TOP 25 COMMERCIAL TIRE DEALERS How they adapt as their markets change TIRE REPAIR TRENDS From sealant disposal to RSRs POWER-FUL PRODUCTS Lucky 13 of them in 2014 THE INDUSTRY’S LEADING PUBLICATION
Bridging the gap BETWEEN TRADITIONAL P-METRIC AND LT SIZES
October 2014 | Vol. 95, No.10 | $10 | A Bobit Publication | www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21101
Features 32 How to build more profts into mounting and balancing services
Te Industry’s Leading Publication October 2014, Volume 95, Number 10
Departments 4 Editorial
34 Tire repair trends No more spares equals more problems. Te industry defnes RSR. And how do you dispose of tire sealants?
Commercial Tire Dealer™ 37 Dealers change with their markets More stores, equipment, services and training help top commercial dealers be beter competitors
Price fxation: With a new tariff likely, will the playing feld be leveled?
6 Online News and navigation tools for MTD’s website
8 News/views Training is part of every sale: Tech International celebrates its 75th anniversary
18 Your marketplace Healthy sales trends continued for manufacturerbranded tires
30 Business insight #EverythingYouEverWantedToKnowAboutHashtags: How creating unique and relevant hashtags pays off for your dealership
52 Counter intelligence Managing customer expectations: Negotiating with unhappy customers takes skill
54 European notebook
40 Top 25 U.S. commercial tire dealers
Green tire technology: Europe and Japan are the most advanced in this area
56 Focus on industry Same terrain, new KO tire: The all-season KO2 is designed for better traction and durability
42 Log on and promote
58 Focus on industry
How to use social media as a voice for your dealership
Learn from the experts: Automotive Aftermarket Industry Week to offer a multitude of seminars on a wide variety of subjects
66 Focus on dealers
48 Relevant vs. irrelevant Answers to 4 key questions will help you survive
Soft sell. Hard facts: Discount Tire gives its customers the tools to buy
68 TPMS 2005-11 Volvo V Series TPMS service: One-piece or two-piece “snap-ft” type sensors are used
90 Your turn
50 Commercially viable
Modern Tire Dealer is a proud member of: TRIB
Dealers speak out on the effects of another possible tariff on imported Chinese tires
72 73 86 87
Products Power Products Quik-Link Classifed
TIRE RETREAD & REPAIR INFORMATION BUREAU
Member An Industry Association
www.moderntiredealer.com
3
Editorial
Price fxation
With a new tarif likely, will the playing feld be leveled?
B
y the time the last tarif on Chinese conSecond — and this is perhaps even more sumer tire imports ran its course, the averimportant to tire importers — can the new tarif age price of a tire had risen 28.4% in four be implemented retroactively? According to years. Tose lingering 4 for $99 specials suddenly Nick Mitchell, senior vice president of research became 4 for $127.11. for Northcoast Research Holdings LLC, the Te tarif ran from September 2009 to September answer is yes. 2012, decreasing from 35% to 25% along the way. One tire distributor with whom I talked said Last year, without the tarif (also referred to as a Chinese consumer tire producers are coming out duty or tax), prices started to drop. of the woodwork, and are constantly driving down In 2013, the frst full year without the tarif, By Bob Ulrich the price. “I buy a Chinese-made 225/40R18 tire consumer prices decreased 3.8% compared to for $27 and can’t even sell it for $30 because the 2012. And they have quietly dropped again this year, retailer says it is too high!” he says. “Tirty dollars for an helped tremendously by low raw material costs. 18-inch tire! I have to make at least 15 points on the tire to So recent history tells us tire prices will rise dramatically survive. Two years ago, I was selling the same tire for $70.” if a new tarif is implemented. Tat is my fear, because I Like many tire manufacturers, he wants an additional think another tarif is a foregone conclusion. tarif. I am against it if it increases consumer tire prices Te United States International Trade Commission another 28.4%. (ITC) is deciding that as you read this. Te due date for Yes, government subsidies are giving some Chinese a preliminary determination by the U.S. Department of manufacturers a big advantage, and that is something the Commerce has been moved to Nov. 21 because it needs more ITC has to closely investigate. I also know that the price time to study the nature and extent of the subsidy programs hikes the frst time around were afected by skyrocketing under investigation. raw material costs. But a Te United