Modern Tire Dealer - December 2016

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FARM TIRE UPDATE: Dealers find their own farm tire niches New ways to market and profit from heavyduty alignment service Build customer trust with product knowledge and skillful presentations THE INDUSTRY’S LEADING PUBLICATION

All the news from the SEMA Show & AAPEX Everything else stayed in Vegas

December 2016 | Vol. 97, No. 12 | $10 | A Bobit Publication | www.moderntiredealer.com

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Features 22 2016 SEMA Show/Global Tire Expo The question you should be asking customers, a dealer in the hot seat, and lots of new products, too

33 3 editors, 3 takes

MTD’s editors reveal their very different viewpoints about the 2016 SEMA Show and AAPEX. One keys on the Global Tire Expo, one admires the use of booth space, and one touches base with young leaders On the Rise

36 2016 AAPEX A look at the brave new world of a shop’s service bay

The Industry’s Leading Publication December 2016, Volume 97, Number 12

Departments 6 Editorial Now that Trump will be president... Proactively offer your support or constructive criticism

8 moderntiredealer.com

News and navigation tools for MTD’s website

10 News/views TIA members celebrate success and prepare for 2017

20 Your marketplace Dealers anticipate improving trends over the next three months

53 Counter intelligence Building trust through engagement skills: Plan to make improvements on all levels

54 Business insight Keeping the faith at Carter Tire: Weathering the economic storm with peer advice and prayer

56 European notebook The Brexit cloud continues to dominate the European tire market

Commercial Tire Dealer™ 41 Dealers find their own farm tire niches Imports and used tires are part of the solution

42 Replacement farm tire radialization 44 Heavy-duty alignment opportunity: Technology creates new ways to market and profit from the service

Focus on industry 58 Hankook’s technical foundation: With 90 laboratories and 750 employees, the company sees the future in the Technodome 60 Consumer tire focus: Bridgestone targets OE, larger sizes, and the ‘Boss’ 63 From track to street: Continental gets help designing its new UHP tire

64 TPMS 2006-2016 Toyota Tacoma: Register the ID code when a new sensor is installed

74 Your turn

52 Commercially viable Season’s greetings from the Modern Tire Dealer staff Modern Tire Dealer is a proud member of:

Tire Dealer of the Year donation to support law enforcement/community relations

69 Products 70 Quik-Link 71 Classified

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TIRE RETREAD & REPAIR INFORMATION BUREAU

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MTD December 2016

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Editorial

Now that Trump will be president...

Proactively offer your support or constructive criticism

D

onald Trump will be sworn in as the wants to make “more competitive to keep jobs 45th president of the United States on in America.” the steps of the United States Capitol The Trump plan will lower the business tax rate at noon on Jan. 20, 2017. Like or dislike him, he from 35% to 15% and eliminate the corporate will be the leader of the free world for at least the alternative minimum tax in order to encourage next four years. domestic investment. The new business tax rate More importantly to small business owners, he would apply to all businesses, both small and large. will be in charge of the economy, either developing Addressing the issue of corporate profits held new programs, revoking old programs, or both. offshore, the plan would charge a one-time tax What are his views on business in general and By Bob Ulrich rate of only 10% to bring them back for use small business in particular? Should you support within our borders. his moves or lobby against them?

Trade: Trump’s goal is to “negotiate fair trade deals that Trump says he wants to “create a dynamic, booming create American jobs, increase American wages, and reduce economy that will create 25 million new jobs over the next America’s trade deficit.” To do that, he would withdraw decade.” Here’s an abridged version on how he plans to do it. from the Trans-Pacific Partnership, which has not yet been ratified; and try to renegotiate the North American Free Health care: During his campaign, Trump repeatedly Trade Agreement (NAFTA) to make it more favorable to said he wanted to repeal the Affordable Care Act, also American workers. known as Obamacare. He envisions replacing it with “a If the latter could not be done, he would withdraw series of reforms ready for implementation that follow free from NAFTA. market principles and that will restore economic freedom He would also instruct the U.S. Trade Representative to and certainty to everyone in this country.” bring trade cases against China, both in this country and He proposes modifying existing law that inhibits the at the World Trade Organization, citing “unfair subsidy sale of health insurance across state lines. “As long as behavior.” And he would apply tariffs to remedy trade the plan purchased disputes with China. complies with state Regulations: Trump wants to reform the entire regulatory requirements, any code “to ensure that we keep jobs and wealth in America.” vendor ought to be In addition to repealing and replacing Obamacare, he says able to offer insur- he will ask every federal agency to submit a list of every ance in any state,” “wasteful and unnecessary regulation” that kills jobs and he says. “By allowing does not improve public safety. Then he will eliminate them. full competition in this market, insurDo you want Trump to follow through on his promises ance costs will go after he becomes president? Do you like some of his goals down and consumer but not all? Are you against everything he is proposing? satisfaction will go As a business owner, it is important you answer one up.” of those three questions. And regardless of which one, And by requiring I suggest you let your voice be heard in some manner. price transparency Even if you feel his proposals lack specifics, your input from all health care can help crystallize or redirect his vision.

As he promised, will President-elect The Tire Industry Association is set up to get the word Donald Trump make America great again? providers, especially doctors and health out on Capitol Hill. So are the state associations in their care organizations like clinics and hospitals, individuals respective states. Both TIA and the Specialty Equipment will “be able to shop to find the best prices for procedures, Market Association have political action committees you exams, or any other medical-related procedure.” can support. These are just a few of the ways you can get He also wants individuals to be able to fully deduct health involved. insurance premium payments from their tax returns, and There are consequences to just sitting on the fence and contribute to tax-free health savings accounts. hoping others do your work for you. Lead the way, and Tax plan: Trump wants to reduce taxes across-the-board, help others do your work with you. ■ “especially for working and middle-income Americans who will receive a massive tax reduction.”

If you have any questions or comments, please email me That also includes the tax rate on businesses, which he at bob.ulrich@bobit.com.

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MTD December 2016

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moderntiredealer.com DIGITAL RESOURCES FOR THE INDEPENDENT TIRE DEALER

Click 2016 AAPEX and 2016 SEMA Show on the top menu bar of MTD’s homepage. That takes you to a listing of all the news MTD editors wrote while covering the shows (including the Global Tire Expo) and provides links to their day-by-day photo galleries. Reminisce or see what you missed during the Automotive Aftermarket Industry Week held last month in Las Vegas!

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Publisher Greg Smith, ext. 12 Greg.Smith@bobit.com

Editorial Editor: Robert J. Ulrich, ext. 11 Bob.Ulrich@bobit.com Managing Editor: Lori L. Mavrigian, ext. 16 Lori.Mavrigian@bobit.com Senior Editor & Digital Projects Editor: Joy Kopcha, ext. 15 Joy.Kopcha@bobit.com Senior Editor: Ann Neal, ext. 18 Ann.Neal@bobit.com

Senior Editor Ann Neal is ready to drive a Mercedes SLS at the Las Vegas Motor Speedway, where Pirelli Tire North America Inc. launched its new P Zero tire.

Publisher Greg Smith spoke with Jacques Gordon, contributing auto service writer for MTD and our sister publication, Auto Service Professional, during the show.

Production Art Director: Neal Weingart, ext. 14 Neal.Weingart@bobit.com Production Manager: Karen Runion, ext. 10 Karen.Runion@bobit.com

Sales South and Texas: Greg Smith Greg.Smith@bobit.com (330) 899-2200, ext. 12 Midwest: Michele Vargo Michele.Vargo@bobit.com (330) 899-2200, ext.17 West Coast: Marianne Dyal /The Dyal Company Marianne.Dyal@bobit.com (760) 451-9216

Smith moderated a panel discussion presented by the Tire Industry Association (TIA) on “The Issues that Affect You and How to Protect Your Bottom Line.”

Joy Kopcha, senior editor, was reunited with MTD’s 2015 Tire Dealer of the Year, Ricky Benton, owner and president of Black’s Tire Service Inc. in Whiteville, N.C.

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MTD Editor Bob Ulrich presented outgoing TIA President Glen Nicholson with a commemorative portrait during TIA’s annual Hall of Fame awards ceremony.

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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 1068, Skokie, IL 60076-8068. 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 1068, Skokie, IL 60076-8068. 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 1068, Skokie, IL 60076-8068.

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MTD December 2016

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News/views

TIA members celebrate success and prepare for 2017 The tire industry kicked off its biggest week of the year on Oct. 31, 2016, with the Tire Industry Association (TIA) awards ceremony. The annual event is held on the eve of the Specialty Equipment Market Association (SEMA) Show and Automotive Aftermarket Products Expo (AAPEX) in Las Vegas, Nev. The highlight of the evening was the induction of four members to TIA’s Hall of Fame: Dan Brown, Richard Gust, the late Frederick Kovac, and the late Charles Sherkin.

Dan Brown, who this year retired as executive vice president of American Tire Distributors Inc. and president of Tire Pros, attended with his wife, Donna, son Pierce, and daughter Katherine. He told attendees he was surprised at his children’s excitement. But it wasn’t the allure of the city that never sleeps. They were excited “to go to the Hall of Fame and see his statue.” The family planned to seek out a wax museum, and Brown joked he’d look for his best likeness.

Richard “Dick” Gust, president of national account sales and director of government affairs for Liberty Tire Recycling, talked about how he entered the industry as a kid, rolling tires around his father’s auto center until he found a good one to clean up and resell as a used tire. Now his company picks up tires from 8,000 of those shops each day.

Fred Kovac died in 1996 after a career at Goodyear Tire & Rubber Co. His brother Harvey accepted the award on his behalf and said, “I’m honored to be here for Fred. I really am. I’d rather he be here.”

Charles “Husky” Sherkin died five years ago, and his son Bob said his dad was like a lot of tire dealers — they seem to have carbon black in their blood. And when you’re a retreader of off-the-road tires, Bob Sherkin said it’s like having carbon black in your blood, only on steroids.

As TIA members celebrated the newest Hall of Famers’ contributions, they also prepared for the year ahead. At TIA’s annual membership meeting earlier in the day, Tom Formanek officially took over as president from Glen Nicholson.

TIA’s activities are the starting point for Modern Tire Dealer’s coverage of the SEMA Show and AAPEX. Our show coverage begins on page 22. — Joy Kopcha

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The 2016 TIA Hall of Fame inductees, from left: Dick Gust, Bob Sherkin for his late father, Charles “Husky” Sherkin, Dan Brown, and Harvey Kovac for his late brother Fred Kovac.

The 2016 and 2015 MTD Tire Dealers of the Year meet: Alpio Barbara of Redwood General Tire is on the left, and Ricky Benton of Black’s Tire Service Inc. is on the right.

Cheers to the tire industry! Friends gather at the reception before the TIA Hall of Fame induction ceremony inside the Tropicana on Oct. 31, 2016.

MTD December 2016

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bites

BestDrive expands BestDrive LLC, a subsidiary of Continental Tire the Americas LLC, has opened retread shops and commercial tire service centers in Grove City, Ohio; Cincinnati, Ohio; and Indianapolis, Ind. Omni United wins award Omni United (S) Pte. Ltd. has been recognized as one of the top companies in Singapore with its 10th place standing in the 2016 Enterprise 50 Awards program.

RNR signs deal SPF Management Co. LLC has signed a franchise deal to bring 58 RNR Tire Express & Custom Wheels (RNR) locations to parts of the Southeast region within the next 10 years.

Concept tire recognized Goodyear Tire & Rubber Co.’s Eagle-360 concept tire has been named one of Time magazine’s “Best Inventions of the Year 2016.”

Net Driven has contest Net Driven, a provider of websites and internet marketing services for the automotive industry, is giving away four tickets to the NASCAR cruise Jan. 29 to Feb. 3, 2017.

SMP awards training Standard Motor Products Inc. (SMP) has awarded one-year subscriptions to its Standard Pro Training On-Demand training platform to 100 technicians.

Hamaton opens U.S. office Hamaton Automotive Technology Co. Ltd. says it has established Hamaton Inc. in Wixom, Mich., to help fill increasing demand for TPMS products in North America.

United Tire sponsors races United Tire and Service LLC will be a presenting sponsor for all races in the Super Cup Stock Car Series for 2017.

Apollo to build plant Apollo Tyres Ltd. will invest 5.25 billion rupees ($78.7 million) to build a tire plant in Andhra Pradesh, India. The plant will be the company’s fifth in India.

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Michelin suspends mobile tire installation pilot program Michelin North America Inc. has ended its mobile tire installation service experiment, Michelin OnSite. The tire maker shelved the program in November.

“Michelin has decided to suspend its market test for Michelin OnSite in Raleigh, N.C.,” said Brian Remsberg, director of consumer public relations for Michelin. “But we will continue to evaluate future possibilities, as the test revealed a number of interesting options.

“While we are disappointed that unit volumes did not meet expectations, we’re pleased with the enthusiastic response we received from consumers who want a concierge approach to purchasing tires.”

The program was piloted in the Raleigh-Durham market, but was never expanded elsewhere. Consumers were able to purchase tires online and then schedule installation at a time and place of their choosing. The service was offered via vans branded with the Michelin man and the message “we come to you.” The concierge service offered tire mounting and balancing, servicing of tire pressure monitor systems, tire and brake inspection, disposal of old tires, and reminders to schedule tire rotations. The cost: $169.

At the time of its launch in August 2015, Michelin said the service helped address the growing “on-demand” needs of consumers who wanted a convenient, fast, and simple way to purchase tires.

Three top 100 dealers add stores Discount Tire, the top-ranked dealer on the Modern Tire Dealer 100, has opened its first store in Virginia. The store in North Chesterfield is located in the greater Richmond area.

Since 2013 Discount Tire, which is part of Scottsdale, Ariz.-based Reinalt-Thomas Corp., has expanded into nine new states.

TBC opened an eight-bay NTB outlet in Johns Creek, Ga., in November.

The company in the second spot on the MTD 100, TBC Corp., has added five stores in four states. TBC has opened two NTB Tire and Service Centers outlets in Minnesota. The new stores are in Arden Hills and Brooklyn Park. There are now 25 NTB locations in the state.

An NTB Tire & Service Centers store opened in Chicago. It is the 35th NTB location in the Illinois. TBC opened an NTB Tire & Service Centers outlet in Johns Creek, Ga. It is TBC’s 39th store in Georgia under the NTB and Tire Kingdom brands. In addition, TBC opened its first NTB store in Rhode Island in Providence.

The 12th-ranked dealer on the Modern Tire Dealer 100, Sullivan Tire Co., has opened its 68th location in Westford, Mass. The new Sullivan Tire and Auto Service store is in the space of a former automotive shop.

The company says the 5,000-square-foot location will be renovated inside and out. The outlet offers 18 brands of tires.

MTD December 2016

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Pep Boys is a supplier Pep Boys – Manny, Moe & Jack has partnered with Just Brakes Total Car Care to be a tire supplier.

Accella renames line Accella Tire Fill Systems is switching to a simpler naming convention for its TyrFil branded line of polyurethane tire fill formulations.

Point S expands The Point S independent dealer network is expanding into India through agreements with three regional partners.

Hunter offers Identifix reports Hunter Engineering Co.’s Quick Check inspection system now provides diagnostic health reports from Identifix.

Jamboree has tire partner Michelin North America Inc.’s BFGoodrich brand is the exclusive tire partner of Jeep Jamboree USA for 2017.

Centric Parts wins award Centric Parts has won the 2016 Best Performance Product Award for its program of StopTech Big Brake Kits for the 1969-1989 Porsche 911 model range from the Import Vehicle Community (IVC), the import product arm of the Auto Care Association.

AWDA honors Alliance The Aftermarket Auto Parts Alliance Inc. (Alliance) has received the Automotive Warehouse Distributors Association’s (AWDA) 2016 Pursuit of Excellence Award.

TIA releases TPMS chart The Tire Industry Association (TIA) is accepting pre-orders for the newest version of the tire pressure monitoring system (TPMS) Relearn Chart which includes domestic and import vehicles model year 2008 through model year 2016.

Top franchisees recognized Big O Tires LLC franchisees Dutch and Jacqui Tryon received the Franchisee of the Year Award from the International Franchise Association. The Tryons have stores in Topeka and Lawrence, Kan.

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Northwest Ohio retreader joins Marangoni network Hancock County Tire & Retreading in Bluffton, Ohio, has joined the Marangoni Tread North America Inc. dealer network and will offer Marangoni’s Ringtread brand.

The Bluffton retread plant is part of Sumerel Tire Service Inc., which is based in Newport, Ky. Bob Majewski, Sumerel Tire Service’s chief technical officer, said, “Hancock County Tire & Retreading added the Marangoni Ringtread system because we like to be different in the way we go to market. Everyone sells precure treads, but the Ringtread separates us from the others.”

Sumerel Tire Service opened Hancock County Tire & Retreading in 2011 to further expand its coverage area in Ohio, Indiana, and West Virginia.

The 22,000-square-foot commerHancock County Tire & Retreading cial truck tire service center offers has joined the Marangoni dealer network. Bob Majewski, chief techni- many services for fleets, including casing asset management, fleet cal officer at Sumerel Tire Service, which owns the operation, is picreporting, lowest cost per mile, and tured at far right with employees in mounted wheel programs. the retread shop.

Shrader buys lubricant business Toledo, Ohio-based Shrader Tire & Oil Co. has acquired the lubricant business of Keneco Distributors Inc. in nearby Findlay, Ohio. The 35-year-old Keneco was owned by Mary Beilharz-Miller and her late husband, Brad.

The acquisition includes all of Keneco’s lubricant operations, including a 18,750-square-foot facility, as well as inventory, vehicles, and equipment. Key Keneco personnel in management, sales, and operations have decided to join Shrader, providing business continuity.

Shrader Tire & Oil is family owned and operated, and has been in business since 1948, servicing customers in the transportation, construction, and manufacturing industries. Shrader operates 13 commercial tire and fleet service centers and four bulk oil plants throughout Ohio, Michigan, and Indiana, and employs 200 people in the tri-state area.

GRI acquires 2 U.S. companies Global Rubber Industries Pvt. Ltd. (GRI) is a specialty tire manufacturer based in Sri Lanka. It recently extended its distribution reach by acquiring two privately held tire dealers in the U.S.: Leffler Industrial Tire & Rubber Track Inc. and Kentucky Industrial Tire Inc. Leffler Industrial Tire is an Indianapolis-based company that specializes in industrial forklift tires. It currently offers products and services in Illinois and Indiana. Kentucky Industrial Tire, based in Louisville and Lexington, offers the same products and services in Kentucky.

Mike and Sherri Leffler founded Leffler Industrial Tire in March 2009 and established Kentucky Industrial Tire in January 2016. GRI supplies material handling, industrial, agricultural, OTR, and construction tires to more than 50 countries worldwide.

MTD December 2016

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Nexen sponsors winter sports Nexen Tire Corp. will sponsor four global winter sports competitions leading up to the 2018 Winter Olympics in Pyeonchang, Korea.

Alliance has warranty app Alliance Tire Americas Inc. (ATA) has a new website and mobile app designed to simplify the warranty submission process for Alliance, Galaxy, and Primex brand off-theroad tires.

Tire makers honored The top prizes for innovation awarded in advance of the 2017 Paris International Agri-Business Show were won by Michelin Groupe and Trelleborg Wheel Systems.

Kumho partners with NBA Kumho Tire USA Inc. and the National Basketball Association (NBA) have agreed to extend their multiyear marketing partnership in the U.S., Canada, and Korea.

