Modern Tire Dealer - April 2025

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Photo: FreedomSoft

By

Mike Manges

TDownturn? What downturn?

TIRE DEALERS REMAIN IN GROWTH MODE

he economy may be teetering on the edge of a recession — depending on who you talk to — but you wouldn’t know it based on the number of independent tire dealerships that have added stores over the past several months.

Whether expansion has come through greenfield builds or acquisitions, it’s been full speed ahead for the owners of these dealerships, as they seek to not only grow their physical horizons but also their share of business in existing and new markets.

Let’s look at some independent tire dealerships that have added brand new stores since October 2024.

Cassidy Tire & Service recently opened its 18th store, a location in its longtime hometown of Chicago, Ill.

Chapel Hill Tire opened its 12th location, the third Chapel Hill Tire outlet in the Durham, N.C., market.

Tire Discounters Inc. opened a concept store near its Cincinnati, Ohio, base that offers a full range of electric and hybrid vehicle services.

Tire dealerships continue to expand through greenfield builds and acquisitions. High Ridge, Mo.-based Dobbs Tire & Auto Centers recently acquired Conrad’s Tire Express and Total Car Care, which has 39 stores in the Cleveland, Ohio, area.

Photo: MTD

Mesa, Ariz.-based Sun Auto Tire & Service Inc. opened a new Plaza Tire Service store in Centerton, Ark. High Ridge, Mo.-based Dobbs Tire & Auto Centers opened a store in O’Fallon, Mo., just a few weeks after opening an outlet in Lake of the Ozarks, Mo.

Tampa, Fla.-based RNR Tire Express announced the opening of its 200th franchise location, a store in Schenectady, N.Y.

North Salt Lake, Utahbased Burt Brothers Tire & Service Inc. opened its 29th location, a store in Pleasant View, Utah. Norwell, Mass.-based Sullivan Tire Co Inc. opened its 83rd retail location, a former Country Tire store in Rochester, N.H. Auburn, Maine-based VIP Tires & Service opened its 74th store, a new outlet in Barre, Vt.

And by no means is this a complete list!

Some tire dealerships elected to expand through acquisitions. Here’s a look at some of the deals that were finalized during the first quarter of 2025.

Based on number of stores, the biggest was the acquisition of Cleveland, Ohio-based Conrad’s Tire Express and Total Car Care, which has 39 locations, by Dobbs Tire & Auto Centers, which also picked up five Complete Custom Automotive stores

in Missouri. The Conrad’s Tire purchase also marked Dobbs Tire & Auto Centers’ entry into Ohio.

Byron Center, Mich.-based Wonderland Tire Co. acquired two Ray’s Tire outlets in Wisconsin.

Bloomsburg, Pa.-based Steve Shannon Tire Co. extended its reach by acquiring three retail stores operated by Albany, N.Y.based The Tire Warehouse Inc.

Bend, Ore.-based Les Schwab Tire Centers Inc. enlarged its presence in southern California by acquiring commercial tire dealership Pete’s Road Service, which has 10 outlets, one retread plant and one distribution center.

Les Schwab Tire Centers also entered the Nebraska market through the acquisition of Modern Tire Pros in Platte.

Telle Tire & Auto Centers, based in Webster Groves, Mo., extended its footprint to 30 stores via the acquisition of Shore Tire in Lenexa, Kan., and Miller Tire, a dealership headquartered in Mexico, Mo.

VIP Tires & Service acquired Tires International in Manchester, Conn., and Wallingford Tire & Auto in Wallingford, Conn.

Straightaway Tire & Auto, which is owned by private equity group 02 Investment Partners, grew its network as one of its brands, EAS Tire & Auto, acquired four Integrity Tire stores in the Denver, Colo., market, plus two more stores.

Straightaway Tire & Auto’s Victory Tire & Auto chain also acquired Burnsville Auto Repair in Minneapolis, Minn.

As we move through the rest of 2025, there will be plenty of opportunities for expansion-minded tire dealerships — even in the face of economic headwinds, says Cole Strandberg, MTD’s monthly Mergers and Acquisitions columnist and managing director at Focus Investment Banking.

“Evergreen businesses like tire dealerships are very attractive for capital,” he says.

“We made it through 2008-2009 and we made it through COVID-19. This industry isn’t going anywhere. It’s generating cash flow and there’s a ton of cash on the side, whether it’s private equity or in family businesses. This creates incredible opportunities for the future.

“You can’t drive without tires, even in a bad economy,” he says. “New cars are expensive.

“As much as keeping a car running safely and efficiently can cost, it still costs less than buying a new car.

“In this industry, fortune often favors the bold. It’s an exciting time to be in the tire industry. We think tire dealerships are positioned really well.”

Are you planning to build or acquire a new location? Let MTD know. We’d love to report on it! ■

If you have any questions or comments, please email me at mmanges@endeavorb2b.com.

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Cassidy Tire & Service welcomed customers and neighbors of its newest store in downtown Chicago during a recent grand opening event.

Photo: Cassidy Tire & Service

Dealers grow in new and existing markets

Growing your business can come in many forms. Cassidy Tire & Service, now in its 111th year in operation, has opened its newest location not far from its former agship store, which had been home for more than a half century. At the same time, other tire dealerships — including Les Schwab Tire Centers Inc. — are moving into new markets. Les Schwab has entered Nebraska for the rst time.

1. ATD sale is complete — with new leadership

2. Photos: Inside the 2025 OTR Tire Conference

3. Michelin exec Scott Clark named next Tire Rack CEO

4. ATD still owes Monro for wholesale business

5. A look at tire manufacturing in Canada

6. Photos: Cassidy Tire opens 18th store

7. Les Schwab enters Nebraska market

8. Yokohama TWS to close Trelleborg plant

9. Are tier-two tires making a comeback?

10. Jim May eld retires as Ralson Tire president

DIGITAL EDITION

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MTD READER ADVISORY BOARD

Rick Benton, Black’s Tire Service Inc.

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John McCarthy Jr., McCarthy Tire Service Co. Inc.

Jamie Ward, Tire Discounters Inc.

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Modern Tire Dealer (USPS Permit 369170), (ISSN 0026-8496 print) is published monthly by Endeavor Business Media, LLC. 201 N Main St 5th Floor, Fort Atkinson, WI 53538.  Periodicals postage paid at Fort Atkinson, WI, and additional mailing offices. POSTMASTER: Send address changes to Modern Tire Dealer, PO Box 3257, Northbrook, IL 60065-3257. SUBSCRIPTIONS: Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S. ($81.25 per year). All subscriptions are payable in U.S. funds. Send subscription inquiries to Modern Tire Dealer, PO Box 3257, Northbrook, IL 60065-3257.  Customer service can be reached toll-free at 877-382-9187 or at moderntiredealer@omeda.com for magazine subscription assistance or questions.  Printed in the USA. Copyright 2025 Endeavor Business Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopies, recordings, or any information storage or retrieval system without permission from the publisher. Endeavor Business Media, LLC does not assume and hereby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident, or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated.  The publishers do not warrant either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions by the authors of said articles.

Industry News

Sale of ATD is complete DISTRIBUTOR

ALSO HAS NEW LEADERSHIP

American Tire Distributors Inc.

(ATD) says it has completed the sale of “substantially all of its assets” and the company has outlined its new leadership, which includes some familiar industry names.

Ira Silver, former president and CEO of Max Finkelstein Inc. before it was acquired by U.S. AutoForce LLC in 2022, will serve as president and CEO of the new company, which will retain the ATD name.

Silver’s appointment is effective immediately, ATD said in a news release. The company says he will bring “a fresh vision and strategic direction.”

In addition, Sean Franciscus will join the company as executive vice president and chief operating officer.

Franciscus is the former chief operating officer at Max Finkelstein.

He also is vice president of Asphalt Intermediate HoldCo LLC, according to a filing with the North Carolina Department of the Secretary of State.

Asphalt Buyer LLC was the entity originally identified as the next owner of ATD, according to filings in January. The latest filing in North Carolina — the headquarters of ATD — refers to a new limited liability company, Asphalt Buyer II LLC.

Keith Calcagno, a longtime ATD executive, will serve as executive vice president and chief sales officer of the company.

“With a strong financial position, experienced leadership team and committed new owners, American Tire Distributors is ready to write its success story,” says Silver.

“We are incredibly grateful for the support we’ve received and excited to focus on delivering for our manufacturer partners and bringing high-quality products and unparalleled service to our customers.”

“The loyalty of our associates, customers and core vendors is a testament to the new company’s solid foundation,” adds Franciscus.

American Tire Distributors Inc. says it has completed the sale of “substantially all of its assets” and the tire distributor has revealed its new leadership team.

“Now, we turn our attention to building — honoring our commitment to excellence, leveraging our strengths and claiming our place as the industry leader in wholesale tire distribution.”

ATD says its focus will be on its “core tire distribution business” and that it is “committed to its national distribution network to drive efficiency and deliver exceptional value to its manufacturer partners and customers.”

The company notes it is “backed by a strong financial foundation” and that it “plans to invest significantly in rebuilding inventory and optimizing its distribution footprint, ensuring a seamless and improved experience across its network.”

In its initial statement, ATD didn’t spell out its new ownership structure, which has been anticipated throughout bankruptcy proceedings that began in October 2024. Instead, the company referred to its new ownership of “well-capitalized investors.”

In other ATD news, the company’s bankruptcy has forced an amendment to its agreement and payment plan to Monro Inc. for the wholesale distribu-

tion operation that ATD purchased two years earlier.

Attorneys for Monro filed an objection in ATD’s bankruptcy case in December, noting the Rochester, N.Y.-based retailer was still owed $6,948,086.

ATD and Monro finalized an amended agreement in February, according to a filing with the U.S. Securities and Exchange Commission.

The remaining balance is being split in half and two equal payments were scheduled to be paid Feb. 21, 2025, and June 25, 2025.

Once those payments are made, “the earnout payments owed to (Monro) will be satisfied in full,” Monro said in the SEC filing.

The lingering amount is a small fraction of the $102 million that ATD agreed to pay for Monro’s tire inventory and wholesale distribution assets. An initial $62 million was paid when the transaction closed in June 2022 and the remaining $40 million was to be paid in a series of quarterly payments over approximately a two-year period.

— Joy Kopcha

Photo: ATD

Bites Isik to replace Etzel at Continental

Hankook expands plant

Hankook Tire America Corp., which last month unveiled its fi fth-generation TBR tire lineup, will begin phase three construction at its plant in Clarksville, Tenn., by the end of this year. This expansion will enable Hankook to manufacture TBR tires in the U.S. The factory will be able to produce one million TBR tires annually.

Cassidy Tire opens store

Cassidy Tire & Service recently opened a new store in its longtime hometown of Chicago, Ill. The 15,000-square-foot store, Cassidy Tire & Service’s 18th outlet, is located just a few blocks north of Chicago’s United Center. It replaces the dealership’s flagship location, which closed in 2021 and had been a fi xture in Chicago for more than half a century.

Schwab enters Nebraska

Les Schwab Tire Centers Inc., which is based in Bend, Ore., has entered the Nebraska market with the acquisition of Modern Tire Pros in North Platte. Les Schwab Tire Centers operates in 15 states and is one of the fi ve largest tire dealerships in the U.S., according to the latest edition of the MTD 100.

USTMA predicts units

The U.S. Tire Manufacturers Association (USTMA) has released its shipment forecast for 2025. In total, the USTMA projects that U.S. tire shipments will reach 340.4 million units, up 0.9% from what the USTMA says shipped in 2024. Strongest growth is expected in the OE truck tire segment, with units projected to increase by 2.7%.

Judge nixes lawsuit

A federal judge has dismissed a lawsuit that accused six tire manufacturers of conspiring to fi x prices. Accused were Bridgestone Corp., Continental Tire the Americas LLC, Goodyear Tire & Rubber Co., Michelin North America Inc., Nokian Tyres and Pirelli Tire LLC.

Jochen Etzel, CEO of Continental Tire the Americas LLC, will retire on May 1 and will be replaced by Tansu Isik, who will head up Continental’s business area replacement tires the Americas.

Isik will report to Christian Koetz, executive board member of parent company Continental AG and the head of Continental Tires.

“Jochen Etzel has been a cornerstone of Continental’s tire business in the Americas, serving in this capacity since 2011,” say Continental o cials.

Isik brings more than 20 years of international experience in a wide variety of markets and functions within Continental’s business, including marketing, supply chain, strategy and key account management.

He currently serves as the head of region south and channels eet and OE trailer for Continental’s replacement tire business in Europe, the Middle East and Africa.

Dobbs acquires Conrad’s Tire Express

High Ridge, Mo.-based Dobbs Tire & Auto Centers has moved into Ohio with its acquisition of Conrad’s Tire Express and Total Car Care.

Based in Cleveland, Conrad’s Tire Express and Total Care Care has 39 stores across northeast Ohio. e dealership was founded in 1969.

e purchase of Conrad’s Tire Express and Total Care Care gives Dobbs Tire & Auto Centers 97 retail locations throughout Missouri, Texas, Illinois and Ohio.

“Conrad’s experienced management team will continue to provide leadership and expertise, ensuring a seamless transition for customers and associates,” according to Dobbs Tire & Auto Centers o cials.

“I couldn’t be more excited to continue to grow the Conrad’s brand,” says Dustin Dobbs, CEO of Dobbs Tire & Auto Centers. “We will continue to o er excellent service and products to our customers, while investing in the training, equipment and associates to enhance the customer experience.”

“Dobbs is the perfect partner to continue Conrad’s legacy of exceptional customer service and community commitment,” says Eric Turk, CEO of Conrad’s Tire Express and Total Car Care.

e Conrad’s Tire Express and Total Car Care acquisition is the latest in a series of acquisitions by Dobbs Tire & Auto Centers

In 2024, the dealership, which is owned by Audax Private Equity, acquired Longview, Texas-based Automotive Super Center and Columbia, Mo.-based Custom Complete Automotive.

Tansu Isik (pictured) will take over from Jochen Etzel, CEO of Continental Tire the Americas LLC.

Photo: Continental AG

High Ridge, Mo.-based Dobbs Tire & Auto Centers continues to expand through acquisition. The chain has moved into the Ohio market.

Photo: Dobbs Tire & Auto Centers

A LONG WAY TOGETHER

WHEREVER YOU ARE, BKT IS WITH YOU

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Bites Sentury relocates to new home

Fleet uses WheelRight

Estes Express Lines, which has 280 terminals, is deploying more of Snider Tire Inc.’s drive-over tire inspection systems at its locations. The system, called WheelRight, “has proven a powerful tool in identifying tire issues, significantly reducing downtime and emergency roadside service events,” according to Snider Tire officials.

Nokian targets growth

Nokian Tyres CEO Paolo Pompei says that in 2025, Nokian will “continue to focus on growth and expand production capacity as planned.” A top priority for the company will be continued passenger tire sales growth in North America, plus other regions. Last year, Nokian opened a finished goods distribution center at its Dayton, Tenn., plant.

CMA appoints execs

CMA LLC/Double Coin has promoted Patrick Etheridge to original equipment/national sales manager and has added Luis Garay as regional sales manager. Etheridge will oversee Double Coin’s truck tire sales in the fleet and OE channels, say CMA officials. Garay has experience in product research and developing business with distribution partners.

BKT names marketer

Anette Sklarz Justice is the new head of marketing for BKT USA Inc. In her role, she will be responsible for communications, including media relations and other functions. She brings in “over five years of marketing experience, primarily in the HVAC manufacturing industry,” according to BKT officials.

Burt welcomes COO

North Salt Lake, Utah-based Burt Brothers Tire & Service Inc. has named David Celenza its chief operating officer. Prior to joining Burt Brothers Tire & Service, Celenza worked for TBC Corp. as vice president of business operations.

Sentury Tire USA has relocated its United States headquarters to a larger facility in Hialeah, Fla., in response to increasing market demand for its products.

“This expansion is fueled by the company’s growing annual tire production, bolstered by the recent launch of its state-of-the-art manufacturing facility in Morocco,” according to Sentury Tire USA officials.

“The transition to a larger space is a key strategic step in Sentury’s commitment to better serving its East Coast partners with an expanded product selection.”

