your bays? McGary: No. Anything that’s in our scope of service we can

MTD February 2018

TravelCenters of America do anywhere, any way we want to. We are expanding that out into our OnSITE Program, where we’re going out working yards, and doing things like inspecting trailers and trucks. We do a lot of that for Amazon. We inspect their trailers before they hit the road to make sure they don’t have a breakdown and a late delivery. MTD: I would assume the larger fleets demand you get certified or pass certain criteria to be able to touch their vehicles. How far down does that go? Is a fleet that has 20 or 30 vehicles large enough to dictate that, or is that too small? McGary: I don’t know that any customer really dictates our training or certification level except for Freightliner. To be a warranty certified organization for them and carry their flag, we have to train to their standard, and we do. As a matter of fact, we train well past their standard. All our employees, including our 3,000 technicians, go through extensive training, both online and in the classroom. We have three training centers in the U.S. One is in Lodi, Ohio, one is in Nashville, Tenn., and one is in Eloy, Ariz., right outside of Phoenix. Every technician who works for us, once they achieve a certain amount of online training through Freightliner, then they’re eligible to go to one of our training centers and take advanced training.

Advertised truck tire prices In “Road King” magazine, produced exclusively for TravelCenters of America LLC, trailer tires are advertised by brand. • Goodyear and Continental tires cost $479 each. • Marathon, BFGoodrich, Yokohama and Firestone tires cost $379 each. • Kelly tires cost $309 each. • Roadmaster and Dayton tires cost $289 each. “Need steer or drive tires? Add $40 per tire,” adds TravelCenters.

MTD: You handle the training, Skip? McGary: Yes. We have a training department that runs the training centers. But my team and I set the curriculum. We tell them what we want to learn. Freightliner has about 100 certified trainers in the United States. Ten of those people work for TravelCenters. These people have to have an ASE certification for a number of systems, including electrical and brakes, before we let them work on them alone. That pretty well satisfies the criteria for the smaller chains. Ford: We have purchase policies from all of our customers, big or small. When we pull their name up, it pulls up all their equipment and needs, and what they require done on their vehicles, and we follow those policies. MTD: Do you have enough technicians? McGary: We do, but we hire every day. Techs are hard to come by in the industry. If anybody says they aren’t looking

for techs, they know something I don’t know. We look for more of a skilled technician than probably most on-highway shops and maybe most tire shops or tire dealers normally would because we do so many other things. MTD: On your website, you promote Goodyear retreads. Is Goodyear your only retreaded tire supplier? Ford: We now carry the Bridgestone retreads as well. MTD: Do you source and bill through Goodyear and Bridgestone? Ford: For the retreads we work with the local dealers. We’re not today doing our own retreading. We’re trying to work in the industry and support the industry and the retreads, using local suppliers and local vendors. I couldn’t say we wouldn’t think about doing our own retreading in the future if it made sense for us. How could you not think about it? But today our stance is we think it’s good for the industry and good for us to work with local suppliers, and support them and they support us. We create a lot of casings. It’s a good relationship.

MTD: Do you have growth plans for the number of TravelCenters? You’ve been at 243 for a while. Richards: I’ve got an interesting thought on that. We’re always looking for places. To build them is a big deal for us. We’ve got big parcels around the country where I guess we could build on them, but we’ve had more success acquiring independents and investing money and converting them to a TA or a Petro. Those places have done very well for us historically. You can’t set a target on the number of truck stops or you’ll start working against yourself on price. We buy when it’s optimal to do so. We were on a spree for quite a while. We had a number of folks calling us and bringing us projects. But it’s thinned out quite a bit. I think by focusing on providing tires and service to some of the smaller companies that are all over the United States, we can maybe make the pie bigger for us. We’re having a lot of success taking service to people. There’s a limit to that unless we add more brick and mortar. A comfortable reach for us is 50 or 60 miles for road service. As such, we’re not going to kill the market for the little guy because we can’t reach all those customers that the locals have and are servicing today.

MTD: How much inventory are you carrying at each location? Ford: We have probably 600 to 900 tires per location, depending on the location. Richards: We have a lot of tires. They don’t all fit indoors. MTD: Are you thinking about adding Tier 3 or Tier 4 tire brands to your portfolio? McGary: We are. We haven’t added any low-cost radials yet, but we do have some customers asking for those products. Charles Darwin, who originated the theory of evolution by natural selection, said, “It is not the strongest or the most intelligent who will survive, but those who can best manage change.” TravelCenters has proven adept at initiating and managing change in the truck tire industry. It may also turn out to be the strongest and one of the most intelligent. ■

MTD February 2018

Bruce T. Halle 1930 – 2018

Thank You from your 22,000 employees and over 100,000 extended family members for sharing your Dream with us. Your leadership, integrity and kindness the past 58 years kept us on a path of success, and helped us to follow our Dreams. We will stay on this path and make you proud. As you have reminded us so many times before,

“We Do This Together.”

Commercial Tire Dealer™

Forklift operators are asking for tires that help keep their workplaces clean By Ann Neal

trend toward cleaner working environments is boosting demand for certain types of forklift tires. Operators of warehouses and factories want their floors to be scuff-free and their forklifts to be battery-powered. Modern Tire Dealer asked forklift tire manufacturers how these preferences are playing out at commercial tire dealerships. Responders were Seth Walters, vice president, strategic sales initiatives, Alliance Tire Americas Inc.; Gary Pompo, manager of field technical services, BKT USA Inc.; Darren Stratton, product/project manager-material handling, Camso Inc.; Julian Alexander, product line manager material handling tires, Continental Tire the Americas LLC; Henno Plaggenborg, segment director for industrial vehicles and light transportation at Kenda USA’s Starco Europe subsidiary; Maria Cristina Ambrosi, operations marketing manager -OHT logistics tire segment, Michelin North America Inc.; Chris Strabley, senior project engineer, OTR Wheel Engineering Inc.; and Brad Feeney, director of commercial tire programs at TBC Brands LLC. MTD’s first question regarded demand for non-marking forklift tires: Are manufacturers seeing more demand and, if yes, why? Alliance Tire Americas: We are definitely seeing more interest in non-marking tires, particularly in clean warehouse environments like fulfillment houses and warehouses for retailers like Amazon. They are also widely used in food facilities. The rise in popularity of online retail is probably helping drive the demand. BKT: We are not seeing the trend moving that fast toward non-marking tires. As companies like Amazon grow, their environments are cleaner and require electric forklifts, which make the use of non-marking tires necessary. You see nonmarking tires more in indoor warehouse operations; the machines that work both inside and outside don’t use them. Camso: There’s a significant increase throughout North America, Europe and Japan for non-marking solutions where there is demand for cleanliness. Continental Tire the Americas: There has been a significant increase in demand for non-marking tires in North America and AG Tire Talk: Europe. Cleanliness and How to reduce road lope on sprayers . . . 51 hygiene are becoming increasingly important Managing the risks of road service: as facilities are updated Techs must recognize hazards and according to the latest take steps to prevent accidents . . . 53 trends, including digiBig Jim’s acts small and sells big: talization and environ‘Do something for one customer and mental requirements they tell their neighbors’ . . . 56 fueled by legislation.

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Alliance says press-on bands provide long service life on concrete floors and has added several sizes of YM SDS press-on bands to the Galaxy SDS Severe Duty Solid line. The company launched press-on bands in smooth and traction patterns at the end of 2017.

BKT’s latest forklift tire is the LiftMax LM 81, an all-steel radial tire with multilayer steel belts. BKT says it offers low rolling resistance, lower vibration, greater stability and increased puncture resistance. The compound provides exceptional cut and chip resistance.

Companies do not want to see tire marks or black rubber dust left by forklifts on the ground or on their goods. That is where non-marking tires come into play. Kenda’s Starco subsidiary: Yes, there is a trend. We estimate non-marking forklift tires have gone from 25% to 30% in the worldwide market. More logistic houses have smooth floors and operators prefer the non-marking tires to avoid stripes on the floor black tires make. A growing number of countries have environmental regulations to use non-marking tires. Michelin North America: Non-marking forklift tires are typically used in warehouse environments dealing with food and hygiene-specific products. They may also be used in warehouses/distribution centers, high-end company buildings or homes or in other facilities that want to avoid any floor markings. OTR Wheel Engineering: Non-marking is used in newer warehouses with clean polished floors where they do not want black tire marks; they want to keep their facility looking beautiful. TBC Brands: Only certain grocery or food processing plants are required to use non-marking tires for hygiene purposes. So the trend toward non-marking forklift tires comes down to a business decision. With the growth of online fulfillment centers, it is important to keep outside contaminants to a minimum. By using solid non-marking tires, you eliminate the carbon dust contamination. It is also a trend created by the original equipment tire fitments on a growing electric forklift market.

Applications and tread patterns MTD asked if there’s a need for non-marking tires in certain applications, and if tread patterns contribute to non-marking solutions.

MTD February 2018

Alliance Tire Americas: Because the surfaces tend to be pretty uniform, compounds would be more important than tread patterns. Tires for those environments need to be both non-marking and very wear-resistant. Removing carbon black from the tire compound, a common strategy for creating nonmarking tires, tends to significantly reduce tread life. We’re working on compounds that are non-marking while also highly durable. BKT: We see the need for non-marking tires only in the clean internal environments, such as convention centers, domes, etc. Due to the conditions these tires are used in, tread patterns are not really a part of the solution. Nonmarking tires are mostly used in clean, flat conditions, but occaCamso says several of its new tire solutions answer sionally there are some special the energy efficient needs in different applications. requirements of fleets Camso: Previously nonmoving toward battery marking tires were mainly used and alternative fuels. The new Solideal Press-On in the food industry as they (PON) 775 (pictured) is are food-safe. As companies designed to maximize improve their facilities and forklift efficiency with low improve floor conditions, they rolling resistance rubber don’t want to see tire marks compounds.

left by forklifts or for black rubber dust to transfer onto the goods they are distributing. Non-marking is also gaining popularity with rental fleet owners. By equipping their fleets with non-marking tires, they can fully utilize their fleets in any application. Tread patterns are not part of non-marking solutions. The non-marking characteristic of the tire is a direct consequence of the rubber compound composition. Continental Tire the Americas: Non-marking tires are also beneficial for rental fleet owners who want to offer their forklifts to a broad variety of potential customers, no matter their industries. Traces of the manufacturing process can significantly influence the goods produced in many industries

All Continental solid forklift tires have a “golden” nonmarking twin. Both versions of the ContiPT18 (Premium Traction profile) are pictured. The company says the square shoulder tread pattern provides excellent levels of traction and the multi-layer construction improves ride quality.

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Non-marking forklift tires including automotive, chemicals and pharmaceuticals, foods and paper. The bright sidewall and tread compounds of nonmarking tires reduce the number of driving and braking marks caused by black tire wear. All Continental solid tires, both Super Elastic and Press-on-Bands tires, have a non-marking twin.

limited to only forklifts. Most material handling applications find uses for tires that would not leave marks on the floor. Convention centers, casinos, hospitals and stores to name a few have improved floors that would be marked with rubber scuffs if non-marking material was not used. TBC Brands: While only required for the grocery and food industry, we are seeing more use of non-marking forklift tires in retail, fulfillment centers, commodity warehousing and various other indoor applications. Tread patterns are not specific to non-marking solutions. There are two main patterns, smooth and traction, and the choice is really a business decision. These two patterns are available in marking and non-marking versions.

Battery power and forklift tires

Manufacturers are offering tires with low rolling resistance to maximize an electric forklift’s battery life, which helps avoid downtime to recharge batteries during a work shift.