Continental has new TV ads Continental Tire the Americas LLC’s ‘Ode To Basketball’ television ads promote the company’s involvement in college basketball.

The ads feature Dan Patrick, host of the Dan Patrick Show.

Cooper buys interest in plant Cooper Tire & Rubber Co. has completed its $93 million purchase of a 65% interest in China-based Qingdao Ge Rui Da Rubber Co. Ltd. The plant produces truck and bus radial tires.

Mahle releases app The Service Solutions division of Mahle Aftermarket Inc. has unveiled an app to help technicians view the status of the company’s ArcticPro machines during vehicle service.

New date for China tire show The organizers of the China International Tire Expo (CITEXPO) have set a new date for the 2017 event: August 21, 22, and 23.

Meyle has new website Wulf Gaertner Autoparts AG has launched a new website for its Meyle brand.

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Judge declares overtime ruling to be ‘unlawful’ for now The U.S. Department of Labor’s rule updating overtime regulations automatically extended overtime pay protections to more than 4 million workers within the first year of implementation. The ruling was set to go into effect Dec. 1, 2016. On Nov. 22, Judge Amos Mazzant of the Eastern District of Texas granted a nationwide injunction to prevent the ruling from going into effect.

Dennis McCarron, executive director of Dealer Strategic Planning Inc. and a monthly contributor to Modern Tire Dealer’s “Business Insight” column, believes the rule change will be tweaked rather than struck down permanently.

“It is unfortunate that the U.S. government, specifically the Department of Labor, announced a dramatic rule change earlier this year nearly doubling the minimum earnings of frontline managers, and then the U.S. Courts issued an injunction delaying the rule eight days before the Dec. 1 deadline. Such unpredictable behavior is neither good for employees or employers.

“To be as brief as possible: The wage and hour salary guidelines have two existing tests: 1) a duties test and 2) a wages test. The duties test hasn’t changed. If you are salaried, you must make independent decisions on major business decisions like hiring, firing, marketing, scheduling, etc. This is without prior approval of anyone, including owners.

“The salary test is what the rule change was scheduled for. If you passed the duties test, your minimum salary was to increase to $47,476.

“The injunction simply delays this rule change,” says McCarron.

“Interesting it happened after the election, no?

“Most likely, since the injunction is about how the rule changed and what power the government has to set salary minimums, it is most probable that the rule change will go through Congress and get tweaked, not simply struck down.”

Bridgestone’s stores to share point-ofsale data with GfK The 2,200-plus tire and automotive service centers owned and operated by Bridgestone Retail Operations LLC (BSRO) have signed Neil Portnoy, left, managing on to provide data for the GfK Group’s director, retail and technology point-of-sale (POS) tire panel in the U.S. at GfK in the U.S., is working Through the panel, tire retailers and manu- with former Bridgestone/Firestone executive John Gamauf to facturers for the first time will have access collect point-of-sale informato information on sales and other metrics tion from tire dealers. from outlets throughout the country. Retailers can use this data to benchmark and optimize their performance.

Custom and syndicated reports from the tire panel database will allow manufacturers to make more informed decisions about product development, promotional support, inventory management, and marketing based on sell-through trends in the U.S. replacement tire channel.

In addition to the BSRO outlets, GfK has recruited more than 1,000 independent U.S. tire stores to the panel.

MTD December 2016

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dates

February 7 Montana Tire Dealers Association Meet Your Legislators Event, Best Western Great Northern Hotel, Helena, Mont.

(406) 256-1005 or (800) 388-0236 www.mtretail.com February 9-10 North Central Tire Dealers & Suppliers Association Mid-Winter Conference, Treasure Island Resort and Casino, Red Wing, Minn.

(952) 544-6805 www.northcentraltiredealers.com February 15-18 Tire Industry Association Off-theRoad Conference, Turtle Bay Resort, Oahu, Hawaii (301) 430-7280 or (800) 876-8372 www.tireindustry.org February 24-25 Mid-America Tire Dealers Association Convention, Kansas Star Casino, Mulvane, Kan. (785) 286-1110 www.matda.org March 3-5 North Carolina Tire Dealers Association 2017 Expo/Trade Show, Raleigh City Center Marriott, Raleigh, N.C. (877) 784-0111 www.nctda.com March 23-25 Mid-America Trucking Show, Kentucky Expo Center, Louisville, Ky. (502) 899-3892 www.truckingshow.com March 31 - April 1 New England Tire & Service Association Convention, Foxwood Resort and Casino, Mashantucket, Conn.

(207) 846-0986 www.netsa.org April 19-21 North American Tire & Retread Expo, Ernest N. Morial Convention Center, New Orleans, La. (786) 293-5186 www.usatireexpo.com

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Pirelli introduces multiple P Zeros The new Pirelli P Zero is the “pinnacle” of Pirelli’s flagship P Zero line of tires, according to Pierluigi Dinelli, chairman and CEO of Pirelli Tire North America Inc. However, it is more than one tire.

Every original equipment tire is not only tailor-made to fit its respective premium or prestige vehicle, but also features the OEM’s logo.

A slight difference in the compound or tire structure, perhaps even a minor change in the tread design, makes each new P Zero unique.

There are two basic P Zero models. One is designed for sports cars. The other is designed for luxury sedans.

At a press conference for the tire Dominion Tire Co. owner Bilal Elomari, left, talks with Pirelli Product Marketing in Las Vegas prior to the opening of the Specialty Equipment Market Manager Roberto Vezzoli, center, and Motorsport Manager Gianluca Grioni Association (SEMA) Show in Las about the new P Zero Corsa extreme performance OE and replacement tire.

Vegas, Dinelli said the tire is part of Pirelli’s longtime strategy focusing on the premium and prestige market. Technological features include the following: • Pirelli Noise Cancelling System. In order to dramatically reduce inside noise, Pirelli has applied a sound absorbing device applied to the inside circumferential wall of the tire.

• Seal Inside. Dinelli said the proprietary run-flat technology covers nearly 85% of the possible accidental causes of pressure loss.

In addition, the company introduced the P Zero Corsa, designed for super cars; and the P Zero All Season Plus, a tire designed for the replacement market. The new P Zero tires will be available next year.

“Our range is now really complete in the UHP segment,” said Dinelli.

Two other new replacement tires, the Scorpion Zero All Season Plus and the Scorpion All Terrain Plus, will be available near the end of the second quarter or the beginning of the third quarter.

Dinelli said Pirelli will stick to its strategy of producing separate tires for the OE and replacement markets. He added the company continues to believe the best way to distribute its tires is through tire dealers, not company-owned stores, mass merchandisers or online. — Bob Ulrich

Bridgestone Partners With DOE Bridgestone Americas Inc. has joined the Cummins-Peterbilt SuperTruck II team with the U.S. Department of Energy (DOE) and will create prototype truck tires with the goal of reducing the environmental impact of the nation’s 3.5 million Class 8 trucks on the road.

Bridgestone will receive a dollar-for-dollar match from the DOE for its investment in creating new tire technologies. The prototype tires are expected to deliver up to a 6% improvement in fuel efficiency. ■

MTD December 2016

Quik-Link: 800-687-1557 ext. 23109

Your marketplace

Dealers anticipate improving trends over the next three months

A

ccording to the results of our survey, see the business improving and 50% see business demand for passenger and light truck staying about the same. None of the participants replacement tires was essentially flat believed commercial truck tire demand trends in October despite a slightly adverse calendar would worsen. shift and headwinds from uncertainty surrounding the presidential election. From a volume Replacement sales volume trends steady standpoint, the dealers reported they sold about Dealers reported they sold about the same the same number of tires in October relative to number of tires in October relative to October the previous year’s period, following a healthy 2015, following a healthy increase in September increase in September and a marginal increase By Nick Mitchell and a marginal increase in August. The dealin August. October’s performance was aided by ers reported medium truck replacement tires higher employment levels and low fuel prices, but these volumes were down 7.3% in October after being up 2.4% factors were offset by drier and warmer weather in key in September, and 6% in August, while retread units were cold weather markets. down 4% after being down 5.8% in September.

As a reminder, the lack of a harsh 2015/2016 winter was a real headwind to demand trends throughout the first six Dealer costs decline modestly months of the year, especially given the tough comparisons Dealers noted manufacturer pricing on branded and from the previous two years. Dealers across the Great Lakes, value tires decreased in October, as some of the raw material Northeast, and Mid-Atlantic regions believe this factor has relief continues to trickle through the supply chain, and created pent-up demand, which should be released when incentives ticked slightly higher in an effort to balance Old Man Winter returns. inventory levels, especially given the warm winter weather through the first month of the quarter. Dealers noted manufacturer pricing on branded tires decreased 1.5% during October, while the price of value tires declined 3%.

How dealers view near-term business Dealers

NOV

DEC

JAN

FEB(R) OCT(P) OCT(15)

Inventory has returned to appropriate levels

Passenger tire Will improve Will worsen Will stay level

38% 0% 62%

50% 0% 50%

78% 0% 22%

80% 0% 20%

50% 0% 50%

63% 0% 37%

Truck tire Will improve Will worsen Will stay level

43% 0% 57%

50% 0% 50%

75% 0% 25%

25% 25% 50%

75% 0% 25%

75% 0% 25%

R-Revised

P-Preliminary

Monthly survey A number of independent tire dealers were surveyed concerning current business trends. Except for tire prices and costs, the results of the October 2016 survey are compared with those of October 2015.

Sixty-six percent of the dealers noted inventories at the end of the month were at the appropriate amount to satisfy demand (vs. 75% in September), while 33% noted inventories were too high (vs. 25% in September). While there was a slight increase in the percentage of respondents noting higher inventories in October, it appears inventory levels are fairly controlled. The modest decline in the net figure over the past several months suggests destocking efforts are having the desired impact. All commercial truck tire dealers surveyed noted they had the appropriate amount of inventory. This is a bit surprising given all the pre-buy activity ahead of the latest antidumping/countervailing duties put on Chinese import tires, so we plan on monitoring this metric closely going forward.

Repair sales increase in October Dealers still expect small gains According to the survey results, 50% of passenger and light truck tire dealers believe business will improve over the next six months, and none believe trends will worsen.

The rest of the respondents, 50%, felt business will stay about flat with the previous year. While dealer outlook has fluctuated slightly over the past six months, we remain encouraged by the fact that none of the respondents expect trends to decline. The outlook for commercial truck tire demand was also positive, as 50% of the dealers we surveyed

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Dealers indicated automotive repair sales trends increased in October after mixed results over the last few months.

Dealers indicated service sales, which accounted for a net 26% of total revenues, were up 7% on a year-over-year basis in October, which compared to flat trends in September, a 4% increase in August, and 1.3% decline in July. â– Nick Mitchell is senior vice president, research, for Northcoast Research Holdings LLC based in Cleveland, Ohio. Mitchell covers a variety of subsectors of the automotive industry.

MTD December 2016

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feature

2016 SEMA Show/Global Tire Expo The question you should be asking customers, a dealer in the hot seat, and lots of new products, too

By MTD Staff

M

ud-terrain tires were among the hot products at the 2016 Specialty Equipment Market Association (SEMA) Show, along with industry experts eager to answer all-important questions like how to sell more tires.

For example, sales people should be asking customers “What brought you here today?” But no one is asking that question according to Karl Stearns, president of KMS Marketing Solutions.

Instead, they greet customers with “How can I help you?”

The often-used greeting is a flawed selling tactic. “Asking how you can help lets the customer control the conversation,” Stearns told dealers during “Improving Sales and Profits,” a Tire Industry Association-sponsored educational session held during the Global Tire Expo portion of the SEMA Show.

“If you demonstrate to customers that you are actually concerned about why they are there to do business with you instead of just taking an order from them, you are going to find your relationship Bill Hagerty (left), a former tire store owner from Escondido, Calif., who now offers tire forensics services, won a tablet following the “Improving Sales and Profits” seminar led by Karl Stearns, president of KMS Marketing Solutions (right).

Mike Brown says marketing is a two-step process.

First, nail your strategy. That means knowing what your brand means and what is most important to your audience. Second, think about creativity. “And don’t screw up the order.”

with those customers will get very strong,” he said.

“They will come back to you before they think of going anywhere else.”

He followed up with a question for dealers: “Wouldn’t you like to know why they chose your store?”

The FUD factor

Zulma Flores from Montrose Tire & Wheel in Houston, Texas, volunteered to take the hot seat in Mike Brown’s “Shoestring Marketing” seminar to learn to “do new with less.”

Stearns explained that everything taking place at the sales counter comes down to an interaction between two people.

“You have to think about what’s going on in this whole process.

Marketers call it FUD: fear, uncertainty, and doubt.”

Fear of a tire failure may have pushed the customer to a tire store. “They are uncertain your store is the best place to go. They

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may doubt the person they are dealing with. You have all of this going on in a person’s head while they are trying to transact business with you. Your counterperson is dealing with the same things while they interact with your customer,” said Stearns.

“You may think this is a friendly transaction. For the most part it is. But don’t ever underestimate the fact that every customer that comes through the door has all kinds of doubts about doing business with you,” he said.

The PIPA process

To help overcome customers’ doubts and uncover their real need, Stearns advises a four-step approach to sales: present, interview, propose and adjust, or PIPA. In the “present” step, the sales person and customer get to know each other. The sales person checks the store’s records and

MTD December 2016

acknowledges the customer has been there before by mentioning a previous service date and the service performed. This interaction is the first step to establishing a conversation that uncovers the customer’s real need, according to Stearns.

Without the “interview” step, a dealer misses opportunities to sell other products and services. “Nine times out of 10, your customers don’t know about all the things that you sell. Once they’re made aware of it, they have an opportunity to do business with you.”

Stearns said the interview process takes 30 seconds to a minute.

When a customer says he came to the store because he needs to replace a tire, the salesperson needs to ask what is happening with the car.

The customer may say he feels a vibration. “Now they are starting to give up all the information you need, and you find out there’s a lot you can do to help them,” said Stearns.

The customer may say he wants to make sure the car is mechanically sound before a vacation. “You may have things in your store that you could sell them for the trip. This interview process is so critical to uncover what the customer really needs.”

The third step is for the salesperson to “propose” what he or she can do for the customer. “You may have a bunch of things you want your customer to be aware of, and they may say they don’t want to spend money on that. It’s a negotiation,” said Stearns.

The negotiation leads to the fourth step, which is to “adjust” what’s been offered and reach an agreement.

“Rather than the customer coming in to buy four tires, you’ve been able to offer a lot of other suggestions that are beneficial to them. But you don’t get to that point unless you spend the majority of your time in the interview process,” said Stearns.

Market your benefits Of course, those customers don’t magically arrive on a dealer’s doorstep. Customers have a need, whether it is new tires or auto service, and tire dealers want to fulfill that need. Too often though, dealers only promote the products they sell and the services they perform. Mike Brown, founder of The Brainzooming Group, said that’s not the best way to market a business.

“So many organizations don’t get this,” Brown told the 170 people who attended his marketing seminar. “One of the best things is to understand what your brand benefits are. What benefits do you provide to your customers? If you can get that, it helps you think about how you market, and it helps you think about new products and services.”

But a key is to know the difference between a feature and a benefit. “A feature is what we do, and a benefit is how what we do helps a customer.”

So while a typical tire dealership markets its tires and its services – the features – Brown said they miss out on selling the benefits, such as the safety offered by a new set of tires, or the peace of mind that comes from a thoroughly inspected vehicle, or the convenience of knowing repairs are done while the customer hops in a shuttle and returns to work.

Here’s another way Brown suggests thinking about it: What bad things would happen to your customers, or your prospects, if your business didn’t exist? What would they miss?

Brown posed those questions to Zulma Flores and Oscar Davila.

Davila owns Montrose Tire & Wheel in Houston, Texas, and Flores, his girlfriend, volunteered to take the hot seat on stage in Brown’s classroom. The independent tire dealer was the focus of each of Brown’s examples.

2 sales teams, 2 strategies Qingdao Sentury Tire tries something new in the U.S. Sentury Tire USA Inc., which does business as Sentury Tire Americas, is based in Miami. It sells its own Delinte, Landsail, and Sentury tire brands, plus the Pantera private brand for the Tire Alliance Groupe Ltd. Sentury Tire North America LLC was formed to run the new Sentury consumer tire plant in LaGrange, Ga., which is expected to break ground in 2017.

However, the second U.S. subsidiary of China-based Qingdao Sentury Tire Co. Ltd. also will be marketing the new Groundspeed brand.

Lanny Lin, president of the parent company, says the two sales teams will “Our premium brand is going to be not interact. Groundspeed will “expand our coverage,” and be sold to dealers Groundspeed,” says Michael Perkins, senior “outside the customer list of Sentury Tire Americas.” vice president of sales and marketing for Rami Helminen, CEO of Sentury Tire North America, says Qingdao Sentury Sentury Tire North America LLC (right, with Tire has a lot of dedicated resources in the U.S. “It’s not just one team is CEO Rami Helminen). trying to do everything. We don’t want to disrupt what has been achieved so far. We are wielding something side by side, with something new to expand.”

Although the subsidiaries have a gentleman’s agreement not to compete against each other, it’s ultimately up to the tire dealer. For example, a dealer could buy brands from both sales teams through competing wholesalers.

“It’s going to be about managing conflict,” says Michael Perkins, senior vice president of sales and marketing for Sentury Tire North America.

There won’t be any conflict when the new plant in LaGrange is at full capacity, he says. The facility will be able to produce 12 million tires annually no later than 2022, “plenty of product for everyone.”

Helminen and Perkins plan to price Groundspeed as a Tier 3 tire, but back it with a complete dealer program. They are targeting 2% market share for Groundspeed and any additional brands they add to their lineup. Sales start in January.

www.moderntiredealer.com

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2016 SEMA Show Montrose Tire & Wheel sells and installs tires and wheels, and also repairs wheels. (The business doesn’t perform auto service.) It serves customers who live within a couple miles of the dealership.

So what would the customers of Montrose Tire & Wheel miss if the dealership disappeared? The answer is more than “tires.” Customers wouldn’t have mobility. They wouldn’t be able to express their personalities through their tire and wheel choices. They’d miss out on the high speeds, the thrills, and the excitement the business delivers through wheels and tires.

Flores wondered if the question is limited to products, or would it also extend to the service the business provides. “It absolutely extends to the service experience,” Brown said.

“When I talk about brand, am I just talking about somebody’s logo or color? No. It’s also the experience that you give. It’s the product. It’s the service that you do. It’s your people and how they carry that out. It’s all those pieces together.”

Creating these lists of benefits also helps focus on the competition, Brown said. If your list reveals answers that don’t differentiate from the competition, there’s a problem. At the same time, it’s a way to zero in on emerging competitors.

“A lot of the time if you’re thinking about competitors, you’re always thinking about someone who looks like you.

But the competitor who messes up your industry or disrupts your business never looks like you. They look like somebody else,” Brown said. “So you can look at, ‘who else can supply these same benefits?’”

Stearns’ and Brown’s presentations were two of many educational sessions available to dealers during the 2016 SEMA Show.

On the trade show floor in the Las Vegas Convention Center, dealers were immersed in thousands of products displayed in more than 2,300 exhibit booths. Here are some of the products that caught the attention of tire dealers, as well as Modern Tire Dealer’s editors.

Kenda Vezda UHP A/S Kenda USA’s first entry in the ultra-high performance all-season segment is the Vezda UHP A/S. The tire’s special silica compound combines summer levels of wet and dry performance.

