43 minute read
Package deals improve
from Modern Tire Dealer - January 2017
by EndeavorBusinessMedia-VehicleRepairGroup
Package deals improve margins on sales of custom wheels
By Ann Neal
Online selling has squeezed the profits out of custom wheel sales for Damon Nielson. To compensate for the tight margins, he and his sales staff bundle wheels, tires and lift kits into packages for their customers.
“The online sale of wheels has pretty much destroyed the market. The main reason we sell the wheels is to gain the package deal,” says Nielson, who owns T&C Tire Factory Inc., which does business as Tire Factory Point S.
The sale of lift kit, tire and wheel packages helps offset the longer selling process custom wheels require. The sales process for a set of tires can be five to 10 minutes. For wheels, it can take two to four hours. “If we lift the truck, we’re putting tires on it, we’re putting wheels on it and we’re doing the alignment. The overall package comes out to be a decent margin,” says Nielson.
Located in American Fork, Utah, Nielson’s shop provides retail and commercial tire sales and service, including 24-hour emergency road service for truck and bus fleets. He employs 12 technicians and four sales people.
10% of business
Drivers’ enthusiasm for spicing up their rides is why Nielson sells custom wheels, which make up about 10% of his business.
Nielson’s typical custom wheel buyer is a 30- to 50-yearold man driving a 3/4-ton or 1-ton four-door diesel truck.
Damon Nielson stocks a small supply of custom wheels at his Tire Factory Point S shop.
Technician Devin Goodwin services a custom wheel at Tire Factory Point S, which has sold custom wheels since 1971.
Nielson relies on same-day delivery from dealers in Salt Lake City, about 30 miles away. He Nielson recently rebranded his shop,
which has four tire bays and five me
sources from dealchanical bays, to Point S signage. ers who distribute MHT Wheel and Wheel Pros brands. “With the wide variety of styles, offsets, bolt patterns and finishes, it’s tough to stock the right wheel all the time so we lean on the warehouses.” Fickle consumers are another reason to stock only a few wheels. “Every person’s taste is different. What we may think may be a hot mover doesn’t always fit the mold.”
Talk versus technology
Nielson and his staff avoid the virtual try-on technologies that allow a customer to use a computer or mobile device to visualize wheels on their vehicles. They tried the technology but customers felt their new wheels did not look like what they had seen on the computer screen.
Rather than rely on a software application, Nielson and his sales team ask customers questions. “Are they looking for a chrome wheel or an all-black wheel? We try to determine what kind of finish they want first. Second, we try to determine what diameter wheel they want, and what fitment as far as stock size or plus size. From there we talk about how they want the wheel to stand as far as offset.”
The next step is to go to suppliers’ websites for pictures of wheels. “We’ll print them out and show them. We try to limit what we are showing the customer to what’s available.”
Nielson’s staff has completed the custom wheel sales and installer training offered by the Specialty Equipment Market Association. His technicians are certified in the Tire Industry Association’s Automotive Tire Service program.
The shop uses equipment from Hunter Engineering Co. Nielson says a balancer which provides a road force measurement is very important.
“You need to have state-of-the-art tire changers and balancers, and you need to have staff that is familiar with balancing custom rims. Vibration problems on a custom rim are much more prevalent than on an OE wheel, so you need to make sure you have the right equipment, right adapters, and properly trained and experienced staff.” ■
Influence
How to use your power for the good of the customer
Almost nothing I can think of could have table is set; you are the influencer, the difference more influence in our industry than maker, the compelling force, the one with the a sales person at a sales counter who capacity and the power to effect actions and understands the power of influence. behavior.
By definition, influence is a “compelling force,” Purchasing tires is more challenging than a force that effects the actions, behavior and selecting a product off the shelf at a pharmacy opinions of others. Whether you see yourself as and considerably more expensive. Searching an influencer or not, you are. Your influence and online for solid research is still less than ideal your ability to influence others is based, in part, as most websites lack compelling comparison on people and circumstances that influenced By Wayne Williams tools, and abandonment rates are high. There is you in your past, continues today, and is largely no denying that the internet has had tremendous true in your future. My simple hope is that this article will influence on tire search and research and will continue to influence you to evaluate your influence as it pertains to do so, but the most powerful influence for tire purchases serving others in our industry and to exercise your influence today is still at the retail sales counter. with ever-increasing effectiveness. In a recent study done by MasterCard, their research
Your posture, your tone, your demeanor, your knowledge, showed 63% of shoppers want more information than they your prejudice, your motivation, did two years ago. The article your education, your responsihighlighted a key factor that bilities, your moral compass, your drives consumer behavior: energy level, and your beliefs affect comparison. Comparison your behavior and your ability alone drives a good deal of to influence. Your environment shopper behavior. I point also affects your influence, your this out because consumers employer, your coworkers, the of tires are looking for value, types of customers you deal with, which is a combination of your working conditions and your convenience, helpful recomwillingness to change and effect mendations, knowledgeable positive results for others. Nearly assistance, price, and warranty any of these touch-points, with a coverage. Two of these value little focus and effort, can improve points are objective, the price your daily contribution. and warranty; they are facts.
