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INDEPENDENT AND CONNECTED

Parts 4 Automotive Pty Ltd group was formed to bring together a group of independent automotive businesses throughout Australia

Recently, Australian Automotive Aftermarket Magazine took the opportunity to sit down with Parts 4 Automotive member and owner of Automotive Parts Central, Ben Falcke. The Falcke family has a long and successful history in the automotive aftermarket, and Ben is actually the third generation to work in the family business. “It all started back in the 1950s when my grandfather opened a wrecking yard. But it wasn’t long before he added a brake and clutch rebuild service to the business,” Ben said. The business grew quickly, and Ben’s grandfather started working with Repco and opened two locations in New South Wales in Bathurst and Lithgow. “We had workshops at both locations,” Ben explained. “We’d sell automotive parts to local workshops as well as completing work on a large variety of vehicles including passenger, commercial, industrial and agricultural machinery.” Ben’s father had already joined the business at this stage, and after cutting his teeth in the workshop and behind the counter, he recognised the value of focusing their efforts on expanding their product range. “It was a tough decision, but we decided to close the workshops at both stores,” Ben said. “It was a real turning point for the business as we quickly grew our product range, and we quickly developed a reputation for quality service and advice with the local workshops in both regions.” Staunchly independent, Ben and the rest of the Falcke family know how hard it is to battle against the larger automotive parts chains. “We ran the only independent automotive parts stores in both regions,” Ben said. “It’s hard work competing with the big multinational companies, especially on price. Sometimes we struggled to get a fair deal from wholesalers and importers.” It’s a story played out time and time again. Independent automotive parts stores across the county really struggle with volume, and some of the bigger parts suppliers often ignore them. “We started looking around for a group that would help us increase our buying power, as well as recognising our commitment to remaining independent, and that’s when we discovered Parts 4 Automotive,” Ben said. Parts 4 Automotive has more than 70 members across Australia, all of which enjoy the benefits of being part of this powerful buying group while at the same time remaining fiercely independent. “The Parts 4 Automotive model is extremely attractive,” said Ben. “It allows members to purchase stock at competitive pricing, provides them access to marketing and promotional activities, and above all, helps secure their future in this extremely competitive industry.” In addition to providing access to a more extensive range and more competitive pricing, Ben has come to appreciate the camaraderie that is shared between the group’s members. “One of the biggest things I value as a Parts 4 Automotive member is meeting other like-minded people,” said Ben. “We all do the same thing in the same part of the industry, but we’re not competitors, so we’re there to support each other’s business.” Parts 4 Automotive members enjoy frequent regional meetings, in addition to being invited to an annual, national conference and trade show, so there are plenty of opportunities for members to connect. “The Parts 4 Automotive member functions deliver real value,” Ben said. “They encourage networking, and I find that I get a lot of support and advice. We share tips and tricks and all sorts of stuff that I can take back to my business and action. “Obviously, my business operates in regional areas, and there are no other independent resellers in Bathurst or Lithgow, so it’s always nice to be able to talk to someone else in the industry and bounce things around. “You just don’t get that opportunity when you’re going it alone, and in the past, that made me feel quite isolated.” Ben and all the Parts 4 Automotive members understand the value of their independence. “Not many people realise the value independents add to the automotive aftermarket,” Ben said. “We help strengthen the industry as a whole. Consumers benefit because we provide more competition against the big boys. This increases the level of service and ensures pricing stays competitive, and that’s a good thing for customers everywhere. Basically, we help to level the playing field.” Parts 4 Automotive members also receive financial advantages, primarily by supporting their extensive list of preferred suppliers. “Being a Parts 4 Automotive member also means I get access to an attractive rebate program that is easy to manage,” Ben said. “All I have to do is support our preferred suppliers and pay within their trading terms. The team in the Parts 4 Automotive office looks after the rest, and I just get an annual check. It’s that easy.” Since joining the group in 2017, Ben has reported strong growth in both sales and profitability that he attributes directly to the increased product range and buying power that Parts 4 Automotive members enjoy. “For me becoming a Parts 4 Automotive member has added real depth to my business,” Ben said. “I have access to more products and better pricing, and that, combined with the member support network, will secure the future of my business for decades to come.” To find out more about the benefits Parts 4 Automotive delivers to members, contact Kim Mamouney on 0418 532 307 or kim@parts4.com.au or visit www.parts4.com.au