“It also is capable of driving in light snow conditions,” said Dan Shavers, Kenda’s chief engineer, tire engineering development.

Both the compound and footprint shape were optimized for excellent tread wear, he added.

The tread’s four large circumferential grooves limit A low void outside pattern hydroplaning and augment on the Vezda UHP A/S max- wet traction performance. A imizes dry handling. high void inside pattern also helps with wet handling and traction performance.

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Making a case for Chinese truck tires in the U.S. For the second straight year, Mary Xu, deputy chairman of the China Rubber Industry Association (CRIA), walked the floor of the Specialty Equipment Market Association (SEMA) Show to campaign for Chinese tires in the USA. A year ago her trip followed a decision by the U.S. Department of Commerce and the International Trade Commission (ITC) to implement tariffs on consumer tires imported from China. In 2016, her SEMA Show visit collided with the ongoing investigations of tariffs on truck and bus tires from China.

The CRIA is much like the Rubber Manufacturers Association in the U.S. There are more than 1,400 members who represent all aspects of the rubber industry, from the providers of raw materials to the makers of rubber belts and other products. About 300 of the CRIA members are Mary Xu said the real tire manufacturers, Xu said. pain of tariffs on truck “The Chinese tire manu- tires from China falls on facturers did not hurt the the American consumer who is shopping for a U.S. producer,” she said.

The CRIA and its hired low-cost option. attorney, Max Schutzman, a New York lawyer who specializes in tariff and trade cases, point to the dissenting opinion in the ITC’s preliminary vote to continue the investigation of truck and bus tires imported from China. Two ITC members saw no indication that the U.S. tire industry was being harmed or threatened by truck and bus tires from China.

“I know the union is very powerful,” Xu said, referring to the United Steelworkers who initiated the complaint about Chinese truck tires. “It’s not just price; it’s political.”

Xu doesn’t deny Chinese manufacturers will be hurt by tariffs, but said no matter what happens, the U.S. will still rely on tire shipments from China. The U.S. doesn’t have enough truck tire production to be self-reliant.

When manufacturers shift production from China to another country to sidestep the tariffs — and many have already done so — Xu said it creates another problem.

“In the long run it’s not good for the U.S. market because they have more and more competitors.”

The tire is available in 43 W- and Y-rated sizes: four 16-inch, 14 17-inch, 12 18-inch, seven 19-inch, and six 20-inch. It was developed at the company’s Kenda American Technical Center in Green, Ohio.

Duraturn Travia M/T The Duraturn consumer tire lines are almost complete with

MTD December 2016

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2016 SEMA Show the recent introduction of the Travia M/T. It is available in nine Q-rated sizes ranging from LT245/75R16 to 35x12.50R20LT. Four sizes feature raised outline white letters. The Travia Winter for SUVs and CUVs is in development. It will be available in 15 to 16 sizes in time for the 2017-2018 winter season.

With its Travia and Mozzo lines, Duraturn has 300 SKUs, said Ken Coltrane, executive vice president of YC Rubber Co. (North America) LLC. The company inventories some tires at its warehouse in Fulton, Ky. “We’re not trying to sign multiple dealers in every market,” he said. “We work with the dealers so they can enjoy some exclusivity.”

beginning of the year, said Max Wee, director of sales.

The tire’s tread pattern features three wide longitudinal main grooves designed to evacuate water at high speeds.

In addition, the wide angle groove enhances snow grip and evacuates both water and snow.

The big blocks on the outside enhance steering and handling performance on wet roads. The blocks on the inside are designed for wet and winter roads.

Sentury Tire Americas backs the tire with a 40,000-mile limited tread wear warranty. It is made at the Qingdao Sentury Tire Co. Ltd. plant in Thailand.

Tire conveyor is telescopic ASA partners with Bolt On ASA Automotive Systems LLC wanted its TireMaster point-of-sale software to be mobile-ready, and it found just the partner to accomplish that goal: Bolt On Technology LLC. “Sales reps will now be able to assist customers throughout the shop, in the parking lot, or in the field,” and will have the ability to look up inventory, check pricing, create estimates, and locate customer history from Android-enabled tablets, according to Dave Vogel, vice president and general manager meridian of ASA Automotive Systems.

Using Mobile Manager Pro, dealers will be able to take photos of needed repairs for digital inspections and send the results directly to customers via text message.

Nitto Ridge Grappler The tread pattern of its new Ridge Grappler is a hybrid, according to Nitto Tire U.S.A. Inc. “It has the off-road capabilities of a mud-terrain, but the all-terrain characteristics of high mileage, low noise, and a more comfortable ride,” said David Myers, regional sales manager.

The tire is available in 30 Q-rated sizes ranging from LT265/70R17 to 37x12.50R22LT. That includes a number of new flotation sizes, added Stephen Leu, assistant manager, digital brand publishing.

Delinte S8 Desert Storm II The Delinte S8 Desert Storm II is Sentury Tire Americas’ new powerline. The performance SUV tire will be available in 84 sizes ranging from 235/45ZR18 to 275/20R30 at the

Eight of the 30 LT sizes in the Ridge Grappler lineup are flotation sizes.

26

Martins Industries says its new telescopic tire conveyor is the optimal solution for loading and unloading containers and trucks with the same conveyor. The conveyor’s wheels allow it to be easily moved and adjusted. The height of the conveyor can be adjusted to allow tires to be kept at hip level, as directed by the Occupational Health and Safety Administration (OSHA). The company also had a new automatic wheel washer, the MWW-660, which features compressed air for high-pressure cleaning, two washing cycles, and rotating nozzles for deep-cleaning.

New app for TPMS Huf North America Automotive’s new IntelliSens app with HC1000 enables technicians to use a mobile device, instead of a diagnostic tool, to diagnose and configure tire pressure monitoring system (TPMS) sensors. The app includes a vehicle identification number Tia Hoerig, program management analyst for Huf North America, and year, make, and holds the HC1000 wireless adapter. model lookup tool. The company says a technician can diagnose all vehicles and program the Huf IntelliSens universal sensors with a smartphone (IOS or Android) or a tablet along with the HC1000 wireless adapter.

The Travia M/T is being marketed as a Tier 3 (out of four) tire.

The new Delinte powerline has an asymmetrical tread.

MTD December 2016

Quik-Link: 800-687-1557 ext. 23112

2016 SEMA Show

Alan Greene, sales representative for Hennessy, discusses a touchscreen interface that simplifies the balancing operation and other features of the Coats 1600-3D Direct Drive wheel balancer.

Bartec’s Kelly Nugent says the new Tech200Pro comes with a wallmounted inductive charger, quick connect air fitting, and operates without the need for other devices.

Gregory Parker says the new Hofmann Power Weight Pop-N-Lock Modular Box System is an innovation that improves product handling for a shop. The packaging will be released in the first quarter of 2017.

Hennessy displays latest machines

Bartec has new tools

Hennessy Industries Inc. had nine tire changers and wheel balancers on display, including six new models. The newest model featured was the Coats 1600-3D Direct Drive wheel balancer. The 1600 model’s features are designed to deliver a performance balance using Coats’ exclusive Direct Drive system, which combines the motor and spindle into a single assembly that always stays calibrated to zero. The company says its ProBalance Technology offers a fast, single-step correction for residual imbalance, eliminating 80% of unbalance-related comebacks.

Bartec USA LLC’s booth featured three new products. The Tech200Pro is a diagnostic tool that incorporates TPMS sensor testing and activation, tread depth measurement, and manual tire pressure checks. The Tech200Pro has full TPMS sensor capability.

The company says tread depth measuring is very accurate and can measure tread up to 22 millimeters, or almost 7/8 inches. Bartec also displayed its first non-TPMS service tool in its portfolio, the QST300. The quick service tool is designed to simplify oil changes, battery replacement, and brake pad replacement. The third new offering is Revive Turbo Cleaner, which uses a patented chemical process to clean a turbocharger.

5, make it 6 new tires

Tireco plans to be aggressive in 2017 In the past, Tireco Inc. has taken a conservative approach to marketing its Milestar, Nankang, and West Lake tires.

It is time for the company to “step out of the shadows,” according to new Vice President of Sales and Marketing Andrew Hoit.

The company will introduce five Milestar tires in the U.S. in 2017. “The Milestar is now our flagship brand,” says Hoit. “That’s the primary focus of our branding.”

The new tires are: ■ Milestar Grantland AP SUV/RLT. The all-season tire will be available in 32 sizes ranging from 15 to 20 inches.

■ Milestar Patagonia A/T W SUV/RLT. The all-weather, all-terrain tire will be available in 11 sizes ranging from 15 to 17 inches.

■ Milestar Weatherguard All-Weather. The CUV touring tire will be available in 44 sizes ranging from 15 to 20 inches.

■ Milestar Streetsteel. The tire will be available in 10 sizes ranging from 14 to 15 inches with raised white letters.

■ Milestar Steelpro MS597S. The tire will be available in six two-ply, commercial and sprinter van sizes.

A sixth tire, the Nankang NS-25 All-Season UHP, also will be launched next year. It will be available in 74 sizes ranging from 16 to 24 inches.

New package for wheel weights Wegmann automotive USA Inc., the parent company to the Perfect Equipment and Hofmann Power Weight brands, introduced a Pop-N-Lock modular box design for its Hofmann Power Weight Premium Zinc line. Gregory Parker, marketing manager, says the new pop and lock system allows technicians to get to the wheel weights faster, and the tray allows the product to be poured out for easier access. The modular boxes are the same height and width so they can be stacked, enabling shops to consolidate the product and create more shelf space for other items. The company also displayed its new standard and chrome snap-in tire valves, which are available in 100-count bags.

New brand of wheel weights Plombco Inc. says its new StickPro kits contain everything a shop needs to remove old adhesive wheel weights and attach new ones. The kit contains StickPro brand wheel cleaner and adhesive wheel weights, along with removal pliers, scrapers, buffing discs, and a buffer. The StickPro wheel cleaner is an improved formula with more cleaning power. The company launched its StickPro brand of adhesive wheel weights, tools, accessories, and cleaners in October 2016. The colored wheel weights are available in black and chrome and come in boxes or in rolls and in sizes from 1/4 of an ounce to 2 ounces.

Tri-Ace has new MT line Tri-Ace Wheel & Tire Corp.’s new Pioneer MT line will be

28

MTD December 2016

available in 18-, 20-, 22- and 24-inch rim sizes in the first half of 2017. In addition, the company displayed a Dakur MT tire in a size it says is new to the market, 40 x15.50R28. Tri-Ace says it plans to bring a new lineup of Dakur MT tires to the market in 2017. The company also announced new sizes for the Mark Ma and Black Bear M/T lines (35x12.50R24LT, 36x15R24LT, LT375/40R24, LT375/30R26, 38x15.50R26LT), Black Bear All-Terrain II line (LT265/70R17, LT305/55R20), and Tri-Ace Carrera UHP line (405/25R24, 405/25R26).

New impact wrench can be tuned The new 3/8-inch W5132 impact wrench from Ingersoll Rand plc can be tuned for specific joints, according to Josh Johnson, engineering manager. The power control system offers four modes: max power, mid power, wrench tight, and hand tight, so there’s no need to switch tools for difJosh Johnson says the new 3/8-inch W5132 impact wrench offers the ferent jobs. Techs select the power of air tools and the conveproper torque via a dial on nience of cordless tools. the tool. The tool’s compact size (6.5 inches tall), and task light provide increased access and visibility.

Rotary Lift offers adapters Rotary Lift’s Trio Arms are now standard on the company’s 12,000-pound capacity SmartLift in-ground lifts. The company says its patented three-stage arms allow greater extension and retraction capability so technicians can reach the manufacturer’s recommended pickup points under a vehicle. The company has added adapters for unibody vehicles and light trucks. A sliding adapter assembly on the third arm segment of Trio Arms enables technicians to switch between three-position flip-up adapters for body-on-frame vehicles, round polymer adapters for unibody vehicles, and thread-up truck adapters.

Robert Champagne, Plombco’s director of customer service, says new StickPro kits contain everything a shop needs to remove and replace adhesive wheel weights.

www.moderntiredealer.com

Bee Line has new floor jack The latest product from Bee Line Co. is a 14-ton capacity heavyduty floor jack. The company says the new 7800 Auto-Lock HD floor jack can be quickly raised and easily locked at the desired height without the need to place jack stands under the frame.

With a minimum height of 8 inches, the jack slides under low clearance trucks, and it rises to a maximum height of 18 inches to accommodate almost any maintenance process. Extensions can be used to reach higher frames and axles.

Bosch releases Evolve tablet The new OTC Evolve from Bosch Automotive Service Solutions is a rugged tablet capable of diagnosing more than 25,000 vehicle systems and 58,000 vehicle ECU (engine control unit) combinations using new Bravo 3.0 software and a fast Android operating system. The company partnered with information sources such as Identifix, Google, and AllData for repair information.

Original equipment wiring schematics for all vehicles are available, according to Chris Ellington, field technical support. Capabilities include more than 11,000 actuation tests and more than 1,400 adjustment tests; a 10.4-inch optically bonded screen providing visibility in most conditions; and dual Wi-Fi architecture that provides a Wi-Fi connection to the included J2534-compliant wireless VCI with simultaneous internet connection to the shop.

Wrench features longer runtime Features of the CP8848K 1/2-inch cordless impact wrench from Chicago Pneumatic Tool Co. include rubber bumpers and a composite and steel housing for durability. The tool’s 6-amp, 20-volt CP20XP lithium-ion battery provides twice the runtime of conventional batteries, according to the company. Jesse Della Valle, area sales manager-northeast, says a full teasing trigger for variable torque settings and a reverse feature make tire changing “a great application.”

‘No pry bars, no hammers, no liability’ Hunter Engineering Co. has packed time-saving and ease-of-use accessories into its new TCX625 Plus heavy-duty tire changer. The TCX625’s pedal-controlled inner roller saves the operator time and effort, bringing service times that are comparable to manual

Kristen Simpson shows a new truck frame adapter for Rotary LIft’s Trio Arms system.

Jesse Della Valle demonstrates Chicago Pneumatic’s CP8848K 1/2-inch cordless impact wrench.

The kit includes two batteries and a charger.

29

2016 SEMA Show

Chris Ellington says the new OTC Evolve vehicle diagnostic tablet’s 10-inch screen is visible even in sunlight.

methods, but are much safer. A lever improves traction when mounting the outer bead. Ramps reduce operator effort. “No pry bars, no hammers, no liability,” says Don Glaser, product manager for heavy-duty alignment. The company says TCX625 Plus HD is ideal for wide base and specialty assemblies.

Don Glaser says Hunter’s TCX625 Plus heavy-duty tire changer eliminates the mounting and dismounting of heavy-duty tires with hammers and pry bars.

Wheel balancer is mobile Rav America, the U.S. distributor for Ravaglioli SpA of Italy, says the new GT2 Roadside Mobile Truck Balancer is designed for customers who do roadside tire service. The balancer works with a 110-volt wall outlet or can be configured to be

No power? No problem!

Tire’s Warehouse pulls off a dramatic relocation in Las Vegas When the power went out at the Paris Hotel & Casino on Nov. 3, Tire’s Warehouse Inc. had to move its second annual Tire One Program Dealer Event to Bally’s Las Vegas Hotel & Casino in less than 24 hours. That included moving a 2016 Mazda MX5, the grand prize in the blackjack tournament.

It also had to find other accommodations for many of its retail customers, who were staying at the Paris and were locked out of their rooms. President Dan King (pictured), Director of Marketing Ken Hsu, and the whole marketing team helped successfully pull off the last-minute relocation — all dressed as casually as most of the more than 250 attendees.

Armando Valenzuela Jr., manager of AV Tire Service in Oxnard, Calif., won the tournament and the car, donated by Yokohama Tire Corp. Mike Nalbandian, owner of Tire Zone in Covina, Calif., and Alex Feliz, service advisor at Redwood General Tire Service Co. in Redwood City, Calif., finished second and third and won $3,000 and $1,000, respectively.

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MTD December 2016

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2016 SEMA Show completely mobile with a 12-volt battery, according to Ernie Diaz, wheel service technician. The balancer accommodates up to a 30-inch rim diameter and 52-inch wheel diameter and can be used in closed vans, trailers, or inside low-volume shops.

Armstrong Tire returns The Armstrong brand is back with a new lineup of 10 medium truck tires for various applications. Mariam Zafar is helping relaunch the brand as marketing director, and Carl Casalbore is president and chief operating officer of Armstrong Tire Inc., a subsidiary of Zafco Trading LLC. The tires feature rhino-emblazoned sidewalls, and five of the offerings are SmartWay-verified. The Armstrong website promises passenger and light truck tire offerings are “coming soon.”

A redesigned Maxxis Razr MT Maxxis International showcased its redesigned Razr MT as the company’s booth highlighted all the fun available in the great outdoors. Ritche Tay, senior marketing specialist for the company’s automotive tire division, said the flagship mud terrain tire has a new tread design and new off-road compound. The pattern features deeply sculpted center blocks to maximize mud traction, and stone and mud ejectors improve the self-cleaning performance and minimize rock retention.

The armor sidewall helps with traction and puncture resistance.

Hankook sees opportunities in 2017 Hankook Tire America Corp. again focused its floor space at the 2016 Specialty Equipment Market Association (SEMA) Show on the Laufenn value brand, and for the record Shawn Denlein, senior vice president of sales, said the brand is meeting sales volume and point-of-sale goals. “Dealer and consumer feedback is great in terms of the quality of the product. The positioning of the brand is exactly where we want it to be. Our whole goal was to use Laufenn and then Hankook would move up to a premium brand, and the strategy’s definitely worked.”

During an interview with Denlein and Jae Bum Park, senior vice president of marketing, the pair provided an update on Hankook’s first U.S. plant, which Park said will open in early 2017. The first phase is expected to reach full capacity – 5.5 million tires – in October 2017. The second phase will double that capacity for the replacement and original equipment markets.

The ADH is one of three new premium truck tires from Armstrong Tire Inc. Mariam Zafar is marketing director.

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The week in numbers How many people were in Las Vegas for Automotive Aftermarket Industry Week? This year more than 157,962 attended the Specialty Equipment Market Association (SEMA) Show and the Automotive Aftermarket Products Expo (AAPEX). Here’s the breakdown from SEMA Public Relations Director Della Domingo and Auto Care Association Senior Vice President Rich White.

157,962: 67,827: 2,325: 2,259: 3,600: 1,180,000:

Total attendees at the SEMA Show and AAPEX Buyers at both shows SEMA Show exhibitors AAPEX exhibitors Registered media Square footage of SEMA Show exhibit space

There’s room for at least two more phases of construction at the 469-acre site in Clarksville, Tenn.

In October Hankook executives in Korea (see related story on page 58) said the company next needed to focus on its commercial truck and light truck tire offerings. Could those production lines find a home in Tennessee?

Park said, “It is not decided yet. After we complete the second phase of construction, then we’ll make a decision.

The first two (phases) are definitely passenger.”

But Hankook does expect to be aggressive in marketing its commercial truck products in 2017. Denlein said, “We have a national account program now. It opens up a lot more opportunity for fleet business, and we’ve doubled the size of our sales force in the last two years. We’re really looking forward to next year because we have a lot of the infrastructure in place which we haven’t had before on the TBR side.”