Kumho moves to new U.S. HQ

Kumho Tire U.S.A. has relocated from downtown Atlanta, Ga., to Sandy Springs, Ga.

“Featuring 14,000 square feet of stunning offices, conference rooms and work areas, Kumho’s new U.S. location is 2,000 square feet larger than its current space and includes vibrant well-being and break rooms for employees,” say Kumho officials.

The new office opened on March 31.

The move comes on the heels of the January 2025 opening of Kumho’s McDonough, Ga., warehouse, which spans 428,000 square feet and can accommodate 2.5 million tires.

“This is paramount to its dealers, many who are in the Eastern region,” say Kumho officials.

“Our McDonough warehouse investment is pivotal to our strategic growth initiatives and demonstrates our commitment to providing stellar business service for our customers,” says Edmund Cho, CEO of Kumho Tire U.S.A.

TGI holds open house in Portland

Tire Group International LLC (TGI) recently welcomed more than 100 customers to its newly expanded distribution center in Portland, Ore.

The event marked the official opening of the 95,000-square-foot facility following TGI’s acquisition of Portland-based Avaun Tire last summer.

The Miami, Fla-based TGI “quickly integrated Avaun Tire’s operations into the new location,” according to TGI officials.

“TGI is actively seeking new partnerships with distributors nationwide who share our vision of exceptional service and sustainable growth,” says TGI President Joaquin Gonzalez.

Sentury Tire USA has relocated to a new facility in Hialeah, Fla.

Photo: Sentury Tire USA

Kumho Tire U.S.A.’s new office in Sandy Springs, Ga., spans 14,000 square feet and opened on March 31.

Photo: Kumho Tire U.S.A.

More than 100 customers attended a Tire Group International LLC open house in Portland, Ore.

Photo: TGI

Bites Sun expands Plaza Tire chain

Hyundai picks Nexen

Nexen Tire Americas Inc. has been named the original equipment tire supplier for the latest model of Hyundai’s flagship SUV, the Palisade. The supplied tire, the N’Fera Supreme S, is an all-season tire designed for high performance and premium vehicles.

Goodyear to add SKUs

During a recent call with investors, Goodyear Tire & Rubber Co. CEO and President Mark Stewart said Goodyear will introduce five new power lines to markets around the world and will add nearly 200 SKUs “in the high-end, highly profitable segments of the market that are going to generate the returns and greater value for us at a premium price.”

Vogue expands reach

The full line of Vogue brand tires is now available at Tire Discounters Inc.’s 200-plus stores. According to Vogue Tyres officials, “customers can explore the full range of Vogue Tyre products, including the popular Custom Built Radial and Classic White lines of tires” across Tire Discounters’ growing network of stores.

Hunter unveils ADAS site

Hunter Engineering Co. has unveiled a website that breaks down sophisticated ADAS procedures and terminology. “Available for free to access and use, Hunter’s interactive ADAS Learning Tool works on touchscreen tablets or desktop computers,” say Hunter officials.

ADAS Network launches

ADAS Network, a platform for ADAS professionals, has launched. The platform is in response to the increasing demand for training, support and resources required for ADAS service. It offers a dynamic space where professionals can access “just in time” information and connect with a global community of ADAS experts.

Mesa, Ariz.-based Sun Auto Tire & Service Inc. has opened a new Plaza Tire Service location in Murray, Ky. — the seventh Plaza Tire Service store in the “Bluegrass State.”

“Like other Plaza Tire Service stores, the new facility features over 6,500 square feet of space with eight service bays to perform tire installations and repairs, wheel balancing, alignments, brakes, shock and strut replacements, oil changes, battery replacements and more,” say Sun Auto Tire & Service officials.

There are more than 75 Plaza Tire Service locations in total.

Sun Auto Tire & Service’s network includes more than 500 locations, making the company one of the largest tire dealerships in the United States.

Chapel Hill Tire opens 12th store

Chapel Hill Tire has opened its 12th location and the third to serve the Durham, N.C., market.

The store offers a full range of automotive services, along with tires.

The location also has earned the Blue Seal of Excellence from the National Institute for Automotive Service Excellence.

“We are thrilled to officially open our newest Durham location and bring our ‘Work Happy, Drive Happy’ philosophy to even more customers in the area,” says Marc Pons, president of Chapel Hill Tire.

“This store represents not just growth, but also our dedication to making every customer interaction meaningful and every employee experience rewarding.”

Confia Tires will distribute Warrior TBR line

Houston, Texas-based Confia Tires LLC is the exclusive distributor of CMA’s Warrior brand commercial medium truck tires in the United States.

“The Warrior radial truck tire line includes 36 key SKUs, addressing approximately 90% of the demand in the U.S. market,” say Confia Tires officials.

“The comprehensive lineup includes closed shoulder and open shoulder drive tires, regional and specialty all-position tires, mixed-service options, shallow tread trailer tires and wide base tires. Additional sizes are planned to expand the product range further.”

“Warrior tires are manufactured in Thailand at (CMA’s) Double Coin factory that has earned a reputation for quality and performance,” says Walt Weller, president of Confia Tires.

The Warrior program “is primarily factory-direct,” he adds.

In addition to Weller, Confia Tires’ management team consists of Feisal Shariff, chairman, and Mike Milo, vice president of sales and marketing.

The new Plaza Tire Service store in Murray, Ky., is the seventh Plaza Tire outlet in the “Bluegrass State.”

Photo: Sun Auto Tire & Service Inc.

Chapel Hill Tire’s new store in Durham, N.C., is the dealership’s 12th location.

Photo: Chapel Hill Tire

Numbers ThatCount

Relevant statistics from an industry in constant motion

17.5%

Average sales margin for medium truck tires in 2024. It was the only segment to show an increase over the previous year.

Source: MTD Facts Issue

33%

Share of independent tire dealerships that have at least 11 locations

Source:

54%

Share of surveyed customers who expect to spend up to $999 on replacement tires in 2025

Source: Hankook Tire February Gauge Index Survey

$29.21 Gap in pricing of a LT265/70R17 winter tire in 2024 between the New England and Middle Atlantic areas

Source: Fitment Group

2.8%

Source: TechForce Foundation 2024 Supply and Demand Report

Growth in technician workforce from 2022 to 2023, which outpaced the overall U.S. labor force

Photo: Randy Hazelton Photography

Photo: MTD

Photo: Bridgestone Americas Inc.

Photo: Joey Brent

MTD Facts Issue

Photo: Burt Brothers Tire & Service Inc.

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Your Marketplace

John Healy By

ORetail sellout flattens

MEANWHILE, CONSUMERS CONTINUE TO TRADE DOWN

ur recent checks with dealers indicate that retail sellout trends were flat to slightly down year-over-year in February 2025, following three straight months of positive results and slightly behind January results.

More specifically, the independent dealers we surveyed highlighted average sellout declines of 0.2% in February, compared to 0.7% growth the prior month.

Looking closer at volume in February on a regional basis, the Southwest saw the strongest trends, with volumes coming in up 3.4% on average, while the Northwest, Midwest and Southeast were among the regions that experienced low-single digit volume declines.

From our view, we have seen continued strong trends from consumers in winter weather driving catch-up maintenance and tire volumes, with trends coming in positive on a year-over-year basis, on average, for the last three months.

We believe in February dealers saw consumers begin to digest the impact of winter weather as parts of the country started to see warmer weather. Looking ahead to the spring season, we see March had a minus-1.5% comp. We were not surprised to see a potentially positive comp as tax refunds hit consumer wallets.

MILES DRIVEN STILL UP

Given volatile industry conditions due to cost inflation and other macroeconomic fac-

tors, we look at several data points to assess the health of automobile travel demand, which correlates to tire usage and wear.

Looking to miles driven over the last month, which has a significant correlation with the need for a new set of tires, trends were positive in the low-single digits during February, compared to slightly positive gains during January.

More specifically, our Miles Driven Momentum Index registered a 1.4% yearover-year increase in February, which follows a 0.1% increase in January. Trends in March were off to a solid start, with the first week up 1.8%, but they are going up against a healthy comp of 0.5% growth in March 2024.

A LOOK AT RAWS

Turning to raw material costs, the basket of raw materials to make a basic replacement tire grew 1.8% on a year-over-year basis during February and fell 1.7% from January levels. We note this follows a 5.3% year-over-year average increase during the fourth quarter of 2024 following a 10.5% year-over-year average increase during the third quarter of 2024.

Holding raw material pricing constant would equate to a 1.6% year-over-year increase in input costs to build a tire in the first quarter of 2025 and a 1.1% sequential decline from the fourth quarter of last year.

In analyzing specific input costs, natural rubber costs grew 20% on a year-overyear basis in February, as supply remains

pressured in Southeast Asia. Oil prices decreased an average of 8.5% year-overyear in February.

Among other price movements, we note that synthetic rubber costs grew an average of 11.4% year-over-year in February and carbon black prices fell 8.6% year-over-year.

Meanwhile, tire fabric/cordage costs fell 4.8% year-over-year.

Taking a broader look at our tire raw material index, we note the index fell 9.7% in 2023 from 2022 levels, while our index finished out 2024 up 7.1%.

Given the rapid price deceleration in 2023 following two years of price appreciation, we are not all that surprised to see raw material costs increase on a yearover-year basis.

We view the year ahead as a year of moderating price increases as as the raw material price index laps year-over-year increases. We also view this as a potentially welcome shift towards stability for the industry.

WHAT DEALERS ARE SAYING

Dealer commentary suggests consumer demand for PLT replacement tires was slightly down year-over-year on a net basis compared to February 2024.

We believe dealers experienced a period where trends slowed down from their normal winter pick-up as weather started to improve in some parts of the country.

With that in mind, customers are also continuing to trade down to lower-priced tires, with tier-three returning to the top position in February, following a slight trade-up to tier-two in January. ■

John Healy is a managing director and research analyst with Northcoast Research Holdings LLC, based in Cleveland, Ohio. Healy covers a variety of subsectors of the automotive industry. If you would like to participate in the monthly dealer discussions, contact him at john.healy@ northcoastresearch.com.

Maximizing your point-of-sale system

EXPERTS HIGHLIGHT OVERLOOKED AND UNDERUTILIZED TOOLS

Joy Kopcha By

When is the right time to invest in a new point-of-sale (POS) system? And once you make the investment, what tools might you and your team have at your ngertips, but for one reason or another aren’t utilizing? e makers of ve tire industry POS systems cover all the ways these tools can boost productivity and pro tability and they share what the next wave of system capabilities will look like in 2025.

“If you’re spending too much time double-checking inventory or if you’re re-entering the same data in multiple places, that’s a clear sign your current POS is holding you back,” says Deion Davenport, director of revenue, ASA Automotive Systems Inc.

Photo: ASA Automotive Systems Inc.

MTD: What’s the most common pain point tire dealers are trying to alleviate when they shop for a new POS system?

DAVID ANDREOLI, president, Andreoli & Associates Inc.: Some of the common pain points are inventory management issues, bad nancials driven by lack of clear process and data collection in their existing system and lack of online selling capabilities (tire sales and scheduling appointments).

DEION DAVENPORT, director of revenue, ASA Automotive Systems Inc. (ASA): e most common pain point we hear from tire dealers is the need to simplify and streamline their daily processes. Many dealers struggle with ine cient work ows due to outdated systems or disconnected processes. Inventory is a prime example. ey need real-time visibility into what’s on hand, what’s on order and what’s available from their suppliers, but older systems o en lack that seamless visibility.

Some dealers are still using pen-andpaper methods, which, while they’ve served the industry well in the past, now cost shops valuable time and create opportunities for errors. Others are using outdated software that doesn’t ow smoothly from one step to the next — slowing down everything from writing up a ticket to managing inventory to consumer communication. Today’s consumers expect text updates, online scheduling and digital approvals.

Dealers are looking for an all-in-one POS system that brings e ciency, better organization, and seamless communication across all areas of business.

STEPHEN YELVERTON, general manager, FreedomSo : ere are a few pain points we hear a lot from dealers. Many are frustrated with the usability of their current system. It’s not easy for their new employees to learn and it takes way too long to do basic tasks like quoting tires or selling from a customer’s history. e other pain point we’re hearing more and more

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is the decline in customer support from their current software company. Many have reached a breaking point and are looking for a change.

JAY ADAMS, president, MaddenCo Inc.: I don’t know that we see a most common pain point. Reasons for change vary wildly. For some, it’s about moving away from an agnostic, off-the-shelf software to a true tire dealer software. For others, it’s about visibility into their suppliers’ inventories within the POS system (or) it’s mobile applications, whether for road service or for meeting people at their vehicle on premises. For some commercial dealers, it’s about having national account interfaces. Those are some of the reasons we see interest. There are many more.

JEFFERSON CARPENTER, director and general manager, TCS Technologies: First, we see a lot of dealers who feel like their POS is antiquated and holding their business back from meeting their customers’ expectations. As we all know, consumer expectations are advancing more rapidly than the tire industry and it’s important to find a forward-thinking software vendor who will grow and adapt to market changes. Secondly, at least half of the prospective dealers we talk to cite the support they are currently receiving as one of the reasons they are looking for a change. When shopping for software, be sure to ask for metrics around support response times, resolution times (and) customer satisfaction. Be sure to get some references, even if you ask your peers and find them on your own.

MTD: What report or tool within your POS system is overlooked or underused and why should tire dealers begin to utilize it?

ANDREOLI (Andreoli & Associates): One of the most underused features is the ability to lock (the option) to change selling prices at the counter. So often front counter sales reps “sell from their own wallet,” discounting pricing without ever being prompted by the customer. We typically see around a 5% or higher increase in sales when the dealer locks the ability for a sales rep to edit price. The sales rep can still apply a discount, but this is trackable and they are held accountable for the price reductions they make.

DAVENPORT (ASA): Several valuable tools often get overlooked. Appointment reminders. No-shows can hit 10% to 20% in some areas. A quick text reminder can drastically reduce missed appointments and keep bays full. Shops that implement this see higher customer retention and improved scheduling efficiency.

Reorder report. Set minimum/maximum inventory levels so the system tells you when to reorder. (This) helps shops stay stocked without overbuying (and) ensures that inventory is optimized without the guesswork.

ASApay payment processing. While not necessarily overlooked, ASApay is the new player in the field and more tire dealers are making the switch every day. With our latest release, shops can now process all payments in-house, eliminating thirdparty fees and reducing transaction costs. This gives dealers more control over their finances while increasing profitability.

Declined services report. (This is) one of the most underused tools with the highest revenue potential. Tracking and following up on declined services turns missed opportunities into future sales, boosts repeat business and strengthens customer trust. These tools help increase efficiency, reduce costs and capture more revenue, all with minimal effort.

YELVERTON (FreedomSoft): One of the major benefits of using TireShop is speed. We’ve built in convenient, multi-tasking tools that allow you to jump from one area of the software to another without closing what you’re working on. It’s insanely fast. For instance, let’s say you’re building a new repair order for a customer and someone calls you on the phone to schedule an appointment. Rather than backing out of what you’re already working on, simply press our multi-tasking shortcut and jump right to the appointment schedule. When you’re finished creating the appointment, back out and you’re right where you started — working on the original repair order you started. It’s really simple. While most of our customers utilize this and love it, some don’t and they’re missing out.

ADAMS, MaddenCo: Bar code scanning. The time savings when performing physical inventory is enormous.

CARPENTER, TCS Technologies: One of the most powerful tools that we have seen overlooked or underused is called the TireWorks HD Advisor. We essentially aggregate all the historical information

about the vehicle from the CarFax Report, recommendations from digital inspections, services with scheduled intervals that have lapsed, as well as previously declined services, and pop them up on an actionable screen when the consumer drops off the car. Many POS systems have this information, but the user would need to go through the customer’s history and search for it.

MTD: How does a single-store tire dealership know when it’s time to invest in a new POS system? How should they think about their return on investment (ROI)?

ANDREOLI (Andreoli & Associates): Most dealers will put up with a bad system for longer than they should. When they come to realize they are losing a substantial amount of money due to lack of functionality or they feel their system is negatively impacting their customer’s experience in their shop, it is time to seriously consider a change.

