73 minute read
Commercially viable
from Modern Tire Dealer - October 2016
by EndeavorBusinessMedia-VehicleRepairGroup
Double Coin drive tire is SmartWay-verified
The Double Coin RLB450 drive position tire is SmartWay-verified by the U.S. Environmental Protection Agency for use on a line-haul Class 8 tractor trailer. The regional/long-haul drive-position tire is an ultra-premium tire designed to deliver superior traction in all weather conditions, with the added benefit of fuel efficiency, the company says. The tire features an open shoulder design, 26/32-inch tread depth, diagonally placed tread blocks and four steel belts. Its multi-extruded tread package promotes cooler running, which preserves the integrity of the casing. The RLB450 is available in eight sizes and G, H, J and L load ranges. DOUBLE COIN HOLDINGS LTD. Quik-Link: (800) 687-1557, ext. 21160 www.mtdquiklink.com/21160
Camso WHL 775 built for waste applications
The Camso WHL 775 is a high performance tire built to excel in severe conditions. Developed as a solution for harsh conditions in waste, recycling, demolition and scrap yard applications, the Camso WHL 775 has an extra deep L5 lug tread for enhanced durability and protection against flats on extreme mixed and hard surfaces. The contoured lug base promotes material ejection and defends against cracking. Camso says the robust carcass improves stability and the heavy-duty sidewall construction resists side impacts and deformation under heavy loads. A bias L5 tire, the WHL 775 is especially relevant for those customers looking to flat-proof their tires with urethane fill. CAMSO INC. Quik-Link: (800) 687-1557, ext. 21161 www.mtdquiklink.com/21161
Six sizes available in Goodyear Endurance RSA
Goodyear Tire & Rubber Co.’s Endurance RSA tire for regional and urban applications is available in six sizes with load ranges of G, H and J. The company says the new tire offers more miles to removal, lower rolling resistance and more resistance to curb impact damage than its predecessor, the Goodyear G661 HSA. The tire features Goodyear IntelliMax Rib Technology, with contoured sipes for ideal tread stiffness; a tread design with a computer-optimized footprint and 22/32-inch tread depth; a steel casing with super-tensile steel belts for extra toughness and durability; a dual-layer tread compound for improved fuel economy and a premium casing for optimal retreadability. GOODYEAR TIRE & RUBBER CO. Quik-Link: (800) 687-1557, ext. 21162 www.mtdquiklink.com/21162
Bridgestone R283A Ecopia is durable and fuel efficient
Advanced features deliver durable wear life and fuel efficiency for the Bridgestone R283A Ecopia steer tire for long haul and regional haul service. The company says the R283A Ecopia is designed to deliver 21% longer wear life and 3% better rolling resistance than its predecessor, the R283A. An “IntelliShape” sidewall design utilizes less bead filler volume, and thus reduces tire weight and minimizes rolling resistance for enhanced fuel efficiency. The tread compound works with Bridgestone’s patented NanoPro-Tech polymer technology which limits energy loss and contributes to longer wear life. The tire is EPA SmartWay-verified and California Air Resources Board (CARB) compliant. It’s available in sizes 295/75R22.5, 285/75R24.5, 11R24.5 and 11R22.5. BRIDGESTONE AMERICAS INC. Quik-Link: (800) 687-1557, ext. 21163 www.mtdquiklink.com/21163
Hankook offers low platform trailer tire
Hankook’s latest low platform trailer tire, the TH22, features a special chip-andcut compound for durability. The regional trailer tire offers a wide tread and deep grooves for extra mileage. Three straight grooves and a zigzag design offer better tread durability, the company says. A unique belt structure minimizes deformation for lower rolling resistance, and an enlarged carcass profile with a reinforced belt cord focuses on improved durability. A reinforced bead structure enhances load performance. The tire is available in four sizes: 215/75R17.5, 235/75R17.5, 245/70R17.5 and 255/70R22.5. HANKOOK TIRE AMERICA CORP. Quik-Link: (800) 687-1557, ext. 21164 www.mtdquiklink.com/21164
Hunter is ready for twin-steer alignments
Hunter Engineering Co.’s WinAlign HD system is capable of measuring and aligning twin-steer vehicles. The updated version of WinAlign HD includes two sensors on the reference (rear) axle and two sensors on each steering axle to ensure that they are timed to turn at the exact same rate while simultaneously ensuring parallelism. The company says six-sensor technology makes this the only system in the world that maintains its reference through the entire procedure, eliminating sources of error that previously existed while also increasing speed and efficiency. WinAlign software version 14.4 includes on-board training to guide the technician through the alignment process. HUNTER ENGINEERING CO. Quik-Link: (800) 687-1557, ext. 21165 www.mtdquiklink.com/21165
A Michelin update for refuse trucks
The Michelin X One XZU S+ Pre-Mold retread is an all-position, next-generation wide-base single for waste and refuse trucks. The tire maker says this retread delivers up to 50% greater wear life compared to its predecessor, the Michelin X One XZU S Pre-Mold, and is designed with a special winged tread for maximum shoulder protection in high-scrub applications. The retread features a 29/32-inch deep tread and an optimized, straight rib design for greater wear. Co-extrusion technology and a two-layer compound minimize the casing temperature for enhanced durability. MICHELIN NORTH AMERICA INC. Quik-Link: (800) 687-1557, ext. 21166 www.mtdquiklink.com/21166
New Raybestos brake pads are made for fleets
Brake Parts Inc. LLC has introduced Raybestos brand truck and medium-duty brake pads for truck fleets using disc brakes from Class 1 hydraulics through Class 8 air disc. The company says the specialty brake pads are a single-source solution for fleets of all sizes. The new brake pads were developed for everyday heavy-use situations and specifically designed for fleets. Features include comprehensive and late model coverage; designs and formulations that conform to OE fit, form and function; low fade braking for optimum safety; and heavy-duty performance with low dust; plus quiet operation. BRAKE PARTS INC. LLC Quik-Link: (800) 687-1557, ext. 21167 www.mtdquiklink.com/21167
A balancing compound from IMI
Equal Flexx is the newest internal balancing compound from International Marketing Inc. (IMI). The company says Equal Flexx is the most scientifically tested and refined internal balancer available. Equal Flexx is proven to decrease tire wear by 20% to 40% and increase fuel mileage when used in all wheel positions, according to IMI. The new soft, dual compound known as Dual Force Active Balancing Technology is designed specifically to react to and absorb forces better than any other wheel-end balancer on the market — and to outperform the competition by at least 15%. With no filtered valve core required for installation, Equal Flexx will save time and increase productivity with its quick drop-in installation and easier clean out, making it a win-win overall. INTERNATIONAL MARKETING INC. Quik-Link: (800) 687-1557, ext. 21168 www.mtdquiklink.com/21168
Cooper introduces Roadmaster RM332
Cooper Tire & Rubber Co.’s new Roadmaster RM332 WB heavy-duty wide-base tire in size 425/65R22.5 is designed for the steer axle in mixed service applications. A ribtype tread pattern withstands the rigors of heavy haul driving, on- or off-road, while also providing long tread life and even wear, according to the company. The cut- and chip-resistant tread compound is formulated for mixed service applications. In addition, the RM332 WB is designed to preserve the casing for retreading. The tire’s features include a protective curb bar on both sidewalls, stone protector ledges in all four circumferential grooves to help resist stone penetrations, and four heavy-duty, full-width steel belts to promote durability in heavy haul fleets. COOPER TIRE & RUBBER CO. Quik-Link: (800) 687-1557, ext. 21169 www.mtdquiklink.com/21169
Mitas brings a tractor pull tire to the North American market
The 30.5L32 148A8 Powerpull is a slick tire without a tread pattern, which allows the tractor pulling competitor to create the tread design of their choice. The tires are sold in matched pairs at a circumference tolerance of approximately half-inch. When the tires are matched at the factory, they are inflated to 80 kpa (11.6 psi) and the circumference measured. Although the U.S. standard is 10 psi, Mitas has calculated the difference in circumference at 11.6 psi to only be 1 inch or less. The average circumference of this production run at 11.6 psi is 207.6 inches. During the final stage of development, Mitas gathered first-hand feedback on Mitas Powerpull’s design from several pullers and pulling teams that notched top finishes in recent contests. MITAS A.S. Quik-Link: (800) 687-1557, ext. 21170 www.mtdquiklink.com/21170
Alliance EarthPRO 45 R-1 is a versatile farm tractor tire
Alliance Tire Group (ATG) is marketing the Galaxy EarthPRO 45 R-1 as a high quality, cost effective bias tire for farmers. Available in 22 sizes ranging from 20 to 38 inches, it features a curved tread design that works on either the front or rear axle of any tractor. The 45-degree angle of the tread lugs maximizes traction and self-cleaning in the field, and because they are longer than 23-degree lugs, they put more rubber on the ground and offer a more comfortable ride, the company says. A wide nose bar also helps with smoother performance and longer service life on gravel and pavement. ALLIANCE TIRE GROUP Quik-Link: (800) 687-1557, ext. 21171 www.mtdquiklink.com/21171
Dill sells a complete tool kit for truck tire valve fixes
A Dill Air Controls Products research and development team worked alongside service technicians and many of the biggest fleet companies to create a complete truck valve installation tool kit. The team studied installation issues and the common causes of valve stem air leaks. The resulting 5720 Tool Kit enables any technician or servicing facility to clean, measure and accurately torque valves to specifications as set forth by The Tire and Rim Association. The kit includes a cleaning brush, Go/ No-Go measuring tool, preset torque wrenches, and a T-handle hex wrench to hold the base of the valve stem from spinning during tightening. DILL AIR CONTROLS PRODUCTS LLC Quik-Link: (800) 687-1557, ext. 21172 www.mtdquiklink.com/21172