With passenger tires, Hankook isn’t looking to disrupt its distribution channel. There are no plans for the company to sell tires online directly to consumers. “We have been focusing on our dealers. We will continue to do business with them,” Park said.

“There’s no plans to do any kind of online marketing of the brand,” Denlein said, and that applies to both Hankook- and Laufenn-branded products. “Our growth with Hankook has been with the independent dealer.” ■

The tread pattern of the refreshed Maxxis Razr MT is designed to perform and to keep road noise in check.

Jae Bum Park, left, and Shawn Denlein say Hankook’s team approach to sports marketing is paying off.

MTD December 2016

Growing interest in the SEMA Show has pushed some exhibitors outside the Las Vegas Convention Center.

Independent Tire Dealer Group executives Mike Cox, left, and Ed Long, right, walk the trade show floor with ITDG Chairman Clayton Miller, owner of Mainstreet Tire USA Inc. in Peyton, Colo.

Cooper Tire & Rubber Co.’s Scott Jamieson, left, gives performance pointers on the new Zeon RS3-G1 premium allseason UHP tire to automotive industry analyst Nick Mitchell.

3 editors, 3 takes TIA’s Global Tire Expo showcased mud-terrain over all-terrain

By Bob Ulrich

N

early 70,000 buyers from more than 100 countries traveled to Las Vegas to see if their suppliers or potential trading partners had new tires and other products that would astound and amaze them, like the neon lights on the Strip. And they weren’t disappointed.

Close to 232 exhibitors were part of the Global Tire Expo, “powered” by the Tire Industry Association. They showcased many new tires in the South Hall of the Las Vegas Convention Center, including some with raised white letters — still popular and in demand in some parts of the country. But the hot tire segment catered to off-road enthusiasts.

A surprising number of tires with aggressive tread patterns fit the mud/terrain mold, although some were unofficially labeled R/T (Toyo Tire U.S.A. Corp. labels the category “rugged terrain”).

Others easily could have been labeled extreme M/T. None of our tweets received as many impressions or total engagements as the one promoting the Nitto Ridge Grappler. “It’s a hybrid between a mud-terrain and an all-terrain,” said Nitto Tire U.S.A. Inc. Regional Sales Manager David Myers.

Atturo Tire Corp. will add 11 sizes, including two 24-inch sizes, to its Trail Blade Boss off-road tire in the first quarter of 2017. Entering the show, there was only one size available. After teasing dealers with the Maxxis Razr MT at the 2015 show, Maxxis International-USA said it is now available in six sizes ranging from 32 to 40 inches.

Off-road racer Jason Coleman, known for his success in the Best in the Desert Racing Association, was in the Omni United (S) Ptd. Ltd. booth promoting the new Radar Renegade R7 M/T for SUVs and light trucks. If the tread pattern looks familiar, simply compare it to the tires on which Coleman races: the Renegade R5 M/T. ■ Counter Intelligence columnist Wayne Williams is flanked by his family: son, Ryan and daughter-in-law, Chrissy, at left, and his wife, Tia, and her son, Jordan Johnson, at right.

www.moderntiredealer.com

Above: Tony Angelo’s 1973 Plymouth ‘Cuda featured staggered 17-inch Nexen N’Fera Sur4 tires.

Left: The Milestar Streetsteel will be available in 10 sizes with raised white letters.

The size 37x12.50R17LT Trail Blade Boss from Atturo Tire Corp. fits nicely on a Jeep, Ford F-150 Raptor, standard Hummer (pictured), and other lifted vehicles. The tire is manufactured in Taiwan.

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Bosch Automotive Service Solutions featured the latest in OTC automotive tools and equipment alongside a fully restored 1930s Ford delivery truck. The restoration included 1930s-era OTC branding. The truck is a tribute to the company’s heritage as one of the first mobile tool selling manufacturers. In the booth, technicians could try new specialty tools and equipment as well as compete in diagnostic challenges for OTC kits and tools.

Left: What happens when a chassis component fails? Visitors to the Federal-Mogul Motorparts booth strapped on virtual reality goggles to find out. The demo helped Federal-Mogul promote the results of independent metallurgical testing of its Moog brand ball joints.

3 editors, 3 takes A complete brand experience in a (relatively) small space

By Ann Neal

W

hen it comes to trade shows, the SEMA Show and AAPEX are considered by many to be the center of the tire and automotive universe. Attendees are invited in to a booth to experience a brand firsthand, from one-on-one interaction with the exhibitor’s products to face-to-face conversations with their people. Here’s a look at how exhibitors combine creativity and technology to carve out a memorable space on the crowded show floor. ■ Left: ACDelco used augmented reality technology to create highly interactive displays in its AAPEX booth.

Photos above: Easily recognizable in blue oxford shirts, Hunter Engineering Co. employees demonstrated wheel aligners, balancers, lift racks, tire changers, brake lathes, inspection equipment, and other products in the company’s booth, one of the largest at the SEMA Show. At the virtual reality station, Hunter showed the latest software its reps are using to help customers design floorplans and visualize how equipment will fit in their shops.

Right: Shelves held 3D printed replicas of all of ACDelco’s major product lines. When placed on the countertop, chips embedded in the replicas generated product information, videos, and sell sheets on the countertop and on screens mounted on the wall behind the counter.

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MTD December 2016

Luis Navarro, right, and his Tersa Corp. teammates came from Mexico to attend the show.

On the left, Raul Bejarano is director of real estate, and Rodrigo Valle, center, is president of the tire dealership based in Tijuana.

Product Manager Michael Rose took a breath from demonstrating Bartec USA LLC products for a photo during the SEMA Show.

3 editors, 3 takes On the Rise, and on the show floor

By Joy Kopcha

W

Roy Littlefield IV, or RL4 as he’s known within the Tire Industry Association, provided members with a legislative update during the SEMA Show.

STRY THE INDU

hen I suggested Modern Tire Dealer unveil On the Rise, our list of young industry leaders, at the biggest industry event of the year, I expected a few eager participants to respond. I knew the leaders were out there, and I thought I’d meet one or two in Las Vegas.

I didn’t expect to have a dozen people hunting me down at the SEMA Show. But this year over many e-mails we’ve built a bond. It was a thrill for me to meet young men and women who are enthusiastic about advancing the industry.

It was great to meet and see so many of these young leaders in person. Here are photos of a few MTD caught in action inside the convention center. ■

Jacquie Hower attended the SEMA Show and the Car Care Council Women’s Board reception on Nov. 1 at AAPEX to see her mom, Judith Zimmerman Walter, honored as the female shop owner of the year.

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Nick Gutierrez, western regional sales manager for Sentury Tire Americas, visited with the team from Oasis Tire & Wheels in El Paso, Texas.

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feature

2016 AAPEX: A look at the brave new world of a shop’s service bay

By Joy Kopcha and Ann Neal

T

he consumer world may be obsessed with virtual reality and procedures of how you’d do the repair. A technician can get games and experiences, but in the automotive field, a view of something they typically couldn’t see until they tear Bosch Automotive Service Solutions is finding a place apart the car,” Butz said. “What we’re trying to do here is create for augmented reality technology to help technicians work faster a more efficient environment to allow them to repair a vehicle and explain repairs more easily to consumers. This isn’t a far-off faster, or to help educate their customers.” dream for sci-fi fans. At the 2016 Automotive Aftermarket Parts For the past five years Bosch has used this technology with its Expo (AAPEX), Bosch said it expects to bring the futuristic original equipment customers. “We’re here at AAPEX to try to technology to the aftermarket in 2017. figure out how this fits into the aftermarket,” Butz said. Bosch has Augmented reality uses computer-aided design (CAD) and created a platform to manage the data and deliver it. “One of the imposes it on another field. A property manager might use it to see challenges we have is that the CAD data normally lies with the behind the walls of apartments in a high rise building to look for OEM, so we have to find ways to enable access to that.” plumbing or electrical lines. Bosch is taking computer-generated, On the sales side, the technology can help explain to a customer three-dimensional images of the inner workings of a vehicle and why a repair might cost $1,500. They can watch animation that projecting them onto the surface of the vehicle. shows all the steps needed to complete the work. They can see Standing next to a Range Rover, Rob Butz, director of business where the repair area is, and what other parts of the vehicle it development and technical information services for Bosch, points touches. Augmented reality also could help upsell accessories, a tablet toward the passenger side of the SUV like he’s shooting a such as wheels. A salesman could click through countless styles photograph. It’s as if this vehicle has just arrived at a tire dealership and colors and show the options on the vehicle. Butz said the same and gone through a typical entrance check: diagnostic trouble could be done with tires. The benefit is “having that interaction codes were collected, tire pressure and tread depth were measured, with the customer.” and battery strength was calculated. That data is collected on a If augmented reality still feels far off, AAPEX provided plenty computer server or cloud, and with augmented reality, it’s sent to of other products applicable to the work in tire dealers’ service the tablet so a technician or service writer can project the results bays today. onto the driver’s vehicle.

On Butz’s tablet screen, and on a larger standalone screen set Bright lights from Philips up for the demonstration, green, yellow, and red markers appear Style and performance are the combined touted benefits of near the tires. The green markers show no problems, and red ones the new Xenon CrystalVision ultra bulbs, which Lumileds, a are indicators of something that needs attention. Clicking on the subsidiary of Royal Philips, unveiled at AAPEX to coordinate red marker shows the problem is either a wheel speed sensor or the bearing. If the job required an additional diagnostic test, the screen could show which connector to use to perform that next test.

Once the information is captured, augmented reality can help the technician make the repair.

Any relevant information related to the procedure is a click away. “An experienced technician may not want to see the full procedure, but they can augment the tool they’d need and the torque spec. But for a novice technician, they can do a step-by-step through the procedure,” Butz said.

It prompts the technician to first remove the lug nuts, the wheel, all the way to the point of installing a new wheel bearing. “Through studies we have found, especially on the training side, to visualize it on the actual product your retention rate is at its highest.” It also eliminates the sometimes confusing translation from two-dimensional drawings on a computer screen or in a manual to the real-life product in the Rob Butz says Bosch has spent the last five years working on augmented repair bay, Butz said. reality technology with original equipment customers. Next year it will be “It helps visualize where things are on the product, ready for the aftermarket to help shops work more efficiently.

36

MTD December 2016

with their November launch. The replacement bulbs produce a brighter, whiter light to replace standard D2R and D2S bulbs.

Aubry Baugh, marketing communications manager for Philips said, “We picked D2R and D2S because those are the most popular HID bulbs.”

Manager SE by Mitchell 1 gets two big upgrades The Manager SE system by Mitchell 1 rolled out two big advancements for any dealership that does repairs, one related to passenger cars, and the other for commercial trucks. Toyota Motor Corp. has incorporated its Toyota Active Recall notification system into Manager SE. It’s the only shop management system embedded with the automaker’s recall alerts, and it’s a way for the car maker to reach more vehicle owners when there’s a recall, especially owners of older vehicles that are no longer serviced at Toyota dealerships. Ben Johnson, director of product management for Mitchell 1, said the alerts apply to all Toyota brands, including Scion and Lexus. On the commercial end, Manager SE is now available with a full truck series to help shops diagnose and repair all makes of Class 4-8 trucks.

Denso unlocks new inspection tool Denso Products and Services Americas Inc. has created a new vehicle inspection tool, VehicleMRI. The web-based application will be available in 2017 and offers a quick but comprehensive diagnostic check of a vehicle’s systems. It looks for out-of-date software, tests the battery, and evaluates hundreds of hidden data points to find problems that have yet to trigger an engine light. “It creates a series of reports,” said Dan Mejaly, senior vice president of sales, marketing, strategic planning, and operations. There’s a summary for the vehicle owner, and a detailed report for the service garage, all of which can be viewed online and saved in a downloadable file.

environment. The company unveiled NanoPro technology on 33 part numbers, and said it filters fine and ultra-fine dust with better efficiency. Donald Chilton, director of product management, said using the technology on air filters hopefully is only the beginning. “We’re going to see what we can do with oil, fuel.

We’re looking to build a whole portfolio around that. We’ve got one fuel filter now for Dodge trucks that has NanoPro media.

That will continue to evolve and feed new products.”

SKF expands U-joint coverage The universal joints manufactured by SKF USA Inc. are now available for more automotive, truck, agricultural, and industrial applications, said Brian Jungmann, automotive communications manager for SKF. “The whole line is refreshed.” And the company’s catalog has been improved to make part lookup easier and more precise. The car, light truck, and heavy-duty truck products all feature a case-hardened forged steel cross and cups, and the high performance Brute Force line is solid to give it extra strength.

Coast flashlight has USB port Coast Products Inc.’s new HP314R LED rechargeable flashlight has a light distance of more than half a mile. The dual powered flashlight works with either lithium or alkaline batteries. The company’s exclusive Flex Charge Dual Power Rechargeable System and Pro-Tek Charging Port is built into the new HP314R. The flashlight’s tail cap pops up to reveal a micro-USB port. The rechargeable battery pack includes a USB port for recharging other devices, such as cell phones.

YouTube channel for batteries

The latest products from Wix Filters are designed for heavyduty, off-road vehicles in a mine, construction site, or agricultural

Johnson Controls Inc. unveiled “The Battery Shop,” a YouTube channel of how-to videos on car battery installation, maintenance, and care. Some videos will be aimed at consumers and others will be for technicians. Dale Gospodarek, vice president of marketing and strategy for aftermarket U.S. and Canada, said videos for technicians will address vehicles with complex battery installations and vehicles that require resets to recognize a new battery.

Aubry Baugh shows the standard tail lights, brake lights, and reverse lights on the left, compared to the brighter and whiter Philips lights on the right.

Elliot Ball, director of marketing for Coast Products, says batteries can be charged outside or inside the HP314R flashlight, so users always have a fresh battery.

Wix debuts new technology for heavy-duty filters

www.moderntiredealer.com

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2016 AAPEX NGK adds ignition coils NGK Spark Plugs (U.S.A.) Inc. unveiled its new ignition coils line that covers nearly 96% of vehicles in operation in the United States. The company said the new NGK Ignition Coils line includes over 450 ignition coil part numbers for late-model domestic and import vehicles. “We are very excited with the launch of NGK’s full line of premium ignition coils,” said David Boer, vice president of marketing. “This program rounds out our ignition offering, allowing us to offer the highest quality ignition components to the market.”

Mahle kicks off contest Mahle Aftermarket Inc. will award a custom-built, twinturbocharged Ford Mustang from Petty’s Garage to the winning technician in its new “Drive with the Original” promotion.

Legendary driver Richard Petty helped Mahle executives kick off the contest at AAPEX. “Drive with the Original” celebrates the recent launch of the Mahle Original brand. Mahle said more than 2,400 instant prizes will be awarded, including Richard Petty Driving Experiences, autographed Richard Petty signature Charlie 1 Horse cowboy hats, autographed No. 43 die-cast model cars, insulated tumbler mugs, and baseball hats. The contest ends Oct. 1, 2017.

38

said it reached a milestone in July 2016 with the production of its 200 millionth TPMS sensor.

New products from ACDelco ACDelco’s augmented reality demonstrations showcased products in highly interactive displays. Among featured products were the new Advantage Bearings line with 160 part numbers, Coated Rotors line with 534 part numbers, and Professional Coated Brake Calipers line with 54 part numbers. The company also highlighted a new line of GM OE collision parts for the aftermarket that includes door hinges, rear view mirrors, and tailgate hinges as well as a line of GM OE variable valve timing solenoids for 2000-2017 model year GM vehicles.

New scan tool from CanDo CanDo International Inc. said its new HD ProTab is the only scan tool for Class 4-8 trucks and off-highway equipment that requires no extra software or connectors. The company had several other new products in its booth, including the Batt+ battery reset and relearn tool for small shops and do-ityourselfers. The company said it is the only manufacturer to offer a tool that performs battery resets on all major brands from BMW/Mini and Jaguar to Ford, General Motors, and more.

Continental expands coverage

Homecoming for Victor Reinz brand

Continental Commercial Vehicles and Aftermarket announced new applications and expanded coverage, including a new line of VDO blower motors for direct replacement on modern utility vans. In addition, VDO OE replacement parts are also available for power door lock actuator applications. The company also added diesel fuel modules for late model Dodge Ram truck applications to its VDO OEM Direct Parts program. Tire pressure monitoring system (TPMS) Redi-Sensor application coverage will be expanded by 3 million vehicles in the spring of 2017, according to Dave Maclay, head of product management for electric motors and TPMS. The company

Dana Corp. held a “homecoming” for the Victor Reinz brand. The company is the sole distributor of its Victor Reinz gasket portfolio in North America as of Nov. 1, 2016. For the past decade, Victor Reinz gaskets were distributed in North America under an exclusive agreement with Mahle Aftermarket Inc. Dana said it remained involved in manufacturing, product development, and technical support throughout this period and handled distribution to all other markets outside of North America. “Dana is the true and original manufacturer of Victor Reinz gaskets, and by returning to our role as direct distributor, Dana is perfectly positioned to more

Champion NASCAR driver Richard Petty (right) and Ted Hughes, marketing manager for Mahle Aftermarket, announce Mahle’s Drive with the Original contest.

Dave Maclay of Continental Commercial Vehicles and Aftermarket says 3 million applications will be added to the TPMS Redi-Sensor program in the spring of 2017.

MTD December 2016

Quik-Link: 800-687-1557 ext. 23114

2016 AAPEX closely connect customers and end-users with engineering and technical experts,” said Doug Wolma, vice president and general manager of the Dana Aftermarket Group. The initial rollout of the Victor Reinz portfolio in North America includes more than 3,300 part numbers.

Carter refuels its brand Cleveland, Ohio-based Crowne Group displayed new packaging and a new brand promise, “Fueling You Forward,” for Carter Fuel Systems. Crowne Group has been investing in the fuel pump portfolio and increasing coverage since acquiring the company in 2013, according to Danielle Orlando, director of marketing. New product features increase the life and performance of Carter brand fuel pumps. A key innovation is CleanScreen multilayer filtration technology, which adds 40% more dirt-holding capacity.

Tenneco unveils mobile trailer

AAPEX attendees were the first to tour the new Tenneco Experience, a mobile product and technology exhibit.

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Tenneco Inc. introduced its “Tenneco Experience” mobile product and technology exhibit to AAPEX visitors. The 53-foot trailer contains hands-on exhibits on Tenneco’s clean air and ride performance OE technologies for global vehicle manufacturers as well as the latest Monroe ride control and Walker emissions control products for the North American aftermarket.

“We wanted to provide a venue to show the new technologies to technicians and counter people so they know what’s coming down the pipeline and how our OE expertise can benefit the aftermarket,” said Denise Hanefeld, brand and marketing communications manager. The “Tenneco Experience” trailer will visit OE and aftermarket customers in the coming months. A shop can request a visit through a local Tenneco sales representative. ■

Quik-Link: 800-687-1557 ext. 23115

MTD December 2016

Commercial Tire Dealer™

Twin Valley Tire’s flagship location in Milbank, S.D., sells everything from consumer tires to farm and off-the-road tires.

But used farm tires are a big part of the bottom line, and Jamie LaRoche, part-owner of Twin Valley, says the dealership sells them online and ships them to Mexico, Indonesia, and Canada.

Dealers find their own farm tire niches Imports and used tires are part of the solution

By Joy Kopcha

C

orn and soybean farmers near Twin Valley Tire Inc. in Milbank, S.D., have had a good year. The rain fell at the right time, and farmers harvested record yields of the region’s biggest crops. “Most said it was the best they’d ever seen,” says Jamie LaRoche, part-owner of the tire dealership with Brendan Van Sambeek.