DAVENPORT (ASA): There’s no universal perfect time to upgrade, but many dealers say they knew it was time when they moved from a home garage to a formal shop. That’s often when processes get too complex for manual systems. Some dealers feel the need before they officially decide. If you’re spending too much time double-checking inventory or if you’re re-entering the same data in multiple places, that’s a clear sign your current POS is holding you back. Another red flag is seeing competitors offering online scheduling, text updates or digital inspections, while your system can’t keep up.

When it comes to ROI, it’s not just about dollars spent — it’s about saving time, improving accuracy and increasing car count. A good POS speeds up processes (and) helps you order smarter, manage inventory accurately and keep up with pricing changes. This leads to fewer mistakes, faster service and happier customers. The best way to calculate return on investment is to see an increase in the number of cars exiting the shop daily and a higher average invoice total. Increased car count equates to more revenue, which is a clear sign of a good investment.

Systems that support text updates, online booking and digital inspections also help attract and retain more customers. And with better reporting tools, you can see which jobs make money and where you’re losing, so you’re basing decisions on data, not guesswork.

If your current system is slowing you down more than helping you grow, that’s your sign to upgrade. A modern POS isn’t just an expense — it’s an investment in efficiency, profitability and future growth.

YELVERTON (FreedomSoft): Every shop is different, but we’ve seen many that knew it was time for a change when they saw their peers’ satisfaction with software that is easy to use, offers great customer support and increases shop efficiency. A good POS/SMS is a financial investment in your business and the immediate and long-term returns are huge. Many TireShop customers say it’s the single best thing they’ve done for their business’ efficiency, customer satisfaction and shop profitability.

ADAMS, MaddenCo: Oftentimes, this decision revolves around inventory management. A growing, one-store tire dealer either

needs software that can properly track inventory or if the dealer is not keeping much inventory on hand, then the dealer will need connections to its suppliers’ inventories. One way to do that is to have multiple browser windows open and try to navigate purchasing that is not connected to the POS system. The better approach is to have that capability within the POS system.

CARPENTER, TCS Technologies: Most of the industry perceives POS software as an operational overhead that they just need to use. We think this is the question dealers need to ask themselves: “How much has this tool increased my revenue and my efficiency?” If they struggle to come up with strong numbers and examples, it’s probably time for a change. ROI should be the biggest driving factor for your change. We have customers that have attributed a 9% growth in their business by making the change to TireWorks HD. If you’re making a decision based on the cost of the software, you’re focusing on the wrong thing.

MTD: What new capabilities are you rolling out in 2025?

ANDREOLI (Andreoli & Associates): HITS is releasing a native digital inspection and customer check-in app in the second quarter.

DAVENPORT (ASA): ASApay is our flagship feature launch for the end of 2024 and into 2025, with plans to seamlessly integrate it across all ASA products. ASApay offers simple installation, an intuitive user experience and is designed to reduce operational costs while making payment processing easier for dealers.

From a B2B perspective, we’re introducing an online portal that gives business accounts direct access to their invoices, statements and account history with their dealer. In early-2025, we’ll roll out integrated payment processing within the portal, allowing businesses to pay invoices directly online. This paperless process enhances convenience for customers, while helping dealers streamline receivables and improve cash flow.

On the operational side, our integrated Digital Vehicle Inspection (DVI) tool allows dealers to customize inspections. Dealers can attach photos and videos, giving customers a clear, visual understanding of their vehicle’s condition. Completed inspection reports are shared directly with customers. All inspection data flows directly into the POS, where dealers can track recommended services — including declined services — for better follow-up and future marketing efforts. We’ve partnered with an industry-leading DVI provider, ensuring our customers have access to the best, fully integrated inspection solution available.

YELVERTON (FreedomSoft): We’re constantly developing new capabilities in TireShop and working with new integration partners. We’ve recently added our own B2B websites for TireShop users who do some wholesale and want to sell online and now we’re finishing up an integration with TireConnect that will allow our customers to sell tires on their retail websites and push those new orders right into TireShop. Also while we’ve had an integration with Epicor ISE for many years (for parts ordering and labor), we’re introducing our own custom interface built directly into TireShop that allows for quicker part and labor searches. The new interface will also allow TireShop to display local inventory right in the Epicor search results. We’re beefing up our integration with AutoFlow and PartTech and much more.

ADAMS, MaddenCo: We are in the midst of building an outside purchase management system that will be an unbelievable time saver and enhancement for our customers. Managing non-inventory purchases is a huge burden for many dealers and this new system is going to make it much easier to do. We also have new mobile apps coming out that are beneficial to dealers across all industry segments.

CARPENTER, TCS Technologies: (New capabilities include):

• Bridgestone Firestone Treadnet integration (retail). Submit 17 types of delivery receipts without leaving the software; fleet and dealer lookups; data capture, verification and more.

• Bridgestone Firestone inventory lookup and ordering (retail). Inventory availability and pricing within all F1 Tire Search windows; one-click direct ordering and more.

• TireGuide integration (retail). Tailored workflows for tire-centric dealers; eliminates the overhead of a service catalog.

• AMI integration (retail). Adds the options for retail dealers to accept orders and return requests via AMI web.

• Enhanced RT integration (wholesale). Two-way integration enhances the RT Locator Warehouse Management System.

• QuickBooks Online (retail and wholesale). Two-way sync of data between TireWorks HD and QuickBooks Online; eliminates single-user mode with setup options to sync the data you want.

• Text-to-Pay and Authorize (retail). For dealers using 1stMile for credit card processing, customers can view and authorize work orders and also pay from their mobile device. ■

Dealer/program groups

Tires, savings and resources

PROGRAM GROUPS PREVIEW UPCOMING OFFERINGS

By

Many independent tire dealers need community, support and resources to help them be the best they can be. This is where tire dealer program groups come into play. In this MTD exclusive, representatives from various program groups share what they’re bringing to dealers in the coming year.

NATIONAL GROUPS

COSMO TIRES KAT KASH PROGRAM (Tire Group International LLC): We will be launching our Cosmo Kat Kash Program in March through our distribution centers

in the Florida and Oregon/Washington markets. We will then begin work to launch with our distribution partners across the country in the second and third quarters.

HERCULES POWER PROGRAM (American Tire Distributors Inc.): The 2025 Hercules Power Program includes more opportunities for independent tire dealers to earn on passenger and light truck tires than ever. Dealers who meet their attainment targets on Hercules tires also get the opportunity to earn volume bonus incentives on Ironman brand passenger and light truck products.

In 2025, the Independent Tire Dealers Group LLC will launch its MemberLink data portal for members and vendors. It will provide faster, more accurate access to reporting.

HERCULES FLEX PROGRAM (American Tire Distributors Inc.): The Hercules Flex Program offers program members more opportunities to earn on commercial tire purchases from medium truck to OTR to industrial and ag tires.

INDEPENDENT TIRE DEALERS GROUP LLC : In 2024, we reached a new milestone in total revenue and we have also taken great strides in the technology used for reporting.

In 2025, we will launch the MemberLink data portal for members and vendors that will provide faster, more accurate access to member reporting through integrated data processes. MemberLink is an innovative product that will change the way that members interact with our buying group, making forecasting, shopping and deciding on programs easier than ever.

LEXANI IGNITE ASSOCIATE DEALER PROGRAM (Turbo Wholesale Tires LLC): Turbo has 16 new PLT tire designs launching in 2025. Lexani will feature seven new tires, three new tire designs for Rolling Big Power (RBP) and three new tires for Lionhart as well. Turbo

Photos: MTD

Madison Gehring

THE MR. TIRE AND BIG 3 TIRE PROGRAMS ARE DESIGNED TO HELP YOU SHAPE THE FUTURE OF YOUR INDEPENDENT TIRE DEALERSHIP WITH THE TOOLS NEEDED TO REACH YOUR MAXIMUM POTENTIAL WITHOUT SURRENDERING YOUR IDENTITY.

Dealer/program groups

recently launched RBP commercial tires in late- 2024, featuring 12 new offerings. These tires are available now. We launched www.LexaniShop.com in February 2025. This is a one-stop shop for point-of-sales materials, signage, literature and materials like banners and tire stacks. This site also has branded apparel and merchandise. The site will feature a single sign-on for Lexani Ignite dealers, who will earn promotional dollars to use on LexaniShop.com based on their previous quarter performance on Lexani Ignite. Every tier is rewarded for participating.

MILESTAR

MOMENTUM (Tireco Inc.): In 2025, we are set to elevate our market presence with a series of strategic initiatives and product launches designed to enhance both customer and dealer experiences. Consumers can look forward to new rebate offers on passenger and light truck tires in the second and third quarters. On the dealer side, there are Milestar Momentum Program enhancements aimed at maximizing benefits.

The Milestar Academy is expanding its reach with a new Spanish-language site. We have expanded our product lineup by launching the Winterguard, a new studdable winter tire featuring both the 3PMS and Ice symbols. The Milestar TBR segment is also set to grow with new product offerings in the second half of the year. These initiatives emphasize our commitment to empowering dealers and delivering exceptional value to consumers in 2025.

MR. TIRE/BIG 3 TIRE (K&M Tire Inc.): For 2025, we’ve added more boost programs, including a Bridgestone/Firestone boost program. Our boost programs benefit our Mr. Tire/Big 3 Tire dealers by adding real profit to their bottom lines and increasing their partnership with K&M Tire. We’ve also added the capability for our Mr. Tire/Big 3 Tire dealers to offer rebates to their customers in the form of virtual gift cards, cutting down processing and mailing time to end users.

POINT S USA DBA POINT S TIRE & AUTO SERVICE : In 2025, Point S USA is focused on expanding its footprint, enhancing member support and driving consumer engagement through key initiatives. The Expanded Platinum Partner Program has strengthened exclusive relationships with key tire manufacturers, offering Point S

REGIONAL GROUPS

BTS PARTNERS PROGRAM (BTS Tire & Wheel Distributors): We are marketing BTS Partners Program to partner with independents to help them in the tire business.

USA-exclusive promotions, enhanced rebates and increased marketing support.

Point S USA is also offering new e-commerce and online appointment booking features to drive in-store and online sales and simplified tire warranty processing through a streamlined digital warranty system for easier post-sale support.

TIREHUB PLUS (TireHub LLC): We’re excited to announce that in 2025, we’ll be introducing additional value-added services. We’re committed to continuously providing services that help our dealers succeed.

TIRE PROS (American Tire Distributors Inc.): Tire Pros is dedicated to providing its operators a strong national brand with a collaborative support structure necessary to help them navigate the changing automotive industry.

TIRE SOLUTIONS INSTALLER (Tire Solutions Inc.): In 2025, our dealers will be able to take advantage of our new warehouse addition we completed throughout 2024, meaning they will have more selection and products to choose from.

EXXPRESS TIRE NETWORK (Exxpress Tire LLC): We are in the process of revamping our program. It was previously known as Exxpress Car Care Centers. This has now transitioned to Exxpress Tire Network. A dealer that signs on directly with Exxpress Tire as their primary distributor for a manufacturer’s associate dealer program is enrolled into our loyalty program, Exxpress Rewards. This is a component of Exxpress Tire Network. We will run promotional pricing by brand for associate dealers for that particular brand.

In terms of minimum purchases, to be able to redeem the Exxpress Rewards loyalty points, a dealer must meet the minimum purchases threshold of the manufacturer’s associate dealer program. We will eventually reach a point at which we will have monthly fees.

TIRE MANUFACTURER PROGRAMS

ADVANTAGE (Yokohama Tire Corp.): Yokohama is offering featured line rewards with an additional 2% payout on select lines to Advantage dealers that reach tier. Yokohama is also continuing the popular Advantage Insider Rewards spiff program for associate dealer salespeople, with lucrative spiff payouts throughout 2025.

BKT GROWING TOGETHER ASSOCIATE DEALER PROGRAM (BKT USA Inc.): We are always looking for ways to improve the program and provide our associate dealers with more lucrative incentives. In 2025, the AgriMaxFactor, EarthMax SR 22, EarthMax SR 22

Point S USA is focused on expanding its footprint in 2025. Eric Gill, president of Gills Point S Tire (left), has more than 120 Point S stores in 10 states.

Many program groups hold annual dealer meetings, giving their members the opportunity to network with peers.

Dealer/program groups

AS, EarthMax SR 30, EarthMax SR 31 and SR 713 were added to the program. Later this year, we will continue to add more products and review payout tiers to better meet our associate dealers’ needs. Payout tiers are outlined in the enrollment application, which can be obtained through a BKT sales manager or a BKT tire distributor.

BRIDGESTONE AFFILIATED RETAILER

NATIONWIDE NETWORK (Bridgestone Americas Inc.): The program previously published a self-serve Dealer Performance Dashboard on our dedicated portal, AffiliatedRetailer.net and we were able to expand on this dealer view in 2024.

Our partnerships with vendors in the following categories have been expanded and renewed: nationwide warranties, social media reputation management, websites and onsite tire inflation machines. We have standardized collaborations with vendor partners, where Affiliated Retailer Network support partners are featured monthly and quarterly. This will help us support co-branded incentive giveaways to promote various offerings. It is our intention to continue to introduce additional vendor collaborations in 2025.

DELINTE D-SHIELD/LANDSAIL

MILEAGE WARRANTY & ROAD HAZARD COVERAGE (Sentury Tire USA): Delinte’s light truck tire range features the Bandit series and the first in the lastmile delivery segment, the DV3 LMD AS, which was released at the 2024 SEMA Show. Many Delinte tires come with the Delinte D-Shield in 50,000 and 55,000 mileage, which includes our road hazard warranty plan.

The Landsail brand offers all-season and performance options for passenger cars, SUVs and light trucks. Most notably in 2024, Landsail released its first all-weather and last-mile delivery offerings, the RD-365 LMD All-Weather. The Landsail TBR product lineup will also be launched in 2025. Select Landsail tire models are covered for up to 55,000 miles or up to 2/32-inch of usable tread life remaining under the 55,000 mileage warranty plan.

DOUBLE COIN (CMA LLC/Double Coin): Radial OTR tires in 29-, 33- and 35-inch rim diameters for construction and aggregate use and a newly designed regional steer tire in 22.5- and 24.5-inch

rim diameters. Newly designed Smartway-verified closed shoulder drive tire in 22.5- and 24.5-inch rim diameters.

DRIVEN (Toyo Tire U.S.A. Corp.): Toyo will be continuing the existing successful program into 2025 and is looking forward to another great year of partnership with our Driven dealers. Our program offers dealers the opportunity to grow their business and grow their profits while selling passenger, light truck and commercial Toyo Tires, which are known for their quality and performance.

CONTINENTAL GOLD RETAILER PROGRAM (Continental Tire the Americas LLC): The Continental Gold Program is proud to be able to extend our value through partnerships with exclusive suppliers. The Dealer Business Suite is available to all Gold dealers and gives them access to our partners that offer exclusive pricing, discounts and products.

Reaffirming our commitment to creating happier, healthier dealers by helping to lower their operating cost, in addition to providing lucrative rewards, Continental prides itself on listening to dealer feedback in order to continue evolving the Gold program in ways that will give our dealers opportunities to grow their business in a meaningful way.

GT RADIAL SMART (Giti Tire USA Ltd.): MaxClimate tires will be added to the program this year.

HANKOOK ONE (Hankook Tire America Corp.): At the start of 2025, Hankook announced a relaunch of the ONE program. The refreshed program offers new incentives and added support for dealers, enhancing the overall value of the program. The relaunched program includes new opportunities for dealers to earn higher cash rewards at lower volume levels, expanding access to recognition.

It also offers expanded recognition levels from four to give to offer support for those with increased volume. The five tiers now include Silver, Gold, Platinum, Diamond and the new Diamond Plus tier. Rewards range from $3 to $12 per Hankook tire and $2 to $6 for Laufenn products.

In addition, as an additional incentive, dealers who attain Diamond or Diamond Plus levels can earn points to

be redeemed in the ONE Program online portal for a variety of offerings including events, appliances, travel, electronics and fashion. Through this relaunch, Hankook seeks to add value to dealers participating in the ONE program and reinforce the company’s dedication to the success of its dealer network.