Kenda’s Starco subsidiary: In particular, the food industry prefers non-marking tires. Tread patterns of non-marking tires do not differ from marking solutions. Michelin North America: Black tires contain material additives that provide UV protection and wear resistance. Depending on the specific use, customers may demand pneumatic radial tires for forklifts, tractors and other industrial equipment designed to provide maximum uptime, exceptional tread wear, excellent stability and machine/payload protection. Michelin manufactures forklift tires designed to have less “squirm” with rubber that sticks to the ground, providing long tread wear, stability and uptime. For example, the Michelin XZM offers genuine comfort without suspension. This equates to better shock absorption, protection of the operator, possibility to carry fragile goods, and protection of the machine. In addition, all Michelin industrial tires are compliant for use in areas where there is a high risk of fire or explosion and are known as “Antistatic Class 1.” OTR Wheel Engineering: Tread patterns are not an issue for the non-marking solution. Non-marking is not a preference

Are battery-powered forklifts displacing petroleum-fueled forklifts? Manufacturers gave us their view on the use forklifts powered by batteries and what that means for tires. Alliance Tire Americas: As with non-marking forklift tires, electrically powered forklifts typically operate on hard surfaces. We’re seeing a lot of interest in quiet, exhaust-free, long-lasting electric forklifts, which tend to be a great fit for our Galaxy YM SDS press-on bands. Press-on bands provide long service life on concrete floors, and our tread patterns for those solid YMs — smooth and traction, which has an extremely high rubber-to-void ratio — help smooth out the ride for the operator and minimize jostling of the load. BKT: The U.S. is moving toward use of clean energy and sustainable materials. Larger warehouses and more trucks running with longer battery life will increase the use of forklifts with batteries. However, there are still plenty of gas-powered forklift applications needed, especially for the outdoors and trucks that go in and out frequently. Camso: We see a growing trend for electrically powered forklifts. As the trend for battery-equipped forklifts is growing, ensuring that one facility’s fleet can run through complete shifts without downtime due to recharge battery is key. Numerous factors play a role in determining the overall reduction of costs associated with energy savings, but one must remember that every aspect of the forklift operation is affected by the tires on which they run, and this is especially true when maximizing battery life. Continental Tire the Americas: According to recent studies, 20% of all vehicles used in material handling will be electrically powered in five years. Even today, many companies place their trust in environmentally friendly electric forklifts. Kenda’s Starco subsidiary: There is a trend toward electrically powered forklifts; this goes for other applications too, such as multipurpose vehicles. In many places, the emissions from fuel trucks are no longer accepted in working environments. Michelin North America: Actually, the trend toward electric is not new — approximately 50% of forklift sales in Europe are electric. Michelin is constantly reviewing industry and technology trends through continual research and development, and investment to provide innovative tire solutions for the markets. OTR Wheel Engineering: Lots of people are turning to electric vehicles. Tires with low rolling resistance are preferred. Electric versus internal combustion introduces limitations and concerns as it relates to power and energy consumption and efficiency.

MTD February 2018

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Kenda’s Starco subsidiary offers a 4- to 20-inch solid tire product range. The company’s primary products are the Starco Tusker (pictured) and Starco Unicorn, which are available in various sizes in marking and non-marking solutions and all can be mounted without a lock ring.

TBC Brands: There is a trend toward electric (class 1, 2 and 3) forklifts. Over the last 15 years, class 4 and 5 forklifts (80% to 90% are powered by propane), have gone from 45% of annual sales on average to 35%. In 2017, electric forklift sales accounted for 65% of total sales in the U.S. This trend is due to three main factors: 1) fewer moving parts, 2) lower cost of ownership, and 3) cleaner to operate. While being cleaner is an added benefit, this is a trend based on cost savings and indoor safety, in most cases.

Lower rolling resistance tires Forklift tire technology is changing to help extend the life of a forklift’s battery. We asked manufacturers to explain how. Alliance Tire Americas: Electric forklifts can be heavier than diesel or propane units, making solid tires a great solution because owners and their tire dealers don’t have to worry about the load capacity and inflation pressure like they would with a pneumatic tire. And replacement is simple: The whole press-on assembly can be quickly replaced while the forklift batteries are being charged. Where operators need more traction in an electric forklift, there are other patterns in our SDS solid line, like the Yardmaster SDS Resilient line as well as our pneumatic product lines, which offer aggressive and long-lasting tread. Diesel and propane forklifts are still extremely popular. For those units, which tend to deliver more torque than electric forklifts, the sidewalls and bead bundles of our pneumatic tires are designed tough to efficiently transmit the machine’s energy to the ground, with minimal slip. And our solids and press-on bands dramatically extend tire life regardless of how the forklift is fueled. BKT: Rolling resistance is very important for efficiencies and longer tread life, just like car tires. But the market is still very strong in the traditional fork lift applications. At one time they would have to take tires off and bring them in. Now there are fleets of servicing dealers with service trucks just for forklift customers. The service trucks go to a customer’s location and do all the work right there. Camso: The rolling resistance of the tires can have a major impact on battery life and, therefore, it’s a key element in preventing downtime and maximizing machine availability. Low rolling resistance (LRR) tires allow you to drive longer and lift more for longer periods of time. The difference between

LRR tires and standard tires lies in the nature of the compound used and the overall make-up of the tire. An LRR tire rolls with less effort and utilizes less energy. LRR tires and conventional forklift tires also differ in that the optimized rolling properties of LRR tires not only reduce fuel costs but generate less internal heat in the tire. This in turn maximizes lifespan and durability. Several Camso new tire solutions answer the energy efficient requirements of fleets moving toward battery and alternative fuels. The Solideal RES 660 Xtreme Series and the new Solideal PON 775 tires are examples of products designed to maximize the efficiency of the forklift with impressive low rolling resistance rubber compounds. The tread design and the tread depth, for instance, do have a certain influence on the rolling resistance performance of the tires. On the other hand, the rubber compound composition and the way the tire is built have a more important influence on this rolling resistance performance. Continental Tire the Americas: A crucial success factor is the reach and charging times of the battery used. During times of 24/7 work and three-shift systems, downtimes due to recharging batteries can lead to a decrease in productivity. Today, the average forklift battery lasts around eight hours while the charging process takes one hour. On abrasive ground where more energy is needed to keep the forklift moving, the reach of the battery can even be much lower. That is why tires play an important role. Tires with low rolling resistance are able to decrease the energy used and contribute to the reach of one battery charge. Rolling resistance is among the key characteristics that drive the development of Continental solid tires for industrial use. Both Press-on-Bands, such as the MH20 or the PT18, and Super Elastics like the SC18 come with special compounds offering high cut resistance and low rolling resistance. They are the right choice for e-forklifts, with each case depending on the forklift’s specific application. Kenda’s Starco subsidiary: At Starco, we focus very much on minimizing rolling resistance, this gives the machine more battery life time due to less energy consumption. Tread pattern is one parameter we can adjust to improve energy efficiency.

Michelin North America says the robustness of the crown, sidewalls and the sturdy tread blocks of its XZM radial forklift tire resist ruptures and damage and guarantee less downtime for the machine.

OTR Wheel Engineering’s latest forklift tire is the 12LL610, a low profile tire in size 12.00-20 to provide hub clearance in heavy forklift high-load applications. Black and non-marking tires are available.

MTD February 2018

Non-marking forklift tires We also adjust the compound, which, for instance, impacts the rolling resistance when starting and stopping the truck. Michelin North America: Fuel savings has always been part of the Michelin strategy. Our radial tires are more fuel efficient than bias or solid tires. A tire is a compromise of many factors including tread life, fuel efficiency and tire life. In order to provide the best tire possible for the market, it must involve the best rubber compound, tread design and casing construction and subsequent extensive field testing prior to its introduction.

OTR Wheel Engineering: Design considerations for electric-powered equipment must include the amount of energy to move the vehicle, and the only component to contact the surface is the tire. This is arguably one of the most important parts that needs to be engineered with this as a priority. Electric compounds are a specialized rubber formulation to be more efficient on battery utilization. Tread is an additional concern; the contact area of rubber versus tread void will impact rolling resistance of the tire. TBC Brands: Tire manufacturers are using compounding and tread patterns to lower the tire’s rolling resistance. TBC distributes the Advance brand throughout North America. Along with the standard smooth and traction tread patterns, Advance has introduced the K3 line. The K3 line of Advance solid tires is lightweight and designed for low rolling resistance to maximize battery life for the electric forklift operator. The K3 line is available in non-marking and marking options. ■

Digital Tire Monitoring Reduces Costs and Increases Uptime Continental offers two distinct solutions to help you reduce tire-related breakdowns, eliminate manual tire pressure checks, improve fuel efficiency, and extend the life of tires and casings. • ContiPressureCheck™ displays real-time tire pressure and temperature data to the driver via an in-cab display, helping reduce the risk of dangerous blow-outs and roadside incidents. • ContiConnect™ displays tire pressure and temperature data for every vehicle on the fleet yard via a mobile-friendly web portal. Identifying tire issues that need to be corrected before the vehicles leave the terminal. Contact your Continental Representative today to learn more! Need a Representative? Call 1 (800) 450-3187 Commercial Vehicle Tires | www.continental-truck.com

TBC Brands says the K3 line of Advance solid tires works great indoors on flat, smooth concrete surfaces. The company offers the tires in both non-marking and marking options.

MTD February 2018

AG Tire Talk

AG Tire Talk How to reduce road lope on sprayers Modern Tire Dealer has partnered with AG Tire Talk to provide answers to the insightful questions farm tire dealers have about farm tire technology. Launched by tire industry veteran James Tuschner in 2016, www.agtiretalk.com gives agricultural tire manufacturers competing in the U.S. the opportunity to answer each question, and help their dealers better connect with their customers. A trending question followed by an abridged version of the answers will appear in our Commercial Tire Dealer section every other month; for the complete answers, check out www.agtiretalk.com!

Question: In sprayer applications, what is your recommendation to improve driver comfort and reduce road lope? Bradley Harris, manager of global agricultural field engineering, Firestone Ag Division, Bridgestone Americas Tire Operations LLC: With the high center of gravity of high clearance sprayers, operators tend to feel more roll and sway of the vehicle compared to a tractor. This feeling is amplified when narrow tires are installed and the vehicle is transported down the road with half a tank of liquid. Firestone Ag recommends to all customers to follow these guidelines: 1. Use the appropriate section width tire on the machine. When the machine is not in the field with a current crop, purchase and use the OE-approved flotation tire with a width of 520 mm (20.8 inches) to 800 mm (30.5 inches). 2. Use IF or VF tires. IF- and VF-marked tires carry more load at the same inflation pressure as the same-sized standard radial tire. 3. Tender the sprayer at the field. Don’t travel down the road with product in the tank.