Steelworkers nearly 30% price hike is too International union, which hard on the consumer and, alleges Chinese consumer tire by association, tire dealers. imports are being sold in the Perhaps market pressures U.S. at less than fair value, is and the tire production capushing for a determination pacity added in low-cost as soon as possible. Regardcountries since 2009 will ofless of whether it is successful set a new tarif. It all depends or not, the implementation, on how large the tarif is. of any additional tarif will probably not go into efect until At least one tire manufacturer believes the tarif will 2015. (Remember, a 4% tarif on Chinese consumer tire be much higher this time around. And he may be right. imports already exists.) According to a report by Exane BNP Paribas, an investment Assuming the ITC determines an additional tarif of frm based in Paris, France, a 60% tarif is possible — as is some kind is necessary for passenger and light truck tires an additional 26% punitive tarif. Tat would total 86%! imported from China (ST tires are not included in the Before you think the report is mere speculation, the review), there are two important, time-sensitive details fact sheet published by the ITC lists the alleged dumping that need to be addressed. margin at between 45.8% to 88%! First, how long will the tariff last? Unlike the 2009 As you can see from the previous tarif, the tarif pertarif, which was deemed necessary based on World Trade centage was almost ofset by the increase in prices. So, Organization guidelines, government tarifs are generally if there is a maximum 88% additional tarif on Chinese put into place for a minimum of fve years. consumer tire imports, think of how much pricing will Robert Higginbotham, an automotive industry analyst rise this time around. with SunTrust Robinson Humphrey Inc., thinks it will last When the full efect of the tarif is felt, that low-cost longer than that. 195/60R15 Fuzion Touring tire the Tire Rack sells for “Afer studying statistics for current tarif orders in place $49 might suddenly sell for $88. And, as it did in 2009, and canceled orders over the past eight years, we fnd that pricing on the “beter” and “best” tires will follow suit. ■ these kinds of tarifs typically last at least 10 years,” he says. Note that he says “at least” 10 years. “Permanent” is at If you have any questions or comments, please email me least 10 years. at bob.ulrich@bobit.com.
Government subsidies are giving some Chinese manufacturers a big advantage.
4
MTD October 2014
Quik-Link: 800-687-1557 ext. 21102
Online MODERN TIRE DEALER
Website: www.moderntiredealer.com
Publisher Greg Smith Greg.Smith@bobit.com (330) 899-2200 ext. 12, fax (330) 899-2209
Who will be Tire Dealer of the Year in 2015? Bruce Halle
Dan Hennelly
Nick Mitchell
Wayne Williams
Dick Morgan
Bruce Halle, chairman of Discount Tire based in Scottsdale, Ariz., is Modern Tire Dealer’s 2014 Tire Dealer of the Year. At the time Editor Bob Ulrich wrote the September cover article on Halle, his company had 887 stores. It added four before the month was over! See “Discount Tire/America’s Tire add four stores” on www.moderntiredealer.com. Although we honored Halle, he gives almost all the credit for his company’s success to his employees. See the whole story online. And while on our website, nominate your choice for our award for 2015 by flling out the short nomination form. Go to our navigation bar, to Articles, and scroll down to Dealer of the Year. There you will fnd the nomination form, the complete article on Halle, and also an archive of all our past winners, starting with our frst in 1993, Barry Steinberg, president of Direct Tire Sales in Watertown, Mass. You will see our Tire Dealers of the Year have been quite diverse, from small retail dealers to large commercial and retail dealers. Judging is based on business success, marketing skills, management skills, industry knowledge and community involvement. Our judges this year were: • Dan Hennelly who, along with his wife Diane Hennelly, was MTD’s 2013 Tire Dealer of the Year. The Hennellys sold their 35 The Tire Choice and Total Car Care stores in Florida to Monro Muffer Brake Inc. earlier this year. Dan Hennelly is now a consultant for Monro. • Nick Mitchell, a research analyst for Cleveland, Ohiobased Northcoast Research Holdings LLC and author of MTD ’s monthly “Your marketplace” column. • Wayne Williams, president of ExSell Marketing Inc. and author of MTD ’s “Counter intelligence” column. • Dick Morgan, president of Morgan Marketing Solutions in Dallas, Texas, and an MTD contributing writer.