Ben Falcke

SNAP-ON TOOLS CONGRATULATES LONG-TIME FRANCHISEE

Chris Edwards has been a Snap-on Tools franchisee for 30 years

When Snap-on opened its franchise model in Australia in the late 1980s, a Western Australian mechanic by the name of Chris Edwards was one of the first to embrace Snap-on Tools in his own garage. Chris says he understood the outstanding quality and was using them daily. He was thrilled at the idea of a salesperson coming directly to his business, appreciative of the time savings involved and the importance of a one-on-one relationship. Before long, Chris was ready to begin his own franchise and began researching an opportunity in Bunbury, an hour-and-a-half from his current home in Perth. Chris and his wife made the move in 1991 and the rest, as they say, is history. “I was a mechanic who was using the product. I was in the trade, and I was genuinely excited by Snap-on Tools. I’d always been interested in sales and in selling a quality product. It was something I believed in, and I think that made taking the step into working for myself quite logical, really,” Chris said. “Tools have always appealed to me. It’s why a Snap-on franchise just seemed like a natural fit. I knew small business would be something of a challenge, but I was a young bloke with blind enthusiasm, and I was quick to discount the people who said I’d go broke.” In fact, quite the opposite has been true for Chris in his journey as a Snap-on franchisee. His business smarts have seen him become a member of the prized Snap-on Million Dollar Club, a select group of franchisees bringing in a turnover of more than one million dollars per annum. Chris says that although technology has had a major impact on the industry, his day-to-day routine of visiting mechanics at their place of work is still a proven method of doing business. Through COVID-19 lockdown restrictions, Chris’ business remained open, proving not only essential to his customers, but also financially resilient for him as a franchisee. “Even in this environment, there’s no doubt that providing the right tools for a mechanic to do their job is essential. The automotive repair industry is an essential service,” Chris said. “Things are always advancing and adapting, and as a former mechanic, I know how important it is that you move with the times. The guys and girls I sell to know that as well. “For me personally, I’ve seen a lot of change in 30 years. Automation has changed a lot of product lines over time and there’s a much higher demand for electronic and diagnostic tools now than there has been in the past. “It’s also changed the way the business operates, which is great. It gives me more time to talk to the customer, and as we all know, customer service is critical to the success of any business.” As a franchisee, Chris says the support from Snap-on has been of invaluable assistance in helping him adapt and grow his business. The programs offered and the training and support provided helps Chris stay ahead of the latest developments, giving his customers the most upto-date information possible to assist with their investment. “I’ve been visiting many of the same businesses for 30 years now and those customers are still buying tools from me, growing their tool kits, and updating their tools as technology changes,” Chris said. “The one thing that hasn’t changed, however, is the support Snap-on offers. They’re just great. They move with the times and they’re always there to help. I wouldn’t be doing this for as long as I have if that kind of support wasn’t available. It makes a massive difference in helping you sell a product. That’s what’s made it easy for me.” Snap-on explains it is a leading developer and manufacturer of tool and equipment solutions providing premium tools for professional tool users across Australia and has a reputation for outstanding quality. It says its unique franchise model transports its impressive tool range direct from workshop to workshop, customer to customer, day-in day-out via dedicated franchisees, just like Chris Edwards. Snap-on states that it began in 1920 in the US and today is one of the longest-running, most successful franchises in the world. It says that getting involved is simple and satisfying for anyone wanting their own business, stating that it is never too late to give it a go. To find out more about a Snap-on franchise opportunity near you or start your discovery tour, visit www.snaponfranchise.com.au

Ajit Ponnambalam, Managing Director of Snap-on Tools Australia and New Zealand, congratulates Chris Edwards on celebrating 30 years.

MORE VIABLE DIESEL REPAIRS

DENSO invites you to tap into the expertise and knowledge of its Diesel Network

The explosive growth of diesel-powered passenger and commercial vehicles in the Australian market, coupled with a combination of compromised fuel, has seen a spike in the number of diesel-powered vehicles turning up at service centres. Such repairs can be expensive, usually involving the replacement of the fuel pump, common rail, injectors, associated fuel lines and cleaning of the tank.