Road lope occurs when the wheel assemblies have a high and low spot. When changing tires on these machines, it becomes important to make sure the tire/wheel assemblies are concentric — centered on the centerline of the axle — to prevent road lope. Norberto Herbener, OE applications engineer, Mitas Tires North America Inc.: Road lope is produced when equipment bounces during transport, forcing the driver to reduce speed. Tire quality, design, and incorrect end user usage are a few causes of road lope. There are many solutions to solve the issue. Tire technology has evolved at a rapid pace, changing the mind-set of tires being a “black doughnut” to a complex and fundamental part of equipment. As agriculture equipment has grown over the years in size and weight, users have requested

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Farm Progress Shows give dealers and farmers a forum for discussing issues such as sprayer tires and best practices.

a larger footprint for less compaction to protect their farm land. This has also been a trend for sprayer users to request width options to minimize damage to the standing crop. As a solution to this issue, VF (Very Flexible) technology was introduced and allows for an increase of 40% on the load capacity at same pressure and speed or a 40% reduction in inflation pressure at same load and speed. As we know, the load capacity of a tire is dominated by the volume of air in the tire. The more air at higher inflation pressure, the higher the load carrying capacity. This is the reason why sprayer tires have been evolving not only to incorporate VF technology, but also to introduce higher aspect ratios, for example the 380/105R50, keeping the same width and rim size but higher load capacity. This characteristic, combined with very flexible sidewalls increases the contact area and ride comfort. In summary, the best way to resolve the issue of road lope is to ensure use of the correct inflation pressure. James Crouch, marketing specialist, Alliance Tire Americas Inc.: A smooth, comfortable ride is better for sprayer operators in two important ways. On an immediate level, it reduces driver fatigue, which helps keep their reflexes sharp and their driving safe. And a machine that doesn’t shimmy or bounce down the road is much easier to control, which helps keep everybody safer. On a longer-term level, studies of equipment operators in other industries have found that oscillations at 4 to 8 vibrations per second transmitted by machinery from the ground surface can be amplified by the driver’s body, which can cause back and joint pain. High-amplitude shocks — like a jolt from hitting a rut in the field — can also contribute to injury and strain. At the Alliance Tire Group Inc., we’re addressing ride quality and rode lope sprayers in several ways with our Alliance Agriflex+ 363 VF row-crop tire. First, the block-style tread pattern is optimized for a smooth, stable ride on the road because we recognize that half of a sprayer operator’s time can be spent on pavement or gravel, getting from field to field and back to the loading pad. The heavy center rib, evenly

AG Tire Talk distributed tread patch and sharp shoulders run smoothly over the road while still delivering traction and self-cleaning in the field; they also reduce tire wear and minimize heat build-up for longer performance. Just as important as the tread pattern, the 363’s VF sidewall also minimizes both high-frequency and high-amplitude vibration. The flexibility of the sidewall is a natural damper, and the 363’s extended bead filler directs more force to the sidewall where it can be absorbed. Road lope is also a comfort, safety and fatigue factor. One thing you can do to minimize road lope is make sure you’re operating at the proper tire pressure.

the sprayer empty and fill the tanks at the field. The liquid sloshing in the tank while transporting can make the sprayer hard to handle and difficult to stop. Correct air pressure settings are important for a good ride, minimizing ride discomfort, and ensuring that the tires will carry the load. Add the weight of the machine to the weight capacity of the tanks to get a maximum weight that the tires will have to carry. Set air pressures accordingly to the total weight the tires need to carry. It is best to weigh the sprayer fully loaded for accuracy if scales are available. It is important to periodically check air pressures in the tires to ensure that they have the correct amount of air to carry the weights that are demanded of the tires. Since tire liners are not 100% air tight, air loss will occur over time. Ambient air temperature also effects air pressure. Road lope can be caused by tires that feel “out of round.” Generally, this is caused by the high and low spots on the tires and wheels not being matched up. No wheel or tire is perfectly round. Both have high and low spots. The high spot on the tire needs to be matched with the low spot on the wheel, or vice versa. If this problem exists, the tire can be deflated, and turned on the wheel 180 degrees to try to remedy this issue. Titan says its low sidewall (LSW) technology combined with lower inflation Scott Sloan, ag product manager/ pressures reduce loping and increase lateral stability. global LSW, Titan International, David Graden, ag sales and development manager, Inc.: There are numerous theories as how to improve driver Michelin North America Inc.: Michelin’s patented VF comfort in self-propelled sprayers. If you think about the Ultraflex Sidewall Technology allows the Spraybib to perform application, you have an operator sitting 10 ft. in the air on at ultra-low air pressures while carrying the same weight as a machine that could weigh close to 50,000 lbs., attempting standard tires. Lower air pressure provides superior driver to travel hundreds of miles on four tires typically no wider comfort, a much longer footprint for greater traction, and than 15 inches inflated to 78 psi in most cases, at 35 mph. the ability to handle exceptional load capacity ranging from That is a challenge. 173/14,330 lbs. load range to 179/17,086 lbs. load range at The first thought is to drop inflation pressures. With advent up to 40 mph. of IF and VF technologies, the tire industry has allowed higher As for road lope, if the air pressure is properly set with deflections, 20% and 40% more, which naturally creates a “softer” regard to the maximum loaded weight of the machine, it is a ride. Although in many cases the lower inflation does soften non-issue. All Michelin agriculture representatives carry a set the ride, it may create more issues of road lope. In addition, the of two scales to provide customers peace of mind, knowing increased deflection creates a reduction of lateral stability on their air pressures are correct and tires are adequate for the the machine. The operator may feel uncomfortable with the application. Additionally, the practice of dialing in air pressures “squirm” and instability of the machine when traveling not only to the machine and application will boost overall performance on the road but in hillier conditions in the field. There have by optimizing footprint, traction, rider comfort, reducing been reports of VF tires rolling off the rim in these conditions. fuel consumption, improving wear, and overall control of Titan’s LSW technology in sprayer applications addresses the machine. both of these issues. Lower inflation pressures for ride comfort Dave Paulk, manager of field technical services, BKT combined with the lower sidewall (see graphic) reduces loping USA Inc.: There are several factors that will cause road lope and increases lateral stability, whether it be in a float option and ride discomfort in sprayers. Sprayers have a high center like our LSW650/60R42 replacing the 650/65R38 or the of gravity, can run at speeds of up to 40 mph, and are heavy, LSW380/75R50 replacing the standard 380/90R46. ■ especially when hauling liquid. It is always advisable to use IF and VF tires when running the narrower cross section tires. James Tuschner has spent more than 20 years in the tire The IF will carry 20% more weight at the same air pressure industry, primarily focused on the agricultural and specialty as a standard tire. The VF will carry 40% more weight at the tire markets. His experience includes time spent at Alliance Tire same air pressure as a standard tire. This will give the sprayer Americas Inc. (first as director of marketing, then as director the proper weight carrying capacity for the tires, and minimize of business development) and Denman Tire Corp. He started the tires squirming while transporting. It is best to transport www.agtiretalk.com in 2016.

MTD February 2018

Road service safety

Managing the risks of road service Techs must recognize hazards and take steps to prevent accidents By Kevin Rohlwing

uring a conference in Europe last year, I had the opportunity to discuss the commercial truck tire business with a tire dealer from Israel. He had some questions about training and what started as a simple inquiry evolved into a chance for both of us to learn more about how truck tires and wheels are serviced in our respective countries. Among the things that he found fascinating was the role of the service vehicle in North America. Most European road service vehicles are things of beauty with compressors, generators and tire machines. The machines literally fold out to the side so the technician can demount and mount the tire and barely break a sweat. When he learned that service trucks on the other side of the Atlantic still required the technician to do everything by hand (except farm and OTR), he wondered out loud how we could find people to work like that. The truth is we don’t have much of a choice. Between the number of trucks needed to cover such a large area and the popularity of mounted tire programs, the economics of replacing cargo area with a machine will never add up. Commercial tire dealers need trucks that can deliver and pick up different quantities of tires while simultaneously acting as road service vehicles. It’s a totally different business over here in almost every aspect, so the manual labor component is one that will never be completely erased from the equation. In order to meet the needs of the largest fleets, dealers have to deliver tires and perform on-site service on a regular basis. Without the versatility of these service trucks, the North American commercial tire business grinds to a halt. Since the trucks serve two purposes, employers must address all of the risks associated with operating a fleet of road service vehicles. Emergency road service presents the greatest degree of risk without a doubt. When an employee is working on the side of a street, road or highway, passing traffic creates a higher level of hazards. That is the primary reason why technicians are advised to park the service truck behind the disabled vehicle. When the service truck is behind the disabled vehicle and the amber beacon and strobe lights are activated, it should be a sign to oncoming traffic that there is an active work zone on the shoulder. I say “should” because I’ve had to dodge my share of right lane drivers who refused to move over and give me space to work. Parking the service truck in front of the disabled vehicle may seem like it shields the technician, but it actually increases the risks because oncoming traffic will not recognize the presence of someone working on what appears to be a truck stopped on the shoulder. With the service truck safely parked behind the disabled vehicle with the amber beacon and strobe lights activated,

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the primary danger zone is between the two vehicles. Again, the service truck is not a shield, it’s more like a battering ram. I investigated a fatal accident on an interstate highway a few years ago where the technician was working between the service truck and the disabled vehicle parked directly in front of it. A passing truck hit the back of the service truck and drove it under the trailer, crushing the technician. He never had a chance. Making matters worse was the fact that there was limited shoulder space on that stretch of highway and there was an exit ramp just a few hundred feet ahead. If the disabled truck had literally moved 500 feet forward, the entire accident could have been avoided.

High visibility clothing is a necessity whenever servicing tires on the side of our nation’s highways.

Looking back, there were definitely instances where I should have refused to service the tires unless the vehicle was moved. Road service technicians must be trained to analyze the situation in order to determine if the tires can be serviced safely and if they decide that it’s too dangerous, management must back them when they tell the driver the vehicle has to be moved. There will always be exceptions, but in the case of the accident that I investigated, both tires on the dual were shredded so moving it forward a few hundred feet would not have created any additional costs for the customer. Even if it does destroy what would be an otherwise repairable tire, it’s not worth someone’s life. Too many unnecessary chances are taken because the technician does not exercise his right to have the driver move the vehicle. Management has

Road service safety

Setting up the reflective triangles is not an option. Exit ramps like this one are good locations to service tires.

to make sure that every road service technician knows they non-existent. Likewise, reflective warning devices must be can make that request and if the driver refuses, then it needs placed on the shoulder as another warning to oncoming to become someone else’s problem. traffic. Technically, the driver should already have them out, When faced with moving the truck or sitting on the side but when they are not in place, the technician must take the of the road for another hour or two waiting for someone else time to protect himself before attempting to service any tires who might make the same request, I want to believe that most on the side of a road. Either way, federal law requires the drivers will move the truck. placement of warning devices within 10 minutes of stopping If the technician determines that the tire or tires can be on the shoulder (49 CFR Part 392.22). It needs to be the serviced safely, the next step is to ensure visibility. At a minimum, first thing that is done after a technician steps out of the cab a reflective vest should be worn at all times. More and more when reflective triangles or warning devices are not in place. commercial tire dealers are incorporating reflective material Once the job site is under control, the actual service creates into pants, shirts and jackets. If you’ve ever seen Matt White a whole new set of hazards, especially if the tires in need of with the Tire Industry Association conduct a training class service are on the driver’s side. Again, if the position of the in the field, he takes high visibility to the extreme. I’ve often vehicle creates an unsafe situation in any way, the technician joked that you could see him from space, but that’s the whole point. Matt knows the dangers of working on the side of the road, in a parking lot or on a job site. High visibility clothing gives him an extra level of protection so most drivers should see him before it’s too late. Another level of visibility is associated with the service truck and the work area. Besides the amber beacon and strobe lights, reflective tape is another effective device for warning oncoming traffic. A few strips of reflective tape on the rear of the service truck are going to make a major difference, especially during dawn, dusk This is a perfect example of a truck that needs to be moved in order to service the and night-time hours when driver’s side tires. There isn’t enough room on the shoulder to move over and the twonatural light is minimal or lane highway puts the technician directly in the traffic lane.

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Always make sure you are facing traffic when working on a tire or wheel end so you can see oncoming cars.