Yokohama unveils mining tire for loaders
The R69 L5-S from Yokohama is an off-the-road radial tire for loaders in underground mine applications. It’s available in size 18.00R25 and the company touts these benefits: improved durability from advanced compounds that resist heat buildup and fight cuts and chips; a strong cut-resistant tread and longer service life thanks to a durable belt package, along with enhanced compounds that deliver a durable and stable footprint; a high-angle sidewall that increases thickness and decreases sidewall stress; and a stronger casing and more extensive rim contact area via high tensile strength bead cores that lower bead stress and reduce the potential for slippage. YOKOHAMA TIRE CORP. Quik-Link: (800) 687-1557, ext. 21173 www.mtdquiklink.com/21173
Assume the sale! Customers aren’t always in a buying mood, but they are in buying mode
Customers can be confusing. I don’t like to ask the wrong questions. They may indicate a no be confused, so I’m a little pushy. I want answer, but don’t know why. When the customer to know what a customer is thinking. I quits asking questions, the chance of closing the like to assume the sale. I assume from the start sale drops dramatically. that my chances of making any sale are great If the customer doesn’t know what to ask, right from the get-go. I know that this attitude who does? Practical questions can put the sale has won a lot of sales for me over the years, and back on track. We can’t let the customer quit it continues to do so. talking. We have to ask questions that speak Let me give you an example. It’s easy for me emotionally to the customer. I told my friend to to make quick friends. Several years ago I met a By Wayne Williams ask the customer if he wanted the spare tire and young man who loves to talk, and he especially wheel, and if he did that, we would give him a loves to talk about cars, tires and wheels. He often asks great deal on the fifth tire and wheel. I’m sure no one else my advice on packages for his friends, and I gladly oblige. was going to make that offer. About eight weeks ago, he called about his neighbor who I actually love to talk, train and coach, so I offered my had a Jeep painted root beer brown, along with some friend a few more tips. I told him that chrome might look suspension modifications. good on the darker brown color. When you can get a You know what happened next? We did the whole thing. customer to talk about details, he or she is more likely to “What’s the tallest tire?” Blah, blah, blah. “Will it rub?” Blah, buy. With details, the customer is closer to imagining the blah, blah. “Would black wheels look good?” Blah, blah, Jeep wheels and off-road tires. blah. We went back and forth as so often happens. Win some, lose some “Can he use the same size Another thing, haggling. Many customers are not very rims?” “Would chrome good at haggling, but they try anyway. If you are like me, look better?” And so on. after the customer stumbles on a lousy attempt at haggling, I told my friend, “Make you can think of a dozen things you’d like to say, but can’t. sure you try to get your For gosh sakes, take the customer off the hook and help customer interested in them haggle. At least you are back in control. Remember, several styles and brands most customers don’t know how to negotiate tires, wheels for availability reasons.” or automotive service. I’ve always enjoyed giving a discount After weeks of questions, on a Jeep package. If I make a little less on the spare, who the Jeep owner made cares? Besides, Jeep owners usually know other Jeep his final selection: Moto owners. Any questions? Metal MO962 18x9-inch Here’s another free psychological selling tip; I call chrome, and 33-inch allit neuro-selling. We always talk about getting into the terrain tires — all five, of customer’s head. Well, customers aren’t likely to start course! saying no or tell you why they aren’t going to buy from us (well, maybe millennials). People’s brains today are Advising a customer that chrome Questions speak more adverse to complexity, so we need to keep it simple wheels would look good on a volumes and less complicated to avoid brain-pain, resulting in a brown truck can help make a sale. I was reading the buynegative outcome. ing signals secondhand Secondly, plant positive thoughts; the seeds of positivity through my friend. You know and I know that reading the germinate quickly when a customer is in a buying mode. buying signals is critical to closing any sale. I recognized early They may not be in a buying mood, but they are in buying on that the Jeep owner didn’t really know what he wanted mode. Give your customers positive thoughts and simple, or needed. For that reason alone, I knew we were going uncomplicated solutions. You might have to be a little to make the sale. Questions are verbal signals. Questions pushy, but I say, “Assume the sale!” speak to me about interest levels. More questions mean Once the sale is made, everybody is happy. an increased chance to close the sale. Some salespeople get frustrated with questions. I agree Wayne Williams is president of ExSell Marketing Inc., a that questions can be tiring, but we must realize that “counter intelligence” firm based in La Habra, Calif. He can customers often don’t know what they want and, therefore, be reached at exsellmkting@gmail.com.
Real sales training
And the science — not magic — behind it
Oh great, another expert talking about did that, I would get punched in the face. That’s sales training.” Or, “What are his magic what style is. It’s unique; it’s personality, and it’s steps to a sale?” Well, if you got past the unteachable and almost un-learnable. headline, I’ve got news for you. There is no secret Sales training needs to be based on proven sauce. No heroic “Glengarry Glen Ross” (Gen scientific research that supports trainable techX’ers and Boomers) or “Wolf of Wall Street” niques — actions that can be repeated, and have (Millennials) story to inspire or scare you to death. layers of depth of understanding. You need a new Sales Training 101 isn’t a thing. In fact, the sales person to be able to go through the motions majority of sales training in the tire industry and learn the basics, and an expert who can layer isn’t sales training. It’s product training. TeachBy Dennis McCarron his or her style on top of the technique and make ing someone (or better yet and more clearly it nearly flawless. someone learning) about a product is vastly different At a recent training event, a tire dealer from California than sales training. had this to say: “At first, I hated the idea of having to There are no magic steps. So let’s look at the science and record myself. But when I realized how much it helped practicality of what sales training is and isn’t. me improve, I went back to the shop and we have sales role plays once a quarter in meetings.” What it is Sales training should be about skill development: primarily What it does active listening and converting that into solutions. There Repetition, repetition, repetition. Every year, football may be some necessary knowledge transfer, like learning coaches start training camp with guys who make millions some terminology or memorizing definitions. But the of dollars a year and get them back in the weight room and majority of sales trainpracticing drills on blocking, tackling and running routes. ing should be rooted The basics. A guy could be in the league for 15 years, and in skill development. he still is required to practice. Overcoming objecSales training starts in a workshop where the techniques tions, the art of deep are practiced (hopefully on camera in small group role probing, or observing play, and then critiqued). But how often is the method customer behavior repeated back at work? Anyone who takes CPR knows to organize the sales you need to go back and prove you still know how to do process are the skills it every couple of years. Sales training is as much a part needed. And the best of attending a workshop as it is a culture of the business. way to learn skills is through practice, not How it helps lecture. If you are an owner, you have a brand that is very personal Sales training for store managers to Too many proto you. It is you. And when things go wrong and customers technicians is rooted in skill developgrams today are at get upset, it is infuriating that your brand is damaged. ment and followed up by repetition. some hotel, where Effective sales training shows employees “the way” you the participants pay want them to present vehicle conditions to a customer. money to listen to someone talk about how the speaker did It creates order and process in an environment where this and mastered that and all you need to do is “Always... customers are generally suspicious. Be... Closing.” When salespeople “do it their way,” it is very difficult to Instead, Just... Get... Out. Any method based on one manage how your brand is represented. Buyer’s remorse. person’s history (hero syndrome) is called “style,” and you Bad customer reviews on Yelp. Bad word of mouth. With can’t teach style and you can’t learn techniques by sitting proper sales training and regular practice, most of these there just listening. I remember a guy I used to work with, issues can be avoided or seriously reduced. and when selling air filters, he would tap the dirty one out on the counter and say, “This is pretty dirty. You should Net gain replace it.” And if customers said no, he would scoop the For sales training to be effective, it needs to be developed dirt back into the air filter. When the customer objected, in a workshop (or revisited) and then encouraged and he would start laughing, they would then both laugh, and enforced at the store. Net gain is a term used in some after a few sentences about “I thought you were OK with excellent selling seminars to describe how a customer is the dirt in there,” he would get them to buy the filter. If I better off using your products and services over a competi
tor, without bashing the competition’s product. The net gain of your employees attending good sales training should be immediate use of the techniques, and it should pay for itself in increased sales in just a few short months.