KENDA TRACTION (American Kenda Rubber Ind. Co. Ltd.): Select ATV, UTV and trailer tires now qualify for the Traction program. Increased payouts in 2025, plus a new tier level, plus a secondary distributor option.

PREMIUM FUEL PROGRAM (Kumho Tire USA Inc.): New products are launching in 2025: the PA71 (late spring), PS72 (late spring) and RT51 (late fall/early winter). We have a dealer training portal that will be open to all dealers (not exclusive to FUEL dealers). This training will allow for dealers to watch educational product videos and get an in-depth understanding of some of our Kumho tires. Once they complete the training, they are awarded Kumho merchandise or a gift card. Active FUEL dealers can sign up for a merchandise kit to be sent to their store. This kit includes Kumho banners, posters, tire stack covers and tire inserts. If the dealer sets the Kumho merchandise up in their store, takes a picture of it displayed and sends to our team, the dealer receives a $50 gift card.

MICKEY THOMPSON MARKETING ALLIANCE (Goodyear Tire & Rubber Co.): We plan to release an eMTMA program in 2025 for online retailers, in addition to our normal MTMA program which is only for brick-and- mortar retailers. This year, we’re increasing our dealer payouts for each unit purchased.

TITAN STRONG SELLER ASSOCIATE DEALER PROGRAM (Titan International Inc.): Titan plans to continue offering product expansions and innovations in 2025.

In agriculture, Titan recently introduced the new AgraVANTAGE Bias R-1 line, which brings a high-performing, cost-competitive option across 10 sizes for irrigation pivots, tractors and combines. Additionally, larger sizes of the Goodyear R14T tire are now available for sprayers and combines. ■

Goring (brian.goring@kmtire.com)

Clint Young (clintyoung@pointstire.com)

Nasoulis (jimnasoulis@tirealliance. com)

(kirk.feinswog@tirehub.

(jnapoli@usautoforce.com)

(gbell@atd.com)

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Dealer/program groups

Tire Manufacturer Programs

Dealer/program groups

Franchise Groups

INTRODUCING THE SAILUN SDL70 EFT

A NEW ERA OF FUEL EFFICIENCY AND DURABILITY FOR FLEETS

In today’s competitive commercial tire market, fleet owners are increasingly focused on maximizing fuel efficiency and tire longevity to reduce operational costs. Enter the Sailun SDL70 EFT – a premium closed-shoulder drive tire designed with cutting-edge technology to offer superior performance in both fuel savings and mileage. After undergoing rigorous fuel and mileage testing, the SDL70 EFT has proven to be a game-changer, providing fleets with an unmatched balance of economy and durability.

FUEL EFFICIENCY THAT SPEAKS FOR ITSELF

Recent fuel and mileage tests have confirmed that the Sailun SDL70 EFT is a serious contender in the tire industry. In a controlled environment, the SDL70 EFT was tested alongside tires from a Leading T1 Manufacturer, on trucks and trailers running in combination on a test track. The third-party testing company’s results revealed that the Sailun tire provided a -1.4% +/- 0.5% improvement in fuel consumption compared to the Leading T1 Manufacturer’s tires. This shows a significant enhancement in fuel efficiency, a critical factor for fleets looking to reduce operating costs.

The SDL70 EFT achieves this remarkable performance thanks to its innovative “slim bead” technology, which helps reduce rolling resistance and improves fuel economy. Rolling resistance, a key contributor to fuel consumption, is minimized through this design, allowing vehicles to use less energy to maintain speed. When combined with its advanced tread compound, the SDL70 EFT becomes an optimal choice for fleets seeking to maximize fuel savings without compromising on performance.

BUILT FOR DURABILITY AND LONGEVITY

While fuel efficiency is essential, it’s just one part of the equation. Fleets also demand tires that can withstand the rigors of daily operations and deliver maximum mileage. The Sailun SDL70 EFT rises to the challenge with impressive durability.

The SDL70 is a premium closed-shoulder drive tire that is designed with a 240mm wide footprint and a 30/32 tread depth, allowing it to offer superior stability, ride comfort, and extended tire life. These features contribute to the tire’s ability to provide exceptional mileage performance, with test results projecting over 400,000 miles based on multiple evaluations across different trucks. This consistent performance reinforces the tire’s remarkable durability, making it an ideal option for long-haul fleets that need tires that can go the distance.

Additionally, the SDL70 EFT features Sailun’s Advanced Compound Technology, which is used in the tread compound’s formulation. This new technology mixes the compound in a fluid state to ensure the best possible dispersion of materials, leading to enhanced traction in wet conditions, as well as reduced rolling resistance. This advanced manufacturing process ensures that the SDL70 EFT performs reliably across a range of weather conditions while maximizing tire longevity.

WHY THE SDL70 EFT MATTERS FOR FLEETS

In an industry where minimizing downtime and maximizing efficiency are paramount, the Sailun SDL70 EFT stands out as a tire that delivers on both fronts. Its superior fuel economy and impressive mileage make it a wise investment for fleet owners looking to cut costs without sacrificing quality or performance.

The Sailun SDL70 EFT is not just a tire – it’s a strategic advantage for fleets looking to stay ahead of the curve. Its fuel-efficient design, advanced technology, and durability make it a standout choice for companies striving to enhance their bottom line without compromising on quality or performance. As the industry continues to evolve, the SDL70 EFT is proof that innovation in tire design can drive significant operational savings while meeting the toughest demands of modern fleets. ■ For more information visit gosailun.com

Photos: Sailun Tire Americas

THE RIGHT FITMENT STARTS WITH EDUCATION

By Madison Gehring

What are some of the most common misconceptions about high performance (HP) and ultra-high performance (UHP) tires — and how can tire dealers address these myths during the sales process? Several tiremakers and suppliers o er advice in this MTD exclusive.

BRANDON STOTSENBURG, vice president, automotive division, American Kenda Rubber Industries Inc.: Consumers will sometimes question the need for higher speed-rated UHP tires because (they will say) “I don’t drive that fast.” Tire dealers know that speed ratings really re ect performance ratings and should always ask qualifying questions as they understand the vehicle and can properly explain the tire performance options.

Many consumers also believe that the uniform tire quality grade (UTQG) di erences among di erent brands will re ect the actual wear and mileage expected for the product. This is often not true and retailers should remember that the UTQG should reflect the wear/mileage within a manufacturer’s product lineup, but not compared to other manufacturers’ products. is is very evident in the maximum performance summer segment, where many brands compete but o er signi cantly di erent, realworld wear performance.

HP/UHP tires

Consumers often don’t understand the ride/balance/uniformity interactions of the tire and the wheel assembly. Ride and handling will be determined by the assembly — not just the tire. Explaining the benefit trade-offs along with these misconceptions will allow the retailer to be a performance expert that will be trusted!

DAN COHEN, director of motorsports and marketing, XComp Tires, American Pacific Industries: I believe consumers sometimes think that HP/UHP tires are only for high performance sports cars. In reality, everyday passenger cars of the present have the same if not more power than the sports cars of the 1990s and 2000s.

Also with the greater emergence of electric vehicles comes the demand for performance tires that can handle the torque and weight of electric cars/trucks. At the sales counter, education is key. Tire dealers can help guide the consumer to the correct choice.

MICHAEL MATHIS, president, Atturo Tire Corp.: Consumers may be concerned about using a UHP tire as a daily driving option. This could be due to tread life or all-season concerns. The most important thing for a dealer to do is properly educate the customer about the benefits and tradeoffs of a UHP tire. When done correctly, this creates a satisfied customer and future sales opportunity.

The need for proper maintenance (rotations and alignment) — along with

“Consumers often don’t understand the ride/balance/uniformity interactions of the tire and wheel assembly,” says Brandon Stotsenburg, vice president, automotive division, American Kenda Rubber Industries Co. Ltd. “Ride handling will be determined by the assembly — not just the tire.”

Photo: American Kenda Rubber Industries Co. Ltd.

the replacement sale or winter set of tires — should be discussed and planned for as part of the UHP sale. When properly matched with the consumer’s expectations, UHP tire sales are a source for immediate profit and repeat sales.

IAN MCKENNEY, senior product manager, Bridgestone Americas Inc.: A common misconception is that all HP/ UHP tires are track-capable. Educate (customers) that not every UHP tire — especially (a) summer tire — is a track tire. We encourage dealers to ask questions to help understand how the consumers intend to use their tires and help them understand what tires are appropriate for track use and which are not.

“The most important thing for a dealer to do is properly educate the customer about the benefits and trade-offs of a UHP tire,” says Michael Mathis, president, Atturo Tire Corp. “When done correctly, this creates a satisfied customer and future sales opportunity.”

NATE DODDS, product manager for performance tires, Continental Tire the Americas LLC: Electric vehicle consumers have a misconception that electric vehicles need a specific tire and tire category — primarily a touring type of tire. As has been done in the past, each customer should be qualified by the dealer to make a recommendation. As with internal combustion engine (vehicle owners), there will be customers who would like a touring tire, but also customers who are more performance-oriented and therefore should be recommended a HP/UHP-type tire.

JOSH BENSON, vice president, First Choice Sourcing Solutions: Many consumers believe HP/UHP tires are only for high performance sports cars or are unnecessary for everyday vehicles. In reality, these tires offer benefits like improved handling, wet weather performance and fuel efficiency, making them ideal for a wider range of vehicles, including performance SUVs and sedans.

Dealers should educate customers on how HP/UHP tires improve safety and performance — such as better braking and stability — even at moderate speeds (and by) emphasizing the total value, including longer tread life and fuel savings.

JENNY PAIGE, director of product planning, Goodyear Tire & Rubber Co.: Consumers often have misconceptions about HP and UHP tires, which can impact their purchasing decisions. While some consumers are enthusiasts with a deep understanding of these tires, others — often referred to as accidental

Photo: Atturo Tire Corp.

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performance buyers — may require HP/ UHP tires simply due to the specifications of their vehicle.

Tire dealers can help address these misconceptions by providing information on vehicle tire requirements, differentiating tire technologies and emphasizing proper maintenance. By doing so, dealers can build trust with customers and guide them toward more informed purchasing decisions.

Common HP/UHP misconceptions include consumers thinking HP/UHP tires are only for sports cars. While it’s true that HP/UHP tires are optimized for highspeed handling, they can also be a suitable choice for everyday vehicles that require precise handling for dynamic driving, including swift lane changes and sharp cornering. Many CUVs, sedans and SUVs are now equipped with HP/UHP tires to enhance their performance capabilities.

Another misconception is that consumers think HP/UHP tires are expensive and not worth it. While UHP tires may carry a higher upfront cost, their performance benefits — such as enhanced

traction, improved braking and better handling — can significantly improve driving safety, especially in challenging conditions. The superior performance can justify the investment for those seeking a premium driving experience.

Many consumers assume that HP/ UHP tires prioritize speed and performance at the expense of comfort and noise reduction. However, modern HP/UHP tires are designed to offer a balance of both performance and comfort. Advanced tread compounds and optimized tread patterns provide enhanced handling, while also minimizing road noise and improving ride comfort — ensuring a quieter and more comfortable experience for everyday driving.

Finally, some consumers may believe HP/UHP tires require more maintenance. While HP/UHP tires do require regular maintenance, such as checking tire pressure and ensuring proper alignment, they do not necessarily demand more attention than standard tires when properly maintained. Educating consumers on the importance of tire care — such as

maintaining proper inflation and regular rotation — can alleviate concerns about maintenance.

Addressing these common misconceptions is essential for tire dealers to help consumers make more informed and confident purchasing decisions. While high performance tires often appeal to knowledgeable enthusiasts, there is also a significant number of accidental performance buyers — consumers who need HP/UHP tires due to the specific requirements of their vehicles. To effectively serve these customers, dealers must offer clear, insightful information about tire specifications, performance technologies and maintenance best practices.

By educating consumers on how to select the right tire for their needs and emphasizing the value of proper care, dealers can build trust, strengthen customer relationships and ultimately position themselves as trusted advisors in the HP/UHP tire market. This proactive approach not only enhances customer satisfaction but also drives sales and longterm loyalty.

HP/UHP tires

DAVID WANG, managing director, Gripmax Tires Inc.: A misconception consumers may have is that (HP and UHP tires) don’t work in bad weather. Educate consumers on advancements in all-weather UHP designs that perform well in various conditions.

Another misconception is that these tires are too expensive for what they offer. The dealer should explain the long-term value through better performance, safety and durability and consider offering financing options. Dealers should also address concerns of tire wear by discussing proper maintenance practices, alignment and rotations to maximize tire life.

JIN HAN, product manager, Hankook Tire America Corp.: Perhaps one of the biggest misconceptions is that HP/ UHP tires are only for sports cars and luxury vehicles. The reality is that while the high performance segment may have been designed with those specific vehicles in mind, the increased demand for an enhanced driving experience across the board means we are increasingly seeing OE fitments for more mainstream vehicles, such as SUVs and electric vehicles.

We also often see concerns about the HP/UHP segment not performing well in wet or wintry weather. While the latter is certainly true — and we would recommend either a seasonal pairing of tires or looking into all-weather offerings — many UHP tires are engineered with wet traction variables in mind.

And finally, a common thought is that all tires in a particular segment are made equally. Some drivers may think that because a tire is labeled HP/UHP, for example, that it’s exactly like its neighbor in the same segment. However, elements,

“The dealer should explain the longterm value through better performance, safety and durability and consider offering financing options,” says David Wang, managing director of Gripmax Tires Inc.

Photo: Gripmax Tires Inc.

“While HP/UHP tires are often associated with high performance sports cars, many vehicles—ranging from luxury sedans to performanceoriented family cars — also benefit from, and in some cases, now spec these tires,” says Shawn Denlein, president of sales and marketing, Kumho Tire U.S.A. Inc.

Photo: Kumho Tire U.S.A. Inc.

including tread pattern and composition, can differ from one tire to another. Consider what a particular tire — high-performance or otherwise — was designed to do, whether that’s optimized performance in certain conditions (wet or dry) or if it’s designed for certain speeds.

“Dealers can let consumers know that UHP tires enhance handling, braking and cornering for a wide range of vehicles,” says Walter Chen, product strategy specialist, Maxxis International-USA.

Photo: Maxxis International-USA

To address these misconceptions, dealers should focus on driver education and, in turn, take the time to educate themselves on each driver’s unique needs. Two-way communication will ensure that every driver heads out with the right fitment for their vehicle and needs.

SHAWN DENLEIN, president of sales and marketing, Kumho Tire U.S.A. Inc.: Several misconceptions exist about HP/ UHP tires that tire dealers need to address. While HP/UHP tires are often associated with high performance sports cars, many vehicles — ranging from luxury sedans to performance-oriented family cars — also benefit from and in some cases, now spec these tires. Dealers should emphasize the broader range of vehicles that can benefit from HP/UHP tire performance, not just sports cars.

Many consumers believe that HP/UHP tires wear faster due to their performance characteristics. While these tires are designed for optimal handling, advancements in rubber compounds and tread designs have led to tires with higher mileage warranties. Dealers should educate customers on maintenance tips and highlight newer, longer-lasting HP/UHP options.

WALTER CHEN, product strategy specialist, Maxxis International-USA: Common misconceptions about UHP tires include that they are only for high-end sports cars, wear out quickly, are noisier, have a harsher ride and are more expensive. Dealers can let consumers know that UHP tires enhance handling, braking and cornering for a wide range of vehicles. They could also highlight advancements in tire technology that improve tread life, comfort and noise levels. And they can add that UHP tires are now relatively more affordable than before.

Jin Han, product manager, Hankook Tire America Corp., says tire dealers “should focus on driver education and in turn, take the time to educate themselves on each driver’s needs.”

Photo: Hankook Tire America Corp.

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HP/UHP tires

ANDREW STEPHENS, brand manager for UHP tires, Michelin North America Inc.: Particularly in the HP/UHP segment, consumers don’t fully understand the difference between an OE-replacement, OE-marked tire and a standard replacement market tire of the same product name. For example, in development with vehicle manufacturers, Michelin may tune a tire by adjusting compounds, belt angles, width and depth of the tread, etc., to meet the performance needs of the OEM. The standard replacement market tire is tuned to perform across various vehicle platforms. If the consumer wants to maintain the original driving performance, it’s important they replace their set of tires with an OE-marked tire. Dealers can help educate their customers on this point when validating their needs during the sales process.