Consideration must also be given to the location where the demounting, mounting and inflating will occur. Technicians should never work in the kill zone between the stopped vehicle and the service truck. You are blind because you cannot see oncoming traffic and deaf as a result of the engine and compressor noise in that space. In a perfect world, there is sufficient room on the right side of the service truck where the technician can safely service the tire and wheel while still maintaining a line of sight with oncoming traffic. If there isn’t room to the right of the service truck, then the next safest place would be directly behind the service truck. It all comes down to visibility and line of sight. When working behind the service truck in high visibility clothing, passing motorists are more likely to (hopefully) see the technician and either move over or slow down. If the technician always keeps his back to the service truck when demounting, mounting or inflating the tire(s), then he can more easily see a vehicle drifting onto the shoulder and get out of the way. In the end, it’s a total judgment call for the technician on the side of the road. Did the technician know what to look for? Did the technician understand the risks of servicing a tire in that position on that particular stretch of highway? Do they know the industry best practices for assessing a job site on the side of the road? Did they even have the option of moving the vehicle? A lot of questions get asked after there is an accident. The bottom line will eventually be whether or not it was preventable. Either way, it probably involves a serious or fatal injury so the human cost can never be understated. The best decisions are made when all of the factors have been considered. Road service technicians must be trained to recognize the hazards before they result in an accident and then take the appropriate steps to protect themselves and passing motorists. In part two of this article, we will look into hazards associated with the greatest risk of emergency road service — actually driving a company service truck! ■

needs to ask the driver to move it to a safer location. I wish I could say contact the state police and ask for traffic control, but I know that such a request has been submitted to every state police department without one return response. It appears that “you’re on your own out there when it comes to tire service unless it’s blocking a lane.” The risk to the technician cannot be understated when working on the side of a road or highway. Even the smallest mistake can be fatal when passing traffic is at highway speed. The first question that needs to be answered is whether the wheel service creates any hazards. I’ve installed and removed my share of driver’s side truck tires on the side of a highway, so Kevin Rohlwing is the Tire Industry Association’s senior vice I have firsthand knowledge of the anxiety when you’re holding president of training. a 30-pound impact wrench just a few feet from passing traffic. If there isn’t enough room for the driver’s side tires to be serviced safely, then the vehicle has to be moved. We have to change the culture of servicing the tires wherever the vehicle is parked. It can and must be moved if necessary. That same theory applies when there is insufficient room on the passenger’s side. Getting stuck between a concrete retaining wall and a vehicle after it has been struck from behind is not an ideal situation. If the tire(s) needing service is (are) on the right side of the vehicle, there must be enough space to safely Even when working in a parking lot, it’s still a good practice to set up reflective warnwork on the wheel end(s). ing devices like these orange cones so traffic is aware of the work area.

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Big Jim’s Eastside Tire

Big Jim’s acts small and sells big ‘Do something for one customer and they tell their neighbors’ By Joy Kopcha

armers have been the backbone of Big Jim’s Eastside Tire Inc. ever since the tire business was founded in May 1990. It’s grown into a two-store operation in eastern North Dakota in a region known as the Red River Valley. The valley’s fertile farmland is home to corn, wheat, sunflower and sugar beet crops. Jim Hiebert has been known as “Big Jim” for as long as he can remember, and he’s worked with these farmers ever since he moved to Grand Forks, N.D., in 1979. He spent 11 years working in local tire stores before responding to his customers’ requests to open his own store. “I started Big Jim’s with $11,000, and $5,000 of it was borrowed,” he says with a laugh. The business’ reach and customer base is expansive, serving farmers in a 100-mile radius from stores in Grand Forks and Minto. Combined, the two tires-only locations generate $5 million in sales. In Grand Forks, there are four bays, but some work has to be done outdoors due to the size of the equipment. That means even on an early December day, with snow on the ground, temperatures in the teens and winds whipping at 35 mph, tire technicians are changing truck tires outside.

A growing business It used to be that Big Jim’s passenger and light truck tire business was limited to the pickups of farmers who brought the rest of their equipment to the store. But there’s been a shift. In 2017 the owner of American Tire Service Inc. in Grand Forks decided to retire, and he sold his two-store operation to another North Dakota-based tire dealer, Northwest Tire Inc. In September Northwest closed the American Tire store down the street from Big Jim’s. Big Jim’s may have been “built on ag,” but Dick Hiebert says the PLT business has really been booming since that nearby American Tire store closed. Dick Hiebert is Big Jim’s younger brother, and he manages the business. “I used to call it filler, or a back up to our commercial business, because as the seasons would change, then the PLT would kick in. But in the past year our PLT has tripled,” he says. But the closure of American Tire did more than boost Big Jim’s consumer business. It also opened up access to a key farm tire brand. Big Jim’s has become a certified dealer with Goodyear Tire & Rubber Co. “We had tried to get it a couple years prior, but it would have been us and American and Interstate Power Systems, and that’s too many in too close of a radius,” Dick Hiebert says. “So when American closed, that put us in position. “For a lot of John Deere tractors and Case IH, the OE tire is Goodyear. Firestone’s getting in, and Michelin’s getting in, but Goodyear has a tire for everything out there.”

Tyson Lafferty props up a tire against a Caterpillar road grader. Big Jim’s replaced all six tires on the piece of equipment while the customer, a local farmer, waited.

The best marketing? Taking care of customers Big Jim’s prides itself on its hometown roots. “We’re locally owned, small and not corporate,” says Dick Hiebert. He and Jeramy Lafferty are the primary salesmen, but they’re just as likely to unload a pickup truck of tires from the warehouse or pull vehicles in and out of the bays as any of the tire technicians. Jamie Jacobson is the shop manager, but he’s also learning sales so he can fill in up front. Big Jim’s isn’t the kind of tire store that has massage chairs and a cappuccino machine in the lobby, but the waiting area

Jeramy Lafferty, right, and Dick Hiebert are the two primary salesmen at the Big Jim’s location in Grand Forks.

MTD February 2018

is larger than it used to be. Jim Hiebert says about five years ago they turned a former storage area into a showroom. Tires and wheels are on display, including some used sets, and Dick Hiebert and Lafferty each have a workspace where they can work with customers. “It’s a pretty nice showroom compared to what we had before,” Jim Hiebert says. “I do know that since we’ve done the showroom and waiting area, we’ve had more females come in and buy tires.” Jim Hiebert doesn’t think the increase in female customers is a whim. He attributes it to his most successful and powerful marketing technique. “We do radio advertising. We did some TV. Firestone puts a national ad out and we’re on that. We did mailing coupons for a while. We’ve been in the Yellow Pages and phone books. We’ve tried a bit of everything,” he says. But what works best? “You do something for one customer and they go and tell their neighbors. Word of mouth has been the best.” The company’s website also feeds business. Dick Hiebert says it’s not uncommon for parents of University of North Dakota students to call and arrange for new tires for their children — and pay for them over the phone. Clip boards hang from wires so tire technicians can quickly move from one job to the next.

“knowledgeable, courteous and fast.” Others rave about Big Jim’s prices and “outstanding service.” Dick Hiebert says it all comes down to the personal service the company’s dozen employees provide. Lafferty has worked for Big Jim’s for four years. He came here after working in management for a government contractor and likes the task of providing one-on-one service for customers. “I try to make the best out of everything, and make everyone smile when they leave,” Lafferty says. That effort goes a long way, and the Hiebert brothers acknowledge finding employees willing to go the extra mile is their biggest obstacle. 2017 was “probably the worst year” since Dick Hiebert joined his brother in business in 2000. Grand Forks is North Dakota’s third-largest city with almost 53,000 people. In the combined economies of Grand Forks and the adjacent East Grand Forks, Minn., the unemployment rate was 2.2% as of November 2017. North Dakota has the second-lowest unemployment rate in the nation — 2.6% — and Minnesota is No. 10 at 3.1%. Big Jim’s has included its search for employees in radio advertisements, and sometimes has turned to a local temporary agency for help. It’s a battle constantly on the minds of the Hiebert brothers. Despite a state minimum wage of $7.25 an hour, Jim Hiebert says the business typically starts tire technicians without any experience at $12 or $13 an hour. Those with experience earn more, as do those who work in the company’s service trucks. The sales team is paid salary plus commission. “If they show that they want to work and do things on their own, then they’re the ones who get paid the most.” During the busy summer harvest season, the overtime hours are plentiful. “All summer long, I don’t care about the overtime, or if they average 110 or 120 hours every paycheck. If they want to work, the overtime is there for them. And I’ve never laid anybody off in the winter when it’s slower.” When they find a good employee, the key is to “try to take care of them,” Jim Hiebert says. “If they’ve got troubles, you help them out, and you hope that they’ll hang with you.”

Wheel polishing: a service for the future In June 2017 Big Jim’s made a $100,000 investment with the purchase of a Vis Automated Wheel Polishing machine. Tire technician Brandon Abb is assigned the job of keeping a steady rotation of truck wheels going in and out of the machine. Abb says it doesn’t take long for him to get behind schedule. Jim Hiebert has been looking at the machines for a couple of years, “but I didn’t have any debt and I was trying to stay that way.” He saved $30,000 by purchasing a unit the company used for demonstrations, and expects it will take two-and-a-half years for it to pay for itself. It’s a service farmers and truck fleets have adopted. And after one farmer polishes the wheels on his trucks, neighbors notice. “Years ago the farmers just wanted to make sure they got their crops in, but now they’ve got to look good when they’re getting their crops in,” says Jim Hiebert.

Desperate for good employees Given the steady stream of traffic into the store in Grand Forks, it’s clear Big Jim’s has built a loyal following. Online reviewers heap praise on the business, calling the employees

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The expansion conundrum The struggle to find employees has played a role in Big Jim’s expansion plans. The heart of North Dakota’s oil and gas boom was more than 200 miles west of Grand Forks, and Dick Hiebert admits “I’m kind of glad” it wasn’t any closer. The escalation of the state’s oil drilling and gas exploration led to incredible growth in the communities and businesses that touch those industries, and that included tires. “We did get a lot of runoff from it because it got so intense up there, and prices got so crazy, that they could come in a service truck or trailer, buy parts and tires, drive back and still justify the savings from what they were paying there. If I was selling them a $350 drive tire, it was literally $500 there. “I’m kind of happy we didn’t get accustomed to it, because there are a lot of brand new buildings up there sitting empty.” One man even offered to build Big Jim’s a building and act as a silent partner if the Hieberts would start a tire store in the region. Jim Hiebert said no. “If you could find decent employees, I wouldn’t be scared to open up a few more stores.” ■

Commercially viable Pirelli debuts Formula brand truck tire Pirelli’s TP Commercial Solutions is offering the first tire in its Tier 2 Formula brand — the Formula Driver II tire for long haul and regional all-position applications. The Formula brand was created for the U.S. and Canadian markets. Pirelli has trademarked SATT technology — Spiral Advanced Technology for Truck. For the Formula Driver II the technology was engineered to enhance uniform wear, tire life, handling and retreadability. An optimized tread pattern featuring siping at the groove edges resists irregular wear, the company says. And stone ejector elements at the bottom of the grooves prevent stone trapping, improving retreadability and durability. TP COMMERCIAL SOLUTIONS LLC www.pirelli.com/commercial/us