Total access — totally free www.moderntiredealer.com
Editorial (330) 899-2200, fax (330) 899-2209 Editor: Robert J. Ulrich, ext. 11 Bob.Ulrich@bobit.com Managing Editor: Lori L. Mavrigian, ext. 16 Lori.Mavrigian@bobit.com Associate Editor: Ann Neal, ext. 18 Ann.Neal@bobit.com
Production (330) 899-2200, fax (330) 899-2209 Art Director: Neal Weingart, ext. 14 Neal.Weingart@bobit.com Production Manager: Karen Runion, ext. 10 Karen.Runion@bobit.com
Sales South and Texas: Greg Smith Greg.Smith@bobit.com (330) 899-2200 ext. 12, fax (330) 899-2209 Midwest: Michele Vargo Michele.Vargo@bobit.com (330) 899-2200 ext.17, fax (330) 899-2209 West Coast: John Dyal /Te Dyal Company John.Dyal@bobit.com (760) 451-5026, fax (760) 451-5039 West Coast: Marianne Dyal /Te Dyal Company Marianne.Dyal@bobit.com (760) 451-9216 Automotive Aftermarket: Dan Tornton djtinc@gmail.com (734) 676-9135, mobile (313) 410-0945 Classifed Sales: Donna Stewart Donna_Stewart@cox.net (405) 260-1678, fax (405) 260-1684 Reprint Sales: Karen Runion Karen.Runion@bobit.com (330) 899-2200 ext. 10, fax (330) 899-2209
Customer/Subscription Service (888) 239-2455, fax (888) 274-4580
Home offce 3515 Massillon Rd., Suite 350 Uniontown, OH 44685
Executive offce 3520 Challenger St. Torrance, CA 90503 Chairman (1961-2014): Edward J. Bobit CEO & President: Ty F. Bobit Chief Financial Offcer: Richard E. Johnson VP & COO: Cyndy Drummey
MODERN TIRE DEALER (ISSN 00268496) (CDN IPM #40013413) (USPS #369-170) is published monthly by Bobit Business Media, 3520 Challenger St., Torrance, California 90503-1640. Periodicals postage paid at Torrance, CA 90503-9998 and additional mailing offces. POSTMASTER: Send address changes to MODERN TIRE DEALER, P.O. Box 1068, Skokie, IL 60076-8068. Please allow 6 to 8 weeks for address changes to take effect. Subscriptions in the U.S. and its possessions, $65; Canadian, $99; Int’l surface mail, $99; Int’l airmail, $198. Single copies, $10, except the January Facts Issue, $30. Address all subscription correspondence to MODERN TIRE DEALER, P.O. Box 1068, Skokie, IL 60076-8068. Please allow 6 to 8 weeks to receive your frst issue. Please address Editorial and Advertising correspondence to MODERN TIRE DEALER, 3515 Massillon Road, Suite 350, Uniontown, OH 44685-6217. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission. For your information: We sometimes make our subscriber information (i.e. fax, e-mail or mailing address) available to carefully screened organizations whose products and services may be of interest to you. If you prefer not to have your information made available, please write MODERN TIRE DEALER, P.O. Box 1068, Skokie, IL 60076-8068.
6
MTD October 2014
Quik-Link: 800-687-1557 ext. 21103
News/views
Training is part of every sale Tech International celebrates its founder and its focus on proper tire repair at anniversary celebration Seventy-fve years ago in a barn behind his central Ohio home, Charles Cornell invented a rubber vulcanizing process that he used to develop repairs for tires and inner tubes in hot or cold applications. The invention, which Cornell named the “2-Way” repair, launched Tech International. Today the company makes and distributes more than 10,000 tire repair, wheel service and industrial rubber products to customers in 95 countries, and its founder has been named to the 2014 Tire Industry Association Hall of Fame. On Sept. 12, the third and fourth generation family leadership of Tech International looked back at 75 years of innovation in a ceremony at the company’s new training facility located less than a mile from its headquarters in Johnstown, Ohio. Construction of the 15,000-square-foot facility was completed in the spring of 2014. The building has Wi-Fi throughout and state-of-the-art pneumatics for air tools, according to Dan Layne, president. The company invites customers from around the world to Johnstown for training specifc to its products. The new building replaces one dating from the 1950s. The “tech” in Tech International stands for “teach each customer how,” says Layne. The company’s training seminars in passenger and commercial tire repair and tire pressure monitoring system (TPMS) service fulfll Tire Industry Association (TIA) certifcation requirements. In fact, Tech International helped TIA develop its training modules, according to Layne. The company also offers off-the-road tire section repair and sales training for technicians and distributors.