If only those bumper crops had been matched by good commodity prices. “The extra bushels made up for some of the poor prices,” LaRoche says. “That really helped. It gave people a good attitude.”

Still, his customers are cautious. “You’ve got to twist their arms a little more to get them to spend the money. You’ve got to give them good service, and that makes up for a lot

www.moderntiredealer.com

of the pricing if someone down the road has you beat by a couple bucks.

“They’re being a lot more frugal with what they’re buying,” LaRoche says. “October and November were probably two of our biggest months with the number of service calls, but a lot of it was ‘come and fix it,’ whereas a couple years ago if a tire had 40%, it was ‘replace it.’”

On top of that, farmers are choosing lowerpriced tires. “They’re migrating to the cheaper Replacement farm tire radialization has plateaued . . . 42 end.”

LaRoche says “the Heavy-duty alignment opportunity: majors” are respond- Technology creates new ways to maring to the shift. They’re ket and profit from the service . . . 44 Commercially Viable . . . 52

ALSO IN CTD

41

Farm tires becoming more aggressive with rebates, and they’ve dropped their prices. He’s watched the price of one particular tire fall 20%. “From two years ago, I would say prices have dropped by 35%. I don’t want to call them greedy, but look at how much oil has come down and other input costs have come down.

They need to compete with the imports.”

LaRoche and Van Sambeek own six stores in South Dakota and Minnesota. (They’re also part-owners of Tires Only Group and Dakota Wholesale Tire Inc., and Smith Tire & Tread, a retread shop in Wahpeton, N.D.) The store in Milbank, S.D., sits on five acres and employs 40 people in a town of 3,300.

The group’s smallest store is a one-man, two-bay shop in Browns Valley, Minn.

One of their greatest successes has been selling used farm tires. “I’d rather sell a used tractor tire than a new one. Anyone can have the same new ag tire. But if you own this used farm tire, it’s the only one. If you trade it in right, you can make some money on it,” LaRoche says. “We’ve probably got $1 million in used farm tires right now.”

He expects those used tire sales, and other low-cost options, to remain a big part of the business. Already local bankers are warning their customers not to come looking for more credit. “I expect next year to be a little bit tougher. I’ve been told by our bankers they’re telling farmers, ‘You’re not going to buy a new tractor, or a new pickup.’” Those bankers don’t want LaRoche to extend too much credit to his customers, and they also want him to watch his business’ spending, too.

“It’s not the glory days of three years ago when corn was $7 a bushel and beans were $15.”

Farmers continue to shop for value Along the East Coast, Gallagher Tire Inc. has grown from a two-bay retail service garage in 1968 into a wholesaler with three warehouses and customers that stretch from Maine to the Carolinas. J.P. Gallagher is the president of the business his father and uncle started, and says farm tires represent about 20% of the company’s specialty tire business.

The biggest driver continues to be price. “The sense of value has not left the farmers. From my perspective they are very happy with some of the imports like Alliance and Crop Max,” Gallagher says. “They’re seeing the price point and know they’re going to get a reasonable value for their dollar.

“Ten years ago there was more of a focus on the name brand tires because the imports weren’t there as far as quality. Now that gap has closed, and dealers we service who were traditionally a one-brand offering, now will typically offer two or three because their farmers are demanding that.”

As farmers and dealers turn more to imports, it’s more important for wholesalers like Gallagher to better manage their inventory and flow of overseas shipments. “Very few dealers want to stock beyond a few key sizes,” he says. The average is 90 days from order to delivery, but problems at ports or other hiccups can add two or four weeks to that lead time. “There’s a cushion you need, maybe an extra 30 days of stock.” ■

Rear replacement farm tire radialization has plateaued In 2009, the radialization of rear farm tires at the replacement level jumped significantly, helped by a marked decrease in bias-ply shipments. The steady increase in radial shipments over the following five

years led to a 40% share of the market in 2014, and it seemed like radials were ready to take over.

However, over the last two years, the number of rear replacement radial

Rear replacement farm tire shipments: radial vs. bias-ply Bias 600000

Radial

farm tire shipments has actually gone down, putting a stop to radialization’s momentum. That hasn’t stopped other tire manufacturers from entering the market: Both the Vredestein and Petlas brands are included in “Others” in the chart below. Also, Yokohama Rubber Co. Ltd. purchased Alliance Tire Group B.V. earlier this year.

Radial rear farm tire market share 2016 Replacement market = 289,100

500000

In 2016 radials made up 39.2% of the market

400000

300000

200000

32.0%

BKT

20.5%

Michelin

16.5%

Goodyear

12.5%

Alliance

7.5%

Titan

4.0%

Trelleborg

3.5%

Mitas

2.0%

Others

1.5%

Total

100000 2007

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Firestone

2008

2009

2010

2011

2012

2013

2014

2015

2016

100.0%

Source: Modern Tire Dealer

MTD December 2016

Quik-Link: 800-687-1557 ext. 23116

Heavy-duty alignment

Heavy-duty alignment opportunity: Technology creates new ways to market and profit from the service

By Ann Neal

I

mproved tire wear and better fuel efficiency are the benefits of a properly aligned commercial truck. Yet many operators neglect alignments, according to major tire equipment manufacturers who estimate that up to 70% of commercial vehicles need the service.

“It’s always been interesting to me that in the heavy-duty world we’ve got the most expensive tires, the highest number of tires per vehicle, the most weight on those tires, and the tires running the most miles, but alignment has never been in the forefront like it is in automotive,” says Don Glaser, heavyduty alignment product manager at Hunter Engineering Co. But technological advances have made the process of aligning a truck efficient and profitable. Manufacturers say their newest equipment is capable of checking a truck’s alignment in less than five minutes and performing the service on a 3-axle truck in as little as 30 minutes.

Simpler than cars The installation of a heavy-duty aligner in the summer of 2015 was a big step for family-owned Tire Tread Service Inc., whose employees were mounting and dismounting truck tires by hand just 18 months earlier. The new alignment machine capped a year of heavy-duty equipment purchases at the five-bay shop in Fredericksburg, Va. The Hunter brand aligner was the shop’s third major investment in heavy-duty service equipment in a 12-month period.

Owner Chris Barnett had already bought a heavy-duty tire changer and heavy-duty balancer, also from Hunter.

Commercial services are helping Barnett combat increased retail competition, especially with two new Goodyear outlets in his market. He says he “grew into” heavy-duty alignment, adding the service in order to be a one-stop shop for his commercial customers.

Tire Tread Service was founded by Barnett’s grandfather, Isaac Bourne, in 1945. Barnett, his brother, and his parents own the shop today, with a nephew, Kyle, learning the business. Barnett’s brother, Kevin Cooper, has done passenger car alignments for 25 years. “He grew into the heavy-duty side, too,” says Barnett. “HD alignment is actually simpler than cars because there are not as many changes and variances as in cars.”

A truck alignment is possibly one of the highest-paying services a commercial dealer can perform, according to Nick McCullough. He is president of Rav America, the North American division of Ravaglioli SpA, which was acquired by

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Hunter says quick alignment checks are a high-profit preventative maintenance sales tool. Hunter’s system provides alignment readings on the entire truck at a glance.

Downers Grove, Ill.-based Dover Corp. in October 2016. “A properly aligned truck reduces two of a fleet’s highest operating costs: tires and fuel,” he says. “That makes alignment services for heavy-duty vehicles one of the most important and most lucrative services the commercial tire dealer can offer.”

Speedco Inc. provides quick lube and tire services for the trucking industry through a national network of 52 outlets. The Bridgestone Americas Tire Operations LLC subsidiary began piloting a heavy-duty alignment service at select locations in mid-2016 using equipment from Ravaglioli.

“In early 2016, we introduced the Heavy Duty Interstate Battery line,” says J. Downey, vice president of sales and business development at Speedco. “The addition of the free battery tests and a replacement offering was met with great enthusiasm from our fleet and owner-operator customers.”

The company wanted to build on that success and began to explore other services, according to Downey. “As we continue to look for ways to better serve our customers, the addition of alignment services helps them protect their tire investment.

Our alignment service offering fits into our preventative

MTD December 2016

the early 1970s in the automotive market but there are still quite a few heavy-duty shops where that is common alignment equipment. When we’re talking about a Results in minutes specification measuring down to hundredths Barnett expects alignment business to continue of a degree, you can’t even dream of that kind to grow at his Fredericksburg shop. He attributes of accuracy with that equipment.” a 5% boost in unit sales and revenue to his new Modern equipment has transformed HD Hunter heavy-duty aligner. Overall, his commercial alignments. But the belief alignments business is up about 25% over the last are cumbersome, labor-intensive, and five years. “There is a big demand for time-consuming persists. truck alignment. It’s just getting that Glaser says Hunter has applied what word out to let everyone know when it learned in the automotive market you didn’t do something for years and to truck alignment. you start doing it.”

“Our newest truck system will set There’s another challenge for Barnett up and give alignment readings in to overcome. “In my area we have a guy three-and-a-half minutes. On older who’s using a 50-year-old machine, and systems, just to get alignment readings he tells people he can do a great job when used to be a 20- to 25-minute process he really doesn’t. You can’t align modern for the whole truck. If you are spending vehicles with 50-year-old equipment. It’s not 25 minutes just to get the hardware going to work. You can get somewhat close attached and set up and ready to go, but it’s not nearly the accuracy or the speed you’d better hope you sold the job before you can do with the modern equipment.” you got started,” says Glaser.

A shop using decades-old equipment is According to McCullough, the not unusual, according to Glaser. quality, usability, performance, reliLine says it has engineered the “The really old-school guys are still using Bee ability, and durability of heavy-duty LC7500 heavy-duty aligner to provide trammel bars and tape measures, which is a the lowest cost of ownership of any alignment machines have improved very archaic method. It was abandoned in system on the market today. tremendously. maintenance solutions portfolio without sacrificing the speed and quality of service that our customers expect from Speedco.”

www.moderntiredealer.com

Quik-Link: 800-687-1557 ext. 23117

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Heavy-duty alignment “In the old days, you had to have some kind of a MTD: How is alignment is related to a fleet’s tire and guru to perform a good wheel alignment because fuel costs, vehicle safety, and vehicle drivability? the equipment was lacking. The technology Bee Line: Alignment is crucial for getting the wasn’t there. What’s changed is the technology maximum service life out of a tire. Improper has improved so much an operator with less wheel alignment results in excessive or irregular experience can get the premium results you’re tire wear, hard steering, poor drivability, and looking for.” premature failure of suspension parts. Toe and Average alignment fees for 3-axle trucks tracking are the two most critical alignment are in the $300 to $400 range, according to settings for front end tire wear.

McCullough. “This doesn’t even take into Bee Line gauging equipment incorporates account the additional income from parts sales lasers to measure for proper steer axle toe. and labor sales. When you bring a vehicle in Excess or too little toe will make the front for alignment, you’re looking for worn parts and wheels fight each other, thus increasing wear. other add-on sales. With modern equipment, An out-of-toe condition leads to rapid inside or it’s possible to perform a truck alignment in 30 outside wear of steer tires. minutes. When you’re charging $300 to Tracking misalignment will also cause $400, I doubt there’s anything in the shop The Rav FastLiner 8000 Series is Rav irregular tire wear in the steer tires.

America’s standard truck aligner. that pays as well.”

Tracking, or thrust, is gauged relative However, much of the equipment in deal- The company says the unit includes to the vehicle centerline. The Bee Line software so a smaller opers’ shops is dated, according to McCullough. FastCheck method uses the chassis center line as a eration can use the system for both “That means poor performance, more time selling and performing alignments. reference to achieve optimum vehicle required, and time is money. So we should performance. Bee Line is a pioneer be constantly looking for ways to improve our performance in axle correction equipment, and our exclusive equipment and the productivity we get out of each bay.” is a must for the truck repair facility that wants to perform MTD asked Glaser, McCullough, and Tricia Kane, market- complete truck alignment service. The Bee Line floating beam ing and sales communications manager at Bee Line Co., to system and correction tooling allow the operator to fine-tune explain the opportunities heavy-duty alignment service offers the axles to these specs. commercial tire shops.

By making cold bends, our tools enable the technician to

Hunter attached its heavy-duty aligner to a truck chassis to demonstrate its capabilities at the 2016 Specialty Equipment Market Association Show. A sensor is placed on each wheel, and live readings display on the computer screen as technicians make adjustments. The machine also performs an alignment check in under four minutes.

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MTD December 2016

Quik-Link: 800-687-1557 ext. 23118

Heavy-duty alignment make precise camber and caster corrections on any size axle without removing them from the vehicle. Improper camber is the third leading cause of steer tire wear.

Hunter: A proper alignment can significantly decrease tire costs and have a measurable impact on fuel costs. Often, when an alignment is ordered, only the steer axle is aligned, but bringing the loaded drive and trailer tires into proper alignment will provide greater impact on tire life and fuel economy. Since properly aligning all three axles reduces pulling and drifting, it can reduce driver fatigue and increase safety.

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Quik-Link: 800-687-1557 ext. 23119

Rav America: Alignment has been proven to have a powerful impact on tire life, especially where steering tires are concerned.

Along with improper inflation practices it is perhaps the single most significant cause of premature tire wear. Proper alignment settings have been proven to reduce rolling resistance. Lower rolling resistance means longer tire life because there is less tire scrub or scuff.

MTD: How can dealers use alignment service to retain customers, and what can they expect as far as profitability?

Bee Line: Proper all-axle alignment starts with steering, suspension and frame component inspection. Seventy percent of the trucks on the road are misaligned.

We already know that this affects driver comfort, fuel consumption, and tire wear.

In order to build and retain customers, you need to perform a proper total vehicle wheel alignment. According to the trucking industry’s Technology and Maintenance Council’s recommended practice (TMC RP642), the ideal value for the angle formed by the centerline of the vehicle frame and the direction that an axle points is 0 degrees. This is the Bee Line method.

Proper alignment has a low cost of sale.

A 3-axle alignment for around $200 takes about an hour. The parts cost is almost zero and the technician cost is only one hour. Attempts to correct alignment on a vehicle with worn or loose components are pointless. Sixty percent of trucks that need alignment have worn parts. The first step in a Bee Line alignment is suspension inspection. The parts and labor sales resulting from this initial inspection can surpass standard alignment revenue 2 to 1.

Hunter: Newer Hunter alignment systems can perform a “QuickCheck” on a 3-axle truck in less than four minutes.

These checks can certainly add significantly to the bottom line of the shop, especially when you consider that approximately 70% of trucks on the road need more accurate adjustment than older methods allow.

These alignment checks can also pinpoint areas for further inspection. Often when alignment is needed, there are suspension components that are suspect and are the cause of the misalignment.

Repairing these failing parts while in for a PM (preventative maintenance) can reduce costly downtime for the operator.

This is an additional revenue source for the shop. On the other hand, the printout gives the operator verifiable information on the direction of travel of each wheel as it relates to the truck. This way they

MTD December 2016

The California Tire Dealers Association extends its gratitude to the following companies that make our area meetings and New Year Luncheons possible.

We also want to thank others who have contributed to the success of the CTDA, including Tech Supply, NTW (National Tire Warehouse) and Perfect Equipment.

For future sponsorship, meeting host and membership information, contact: CTDA Executive Director, Dave Redfern Email: exdirctda@gmail.com Phone: (650) 357-0600 Quik-Link: 800-687-1557 ext. 23120

Heavy-duty alignment can make informed decisions on whether it is Hunter: The main objective of the latest time to perform an alignment. generation of machines from Hunter is to increase Maintaining proper alignment increases tire productivity and profitability while maintaining life, reduces wind resistance, increases fuel Hunter’s strict standards of accuracy. Added economy, and gives peace of mind to the operabenefits are that the equipment is easier to set tor that they are only paying for an alignment up and has more help screens. when it is actually needed. When an alignment While these screens are useful in guiding a is not needed, providing a passing printout adds technician through the process, nothing can credibility that the shop is honest and only replace proper technician training. Fortunately, charges for needed services. It’s really a win-win Hunter has training centers located across the situation for everybody involved. Alignment country to ensure that maximum productivity service can range from $75 to $125 or more per and profit is attainable. axle depending on market and type of truck.

Rav America: FastCheck is the game changer.

Rav America: FastCheck is a two- to threeThe top range machines will all do an acceptable minute test of the truck’s alignment condition alignment. The game changer, however, is the on the steering axle. A full color graphic printout Rav America says ability of our system to FastCheck the vehicle and larger operations with is created which becomes the documentation high traffic will avoid generate alignment sales. FastCheck accurately needed to sell the alignment service. The EZ scheduling conflicts by tests the alignment condition of the vehicle’s Printout can be presented to the customer in having a standalone steering axle and creates real documentation the waiting area, or it can be emailed to the FastCheck Test System that the alignment is justified. This documentaand a FastLiner customer or to your front desk. It has been (pictured) tion is in the form of a highly visual and easily Alignment System. our experience that 60% to 70% of the trucks interpreted printout. tested need alignment attention and that about half of those can be sold the alignment service. If the dealer FastChecks MTD: When is a shop’s existing alignment equipment eight trucks per day, five of them will need alignment service, “too old”? and at least two of them will purchase the alignment.

Bee Line: Alignment equipment is “too old” when repair parts Our system allows for an ultrafast measurement of the become obsolete and the system can no longer be maintained. steer axle using only two Hunter: It is difficult to determine when alignment equipsensor heads. Since the toe ment is “too old,” but here are a few things to think about. If the on the steering axle is by equipment routinely suffers downtime or causes productivity far the most critical align- bottlenecks, it should be replaced. These days, if a shop owner ment angle on the truck, wants to maximize profitability from his alignment space, a this service can be used machine that can’t provide clear, concise alignment check to help retain customers. printouts without significant hassle or labor should be upgraded The dealer could offer his to a model that allows for this type of service. clients a reduced price for Rav America: If your system does not have the FastCheck checking and fine-tuning capabilities then it should be replaced no matter the age. If the steer axle toe, thereby your existing machine is fairly new you could add a standalone helping ensure the full life FastCheck test system. Another reason to replace your existing of the tire. system is speed of operation. The best of the modern systems Speedco now offers alignment offer setup and measuring times of about 5 minutes. The best service in select locations across the U.S. MTD: What does your of the modern systems can perform a 3-axle alignment in as equipment mean to the little as 30 minutes. profitability of a dealer’s alignment service offering?

Bee Line: The Bee Line LC7500 Laser Guided Computer MTD: How can dealers market heavy duty alignment service?

Wheel Alignment System was developed to significantly lower Bee Line: Dealers can maximize their alignment business the cost of performing alignments and increase productivity, by selling their services through advertising in newspapers, therefore improving profit potential. billboards, local radio/TV, and local publications/ Yellow The LC7500 is unique because it gives the technician the Pages. They may choose to run sales promotions that can ability to continually maintain the precision of all Bee Line include point-of-purchase displays, specialty logo advertising, alignment equipment. The entire system can be calibrated in trade shows, sweepstakes/contests and premiums, rebates or a few minutes right in the shop. There is no downtime and no coupons. Direct mail promotions, news releases, and social additional bills from service reps to maintain the accuracy of media all greatly help to grow the business as well. the alignment system.