With regular “practices” and increased skill development, employee morale and confidence will increase, and a more professional sales presentation to customers will reduce customer suspicions.
The net gain for your store or company is that sales training should be transformative.
At DSP (Dealer Strategic Planning), we offer a three-day sales and coaching workshop several times a year called Dimensions, where the majority of work is done in small room breakout sessions. Selling scenarios are acted out using real life situations (upset customers, quiet customers and more).
We take the psychology of a sale and break it down to find out how a customer’s behavior works and how that should signal what the salesperson should say and do at any point in the conversation. We also show how these skills translate to employee conversations as well. And we practice, practice and practice those skills.
Here are two quotes from owners who attended or sent someone to a recent sales training workshop:
“I have been to the Dimensions sales training classes twice. There is just so much to draw from: dealing with customers, to dealing with employees, to dealing with your wife and kids. Hey, selling isn’t just to customers! My sales teams for both my organizations have been able to apply some of the basics I have taken back and taught them. I have seen Dennis in many situations outside of Dimensions training in our DSP 20 Group apply the principles of the training, which just re-enforces that he knows, and practices what he preaches.” — Shop owner in Texas
“It will change your life. I thought I would go and learn some things or clean up my presentation, but the concepts learned here will honestly change how you communicate with everyone in your life. I came back from the class ready to fire a technician, and we had a conversation for an hour that never would have happened before, only because I asked the right questions and let him talk. I do this with customers now, and sales have never been better. — Shop owner in Louisiana
A big segment of the workshop is also about developing an understanding of human behavior and how to move people through behavior stages to one that supports a positive buying experience. There is no special sauce. No magic. Just hard work and results that are proven in science and statements from previous attendees.
Dennis McCarron is executive director of Dealer Strategic Planning Inc., a company that manages multiple tire dealer 20 Groups in the U.S. (www.dsp-20group.com). To contact McCarron, email him at dennis@dsp-20group.com.
Brexit! Nothing changes so far
It’s business as usual for the European tire industry
As I sit down to write this column, it to leave the EU has actually improved the market is almost 10 weeks since the United in the past couple of months. Kingdom voted to leave the European For example, in the last few days the UK currency Union. Over the past couple of months there has risen against world curhas been a tremendous amount of speculation rencies for the longest period within the European tire industry as to how this since the Brexit vote. Plus momentous decision will affect the tire market a series of recent business both in the short and long term. surveys have indicated that
By being based in the UK but regularly travelling at the moment the UK within a number of European countries and speakBy John Stone appears to be bouncing to many different people from manufacturers ing back in terms of to dealers, I believe I am in the perfect position to gather manufacturing. an honest and straightforward opinion on how the Brexit More to the point — what vote has been viewed in the market so far. do the European tire manu
To be honest there has not (yet) been much (if any) facturers think of Brexit? significant change that I have noticed. And on a general Well, I can confirm that The UK leaves the note, despite a lot of very negative predictions about the German-based Continental AG admits European Union. UK economy crashing, to date not a lot has happened. In that their initial reaction was a sense of fact, it would be fair to say that the UK has seen a number concern about how the vote would affect trade, but now of initial, encouraging signs that the controversial decision it does not expect big problems and anticipates that a
direct economic impact is expected to remain limited both and VW in Germany benefit from huge vehicle sales in the UK in Europe and the UK. as do Fiat in Italy and Seat from Spain. So why would these
Meanwhile, Goodyear Dunlop Europe is watching the European countries want to damage such a flourishing sales developing situation very closely and would not comment business? It just doesn’t make economic sense! directly on its long-term prognosis but made it clear they Looking at all the bare facts, at the moment nothing has will act accordingly to any changed and it does not look likely to alter future market changes. Over in the near future. In my considered opinion, at Pirelli Tyre S.p.A. the mood based on over two decades of working within is calmer where the Italianthe UK and European tire markets, for the based producer confidentially time being, business will continue as usual. sees no major sales problems And let’s not forget that although the Brexit in the immediate or long-term vote is now established, it will take at least future. three to four years before the UK actually
Finally, on a more general leaves the European Union. note, the Society of Motor Let’s face it — nobody can really predict Manufacturers (SMMT) has the future and this interesting and potentially called for a tariff-free access The EU tire market will survive Brexit changes. game-changing development has only just within the European market. begun. So let’s wait and see what happens in This last statement indicates more concern from the vehicle the long term. One thing we can be sure of — in some format manufacturers than the European tire industry. or other the European tire market sector will continue to move
I have spoken to a lot of people (at all levels) in the European forward and flourish. tire industry and almost universally the general belief is that Brexit will not affect the sales of tires in Europe or indeed the John Stone has been working within the global tire industry UK. At least not in the short term. for the past 24 years. In 2004 he launched his own consulting
OK, so the UK has chosen to break away from being part company, Sapphire Media Services, which caters to business of the European Union. But is this really going to affect trade media clients around the globe. Stone also writes for tire and between countries? I do not think so! After all, BMW, Porsche automotive-related publications in Europe, South Africa and Asia.
Faux windows help give the Medway location a homey exterior.
New and improved
That would be Barry Steinberg’s Direct Tire store in Medway, Mass.
By Bob Ulrich
Barry Steinberg’s first store was one-half of an existing building. His fifth is a new 7,350-square-foot architect’s dream, a modern colonial located in the town of Medway, Mass., and built from the ground up.
“It looks like a house,” says Steinberg, owner of Direct Tire & Auto Service, a five-store chain based in Watertown, Mass. “The town made us adapt to what they wanted, which I was fine with, but we modified the structure. For example, we put in a basement. Construction costs were higher because of the appearance and windows and the landscaping. It’s basically the way the town wanted it to look, and that includes the roof line.”
Three of the eight bays are in the back of the building, hidden from the road. With fewer visible bays, “it looks less like a garage,” he says. “It’s a very impressive, very efficient, very clean, very green store. The heating system is very efficient. We recycle the used motor oil to heat the shop. The siding is called Hardie, and it retains the heat and cool. We use well water for all the landscaping so we’re not using town water, which they don’t want us to use because there’s a drought.”
A dumpster, which Direct Tire shares with its neighbor, Advance Auto Parts, and a casing trailer are hidden by white fencing.
Inside, the showroom is designed with plenty of open space. There is no sales counter; employees meet the customers at kiosks.
In the service area, all the lifts are flush-mounted, which Steinberg says prevents door dings.
A set of seven fluid guns hang from the ceiling at strategic stations throughout the eight bays. Six dispense different viscosities of motor oil; the seventh doles out washer fluid.
Catchy phrase
In metropolitan Boston, Direct Tire & Auto Service is known for its catchphrases. The slogan that put it on the map, however, was “We’ll fix it so it brakes,” which is registered in all 50 states.
Barry Steinberg, owner of the five-store dealership, says the slogan was created some 30 years ago by a pair of local advertising agency interns. He had just signed a one year deal for a billboard on the Massachusetts Turnpike.
“They come and ask, ‘Mr. Steinberg, what part of your business do you want to promote?’ I said, ‘We really want to promote the brake business because there’s a huge growth market there.’
“The next week they come over with three storyboards. They show me the first two and I didn’t like them. The third one was ‘We’ll fix it so it brakes.’
“I put that up on the billboard within two weeks, and have been using it ever since.”
Garage sales
There are very few tire dealers in Medway, where the average household income is about $103,000. Direct Tire’s competition is predominantly limited to “Joe’s Auto Repair” and other smaller garages,” says Steinberg. “These aren’t places that wives would go to, or sophisticated guys would want to bring their Mercedes to.” There is also one fellow independent dealer up the road.
Ironically, Steinberg was able to lease the property after negotiations between the town and Goodyear Tire & Rubber Co. broke down.
Fast start
The first Direct Tire outlet opened in Watertown in 1974. “I only had half of the building, where the service side is now. I was there a year before the other tenant vacated, and I took over the whole building, 10,000 square feet.”
He sells 70 tires a day out of 15-bay location, more than 100 a day during the winter months.
Steinberg employs more than 20 people in Watertown, and nearly 90 overall, including two part-timers. When fully staffed, the Medway store will have at least 10 employees.
Will the Medway location ever reach the heights of the original store, or any of the other three Massachusetts outlets in Natick (11 bays), Peabody and Norwood, respectively?