STEVE BOURASSA, director of products and pricing, Nokian Tyres Inc.: Dealers can educate consumers that they don’t have to sacrifice safety or longevity to get the performance they want out of their tires. While there will always be trade-offs, better technology is helping tiremakers balance responsiveness to the road, long tread life and rolling resistance. These days, it is possible to achieve safety, efficiency and durability in a tire that’s still built to hug the corners and power quick acceleration.

BRYCE JONES, head of product marketing and training, Pirelli Tire North America Inc.: A common misconception is that HP/UHP tires are only suited for performance cars and are not practical for everyday driving, especially in varying weather conditions. Many consumers also believe that UHP tires wear out quickly or are too noisy for daily use. It’s important to explain the technology behind these tires, such as advanced tread designs and materials that improve both longevity and overall performance.

JARED LYNCH, vice president of sales, corporate accounts, PLT, North America, Sailun Tire Americas: Look for premium quality that delivers the best value. Consider whether the tire features a modern, updated tread design and how long it has been in production. Review mileage warranties and explore additional value-added programs.

“These days, it is possible to achieve safety, efficiency and durability in a tire that’s still built to hug the corners and power quick acceleration,” says Steve Bourassa, director of products and pricing, Nokian Tyres Inc.

Photo: Nokian Tyres Inc.

“Know what the customer was running before and you can probably find an option that will give them more miles than the last time,” says Tom Okihisa, PCR product manager, Sumitomo Rubber North America Inc.

Photo: Sumitomo Rubber North America Inc.

Phillip Kane, CEO, Turbo Wholesale Tires LLC, notes that “most consumers are unaware that their new sedan, CUV or SUV was manufactured with HP/UHP” tires, which can cause “price-shock” at the time of first tire replacement.

Photo: Turbo Wholesale Tires LLC

TOM OKIHISA, PCR product manager, Sumitomo Rubber North America Inc.: One misconception is UHP tires have a harsh ride. This may have been true before, but the latest UHP tires can offer a great ride. Just understand the consumer’s expectations. See what they have on their vehicle now so you can make a good recommendation.

Another misconception is that UHP tires wear out fast. Again, this was often true before, but less so now. Most all-season UHP tires come with a mileage warranty and over the years, the level of coverage has increased. We’re seeing a trend where even some summer UHP tires have mileage warranties. Know what the consumer was running before and you can probably find an option that will give them more miles the next time.

MARK LINDSEY, chief strategy officer, Tire Group International LLC: Overall, our industry is constantly evolving to meet the demands of car enthusiasts, motorsport professionals and everyday drivers. Today, advancements in tire technology continue to provide consumers with a variety of options that deliver superior value without sacrificing the handling and performance characteristics required for today’s most discerning drivers.

Tire dealers should embrace these emerging trends by partnering with their suppliers to develop a category management strategy to meet demand and optimize profitability in the UHP/ HP segment.

MIKE PARK, assistant director of marketing, Tireco Inc.: A common misconception is that UHP all-season tires perform optimally in all weather conditions. While these tires offer versatility, they do not offer the same performance of summer tires or winter tires. Dealers should emphasize the importance of choosing the right tire for the customer’s specific needs.

Another misconception is that HP/ UHP tires have the same tread life as touring tires. Educating customers about the performance trade-offs, such as faster tread wear due to softer compounds designed for grip, is helpful in making informed decisions.

CAMERON PARSONS, technical field manager and business development, Toyo Tire U.S.A. Corp: UHP tires are no

longer reserved just for sports cars in dry weather. Most customers are looking for versatility and today they have options.

PHILLIP KANE, CEO, Turbo Wholesale Tires LLC: Most consumers are unaware that their new sedan, CUV or SUV was manufactured with HP/UHP (tires), and often run-flat tires. So the price-shock that can occur at first replacement can be significant if the person behind the counter isn’t effectively qualifying the buyer.

LARRY HARMON, regional sales manager, Unicorn Tire Corp.: One of the biggest misconceptions is that HP/UHP tires are only for sports cars. The reality is that modern HP/UHP tires cater to a wide range of vehicles, including sedans, luxury cars and even some CUVs. Dealers should take the time to educate customers on the benefits these tires bring, such as improved handling, safety and durability. It’s important to highlight how advanced tread patterns, rubber compounds and design features can offer a performance edge tailored to their specific vehicle.

“UHP tires are no longer reserved for just sports cars in dry weather,” says Cameron Parsons, technical field manager and business development, Toyo Tire U.S.A. Corp. “Most customers are looking for versatility and today they have options.”

Photo: Toyo Tire U.S.A. Corp.

RYAN PARSZIK, manager product planning, Yokohama Tire Corp.: Many consumers believe that HP/UHP tires are only for sports cars, but that’s not the case with many passenger cars, CUVs and EVs (coming) with HP/UHP tires. Also a

“Many consumers believe that HP/ UHP tires are only for sports cars,” but that’s not always the case as other vehicles also come with those tires, says Ryan Parszik, manager, product planning, Yokohama Tire Corp.

Photo: Yokohama Tire Corp.

concern comes from consumers thinking they will wear out quickly or have a harsh ride, which in reality, is not true. Many HP/UHP tires have a very competitive long mileage warranty and balance low noise with a nice ride. ■

How to become a go-to dealership for coolant system service

“Explain the benefits of a coolant flush, such as preventing engine overheating, corrosion and the build-up of contaminants,” says Dennis Eaton, U.S. sales manager at CPS Products Inc. “A coolant flush helps to optimize engine performance and longevity.”

Photo: 90907633 © Kwangmoo | Dreamstime.com

mix of anti-freeze and water, should protect your engine down to about” minus34 degrees Fahrenheit. “If the freeze point is too high, a service may be required.”

Eaton says there are “several service options, equipment-wise, to perform a professional coolant exchange. We recommend coolant exchange equipment that will exchange the largest percentage of coolant — new versus old.

“You want to ensure that the exchange process includes refilling the coolant system free of air pockets that can result in airlocks within the coolant system. We also recommend an exchange process that allows the technician to perform a static fluid exchange” when the vehicle isn’t running.

EMPHASIZE THE IMPORTANCE OF MAINTENANCE

Kim Klimas By

Tire dealers who replied to MTD’s 2024 Tire Dealer Automotive Service Study indicated they expect 48% of their total profits to come from automotive service.

This includes modern coolant system services that protect against overheating to keep engines running efficiently and operating optimally. In fact, more than 75% of tire dealers who responded to the survey offer modern coolant system services to customers.

Today’s market is competitive and customers are spending cautiously due to economic uncertainty. Some are even putting off vehicle maintenance and repairs altogether.

That’s why it’s important to stay in-the-know on best practices that can be employed to help differentiate the modern coolant system services offered at your dealership from those offered by your competitors, while boosting your bottom line and providing a service that protects customers’ motors.

CUSTOMER AWARENESS

Is the average vehicle owner cognizant of the importance of properly maintaining their modern cooling system? And what are some best practices to keep customers educated and up-to-date about system maintenance?

Dennis Eaton, U.S. sales manager at CPS Products Inc., says that it’s “generally recommended to flush a car’s coolant system every 30,000 miles or every two to three years, whichever comes first.”

However, he adds that this interval “can vary, depending on (the vehicle’s) make and model, so it’s always a good idea to check the owner’s manual for specific guidelines. Regular coolant exchanges are important because they help prevent overheating, corrosion and build-up of contaminants in the cooling system.”

Signs that a customer’s vehicle might need a coolant exchange include an overheating engine, discolored coolant, coolant leaks and temperature fluctuations.

“Using a coolant tester, a typical 50/50

“We recommend a two-step process, including a cleaner and conditioner (Motorvac 400-0138), along with the coolant fluid exchange service,” says Eaton. “The cleaner restores cooling system efficiency by removing rust and other contaminants from the vehicle cooling system. The conditioner contains rust and corrosion inhibitors, which help radiator deposits that can cause clogging and overheating. An added conditioner benefit is a water pump lubricant.”

MARKETING ADVICE

How can you bring customers into your tire dealership to have their vehicles’ coolant systems serviced? It all starts with education, according to Eaton.

Tire dealers should emphasize the importance of cooling system maintenance. “Start by assessing your customer’s current coolant condition and checking for any signs of wear or contamination.

“Based on this, recommend a coolant flush, if necessary. Explain the benefits of a coolant flush, such as preventing engine overheating, corrosion and the build-up of contaminants. A coolant flush helps to optimize engine performance and longevity.

“Additionally, offering promotions or package deals that include coolant exchanges along with other maintenance services can go a long way toward making services more appealing to customers,” he explains. ■

Retreaders talk demand, tariffs and other challenges RISING

Madison Gehring By

The past five years in the retread market have been interesting, to say the least, according to John Ziegler III, regional sales and operations manager for Massillon, Ohio-based Ziegler Tire & Supply Co.

“2020 was obviously a disaster and then 2021, no one had any tires in their warehouses, so it didn’t matter what you were charging — people were going to buy tires from you,” says Ziegler.

“Then the next year, the market kind of softened, so you had to start lowering prices. But then there was a tread shortage, which caused a huge backlog in the retreading processes. And now when you get caught back up on the shortages, all these tariffs come and retreading slows down.”

This year, Ziegler hopes for an uptick in demand for retreads, but says 2025 is off to a slower start.

Jason Cleveland, vice president of manufacturing at Byron Center, Mich.-based Wonderland Tire Co., says he expects a “relatively flat year as far as retread sales.”

Black’s Tire Service Inc. dba Carolina Retread, which is based in Whiteville, N.C., is preparing for a flat market, as well, according to Rick Benton, who directs the company’s wholesale division, BTS Tire & Wheel Distributors.

Dorsey Tire Co. Inc. expects demand for retreads to decline more as fewer trucks are on the road, according to Bruce Chamblee, chief operating officer

COSTS WILL BE TOUGH TO TAME IN 2025 Also

Jason Cleveland, vice president of manufacturing at Byron Center, Mich.-based Wonderland Tire Co., says he expects a “relatively flat year as far as retread sales.”

Photo: Wonderland Tire Co.

Commercial Tire Dealer ®

for the dealership, which has locations in Georgia and South Carolina and is based in Pooler, Ga.

“We are planning on demand holding steady,” says Brian Chase, president of Rice Tire, which is based in Frederick, Md.

Tariffs on imported TBR tires from Thailand “will play a big factor one way or another.”

Steve Bobovnik, vice president of operations at Mulberry, Fla.-based Conlan Tire Co. LLC, says tariffs that were imposed last year on TBR tires from Thailand will help boost demand for retreads and could lead to market expansion for his company.

Mark Anderson, senior director of procurement at Commercial Tire Inc., which is based in Meridian, Idaho, expects to see 3% to 5% growth in demand for retreads this year.

Noah Hickman, president of H&H Industries Inc. in Oak Hill, Ohio, says his business is already seeing an increase in demand on the OTR tire side and specifically, “mining tires in big haul tire sizes of 33.00R51 or 27.00R49s because

of the performance these tires provide today.”

H&H Industries has “done more OTR retreads than we did in all of the first quarter last year. Our spring and early summer forecasts are promising.”

IMPACT OF IMPORTS

Hickman says his company’s biggest competitors aren’t other retreaders. His fiercest competitors are lower-tier, less-expensive tires that have been coming into the market. This trend is even impacting H&H Industries’ tire repair business.

“When a customer sends in a tire that has a significant cut, it now becomes an issue of, ‘Is this tire’s value enough to invest more money into?’”

Because of this, Hickman is seeing a higher rejection rate because customers are saying, “No. That’s too much money to put into a lower-tier tire.”

Ziegler has similar thoughts. “The biggest problem, by far, is the virgin, new import trailer tire being — at this point — almost cheaper than a retread cap and casing,” he says, adding that some

Noah Hickman, president of H&H Industries Inc. in Oak Hill, Ohio, says his retread business is seeing an increase in demand on the OTR tire side and specifically, “mining tires in big haul tire sizes ... because of the performance these tires provide today.”

David Yarbrough, director of company sales for Winston-Salem, N.C.-based Parrish Tire Co., says the overall state of the freight market will be the biggest challenge for his dealership’s retreading business this year.

customers will instead opt for new truck tires. “In doing that, people are going further and further away from retreading.”

Ziegler says smaller fleets, in particular, are gravitating towards less-expensive, new TBR tires.

“The mega fleets of the world — Walmart, Swift, J.B. Hunt — they can’t afford to only run virgin import tires.”

Ziegler Tire has started selling some less-expensive imports to adapt to the market. “We realized we could either get in the game or sell zero retreads. If the customer isn’t going to buy retreads at all and they can go down the street and buy cheap imports from another dealer, all of a sudden, we’re losing sales.

“Right now, if your price (for a retreaded truck tire) is $200 and the

Photo: Parrish Tire Co.

Photo: H&H Industries Inc.

guys down the road are selling for $196, (customers) are buying the one down the road,” says Ziegler. “It’s all extremely transactional right now.”

If more tariffs are placed on imported tires, “they’re going to be $300 instead of $200 and people will realize it’s not a good deal and come back to retreading,” says Ziegler. “But if these import tires continue to be priced where they are, it’s going to be tough for the retread market to rebound.”

RETREAD PRODUCTION

According to MTD research, truck tire retread production decreased slightly in 2024 versus prior-year levels.

David Yarbrough, director of company sales for Winston-Salem, N.C.based Parrish Tire Co., says his dealership’s retread business was down in 2024 compared to 2023.

He explains that increasing freight rates helped contribute to the decline in demand and believes that the overall state of the freight market will be the biggest challenge for Parish Tire’s retreading business this year.

Dorsey Tire’s Chamblee says he saw a decrease in demand for heavier treads and an increase in demand for trailer treads. “Units were up by 6% and rubber pounds were down by 15%.”

Retread production was down at all of Wonderland Tire’s plants last year. Cleveland attributes this to a down economy and the impact of low-cost TBR tire imports on the marketplace.

Bobovnik says Conlan Tire’s retread production decreased in 2024, going from 980 units per day to 906 units a day.

H&H Industries’ overall retread production “decreased for us in the first half of 2024 but increased in the second half,” says Hickman. “Production for 2024 overall had a slight decrease in units, but due to retreading larger-size tires our sales were up from previous years. Sales in smaller, articulated sizes continue to decrease due to new import tire cost.”

Todd Sumerel, president of Erlanger, Ky.-based Bob Sumerel Tire Co., says his company’s retread production increased by around 5% in 2024.

Chase says Rice Tire’s retread production was up slightly, but the increase came from national account business, not from local books.

Doug Daniels, president and chief operating officer at Daniels Tire Service

in Santa Fe Springs, Calif., says his company’s retread production increased by around 12% due to expansion of the company’s customer base.

2025 CHALLENGES

Bobovnik says quality casing availability will be Conlan Tire’s biggest challenge this year.

Benton of Black’s Tire/Carolina

Retread says staffing and the economy will be his company’s biggest challenges, along with the high cost of operations. Black’s Tire/Carolina Retread is “still trying to build more training and culture for the future,” he notes.

Hickman says employee benefits will be one of his biggest challenges this year — specifically health care and insurance, which are “going up.”

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FOOTNOTES

* estimated

Here’s how the points are calculated: Each April, Modern Tire Dealer ranks the “Top 50 Retreaders in the U.S.” based on the average amount of tread rubber used to retread different types of tires. Twelve pounds of rubber, on average, are used to produce one light truck tire retread, while 24 pounds are used to produce one medium/heavy truck tire retread. An average of 324 pounds is used to build one OTR tire retread. MTD awards one point for every seven pounds of rubber used per retread. Each light truck tire retread equals 1.7 points, each truck tire retread equals 3.5 points, and each OTR retread equals 46 points. The point total does not include industrial tires. Numbers are rounded to the nearest point.