Previously, nearly all of these items had to be replaced with new components, resulting in expensive repair bills. DENSO Australia says it has introduced a remanufacturing program to offer a more viable repair option; supported by its extensive service repair network. Introduced over 30 years ago, this specialist network boasts more than 100 workshop members in the Australia/Oceania region. These certified repairers are factory trained and fully equipped with the latest tools to diagnose and repair diesel vehicles and use only genuine parts. The repair process for high-tech injectors has to be stringently controlled, so these certified repairers must carry out and conform to stringent worldwide emission tests. Additionally, all DENSO injectors are calibration coded to ensure optimum engine performance is achieved after the repair. Before your next diesel service, DENSO says you should ask: • Is your fuel injection system repaired with genuine DENSO parts? • Is your injector calibration coded? • Will it be installed by a DENSO certified repairer? To learn more about DENSO’s remanufactured injectors, injector coding and fuel pumps, visit DENSO Australia’s YouTube channel. To find your nearest DENSO service dealer, please visit www.denso.com.au

PEDDERS WORKSHOP IQ WINS GOLD IN DESIGN AWARDS

Workshop iQ allows Pedders to further empower its store owners, managers and technicians

Pedders says it is extremely proud to announce that its new Workshop iQ digital business platform has won gold in Driven x Design’s 2021 Melbourne Design Awards program. The Pedders business is currently undergoing an intense digital transformation program and central to this is its partnership with the Pronto Woven team. The first major component to this program is its innovative Workshop iQ store management software platform. Workshop iQ allows Pedders to further empower its store owners, managers and technicians, while making more informed strategic decisions at the business level. The Workshop iQ platform provides Pedders with a massive opportunity to drive business success while also improving its relationship with Pedders’ customers and its understanding of what drives them. Workshop iQ further empowers Pedders Technicians with critical product, vehicle, and customer information ensuring they complete jobs correctly and in the most efficient manner. Through Workshop iQ, Pedders says its Store Managers also experience improved workflow and quoting efficiency, allowing them to spend more time building relationships with their customers and planning long-term business objectives. Customers benefit from improved transparency, communications and information, providing them with images, video and direct feedback from Pedders’ specialist workshop Technicians direct to their smart phone, PC or tablet. This program has been designed to take the Pedders experience to the next level for staff, customers and franchisees. Pedders says its business now has improved data to drive more efficient and effective business decisions which will see Pedders continue its strong growth path into the future. “Workshop iQ is an innovative product that will enable our people to continue to provide specialist advice and quality work. It also brings our people’s knowledge and skills together in one platform,” Pedders Managing Director, Scott Pedder, said. While Workshop iQ was envisioned, designed and commissioned by Pedders, the Pronto Woven team have built the platform from the ground up with input from Pedders stores, the head office executive team and its Technology and Systems Department. Pedders says Pronto Woven has done an exceptional job in bringing Workshop iQ to life and while Pedders is in the early phases of rollout across its store network, Pedders says the business and its customers are already seeing the benefits of this new system. “Workshop iQ is a major step forward in automating the workflow in our Pedders stores and underpins our commitment to quality, efficiency and customer service excellence,” Program Lead and Head of Technology and Systems, Simon Richardson, said. “Workshop iQ allows us to enhance our customer conversations, provide better service and run more efficient workshop operations. “Building this platform has been a true partnership between Pedders and the Pronto Woven team and has focused on the key tenants of anytime, anywhere, any device plus single source of truth and next level customer service. We are very excited about our digital future and our ongoing Pronto partnership.” Pedders is thrilled to see Pronto Woven receive the Driven x Design Melbourne Design Gold Award for Pedders Workshop iQ and says it looks forward to the continued collaboration on this program and future Pedders digital systems. For more from Pedders, visit www.pedders.com.au

THE IMPORTANCE OF TRAINING

Box Hill Institute has a number of training courses available for your staff

As business owners, we all have staff to manage and part of that process is to make sure your staff have the skills they need to perform their tasks. “I speak with many apprentices as part of my job. Some say they are bored at work and do the same things on the same vehicles day in and day out. The others say that their work is interesting and varied every day,” Box Hill Institute Manager of Automotive (Faculty of Trades), Michael Cope, said. “Do you want a bored apprentice that turns up, does their eight hours and leaves without learning anything new? Or would you like to employ an engaged apprentice that looks forward to the challenges of the day? “By keeping your workers engaged you are nurturing them to perform better and become valued members of your workforce. “This may mean moving them around in the workshop, so they learn all aspects of the business or sending them to training to make them more confident and capable members of your business “Use their strengths and weaknesses to see where they fit best in your business.” Box Hill Institute has a number of training courses available for your staff including: • Automotive Air Conditioning certification to enable technicians to apply for the Arctick Refrigerant Handling Licence and work on motor vehicle air conditioning systems. • VicRoads Licenced Vehicle Tester accreditation to carry out and issue roadworthy certificates on light vehicles in Victoria. • Pre apprenticeship training for existing workers that don’t hold an automotive qualification or people that want to get into the automotive service and repair industry at the entry level. • Automotive Apprentice Training, which is the training required to become a qualified automotive technician. Box Hill Institute also offers evening short courses in MIG, TIG and ARK welding for those wishing to brush up on their welding skills. To find out more about employing an apprentice, Box Hill Institute encourages you to call Roger Phillips or Mark Liberto on 03 9286 9623 or email them at automotive.programs@boxhill.edu.au For information on other automotive programs such as Automotive Air Conditioning or VicRoads Licensed Vehicle Testing, please visit www.boxhill.edu.au and search for ‘automotive.’