“I am confident this location will be sensational, and the market has nothing but potential for growth,” says Steinberg.
Clockwise from top left: 1) Six different viscosities of motor oil hang at the ready, with the washer fluid hose next to them. 2) Owner Barry Steinberg says the Medway warehouse can stock up to 1,000 tires; its main lines are Toyo, Nokian, Continental and Pirelli. 3) Service Manager Ed DeGeorge will send the “Get Transparency” video of the brakes to the vehicle owner. 4) The open showroom features six tire displays, plus photos of the area taken by Direct Tire Chief Financial Officer and Human Resources Manager Clark Goodpaster.
Nokian extends its all-season lineup
Company unveils a UHP tire designed for North America
By Joy Kopcha
Winter tires may have brought Nokian Tyres plc to North America, but they aren’t enough to pave the path to the brand’s growth here. The tire maker knew it needed to invest in all-season products. First came the eNtyre and Rotiiva lines, and up next is an all-season ultra-high performance tire, the zLine.
“We have a good base of all-season products that we can build on,” says Steve Bourassa, Nokian’s product director for North
The zLine A/S tires come fitted with Nokian’s Driving Safety Indicator on the center rib which shows the percentage of tread depth that remains.
America. “Nokian Tyres wants to continue to grow.”
And he says the company knew it couldn’t rely on the market to create its growth opportunity. U.S. tire shipments have increased by about 7 million tires since 2000, and the market has been just as flat in Canada. “What has changed has been the product mix within that market,” Bourassa says. “Those HP and UHP segments are our opportunities for growth.”
He points to statistics and projections from the Rubber Manufacturers Association (RMA). In 2000 RMA members counted UHP tires as 3.5% of the replacement passenger tire market, and high performance tires represented 8.7%. By 2018 the two performance segments will account for 40% of the passenger tire market.
And that’s where the Nokian zLine A/S line enters the picture. With sizes for both passenger cars and SUVs, the zLine is W-rated and available for order in 31 sizes for wheels 16 to 20 inches. Of the 31 sizes, all but the two smallest tires are designed to haul extra loads. Consumer purchases are set to begin in January 2017.
Handling, wear and comfort
The zLine features a stiff outer shoulder and contoured groove corners that provide support on wet and slushy roads, even while cornering and making lane changes. Three-dimensional siping binds the tread blocks together for better handling, and cooling technology removes the heat from the hottest parts of the tire, which also improves handling and durability.
A new rubber compound, the Dynamic Traction Boost
Tread Compound, was specially tailored for use at higher speeds. Nokian says it improves wet grip and saves fuel, and also stands up against the stress ofrough asphalt. The full silica compound provides wet grip no matterthe weather, while the tire’s longitudinal and transversal grooves are designed to flush waterand slush from between the road’s and tire’s surfaces.
The Comfort Base Compound underneath the tread softens the impacts ofdriving, and gives the tire a comfortable feel even on rough roads. AClinch Rubber
Compound in the bead area is designed to minimize vibrations from within the tire, and a special groove design targets both interiortire noise and the external rolling noise of the vehicle. But those soft touches are combined with a high tensile steel belt structure which makes the tire’s structure hard, but light. It helps with handling and better mileage, and also is a stronger barrier against cuts caused by curbs, the company says.
Matti Morri, technical customer service manager for Nokian, says the companytested the tire’s tough construction with a water test. It filled a 225/40R18 XL tire with water and cranked up the pressure. The tire didn’t breakuntil it reached 372 psi, and even then, it broke only at the bead.
The passenger and SUV tires are identical, except the tread compound of the SUV tire is even stiffer than the passenger car model. The tougher compound improves handling, and Aramid sidewall technology improves the tire’s service life because it helps reduce sidewall damage. The SUV tire will be available in three extra-load sizes: 255/55R18 109W, 255/50R19 107W and 235/55R19 105W.
Tommi Heinonen, president of Nokian Tyres North America, acknowledges it will take some time for the company to increase its brand awareness in the U.S. “It’s a long run. It’s not going to happen overnight.” But he says Nokian is “actively researching new markets” and working to fill in the “white spots” on the company’s distribution map. “There are a lot of places where Nokian is not available at all.”
But that’s also something that should work in favor of tire dealers who sell the brand, Heinonen says. “It’s a premium tire. It’s something that’s not yet available on every corner. It’s easier for a dealer to make a profit when it’s not available on every corner.”
TAG celebrates milestone
After 20 years, the buying group continues to grow
By Bob Ulrich
In 1996, a half dozen large independent tire dealers banded together to form a buying group that would “help them compete against warehouse clubs and the big box stores,” says Mark Rhodes, president of Plaza Tire Service Inc.
Twenty years later, the Tire Alliance Groupe has grown to 16 members, and its tire unit sales have increased fourfold. But the “benchmarking sessions,” as Rhodes calls them, have remained a key benefit of membership.
“We share the same pain and we also share the same gain,” says Joe Tomarchio, executive vice president of member Monro Muffler Brake Inc. Tomarchio and his brother Fred were owners of Mr. Tire Inc. when they joined TAG in 1996. Monro purchased the Mr. Tire chain in 2004.
Tire branding The group recently celebrated its 20th anniversary at its annual meeting in New York City. President Paul Alves, however, would rather look ahead, not back. “We’re going to add some membership, but we’re going to add good partners strategiThe Pantera Touring A/S (left) and cally,” he says. “The East Sport A/S (right) private brand tires Coast, California and the are available to TAG members in 41and 29 sizes, respectively. Pacific Northwest are strong footholds for us.
So is Texas. We don’t have a lot of representation in the Midwest.
“We’re also going to continue looking at exclusive lines, and not only private brands like our new Pantera. We are even talking with our branded vendors about proprietary brands within their own lineup.”
Pantera is a new private brand tire produced for the group by Qingdao Sentury Tire Co. Ltd. in Thailand. Four lines are available: the Touring A/S (60,000-mile limited wear warranty),
Sport A/S, Sport SUV and Touring CUV A/S.
Three Pantera light truck tire lines will be available in the near future: the Supertrac M/T, the Supertrac H/T and the
TAG President Paul Alves (left) poses with board members Mark Rhodes, center, and Joe Tomarchio.
Supertrac A/T. Maxwell Wee, executive vice president of Sentury Tire USA Inc., says the A/T eventually will qualify for Three-Peak Mountain Snowflake certification.
TAG helped design the tires. Mike Pallotta, director of tire warehouse merchandising for Monro Muffler Brake, says the group tried to name the tires after their applications.
TAG also offers Black Lion, Autogrip, Achilles, Vee Rubber, Pirelli, Yokohama, Falken and Hankook brand tires.
Longtime members TAG honors ties to its past At its 20th anniversary meeting in September, the Tire Alliance Groupe (TAG) recognized a number of members for their loyalty.
20 years 1. Monro Muffler Brake Inc. 2. Plaza Tire Service Inc. 3. MPD Tire Group 4. Mavis Tire Supply Corp./STS 5. Bridgestone Retail Operations/Tires Plus
10+ years 1. Free Service Tire Co. 2. Tire Factory Inc./Point S USA 3. United Tire Group 4. Great Lakes Tire Group
Express Oil Change LLC/Tire Engineers became the newest member, No. 16, when it joined TAG in January.
AAPEX by the numbers
Trade show will have 2,200 exhibitors and 45,000 targeted buyers representing a $356 BILLION market
By Lori L. Mavrigian
The Automotive Aftermarket Products Expo (AAPEX) will be held Tuesday, Nov. 1, through Thursday, Nov. 3, at the Sands Expo in Las Vegas, with AAPEXedu (educational) sessions starting on Monday, Oct. 31.
The global event represents the $356 billion global aftermarket auto care industry. It is expected to feature more than 2,200 exhibitors and 45,000 targeted buyers.
AAPEX is part of the Automotive Aftermarket Industry Week (AAIW) held from Nov. 1 to Nov. 4, which also features the Specialty Equipment Market Association (SEMA) Show including the Tire Industry Association’s (TIA) Global Tire Expo (see our September issue for more information). AAPEX is co-owned by the Auto Care Association and the Automotive Aftermarket Suppliers Association (AASA), the light vehicle aftermarket division of the Motor & Equipment Manufacturers Association (MEMA). Approximately 160,000 automotive aftermarket professionals from more than 140 countries are projected to be in Las Vegas during AAIW.
The 2016 AAPEX show is expected to feature more than 2,200 exhibitors and 45,000 targeted buyers.
AAPEX educational tracks
While AAPEX exhibits are open Tuesday, Nov. 1, to Friday, Nov. 3, the AAPEXedu program starts on Monday, Oct. 31, and runs through Friday.