Michelin focuses on fuel savings with XDA Energy+ The Michelin XDA Energy+ is a dual drive-position tire designed for line-haul applications. It features Michelin’s FuelSaver compound formula for ultra-low rolling resistance, and is compliant with the U.S. Environmental Protection Agency’s SmartWay program and the California Air Resources Board’s requirements. Michelin is backing the tire with a limited guarantee of $400 per truck in fuel savings. It is available in size 275/80R22.5 load range G. The XDA Energy+ also was designed with wide circumferential grooves for efficient water evacuation; grooved, angled walls to help resist stone retention; and TW6 OzoneShield technology, which helps protect the sidewalls against weathering. MICHELIN NORTH AMERICA INC. www.michelintruck.com

Trelleborg creates track-like tires Trelleborg has designed a track-like solution specifically for the unique challenges in vineyards and orchards, where root protection is key and steep terrain is common. The company says PneuTrac pairs the advantages of a radial ag tire — fuel efficiency, comfort and handling — with the footprint and traction benefits of a track. The terrain and narrow row operations in both vineyards and orchards often mean tracked applications are too wide to pass between rows with a comfortable margin for error. The technology on the tread enhances traction while the inter-lug terraces improve the self-cleaning capability of the tire. The wide lug bases and robust shoulder increase lateral stability, especially on slopes. TRELLEBORG WHEEL SYSTEMS www.trelleborg.com/wheels

Camso designs forklift tires to handle the heat Camso’s new press-on tire lineup is designed for forklifts operating in highand medium-intensity applications. The Seven Series forklift tire is new to the market and is Camso’s “ultimate tire” for high-intensity applications. A flatter design and new construction process enable the Press-On 775 to withstand more heat. Larger forklifts have to carry heavier loads in more confined spaces while moving faster, and their tires are being pushed beyond their limits and are more likely to experience heat build-up. Camso says the 775 delivers 90% better resistance to internal heat build-up than the Solideal Magnum SM ERP. The 775 is available in a range of sizes, up to and including a 33-inch tire. CAMSO INC. www.camso.co

Nighthawk adds non-directional, solid skid steer tires Yokohama unveils dual service markings for off-the-road tires Yokohama will offer five new OTR tires with dual service markings designed for loader and transport applications: the RB31, RT31/RT31+, RL31, RT41 and RL45. All will feature an E/L designation within the size on the sidewall. Yokohama says the dual markings help consumers choose one tire that can apply to multiple service applications. The dual markings also help dealers consolidate inventory, saving money and space. The RB31, made for articulated dump trucks, scrapers and front-end loaders, features a non-directional block pattern that provides both abrasion resistance and traction on soft, sandy surfaces. It’s available in sizes 20.5R25 E/L3, 23.5R25 E/L3, 26.5R25 E/L3 and 29.5R25 E/L3. YOKOHAMA TIRE CORP. www.yokohamaotr.com

Nighthawk has added non-directional solid tires with an R4 tread pattern for skid steer loaders. The tires are the latest addition to the Dura-Flex line, and are available in 12x16.5 (33x12-18) and 10x16.5 (30x10-16) configurations. The non-directional solid tires with an R4 tread pattern are designed to outperform and outlast tires with a traditional R4 tread pattern. They grip more evenly when operating in forward and reverse, the company says, which offers better wear and performance. The tires carry the standard Nighthawk Dura-Flex flat-proof guarantee. NIGHTHAWK MACHINERY LLC www.nighthawk.co

MTD February 2018

Focus on dealers

K&M dealers learn how to be distinctive and efficient Tire wholesaler sees opportunities in the Northeast By Joy Kopcha

&M Tire Inc. founder and CEO Ken Langhals likes to remind his 600-plus employees that a customer’s tire order one day doesn’t guarantee another order the next. And that means K&M’s annual dealer conference is an opportunity to provide dealers with help and extra services that set K&M apart from other wholesalers. Greg Ring, director of training and development for K&M, says as the Delphos, Ohio-based tire distributor continues to grow, Langhals’ rule is especially important. K&M is definitely growing. In 2017 it acquired two other wholesale operations — Becker Tire and Treading Inc. in Kansas and MotoStar Tire and Auto Parts Inc. with facilities in New York, New Hampshire and Maine. Cheryl Gossard, president of K&M, says the Becker Tire deal has moved the company a little more west in the Sunflower State, and it’s also helped alleviate pressure and shorten routes from the company’s existing Wichita warehouse to customers throughout rural, western Kansas. Those deliveries are now being made from the Becker Tire warehouse in Great Bend. The MotoStar acquisition involves three warehouses in three states, with customers in five states. “It opens up a lot of new opportunity for us,” Gossard says. That “opportunity” begins in the Northeast but stretches all the way to the Cleveland, Ohio, area where K&M has an existing warehouse. “We feel there’s a gap there and that we’ll be able to increase sales and increase customers in that area.”

While the search for more customers and tire sales continues, K&M is working to make its warehouses more efficient. In 2017 Gossard says the company implemented a warehouse management system at its facility in Delphos. The goal is to “improve our reliability. If customers order a tire, we want to make sure they can count on us having it

K&M Tire Inc. by the numbers: 2 businesses acquired in 2017 26 warehouses 27 states of distribution 47 brands sold 48 years in business 321 tire dealerships represented at the 2018 meeting 600+ employees 730 tire dealers and their guests at the 2018 meeting I,000 Mr. Tire and Big 3 Tire locations Read about one of K&M Tire’s tire dealers. The tire wholesaler recognized Big Jim’s Eastside Tire Inc. as the 2018 Mr. Tire/Big 3 Tire Commercial Tire Dealer of the Year. MTD has a profile on page 56.

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Focus on dealers 1. Processing: Identify the critical steps in your customer interactions. These are the basics — the non-negotiable things — that you and your team must execute every single time. Identify them, and then do them relentlessly. 2. Service. This is where customer service enters the equation. What are you doing to take care of your customer? 3. Experience. This is the point where things get emotional. How are you creating a personal connection and an emotional experience for your customers?

“Execute all three to create a distinctive experience that attracts,” McKain says. Pat Horn from Hunter Engineering Co. talks to Ronny DuPree from DuPree Tire Co. Inc. in Lufkin, Texas, during the K&M trade show.

and being able to deliver it to them the next day.” The system tracks the placement of each individual tire, and no longer requires tires to be sorted by brand and size. Mixing up the tires allows K&M to store more in each warehouse. “It increased capacity by about a third,” Gossard says. The company plans to take the management system to its Grinnell, Iowa, warehouse by March. The real hallmark of the K&M dealer conference is the series of educational sessions it offers, alongside a trade show which this year featured 60 vendors and big prizes. Here’s a look at three lessons learned during the 2018 conference.

Jon Zurcher, chief operating officer for BestOne Tire & Service LLC, says dealers need to treat and protect a receivable like it’s a $100 bill in their pocket.

Sell the total cost of ownership Gary Schroeder is director of the global truck and bus tire business for Cooper Tire & Rubber Co., and he says dealers should expect changes in the trucking industry to affect the tire buying process. One example: the consolidation of freight carriers. The relationship with fleet customers will become even more important, and Schroeder expects interstate truck stops will become an even bigger player in the marketplace with their one-stop-shop marketing. One way for commercial tire dealers to improve their competitive edge, especially with fleet customers, is to “understand the total cost of ownership and sell it.” Fleets are closely measuring the performance and life of their tires “to the fourth or fifth decimal point.”

Create the ultimate customer experience in 3 steps Keynote speaker Scott McKain asked dealers to imagine how their businesses compare with the competition. And he stressed nothing — not even tires — has to be a commodity. The difference is in the experience. McKain says creating a distinctive customer experience boils down to a three-step action plan.

Bob Lois, owner of Lois Tire Shop Inc. in Burlington, Wis., grabbed $3,200 in the Continental cash booth.

Be as efficient as your coffee station Dennis McCarron, executive director of DSP 20 Group and MTD Business Insight columnist, says there’s a big difference between doing things faster, and doing them more efficiently. Having a rule that requires technicians run across the parking lot to pull each vehicle into a bay might save a couple seconds. But what are the risks, and are they worth it? McCarron asked dealers to picture the spot where their coffee pot is located. The coffee machine is next to the filters which are next to the coffee, which is next to the cups, the creamer and sugar and the stirrers. Where are all the oil filters kept? Often, McCarron sees technicians walking across five bays to grab a filter. With multiple technicians doing that several times a day, those employees are wasting time, “and time is the new world currency.” It might only be a few seconds, but those seconds add up, and McCarron says tire dealers who have moved supplies closer to where the service occurs are able to do more work each day. “It can help get one or two more oil changes per day.” ■

MTD February 2018

Counter intelligence

The psychology of hello How the tone of your voice affects sales

ne of my favorite movies is Jerry Mait a bit difficult to go high, dip, and then go high guire. The story line is great. It’s about again in a five-letter, two-syllable word. As I an average football player and a sports practiced, it seemed a bit awkward to annunciate agent who are both living below their potential. the word “hello” as described. They become friends, and they both experience Then I realized that there are additional words a breakthrough. As their relationship develops, we use at the sales counter in place of “hello,” such there is a fair amount of yelling, heart-wrenching as “welcome” or “good morning” or “thank you truth, and a whole lot of stick-to-itiveness. The for calling.” The name of the study is, The Sound breakthroughs happen over time with some of Trustworthiness: Acoustic-based modulation fantastic one-liners. If you’ve seen the movie, By Wayne Williams of perceived voice personality, published Oct. you’ll remember... 12, 2017. If you think about it, of course the tone of your voice has a personality. Rod Tidwell: “Show me the money!” The study goes on to say that trust is a central aspect of Jerry Maguire: “Help me help you.” human communication, the foundation for functioning Dorothy Boyd: “I just want to be inspired.” relationships. That’s a mouthful if you’re a sales person Dorothy Boyd: “In this age, optimism like that is a working at a retail sales counter. In drawing my own revolutionary act.” conclusions, I surmised that poor voice greetings lead to Jerry Maguire: “SHOW ME THE MONEY!!!” less trust, and better voice greetings lead to more trust. Jerry Maguire: “All right. I’ll tell you why you don’t have Turns out that’s exactly what the study showed as I reread your 10 million dollars. Right now, you are a paycheck it — boom! player. You play with your head, not your heart. In your In comparing posipersonal life, heart. But when you get on the field, it’s all tive and less positive about what you didn’t get. Who’s to blame... greetings, the study “You know what? That is not what inspires people. Shut concluded by conup! Play the game. Play it from your heart... trast that a “hello” that “That’s the truth. Can you handle it? It’s just a question stirred up suspicions of untrustworthiness tended to between friends, you know.” start low and remain flat, ending with a weaker and more Dorothy Boyd: “Shut up. Just shut up. You had me at gradual rise in pitch. ‘hello.’” Getting back to the movie, Jerry Maguire says to Rod Tidwell, “Help me help you.” Jerry, the agent, is aware of The line I want to focus on in this article is not the one how Rod’s attitude and voice-tone hinders Jerry’s ability you might think. Recently I was reading an article and I to negotiate a big contract. came across very important findings from a recent study. I think there is a direct correlation at the sales counter The way you say “hello” makes a huge difference. This when it comes to “Show me the money.” Customers are study supports what we all already know, but combines more likely to show more money to people they trust and the findings with sound and easy-to-understand results. less to sales associates they don’t. This simple truth leads It turns out when we hear a new voice, we automatically us back to another line in the movie by Dorothy Boyd, form a first impression of the voice owner’s personality; a “People just want to be inspired.” What an opportunity, single word is sufficient to yield ratings highly consistent if we watch our tone, the way we greet customers. It can across listeners. The study shows that based on the “hello,” greatly improve our conversation rate. listeners infer traits such as trustworthiness, competence, attractiveness, etc. The study says these impressions may Dorothy Boyd: “You had me at ‘hello!’” not be accurate, but they are robust, showing high interWayne Williams: “Winners win! (With better greetings.)” rater agreement. Dicky Fox ( Jerry Maguire’s mentor): “Hey, I don’t In other words, patterns were studied regarding how have all the answers. In life, to be honest, I failed as much people say “hello,” and it spans from trustworthy to suspi- as I have succeeded. But I love my wife. I love my life. And cious. The study concluded that there is wide agreement I wish you my kind of success.” ■ among listeners when rating a “hello.” If you have a good “hello,” it will work across a wide portion of the population. Wayne Williams is president of Wayne Williams Marketing, Here are the simple findings in a nutshell. The most a marketing and branding company with emphasis on retail trustworthy “hello” tended to start high, dip in the middle, “counter intelligence.” Located in La Habra, Calif., he can be and finish high. In my attempts to duplicate this, I found reached via email at wayne@waynewilliamsmarketing.com.

www.moderntiredealer.com

‘This award honors all the hard work and dedication of our dad.’ Scott and Mark Rhodes Plaza Tire Service Inc., 2017 winners

Contributing to the Tire Dealer of the Years’ charities and helping their communities is a highlight of the program.