Hunter: Doing Alignment QuickChecks on trucks is a Windows-based WindSpeed 7500 software has integrated tried and true method for selling alignments. It takes under help videos and service manuals that are uncomplicated and four minutes, and is very easy to do. straightforward, making training simple. If more complex Rav America: There is only one way to effectively market assistance is needed, our technology experts virtually access alignment services... to FastCheck every vehicle that enters the machine from our headquarters to offer a solution. your shop and sell the alignment when it is needed. ■

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MTD December 2016

TIRES FOR PROFESSIONALS

HIGH QUALITY, WIDE RANGE, PREMIUM IMAGE, EXCELLENT PERFORMANCE, LONG-LIFE SPAN. New USA sizes available now For further information and available distribution areas please call Bill Haney (330) 807-8050 bill.haney@apollovredestein.com

Quik-Link: 800-687-1557 ext. 23121

Commercially viable

TravelCenters of America takes a big step into the commercial tire market

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ravelCenters of America LLC Tire Mart LLC, the largest independent has formed the TA Truck Service commercial dealer in the country.

Commercial Tire Network and Barry Richards, executive vice president “significantly expanded” the ways the of TravelCenters of America, says TA company sells tires, says Tom O’Brien, Truck Service Commercial Tire Network CEO and president of TravelCenters. That will feature Goodyear, BFGoodrich, includes the number of brands it sells.

Cooper, Yokohama, and Continental “In addition to our traditional retail and brand tires. “Our largest partner, Goodnational account offering, we have already year, will feature a full line of Goodyear added tire brands, including Cooper Tire Marathon and Kelly tires available across Roadmaster, Goodyear Marathon and the United States.”

Kelly, and expect to add others soon, Richards says the company plans to including BFGoodrich, Pirelli, and Forintroduce Pirelli-brand commercial tires mula by Pirelli. We have also expanded to the U.S. soon, beginning in the eastern the array of tire brands available through U.S. and Texas. both our RoadSquad emergency roadside In addition, the Goodyear retread service and our growing OnSite mobile Barry Richards, executive vice program will provide national brand maintenance service. consistency, according to Richards. He president of TravelCenters of America, “Many of the tires in our lineup will now announced the addition of the new says select locations will offer local brand also be available for pick-up by customers, commercial tire dealer network in Las retreads. delivery at customer locations, and through Vegas while the industry was gathTravelCenters has been in the truck ered for the 2016 Specialty Equipment direct sales. We believe that the TA Truck Market Association (SEMA) Show. stop tire business for more than 40 years.

Service Commercial Tire Network is The company says the TA Truck Service the largest independent commercial tire dealer in the United Commercial Tire Network will allow it to meet increased States, and that we have assembled a leadership and dedicated customer demand for flexible, efficient sourcing of comsales team to bring the combination of wide product choice, mercial tires. flexible delivery/install capability, and competitive pricing The TA Truck Service network includes 243 truck service to our customers that may be unparalleled in the commercial facilities, 1,079 repair bays, nearly 3,000 technicians, more than tire business.”

1,600 RoadSquad Connect emergency roadside assistance The network spans 243 locations — more than three times vehicles and a growing fleet of OnSite mobile maintenance the number of commercial outlets operated by Southern vehicles. — Ann Neal

Mitas expands harvester tire size options Mitas, part of Trelleborg Group, is extending its range of Cyclic Harvesting Operation (CHO) tires with two new sizes, and three additional sizes coming in the first quarter of 2017. Mitas CHO tires are designed for combine harvesters, grain carts, and similar implements. Using hexacore technology, steel breakers, and flexible sidewalls the tires can handle larger loads at a lower tire pressure to protect the soil. Mitas CHO tires are available in nine sizes. The two newest sizes are 900/60R42 CHO 183D/186A8 SFT and 900/60R38 CHO 181D/184A8 SFT (pictured).

MITAS A.S. Quik-Link: (800) 687-1557, ext. 23160 www.mtdquiklink.com/23160

Yokohama adds 4 sizes to its 104ZR truck tire line The company calls the 104ZR a workhorse designed to deliver longer tread wear, low rolling resistance, and even wear, and Yokohama has added four sizes to the lineup: 225/70R19.5, 245/70R19.5, 265/70R19.5, and 285/70R19.5. The 104ZR features a five-rib, full-depth tread pattern for a smooth, quiet ride; a serpentine groove pattern which reduces premature shoulder step-down and irregular wear; Zenvironment technology which helps stabilize performance over the life of the tire; specialized compounds for fuel economy; and an ultra-wide top steel belt across the full tread surface for extra durability.

YOKOHAMA TIRE CORP. Quik-Link: (800) 687-1557, ext. 23161 www.mtdquiklink.com/23161

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MTD December 2016

Counter intelligence

Building trust through engagement skills Plan to make improvements on all levels

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ou can buy advertising, but you can’t I think a safe place to start is an honest personal buy trust. I’m an outgoing person. I like assessment, followed by a plan to improve trust at to engage people in a wide variety of all levels, all interactions and with all stakeholders. ways, mostly individually or in smaller groups Make no mistake; dealing honestly with truth is because I like understanding what people are very weighty. really saying. I take responsibility seriously. I It’s been my experience and observation that often feel the weight and responsibility that is the improvement I’m talking about never stumbles inherent in certain situations. into a retail store; it’s purposeful, planned out, As independent tire dealers, as business owners, and comes from the top. Cursory efforts will you carry considerable responsibility to your By Wayne Williams result in temporary improvements and are subject businesses, your families, your employees, your to failure if they are applied without vigor and community and beyond. You are responsible to a set of consistency. I touch on this subject as we move into the values and a code of ethics, not to mention state and federal New Year because I believe that unprecedented pressure laws that cannot be ignored. awaits independent tire dealers in the near future. (More I remember being in junior high school where I was first about that in future articles.) assigned responsibility for audio/visual equipment. Back Everything I read today says consumers want personalized in the day, that meant an old projector on a roll-around service from knowledgeable sales staff. They want value, cart that was “temperamental” on its best days. After and they want to understand how that value proposition carefully threading a film through applies to them individually. As all the particulars, there was still a awesome as the Internet is at good chance the movie would not dispensing information, it’s defiplay properly or the film would feed cient of the personal touch, and incorrectly, which was followed by in many cases does not anticipate the all-too familiar sound of film or answer the value proposition flapping spastically. Immediately or the desire for personalized your classmates would all laugh, service. Trust is built on knowland the pressure was on to re-thread edge and understanding. Trust the film. is built on product knowledge To this day when I’m speaking or and skillful presentations. doing a presentation, I always leave the audio/visual equipI was in a tire store this week and heard a salesperson ment in the capable hands of a trusted individual (which is say to a customer, “It’s a good tire,” with no supporting never someone from the hotel or conference center). I don’t information. Where’s the value? Where’s the personalization? allow myself to be responsible for distractions that could Where’s the knowledge? The most important ingredient cause a serious disruption. to building trust is you, the owner, your standard.

I tell this simple story because among all the responThe weighty issue of building trust is owned by the sibilities weighing on an independent tire dealer, none is owner. Your personal touch, the trust-touch, is mandatory. heavier than the responsibility of earning trust. This trust This is no small matter. How you and your team deliver applies to both your business and personal reputations. this touch matters.

Earning trust among the stakeholders of your business Last weekend I took my wife to dinner at a famous not only includes the obvious participants, employees national chain restaurant. During dinner, the manager and customers, but it extends to the community, vendors, came to the table and asked if everything was OK. Before family, and beyond.

I could reply, he had turned and started to walk away.

Like my junior high school story, if trust is not properly His words were appropriate, but the delivery was very handled, it’s like the film not properly fed into the projector. corporate, cold and impersonal.

When the projector is turned on, the film will flap, flap, The differences between the intent and the delivery flap, followed by the inevitable chorus of laughter. No one were as subtle as a sledge hammer. wants to fail out loud.

Trust is built through knowledge and skillful engagement.

I’ve never read an inspiring story about a person or Building trust adds value! ■ business that cheated themselves to the top and remained there. Trust is the core element in any successful business.

Wayne Williams is president of ExSell Marketing Inc., a Trust is central to success because it’s so closely tied to “counter intelligence” firm based in La Habra, Calif. He can the owner’s DNA. be reached at exsellmkting@gmail.com.

Trust is central to success because it’s so closely tied to the owner’s DNA.

www.moderntiredealer.com

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Business insight

Keeping the faith at Carter Tire Weathering the economic storm with peer advice and prayer

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n a busy street in Elkhart, Ind., sits a They had a significant commercial business, neat and tidy tire and automotive serbut getting trucks in and out of the parking lot vice shop known as Carter Tire Sales and bay areas was difficult. So she purchased a & Service. The waiting room is an attractive mix laundromat next door to consolidate all of the of comfortable chairs, fresh popcorn and hot commercial business into that building. That move coffee. Inspirational sayings decorate the walls. also helped with traffic flow for the big trucks.

It wasn’t always this way.

With the physical layout of the business Patti Piscione is the owner of the business, improved, Piscione still had to learn about tires which she purchased from her parents. Her and how to run a tire shop. “There was definitely

By Pat Brown father worked for Montgomery Ward as a tire something missing,” she recalls. “I knew I needed buster and when it closed, he started his own to find a source for information. And then I heard tire business. His focus was the commercial side and his about the 20 Group from Joe Feller of Heinold & Feller in customers loved the personalized service he offered. Traffic Valparaiso, Ind. He encouraged me to attend a meeting.” was good and his business was successful.

Three years ago Piscione visited a Dealer Strategic PlanAt that time Piscione was already out of school and ning (DSP) 20 Group meeting hosted by Chris Tolleson of launching a successful corporate career at a staffing company. 49 Tire in Richland, Miss., and discovered that everything While it was never her aspiration to own the shop, when her father decided to retire, she wanted to keep his legacy going so she purchased the business. And, it was never her intention to actually run the shop. However, after five years of absentee ownership, without her father’s personal touch, she could see her investment dwindling. So she opted out of her corporate career and became immersed in the business as a shop owner.

Piscione immediately saw opportunity in expanding the retail side of the business and capitalizing on her father’s good will and strong name in the market.

First impressions She recalls when she first walked into the business. “We had just one building, the waiting area and service counter was one big room, filled to the brim with racks of tires.

“The front of the dealership featured two steel garage doors which were not very attractive or efficient. The customer waiting area did have a water cooler — with a dead moth floating on top. A rack with dirty uniforms was in the corner and a couch was available for customer comfort... when our guys were not sleeping on it during lunch time. Coffee behind the service desk was stale and it was a generally messy area. Finally, an ash tray on the table in the waiting room was overflowing.

“I was disheartened, to say the least.”

Continuing, Piscione says, “The amazing thing was that we had a Mercedes SUV in the lot waiting for service. So evidently, the condition of the shop didn’t offend high-end customers. I saw hope in that.”

One step at a time Once Piscione was acclimated to the tire business flow, she began to make improvements. The overhead steel doors were the first to go. Then, she renovated the waiting room into the comfortable environment one sees today.

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Dealership owner Patti Piscione credits her dedicated crew with being responsible for a large part of the success of Carter Tire Sales & Service in Elkhart, Ind.

she didn’t know about the tire business could be learned by linking up with a peer group of experienced dealers.

Piscione’s reaction was pretty common.

“I was blown away by the expertise in the room. And, even though the members of this group had much more experience in the business, they still had questions to discuss with each other. Selling tires and service is a constantly evolving business. It is so helpful to have a cadre of knowledgeable friends to help me with everyday challenges.”

Early on, Piscione learned that slim margins on tires were a constant battle for tire dealers and her group immediately recommended that she start expanding the service side of her business. The group helped her identify the correct equipment to offer alignments, brakes, shocks,

MTD December 2016

oil changes, and suspension services that add profitability to any tire operation. In fact, Feller came to her business and helped her place the alignment racks and lifts for maximum utility.

Before her 20 Group membership, Piscione’s business was “old school,” writing invoices by hand and generally operating just the way Piscione’s dad had operated. In the 20 Group meetings, Piscione learned about which point-of-sale system would be most beneficial to automate her operation. A couple of members from Tyler, Texas — Rheanne Goolsbee and Martha Holley of Goolsbee Tire — helped her with posting inventory on the new POS system.

Still being a novice at service, Piscione also received good advice from Gary and Becky Townsend, GT Tire, Pataskala, Ohio, on how to train her staff to grow the service side of her business. “It was overwhelming, the amount of personal help I received from my 20 Group friends,” says Piscione. “They wanted me to be successful and they invested their own time and travel to help me turn the business around.”

the look and feel of my business, there was plenty of room for improvement in the work flow area.”

Piscione’s layout, having two separate buildings, required technicians to walk back and forth between shops to retrieve filters and fluids. The groups suggested ways of consolidating the inventory and minimizing the tech time. The group examining her interior design also suggested a change in the shop layout to enable Piscione to add two bays without major construction. “It’s amazing how fresh eyes can look at an operation and see immediately how improvements can be made,” Piscione explains.

Another suggestion made by the group was pretty simple. In order to attract more service business, they suggested that she change the name of her business to “Carter Tire & Automotive Repair.” As people drove by the business, the current name of Carter Tire reinforced the idea that she ran a “tire shop” instead of a full service business.

“My engagement in the 20 Group has absolutely transformed my business,” explains Piscione. “When I joined DSP, my net Family affair profit was actually in the red. Last year, I almost achieved Piscione’s husband, Ed, is a CPA and helps with the financial our group’s goal of 10% net profit. Now, this year has been a side of the business. Ed generally accompanies Piscione to her challenge with two strong competitors moving in just a half 20 Group meetings, which are held three times a year. Mid-year, mile away. And the business environment has been pretty depressed in the Elkhart area. However, at the last meeting I discovered it seems that business all over the U.S. has been fairly challenging. So, I am not disheartened.

“As the business environment softened this year, it was easy for my employees to become discouraged,” she adds. “A great part of my success also is in the wonderful staff here at Carter Tire. They have supported me through thick and thin and always embrace the changes that I am making to improve the business.”

In order to keep everyone informed, Piscione holds This summer, Piscione hosted her 20 Group routine staff meetings. And as you walk throughout members. The dealers evaluated her shop her shop, one can see hand-written, inspirational and offered fresh perspectives on how to posters on the walls that help keep spirits up. “And, improve work flow and increase business. we pray a lot!”

Piscione’s deep faith is one of the most positive elements of her business. “I believe that with continual improvement in the business and staff One of Piscione’s first improvements was motivation, we’ll come through this storm stronger eliminating garage than before.” ■ doors in front of the dealership to give the store a more welcoming appearance.

Pat Brown is a Dealer Strategic Planning Inc. (DSP) 20 Group facilitator. Formed in 2007, DSP launched the first 20 Group established specifically for the retail Patti and Ed hosted her tire and service industry. DSP offers tire and automotive 20 Group comrades for service dealers the opportunity to share best practices, their summer meeting. benchmark against the industry, and improve their The group meetings Not long after taking ownership of Carter financial performance. From its initial startup with one Tire, Piscione purchased a laundromat next include a store visit door and moved the commercial side of the group and 20 members, DSP has grown the business where teams are formed business into that space. to seven groups, and currently has more than 100 to examine the exterior, independent tire dealers as members. Modern Tire website, interior, work flow, and processes and employees. Dealer parent company Bobit Business Media (BBM) acquired “It is extremely beneficial to have 20 experts looking at your DSP from its owner and founder, Norman Gaither, in January business and then making recommendations for improvement,” 2016. For more information, see www.dsp-20group.com or says Piscione. “While everyone was generally impressed by contact Brown at (419) 420-5915 or pat@dsp-20group.com.

www.moderntiredealer.com

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European notebook

The Brexit cloud continues to dominate the European tire market

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s I write this article, America is detire companies look toward entering and gaining ciding on its next president after what an impact in the European tire sales sector, they I’m sure everyone agrees has been a nearly always use the UK as their first base market long period of campaigning and arguments. In to grow from.

Europe as well there has been a recent period The reason for this strategy is that a large number of debated uncertainty as it is now almost six of established tire wholesalers operate in the UK. months since the UK population decided by an Plus, several other distinctions include the lack of extremely narrow 52% to 48% majority to leave winter tire differentiations, a liking for low prices the European Union. by the buying public and an indifference toward Up until now in terms of the global tire industry, By John Stone brands by UK drivers. the UK has been seen as an important player Also, the UK PCR tire replacement market is in Europe by the rest of the world. Europe (as a whole) renowned for being heavily focused on price levels and is seen as a very busy and successful continent for tire currently has one of the highest percentages of imported manufacturing, distribution and sales. However, “Brexit,” tires throughout Europe. as it is so called, looks set to change that situation although It is estimated that import levels are somewhere around exactly how is not yet clear.

40% and represent as much as 60% of the total replacement It has been well documented that it will take two years market which is set against around 25% in the rest of the EU. or even longer for the UK to “cut loose” of Europe and When you consider that it has been widely stated that one even as I write this column there were strong moves by of the first developments arising from UK removing itself some UK politicians to actually revoke the Brexit decision from the EU will be to (strangely) embrace all European and stay in Europe. So anything is possible. But I tend to laws into UK laws. believe (rightly or wrongly) that eventually the European This expected development will potentially cause one Union will no longer include the UK. significantly large problem for the UK tire industry as the UK is the only country which has so far adopted the EU tire labelling legislation into national law.

So could it be that a consequence of the Brexit movement could be that if the UK does accept EU laws then the EU tire labelling regulations could be scrapped?

Could that really happen? No one really knows at the moment!

I have spoken to a varied number of tire manufacturers, wholesalers and retailers in Europe and to be honest none of them really knows what is going to happen if/when the UK leaves Europe. But the general feeling I get is that Europe will continue on its own without the UK as there are enough member countries to maintain and even further enhance tire sales in all European countries. Although it is almost universally considered that the UK tire market is very vibrant and helps to currently drive the European tire industry forward.

As for the UK, at the moment the tire market continues as usual with an optimistic view of the future. But whether A shakeup may be on the horizon for European tire dealers. that will still be the case in 2018 is anybody’s guess.

So what effect will this have on the tire market over I am anticipating a lot of twists and turns along the way here? Well, probably not as significant as some people to the conclusion of Brexit and periodically I will keep you have been led to initially believe. After all, the UK is a informed of this intriguing situation. ■ reasonably small trading market with approximately 27 million car tire sales per year and over one million truck John Stone has been working within the global tire industry tire sales. The country has three major tire production for the past 24 years. In 2004 he launched his own consulting facilities for Michelin, Pirelli, and Cooper tires which are company, Sapphire Media Services, which caters to business all owned by global-based companies. media clients. Stone also writes for tire and automotive-related It is also interesting to note that when many overseas publications in Europe, South Africa and Asia.

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MTD December 2016

Quik-Link: 800-687-1557 ext. 23122

Focus on industry

The driving simulation room features a race car parked in front of a large curved screen that offers a 360-degree view. The simulator primarily tests handling, but braking and other variables also are measured.

Hankook’s technical foundation With 90 laboratories and 750 employees, the company sees the future in the Technodome

By Joy Kopcha

H

ankook Tire Co. Ltd. wants its new research and development center to make a statement. The 1-million-square-foot structure in Daejeon, Korea, a city known as “Asia’s Silicon Valley,” is an impressive sight. The building was designed by the same architect who created Apple’s world headquarters, and the stark white floors and walls of windows give the space a modern, Apple-ish look.

“The Technodome will serve as a focal point for technological advancement by securing technologies and developing future technologies,” said Seung Hwa Suh, vice chairman and CEO of Hankook. “I believe the new Hankook Technodome will be a great foundation to lead the future of tire technology.”