All educational sessions are accredited by the University of the Aftermarket toward the Automotive Aftermarket Professional (AAP) and Master Automotive Aftermarket Professional (MAAP) designations.
There will be six AAPEXedu tracks at the show: Industry Trends; Connected Car Opportunities; Sales and Purchasing; Marketing, Branding and Customer Relationships; a Service Professionals Program; and a Young Professional Program. There will be a total of 42 sessions within the six tracks.
In addition to the AAPEXedu sessions, this year’s Service Professionals Program will include Automotive Video Inc. (AVI) technical training and the Automotive Service Association (ASA) management training on Oct. 31 and Nov. 1. There is a separate registration fee to attend these training programs.
Educational opportunities
Here is a partial list of the conferences and educational sessions to be presented. All will be held at The Venetian. For the full schedule of sessions, see www.aapexshow.com.
Monday, Oct. 31
10 a.m. – 4 p.m. Remanufacturing conference
2 p.m. – 3 p.m.
Strategies for Global Expansion
This session is for those who are trying to expand their businesses internationally. Participants will learn key steps and create a strategy to take their business abroad or to continue to enter new markets.
The presenter will show how to navigate and negotiate new international markets, acquire clients globally and build strong, long-term international partnerships.
3:30 p.m. to 4:30 p.m.
Consolidation of China’s Aftermarket: Opportunities and Challenges
This session will examine China’s light vehicle aftermarket in terms of size, vehicle make-up, distribution and growth trends. It will compare China’s development to that of the U.S. to look for clues as to how China’s market will evolve and consolidate. Areas of opportunity and challenge will be highlighted as well as some principles of success.
Tuesday, Nov. 1
7:30 a.m. to 8:30 a.m. 2017 Aftermarket Outlook
At this year’s Aftermarket Outlook, NPD’s Director of Industry Analysis Nathan Shipley will reveal how sales in 2016 measured up to expectations, share insights into consumer attitudes that will shape the coming year, and provide his outlook on sales for 2017.
Insights and analysis will be derived from examining economic trends, consumer research and product sales data, including the 2017 Consumer Outlook Survey.
This session is also offered Wednesday, Nov. 2, at 2 p.m.
Selling Value: The Key to Better Sales Negotiation Outcomes This fast-paced program will show you how to leverage your added value to negotiate the best deal possible in any sales negotiation situation. Attendees will learn how to get inside the buyer’s head to understand which value propositions are really important to them and how much they are truly willing to pay for them; how to uncover unique asymmetrical trades that allow you to create value that no competitor can match; and how to negotiate effectively.
7:30 a.m. to 8:40 a.m.
Selling Parts for Imports: Have You Ever Tried Listening to Your Customers?
This seminar will allow all facets of the industry to learn what the end user of their product wants. Technicians will be asked what they want and expect in terms of product quality, importance of service and counter-person knowledge. Whether it is the products you sell, the services you provide or incentives that you offer, learn how important these factors are to the people who choose the companies they want to buy from and the brands they desire.
Approximately 160,000 automotive aftermarket professionals will attend the AAPEX and SEMA shows.
9 a.m. to 10 a.m.
Is Vertical Integration in the Aftermarket Going to Redefine the Competitive Landscape?
A potential trend seems to be forming toward vertical consolidation among channel players (including installers/ retailers, wholesalers/distributors and now, manufacturers) resulting in a potential shift in the competitive landscape. The session will outline the implications of trends in the North American aftermarket and their impact on aftermarket players.
Next Generation Marketing: Successfully Positioning a Brand or Service with the Millennial Buyer
Attendees will learn the truths about marketing to millennials, practical to-do’s to strategically position your brand or service with millennials, and hear an inspiring story about how to manage change successfully.
3:30 p.m. to 4:30 p.m.
Commercial Vehicle Overview: Inside the Numbers
Hear the details about the changes taking place in the commercial vehicle market and how these changes will shape the future market. This session is designed to highlight major trends gleaned from AAPEX’s commercial vehicle profile. This profile can identify trends in who is buying commercial vehicles, what they are using them for, and where the market is going on a regional and fleet-size basis.
Wednesday, Nov. 2
9 a.m. to 10 a.m.
Content Marketing: Story Telling. Bigger Revenues. Less Selling
Johnson will teach five secrets to telling stories that entice people to buy based on changing attitudes and behaviors about the products you sell that should drive big revenue. Attendees will learn how to tell stories that make buyers clamor to hear more, how to turn stories into leads, and how to turn leads into loyal customers.
11 a.m. to noon
Building Your Brand in the Digital Age
Learn how to use data and advanced tools and tactics to reach niche B2B and B2C audiences. Case histories of programs targeted to repair professionals, repair shop owners and niche consumer audiences will be presented. Attendees will learn how to reach repair shop owners and technicians, including specialists, in a completely new way, how to target niche consumer audiences, performance, classic car buffs, off-road enthusiasts, and how to leverage new, hyper-precise geo targeting to engage when the audience is ready to buy.
1 p.m. to 1:45 p.m.
Network Brilliantly for Business and Professional Growth
It’s time to stop the excuses and turn on a new networking program to light up your business and help grow your career. A national columnist called the “queen of networking” will deliver a clear process, filled with actions you can take at your dealership this same day. Learn tons of tips and tricks and common bloopers to avoid.
Attendees will learn how to start developing your networking plan now, even if you don’t have one today, how to avoid the common excuses that prevent you from relationship-building success, and practical, actionable tips and examples of pitfalls to avoid.
Thursday, Nov. 3 8 a.m. to 9 a.m.
Induction System Diagnosis and Repair
Case studies will demonstrate field diagnostics and fixes on both gasoline and diesel engines. Attendees will learn turbocharger control systems and failure diagnosis; repair and replacement techniques to diagnose manifold tuning controls; and how to improve your induction troubleshooting skills.
9:30 a.m. to 10:30 a.m. 15 Seconds to Yes!
What do you do when a customer says “no” to a sale? Many times the first “no” is just a test from the customer. However, many service advisors don’t know how to get beyond the first “no” without putting undo pressure on the customer to buy. You’ll leave with a complete system to help you move
beyond the first “no” in a non-threatening way that will assist you in closing more sales.
Attendees will learn how preparation is the key to success; what to say when a customer says “no,” and how to create a customercentric process such that customers want to buy.
Achieving Service Pre-registered attendees of the AAPEX show voted on Excellence in Today’s the best new products in the New Products Showcase. TPMS Market See all the entries on Level 2, Hall D+ at the Sands Expo.
This session will teach you three very important but often longevity; how repair shop owners and overlooked actions to take to service managers can market synthetic oil to their TPMS properly. Learn directly from customers; and how to better establish a TIA Certified instructor the correct your stop as the “go-to” synthetic oil steps to take each and every time you specialist, thereby boosting your bottom service TPMS, and how to ensure you line in this key service category. are protecting yourself, your company and your customer. General session
Attendees will learn the standard operatRetired four-star General Michael ing procedures; about service pack replaceHayden will speak at the AAPEX general ment; and about sensor identification. session on Wednesday, Nov. 2, from 8 a.m. to 8:50 a.m. at the Venetian in Las Vegas. 11 a.m. to noon It is free to all AAPEX attendees and no
Attention to Details: Make Brake pre-registration is required. Service More Efficient and Profitable Hayden is former director of the
Topics such as choosing the right brake Central Intelligence Agency (CIA) and friction and rotors for various vehicle National Security Agency (NSA). During applications to prevent problems down his address, Hayden will dissect political the road will be covered. Attendees are situations in hot spots around the world, also welcome to bring their own brake analyzing the global environment and concerns and topics to discuss. offering an insider’s look at what it all
Attendees will learn how attention to means for America and America’s interests. details can help maximize profitability on He will speak on the need to adapt to the brake service; why certain brake pads may ever-changing informational landscape and be the wrong choice for your application; the dangers, risks, and potential rewards and how to prevent the top two brake of America’s cyber security situation. issues: noise and pedal pulsation. Hayden is the author of the upcoming book Playing to the Edge: American
Synthetic Oils: Rejuvenate Your MainIntelligence in the Age of Terror. tenance Service Business All AAPEXedu sessions are offered at
The number of higher-quality motor no cost to AAPEX attendees. Attendees oils on the market today has extended are asked to register to reserve a seat in manufacturers’ recommended oil change the classes they plan to attend as many intervals well beyond the 3,000-mile mark. sessions will fill up quickly. To register, While this might seem like a blow to your visit www.aapexshow.com/newse. business, incorporating higher-quality oils AAPEX also features a variety of with a scheduled maintenance package receptions for networking and making for your customers can take your business connections with professionals from all to new heights. Attendees will learn the areas of the automotive industry. composition of synthetic oil and what See the complete AAPEX schedule at it can do for engine performance and www.aapexshow.com.