Nominate your choice for Modern Tire Dealer’s 2018 Tire Dealer of the Year The most prestigious tire industry recognition We are now accepting nominations re Dealer for our 26th annual Tire Dealer of r’s Ti of ale th De the Year award. We are looking for an exceptional tire dealer to join the ranks of other industry th greats in receiving the highest ANNIVERSARY honor a dealer can receive. In 1993 - 2018 addition to industry recognition, the winning dealer’s favorite charity will receive a minimum contribution of $1,000 from MTD. The dealer also will be featured in the September issue of Modern Tire Dealer and online. In selecting MTD ’s 26th annual Tire Dealer of the Year, judges will consider five elements: 1. Business Success 2. Marketing Skills 3. Management Skills 4. Industry Knowledge 5. Community Involvement Modern Tir e

Award ear eY

Any independent tire dealer, except our previous winners, is eligible for the competition. Content of nominations, not entry embellishments, will determine the winner, so keep entries factual and simple. Support material may be included, but is not mandatory. To immediately nominate a dealer, log onto: http://www.moderntiredealer.com/tiredealeroftheyear and fill out our online nomination form. For more information, contact MTD Editor Bob Ulrich at: bob.ulrich@bobit.com.

Go directly to the Tire Dealer of the Year page on our website: www.moderntiredealer.com/tiredealeroftheyear

I nominate for Modern Tire Dealer’s Tire Dealer of the Year: Name ____________________________________________ Phone____________________ Dealership ________________ _________________________________________________ Address ___________________________________________ City ____________________________________ State _____ Zip Code ________________ Nominated by: Name ____________________________________________ Phone_____________________________________________ Relationship with nominee _____________________________ I believe this dealer should be considered because: ___________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ _________________________________________________ Mail to: Modern Tire Dealer of the Year, 3515 Massillon Road, Suite 350, Uniontown, OH 44685. Deadline for entries is May 25, 2018.

European notebook

Getting the tire safety message across in Europe is difficult Motorists’ attitude remains supreme indifference

he months of January and February are generally to look after their tires and check their pressures regularly. considered to be the period each year when Europe Although recent European legislation (in 2014) made it is in the real depths of its harsh winter easier to check tire pressures (because all new season and therefore is viewed as the most crucial cars are now sold in the European Union with period for tire safety and maintenance. a tire pressure monitoring system (TPMS) Apart from southern European countries, installed as standard), it is still recognized that the rest of the continent is usually locked into a the problem is still very much in evidence. constant battle with very challenging road and At the same time, 2018 will see a renewed and weather conditions. In 2018 there has been a even more aggressive campaign on implementing special combined project by all tire safety associanew higher standards of tire tread depth levels. tions to once again try to get the message across In fact, many leading tire safety organizations are to motorists to place special attention on the combining forces to try and gain support that the By John Stone current 1.5 mm tread depth is totally inadequate condition of their tires. Right through from tire manufacturers advertiseand should be raised to ments to tire dealers throughout Europe, I have noticed at least 3 mm. This proposal has a great deal of advice and regulations being displayed to also been enthusiastically backed get drivers to fully appreciate the extreme importance of by two road safety organizations keeping a regular check on the condition of their tires — BRAKE and Green Flag — and, in particular, tire pressures. However, as usual it has who insist a 3 mm tread depth been an uphill struggle to get this message across as from would have a huge impact on experience I am aware that many motorists in Europe take road safety. Meanwhile, several leading insurance companies have A Beru TPMS unit. also backed the move. Given the seemed indifference that many motorists in all European countries have toward the maintenance of their tires, the fact is every day there are a great number of motorists driving around with tire tread depth levels of below 1.6 mm. Even if a move to raise tread depth levels to 3 mm is eventually successful (which I feel it probably will be), then the new tire law will make absolutely no difference to these drivers as it would mean they would have to buy new tires more often than before. Of course the MOT (and other relevant annual vehicle checks) throughout Europe will force drivers to replace worn tires to pass the test, but that is just annually and in the interests of tire safety a much more regular inspection must be implemented. Dangerous under-inflated tires are common on European There is no doubt that the European tire industry as a roads and more regular inspections must be implemented. whole is continually doing everything it possibly can to a very “’maverick” attitude to tire safety and for whatever get the message of regular tire checks across to drivers and reason, particularly in the winter months. get them to give it the same amount of credence as an oil This negativity is even more amazing when you consider change or brake pad replacement. However, while tires that there are several reasons why tires always need special in Europe continue to be seen as a “negative purchase” attention on a regular basis including increased fuel con- by most vehicle owners, I cannot honestly see or expect sumption and the eventual wear of various components a radical improvement in the situation anytime soon. ■ on a vehicle. Although they are always highly competitive when it John Stone has been working within the global tire industry comes to tire sales, I have noticed that all reputable tire for the past 26 years. In 2004 he launched his own consulting dealers actively encourage their customers and all drivers company, Sapphire Media Services.

MTD February 2018

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Business insight

What message are you presenting to potential employees? With today’s competition, it better be top-notch

very adult is now born in the 1900s, and Has your business changed much in the last everyone born in 2000s is a minor. Inter10 years? Societal expectations have changed. esting facts, but what business purpose Customers (all of them) expect clean shops, does it hold? courteous service, and transparent transactions. None. And don’t let anyone tell you otherwise. They turn to the internet first to check out a Don’t get me wrong, this isn’t a lecture. It’s a call company. Employees (all of them) expect to be to action. Gen Y, or the now more commonly treated with dignity, work in a safe place, have named millennials (even though technically some flexibility built into work, and earn a decent there is a distinction), are the most over-studied, living. Maybe 20 years ago you could get away over-analyzed, and misdiagnosed generation of By Dennis McCarron with doing something different, but it’s not “the this country. kids these days.” It’s societal expectations. First, as children, they were labeled and put into a box, Yes, there are fewer kids these days interested in an auto before even experiencing puberty. Then they were called mechanical career. Which means there is a shallower talent the most privileged. World is their oyster. Save the planet. pool. That’s our problem, though. We need to professionalThen 9/11 happened, and as kids, their whole world view ize this industry. Professionals are defined by technical or was challenged. Then a recession. Some have parents that ethical standards. They operate in a business-like manner are still married, some divorced. A lot of their friends at all times. They conduct and participate often in continuhave died or been injured in overseas wars. And most ous learning to stay up-to-date on new technologies and importantly, they’ve grown up. There’s best practices. Professionals make sure their business is a lot of things you can call millennials, attractive to top talent and do the things necessary to make but summing them up in one category that happen. These are things we need to do to make sure is not in the cards. a young, energized, and ambitious mechanically inclined There are a lot of books out there that young adult ends up working on cars. We need to make state, “You should do this with millennials,” sure they have a bright future and aren’t in some cubicle or, “Here’s how to win over the hearts of punching code wishing they could be challenged more. Gen Y.” It usually centers around the notion If you are wondering what happened to the work ethic of gaining experience, being kept in the of the youth of America, I urge you to look around and see communication loop, feeling valued, and what message you are presenting to potential employees. having a purpose coming to work. Sound Due to the boom of the internet, social media, and web familiar? That’s because we all seek those 2.0 you are competing for the talents with every single Gen Y Alex Feliz is employeed by Redthings. It’s not generational as much as it other employer out there regardless of industry. The wood General Tire as a is part of growing up. Doesn’t everyone fashion industry is competing with manufacturing which is service advisor. want a boss who says “good job” once competing with the automotive and so on. We are reaching in a while and occasionally have the opportunity to get younger and younger to find that talent and develop it. promoted? Doesn’t everyone dread the “dead-end job” If a big box employer has a slicker ad or an intern prothat sucks the life out of you where you count the number gram for college kids, then an independent shop needs of exits on the highway in the morning? to counter with an after-school program for high school So why do people have these polarizing views on mil- kids. If a national company is luring young adults out of lennials? Why does one employer view them as privileged the neighborhood and state, then local businesses need “trophy for everyone” types? Why does another think to figure out how to work together and send a message there are no good employees willing to work hard? I offer that experience in a local shop is invaluable on the way this: The talent pool isn’t at fault, the business is. If you are to owning your own business. getting no-good, awful, worthless, “lazy” job applicants, If you’re waiting around for good employees to find that indicates no one wants to work for you. It isn’t the you, or you are using old tactics to find them, you’re going fault of 88 million teenagers and young adults. to have very negative stereotypes of today’s youth. ■ The kids pre-9/11 have evolved. Grown up. As a matter of fact, so have I since then as I imagine you have, as well. Dennis McCarron is executive director of Dealer Strategic My views have changed, my values, my priorities. I’ve been Planning Inc., a company that manages multiple tire dealer an adult for a few decades now, and I’m different now than 20 Groups in the U.S. (www.dsp-20group.com). To contact I was when I turned 21. McCarron, email him at dennis@dsp-20group.com.

MTD February 2018

ALL SEASON

Comfort and Safety

ALL WEATHER Forget the Forecast

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ble a l i Ava ruary Feb 018 2

TPMS

Cadillac CTS – 2008-15 There are two different kinds of TPMS sensors in use on this vehicle SUBJECT VEHICLES: 2008-2015 Cadillac CTS RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED? Yes. TPMS sensor activation tool ( J-46079).

he tire pressure monitoring system (TPMS) alerts the driver of a Cadillac CTS of a large tire pressure change in any of the four tires, while the vehicle is being driven. (NOTE: For 2014-15 models, this article only applies to the Cadillac CTS Coupe and Wagon.) The system also will display individual tire pressures and their locations on the driver information center (DIC). The TPMS uses the body control module (BCM), instrument panel cluster (IPC), driver information center, remote control door lock receiver (RCDLR), a radio frequency (RF) transmitting pressure sensor in each wheel/tire assembly, and the serial data circuit to perform the system functions. When the vehicle is stationary, the sensors go into stationary mode. In this mode, the sensors sample the tire pressure once every 30 seconds and only transmit if the tire pressure changes, to minimize sensor battery consumption. As vehicle speed increases, the sensors go into drive mode, in which they transmit once every 60 seconds. Each sensor takes a pressure measurement sample continuously; if the tire pressure increases or decreases by more than 1.2 psi (8.3 kPa), the sensor will transmit in re-measure mode in stationary mode or drive mode. For vehicles with a “Low Tire Pressure VAR2 indicator (UH3) option,” the sensors transmit to the tire pressure receivers located near each wheel, and the tire pressure receivers communicate with the tire pressure module. The RCDLR receives and translates the data from the tire pressure module, then sends the tire pressure and tire location data to DIC. For vehicles without a “Low Tire Pressure VAR2 indicator (UH3) option,” the RCDLR receives and translates the data contained in each sensor transmission, and then sends the tire pressure and tire location data to the DIC.