TIA OTR Conference focused on safety

LEGISLATION, TARIFFS AND AUTONOMOUS TRUCKS ALSO WERE HOT TOPICS

Mike Manges By

The 2025 Tire Industry Association OTR Tire Conference put the spotlight squarely on tire technician safety.

More than 500 attendees from 35 states and 12 countries — 20% of them first-time OTR Tire Conference delegates — participated in the annual event, which recently took place in San Juan, Puerto Rico.

The 2025 OTR Tire Conference, the 70th edition of the event, kicked off with TIA President Debra Hamlin presenting the Marvin Bozarth ETS Technician of the Year Award to Tony Pass of Jim Whitehead’s Best-One Tire & Service in Oakwood, Ga.

TIA created the award last year to recognize OTR tire technicians “who exemplify excellence, dedication and leadership in their field.”

Upon receiving the honor, Pass, a 30-year OTR tire service veteran, thanked his wife and family. “They know the long hours” that come with OTR tire service, he told conference attendees.

Pass also thanked his customers. “They’ve been so faithful and there for me. I feel like I’m in a dream.”

“We had an incredible selection of nominees this year,” added Hamlin.

Next, Charlie Pearson, sales manager at Fleet Equipment Corp., and Tom Formanek, who represents Stellar Industries Inc., discussed some of the “do’s and don’ts” of tire service truck safety and operation.

Sharing best practices, Pearson told attendees to keep trucks clean, check for leaks and let vehicle systems warm up before starting operation.

Formanek told attendees to properly spec their trucks, employ qualified operators, use trucks as they were intended, perform preventive maintenance and follow manufacturers’ lubricant guidelines.

“Ask not what your service truck can do for you. Ask what you can do for your service truck,” Pearson quipped.

Lifting and cribbing were the focus

Photos: MTD

More than 500 OTR tire professionals from 35 states and 12 countries — 20% of them first-time OTR Tire Conference delegates — participated in the event, which took place in San Juan, Puerto Rico.

of a presentation by Matt White, TIA’s director of off-road tire service, and Jeff Faubion, safety trainer at Columbia, Miss.-based Southern Tire Mart LLC. When it comes to OTR tire service, “everything is important, but lifting is the most important,” White told attendees, adding that proper lifting and cribbing can mean the difference between life and death in the field. “I want you to crib (equipment) so you can take a nap under-

neath it. You don’t want to be quick. You want to be alive. I want technicians to go home at night. Let’s know what we’re lifting and how it works.”

Kevin Rohlwing, TIA’s chief technical officer, led a panel discussion that covered the evolution of the association’s Earthmover Tire Service (ETS) training program.

The panel included Russ Devens, director of safety and risk management

TIA President Debra Hamlin presented the Marvin Bozarth ETS Technician of the Year Award to Tony Pass of Jim Whitehead’s Best-One Tire & Service in Oakwood, Ga. “I feel like I’m in a dream,” Pass told attendees upon receiving the honor.

for Wilkes-Barre, Pa.-based McCarthy Tire Service Co. Inc., and Roy Galyer, training manager at Klinge.

TIA’s ETS program has “come a long way, but it’s important to recognize we’re not done,” said Rohlwing, who highlighted modules of TIA’s Basic ETS 2024 program.

He told attendees that Basic ETS “is completely new, front to back,” with more focus on safety guidelines that OTR tire technicians should follow.

LEGISLATIVE ISSUES AND MORE

Legislation, tariffs and autonomous trucks also were hot topics at the conference.

“The OTR tire sector is poised for continued growth, but to realize this growth, we need the support of lawmakers,” said Roy Littlefield IV, TIA’s vice president of

and support the industries” that OTR tire dealers serve.

Carol Hochu, president and CEO of the Tire & Rubber Association of Canada, provided an overview of her country’s mining industry.

Canada is among the top five producers of 14 commonly mined substances. It’s the largest producer of potash worldwide and the globe’s second-biggest producer of uranium, she noted.

Minerals mined in Canada account for 22% of the country’s total exports and have a monetary value of $127 billion.

“Canada is a little preoccupied with the prospect of tariffs,” said Hochu, referring to the Trump administration’s decision to levy duties on Canadian exports. “A lot remains unclear.”

She noted that “Canada’s leading banks

economic outlook presentation.“There’s some good news on the horizon,” with coal mining activity expected to pick up in the “interior region” of the U.S. next year, he said.

When it comes to coal mining, “wherever 2025 ends up, expect the same for 2026.”

Gold prices “are skyrocketing,” Rohlwing added.

Precious metal prices, in general, “are going to continue to increase — good news for companies that provide tires to mines.”

Road and highway construction also “appear to be bright spots.”

OTR tire dealers may struggle if they don’t adapt to the impact of autonomous mining trucks on the products and services they provide, said Jeff Kurtz, global

Steel City Tire sees more opportunity in OTR

CO-OWNER JEFFRIES SAYS THERE’S PLENTY OF ROOM TO GROW

Joy Kopcha By

In 2022 when Green Bay, Wis.-based Pomp’s Tire Service Inc. acquired Tredroc Tire Services Inc., there was one piece of the business that didn’t move into the Pomp’s portfolio — an OTR tire dealership operating under another brand name: Steel City Tire.

Larry Je ries served as CEO of Tredroc from October 2018 until its sale to Pomp’s in September 2022. He told MTD that Tredroc’s owners, Don Barnes Jr. and Bob Barnes, were looking for a small operator to purchase the OTR business. Ultimately, Je ries and Chris DiGiorgio, the former chief nancial o cer at Tredroc, decided to make an o er and the pair purchased Steel City Tire.

Je ries says he and DiGiorgio “immediately saw the opportunity and started to expand” the business, which is based in Hammond, Ind.

A er acquiring some additional OTR tire businesses, Steel City Tire now has four “OTR specialty service centers.” ree centers operate under the Boom Country Tire (BC Tire) name in Osceola, Ark.; Alvarado, Texas; and Carrolton, Ky. ( e Steel City Tire shop is operated by a union-member workforce, while the BC Tire locations are not.)

Each location operates near a mill it services. “It’s not like the TBR business, where you can go set up shop in a major city and you’ve got trucks running around everywhere,” says Je ries.

Steel City Tire and BC Tire specialize in serving construction and quarry customers. ey work with Phoenix Global, a global mining company with a location in Arkansas, which fueled the growth of the BC Tire location there.

e combined businesses service ve states. ey operate 23 OTR Maxi-plus power service trucks, plus nine medium OTR trucks and 10 super-duty service trucks. ey carry more than $6 million in OTR tire and wheel inventory and have 65 employees.

“We’ve doubled the size since we’ve taken it over,” says Je ries, adding that “there are de nitely more opportunities to expand. Because this is one of those industries (where) once you get a good relationship with a customer like Phoenix and Harsco and so on, they’ll come to you (and say) ‘I have a mill that I’m working in (this location.) Would you be willing to go out there and take care of it?’ at’s how we ended up in Arkansas and Kentucky. Phoenix came to us.”

Je ries says tire dealers have to be cautious “because you can’t make a living if you just go to one customer.”

But so far those customer relationships have paved the way to additional growth.

“We’re still looking at some areas throughout the U.S.,” he says.

He adds that his company’s customers appreciate Steel City Tire’s OTR-only

approach. “Customers love the fact that ‘I don’t have to compete with somebody putting on a TBR tire for Ryder.’”

Steel City Tire also has developed a mechanical service center called BC Field Services and recently become an authorized dealer for Sennebogen, a manufacturer of cranes and material handling equipment.

Je ries says this allows the company to service Sennebogen equipment on site. at part of the business started with a single truck and technician and it is now searching for a technician to operate a third service truck.

Adding mechanical service is another way Steel City Tire likes to stand out from its competitors.

“We’ve been growing at a double-digit pace and hopefully will continue to do so,” says Je ries. ■

Steel City Tire, which is based in Hammond, Ind., is an OTR-exclusive tire dealership with four locations that cover several states.

Photos: Steel City Tire

With three BC Tire locations operating under the Steel City Tire umbrella, co-owner Larry Jeffries sees opportunities to expand and also offer more services to its mining customers.

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Variability in air pressure rules

SINGLES, DUALS AND TRIPLES NEED EXTRA ATTENTION

Modern Tire Dealer has partnered with AG Tire Talk to provide answers to insightful questions that farm tire dealers have about farm tire technology. is is the next installment in our ongoing series, which is designed to help farm tire dealers better connect with their customers. A trending question, followed by answers, will appear in our Commercial Tire Dealer section every other month. For complete answers, click on www.agtiretalk.com.

886084336 | Veremeev | Getty Images

QUESTIONS: Why are ag tire air pressure requirements different for free rolling, low torque and high torque applications? Why are very high- exion (VF) single tires allowed minimum in ation of 12 psi, whereas duals/triples are allowed minimum in ation of six psi with some tire manufacturers? And what is the reason for weight carrying capacity reduction of 12% for duals and 18% for triples?

DAVE PAULK, manager, eld technical services, BKT USA Inc.: ere are differences between bias tire and radial tires when running in a free rolling application versus a drive wheel application (high or low torque). In most cases, radial tires are

used in mixed service (drive wheel and free rolling) without a noticeable di erence in air pressures and load carrying capacities. With radial tires, the load capacities don’t change with the application change.

This is not the case with bias tires because of the construction of the tire and the e ects of load, speed and torque when used in a drive wheel (DW) application. When used in a free rolling (FR) application, the tire is pulled by a tractor on a wagon or cart. It is pulled across the ground and has no slippage and no torque applied to the tire. Without the e ects of torque, the tire can carry more load.

When used in a DW application, the engine, bearings and gears all create a bit of friction. Some slippage from torque

The green arrow depicts the axle, while the center of gravity is indicated by the blue arrow. The load/force exerted on the axle is indicated by the red arrow and the force is greater in the dual application, as indicated by the bolder red arrow.

Photo:

Photo: Yokohama TWS

occurs from the power of the machine to the tire and to the ground. Used as a drive tire, this limits the amount of weight the tire can carry. Torque is the applied force around an axis — in this case, the axle — and produced by an engine. e amount of torque generated is predicated by gear ratios and the RPMs used to generate power. When you think of a torque wrench, the person is generating power. e longer the handle, the more force that can be applied. is is the same concept as torque on bias tires.

VF technology tires are becoming more prominent and more widely used because the weight carrying capacity is greater than a standard tire and they can be run at lower air pressures to minimize compaction. Air pressure carries weight, so the right amount of air pressure must be used to minimize damage to the tires. Lower air pressure can be run in duals and triples versus running singles. When using duals/triples, the tires provide more oatation and share the load of the tractor/implements. When using singles, there is only one tire per side to spread the weight of the tractor. When running duals and triples, air pressures can be dropped below the required pressures. Duals/triples can carry the same weight at lower air pressures versus a single tire. When using duals/triples, the weight carrying capacity of the tire is diminished by 12% on duals and 18% on triples. Although low air pressures can be used in this application, thought must be given to ensure that enough air pressure is being used to carry the weight based on these percentages. When using duals and triples, the de ection of the tires when weighted must be considered. Minimum spacing must be maintained between tires so that they clean out and don’t pick up sticks, rocks and other trash and damage the sidewalls.

Weight carrying capacities and recommended air inflation for the loads being carried can be found in load and in ation charts on the manufacturers’ websites or in data books. If only the load and in ation for singles are given in the load chart, multiply the carrying capacity by 0.88 for duals and 0.82 for triples at the corresponding air pressure. is will give the carrying capacity in dual/triple applications.

GREG GILLAND, vice president global agriculture, Maxam Tire North America

Inc.: Tires face di erent forces that act upon the structure of the tire to carry a load from point A to point B. Every ag tire faces three forces to help move your tractor forward or in reverse:

• X force drives the tractor forward or backward.

• Y force stabilizes the tire from side-toside movement.

• Z force supports the load or weight being carried.

Tires must be able to transmit the engine torque or power, which overcomes the rolling resistance, also known as tire slip, providing the forward or rear motion to move the machinery. In the case of agricultural radial tires, 80% of the weight is carried by the compressed

THE NO-SPLICE RETREAD

air in the tire chamber, which is adjusted based on three given working conditions: axle load or weight, speed and the desired tire contact patch or footprint.

Each of the above conditions will dictate the capability or limitations of the tire to achieve its purpose of moving a given load from point to point.

The ag industry has termed three different air pressure possibilities that a tire may face when operating in dynamic work conditions:

Free-rolling applications are present when an ag tire is on towed wheel position where the tires are only subjected to axle load applied and the pulling force of a powered tractor or unit. The only limitation is the weight on the tires for a given maximum speed.

Low torque applications are when an ag tire is on a powered wheel position with both load and lower torque applied due to reduced power applications to pull an implement across a field for a given work application such as planting.

High torque applications are when an ag tire is on a powered wheel position with very high torque or power applied to pull an implement or load at very high speeds, mostly due to transportation requirements or movement from one place to another.

The working requirements for the tire will be based on the vehicle purpose or tire configuration, closely followed by the work applications to determine which air pressure conditions to consider.

In all instances, the criteria to deter-

AG Tire Talk

mine what air pressure is required will be determined by:

• Machine: MFWD tractor, 4WD tractor, harvester, floater, sprayer, grain tank,or implement, etc.;

• Size and wheel position: Front axle tire, rear axle tire, trailer axle position;

• Configuration: Single, dual or triple;

• Maximum axle load: Weight per tire;

• Cyclic load: Work conditions fully laden and then fully unladen, and;

• Speed: What is the highest speed to complete work requirements?

In an ideal world, all agricultural platforms would be equipped with vehicle-mounted central inflation systems. These systems would allow tire air pressure adjustments at the touch of a button, switching between lower air pressure for low torque field applications and higher pressure for faster high-torque operations when moving from field to field.

As a rule, when operating at lower torque (lower speed) in the field, an ag tire can use lower air pressures to carry significant loads, allowing the sidewall to deflect as needed and increase the tire tread contact area, reducing soil compaction while increasing the tread footprint delivering greater traction.

Conversely, when faced with the need to move a machine or platform from one field to another, air pressure must be increased as the higher transport speed will require more air pressure to allow the load carrying capacity to adjust to

the higher heat generated by the increased velocity. If the platform in question has a central inflation on-board system, this air pressure change can be applied immediately, allowing the optimal air pressure to be added to the tires to achieve the desired load carrying capability for a given speed.

DAVID GRADEN, global account manager, agriculture, Michelin North America Inc.: There are many variables tire manufacturers consider when making tire pressure recommendations, all taking into consideration tire application.

Free-rolling tire — lower psi: Free rolling tires only need to be able to carry the weight from above, while at the same time handling the undulating ground beneath it as it rolls, as well as the movement of rubber and heat buildup, depending upon the speed. As freerolling tire positions have no torque, air pressures can be reduced when compared to drive tires.

Drive tires — higher psi: Pressures for drive tires under torque take these same variables into consideration, while also considering the linear forces put upon them. Consequently, higher air pressures are required for drive tires versus free rolling position tires. Decreasing torque — less psi required: Air pressure can also be reduced in low torque applications versus high torque applications.

For example, if a tire is required to carry 6,500 pounds, six psi can be used in a six mph low torque “planter applica-

tion” and seven psi must be used in a six mph high torque “plowing application.”

When recommending air pressures for duals or triples, we calculate in a 12% or 18% reduction in weight capacity as a standard safety and performance adjustment. The easiest way to explain this is due to the weight shift of a machine as it moves through a field.

Each tire is mounted to the tire before it. Since there is no pivoting joint between each tire, as they extend out further, weight shift will compound and grow, thus the potential for overloading one tire becomes a concern. Tire manufacturers take this into account when developing their air pressure tables.

CHRIS NEIDERT, ag marketing, training and development manager for Trelleborg and Mitas Tires — North America, Yokohama TWS: Free-rolling tires are not trying to apply any torque to the ground. Their main mission is to carry the load.

In a drive tire application, the tire is trying to grab the soil and the sidewall flexes. Think of what happens in a tractor pull. When the tractor engine RPMs start increasing and the engine starts to apply torque to the drive train and then to the tires, the sidewall flexes. That flexing sidewall needs higher air pressure to help the tire keep its shape. Increased pressure reduces the rim slip during extreme torque applications.