Honda CR-V 2007-2013
SUBJECT VEHICLES: 2007 to 2013 Honda CR-V. RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED? Yes. The Honda diagnostic system (HDS) or an OBD-II compatible scan tool and an ATEQ VT55 tool (recommended), or the TPMS sensor tool AKS0620006 must be used to program information into new TPMS control unit with both of the reset procedures. The TPMS sensor tool (AKS0620006) has been superseded by the ATEQ VT55 tool, and is recommended for use on all Honda vehicles.
NOTE: When a tire pressure sensor or control unit is replaced, or a known-good wheel is substituted, the ID(s) of all four tires’ sensors must be memorized by the TPMS control unit. After memorizing the sensor ID(s) or doing a tire rotation, the mounting location of sensors 1, 2, 3 and 4 must be determined. See reset procedures.
Whenever the vehicle speed exceeds 28 mph, the tire pressure monitoring system (TPMS) control unit in 2007 to 2013 Honda CR-Vs monitors all four tires and the system itself. If it detects less than 24 psi (168 kPa) in a tire, it alerts the driver by turning on the low pressure indicator and setting a diagnostic trouble code (DTC) in the control unit. When the tire pressure is increased to more than 28 psi (190 kPa) and the vehicle is driven above 28 mph, the control unit will turn off the indicators and store the DTC(s).
When the system detects a problem, the TPMS control unit sets a code, but shifts to fail-safe mode, and does not alert the driver to low tire pressures. If the TPMS control unit loses power or fails, the TPMS indicator will come on, but no DTC will be set. Each sensor is an integrated unit made up of the tire valve stem, a pressure sensor, and a transmitter. The unit is attached to the inside of the wheel, around the valve stem. Each low pressure sensor has its own ID to prevent jamming by similar systems on other vehicles.
After memorizing all the sensor ID(s), the control unit receives only those specific signals. Sensor memorization after normal tire rotation is not necessary.
Tire pressure monitor warning indicators
NOTE: Tire pressures will increase slightly as the temperature in the tires rises during driving at highway speeds. Pressures will also increase or decrease slightly with changes in outside air temperature. A temperature change of about 18 degrees Fahrenheit (10 degrees Celsius) will change tire pressure by about 1.5 psi (10 kPa). If the temperature drops and then rises, tire pressure could decrease just enough to turn on the low pressure and tire(s) indicators, but later increase enough to turn them off. To resolve a complaint of such intermittent indications, confirm and clear the stored DTC(s) and check the tire pressures. Then explain to the customer how temperature changes can affect the system, especially when tire pressures are near the low end of the TPMS normal range — 24 to 32 psi (168 to 220 kPa).
NOTE: If the outside temperature is at or below -40° F (-40° C), the system may not function properly. If low tire pressure indicator is lit continuously, due to low pressure in one or more tires, adjust tire inflation to proper pressure as indicated on the tire and loading information placard. The light will remain on until tire pressure is properly set. If the warning light is still lit, or the TPMS indicator is lit continuously, there is a problem in the TPMS. See the appropriate manufacturer service information. If a problem is detected in the system, the TPMS indicator will come on. If low tire pressure and a problem in the system are detected, only the TPMS indicator comes on. When the system detects a problem, the TPMS control unit sets a code, but shifts to fail-safe mode, and does not alert the driver to low tire pressures. If the TPMS control unit loses power or fails, the TPMS indicator will come on, but no DTC will be set.
NOTE: If a flat tire is replaced with the spare tire, the TPMS indicator will come on, and DTC(s) will be set, because the system is no longer receiving the signal from the flat tire’s transmitter. This does not indicate a problem with the spare tire.
Reset procedures
NOTE: When a tire pressure sensor or control unit is replaced, or a knowngood wheel is substituted, the ID(s) of all four tires’ sensors must be memorized by the TPMS control unit. See memorizing sensor ID. After
memorizing the sensor ID(s) or doing a tire rotation, the mounting location of sensors 1, 2, 3 and 4 must be determined. See sensor location.
When the tire pressure warning light illuminates and a warning message (10 ft.) from any other TPMS pressure sensor not installed on that vehicle. Memorizing sensor ID
NOTE: When doing a tire rotation, memorizing the sensors is not needed. NOTE: Let the vehicle sit for at least AKS0620006 near one wheel, and memorize the pressure sensor ID by following the screen prompts on the HDS. If the TPMS control unit is still having trouble learning ID(s), refer to the appropriate service information.
The tire pressure monitoring system (TPMS) control unit in 2007 to 2013 Honda CR-Vs, like the 2011 above, monitors all four tires and the system itself. If it detects less than 24 psi in a tire, it alerts the driver by turning on the low pressure indicator and setting a diagnostic trouble code (DTC) in the control unit. When the tire pressure is increased to more than 28 psi and the vehicle is driven above 28 mph, the control unit will turn off the indicators and store the DTC(s).
appears, immediately check air pressure of all tires and adjust to the specified pressure. Drive the vehicle above 28 mph (45 km/h) for a few minutes. Ensure that the warning indicators go out. Tire pressure sensor registration
NOTE: The Honda Diagnostic System (HDS) or an OBD-II compatible scan tool and an ATEQ VT55 tool (recommended), or the TPMS sensor tool AKS0620006 must be used to program information into new TPMS control unit with both of the reset procedures. The TPMS sensor tool (AKS0620006) has been superseded by the ATEQ VT55 tool, and is recommended for use on all Honda vehicles.
NOTE: To ensure the control unit memorizes the correct ID, the vehicle with the new sensor must be at least 3 m five minutes to allow the tire pressure sensors to switch to sleep mode. 1) With the ignition switch in OFF position, connect the HDS to the 16-pin Data Link Connector (DLC) located under the left side of the dashboard. 2) Turn the ignition switch to ON position, and verify that HDS is communicating with the TPMS control unit. NOTE: If “Not Defined” displays on the HDS, turn the ATEQ VT55 OFF, rotate the tire 1/4 turn, turn ON the initializer, and try to initialize again. Repeat this procedure until a response is shown. NOTE: If the vehicle’s ignition switch is turned OFF before all sensors are memorized, the memorizing ID is canceled. 3) Hold the ATEQ VT55 tool (recommended), or the TPMS sensor tool 4) Repeat the last step for each wheel until all four sensor ID(s) are memorized. When all are memorized, the low tire pressure indicator will blink. 5) Turn the ignition OFF. 6) Test-drive the vehicle at 28 mph or more for at least three minutes. Monitor the low pressure indicator to be certain it does not blink. NOTE: If it has been more than five minutes since the end of the last test drive, the tire pressure sensors will need to be reactivated with the ATEQ VT55. 7) Turn the ignition switch OFF, reduce the pressure in one tire until it is below 24 psi, then turn the ignition switch ON. 8) Test drive the vehicle at 28 mph or more for at least one minute. 9) Verify that the low pressure indicator turns on, and then re-inflate the tire.
10) Repeat steps 7 through 9 for all other tires. Clear any DTC(s) with the HDS.
Sensor location 1) With the ignition OFF, connect the HDS to the 16-pin data link connector (DLC) located under the left side of the dashboard. 2) Turn the ignition switch ON, and verify that HDS is communicating with the TPMS control unit. 3) Follow the prompts on the HDS to activate the tire pressure sensors using the ATEQ VT55 tool (which is recommended), or the TPMS sensor tool AKS0620006. Start with the left front (LF) wheel. Initialize the vehicle’s wheels in the following order: left front (LF), left rear (LR), right rear (RR), and right front (RF). 4) Check the HDS screen, and note the active sensor reception order of tire pressure sensors 1, 2, 3 and 4. 5) Note the sensor location for future reference. 6) Turn the ignition switch OFF.
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: When a tire pressure sensor is replaced, the sensor ID must be memorized by the TPMS control unit. See reset procedures.
NOTE: Vehicles equipped with a TPMS must use wheels made for the system, or the system will not work. On all models, a “TPMS” mark is visible on the wheel, and a counterweight is cast into the opposite side of the spoke to balance the weight of the sensor.
Tire pressure sensor
CAUTION: Fluid sealant used to repair a punctured tire can damage the tire pressure sensor mounted on each wheel. It can prevent the system from detecting the correct tire pressure and set a DTC even though the system is normal.
Removal
1) Raise the vehicle, and support it with safety stands in the proper locations. 2) Remove the wheel with a faulty sensor. 3) Remove the tire valve cap and valve core, and let the tire deflate. 4) Remove any balance weights, and then remove the tire from the wheel with a commercially available tire changer. Note these two items listed below to avoid damaging the tire pressure sensor: • Do the outside of the wheel first.