ARE YOU MISSING OUT ONLINE?

83 percent of Australians shopped online in 2020

Four hundred and seventy-five million dollars of car parts and accessories were sold online in Australia in the past year. There’s never been a more compelling case or a more opportune time as right now to take your parts and accessories business online, whether you’re a retailer, manufacturer or distributor. There’s a little more to selling car and motorcycle parts online than you might realise. It takes trust to buy online. Trust that what is written about the product is accurate. Trust that the photos of the product are real. Trust that the retailer will actually send what you’ve ordered. Trust that if something goes wrong, you’ll be well looked after and the situation rectified quickly. Most importantly, trust that the product is absolutely compatible with your specific vehicle or motorbike. Instilling trust in all these areas takes careful planning. As an online retailer or wholesaler, it is absolutely worth the investment in time, energy and money to ensure your product descriptions, images and attributes are accurate, complete, and easy to understand. Because online shoppers can’t see you and you can’t see them, it is vital that you give them every reason to feel confident buying from you. Zellis says it has been designing and building high converting ecommerce webstores for automotive parts and accessories retailers and wholesalers for the past seven years. According to Chief Executive Officer Tim Davies, the biggest challenge it continues to encounter is clients who don’t or won’t accept the importance of accurate, complete and well-structured product data, and deployment of compatibility fitment protocols to power a reliable and customerfriendly part finder. “It’s frustrating because we know how much money they’re leaving on the table by not doing it right at the start,” Tim said. Data is the invisible foundation of every high performing webstore. It doesn’t organise itself automatically and often source data provided by manufacturers and suppliers is incomplete and poorly structured. The task of gathering, structuring and optimising product data and images for ecommerce is typically tedious and slow, and therefore costly. Thus, many retailers and wholesalers aspiring to break into ecommerce fall horribly short, and end up struggling to attract customers, let alone have them return for more. A few years ago, fed up with the high cost and effort of compatibility tagging, Zellis says it set out to make data work more accessible and affordable. Zellis Auto is a new proprietary automotive fitment solution using Australia’s own Redbook vehicle and motorcycle data and images. The new fitment tagging methodology has slashed the time (and hence cost) of tagging products to their compatible vehicles by 90 percent. Zellis Auto also includes the same fast and easy fitment tagging to eBay’s vehicle and motorcycle data definitions. According to eBay, listings with fitment applied sell more than 40 percent more compared to listings without it. For more information, visit www.zellisauto.com or contact Zellis on 1300 935 537.

MARKINSON’S MOMENTUMPROERP SYSTEM

An ineffective ERP system could be losing you business

The automotive wholesale industry is facing enormous challenges with the loss of product knowledge as older team members retire, leaving new team members struggling to find solutions. This means more than knowing if a part is in stock; it is about having streamlined wholesale ERP solutions that can manage and monitor every aspect of your business both operational and strategic. Markinson says an ERP system can do this and can give you a competitive advantage that can grow your business, and build your reputation. It also means your teams are more effective, as many tasks can be automated therefore freeing them up to provide better service to your customers. For the mid-market automotive wholesale industry the right business solution requires consolidation of key business functions; including managing and monitoring sales, service, marketing, finance, stock control, and customer orders all with a single solution. Markinson explains that a successful automated system should: • Simplify the management and distribution of stock across multiple locations; • Know when customer demand is changing; • Capture knowledge and help to retain your best people; • Have flexibility when sourcing alternate product solutions; • Automate regular data updates, such as price changes and stock reordering; • Improve your cashflow by identifying slow moving and obsolete stock; and • Address supplier issues and opportunities. Having this intelligence at your fingertips can place you ahead of your competitors and unlock your future potential. Markinson explains that one automated ERP solution that provides all of this is Markinson’s MomentumProERP. MomentumProERP is a single ERP platform providing streamlined solutions designed for midmarket automotive wholesalers to consolidate and automate key business functions. The system is adaptable to specific business requirements and is available in a range of flexible delivery options to suit business needs and budget. Markinson began as a one-man business in 1986, and today is reportedly achieving continuous yearon-year growth. It says its success lies in its vision to be a key partner to every clients’ transformation, with a focus on being ‘stronger together.’ For more information, visit www.markinson.com.au