Billy Johnson, technical trainer, shows how to use a carbide cutter to remove damaged material during a tire repair demonstration in Tech International’s new training facility during the company’s 75th anniversary celebration.
8
Members of Tech International’s leadership team are pictured by artwork created to honor the company’s 75-year history: (from left) Bill Johnson, general manager North America; Gary Crawford, managing director–Tech Europe; Henry Jackson, general manager Tech China; Valentin Iankov, general manager Nippon Tech; Cheryl Poulton, chairman; Nikki Layne, director; and Dan Layne, president.
Customers from around the world are invited to Tech International for product-specifc training. “Tech’s unique proposition is the training we offer, and we think it’s most important customers be trained to service tires,” says Layne. Tech also staffs in-house product experts who serve as resources to customers. The company constantly introduces new products, according to Layne. “Part of our strategy is to make products in the region where we sell the products. That keeps us close to our customers.” In addition to Johnstown, the company operates production facilities in Lisburn, Northern Ireland, and Shanghai, China. To mark its anniversary, Tech commissioned artwork to serve as a visual commemoration of its people, legacy and products over the last 75 years. Layne unveiled the collage of photos, newspaper articles and mementos at the anniversary celebration, saying, “To see Tech’s history and accomplishments together in this art piece clearly demonstrates that our growth and longevity is a result of innovation; not only in our tire repair products but also through discovering new ways to leverage our intelligence. “That pioneering mind set is what will pave the way for a successful future at Tech, as we use our core competencies in repairing, recycling, repurposing and reusing to fnd new ways to improve and grow our product offerings. With this in mind, we look forward to seeing Tech celebrate many milestones like we are today.” — Ann Neal
MTD October 2014
Quik-Link: 800-687-1557 ext. 21104
News/views
bites
SEMA awarded grant The Specialty Equipment Market Association (SEMA) has been awarded part of a $2.2 million federal grant which aims to expand exports of automotive aftermarket products into foreign markets including Russia, the United Arab Emirates and China. Research center opens Bridgestone Americas Inc. (BSA) has opened its Biorubber Process Research Center in Mesa, Ariz. Bridgestone says it is the center of its efforts to extract natural rubber from the guayule plant and is a step toward its goal of developing a domestic and commercially viable source for natural rubber. Goodyear uses ash for tires Rice husk waste once headed for landfills is helping the Goodyear Tire & Rubber Co. produce fuelefficient tires. Goodyear says it will use ash left over from the burning of rice husks to produce electricity as an environmentally friendly source of silica. Delta adds store Delta World Tire Co. has opened its 16th location. Located in Hattiesburg, Miss., the new 9,600-square-foot facility has 10 bays. The family run business first opened its doors in New Orleans in 1938 and today has stores in Mississippi and Louisiana. Astronaut to speak Captain Mark Kelly, commander of the space shuttle Endeavor’s final mission, will be the motivational speaker at the Tire Industry Association’s 2015 OTR Conference Feb. 18-21 in Tucson, Ariz. Captain Kelly’s address is sponsored by BKT Tires. New scrap tire resource Scrap tire management expert Michael Blumenthal has formed a consulting company, Marshay Inc. He retired as a vice president of the Rubber Manufacturers Association (RMA) in July 2014. While at the RMA, he helped create viable end use markets for scrap tires and reduce the nation’s stockpiles of tires.