I’m continually amazed at the Three are subjective; convepotentially far-reaching effects of nience, recommendations, and small, positive changes. The graphic knowledgeable assistance are in this article (see page 58) points dependent on the sales staff to the powerful influence that is to add the necessary value in demonstrated at sales counters a consumer’s research. This is around the country every single where the influence comes in. day. Clearly, 50% of all final tire As we move from 2016 into 2017, I urge you The answer to a convenience purchase decisions are influenced to make this a great year for your dealership. question is more than the, at the sales counter or in the showStrive to be a compelling force for good. “Come on down,” or, “We have room by counter sales staff. Some a bay open now,” or, “We work articles I’ve read regarding the consumer packaged goods on a first-come, first-served basis.” These answers must (CPG) industry point to this powerful statistic: As high be personal and delivered with real concern and care. As as 72% of final product/purchase decisions are made at for knowledgeable, if the study by MasterCard tells us the point of sale, in the store. anything, it’s that consumers are comparing. It’s not like
When consumers are selecting packaged goods from a we don’t feel the pre-purchase comparisons every day in shelf, they read the labels, look at the box design, and then our conversations with consumers, but we must offer real, make the final decision in a matter of moments. One more solid, knowledgeable recommendations that meet the value point to ponder, a recent study by a leading research firm expectations of each individual customer. indicates that consumers now rely and prefer “friendly/ The survey revealed another interesting point. S knowledgeable” assistance when making purchases. The hoppers feel as though they are smarter shoppers then
they were two years ago; 82% felt this, and 87% said technology makes it easier to find the product they want. In others words, consumers are more confident of their findings, so we better be better listeners and make solid, knowledgeable recommendations. If our recommendations are contradictory to the consumer’s findings, even if the shopper is wrong, we must find a way to agree on certain points. Remember, you’re an influencer, more powerful than a speeding internet, a compelling force for good, able to produce actions and beliefs for the good of others. Winners help customers win. ■
Wayne Williams is president of ExSell Marketing Inc., a “counter intelligence” firm based in La Habra, Calif. He can be reached at exsellmkting@gmail.com.
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60 years of passion, experience and success from a European tire icon
The tire market in the UK and Europe can to work in a local tire company, Tyre Scotland, be a very unpredictable and challenging where he was fortunate to benefit from a manager business environment in which to work. who knew how to encourage young boys to reach That makes the achievement of anyone completfor realistic challenges. ing 60 years in the industry as one of the UK’s He says, “Another important factor about this most successful business entrepreneurs even job was that if I passed my driving test I would more remarkable. be able to drive a van. So when old enough I I was recently invited to visit and interview Sir passed my test, and eventually a vacancy came Tom Farmer exclusively for Modern Tire Dealer up for a van driver and I got the job. However, to give North American tire dealers a unique By John Stone instead of becoming a van driver, I was shocked to insight into one of the global tire industry’s most learn I had actually been promoted to ‘company flamboyant individuals, a man who was knighted in 1997 representative.’” for services to the European automotive industry. So at just 18, Tom was propelled into being Tyre Scotland’s I was eager to capture Tom’s personal memories and direct contact with customers, and for the next couple of reflections on his long career in the tire retail business, and years he enjoyed travelling all over Scotland and building he didn’t disappoint me as he immediately made it clear up a good reputation in the industry, which directly led to the next development in his already aspiring young career. Tom picked up the story again to say, “I went to work for Tyre Services in Carlisle (in the north of England) who were looking to expand their business into Scotland, tempted by the offer of my ‘own car.’ However, this new job eventually came to an end when the company was acquired by one of the leading tire manufacturers and everything changed.” At this time in 1964 it was still illegal to offer a discount on products, and a fixed price was strictly stipulated by the manufacturer. But not long after this law was abolished, and Tom decided his future lay in selling tires to the public at more appealing prices. So in April of that year, with a stock of 100 tires he started a company called Tyre & Accessory Supplies and placed an advert in the local newspaper stating “Tires 25% OFF” with one determined ambition — to earn £15 (US$18) profit each week! Tom told me, “The business went very well and set me on a trail of events over the next few years which turned out to be the structure of my continual development in the tire industry. I was now known as ‘Tyre King Tommy’ and encouraged by a steady rise in income, I eventually formed a company called Tyre & Accessories.” In 1968 at 27 years of age, Tom received an offer and after a lot of “bargaining,” sold his business for £475,000 (US$592,000) — a great deal of money 48 years ago — and Sir Tom Farmer is one of the European tire market’s true legends. decided to take early retirement and move to San Francisco in America. But within two years he got bored and returned he considered himself to have had an incredible life. After to Scotland and founded Kwik-Fit. The first center opened 60 years of successes, failures and happiness, he wouldn’t in Edinburgh in 1971 and in the following eight years up change anything... even if he could! to 1979 the company grew at a rapid pace, launching over Tom was born in 1940 in Leith near Edinburgh into 50 centers in Scotland and Northern England. a typically Scottish neighborhood where people cared That same year Kwik-Fit acquired the business of Euro for each other. “I had a very loving family but didn’t do Exhaust to raise the total number of centers to 102, followed particularly well at school,” he says. “To be honest I just by the important purchase of Firestone’s 180 depots for didn’t try hard enough.” Leaving school at 15, Tom went £3.2 million (US$4 million) with 82 truck tire centers