In the diagram on the first page of this article, the top picture shows the load/ force situation with a single tire application. The axle is the green arrow and the center of gravity of the right half of the axle is indicated by the blue arrow. There is a load/force being exerted on the axle and the air pressure of the tire is carrying that load, depicted by the red arrow.

When you change to a dual configuration, things start to happen. Many would think because you have more tires on the axle, you can reduce the air pressure. This is true, but we now need to consider the center of gravity has shifted away from the tractor compared to the single tire fitment. Considering that, this is putting more strain on the axle, depicted by the larger/bolder red arrow in the lower image. Even though the axle weight has not changed, the additional strain — because the center of gravity has changed — is not good for

the axle. Increasing the tire air pressure will help, acting to support that changed center of gravity. The same will be true for triples, shifting the center of gravity even more will require the need for even more increased pressure to support this change.

Trelleborg and Mitas never advocate going below 12 psi on any application or configuration, for several reasons. Many

air pressure gauges being used may not have enough increments to show that preciseness of the air pressure reading. And some people tend to ignore checking air pressure. Ignoring pressure when you have only six psi in the tire does not leave a lot of room for the normal fluctuation that occurs. When was the last time you checked your passenger vehicle tire air pressure? ■

Dennis McCarron By

WWho wants a woodpecker hiding in your tree?

IT’S TIME TO GET RID OF THIS ANNOYING PEST

e have spent the last few decades talking to each other about how to improve our businesses.

Most have us have found success following the same guiding principles: be kind, but not nice; be cool, calm and prepared for war, yet not aggressive; and never give up on establishing and maintaining peace — not quiet — in your store.

We also have been taught that while we have to understand what our customers need, no conversation about a vehicle or situation should be difficult or involve anger.

The customer is in your showroom or on the phone to share with you the problem they are having. Any conversation should never — and I mean never — accumulate into a heated exchange of words.

At the same time, silence should never be used as a weapon, but a gift so both participants can think and then speak when we all know what to say.

That is what’s on the table and in the room: car problems and tire problems.

We should all want to eliminate buyer’s remorse from a customer and every employee.

Who wants a woodpecker living inside your tree? All he does is peck wood. And whether he’s an employee or a customer, he’s been pecking at your gross profit for however long he’s been there.

I thought we were all done with tolerating woodpeckers within our businesses, but they’re still here, in many cases.

Breaking the rules of simple employment and retail conduct becoming of two adults in the room has consequences. The more a woodpecker stands there in the way, pecking the same wood for a paycheck every week or standing across the counter, the worse it will be for your business.

I want you to spend the remainder of this year finding out who the woodpecker is in your store and among your cus -

Who wants a woodpecker living inside your tree? All he does is peck wood. And whether he’s an employee or a customer, he’s been pecking at your gross profit for however long he’s been there.

Photo: 343650014 © Gregory Johnston | Dreamstime.com

‘I thought we were all done with tolerating woodpeckers within our businesses, but they’re still here, in many cases.’

tomers. The “reign of the woodpeckers” is coming to an end. If we all did this, our collective reputation, as an industry, would improve. If you’re an owner and you don’t want to say or do anything about it, that’s cool. Just read on by.

There’s an old saying: “If you want peace, prepare for war.” I want peace to flourish within your business.

Woodpeckers have been in every store I’ve ever visited. They’re always the source of all of your problems, whether they’re an employee or a customer.

You’ll find woodpeckers at every intersection — standing still, not helping and thinking he’s directing traffic. But’s he’s just standing there, in the way, whether he’s quiet or loud.

All woodpeckers have the same response to kindness. If they want kindness, they only want it for themselves. Aggressive woodpeckers use anger as a weapon. Have you ever asked, “Why is this person so angry?”

Ever wonder why an employee or a customer won’t answer a simple question, but seems hostile in some way? That’s a quiet woodpecker.

How about the seemingly super-nice person, who always says, “Yes, sir” to everyone, but somehow, someway, nothing ever changes? He’s nice to your face, but will lie right to it, with a smile. That’s a loud woodpecker.

Neither of these types of woodpeckers belong in your building or business. As I work with tire dealers this year, every ounce of dedication I have is going to be focused on identifying woodpeckers, wherever they may be, to stop them from getting in the way of work and profitability. It’s time to rid your business of woodpeckers. ■

Dennis McCarron is a partner at Cardinal Brokers Inc., one of the leading brokers in the tire and automotive industry (www.cardinalbrokers.com.) To contact McCarron, email him at dennis@cardinalbrokers.com.

Cole Strandberg By

MBuild to sell — even if you never intend to

WHY

YOU SHOULD OPERATE WITH AN EXIT STRATEGY IN MIND

any business owners never plan to sell. Their business is their passion, their identity and their livelihood. I get it. In my case, I always considered my family’s business to be like an older sibling. But what if I told you that running your business like you’re preparing to sell it — whether you ever do or not — can make it stronger, more profitable and more efficient?

A business built to sell isn’t just attractive to buyers. It’s also more sustainable, scalable and enjoyable to run. It allows you to reduce stress, increase profitability and create flexibility for the future — whether that means selling, expanding or eventually passing your dealership on to the next generation.

The best businesses are always sale-ready, even if the owner has no intention of selling. Here’s why.

Too many business owners treat their company as a job — not an asset. The problem? If you are the business, stepping away — whether for a vacation, a leadership transition or retirement — becomes nearly impossible.

One of the biggest value drivers in any business is an absentee or semi-absentee owner. Conversely, one of the biggest detractors to a business’s value is over-reliance on the owner. A company that can’t operate independently faces significant challenges when it comes time to exit, making it less attractive and less valuable to buyers.

Even if you never sell, having the ability to step back, scale up or secure financing creates opportunities that wouldn’t otherwise exist.

And even if selling isn’t on your radar, focusing on valuation and efficiency makes your business stronger. The most valuable businesses share key characteristics.

A business with financial strength and clean books is always in a better position, whether you’re seeking financing, you intend to sell or you simply want to grow. Buyers and banks love transparency. Even if you’re not selling, having clean P&Ls, tax returns and financial metrics makes it easier to secure funding. Healthy EBITDA margins and customer retention are key indicators of long-term stability. My mentor always told me, “If you can’t measure it, you can’t manage it.” That rings true for every well-run business.

Operational efficiency and scalable processes ensure that a business runs without the owner’s daily involvement. Standardized operating procedures create consistency, improve quality and streamline training. Investing in technology, employee development and even automation allows any business to scale efficiently.

Let’s face it: a company that relies entirely on its owner isn’t really a business. It’s a job. A great management team reduces owner dependency and increases business value, making it easier to transition, expand or exit when the time comes.

In addition, a multi-location strategy increases a business’s attractiveness to investors, buyers and lenders. A single-location business is more vulnerable to market fluctuations, while regional expansion provides stability and greater economies of scale. Even if you never expand, just having a blueprint for growth makes your business more appealing and adaptable.

‘Whether your goal is to expand, retire or simply reduce your day-to-day involvement, a business that is structured for value and efficiency will give you the greatest number of options.’

Customer diversification and recurring revenue also play a significant role in valuation. Relying on one or two major accounts is risky. Businesses with a broad customer base and recurring revenue streams — such as fleet accounts or service contracts — are deemed more stable, predictable and valuable.

Most business owners, including many tire dealers, don’t think about selling until they have to. But by then, it may be too late to maximize value. A business that is always prepared to sell is also prepared for unexpected opportunities and challenges.

What if you receive an unexpected buy-out offer tomorrow? Would you be ready? What if health issues or other personal priorities require you to step away? Could your business operate without you? What if market conditions shifted drastically? Would you be in a position to adapt or sell on your own terms?

Thinking ahead gives you control, flexibility and leverage, whether you intend to sell or keep your business.

You may never sell, but the best businesses are built to be sold. Running your company with an exit strategy in mind makes it more profitable, scalable and enjoyable to own.

Whether your goal is to expand, retire or simply reduce your day-to-day involvement, a business that is structured for value and efficiency will give you the greatest number of options.

If someone made you an offer, would your business be ready? If your answer is “no,” now is the time to start building with the end of your business in mind. ■

Cole Strandberg is a managing director with Focus Investment Banking’s automotive aftermarket team, specializing in mergers and acquisitions and capital raising for multilocation tire dealerships and automotive service businesses. Email him at cole.strandberg@ focusbankers.com

Dealer Development

Randy O’Connor By

THow to thrive in a down economy A POSITIVE CUSTOMER EXPERIENCE MEANS MORE THAN EVER

he past few months have kept phones ringing — just not for the reasons we like. In my 20-group, Dealer Development, many members are asking each other, “Is your business as slow as my business has been?”

If we’re being honest with ourselves, it’s been quite some time since we’ve seen this measure of consumer pullback. Hopefully, you’ve made the most of the last three to four years and have recently dusted off your notes and the playbook you used a few years ago to keep your business healthy. If a recession hits, you’ll likely need to employ some of those strategies.

We’ve long been considered a stable sector of the retail and service industry and we’ve had a few very healthy years. Miles driven have continued to increase, the average age of vehicles continues to climb, tires have been available, the auto parts availability issue never got too serious and consumer spend for repairs in our segment has been up. It’s been a solid few years.

A few months into 2025, however, and it’s clear that the market has changed yet again and in a significant way.

Consumer credit usage is at an all-time high. The economy has failed to settle into the soft landing that economists have forecasted and inflation is back on the rise again. Consumers are fatigued and are holding onto their wallets.

Over the years, any combination of those factors has been palatable. But the comfortable landscape the last few years have afforded us is now gone.

Consumer confidence is a critical economic indicator, directly reflecting your customers’ perception of the economy’s health.

When confidence is high, they’re more likely to spend. On the other hand, when confidence drops — as it has in recent months due to factors such as unstable environments, inflationary pressures, rising interest rates and economic uncertainty — your customers curb their spending, prioritizing other essential needs and deferring non-urgent purchases.

So given the current reality, what can you do? In periods of economic uncertainty, the role of a business goes well beyond just selling a product or service, regardless of price. In challenging times, the way we interact with our customers and the experiences we create for them make all the difference.

The difference I’m referring to is the difference between struggling to survive and flourishing.

This is exactly why inspiring, guiding and motivating ourselves and others within our industry to create truly exceptional customer experiences is so crucial.

By doing so, we not only increase our chances of outpacing the competition, but we also contribute to reshaping the public’s perception of the entire industry.

If the value of the dollar in your pocket was less, how would you choose to spend it?

When consumer confidence is low, people become more cautious about how they spend their money. They question the value of every purchase and their decision-making process is more heavily influenced by their emotions, directly related to their current or previous experiences.

This is where the importance of making customers feel valued, heard and satisfied comes into play.

More specifically, these are times your customers are looking for something special.

When people are tightening their wallets, we need to offer more than the status quo.

‘In times like these, you need the confidence of your consumer to be high or at least higher with you than with your competition.’

We need to offer experiences that inspire positivity and trust. We need to offer experiences that have them providing super-positive feedback the moment the transaction happens — feedback that lets you know you’re on the right track.

By inspiring your team and fostering a culture of exceptional customer service, you’re providing a unique experience — an experience most can’t or won’t provide. This experience becomes an opportunity to change a consumer’s entire perception of an industry.

If you’ve ever been interested in capturing lightning in a bottle, this is it — especially in depressed times.

For this to work, the true lightning will be unique to you and your business.

The magic dust you spread is yours. Just make sure you have magic dust. And I hope that dust is discernibly different than that of your competitors.

In times like these, you need the confidence of your consumer to be high or at least higher with you than with your competition.

Those who have and are positioning themselves towards a uniquely consumer-focused approach will have stronger staying power if things get worse. ■

Tire and auto industry veteran Randy O’Connor is the Owner/Principal of D2D Development Group (Dealer to Dealer Development Group.) He can be reached at randy@d2ddevelopmentgroup.com. For more information, please visit www.d2ddevelopmentgroup.com.

Are you hustling or helping? KEEPING UP WITH THE CHANGING TIMES IS VITAL TO SUCCESS

Craig Van Batenburg By

Once in a while, an idea for my monthly MTD column seems to happen out of nowhere. Then it hits me. It didn’t happen out of nowhere. The times have changed and I hadn’t noticed. Culture changes from one generation to the next. It’s been happening in America — more than other places I have traveled — forever. It’s the way of American life.

As a baby boomer, I grew up in the 1960s. I was in my teenage years. When I met someone I didn’t know, we had a name for that. That person was “a friend I haven’t met yet.” Today, some members of the younger generation have renamed that person as “some random dude.” Changing the name of something we experience happens about every 20 years. “Reframing” is another term that essentially means the same thing.

So here is what happened that got me thinking about the subject of hustling versus helping. As you may know, I own and operate a hybrid/electric vehicle training company, Automotive Career Development Center (ACDC), in Massachusetts.

We offer hands-on classes and most classes include three books that we have written about EV and hybrid technology. Pre-study is an option, so we often send the books out.

Recently, I was delivering our books to a shop about 30 miles away, as I had wanted to visit this business. They were new to us and the class was a few weeks off.

After I met the shop’s staff, I stopped at a few shops on my way back. This is a Friday routine of mine. There is free training at ACDC for some shops in my state if they qualify and many shops are unaware of this, so when I share the news with them, I am usually welcomed.

My last stop was a newly built, full-service shop. Tires and alignments were advertised on its sign.

When I walked in at around 10 a.m., the two service writers did a great job of making me feel welcomed. They listened well, took my flyer and explained that the owner/manager was busy. (It was Friday, so no surprise there!)

“Just click on the QR code and fill out a form,” I told them as I got ready to leave.

Then the boss came rushing into the waiting room and told the two happy people I was talking with to do something and they stopped smiling.

One of them explained who I was. At that time, two customers walked in and seeing as the room was quite small, I moved out of the way to let them by.

The owner, whom we will call “Neil,” jumped back from me. Then I asked, “Should I just leave?”

Neil said, “No. Lets go outside.” I was OK with that, so we exited onto the driveway. I complimented him on the appearance of his shop.

‘By keeping up with the times, my company continues to evolve. How does your dealership stack up? Are you hustling or helping?’

He then said, “You must be one of those people who must be really close to other people when you talk to them.” (All the while, I was thinking, “You need a larger waiting room!”)

Neil, who had never heard of our program, did let me explain what it was about. The interruptions were many, but I think he was interested. It was a Friday and I ran my own shop for over 25 years, so who knows what kind of day or week he had?

Our five-minute chat ended when he asked me why I was “hustling him.” I was taken aback, but he wanted an answer. I said, “I am not hustling you. I am trying to help you.”

He replied, “You’re hustling me.”

I said, “Thank you for your time” and headed back to my car 10 feet away.

I sat there for a few minutes, taking in what had just happened. I later learned his father had a shop down the street.

In the 1960s, if a technician made some extra money on the side, he was “moonlighting.” Any extra income was a job of some sort outside of your full-time job. Today, people call this a “side hustle.” Is it really “only about the money?” That’s a moral question that everyone must answer for themselves.

One thing I know for sure is that we all need more educated and trained help, especially in the world of computerized vehicles and in addition to that, EVs.

Is the language that you choose to use keeping you from relating to someone who isn’t like you? Is someone’s appearance or culture keeping you from hiring them? If so, you have not kept up with the changes in the America of 2025.

I hired a new employee last year. The advertisement was simple: must be fluent in both Spanish and English, with a background in video production and social media engagement. By keeping up with the times, my company continues to evolve. How does your dealership stack up? Are you hustling or helping? ■

Craig Van Batenburg is the CEO of Van Batenburg’s Garage Inc., dba Automotive Career Development Center (ACDC), which is based in Worcester, Mass. A 50-year automotive service industry veteran, Van Batenburg provides training for facilities that service — or want to service — electric and hybrid vehicles. For more information, see www.fixhybrid.com or email him at craig@fixhybrid.com.

1

0 DOUBTS ABOUT SHIPMENT STATUS

ALICIA ABERCROMBIE KOEHLER Director of Operations

The import supply chain is built on a dizzyingly complex sequence of hand-offs. But customers don’t want to hear that it’s complicated—they want to hear that we know exactly where their order is and when they can expect it. That’s why our technology offers the most advanced delivery visibility, making deliveries smoother and life easier for our customers..