10
TIA names three to Hall of Fame The Tire Industry Association (TIA) has named Harold Coker, Charles Cornell and Juanita Purcell to the TIA Hall of Fame. They will be recognized at TIA’s Tire Industry Honors Awards ceremony on Nov. 3, 2014. The ceremony takes place one day before the start of the Global Tire Expo — Powered by TIA at the Specialty Equipment Market Association (SEMA) Show in Las Vegas. Harold Coker, the founder of Coker Tire Co., graduated from Tennessee Tech in 1951 with a degree in chemistry. He began his career in the tire industry with B.F. Goodrich Co. and started Coker Tire Co. in 1958. The company is now the largest supplier for collector car tires in the world. Coker retired from active participation in 2004 but serves as chairman of the board emeritus. In 1985, he served as president of the National Tire Dealers and Retreaders AsHarold Coker sociation (NTDRA) where he led the effort to get NTDRA into the government affairs arena. Coker chaired the committee to establish Money Express, a credit card exclusively for tire dealers nationwide. He also ran for Congress in 1988. Charles Cornell, the late founder of Tech International, was working in the rubber industry when he recognized the need for better tire and tube repairs. In 1939, he began Technical Rubber Co. in Johnstown, Ohio. Cornell developed a self-vulcanizing process that repaired tire and tubes in hot or cold applications, revolutionizing the tire repair industry. Cornell’s innovation led to a line of tire and tube repair products. Still headquartered in Johnstown, Ohio, Tech has grown to become an international manufacturer and distributor of tire repair, wheel service and industrial rubber Charles Cornell products. Cornell died in 1952. Juanita Purcell is executive vice president of Purcell Tire and Rubber Co., which was founded by her father-in-law Robert Purcell in 1935. In 1964, he invited his son Bob and his wife, Juanita, to help him run the company’s three locations. In 1970, after the death of Robert Purcell Sr., Bob and Juanita took over the company, which consisted of a retread plant in DeSoto, Mo., and three stores. Today, the company is No. 14 on the MTD 100 with 25 retail outlets, 35 commercial/retail stores, nine commercial stores, fve retread shops and two wholesale outlets. TIA also will recognize recipients of its Ed Wagner Leadership Award. Jim Smith, editor of Tire Review magazine, has 30 years experience in Juanita Purcell the tire and automotive industries. Mary Sikora is the founder and publisher of Scrap Tire News and is founder and director of the Scrap Tire & Rubber Users Directory. Tom Wright, founder of Wright Tire Service, has 38 years of continued service on the boards of TIA and its predecessors, the National Tire Dealers and Retreaders Association and the Tire Association of North America.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21105
News/views
bites
Tire Kingdom opens TBC Corp. opened a Tire Kingdom outlet in Jacksonville, Fla. TBC operates 18 Tire Kingdom stores in the Jacksonville market and 258 Tire Kingdom stores in Florida. The eight-bay outlet stores over 1,300 tires and features TBC’s “store of the future” look. Pirelli is in global index For the second straight year, Pirelli & C. SpA is the only tire company in the Global Compact 100 sustainability index. The stock index was launched in 2013. R&D center is operating Giti Tire Group says it assembled a tire design and development team at the Giti Tire R&D Center for North America in less than one year. The new facility is near Akron, Ohio, in Uniontown, which also is the home of Modern Tire Dealer. Giti operates five tech centers around the globe. Software registers tires Bolt On Technology LLC has added a consumer tire registration feature to its Report Pro shop management add-on software. The company says the software automatically populates and makes tire registration a “one-click deal.” Wegmann earns quality award Wegmann automotive USA Inc., a wheel balance weight OEM supplier in North America, has received the General Motors 2014 Supplier Quality Excellence Award. Wegmann automotive manufactures the Hofmann Power Weight and Perfect Equipment wheel weight brands. Conference date set Smithers Rapra Inc. will host the Traction 2015: Driving the Tire Industry Forward conference and exhibition May 20-22, 2015, in Nashville, Tenn. Pronto names top supplier Centric Parts, a North American manufacturer and supplier of aftermarket brake components and systems, has been named supplier of the year for 2014 by the National Pronto Association.
12
Family members, politicians and business leaders helped Bill Ziegler, center, president of Ziegler Tire, cut the ribbon at a ceremony marking the opening of the company’s new North Canton, Ohio, location.
Ziegler Tire relocates store Ziegler Tire & Supply Co. held a grand opening for its newest outlet attended by local politicians, business leaders, supplier representatives and new and long-time customers. The store was built in North Canton, Ohio, and replaces a Ziegler Tire outlet that was in the same vicinity. Three generations of Zieglers welcomed the crowd. The founding fathers — Oliver, Harold Sr., Herb and Norm — are gone, but their legacy lives on through their children, grandchildren and great grandchildren who work at the dealership today. The company was started in 1919 by Oliver Ziegler. Today Ziegler Tire sells consumer and commercial tires and offers auto service. The new North Canton location has 10 drive-through bays which can accommodate cars and trucks. The Massillon, Ohio-based company is No. 47 on the Modern Tire Dealer 100 list of top independent tire dealers with 24 stores.