Fleet was formed to meet the growing needs of the company car driver; a year later the first center opened in Northern Ireland followed by the first center in Eire in 1989, by which time the number of Kwik-Fit centers had grown threefold to 609 and annual turnover was now £193.4 million (US$241 million). The early years of the 1990s saw the company add even more accolades to its name: It captured the government-backed National Training Award, introduced the Kwik-Fit Apprenticeship Programme and achieved the BS5750 quality standard. By the mid-’90s Kwik-Fit had expanded in the UK, Holland, There are 23 Farmer Autocare locations in Scotland, all approved as “female friendly.” Belgium, Spain, France, Germany and Ireland, increasing being resold to Dunlop for £3.25 million (US$4.1 million), the total number of centers to more than 2,000. Then in therefore displaying an example of Tom’s “eye for business 1999, to the surprise of the industry, Ford Motor Co. made deals.” By 1980 the Kwik-Fit Group had gone nationwide an offer to buy the Kwik-Fit, valuing the business at £1 billion with well over 200 centers, and in the next few years a series (US$1.25 billion). of new services and developments further underlined the The offer was put to shareholders, who accepted, and Tom company’s undisputed position as the leading tire retailer Farmer joined the board of Ford and then resigned in 2002. in the UK including the revolutionary investment in a £2 He then formed Farmer Autocare, and over the last 14 years million computer system, which involved the installation of this second business empire has progressively emerged as Management Action Terminals (MATs) in all centers. Scotland’s most successful independent tire retail chain. It also
Also Tom, believing the quality of Kwik-Fit staff was an holds the distinction of being the country’s first auto repair integral part of the company’s continued success, opened his group to be approved as “female friendly.” first Training and Development Centre in 1981. In addition, a With a company trading slogan of “Low prices and great Kwik-Fit Code of Practice was introduced in the same year and customer service,” Farmer Autocare prides itself on offering a further 17 centers opened in Holland. In 1982 the unique the cheapest tires in Scotland and also offers exhausts, bat“no quibble” guarantee was introduced. teries, brake services and MOT vehicle safety and emissions
Then in 1984 some more memorable initiatives were testing with a guarantee that for all products “you only pay launched including the award winning “You Can’t Get Better the price you see.” than a Kwik-Fit Fitter” TV commercials. In 1986 Kwik-Fit When asked what was the biggest and most significant change he has seen in the last 60 years in Europe, Tom immediately stated it had to be the emergence of large, powerful wholesalers who in the past decade or so have significantly changed the structure of tire sales in the UK. So, what of the future? Well as far as Sir Tom Farmer is concerned, it will continue to be “business as usual.” As he says, “Retirement is not for me, as I believe it is about ‘graduating’ from one chapter in life to another, and I intend to carry on being involved in the tire and automotive repair industry, which I have had the good fortune to enjoy all my working life.” A defiant statement from one of the European tire market’s true legends. ■
John Stone recently was granted an interview by Sir Tom
Farmer to give Modern Tire Dealer an exclusive look into
his 60 successful years in the tire industry.
John Stone has been working within the global tire industry for the past 25 years. In 2004 he launched his own consulting company, Sapphire Media Services, which caters to business media clients around the globe. Stone also writes for tire and automotive-related publications in Europe, South Africa and Asia.
Batters’ up!
From leadoff to clean-up, here’s how to grow your business
Have you ever felt the only way to grow Yes: “No problem, we will get these tires your business is to build more bays? Or on for you right away.” And: “I will also have you ever walked into the shop in check your alignment to make sure....” the afternoon and froze at the sight of empty bays when the morning seemed so busy? The goal of the third batter is to knock in a
One common, yet multi-layered question run and keep the inning going. The cars are in asked of me is, “How do I grow my business?” the bays — now it’s time to set yourself up for Fortunately, there is a blueprint. This blueprint additional service. will not mention marketing or advertising. While This is all about discipline: no poorly docuthose concepts are important and do need your By Dennis McCarron mented inspections, no “pencil whipping,” no attention, this column will focus on the operational forgetting to ask the customer. It’s OK if the side of business growth. We will also use some baseball customer says no to an inspection, it is not OK if your analogies to tie in with this year’s historic World Series. employees sabotage the process. Keep the inning alive.