Position the wheel as shown so the valve stem is 90 degrees from the bead breaker (see Figure 1). • Do not position bead breaker of tire changer too close to the rim.
to the valve stem, and will move away from it when the machine starts. Then remove the tire from the wheel (see Figure 2). 5) Remove the valve stem nut and washer, and then remove the tire pressure sensor with the valve stem from the wheel. If the valve stem nut cannot be removed by hand, spray valve stem with rust penetrant, and then carefully remove the nut with pliers. NOTE: The valve stem grommet might stay in the wheel; make sure to remove it.
Figure 1: Removing the tire from the wheel (1 of 2 illustrations).
Figure 2: Removing the tire from the wheel (2 of 2 illustrations).
6) Remove and discard the valve stem grommet from the tire pressure sensor (see Figure 3). NOTE: Use a new nut, valve stem and screw.
1) Before installing the tire pressure sensor, clean the mating surfaces on the sensor and the wheel. 2) Install the tire pressure sensor and washer to the wheel, and tighten valve stem nut finger tight. Make sure the sensor is resting on the wheel (see Figure 4). NOTE: Do not use air or electric impact tools to tighten a valve stem nut. 3) Tighten the valve nut to 35 in.-lbs. (4 N.m) while making sure to hold the tire pressure sensor toward the wheel. 4) Lube the tire bead, and position the wheel so the tire machine and tire iron are next to the valve stem and will move
AME International releases digital tire inflator
The new Dura-Flate from AME International is a durable, handheld digital tire inflator. The company says Dura-Flate measures, inflates, and deflates tires with advanced precision and is for use in the industrial, workshop, automotive and fleet service industries. Powered by two AAA batteries, the Dura-Flate provides 80 hours of battery life. The backlit LCD screen has an auto-off function to preserve battery life. The Dura-Flate will not fail when dropped or abused, according to the company. AME INTERNATIONAL LLC Quik-Link: (800) 687-1557, ext. 21180 www.mtdquiklink.com/21180
Plasteel premium wheel weights from Plombco are made of steel with a plastic shell. Among other advantages, Plasteel premium wheel weights are easy to install, have exceptional corrosion resistance, look great and don’t scratch the wheel, according to the company. Learn more about Plasteel by visiting www.plasteelwheelweights.com. This website has information regarding the features and benefits of Plasteel premium wheel weights. A free sample and/or information about Plasteel can be requested from the website. Video clips demonstrate the main features of Plasteel. PLOMBCO INC. Quik-Link: (800) 687-1557, ext. 21181 www.mtdquiklink.com/21181
Firestone Destination LE2 tires are designed for all seasons
Bridgestone Americas says its Firestone brand Destination LE2 tires offer all-season performance and a quiet, comfortable ride at a reasonable price. Continuous closed shoulder blocks provide dry performance and wear life. Circumferential grooves, zigzag sipes and sweeping slots enhance performance on wet surfaces. Firestone Destination LE2 tires have a 60,000-mile limited tread wear warranty. BRIDGESTONE AMERICAS INC. Quik-Link: (800) 687-1557, ext. 21182 www.mtdquiklink.com/21182
Tracerline leak detection lamp gets into cramped spots
The Tracerline VioMax Plus telescopic, true UV (violet light) leak detection lamp from Tracer Products is engineered for finding A/C and fluid leaks in tight, cramped areas inaccessible to larger lamps. Its super-bright 400 nanometers (nm) violet light LED offers optimal fluorescent response and contrast, and works with both universal/ester and PAG A/C dyes, as well as most fluid dyes. The company says it makes seeing leaking fluid easy and quick. TRACER PRODUCTS INC. Quik-Link: (800) 687-1557, ext. 21183 www.mtdquiklink.com/21183
Clore adds start-stop batteries to BA9’s testing range
Clore Automotive has added the ability to test start-stop AGM (absorbent glass mat) and start-stop enhanced flooded batteries to its Solar brand Model No. BA9 12V digital battery and system tester. The BA9 also tests flooded, AGM, spiral wound and gel cell batteries. The BA9 is a pocket-sized unit that features a wide testing capacity. Other features include the convenience of starting and charging system testing, offering quick assessment and providing a numerical result and a pass/ fail result. CLORE AUTOMOTIVE INC. Quik-Link: (800) 687-1557, ext. 21184 www.mtdquiklink.com/21184
OTC offers three-piece push pin/body clip pliers
OTC, a Bosch Automotive Service Solutions brand, says the new OTC 2497 three-piece push pin/body clip pliers set can remove plastic body fasteners and retaining clips with ease in nearly any location. Each plier in the set offers straight, 45 degree and 90 degree angled jaws to make obscure areas easy to access. The unique design lifts the center pin and pulls body clips without damaging the anchors, eliminating the need for replacement clips. BOSCH AUTOMOTIVE SERVICE SOLUTIONS Quik-Link: (800) 687-1557, ext. 21185 www.mtdquiklink.com/21185
Mahle’s head gasket set for Ford 6/0L PowerStroke engine has 193 pieces
The Mahle Original brand cylinder head gasket set from Mahle Aftermarket for the Ford 6.0L PowerStroke engine comes with 193 pieces engineered to match the original equipment (OE) parts. The company says the set has significantly more components than sets offered by other aftermarket suppliers or the OE dealer. Compared to the dealer set, the Mahle Original set has 91 more pieces, including parts such as the lower valve cover and intake/exhaust manifold gaskets, O-rings, high pressure oil pump and valve stem seals. The seals are color coded to identify their replacement location. MAHLE AFTERMARKET INC. Quik-Link: (800) 687-1557, ext. 21186 www.mtdquiklink.com/21186
Hercules adds Terra Trac M/T to Terra Trac line
Hercules Tire and Rubber Co.’s new Terra Trac M/T has on-road road hazard protection up to two years or 50% tread wear. The company says exclusive Hi/ Lo tread design incorporates a higher void-to-rubber ratio on the outside of the tire for aggressive off-road traction. A tighter center rib section provides better on-road stability and reduced road noise. The Terra Trac M/T has stud pins in the tread for winter traction and control; a reversible camouflage sidewall design for an aggressive appearance; and large shoulder scallops for superior off-road traction and rough terrain grip while enhancing soft surface traction. HERCULES TIRE AND RUBBER CO. Quik-Link: (800) 687-1557, ext. 21187 www.mtdquiklink.com/21187
Autel’s new wireless tool performs diagnostics and TPMS
The MaxiSys MS906TS from Autel Intelligent Technology Corp. is the latest addition to the MaxiSys product line of advanced wireless diagnostic devices integrated with the TPMS antenna module. Autel says the MaxiSys MS906TS is designed to provide comprehensive vehicle diagnostics and analysis along with universal TPMS solutions. Features included an Exynos 5260 6-core processor (1.3 GHz quad-core ARM Cortex-A7 + 1.7 GHz dual-core ARM Cortex-A15), an 8-inch capacitive HD touch screen, and long-distance wireless communication. AUTEL INTELLIGENT TECHNOLOGY CORP. LTD. Quik-Link: (800) 687-1557, ext. 21188 www.mtdquiklink.com/21188
Permatex designs gasket maker to resist synthetic oils
The Ultra Synthetic RTV Gasket Maker from Permatex is specially designed to provide exceptional resistance to synthetic motor oils. The company says Ultra Synthetic RTV Gasket Maker is ideal for making formed-in-place, silicone rubber gaskets on oil pans, valve covers, timing gear covers, and intake manifold end seals. It prevents leak paths commonly associated with full and blended synthetic oils. Resistant to aging, weathering and thermal cycling, Permatex Ultra Synthetic RTV is also sensor-safe and non-corrosive. PERMATEX Quik-Link: (800) 687-1557, ext. 21189 www.mtdquiklink.com/21189
ACDelco introduces Advantage Bearings line
ACDelco’s new Advantage bearings line has more than 160 part numbers covering ball bearings, clutch release bearings, hanger bearings, hub assemblies, hub spindle kits, taper bearings and wheel bearings. The company says the new bearing line provides coverage for 69 million vehicles on U.S. roads today. ACDelco Advantage bearing assemblies are designed to provide premium fit, form and function at a competitive price. The company says they are manufactured using premium steel, which increases bearing life and reduces fatigue spalling. ACDELCO
31 Inc. has new TPMS valve stem assortment
31 Inc. says its X-tra Seal tire pressure monitoring system (TPMS) rubber valve replacement parts assortment (17-21307) includes the most popular valve stem kits. The new valve stem assortment features rubber snap-in and metal clamp-in valves, a TPMS valve core torque tool, and 100 nickel-plated TPMS valve cores. 31 INC. Quik-Link: (800) 687-1557, ext. 21190 www.mtdquiklink.com/21190
Quik-Link: 800-687-1557 ext. 21153
Omni United introduces Radar RW 5 winter tire
The new Radar RW 5 from Omni United fits passenger cars, CUVs and SUVs. It is made from a silica tread compound designed to give extra grip on snowy, slushy and wet roads. All sizes have the Three Peak Mountain Snowflake symbol. Sizes range from 14- to 18-inch rim diameter and feature speed ratings up to V. Many sizes are available in Extra Load (XL). The RW 5 is designed to deliver enhanced traction, shorter braking and maximum driving confidence at higher speeds in winter conditions. OMNI UNITED (S) PTD. LTD. Quik-Link: (800) 687-1557, ext. 21191 www.mtdquiklink.com/21191