WHAT’S YOUR CHALLENGE?

Focus on Dealers

Straightaway Tire & Auto looks to expand

PRIVATE EQUITY-OWNED CHAIN SAYS IT’S DIFFERENT

Mike Manges By

Straightaway Tire & Auto is owned by a private equity firm but is different than most private equity-owned tire store chains, according to John Teddy, the company’s CEO. That’s by design, he says.

Straightaway Tire & Auto’s portfolio includes five dealerships: Victory Tire & Auto, based in Minneapolis, Minn.; EAS Tire & Auto, which is based in Denver, Colo.; All County Automotive, based in Palm Beach, Fla.; Auto Care Plus, which is based in Derry, N.H.; and Village Automotive, based in Minneapolis.

All are wholly owned by Straightaway Tire & Auto, which is owned by O2 Investment Partners, a private equity firm that’s based in Bloomfield, Mich.

The owners of those five dealerships still run their former companies, which continue to operate under their old brand names and formats.

The fact that Straightaway Tire & Auto, which has grown to encompass 65 locations, isn’t as well-known as some other private equity-owned tire dealerships also is by design, says Teddy.

“Straightaway was formed in April 2023, so it’s very, very new. We were intentionally very quiet in our early stages.

“We have five founders who are part of our original group,” he notes. “They had met each other in the same 20 group and as they were exploring options said, ‘Why don’t we go at it together and stick around, rather than selling off and moving into the sunset?’

“So we, through one transaction, brought five businesses together into one entity, Straightaway Tire & Auto, (which is) the holding company.”

Teddy adds that members also rolled some of their equity into Straightaway Tire & Auto.

All of the chains within Straightaway Tire & Auto’s network sell tires, he explains. Some sell more than others. “We’re not doing the volume of the Discount Tires of the world. But every one of our brands carries tires.

“The tire and auto service space is not simple,” says John Teddy, CEO of Straightaway Tire & Auto. “It’s a complex model.”

“Most are at a pretty consistent level of the percentage of their overall business” that’s derived from tire sales.

“We’re a unique platform for founders of brands who are interested in preserving and growing what they’ve built. We’ve focused on helping grow their brands within the markets they serve. We’re a growth-minded partner, not an exit vehicle.

“The tire and auto service space is not simple,” says Teddy. “It’s a complex model. Having people on the ground with experience in this space and who can network with each other” is critical to success.

The founders and business leaders within Straightaway Tire & Auto’s network “talk to each other constantly. ‘How are you dealing with this problem? How does your P&L look versus my P&L?’

“We’re just giving them the right resources,” which range from marketing and employee recruitment support to training.

“There are different phases of scale” and as dealerships expand, building out certain functions “can be daunting,” says Teddy, “especially if you’re personally financing all of it. If you haven’t seen bigger scale before, things can be challenging.

“We draw a fine line. We want our brand leaders to be our brand leaders. They run their businesses. But when they raise their hands and say, ‘I could use some marketing help or I could use some purchasing synergy,’ we want to have the resources to bring to bear for them.”

Teddy recognizes that “tires-first businesses are very different than auto service-first businesses. But we’re in the same kind of melting pot.

“I think the most attractive thing” about the tire dealership arena “is that it’s super-fragmented. There’s a ton of shops in the market. There’s a lot who are single-owner shops.”

Straightaway Tire & Auto has yet to expand beyond its initial five-brand scope. Adding more dealerships “is our intent in 2025,” he says.

“We certainly have internal (store count) goals. But we don’t want to look like we’re just chasing unit count for unit count. We have a great partner in our private equity owner. We have a track record of growth, having started with 41 locations.

“We’re ramping up our growth trajectory. We’re clearly signaling we have the appetite and desire to grow and accelerate our growth.” ■

Photo: Straightaway Tire & Auto

Ford Maverick ■ 2023

DESCRIPTION & OPERATION

The BCM uses tire pressure sensors to monitor tire pressure. In vehicles without keyless entry and push button start, the sensors use radio signals to transmit the tire pressure to the BCM. In vehicles with keyless entry and push button start, the sensors use radio signals to transmit the tire pressure to the RTM. The RTM sends the information to the BCM over a LIN.

COMPONENT DESCRIPTION

TPMS Function: When directed to train any TPMS sensors, use only the sensor training procedure outlined in this article. Do not use the TPMS reset procedure in the Owner’s Literature as it does not program new sensors to the module.

The TPMS uses four valve stem mounted sensors to monitor tire pressure. These sensors wirelessly transmit tire pressure data to the BCM. All TPMS functions are controlled by the BCM. The BCM compares the tire pressure data with a programmed tire pressure. This programmed pressure is specified on the VC label and cannot be changed. If the actual tire pressure is less than the programmed tire pressure, the BCM sends a low tire pressure message to the GWM along the HS-CAN1. The GWM then sends this message to the IPC along the HS-CAN3. The IPC responds by illuminating the TPMS warning indicator and displaying a low tire pressure message in the message center.

The TPMS sensors are trained (calibrated) to the BCM which records the unique identifier for each sensor and records the location of each sensor based on the training (calibration) order. The diagnostic scan tool is useful in diagnosing TPMS concerns and may be used to verify the accuracy of the tire pressure data transmitted by the TPMS sensors. This is accomplished by comparing the BCM tire pressure PID data to the actual tire pressure using a digital tire pressure gauge. It is not necessary to train the sensors after a tire rotation on vehicles with the same front and rear tire pressures however, the BCM cannot recognize the sensor identifiers have been moved to different positions and retains the original position information for each sensor.

Wheel

Rotation and Sensor Training Techniques: Training known good sensors from another vehicle can help determine whether the concern is with a sensor or the BCM. This technique cannot help determine whether the concern is due to RFI as some RFI source could be preventing the BCM from receiving the tire pressure status from the known good sensors as well as the original sensors. If the BCM in the suspect vehicle cannot train any of the original sensors and cannot train known good sensors from another vehicle, then the concern is with the module or RFI. The original sensors should not be replaced. If a sensor in a certain location has caused several events, yet the sensor trains and seems to operate normally, moving that particular wheel to a different location on the vehicle is a good way to isolate the concern to a certain sensor/wheel location. Rotate the wheels and road test the vehicle. This can be done in an attempt to replicate the concern and help determine if the concern followed the sensor or remained in the original sensor location. If the vehicle has been stationary for more than 30 minutes, the sensors go into a “sleep mode” to conserve battery power and need to be “woken up” so they transmit the latest tire pressure information to the BCM.

Training Sensors in a Different Order: If the first sensor fails the TPMS

SPECIFICATIONS

training procedure, the BCM aborts the entire procedure. Starting the training procedure at a different wheel can determine if the remaining sensors can train to the module. This can help save time determining if one sensor is damaged, other sensors are having concerns or the BCM is experiencing training difficulties with a certain TPMS sensor location.

Ambient Temperature Change and Tire Pressure: Tire pressures fluctuate with temperature changes. For this reason, tire pressures must be set to specification when tires are at outdoor ambient temperatures. If the vehicle is allowed to warm up to shop temperatures, and the outside temperature is less than shop temperature, the tire inflation pressure must be adjusted accordingly. If the tires are inflated to specification at shop temperatures, and the vehicle is moved outdoors when the outdoor ambient temperature is significantly lower, the tire pressure may lower enough to be detected by the TPMS sensor and activate the TPMS warning indicator. As the ambient temperature drops by 10 degrees Fahrenheit, tire pressure decreases 1 psi. Adjust the tire pressure as necessary to maintain the specified label pressure.

BCM Description: The BCM is a multifunction module that monitors all sensor inputs and all CAN messages that relate to the TPMS. The BCM records and retains the unique sensor identifier of each TPMS sensor. The BCM retains the previous sensor location information following a tire rotation. For the BCM to learn the new sensor location, the sensors must be trained (calibrated) to the BCM. Additionally, the sensors must be trained when a new BCM is installed. When installing a new BCM, there are several procedures that must be carried out for the module to function correctly.

All four TPMS sensors must be trained when a new BCM is installed. TPMS pressure data is cleared from the BCM when the module is flashed or reconfigured. When the data is cleared, the tire pressure DID’s reset to the factory default of 149.96 psi and the IPC displays dashes for the tire pressures. The sensors must be activated to transmit the latest information.

TPMS Sensor: Each of the four TPMS sensors contain a battery, a tire pressure sensor and a radio transmitter. The TPMS sensor radio transmissions are sent approximately once every 60 seconds when the vehicle speed exceeds 20 mph.

Fig. 1

Image: Mitchell 1

GENERAL PROCEDURES

TPMS Sensor Activation

1. Turn the ignition switch ON.

2. Position the special tool against the Left Front (LF) tire sidewall at the tire valve stem. Press the test button on the special tool to activate the sensor. Activate the sensor at least twice.

3. Repeat the previous step for the remaining tires.

SENSOR LOCATION CALIBRATION

Programming With Scan Tool

The TPMS can be placed into learn mode using a diagnostic scan tool, or manually when a diagnostic scan tool is not available. The horn will sound once and the TPMS indicator will flash if the training mode has been entered successfully. If equipped, the message center will display TRAIN Left Front (LF) TIRE.

1. Enter Training Mode With IDS Scan Tool: Select Chassis > Select TPMS > Select Training Mode.

2. Enter Training Mode With FDRS Scan Tool: Select Toolbox > Select BCM > Select BCM TPMS Initialization.

Programming Without Scan Tool

The horn will sound once and the TPMS indicator will flash if the training mode has been entered successfully. If equipped, the message center will display TRAIN Left Front (LF) TIRE.

1. With the ignition OFF, press and release the brake pedal.

2. Using the start/stop switch, position the ignition from OFF to RUN three times, ending in the RUN position.

3. Press and release the brake pedal.

4. Position the ignition to OFF position.

5. Using the start/stop switch, position the ignition from OFF to RUN three times, ending in the RUN position.

Programming: TPMS Sensor

Training Procedure

It may take up to six seconds to activate a tire pressure sensor. During this time, the special tool must remain in place at the valve stem.

1. Place the special tool on the Left Front (LF) tire sidewall at the valve stem. Press and release the test button on the special tool. The horn will sound briefly to

indicate that the tire pressure sensor has been recognized by the BCM.

2. Within two minutes of the horn sounding, place the special tool on the Right Front (RF) tire sidewall at the valve stem and press and release the test button to train the Right Front (RF) sensor.

3. Repeat the first step for the Right Rear (RR) and Left Rear (LR) tires. The procedure is completed after the last tire has been trained. When the training procedure is complete, the message center (if equipped) will display TIRE TRAINING COMPLETE. For vehicles not equipped with a message center, successful completion of the training procedure will be verified by positioning the ignition to OFF without the horn sounding. If the horn sounds twice when the ignition is positioned to OFF, the training procedure was not successful.

4. Using the scan tool, locate the updated TPMS sensor identifiers trained to the BCM and document them on the applicable warranty claim.

NOTE: This step is required to clear DTC B1182:55, cause the BCM to exit

TPMS

the manufacturing mode and to make sure there are no other concerns with a newly programmed BCM.

5. If the sensors are being trained due to the installation of a new BCM, clear any DTC and carry out the BCM On-Demand Self Test.

REMOVAL AND INSTALLATION DISASSEMBLY

Failure to follow the instructions below may result in damage to the TPMS.

The TPMS sensor is mounted to the valve stem. Removal of the valve stem requires demounting the tire from the wheel and removal of the TPMS sensor. Use only the Digital Tire Pressure Gauge any time tire pressures are measured to be sure that accurate values are obtained.

1. Remove the wheel and tire.

The valve stem is connected to the TPMS sensor. Do not pull the valve stem from the wheel, or damage to the sensor will occur. If a new TPMS sensor is being installed, remove and discard the valve stem-to-sensor screw and the sensor.

2. Remove the valve stem core and fully deflate all air from the tire.

Do not allow the tire beads to move beyond the wheel mid-plane (middle of the wheel) when separating the beads from the wheels; damage to the TPMS sensor may occur.

Tire and valve stem position is critical to prevent damage to the TPMS when using a paddle-type separator.

Some machines may have a nylon roller bead separator at the 12 o’clock position instead of the paddle-type bead separator at the 3 o’clock position. (Paddle type shown in Fig. 1.)

3. For a paddle-type tire machine, position the valve stem at the 12 o’clock or 6 o’clock position and the paddle at the 3 o’clock position. For a roller-type tire machine, align the valve stem with the roller at any position.

If bead separation is difficult to achieve using the nylon roller bead separators due to high anchoring force between the tire and the wheel; the paddle-type bead separator may be a more effective method.

4. Place the wheel and tire assembly on the turntable of the tire machine with the valve stem at the 11:30 position and the machine arm at the 12 o’clock position and demount the outer bead from the wheel.

Index-mark the valve stem and wheel weight positions on the tire.

5. Reset the wheel and tire assembly on the tire machine with the valve stem at the 11:30 position and the machine arm at the 12 o’clock position and demount the inner bead from the wheel.

6. Remove and discard the TPMS sensorto-valve stem screw. Separate the TPMS sensor from the valve stem. A new valve stem must be installed whenever a new tire or wheel is installed.

7. Discard the specified component. Follow local disposal regulations. Use the General Equipment: Wooden Block. Use care not to damage the wheel surface when removing the valve stem. When installing a new wheel, always install a new valve stem and sensor screw. Reuse the TPMS sensor from the previous wheel if possible. The TPMS will not have to be trained if the sensor is reused. If the TPMS sensor is being reused, inspect for damage.

8. Position the new valve stem onto the TPMS sensor and install the new screw. To prevent TPMS sensor and valve stem damage, the valve stem must be installed onto the TPMS sensor and then installed into the wheel as an assembly.

ASSEMBLY

Damage to the TPMS sensor may result if the tire mounting is not carried out as instructed.

1. Use the General Equipment: Wooden Block. It is important to pull the valve stem and TPMS sensor assembly through the wheel rim hole in a direction parallel to the valve stem hole axis. If the assembly is pulled through at an angle, damage to the valve stem and sensor assembly may occur. Use care not to damage the wheel surface when installing the valve stem and TPMS sensor assembly.

Lubricate the valve stem with soapy water and install the valve stem and TPMS sensor assembly into the wheel using a block of wood and a suitable valve stem installer.

2. Position the wheel on the turntable of the tire machine, then lubricate and position the bottom bead of the tire on the wheel.

Lubricate the tire beads using a suitable fast-drying, corrosion-inhibiting tire bead lubricant. Do not mount the tire at this time.

3. Position the wheel to align the valve stem with the machine arm, at the 6 o’clock position, and mount the bottom bead of the tire.

4. Reposition the wheel to align the valve stem with the machine arm at the 6 o’clock position, and mount the top bead of the tire.

Use only the Digital Tire Pressure Gauge any time tire pressures are measured to be sure that accurate values are obtained. Proceed to the next step if the tire beads do not seat at the specified inflation pressure.

5. Inflate the tire to the pressure specified on the VC label located on the driver door or door pillar.

If there is a need to exceed the maximum pressure indicated on the sidewall of the tire in order to seat the beads, follow all steps listed below. Failure to follow these steps may result in serious personal injury.

6. These steps should only be carried out if the tire beads cannot be seated by inflating the tire up to the maximum inflation pressure listed on the tire sidewall.

• Relubricate the tire bead and wheel bead seat area. Install a remote valve and pressure gauge.

• Wear eye and ear protection and stand at a minimum of 12 feet away from the wheel and tire assembly.

• Inflate the tire using the remote valve and tire gauge until the beads have seated or until the pressure gauge is 20 psi more than maximum inflation pressure on tire sidewall. If beads have not seated, deflate the tire and proceed to the next step.

• Place the wheel and tire assembly in an OSHA-approved tire safety cage.

• Inflate the tire using the remote valve and pressure gauge until the beads have seated or until the pressure gauge is 40 psi more than maximum inflation pressure on the tire sidewall. Do not exceed 40 psi above the maximum pressure on tire sidewall. Install a new tire if the beads do not seat at this pressure.

• Install the wheel and tire. ■

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

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