Batting first is your leadoff hitter: car count, car count, The clean-up hitter is the last step (many businesses car count! The leadoff hitter’s goal is to get on base; if he’s try for this too early and end up hurting their business). on base, he has a chance to score. It’s all about Batting clean-up is all about making sure as many people on-base, or in our case, in-bay percentage. as possible cross the plate. A single clears two runs, a Tired of that plateau of 20 cars a day? double the bases, etc. Create a frenzy with free tire rotations This fourth step requires you to focus sales on the easy and free alignment checks. Focus on stuff. After identifying and solving any safety-related building car count and problems during the inspection, focus on maintenance. not how much you Up selling maintenance/brakes/flushes/balancing is easy sell on the ticket. and fast with low comebacks, and allows you to double Also, never ever your hours-times-bays versus car count. turn a car away If one customer says no, it’s OK, move on to the next. because of an issue Trying to swing for the fences every time will end the your shop is capable inning pretty quickly most of the time. of solving. Figure it Let’s look at it this from a numbers perspective. Small out later. Business Tire and Auto in Lubbock, Texas, has four bays. Haggle on due time, It is open five days a week, eight hours a day. The owner’s but never let them leave. average ticket is one billable hour per car, so the dealership’s Always end phone calls with, first goal is to service 32 cars a day (8 hours times 4 bays). “Bring it down now, I’ll make Assuming he charges $100/hour for labor, he collects room.” Hustle. Do not allow any $16,000 a week in labor (8 hours x 4 bays x 5 days x $100/ sales staff or person answering the hours), plus parts and tires. phone to say, “It will take longer than If we call the all-in amount $25,000 a week, that’s $100,000 an hour.” Car count is the highest order of priority when a month, or $1.2 million in sales a year. Maintenance items growing. like alignments and flushes that pay more than the time
Second in your lineup is the contact hitter. At the very they take to perform could 1) double your average ticket least this batter is expected to advance the runner, and billable hours and not increase the time the car spends in at most get on base as well. Hitting into a double play the bay, or 2) help you turn cars faster. You could get to eliminates opportunities. $2.4 million in sales with the right crew and reputation.
In the tire service business, batting second requires the If you have more than four bays, you should be able to use of what I call (and borrowed from another industry) hit $2.8 million or $3 million. the “Yes, and...” technique. Once your employees get used So unlike the Chicago Cubs, who won their first World to their being more cars in the shop than ever before, Series since 1908, don’t wait 108 years to make it happen. deploy “Yes, and...,” which is tacking something relevant Change starts today. ■ onto the conversation with the customer. Dennis McCarron is executive director of Dealer Strategic
Yes: “I can get your oil change done in an hour.” Planning Inc., a company that manages multiple tire dealer And: “Is there any other maintenance you would 20 Groups in the U.S. (www.dsp-20group.com). To contact like to get done today?” McCarron, email him at dennis@dsp-20group.com.
Designed with the U.S. in mind
Zeta tires feature a complete dealer program
By Bob Ulrich
SD International wants to make an impact in the U.S. with its Zeta private brand tire line. Manufactured by Qingdao Sentury Tire Co. Ltd. in Thailand, Zeta is being marketed as a third-tier replacement tire.
Company executives, including Managing Director Mike Zhang and Sales and Marketing Director Peter Nicholls, discussed their plans for the brand exclusively with Modern Tire Dealer at the 2016 Specialty Equipment Market Association Show, which was held in Las Vegas Nov. 1-4.
Nicholls said Shanghai, China-based SD International is not a newcomer to the tire industry. It has been selling tires since 2002, and has 350 customers in 80 countries. Europe represents 50% of its sales — for now.
The company is targeting the U.S. replacement market with the following seven lines (each tire’s mileage warranty is in parentheses). “We’re starting from a small base, but the potential is huge,” added Nicholls. • Verdant (60,000). The high performance broad-line tire is available in 24 sizes ranging from 185/70R14 88H to 205/45ZR16 XL 87W. An advanced tread design coupled with a “high stylized sidewall design” offers the driver “excellent driving comfort.” The addition of silica in the compound not only aids wet and dry traction, but also lowers rolling resistance. • Meglio (50,000). The UHP tire is available in 20 sizes ranging from 215/55ZR17 XL 98W to 275/30ZR20 XL 97W. Four wide, straight grooves provide efficient drainage in wet conditions, while a straight rib block design applied to the outside of the contact patch helps increase cornering grip and stability and eliminate unwanted road noise. • Impero (50,000). The SUV tire, built for vehicles like the Chevrolet Tahoe, is available in 14 20-, 22 – and 24-inch sizes. The tire features four wide, longitudinal grooves designed to improve water drainage. • Etalon (50,000). The CUV tire, built for CUVs like the Ford Edge, is available in 19 sizes ranging from 215/70R16 100H to 255/55R18 XL 109V. Circumferential, zigzag grooves resist hydroplaning. In addition, the optimized tread profile
The Impero SUV tire is designed with anti-hydroplaning lateral grooves for “excellent wet performance.”
design “heavily reduces” rolling resistance, says the company. • Impero A/T (50,000). The all-terrain tire is available in 19 LT sizes and four metric sizes. Its wraparound tread is both aesthetically pleasing and functional: It gives the tire a rugged look; guards against cuts, bruises and impact breaks; and results in “outstanding” traction in muddy or snowy conditions. • Consenso H/T. The highway light truck tire is available in nine 10-ply LT sizes (40,000-mile limited tread wear warranty) and two 20-inch metric sizes (50,000). The 3D wave-patterned kerfs minimize block movement; the result is improved grip and handling. • Impero M/T. The mud-terrain tire is available in eight 10-ply, Q-rated LT sizes. The third in the Impero series of tires, the M/T has specially designed tread block engineered to grip in mud, sand and snow. And its unique stone-ejector grooves and rugged shoulder design help prevent damage from impact.