SMP adds switches and sensors
Standard Motor Products (SMP) has added 239 part numbers to its Standard and Intermotor lines. The release spans 38 product categories and expands coverage through the 2016 model year with more than 152 million additional VIO. SMP introduced 75 switches and 46 sensors. Highlights include 47 power window switches and ABS speed, accelerator pedal, camshaft, crankshaft, steering angle and TPMS sensors. The release also includes 71 power door lock actuators, 20 ignition lock cylinders, and several new diesel SKUs, including a fuel water separator sensor, glow plug conductor and diesel glow plug wiring harness. STANDARD MOTOR PRODUCTS INC. Quik-Link: (800) 687-1557, ext. 21192 www.mtdquiklink.com/21192
Once offered as dealer only, the VDO OEM Direct Fuel Module line from Continental Commercial Vehicles & Aftermarket has more than 55 SKUs and coverage for more than 15 million vehicles in operation. The company says VDO OEM Direct Fuel Modules are the exact OEM replacement. Applications for import makes include Audi, BMW, Land Rover, Mercedes-Benz, Mini and Volkswagen. CONTINENTAL COMMERCIAL VEHICLES & AFTERMARKET Quik-Link: (800) 687-1557, ext. 21193 www.mtdquiklink.com/21193
Drew Technologies unveils J2534 programming kit
The new Remote Assisted Programming (RAP) Kit from Drew Technologies makes SAE J2534 module programming capability available to shops on a day-by-day rental or long-term lease basis. The RAP Kit provides J2534 module programming with zero start-up costs. The company says the RAP Kit contains everything required for a successful programming event, including original equipment manufacturer subscriptions, required cables, and more. The kit performs all GM and Ford programming. The charge for each service is $125. The company says the price will vary as more OE makes are added to the program. DREW TECHNOLOGIES INC. Quik-Link: (800) 687-1557, ext. 21194 www.mtdquiklink.com/21194
Maxxis expands Victra UHP line with VR-1
Maxxis International has added the Victra VR-1, an extreme summer tire, to its Victra line of ultra-high performance tires. Designed for motorsports enthusiasts, the VR-1 features a compound that warms to operating temperature quickly and provides dry traction on the street or in competition. The company says the VR-1’s compound heat-cycles well, ensuring great speed for the life of the tire. The new pattern is designed to maximize dry performance while minimizing white-knuckle moments in wet weather, says the company. MAXXIS INTERNATIONAL Quik-Link: (800) 687-1557, ext. 21195 www.mtdquiklink.com/21195
Arnott releases air compressor for GM SUVs
Arnott’s new aftermarket Air Suspension Compressor P-2793 fits a wide range of second- and third-generation GM SUVs with short and long wheelbases. The pump comes pre-installed on an application-specific bracket, and includes wiring harnesses, a new airline, dryer and relay. The new air suspension compressor is backed by Arnott’s limited lifetime warranty. ARNOTT INC. Quik-Link: (800) 687-1557, ext. 21196 www.mtdquiklink.com/21196
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31 Incorporated ACDelco ADVICS North America Inc. Aftermarket Auto Parts Alliance Inc. American Omni Trading Company ANCO Armstrong Tire Arnott Inc. Atturo Tire Corporation Bartec USA Big O Tires BKT Tires USA Inc. Blackburn OEM Wheel Solutions Bridgestone Affiliated Retailer Network Bridgestone Tire Camso Centric Parts CIMS Inc. Continental Tire the Americas LLC Continental Tire the Americas LLC Falken Tires Federated Auto Parts Fuzion Gabriel Ride Control Hankook Tire America Corporation Horizon Tire Inc. Hunter Engineering Company IMI Independent Tire Dealers Group K & M Tire Inc. Kenda Tire USA Kumho Tire USA Inc. KYB Americas Corporation Linglong Americas Inc. Marangoni Tread North America Inc. Maxxis International—USA MOOG Steering & Suspension Nexen Tire America Inc. Nexen Tire America Inc. Nitto Tire U.S.A. Inc. Nokian Tyres Inc. Pirelli Tire North America Plombco Inc. Red Kap Regitar USA Inc. Schrader Performance Sensors SEMA Show Sentury Tire Americas STEELMAN Select TPMS, by JS Products Sumitomo Tire TBC Brands Tire Profiles VDO TPMS Replacement Parts Vee Rubber America Inc. WEGMANN automotive USA Inc. Yokohama Tire Corporation ZC Rubber America Inc. Page
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Tire dealer, superstar
Each month we ask members ofour National Advisory Council (NAC) a question or questions on a currenthottopic. Recently we asked, “Ifyou were 21 years old again, would you choose workingin the tire industry as your career? If not, what would you do instead? If yes, what makes a career in the tire industry so worthwhile?” Here are some of their responses.
1. I would absolutely pick this industry again. This is the best industry in the world. What other industry gives someone the opportunity to become a superstar in their town? Every police officer, firefighter, judge, politician, business person, teacher, lawyer wants to know a trusted person in the tire and auto service industry. If you do it right, you can be that person! Everyone needs tires or auto service at some point. Build a relationship with all of these people and become the superstar of your town! Plus every tire you sell and install will go on someone’s vehicle and help them drive safer, guaranteed! Who wouldn’t want to do that as a living? 2. Yes, I would be in the tire business. I would work harder to understand the employee. I would take classes on how to get into the employee’s head. Understanding the tire business is second to understanding the employee. 3. Yes. I had two job options as my GI Bill money ran out for my last three quarters of college. I chose the tire industry over being a police officer. The year was 1990 and the jobs were not plentiful as Desert Storm and other events affected the economy. Working with other gearheads and down-toearth folks makes our industry worthwhile. Additionally, it’s satisfying to educate a consumer and earn their trust. 4. Yes, but it might make a difference since I am an owner. Overall, the business is very rewarding (not necessarily from a monetary standpoint) and is very challenging every day.
In August, we asked, “With more companies selling tires direct to consumers online, do you feel you should be selling tires online, too?” Here are some of their responses. 1. I don’t feel we have any choice but to follow suit. 2. This is the way the consumer wants to shop. Things don’t work out well for businesses that ignore consumer demand. Online sales also can mean increased car count and new customers for dealers. It’s difficult for an individual dealer to come up first in an initial Internet search. But manufacturers have the capacity to come up pretty high. If somebody in your town is looking for a particular tire, he might not know if his local dealer carries it. But if the dealer aligns with the manufacturer, the consumer could discover that the dealer right across the street carries the tire. Even if the sale is through the manufacturer, the customer still goes into the brick-andmortar shop. If you build loyalty, these customers will keep coming back to you. 3. If that becomes a channel of any significance, we will pursue it. 4. A very small percentage of tires are sold online and thus far in limited markets. I believe a lot has been made about this. However, I do believe that dealers need to have some type of online presence in order to be competitive. Additionally, most dealers pull customers from a market within a five- to 10-mile radius from their store. Thus focusing on your backyard and what you can control is probably more significant.
What’s on your mind?
We also asked members of our NAC what was on their mind. They responded with:
The election. Which way will it go and what will it mean for small business, in particular small, independent tire dealers and their customers? The Chinese government’s response to the recently imposed tariff will probably mean additional tariffs on American goods and services rather than lowering barriers for American companies doing business in China. China moved quickly to retaliate for the tariff on Chinese tires with punitive duties on American products. Because the Chinese market has become critical for many American companies — whether Apple, Starbucks or Boeing — any steps taken by the Chinese government to curtail their ability to operate in China would be bad news for them. Mr. Trump’s tariff proposal addresses a real and legitimate concern about the effect of competition from low-wage countries on American workers. But that doesn’t mean it’s going to solve the problem — and it could create even more. Tripp Lee, General Manager Frasier Tire Service Inc. Sumter, S.C.
Manufacturers’ aggressive intro into retailing units online in direct competition to dealers. Richard H. Estes Sr., Vice President Estes Warehouse Tires Inc. Birmingham, Ala.
After last year’s funny winter season in the Northeast — late snowfalls — how are dealers anticipating this year and how will the last months of the election impact business with so much uncertainty? 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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