Tire pressure monitor warning indicators When the TPMS detects a significant loss or gain of tire pressure, a “CHECK TIRE PRESSURE” message will appear on the DIC (if equipped), and the low tire pressure warning indicator is displayed on the IPC. The RCDLR has the ability to detect malfunctions within the TPMS. Any malfunctions detected will cause the DIC to display a “SERVICE TIRE MONITOR” warning message. When the tire pressure warning light illuminates and warning message appears, immediately check air pressure of all tires and adjust to the specified pressure. Drive the vehicle above 25 mph (40 km/h) for a few minutes. Ensure that the warning indicators go out. If the warning indicators are still on or the display shows dashes instead of

The 2015 Cadillac CTS-V Coupe.

a value, there is a problem in the TPMS. See the appropriate manufacturer service information.

Reset procedures NOTE: If a tire pressure sensor or the RCDLR is replaced, or if the wheels have been rotated, the tire pressure sensor must be relearned. The relearn be can be performed using either the keyless entry system, the driver information center for vehicles without the UH3 option, or a scan tool. See “Using keyless entry system/Using scan tool/Using driver information center (DIC).” When the tire pressure warning light illuminates and a warning message appears, immediately check air pressure of all tires and adjust to the specified pressure. Drive the vehicle above 25 mph (40 km/h) for a few minutes. Ensure that the warning indicators go out.

Tire pressure sensor learn NOTE: Once the learn mode has been enabled, each of the sensor’s unique identification (ID) codes can be learned into the RCDLR’s memory. When a sensor’s ID has been learned, the RCDLR sends a serial data message to the BCM to sound a horn chirp. This verifies the sensor has transmitted its ID and the RCDLR has received and learned it. The RCDLR must learn the sensor IDs in the proper order to determine correct sensor location. The first learned ID is assigned to left front, the second to right front, third to right rear and fourth to left rear. NOTE: In vehicles without the RPO “UH3” option, each turn signal will illuminate one at a time indicating which location is to be learned. NOTE: In vehicles without the RPO “UH3” option, each sensor takes a pressure measurement sample once every 30 seconds while in the stationary mode. If the tire pressure increases or decreases by more than 1.2 psi (8.3 kPa) from the last pressure measurement, another measurement will occur immediately to verify the change in pressure. If a pressure change has indeed occurred, the sensor transmits a learn mode. When the RCDLR receives a learn mode transmission while in sensor learn mode, it will assign that sensor’s ID to the location on the vehicle relative to the order in which it was learned. NOTE: The TPMS will cancel the learn mode if more than

MTD February 2018

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TPMS two minutes have passed and no sensors have been learned, or if the ignition switch is turned to the OFF position. If the learn mode is canceled before the first ID is learned, the RCDLR will remember all previously stored IDs and their locations. As soon as the first sensor ID is learned, all other IDs are erased from the RCDLR’s memory. If the learn mode is canceled after the first ID is learned, the RCDLR will store the IDs as invalid and the DIC will display dashes instead of tire pressures. NOTE: Before proceeding with the steps below, ensure that no other sensor learn procedure is being performed simultaneously, or that no tire pressures are being adjusted on another TPMS-equipped vehicle within close proximity. NOTE: In the following procedures, a TPMS sensor activation tool ( J-46079) may be used in place of increasing/ decreasing pressures to enable the sensor. To use, place the activator antenna against the tire sidewall close to the wheel rim at the valve stem location, then press and release the ACTIVATE button. NOTE: If a TPMS sensor activation tool ( J-46079) is used, and the vehicle is having trouble entering the relearn mode, check the batteries in the activation tool. Low batteries may allow some functions to work, but not allow the vehicle to perform the learn function. When the internal battery is fresh (fully charged), the indicator is “full” or all dark. When the battery is depleted, the indicator shows “empty” or all light.

Using keyless entry system 1) Turn the ignition switch to the ACCY position. Apply the parking brake. NOTE: The left front turn signal will also illuminate to indicate the learn mode has been enabled. 2) Simultaneously press the keyless entry transmitter’s lock and unlock buttons until a double horn chirp sounds, indicating the learn mode has been enabled. 3) Starting with the left front tire, follow either of these two procedures: Increase/decrease method (vehicles without a “UH3” option): Increase or decrease tire pressure for 8 to 10 seconds, and then wait for the horn to make a chirp sound. The horn chirp may occur before the 8 to 10 second pressure increase/decrease time period has been reached, or up to 30 seconds after the 8 to 10 second pressure increase/decrease time period has been reached Sensor activation tool method: Starting with the left front tire, hold the activation tool against the tire wall aiming upward with the antenna. Press the activate button and wait for a horn chirp. 4) After a horn chirp has sounded, repeat the procedure for the next three sensors in the following order: right front, right rear and left rear. 5) After the left rear sensor has been learned, a double horn chirp will sound, indicating all four sensor IDs have been learned. Turn the ignition switch to the OFF position. Adjust all tire pressures to specification.

Using a scan tool NOTE: Before proceeding with the following steps, ensure that no other sensor learn procedure is being performed

simultaneously, or that no tire pressures are being adjusted on another TPMS-equipped vehicle is within close proximity. 1) Connect the scan tool. Turn the ignition switch to the RUN position. Apply the parking brake. 2) Using the scan tool, select “SPECIAL FUNCTIONS.” 3) Select “SENSOR LEARN MODE ENABLE,” and press the ENTER key. NOTE: The left front turn signal will also illuminate to indicate the learn mode has been enabled. 4) Press the ON soft key. A double horn chirp will sound, indicating the learn mode has been enabled. 5) Starting with left front tire, follow either of these two procedures: Increase/decrease method (vehicles without a “UH3” option): Increase or decrease tire pressure for 8 to 10 seconds, and then wait for the horn to make a chirp sound. The horn chirp may occur before the 8 to 10 second pressure increase/decrease time period has been reached, or up to 30 seconds after the 8 to 10 second pressure increase/decrease time period has been reached Sensor activation tool method: Starting with the left front tire, hold the activation tool against the tire wall aiming upward with the antenna. Press the activate button and wait for a horn chirp. 6) After a horn chirp has sounded, repeat the procedure for the next three sensors in the following order: right front, right rear and left rear. 7) After the left rear sensor has been learned, a double horn chirp will sound, indicating all four sensor IDs have been learned. Turn the ignition switch to the OFF position. Adjust all tire pressures to specification.

Using the driver information center (DIC) NOTE: For vehicles without the UH3 option. Before proceeding with the steps below, ensure that no other sensor learn procedure is being performed simultaneously and that no tire pressures are being adjusted on another TPMS-equipped vehicle within close proximity. 1) Turn the ignition switch to the RUN position. Apply the parking brake. 2) Press the “INFO” button on the DIC, until the “RELEARN TIRE POSITIONS” message displays on the DIC. Then press the “SET/RESET” button on the DIC, until a double horn chirp sounds and DIC displays “TIRE LEARNING ACTIVE,” indicating the learn mode has been enabled. 3) Starting with the left front tire, follow either of these two procedures: Increase/decrease method (vehicles without “UH3” option): Increase or decrease tire pressure for 8 to 10 seconds, and then wait for the horn to make a chirp sound. The horn chirp may occur before the 8 to 10 second pressure increase/decrease time period has been reached, or up to 30 seconds after the 8 to 10 second pressure increase/decrease time period has been reached Sensor activation tool method: Starting with the left front tire, hold the activation tool against the tire wall aiming upward with the antenna. Press the activate button and wait for a horn chirp. 4) After a horn chirp has sounded and the right turn signal has

MTD February 2018

illuminated, repeat the procedure for the next three sensors in the following order: right front, right rear, left rear. After the left rear sensor has been learned, a double horn chirp will sound, indicating all four sensor IDs have been learned. Turn the ignition switch to the OFF position. Adjust all tire pressures to specification.

Artwork courtesy of General Motors Corp.

Demounting/ mounting procedures CAUTION: The tire should be demounted from the wheel using the tire changer manufacturer’s instructions. Use the following information to avoid damage during the demounting/mounting procedures. N OT E : I f t h e vehicle’s tires are replaced with those not having a TPC spec Figure 1: Exploded view of a clamp-in style tire pressure number, the TPMS sensor. may give an inaccurate low pressure warning. Non-TPC spec tires may give a low pressure warning that is higher or lower than the proper warning level achieved by TPC spec numbered tires. NOTE: If a tire pressure sensor or the RCDLR is replaced, or if wheels have been rotated, tire pressure sensors must be relearned. See “Reset procedures.”

Tire pressure sensor CAUTION: Do not inject any tire liquid or aerosol tire sealant into tires, as this may cause a malfunction of the tire pressure sensors. If any tire sealant is noted upon tire demounting, replace the sensor. Also remove all residual liquid sealant from the inside of the tire and wheel surfaces. There are currently two different kinds of TPMS sensors in use on this vehicle. Identification of which sensor is in use can easily be made after the tire has been removed from the wheel by referring to Figures 1 and 2.

Removal and installation 1) Raise the vehicle on a suitable support. Remove the tire/wheel assembly from the vehicle. 2) Demount the tire from the wheel following the tire changer manufacturer’s instructions while paying special attention to the following to avoid damaging the tire pressure sensor: • Place the sensor’s cap and valve on a dry, clean surface after removal. The cap is aluminum and the valve is nickel-plated to prevent corrosion. Do not substitute a cap or valve made of any other material. • Position the bead breaking fixture 90 degrees from the valve stem when separating the tire bead from the wheel. • Position the mounting/demounting head so the tire iron (or pry bar) can be inserted slightly clockwise of the sensor body when prying the tire bead up and over the mounting/demounting head. • Using a tire machine, rotate the tire/wheel assembly clockwise when transferring the tire bead to the outside of the wheel rim. • Repeat the items for the inner bead.

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TPMS 4) Before installing the tire on the wheel, note the following items to avoid tire pressure sensor damage upon tire mounting: • Position the mounting/demounting head 180 degrees from the valve stem. • Position the bead transition area 45 degrees counterclockwise of the valve stem. • Using a tire machine, rotate the tire/wheel assembly clockwise when transferring the tire bead to the inside of the wheel rim. • Repeat items for the outer bead.

Figure 2: Exploded view of a snap-in style tire pressure sensor.

Figure 3: Installation of a snap-in sensor/valve assembly.

3) If the TPMS sensor is the clamp-in style (see Figure 1), follow clamp-in style removal as follows. If it is a snap-in style (see Figure 2), follow the snap-in style removal below. Clamp-in style sensor removal 1) Remove the tire pressure sensor nut (see Figure 1). 2) Remove the sensor from the wheel hole. 3) Remove the sensor grommet from the valve stem. 4) Follow the clamp-in sensor installation below, to replace the sensor. Snap-in style sensor removal 1) Remove the Torx screw (3) from the tire pressure sensor (2) and pull it straight off the tire pressure valve stem (1) (see Figure 2). 2) Remove the tire pressure valve stem by pulling it through the rim. 3) Follow the snap-in style sensor installation below, to replace the sensor. 1) Clean any dirt or debris from the grommet sealing areas. Install a grommet on sensor valve stem. 2) Insert the sensor in the wheel hole with the air passage facing away from the wheel. 3) Install a sensor nut, and position the sensor body parallel to the inside wheel surface while tightening the nut to 62 in.-lbs. (7 N.m).