Sales Manager Bob Stewart said SD International backs all seven lines with a complete dealer program that includes rebates; sales spiffs for the counter people; a co-op program; dealer incentive trips; a 30-day test drive for consumers; and a “dealer friendly” road hazard warranty that covers the first 25% of tread wear.
“We want to ultimately vie for second or third replacements,” adds North American Sales Director Dan Wheeler. ■
Kumho promises dealers a stable new year
Look for UHP, MT and CUV tires in 2018
By Joy Kopcha
Consistent. Stable. Dependable.” Those three little words detail the outlook and plan for Kumho Tire USA Inc. in 2017, said Jim Mayfield, executive vice president of sales and marketing.
The biggest news is Kumho is taking a break from its recent rapid-fire introductions of new products. After 11 new tire lines in the past two years, including four unveilings at the 2015 dealer meeting, Mayfield said the company does not plan to roll out any new tires in 2017. “I think maybe it’s time to let you have some digestive time so you can get these products programmed to where you need them to be,” Mayfield said at the company’s latest dealer meeting in December.
“But we’re not stopping the product development process.” New and replacement products are already in development for 2018, including replacements for the all-season ultra-high performance Ecsta 4X II and the Crugen KL33 for CUVs and SUVs, plus a new mud-terrain tire.
“Our product replacement process will continue in a much more balanced and organized way. We don’t ever want to get back to a point of introducing 11 new product lines in less than two years. It’s too disruptive for us,” Mayfield said.
As for 2017, that “consistent, stable, dependable” motto means dealers will see no changes to their buying programs. The volume bonus and growth bonus plans are staying the same, and Kumho will continue to offer dealers marketing support funds they can access in the same manner as 2016.
Payouts and benefits of the Premium Fuel associate dealer program aren’t changing either, but dealers will see one enhancement in 2017. “Every product that says Kumho on the side — that you buy from us, Kumho USA — everything will count toward building brackets toward the Fuel dealers. So your sales people don’t have to keep track of what counts and what doesn’t count,” Mayfield said.
Another improvement coming for the dealer program is a faster way to process benefit checks at the end of each quarter. The goal is to return checks to dealers within two weeks.
Senior Marketing Manager Brian Gallagher and his team are building new creative assets to enhance dealer training on the company’s products, and the sales team has grown to include four consumer divisions, a commercial division and a growing sales operations team that is working on analytics.
Mayfield said, “We have to grow. There’s no hiding that. We’ve been pretty stable; 2016 I think with most of our customers we’ve had nice sales growth, but we’ve got to continue that in 2017.
Brian Gallagher said Kumho needs to better utilize its NBA marketing. “This is a property we have a huge investment in; we have to activate this better.”
Good indicators for the start of 2017
Stephen Ewing said market indicators point to 2017 being a good year for tire sales. Ewing, the market intelligence and pricing manager for Kumho, said retail gas prices and vehicle miles traveled have both shown favor on the tire industry. December was the first time in 2016 prices at the pump were higher than a year earlier, and those lower fuel prices have led “to a nice increase” in vehicle miles traveled. As of December, it was up 2.6% — an increase of 53 billion miles driven.
“If an average tire is 60,000 miles, that should be an additional demand of around 900,000 units through August,” said Ewing. “That didn’t materialize in the market so the question is then what does that mean? It probably means we’re going to have some nice demand in the coming months as the weather has turned and people realize ‘I need to replace these tires that have worn out.’”
Building the brand
The “consistent, stable, dependable” angle applies to Kumho marketing, too, said Gallagher. His team is working to apply a steady hand across all platforms through every month of the year.
A big focus is in connecting Kumho to its American hometown. The company calls Georgia “the new heart of Kumho Tire,” with its headquarters in Atlanta and its first U.S. plant now operating in nearby Macon. “We’re building our brand in our new home court; it gives us a lot of presence in the southern region. We want to start there and figure out how were going to build on that to get more exposure,” he said. ■
2014-2016 Chrysler/Dodge Dart
SUBJECT VEHICLES: 2014-2016 Chrysler/Dodge Dart RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED?: Yes, a TPMS-RKE analyzer (9936) with a scan tool.