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The Technodome holds six stories of laboratories. There are vulcanization, mixing, and extrusion labs, but there also are spaces designed for tire handling tests and noise level studies. In one room a 3-D scanner evaluates a tire’s profile. In another room a 3-meter drum is placed in the center of the floor. It’s covered in three different materials to simulate varying road surfaces and the noise a tire makes on each surface is measured. Yet another lab tests a tire’s structural elements. There are 90 labs in all.

Each lab and the technology inside are needed to meet Hankook’s customers’ high standards, said Hyun Bum Cho, president and chief corporate strategy and finance officer. “Innovation is absolutely essential and critical, rather than something special, for survival in the current business environment.”

But Hankook is looking to do more than survive. With nearly $6 million in sales in 2015, Hankook is inching toward the top five tire companies in the world. In 2017 it will open its seventh tire production facility – and its first in the U.S. – and by 2020 it will have the global capacity to produce 135 million tires a year. It is increasing its marketing investment and using motorsports as one path toward a more powerful position in the industry. Hankook supports 38 motorsports championships in 13 countries.

Just like on the racetrack, success with original equipment manufacturers is dependent on an evolution of technology.

Bryan Woo, senior vice president and head of Hankook’s global OE division, said 2000 was a “landmark year for us” and the company is now working with

MTD December 2016

Seung Bin Lim says Hankook’s next focus is expanding its portfolio of truck tires. The company’s U.S. subsidiary has doubled its commercial sales force in the last two years.

What comes next for Hankook?

Hankook expects the look of its Technodome to inspire its scientists to develop one-of-a-kind tire technology. The design also is meant to foster connections and communication between departments and laboratories.

almost every auto manufacturer.

Hankook is supplying OE tires to 39 car makers on 295 models, including the flagship models of premium brands like MercedesBenz, BMW, and Audi. By 2020 it expects to supply OE tires to super cars, such as Lamborghini and Ferrari, and the company is developing tires for hybrid and electric vehicles, too, Woo said.

Those fitments are dependent on what is produced in the

Technodome, the company’s central R&D center. And the work there will feed into Hankook’s four other R&D centers around the world, in Germany, China, Japan, and the U.S. By 2020, the Technodome will house 1,000 specialized researchers.

At the grand opening event in late October, the $262 million space housed 750 employees.

“We are going to be the global leaders in the global market,” said Suh. ■

With some sound-proofed laboratories on site, Hankook scientists can focus on the details of tire noise.

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A day after unveiling its new R&D Center in Daejeon, Korea, Hankook Tire Co. Ltd. made clear its next focus.

“Internally, we need to expand more in TBR and LTR,” said Seung Bin Lim, vice president of the company’s global marketing strategy division.

In 2015, truck and bus tires and light truck tires accounted for 10% of Hankook’s $6 billion in sales, compared to the 89% of sales attributed to passenger tires.

Adding more truck tires to the portfolio would lead to the need for more production. In 2012 Hankook had the capacity to build 89.3 million tires, and in 2016 it’s 103 million tires.

By 2020 the company forecasts its capacity will reach 135 million tires — an increase of 31% in four years.

Some of that expansion will come from the company’s currently under-construction passenger tire plant in Tennessee.

Phase one will be complete in April 2017, with capacity of 5.5 million tires each year. The second phase of construction will double production, and will “effectively meet the demands of the North American market,” the company says.

What remains unknown is whether Hankook truck tires could one day be manufactured in Tennessee. Two weeks after the Technodome opening in Korea, Modern Tire Dealer asked that question of Jae Bum Park, the senior vice president of marketing for Hankook Tire America Corp. during a meeting at the 2016 Specialty Equipment Market Association (SEMA) Show.

Park said, “It is not decided yet. After we complete the second phase of construction, then we’ll make a decision.

The first two (phases) are definitely passenger.”

In the meantime Hankook has identified five regions as potential locations for future production sites: Mexico, Brazil, the Middle East, Russia, and Eastern Europe. Company officials didn’t provide a timetable for when they will make a decision, but Lim said some of those sites would be used to bump up truck tire production.

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Focus on industry

Consumer tire focus

Bridgestone targets OE, larger sizes, and the ‘Boss’

By Greg Smith

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ew tire lines, increased marketing efforts and sales support for dealers, plus a “doubling down” on its consumer focus were the major highlights from the Bridgestone Consumer Tire Business Meeting held last month in Los Angeles. Roughly 200 dealers were in attendance.

Bridgestone used a “Tonight Show” format to send out its message to dealers, with John Baratta, president of U.S. and Canadian consumer replacement tire sales for the Consumer Tire Sales Division of Bridgestone Americas Tire Operations LLC (BATO) acting as the emcee.

Baratta told dealers about key developments that have been happening with the company. He said the company has increased its U.S. and Canadian OE sales BATO executive John Baratta, left, plays host to new Bridgestone Americas by 45% since 2011.

Inc. CEO and President Gordon Knapp. Pricing is an issue, says Knapp.

“We will be OE on one in four vehicles in North America by 2020.” (Asked by Modern Tire Dealer for As for Bridgestone, Knapp said that even though he is new in clarification on this point afterward, Baratta confirmed that his position, dealers should not “expect any knee-jerk changes the company wants a 25% unit market share.) MTD estimates in our direction.” He wants to “double-down” on the company’s the Bridgestone and Firestone brands combined had a 17.3% emphasis on “the Boss,” who he calls the ultimate consumer.

OE market share in 2015.

The company is targeting the high-rim diameter portion of The intent behind this move, according to Baratta, is to help the market (18 inches and above) as well as the run-flat segthe company capture additional higher end, higher value tire ment, according to Knapp. He pointed to his company’s $300 sales. He also told dealers that since 2011, the number of light million expansion at its Joliette, Quebec, plant over the next vehicles on the road has increased by 15.4 million vehicles. three years to double its high-rim diameter production. (See Gordon Knapp, CEO and president of Bridgestone Americas MTD online article dated Feb. 26, 2016, about the expansion).

Inc. since September, spoke to dealers about a number of Knapp believes the demand for these tires will grow by 40% industry issues he believes will be affecting the market. He over the next four years. To back up this comment, Knapp said the industry has gone through five to six years of low said that in August, 62% of all new vehicle sales were SUVs, prices for commodities and raw materials, which has led to light trucks, and CUVs. overall price erosion.

Bridgestone’s own consumer research shows that 80% of all He thinks this trend may be behind the industry, as materials consumers now go online to research tires before they buy. A “may have bottomed in the first quarter of 2016.” He pointed key factor, however, is that 50% of the consumers decide where to natural rubber moving upward from $.40 to $.50 per pound to get their tires mounted before they even choose a brand. in January to current prices of $.68 to $.70 per pound.

Knapp told dealers that Bridgestone’s approach to online Knapp also spoke of competitors who “have raced to zero” sales is to have high visibility, but “we want you to participate when it comes to pricing. He does not believe the industry in it.” He then spoke about the company’s online platform is helped when that happens. Knapp used the analogy of the designed to drive traffic to tire dealerships. current price of athletic shoes compared to tires as a prime Bridgestone will continue its marketing and promotions example of the industry not being able to differentiate and with the NHL, NFL, and the PGA in 2017, citing its successes capture higher prices for its products. with those programs in 2016. Philip Dobbs, chief marketing He also pointed out that in the next three to four years, officer for BATO, showed gains that the Bridgestone and there would be a significant increase in capacity in the U.S. Firestone brands have made since 2012. and Mexico, “and this will also lead to pricing pressure in Dobbs said the company’s research showed an 8% increase 2019-2020.” in unaided awareness for the Bridgestone brand to roughly

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MTD December 2016

25% from 2012-2016, with familiarity increasing 117% to about 25%. The Firestone brand grew 2% in unaided awareness among consumers to 47%. Its familiarity rating grew 107% to about 31%.

The company showcased its Tire Navigator, which it says brings new insights and data regarding inventory management to dealers that is not available elsewhere. The program is designed to increase a dealer’s inventory turns and overall sales by finding gaps in product assortments within specific trade areas.

Tire Connect is another tool Bridgestone showed to dealers.

The company says its research shows 83% of consumers go online before they buy, with 1.2 billion searches each year.

Bridgestone told dealers 9% of consumers buy tires online, and it believes that number will grow: 56% of the consumers surveyed by Bridgestone said they may buy online in the future.

Tire Connect is designed to drive consumers to retail dealers.

Michael Fluck, BATO’s senior director of digital marketing and strategy, emphasized dealers would “get full credit” for the sale.

The company also announced its Side-by-Side point-of-sale kiosk that eliminates the counter from the selling process.

The computer screen is designed to allow the salesperson to show the consumer tire comparisons and prices along with selling features.

Steve Charles, vice president of product development for Bridgestone Americas Inc., took a look at what may lay ahead for the industry in terms of products and product development cycles. He said Bridgestone is striving to reduce its current

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development cycle by 50%. The rationale is there are so many additional SKUs in the market today, and with new fitments coming, the company has to be able to move more rapidly.

Charles also told dealers the company believes tires in the future will weigh half as much as they do now, with ever increasing reductions in rolling resistance. He said tires will be taller and narrower with an increasing emphasis on sustainability. Bridgestone will continue to emphasize improvements in tread wear and ride with its run-flat tires.

New products The company announced it would be launching four Firestone tire lines during 2017. Erik Seidel, vice president of consumer sales in the U.S. and Canada for the Consumer Tire Sales Division of BATO, said the company was delivering on its promise from last year that it would upgrade 100% of its Firestone line in three years. The four new lines represent 56% of that total in just the first year.

1. The Firestone All-Season tire will launch in March in select passenger sizes, with additional sizes coming on-stream in August. Baratta said the tire is “the lowest priced Firestone tire and will compete in the ‘good’ category.” The company calls the tire “a quality tire at a great value.” It will have a 65,000-mile limited tread wear warranty for all sizes except for CUV sizes, which will carry a 55,000-mile warranty. It will come in 49 sizes (32 passenger and 17 CUV) ranging from 185/65R14 to P255/55R20.

Quik-Link: 800-687-1557 ext. 23123

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Focus on industry Also during 2017, the company will expand its DriveGuard run-flat line with new sizes in the 17-inch to 20-inch range. The line will offer 67% coverage for passenger cars, added Seidel.

The Fuzion line is being expanded with a Fuzion A/T limited line in nine sizes designed to cover 50% of the market. It will start shipping in January with a 45,000-mile warranty. The Fuzion Touring line also will be available in two new sizes next year: 255/60R19 and 245/60R18. â–

The Bridgestone Dueler H/T 685 is being launched in March.

2. The Firestone Transforce AT2 will launch in April to replace the Transforce AT line. The company said the tire outperforms its predecessor in all categories. It will be available in 16 sizes ranging from LT215/85R16 to LT275/65R20. Seidel said the tire will provide coverage for 95% of the light truck tire market.

3. The Firestone Destination M/T2 is coming in July and will succeed the current Destination line. It features a new tread compound, three-ply sidewall construction, and more aggressive upper sidewall lugs. It will come in 29 sizes ranging from LT235/75R15 to 37x13.50R22.5LT. The tire is engineered for SUVs and pickup trucks.

4. The Firestone Winterforce 2 and Winterforce 2 UV will launch in July. The tires are studdable and feature a 3-Peak Mountain Snowflake designation. They will provide a 14% increase in coverage from the previous Winterforce line and will come in 52 sizes, ranging from 185/65R14 to P275/65R18.

On the Bridgestone side, a new Dueler H/T 685 heavy-duty light truck tire line will launch in March. It will be fitted on the original equipment side and will replace several previous Dueler lines to simplify inventory for dealers on the replacement side. The tire will come in 17 sizes and offers coverage for 96% of the light truck tire market, said Seidel. The sizes range from LT215/85R16 to LT285/60R20 and will carry a 50,000-mile warranty.

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The Firestone Destination M/T2 will be available in July 2017. Compared to the tire it is replacing, the Destination M/T, it has stronger resistance to chips and tears.

MTD December 2016

Focus on industry

From track to street

Continental gets help designing its new UHP tire

By Bob Ulrich

T

first 2/32-inch); 72-month manufacturer’s limited warranty program; 30,000-mile limited mileage warranty (15,000-mile warranty for staggered rear fitments); and three-year flat tire roadside assistance (or towing up to 150 miles).

The UHP new tire, which will replace the ExtremeContact DW in February, will be

he Twitter hashtag for the new ExtremeContact Sport is #track2street. Continental Tire the Americas LLC means that literally.

The ultra-high performance tire was designed with the help of five International Motor Sports Association (IMSA) WeatherTech SportsCar Championship drivers (Continental sponsors IMSA’s Continental Tire SportsCar Challenge, which is part of the WeatherTech SportsCar Championship).

The “unprecedented” result is a tire Travis Roffler, Continental’s director of marketing, says was built for car enthusiasts and engineered for extreme grip in dry and wet conditions.

“These drivers pushed our tires to the limits to help develop a tire that includes superb dry handling while not sacrificing any of Continental’s Travis Roffler (far right), Continental’s direcaward-winning performance in the wet.” Roffler The Extreme-Contact tor of marketing, leads a Q&A with the IMSA drivers who helped design the new Extremedescribes the summer tire as “ideal for sports cars Sport will replace eight-year-old Contact Sport: Andy Lally, Joao Barbosa, Ozz and sport and luxury vehicles” like the Nissan GTR, the ExtremeContact DW. Negri, Ryan Dalziel, and Lawson Aschenbach.

Porsche 911 and BMW M5.

The five drivers who helped develop the tire are: 1. Andy Lally, three-time IMSA champion and five-time Rolex 24 Hour winner; 2. Joao Barbosa, back-to-back and reigning IMSA champion; Although the Continental ExtremeContact Sport is 3. Ozz Negri, Rolex 24 Hour winner; replacing the ExtremeContact DW, there were 24 4. Ryan Dalziel, 24 Hour of Le Mans winner, Rolex 24 size changes.

Hour winner, and WEC champion; and 5. Lawson Aschenbach, Continental Tire SportsCar Series Additional sizes: champion and two-time World Challenge champion.

Size additions and subtractions

“The level of detail each driver gave was extraordinary, and we think the combined expertise of the driver’s knowledge and our technologies will give car enthusiasts the precision and grip they expect in a UHP tire,” says Bob Liu, performance tires product manager.

With the help of its proprietary SportPlus Technology, Continental designed the ExtremeContact Sport with precise handling; security on wet, slippery roads; and excellent tread life. It is superior to its predecessor, the ExtremeContact DW, in several categories, including dry handling, steering response, tread life, noise, and comfort. Handling was improved by strengthening the sidewall construction, although this led to “a little step back in rolling resistance,” says Liu. What hasn’t changed are Continental’s Tuned Performance Indicators. The “D” (Dry) and “W” (Wet) letters in the tread indicate the tire’s optimal performance levels in dry and wet conditions.

The ExtremeContact Sport is backed by the Continental Total Confidence Plan: a 60-day customer satisfaction trial (or 2/32-inch of tread wear); 12-month road hazard coverage (or

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205/50ZR15 275/40ZR18 295/35ZR19 245/35ZR20 305/35ZR20 295/30ZR20

195/50ZR16 235/40ZR19 255/40ZR20 265/35ZR20 275/30ZR20 305/30ZR20

Discontinued sizes: 225/55ZR16 235/50ZR17 225/40ZR19 245/45ZR19 245/35ZR21

205/45ZR16 265/40ZR19 235/35ZR20 285/35ZR20 285/30ZR20

285/35ZR18 265/30ZR19

Continental increased the number of 20-inch sizes from seven to 17. It eliminated its only 21-inch size.

available in 71 W- and Y-rated sizes ranging from 205/50ZR15 86W to 335/25ZR20 99Y. Liu says the tire will feature 10 new 20-inch sizes (see sidebar).

“We listen to our dealers as much as we can, and we know we had to bolster the size lineup in the higher rim diameters.” ■

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TPMS

2006-2016 Toyota Tacoma Register the ID code when a new sensor is installed SUBJECT VEHICLES: Toyota Tacoma, 2006-16 RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED: Yes. Toyota Techstream.

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he tire pressure monitoring system (TPMS) of the 2006-2016 Toyota Tacoma is designed to provide warning when tire inflation pressure of one or more tires (including the spare tire) is low. A tire pressure monitor valve sub-assembly equipped with a tire pressure sensor/ transmitter is installed in each tire and wheel assembly.

The sensor measures the air pressure and internal temperatures of the tire, then the measured values and transmitter ID are transmitted to the tire pressure monitor antenna and receiver assembly on the body as radio waves. These radio waves are then sent to the tire pressure monitor ECU from the tire pressure monitor receiver. If the transmitter ID has already been registered, the ECU compares the measured air pressure value and the standard value. When the value is less than the standard value registered in the tire pressure monitor ECU, the tire pressure warning light on the instrument cluster will turn on.

In order to reset the warning threshold in accordance with variant tire pressure settings due to tire types and installation positions, a tire pressure warning reset switch is used. This switch is used to initialize the system after certain repair procedures.

NOTE: Due to the air valve angle of the tire pressure warning valve and transmitter, they may not be used on wheels other than those originally installed on the vehicle.

Under the following conditions, the system may not function properly: • The areas, facilities, or devices that use similar radio wave frequencies are located in the vicinity of the vehicle.

• A radio device of similar frequency is used near the vehicle.

• A lot of snow or ice is stuck to the vehicle, especially around the wheels or wheel housings.

• Tires and wheels are installed that are not equipped with a tire pressure sensor.

• Snow tires or tire chains are used.

• The battery of the sensor has been depleted.

• Wheels other than manufacturer factory wheels are used.

If any other wheels than the specified ones are used, the system may not function properly because the radio waves are differently transmitted from the tire pressure sensor.

Radio waves from the air pressure sensor installed on the spare tire cannot be received. If this problem has occurred, rotate the spare tire 90 degrees and recheck the system. Depending on the tire type, the system may not function properly even though the specified wheels are used.

• Using a different type of tire in combination with the original tires.

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• If the system was initialized with tire pressures which are not the specified values.

Tire pressure monitoring warning light NOTE: The tire pressure warning light may turn on due to natural causes such as natural air leaks or tire pressure changes caused by temperature. In this case, adjusting the tire pressure will turn off the warning light.

NOTE: If the warning light turned on due to very low outside temperatures (such as in winter) causing decreases in tire pressure, adjust the pressure and initialize the system.

See “Initializing tire pressure monitor system.” Then leave the ignition on for about 20 minutes, and increase the tire inflation pressure by 3 – 4 psi (20 – 30 kPa).

When the tire pressure warning light does not go off, or when it comes on during driving, check tire pressure (including the spare tire) and adjust as necessary. The warning light should turn off within a few minutes. If the warning light is still on even though the tire pressure is correctly adjusted, the tire could be punctured. Repair as necessary. If the warning light stays on or blinks, there is a malfunction in the TPMS. See the appropriate manufacturer service information.

Reset procedures NOTE: The system will need to be initialized when tires are replaced with tires of different pressures; or when the tire pressure sensor and/or tire pressure monitor ECU are replaced. See “Initializing tire pressure monitor system.”

When a tire pressure sensor and/or tire pressure monitor ECU are replaced, the sensor ID must be memorized by the tire pressure monitor ECU prior to system initialization. See “Tire pressure sensor registration.”