5) Install the tire on the wheel. Install the tire/wheel assembly on the vehicle. Retrain the tire pressure sensor. See “Reset procedures.” NOTE: A service replacement tire pressure sensor is shipped in the OFF mode. In this mode, the sensor’s unique identification code cannot be learned into the RCDLR’s memory. The sensor must be taken out of OFF mode by spinning the tire/wheel assembly above 25 mph (40 km/h) for at least 10 seconds in order to close the sensor’s internal roll switch. Snap-in style sensor installation 1) Assemble the tire pressure sensor (2) to the valve stem and install the new Torx screw (3). (See Figure 2.) 2) Apply tire soap to the rubber portion of the valve stem. 3) Using a tire valve stem mounting tool, pull the valve stem through in a direction parallel to the valve hole on the rim (see Figure 3). 4) Before installing the tire on the wheel, note the following items to avoid tire pressure sensor damage upon tire mounting: • Position the mounting/demounting head 180 degrees from the valve stem. • Position the bead transition area 45 degrees counterclockwise of the valve stem. • Using a tire machine, rotate the tire/wheel assembly clockwise when transferring the tire bead to the inside of the wheel rim. • Repeat the items for the outer bead.

5) Install the tire on the wheel. Install the tire/wheel assembly on the vehicle. Retrain the tire pressure sensor. See “Reset procedures.” NOTE: Snap fit TPMS sensors are still shipped in the OFF mode. However, the TPMS no longer needs to be spun to remove it from the OFF mode. The sensor will exit its OFF state when the tire is inflated. ■ Torque specifications Component Wheel nut Clamp-in sensor nut Snap-in sensor Torx screw

Ft.-lbs. 140 In.-lbs. 62 11.5

(N.m) (190) (N.m) (7) (1.3)

Information for this column comes from the tire pressure monitoring systems data in ProDemand®, Mitchell 1’s auto repair information software for domestic and import vehicles. Headquartered in Poway, Calif., Mitchell 1 has provided quality repair information solutions to the automotive industry since 1918. For more information, visit www.mitchell1.com. To read archived TPMS articles, visit www.moderntiredealer.com.

MTD February 2018

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Products Ford adds TPMS sensors to Omnicraft brand Ford Motor Co. has added tire pressure monitoring system (TPMS) sensors to its Omnicraft brand of replacement parts for non-Ford vehicles. Ford says Omnicraft TPMS sensors combine 314.9, 315 and 433 MHz applications into one sensor. The sensors are programmable using any of the major TPMS programming devices and replicate original equipment functionality including auto-locate features. They are quick and simple to program using a large range of programming tools; have easy-to-install rubber snap-in stems; and support new and planned OE system technologies. Omnicraft is part of the Ford lineup of parts brands. FORD MOTOR CO. www.omnicraftautoparts.com

IPA has electric brake force meter for 7-spade vehicles The new #9107A Electric Brake Force Meter with dynamic load simulation and circuit testing from Innovative Products of America Inc. (IPA) is designed for use on 7-spade equipped vehicles. IPA says this new technology automatically recognizes the electronic signature of both integrated (ITBC) and aftermarket trailer brake controllers, simulates trailer load and displays real-time, brake-controller output gain and application time. The Electric Brake Force Meter can quickly troubleshoot truck-side tow circuits, e.g., tail lights, turn signals, 12V+, reverse and ground condition and the 25-foot cable allows for one-person, in-cab testing. INNOVATIVE PRODUCTS OF AMERICA INC. www.ipatools.com

Continental offers Ate Brake Parts in North America Continental Commercial Vehicles & Aftermarket is offering the Ate Brake Parts line in the North American market. The Ate brand encompasses brake pads and rotors, boosters, master cylinders, wheel speed sensors, brake wear indicators, calipers, brake fluid, hoses, reservoirs, as well as wheel cylinders. Continental is a global original equipment supplier of brake systems and components, and the Ate line offers many genuine OE parts. CONTINENTAL COMMERCIAL VEHICLES & AFTERMARKET www.ate-na.com

Armstrong unveils Tru-Trac SU all-season tire for SUVs Features of the new Tru-Trac SU all-season sport utility vehicle tire from Armstrong Tire Inc. include cross-linked sipes on the inner ribs to reduce rolling resistance and increase wet grip. The company says the tire’s bocks and shoulder bottom base retain continuity by reducing wriggling of blocks and deformation. The unique sidewall construction absorbs impact on uneven roads to enhance ride comfort. Armstrong’s next-generation SUV tire has a 65,000 mileage warranty. The tire comes with the Tuff 360 Warranty Program, a road hazard warranty offering reimbursement at full retail value, a 24/7 roadside assistance program, and a 30-day money-back guarantee. ARMSTRONG TIRE INC. www.armstrongtire.com

Rotary adds heavy-duty tire changers The new line of Rotary heavy-duty tire changers is designed to quickly change tires on virtually any vehicle, including trucks, buses and agricultural equipment, in the shop or on the road. Vehicle Service Group (VSG) says the R501N Speed Changer HD demounts and mounts a truck tire in 30 seconds. Its compact design is ideal for truck tires, bus tires and super singles. The R560 Mobile HD is designed for both roadside and workshop service. The R511 Commercial HD services the widest range of wheels, including truck, bus, super single, lock ring and agricultural. VEHICLE SERVICE GROUP www.rotarylift.com/Wheel-Service

Astro Pneumatic is offering a new portable work light Astro Pneumatic Tool Co.’s new portable work light features a collapsible hook design and 3,350 mAh lithium battery for longer battery life. The new 40SLMax 450 Lumen Rechargeable LED Slim Light with XL battery has a 3,350 mAh lithium battery to provide a continuous 13 hours of work time at 50% power, or 3.5 hours at full power. The 40SLMax light also has a 20-pound magnetic swivel-and-stay base and overcharge protection and auto idle mode. ASTRO PNEUMATIC TOOL CO. www.astrotools.com

MTD February 2018

Duraturn Mozzo touring tire line gains 3 sizes

ACDelco offers new brake calipers for all makes and models

The all-season Duraturn Mozzo touring tire from YC Rubber Co. (North America) LLC is available in three new sizes: 235/65R17, 235/60R17 and 215/55R17. The additions bring the number of Mozzo touring tire sizes in North America to 28. YC Rubber backs the Duraturn Mozzo touring line with a 70,000-mile limited tread wear warranty and 30-day satisfaction guarantee. The tire is designed for sedans and crossovers. The company says Mozzo touring tires have a siped solid center rib to improve steering response and extra biting edges for grip. YC RUBBER CO. (NORTH AMERICA) LLC www.duraturntires.com

ACDelco has added brake calipers to its aftermarket offerings for all makes and models. The brake calipers are new, not rebuilt or remanufactured. They are available in cast iron and aluminum with no core charge. The cast iron parts are zinc-plated to help with corrosion protection. Critical components come pre-lubricated for smooth operation, including the pistons and bleeder screws. The company says the new calipers are launching just as remanufactured aluminum calipers for vehicles built in the 1990s and 2000s are becoming harder to find. ACDELCO www.acdelco.com

Raybestos releases friction lines designed for both street and track

Chicago Pneumatic upgrades air ratchets

Brake Parts Inc. (BPI) has introduced Raybestos friction lines for street use and professional racing. New Raybestos Performance Specialty brake pads are engineered to deliver superior stopping power on domestic and foreign street performance applications such as muscle cars, sports cars and import tuner cars. The company says all formulations are designed to provide sport drivers with aggressive braking, stability, consistency and fade resistance. BPI also released Professional Racing brake pads for high-performance track use. BRAKE PARTS INC. www.brakepartsinc.com

Chicago Pneumatic Tool Co.’s new CP825C series composite air ratchets are designed to offer high accessibility to tight spaces such as motor engine compartments as well as high speed for fast rundown (280 rpm). The new series is available in two sizes, 1/4-inch and 3/8-inch, and are an upgrade to the company’s existing CP825 series. The CP825C series is lightweight (1.1 lbs. – 0.5 kg). Chicago Pneumatic says it is the most compact in its class (6.6 in. – 169 mm length / 1.5 in. – 38 mm high) with a flat forward/reverse button. CHICAGO PNEUMATIC TOOL CO. www.cp.com

New compact pistol grip flaring tool works on or off a vehicle

Bosch has three new Robinair A/C leak detectors

The new compact pistol grip flaring tool, PFT409, from S.U.R.&R. is designed to produce professional-grade flares in seconds, on or off the vehicle. S.U.R.&R. says one person can create fluid line flares. A hydraulic pistol grip handle delivers 6,000 psi of crimping pressure. A magnetic yoke holds the dies in place. The yoke is attached to a secure-grip handle, and the two pieces swivel together, providing control and positioning for on-vehicle flaring. For off-vehicle flaring, remove the yoke handle and use the tool in a vice. S.U.R.&R. is a division of Husky Corp. S.U.R.&R. www.surrauto.com

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Bosch Automotive Service Solutions has released three Robinair brand leak detectors for quickly finding R-1234yf and R-134a leaks. The company says these air conditioning leak detectors are compatible with nearly all refrigerants used today, including R1234-yf and R-134a. The leak detectors, LD3, LD5 and LD7, and meet all industry standards. Robinair’s new leak detectors are made in the U.S. with globally sourced components. Each of the new A/C leak detectors feature an audible alarm with a stable, long-life sensor that lasts up to 10 years. BOSCH AUTOMOTIVE SERVICE SOLUTIONS www.robinair.com

Ad index When you contact one of our advertisers please be sure to mention you saw their ad in Modern Tire Dealer

ADVERTISER

PAGE

WEBSITE

Aftermarket Auto Parts Alliance Inc.

www.alliance1.com

American Omni Trading Company

www.american-omni.com

ANCO

www.ancowipers.com

Autel

www.autel.com

Bartec USA

www.bartecusa.com

BendPak Inc. Ranger Products

www.bendpak.com/wheel-service

BKT USA Inc.

www.bkt-tires.com

Camso

www.camso.co

CEAT Specialty Tyres Limited

www.ceatspecialty.com

Continental Tire, Commercial Vehicle Tires

www.continental-truck.com

Cooper Tires

www.coopertire.com

Dealer Strategic Planning Inc.

www.dsp-20group.com

Discount Tire Company

42-43

www.discounttire.com

Falken Tires

www.falkentire.com

General Tire

19-22

www.generaltire.com

Hankook Tire America Corporation

www.laufenn.com

K & M Tire Inc.

www.kmtire.com

Kenda Tire USA

IBC

automotive.kendatire.com

Kumho Tire USA Inc.

www.kumhotireusa.com

Linglong Americas Inc.

www.linglongtire.com

Marangoni Tread North America Inc.

www.na-marangoni.com

Maxxis International-USA

www.maxxis.com

Nexen Tire America Inc.

IFC

www.nexentireusa.com

Nitto Tire U.S.A. Inc.

OBC

www.nittotire.com

Nokian Tyres Inc.

www.nokiantires.com/dealer

Omnicraft Auto Parts

www.omnicraftautoparts.com

Pirelli Tire LLC

www.us.pirelli.com

Sentury Tire Americas

www.senturytireusa.com

Sumitomo Tire

www.sumitomotrucktires.com

Travel Centers of America

www.ta-petro.com

Vipal Rubber Corporation

www.vipal-usa.com

MTD February 2018

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MTD February 2018

ALL SEASON. ALL EVERYTHING. Kenda Vezda UHP A/S KR400 All-Season Ultra High Performance Tire

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