The tire pressure monitoring system (TPMS) in 2014- 2016 Chrysler/Dodge Darts monitors air pressure in the four road tires (excludes spare). Pressure in the spare tire is monitored in case of a matching spare with sensor. Sensor transmissions occur if there is a significant change in pressure.
A radio frequency hub module (RFHM) has to be awake when the sensor transmits to monitor spare pressure. The TPMS consists of tire pressure monitoring sensors attached to each road wheel through the valve stem mounting hole, an electronic display, and an indicator lamp. The system communicates through the RFHM. Upon detection of a warning or fault condition, the RF hub will send a request to the module that controls the indicator lamp and the text display via the vehicle bus system to illuminate or flash the indicator lamp.
Also, upon detection of a warning or fault condition, the electronic display will send a request to sound the “chime.” The RF hub will store all wheel sensor IDs and locations and faults in memory that can be accessed through diagnostic communication. All other data values transmitted from each active wheel sensor shall be stored in the RF hub memory.
The RF hub automatically learns and stores the sensor IDs while driving within 20 minutes continuously above 20 mph (32 km/h) after a sensor has been replaced. The learning sequence will initiate when the vehicle has been stopped for more than 20 minutes. NOTE: A new sensor ID can also be programmed directly into the RF hub by using a RKE-TPMS analyzer in conjunction with a scan tool. Once the new sensor ID has been programmed, the RKE-TPMS analyzer can be used to update the TPMS by activating the sensor.
If the TPMS detects the tire pressure in any road tire is low,
Figure 1: Identifying the TPMS sensor components.
beyond the low pressure (lamp) ON threshold (see placard table), the TPMS will continuously illuminate an indicator lamp.
If a system fault is detected, the indicator lamp will flash on/off for 75 seconds, and then remain on solid.
If the RF hub detects a warning or fault condition at ignition key “on,” the display module will request a chime once per ignition cycle for the first “warning” or “fault” condition detected. A “warning” or “fault” condition will remain enabled until the problem causing the condition is corrected and removed/reset.
If a system fault is detected, a chime will sound, and the TPMS indicator (telltale) lamp will flash for 75 seconds, and then remain on solid.
For vehicles with the premium TPMS, a “CHECK TPM SYSTEM” message will appear in the electronic vehicle information center (EVIC), followed by a graphic display.
A system fault can occur by many scenarios, including the following:
• Signal interference due to electronic devices or driving next to facilities emitting the same radio frequencies as the TPMS sensors. • Installing some form of aftermarket window tinting that affects radio wave signals. • Accumulation of snow or ice around the wheels or wheel housings. • Using tire chains on the vehicle. • Using wheels not equipped with TPMS sensors. Reset procedures
TPMS indicator
Check air pressure as necessary in all tires using a known accurate air gauge and adjust to the specification listed on the tire inflation pressure label (placard) provided with the vehicle (usually applied to the driver side B-pillar). While adjusting air pressure (with key ON to keep RFHM active) in a tire on the vehicle, allow approximately two minutes for the mesFigure 2: Identifying the TPMS sensage or indicator lamp sor valve stem rib. to go out. (The vehicle may need to be driven for pressure to update.)
TPMS sensors
The battery-operated TPMS is both a transmitter and a receiver. The TPMS sensor can be forced to transmit if using a special tool such as a TPMS-RKE analyzer. The TPMS-RKE analyzer has the ability to change the sensor mode and to diagnose a faulty TPMS sensor. Using a TPMS-RKE analyzer can take up to a minute to force a transmission from a sensor.
Each sensor’s transmitter broadcast is uniquely coded so that the module can monitor the state of each of the sensors on the four rotating road wheels. The module can automatically learn and store the sensor’s ID while driving within 20 minutes continuously above 20 mph (32 Km/h) after a sensor has been replaced. The vehicle must be stationary for more than 20 minutes in order to initiate the learning sequence. The sensor IDs also can be programmed using the TPMS-RKE analyzer tool. Scan each TPMS sensor at each road wheel, and store each sensor ID in the correct location (left front, left rear, right front and right rear). Connect the TPMS-RKE analyzer tool to the scan tool.
Then follow the programming steps outlined in the diagnostic scan tool for “Program Tire Pressure Sensor ID w/ TPM Tool.” Demounting/mounting procedures
CAUTION: The TPMS has been optimized for the original equipment tires and wheels. TPMS pressures have been established for the tire size equipped on the vehicle. Undesirable system operation or sensor damage may result when using replacement equipment that is not of the same size, type or style. Aftermarket wheels can cause sensor damage. Do not use aftermarket tire sealants or balance beads if the vehicle is equipped with TPMS, as damage to the sensors may result.
CAUTION: Tire pressure sensor valve stem caps and cores are specially designed for the sensors. Due to risk of corrosion,
Figure 3: Aligning the rib in the sensor to the valve stem.
do not use a standard valve stem cap or core in a tire pressure sensor in place of the original equipment style sensor cap and core. Any time a sensor is to be installed in a wheel, it is necessary to install a new sensor-to-wheel seal, metal washer and valve stem nut, to ensure air tight sealing.