When the tire pressure warning light does not go off, or when it comes on during driving, check tire pressure (including the spare tire) and adjust as necessary. The warning light should turn off within a few minutes.

Initializing tire pressure monitor system NOTE: It is necessary to register the transmitter ID in the tire pressure warning ECU, prior to initialization, when replacing the tire pressure sensor and/or tire pressure warning ECU. See “Tire pressure sensor registration.”

NOTE: Initialization is normally completed within five to six minutes. If the initialization has not been completed successfully, DTC C2177/77 is set after the vehicle is driven for 20 minutes or more.

NOTE: Initialization can be terminated by connecting terminals 13 (TC) and 4 (CG) of the DLC3 (see Figure 2).

1) Set the tire pressure of all tires to the specified value(s).

2) Turn the ignition switch to ON. 3) Press and hold the tire pressure warning reset switch for three seconds or more so that the tire pressure warning light blinks three times (see Figure 1).

MTD December 2016

All art courtesy of Toyota Motor Sales U.S.A. Inc.

Figure 1: Locating the TPMS reset switch.

4) Turn the ignition switch OFF. 5) Connect the Techstream to the DLC3.

6) Turn the ignition switch to ON, then the Techstream ON. 7) Enter the following menus: Chassis / Tire Pressure Monitor / Data List.

8) Confirm that the expected tire pressure data of all tires are displayed on the Techstream screen.

NOTE: It may take up to about five to six minutes to update the tire pressure data. If the values are not displayed after about five to six minutes, perform troubleshooting according to the inspection procedure for DTCs C2121/21 to C2124/24.

9) The initialization is complete when the Data List “ID Tire Inflation Pressure” display shows the correct pressures.

Tire pressure sensor registration NOTE: When a tire pressure sensor and/or tire pressure monitor ECU are replaced, the sensor ID must be memorized (registered) by the tire pressure monitor ECU prior to system initialization.

To perform this procedure, the Techstream must be used.

It is not necessary to register the sensor ID(s) when only a tire rotation is performed.

NOTE: For 2006-07 models, when the system is in initialization mode, after the TPMS reset switch has been operated, registration mode cannot be entered until the initialization process is canceled or completed. Initialization mode can be terminated by making a short circuit between terminals 13 (TC) and 4 (CG) of the DLC3 connector.

For all other models, registration can be started while in

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initialization mode. However, initialization will be canceled when the registration is started.

NOTE: Before beginning the registration process on vehicles where tire pressure sensors have not been replaced, retrieve sensor transmitter ID(s) using Techstream or by reading the ID on the tire pressure sensor. If a sensor is being replaced with a new one, make a note of the eight-digit number (transmitter ID) before installation, as it cannot be seen after the sensor is installed (see Figure 3).

1) Set the tire pressure of all wheels to pressure specified on the tire and loading information label.

2) Ensure the ignition switch is OFF. 3) Connect the Techstream to DLC3.

4) Turn the ignition switch to ON, then the Techstream ON. 5) Perform the transmitter ID registration. Enter the following menus: Chassis / Tire Pressure Monitor / Utility / ID Registration.

6) Input the transmitter IDs (ID1 to ID4) using the Techstream and transmit them to the tire pressure warning ECU. 7) The “ID Registration is Complete” is displayed on the Techstream display.

NOTE: It may take about two or three minutes until the values are displayed. If the values are not displayed after a few minutes, perform troubleshooting according to the inspection procedure for DTCs C2121/21 to C2124/24.

• If the IDs have not been registered, DTC C2171/71 will be stored in the tire pressure warning ECU after three minutes or more.

• If correct pressure values are displayed, the IDs have been registered correctly.

• If the tire pressure values are not displayed after a few minutes, the IDs may be incorrect or the system may have a malfunction.

• After all IDs are reg i stered, DTC C2126/26 (Transmitter ID not Received in Main Mode) is stored in the tire pressure warning ECU and the tire pressure warning light blinks for one minute and then comes on. When the tire pressure warning ECU successfully receives radio waves from all the transmitters whose IDs are Quik-Link: 800-687-1557 ext. 23124

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TPMS stored in the ECU, DTC C2126/26 is deleted and the tire pressure warning light goes off.

8) Confirm that expected tire pressure data from all wheels is displayed on the Techstream display. Check the Data List. Enter the following menus: Chassis / Tire Pressure Monitor / Data List.

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.

NOTE: The system will need to be initialized when tires are replaced with tires of different pressures; tire pressure sensor and/or tire pressure monitor ECU are replaced. When a tire pressure sensor and/or tire pressure monitor ECU are replaced, the sensor ID must be memorized by the tire pressure monitor ECU prior to system initialization. See “Reset procedures.”

Figure 2: Identifying data link connector (DLC3) terminals.

Tire pressure sensor CAUTION: DO NOT try to install a tire pressure sensor in a steel wheel or aftermarket wheel. Due to the unique air valve angle of the tire pressure sensor, use only in original style factory wheels.

CAUTION: The use of tire sealants is strictly prohibited for vehicles equipped with TPMS. Tire sealants can clog tire pressure sensors.

CAUTION: Be sure to reinstall tire valve caps, or dirt or moisture could get into the valve core and cause air leakage.

Use only the original valve cap.

If any other valve cap is used, it may corrode or melt, and become extremely difficult to remove.

NOTE: The average life of the grommet of the tire pressure sensor is approximately five years, at which time it must be replaced. If the valve is leaking air, but it is less than five years old and the grommets are in good condition, retighten valve nut to 35 in.-lbs. (4 N.m).

Whenever the tires must be replaced, replace grommets for tire pressure sensors as well.

NOTE: If the tire pressure valve sub-assembly is going to be replaced, make a note of the seven-digit number (transmitter ID) before installation, as it cannot be seen after sensor is installed (see Figure 3). Whenever a new sensor is installed, it will need to be registered in the tire pressure monitor ECU.

Figure 3: Locating the tire pressure sensor transmitter ID.

Removal 1) When replacing a wheel or tire, tire pressure sensors must be set up in one of the following ways: • Remove the sensor from the old wheel and install it to the new wheel. Keep the same wheel with tire pressure sensor, and replace only the tire.

2) Remove the wheel. Remove the valve core and cap, and release air from the tire (see Figure 4).

NOTE: Keep the removed cap, valve core, nut and washer.

3) After ensuring that air is sufficiently released, remove the nut and washer that is used to fix the tire pressure sensor and drop the sensor inside the tire.

NOTE: Be careful not to damage the tire pressure sensor due to interference between the sensor and the tire bead.

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Figure 4: An exploded view of a tire pressure sensor.

4) After dropping the tire pressure sensor into the tire, disengage the bead using the shoe of the tire remover (see Figure 5).

5) Remove the bead on the upper side in the usual operation.

6) Take out the sensor from the tire, and remove the bead on the lower side as in usual operation.

NOTE: Check that no damage or cracks are identified on the grommet. If so, replace the grommet together with the washer and nut.

7) Remove the inner grommet from the tire pressure sensor.

MTD December 2016

NOTE: The tire pressure sensor is powered by a lithium battery. When disposing the sensor, remove the battery and dispose properly.

Installation 1) Insert the tire pressure monitor valve into the valve installation hole.

Insert from the inside of the rim so that the print surface can be seen (see Figure 3). Check for the following: • Check that there is no visible deformation, damage, or other abnormalities on the transmitter.

• Check that there is no foreign matter on the inner grommet and around the rim hole.

• If installed in the reverse direction, the tire pressure monitor valve may be damaged or fail to transmit signals when running at high speed.

• If installing a new tire pressure monitor valve, write down the ID number before installation (see Figure 3). It is necessary to register an ID in the ECU after installation.

2) Install the washer on the tire pressure monitor valve from the rim side, and tighten the nut to 35 in.-lbs. (4 N.m). See Figure 6. Check for the following: • Ensure there is no foreign matter on the washer and nut.

• If the tire pressure monitor valve was removed, check that there are no cuts or damage, and no foreign matter such as

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Figure 5: Disengaging the bead using a tire remover.

mud, dirt, or sand attached to the grommet. Replace the grommet with a new one if any of these defects are found.

• Check that there is no oil, water, or lubricant around the rim hole, tire pressure monitor valve, washer, and nut. Failing to do so may result in improper installation.

NOTE: The specified torque only applies the first time the washer is used.

Quik-Link: 800-687-1557 ext. 23125

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TPMS

Figure 6: Installing the tire pressure sensor.

3) After the tire is inflated, the valve nut may be loose. Retighten the nut to the specified torque, and then check for air leaks with soapy water.

CAUTION: If the sensor is positioned outside this area, it generates interference with the tire bead, causing possible damage to the sensor.

4) Set the wheel disc to the mounting machine, and install the lower tire bead. Position the main body of the tire pressure sensor in the shaded area as shown in the illustration (see Figure 7).

5) Making sure that the tire bead and tool do not interfere with the main body of the sensor and that the sensor is not clamped by the bead, install the upper bead.

6) When putting air into the tire, first install the tire pressure valve straight on the stem of the tire pressure warning valve and transmitter.

7) Install the tire and wheel assembly.

8) When a new sensor is installed, the ID code will need to be registered. See “Reset procedures.”

9) After completing the operation, remove the valve core to rapidly release the air in the tire. Ensure that the tire pressure warning light comes on. If the warning light does not come on, refer to the appropriate manufacturer service information to perform the repair.

10) If there is an air leakage, tighten the nut to a force of 35 in.-lbs. (4 N.m), and push the valve core two to three times to remove any dirt attached to the valve core. If air continues to leak, replace the grommet, washer, and nut. ■ Torque specifications Component Wheel nut Tire pressure sensor nut

Figure 7: Positioning the tire pressure sensor.

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Ft.-lbs. (N.m) 83 (113) In.-lbs. (N.m) 35 (4)

Information for this column comes from Mitchell 1’s “Tire Pressure Monitoring Systems Guide” for domestic and import vehicles. Headquartered in Poway, Calif., Mitchell 1 has provided quality repair information solutions to the automotive industry for more than 80 years. For more information, visit www.mitchell1.com.

For archived TPMS articles, visit www.moderntiredealer.com.

Quik-Link: 800-687-1557 ext. 23126

MTD December 2016

Products TBC offers new Sumitomo Encounter HT in 36 sizes The new Sumitomo Encounter HT from TBC Brands is available in 36 sizes from 16-inch to 20-inch in H, T, and S speed ratings. TBC says the Sumitomo Encounter HT delivers year-round confidence at an affordable price by offering outstanding dry pavement handling combined with sure-footed wet-traction performance. Its noise-reducing tread design and smooth, stable ride make it the ideal all-season CUV, SUV, van, and light truck tire. The Sumitomo Encounter HT features a sturdy five-rib design, durable construction, an extended mileage tread compound, and 60,000-mile tread wear warranty for metric and LT sizes.

TBC BRANDS LLC Quik-Link: (800) 687-1557, ext. 23170 www.mtdquiklink.com/23170

Philips D5S Xenon HID bulb is aftermarket replacement The Philips D5S Xenon HID (high intensity discharge) bulb from Lumileds is available as an aftermarket replacement.

The bulb is standard on all factory-HID equipped 2016 and 2017 Chevy and GMC full size pickups and SUVs as well as other makes. Delivering a bright white 4500K light temperature and a wide and homogenous beam, this innovative bulb design integrates the electronic high voltage starter and ballast into the lamp base. It also does not contain any mercury. Lumileds Holding B.V., a subsidiary of Royal Philips, is the manufacturer and sole supplier.

LUMILEDS Quik-Link: (800) 687-1557, ext. 23171 www.mtdquiklink.com/23171

Forward Lift has low-profile scissor lift for small service bays Forward Lift says the new FS77 scissor lift is designed for smaller service bays and quick-service tasks. It is third-party tested and certified by the Automotive Lift Institute (ALI). The new lift uses less than 44 square feet of space, and features a low-profile 4 1/8inch drive-over height for easy vehicle positioning. Its 24 3/4-inch independent platforms accommodate a wide range of vehicles and pickup points. Ramps attached to the platforms are hinged to drop down to a 65-degree angle to increase accessibility or lock in the up position to extend the pickup point surface area. It has a 7,700-pound lifting capacity.

FORWARD LIFT Quik-Link: (800) 687-1557, ext. 23173 www.mtdquiklink.com/23173

KTI has new exhaust hanger pliers The new exhaust hanger pliers from K Tool International (KTI) are used to remove the hanger by pressing on the steel hanger bracket and pulling the rubber hanger in one motion. The company says a self-locating force pin locks onto the pin while the flat paddle pulls off the rubber hanger from behind. The heavy-duty tool has a 25-degree offset to allow for easy access in tight spaces. The exhaust hanger pliers have cushioned slip-resistant handles.

K TOOL INTERNATIONAL Quik-Link: (800) 687-1557, ext. 23174 www.mtdquiklink.com/23174

TreadWright expands Claw series TreadWright has expanded its Claw series of all-terrain/mud-terrain tires with sizes 235/85/16 and 235/80/17.

The company says the Claw series combines a green manufacturing process with an enhanced tread design to conquer road, dirt, mud, and snow. The tires are geared for vehicles such as Toyota Tacoma and Tundra models. The aggressive tread design can handle challenging 4x4 off-road terrain, but has features that make the Claw an any-terrain tire. The narrow lug design gives the Claw more surface area on the highway, preventing excessive road noise when traveling on paved roads and highways.

TREADWRIGHT INC. Quik-Link: (800) 687-1557, ext. 23172 www.mtdquiklink.com/23172

www.moderntiredealer.com

Nokian Tyres unveils zLine A/S Safety and performance come together with comfort and luxury in the all-new Nokian zLine A/S, according to Nokian Tyres plc. A performance all-season tire designed for fast driving throughout the year, the Nokian zLine A/S offers excellent handling and stability, controlled driving comfort, and safety in all-seasons. The company says precise handling capabilities and technology advances ensure the zLINE A/S will get drivers where they want to go, as quickly as they want to get there.

The new Nokian zLine all-season UHP tire line will be available in January 2017 in sizes 16 to 20 inches and speed category W. NOKIAN TYRES PLC Quik-Link: (800) 687-1557, ext. 23175 www.mtdquiklink.com/23175

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Instant information direct from MTD advertisers

To request free product information by phone, call 800-687-1557, enter the extension number listed below, and you will be immediately transferred to the company you want to talk with — it takes only seconds.

To request information online, log on to www. mtdquiklink.com/ plus the corresponding Quik-Link number. You’re just a click away from receiving free information on the new products that interest you.

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Advertiser

Page

Web site

31 Incorporated

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Aftermarket Auto Parts Alliance Inc.

17

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American Omni Trading Company

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Apollo Vredestein Tires Inc.

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AUTEL

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Bartec USA

65

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Big O Tires

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BKT Tires USA Inc.

11

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Blackburn OEM Wheel Solutions

27

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California Tire Dealers Association

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CIMS Inc.

68

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Gabriel Ride Control

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GTC North America

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IMI

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K & M Tire Inc.

57

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Kenda Tires

IBC

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Kumho Tire USA Inc.

7

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Linglong Americas Inc.

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Marangoni Tread North America Inc.

43

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Nexen Tire America Inc.

IFC-3

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Nexen Tire America Inc.

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Nitto Tire U.S.A. Inc.

OBC

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Schrader Performance Sensors

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Sentury Tire Americas

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STEELMAN Select TPMS, by JS Products

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Sumitomo Tire

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Travel Centers of America

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ZC Rubber America Inc.

48

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MTD December 2016

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Your turn

Tire Dealer of the Year donation to support law enforcement/community relations Dear Publisher Greg Smith, On behalf of the San Mateo County Sheriff ’s Activities League (SAL), I would like to thank you for your support. As the recipient from Alpio Barbara of Redwood General Tire, your 2016 Tire Dealer of the Year, your donation of $4,750 is an investment in the youth of San Mateo County.

The president of the United States is calling for law enforcement agencies to increase or in some cases begin community policing efforts to address the current issues happening in our nation.

The San Mateo County sheriff’s office has taken a proactive stance by creating community programs such as SAL, bringing deputies, youth and community One together, while building man. that relationship and mutual One trust.

The SAL programs are superstore designed to build stronger communities through their work with youth. The programs address the needs of our youth in the following focus areas: building the bond between youth and deputies; SAL Healthy Kids; mentoring; leadership and character development. These efforts promote a positive relationship between members of the sheriff’s office and the youth and families of our communities.

At SAL, we depend on the talented deputies of the San Mateo County sheriff ’s office to fulfill our mission.

We also count on a vast network of concerned businesses and civic leaders to provide the resources necessary to allow SAL to serve the youth of San Mateo County. It’s a unique partnership of community, law enforcement and youth that makes the SAL program successful in making a difference in the lives of the youth and families we serve.

I offer my deepest appreciation to Modern Tire Dealer magazine for your support to SAL. Through your generosity we are able to continue to provide these youths with needed resources and the ability to expand programs to serve the increasing need in our community.

Selling tires to friends: Navigating the new path to purchase TIA ups the ante for upcoming Global Tire Expo

5 rules of employee reviews

THE INDUSTRY’S LEADING PUBLICATION

Alpio Barbara is our 2016 Tire Dealer of the Year

September 2016 | Vol. 97, No. 9 | $10 | A Bobit Publication | www.moderntiredealer.com

Gigi Carter, Development Director San Mateo County Sheriff’s Activities League Redwood City, Calif.

Question of the month Each month we ask members of our National Advisory Council (NAC) a question or questions on a current hot topic.

Recently we asked, “The holidays are approaching. Will you be participating in any community charity event for the season such as Toys for Tots or a Salvation Army fund drive? Please tell us how you got involved, how long you’ve been doing it, etc.

And besides helping out a grateful charity, tell us what benefits your company, your employees and customers get from your participation.” Here are some of their responses.

1. We have an employee who has a daughter who needs two kidneys replaced. We are setting up ways our other employees and our customers can help him financially. We have told this employee that we don’t care how much time the employee misses, he will be paid in full by us. I feel we all take for granted the blessings given to us. Life is about giving, helping, and serving others.

2. Thank you for the reminder... we need to get going on this one. I will say this, giving of your time is often more valuable than items or money.

3. We will once again be collecting for Toys for Tots. We have been doing this for over 10 years and all our associates seem to enjoy helping out kids. Some of us older ones enjoy getting back in the toy aisles again.

4. This is our fourth year to be involved in a warm coat drive for those less fortunate in our community. It pays off for all.

What’s on your mind?

We also asked members of our NAC what was on their mind.

They responded with: I would love to see the major tire manufacturers do advertising on “How to check your tires for safety.” People are keeping their tires on until they are dangerous.

Jeff Cohen, Co-owner Traction Wholesale Center Bensalem, Pa. With the elections behind us, there’s a good vibe in the marketplace from dealers. I would imagine the dealers are conveying some of the sentiment from their customers.

To this point, the financial markets, too, have responded favorably.

Jon Shields, Field Sales and Training Carroll Tire Co. Atlanta, Ga.

Join Modern Tire Dealer’s National Advisory Council

Each month, Modern Tire Dealer is guided and influenced by a select group of readers — members of our National Advisory Council. These members’ opinions are the heart of the monthly Your Marketplace column, compiled by industry analyst Nick Mitchell. If you’d like to join this prestigious group, please let us know. We’d love to hear from you. Contact Editor Bob Ulrich at Bob.Ulrich@bobit.com or call (330) 899-2200, ext. 11.

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MTD December 2016

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