CAUTION: When installing the valve core, be sure to tighten the core to specifications. Over-tightening by as little as three or four inch pounds can damage the sensor. Sensor removal
NOTE: The tire pressure sensor, the valve stem, and all valve stem components including the cap and the valve core can be serviced and replaced individually.
NOTE: When demounting or mounting the tire on the wheel, follow the tire changer manufacturer’s instructions while paying special attention to avoid damaging the pressure sensor.
NOTE: Replace the valve stem assembly with each tire change or when the tire is removed from the wheel. Install a NEW valve stem and valve stem core if they are removed from the wheel or valve stem. 1) To remove the sensor from the valve stem, press down on the spring clip using a small screwdriver while pulling (see Figure 1 on page 69). 2) Remove the valve stem from the wheel. Sensor installation
CAUTION: Any time a sensor is to be reinstalled in a wheel, a new valve stem assembly must be installed to ensure air tight sealing. NOTE: When installing a new valve stem, do not install it with the sensor attached. If it is a new sensor, separate the valve stem from the sensor first and then install the components separately.
Figure 5: Identifying the valve stem locking pin first notch seating position.
soap solution should be used for proper provided with the vehicle (usually applied installation into the wheel. to driver’s side B-pillar). 1) Wipe the area clean around the sensor/ Make sure an original style valve stem cap valve stem mounting hole in the wheel. is securely installed to keep moisture out Make sure the surface of the wheel is not of the sensor. damaged. 8) Perform one of the following to make 2) Position the valve stem into the wheel the system learn the new sensor ID: mounting hole with the rib at the 12 A. Once the vehicle has remained stationo’clock position to the wheel, and then ary for more than 20 minutes, drive the pull it through to seat it with a standard vehicle for a minimum of 20 minutes valve stem installation tool (see Figure while maintaining a continuous speed 2 on page 70). above 20 mph (32 km/h). During this NOTE: The valve stem has two notches time, the system will learn the new sensor on the locking pin where the sensor can identification. This is part of the TPMS be installed depending on the thickness of the rim on the wheel (see Figure 4 on page 71). Refer to steps 4 and 5 for installation on both types of wheels. The sensor is properly installed if the sensor is as close as possible to the valve and the locking pin is visible past the spring clip. 3) Install the sensor onto the valve stem by aligning the rib in the sensor to the valve stem (see Figure 6: Identifying the valve stem locking pin second Figure 3 on page 71). notch seating position. NOTE: The valve stem locking pin will be slightly visible diagnostic verification test. B. Use the after installation. TPMS-RKE analyzer (9936) with the scan 4) For a wheel with a thick rim, use the tool to program the RF hub module with first locking pin notch (first from the tip the tire pressure sensor ID. This is part of on the locking pin). Push down on the the TPMS diagnostic verification test. spring clip using a small screwdriver and 9) If a sensor cannot be trained, refer to the slide the sensor up until it stops against appropriate diagnostic information. ■ the bottom part of the valve. Gently pull down to verify the spring clip has engaged Torque specifications (see Figure 5). Component Ft.-lbs. (N.m) NOTE: The locking pin will be highly Wheel nut 100 (135) visible after installation. 5) For a wheel with a thin rim, use the Information for this column comes from second locking pin notch. Push down the Mitchell 1’s “Tire Pressure Monitoring spring clip using a small screwdriver and Systems Guide” for domestic and import slide the sensor up until it stops against vehicles. the bottom part of the valve (see Figure Headquartered in Poway, Calif., Mitchell 6). Gently pull down to verify the spring 1 has provided quality repair information clip has engaged. solutions to the automotive industry for 6) Mount the tire on the wheel and install more than 80 years. For more information, the tire and wheel assembly on the vehicle. visit www.mitchell1.com. 7) Adjust air pressure to that listed on For archived TPMS articles, visit our the tire inflation pressure label (placard) website at www.moderntiredealer.com.
Nominations are now open
Send us your choice for our 2017
25 M o d e r n T i r e D e a l e r ’ s T i r e D e a l e r o f t h e Y e a r A w a r d th ANNIVERSARY 1993 - 2017
Tire Dealer of the Year
We are now accepting nominations for the Silver Anniversary edition of Modern Tire Dealer’s Tire Dealer of the Year award. We are looking for an exceptional tire dealer to join the ranks of 24 other industry greats in receiving the highest honor a dealer can receive. In addition to industry recognition, the winning dealer’s favorite charity will receive a minimum contribution of $1,000 from MTD. The dealer will also be featured in the September issue of Modern Tire Dealer and on-line. In selecting MTD ’s 25th annual Tire Dealer of the Year, judges will consider five elements: 1. Business Success 2. Marketing Skills 3. Management Skills 4. Industry Knowledge 5. Community Involvement Any independent tire dealer, except our previous winners, is eligible for the competition. Content of nominations, not entry embellishments, will determine the winner, so keep entries factual and simple. Support material may be included, but is not mandatory. To immediately nominate a dealer, log onto: http://www.moderntiredealer.com/tiredealeroftheyear and fill out our online nomination form. For more information, contact MTD Editor Bob Ulrich at: bob.ulrich@bobit.com.
Snap your smartphone camera on this QR code to go directly to the Tire Dealer of the Year page on our website: www.moderntiredealer.com/tiredealeroftheyear
I nominate for Modern Tire Dealer’s Tire Dealer of the Year: Name ____________________________________________ Phone____________________ Dealership ________________
_________________________________________________ Address ___________________________________________ City ____________________________________ State _____ Zip Code ________________ Nominated by: Name ____________________________________________ Phone_____________________________________________ Relationship with nominee _____________________________ I believe this dealer should be considered because: ___________
_________________________________________________ Mail to: Modern Tire Dealer of the Year, 3515 Massillon Road, Suite 350, Uniontown, OH 44685. Deadline for entries is May 26, 2017.
Nexen N’Fera Au7 is designed for wet conditions
Statistics show rain as the leading cause for driving fatalities in 39 of 50 states. That’s why Nexen Tire America says it created the N’Fera Au7. The N’Fera Au7 is manufactured with an improved tread design that increases wet braking performance and handling with maximum grip to make sure the tire sticks to the pavement. A combination of a chain end bonding system and highly dispersing fine silica maintains elasticity in high-frequency braking and maximizes contact area. Open lateral grooves maximize drain capacity for superior wet performance while 3D kerf sipes reinforce block stiffness for improved wet handling. NEXEN TIRE AMERICA INC. Quik-Link: (800) 687-1557, ext. 11160 www.mtdquiklink.com/11160
CRP Automotive has antifreeze for Asian vehicles
CRP Automotive says Pentofrost Antifreeze for Asian vehicles contains no silicate, borate or nitrite. The company offers a full line for Asian vehicles, including Acura, Hyundai, Infiniti, Kia, Mazda, Mitsubishi, Nissan, Subaru, Toyota, Lexus and Scion. Formulation meets OEM performance, protection and color specifications. Pentofrost Antifreeze is formulated for year-round use. It prevents lime formation, protects against corrosion and cavitation, and never foams. CRP AUTOMOTIVE Quik-Link: (800) 687-1557, ext. 11161 www.mtdquiklink.com/11161
Empower gloves from Adenna come in choice of two lengths
Adenna’s Empower nitrile powder-free gloves have double the finger thickness of commonly used nitrile gloves, according to the company. The 8-mil finger is more durable and allows for protection and safety against rougher, more demanding jobs. The glove is suggested for use for in mechanic and industrial applications. The Empower glove is available in two lengths: 9.5 inches (240 mm) and 11.5 inches (290 mm) for additional coverage of the wrist. ADENNA INC. Quik-Link: (800) 687-1557, ext. 11162 www.mtdquiklink.com/11162
OTC system helps remove broken studs
The OTC 6982DGS Drilling Guide System assists in removing a broken stud by helping technicians more efficiently prepare to use an extractor. Bosch Automotive Service Solutions says the 6982 Drilling Guide System uses a good stud to center a drilling alignment guide over a broken stud. Fitting the appropriate size bushing and loosely anchoring to the good stud, technicians align the system and drill into the broken stud to bore a well-centered hole. The 6982 Drilling Guide System comes with four alignment guides as well as four bushings in 6 mm, 8 mm, 10 mm and 12 mm sizes. BOSCH AUTOMOTIVE SERVICE SOLUTIONS Quik-Link: (800) 687-1557, ext. 11163 www.mtdquiklink.com/11163
SideWinder tire handler works with an overhead crane
The LiftWise division of Diversified Product Development has introduced the SideWinder, a hydraulic tire handler designed to work with an overhead crane or lift to move, mount and handle tires directly from a horizontal position. The SideWinder has a capacity for tires with diameters from 58 to 75 inches and up to 2,200 pounds, making it ideal for tractors and agriculture equipment, construction equipment and material handlers. The company says one person can remotely operate the SideWinder, which can lift a tire from a flat position and rotate it continuously to vertical for installation. DIVERSIFIED PRODUCT DEVELOPMENT Quik-Link: (800) 687-1557, ext. 11164 www.mtdquiklink.com/11164
Cooper expands Discoverer STT Pro LT tire line
Cooper Tire & Rubber has added a 40-inch size to its Discoverer STT Pro light truck product line. The tire is now available in size 40X13.50R17. Cooper says the Discoverer STT Pro provides superior reliability and durability with Armor-Tek3 construction that adds strength to the sidewall and tread area. Mud release dimples and scoops prevent build-up and improve traction in off-road conditions. The Discoverer STT Pro also has a silica-infused tread compound to improve traction in wet conditions and lowers rolling resistance for improved fuel mileage. COOPER TIRE & RUBBER CO. Quik-Link: (800) 687-1557, ext. 11165 www.mtdquiklink.com/11165
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