Odell resigns from Pep Boys post Pep Boys-Manny, Moe & Jack announced the resignation of Mike Odell from his position as CEO and president on Sept. 26, 2014. John Sweetwood was named interim CEO. Sweetwood has served on the Pep Boys’ board of directors since 2002 and is currently president of Woods Investment LLC, a private real estate investment frm. Odell joined Pep Boys in September 2007 as executive vice president and chief operating offcer. He became CEO in 2008. Pep Boys posted a net loss of $273,000 on net sales of $525.8 million for the second quarter which ended on Aug. 2, 2014.
K&M Tire expands in Texas K&M Tire Inc. has purchased Area Wholesale Tire Co.’s assets in Texas. This includes the Louisiana company’s warehouse operations in Dallas, Houston and San Antonio. The purchase, effective Sept. 15, 2014, includes tire inventory, assets and a customer list. The three warehouses will be combined with K&M Tire’s existing operations in those cities. San Antonio will be a new market for Delphos, Ohio-based K&M Tire. Baton Rouge-based Area Wholesale Tire will continue to operate its warehouses in Louisiana and New Mexico.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21106
News/views
bites
Federal turns 60 Federal Corp. celebrated the corporation’s 60th anniversary with a ceremony at the Moscow International Automobile Salon, with Manchester United player Bryan Robson the guest of honor. Federal Tyres is Manchester United’s official tire partner in Russia and Taiwan. BKT sponsors Monster Jam Balkrishna Industries Ltd. (BKT) is the official tire sponsor of the American Monster Jam show touring Europe. The company will design and supply specific tires for the entire fleet. Tenneco releases app Tenneco Inc. has introduced a free mobile app for iPhone, iPad and Android mobile devices that connects consumers and automotive service providers to the Walker Emissions Control brand and its products.
14
For Black’s Tire, charity begins on the golf course The 14th Annual Black’s Tire & Auto Service Charity Golf Tournament raised a record $85,934 for the Boys and Girls Homes of North Carolina. Black’s Tire owners Ricky and Dianne Benton hosted Black’s Tire raised $85,934 at its annual golf close to 125 golfers at the Long Bay Golf Club in Longs, outing to beneft a local youth organization, Boys and Girls Homes of North Carolina. S.C., on Sept. 5. The golf outing was part of a weekend of celebration and charitable work by the Benton family, and their coworkers, friends and business associates. “We are proud to lend our support to the efforts of the Homes,” says Ricky Benton. “The children who receive care there have a chance to better themselves.” On Sept. 6, an open house, vendor fair and several training sessions were held at the corporate headquarters in Whiteville, N.C., in recognition of the company’s 85th anniversary and the formal opening of an expanded warehouse facility and BTS Academy and Training Center. The 2014 tournament proceeds raise the amount of cash gifts by Black’s Tire & Auto Service to the Homes to $580,225. The Boys and Girls Homes care for an average of 150 children a day. Black’s Tire is No. 30 on the MTD 100 with 35 outlets.
Quik-Link: 800-687-1557 ext. 21107
MTD October 2014
Quik-Link: 800-687-1557 ext. 21108
News/views
dates
November 4-6 Automotive Aftermarket Products Expo (AAPEX), Sands Expo Center, Las Vegas, Nev. (866) 229-3687 www.aapexshow.com November 4-7 Specialty Equipment Market Association (SEMA) Show and the Global Tire Expo – Powered by TIA (Tire Industry Association), part of Automotive Aftermarket Industry Week (AAIW), Las Vegas Convention Center, Las Vegas, Nev. (800) 876-8372 www.tireindustry.org www.semashow.com November 12-15 Automechanika Buenos Aires, La Rural Trade Center, Buenos Aires, Argentina (770) 984-8016 www.automechanika.com.ar
Tire Discounters adds to management team, makes plans to expand Tire Discounters Inc. has expanded its management team. Four people have joined the company and two have been promoted. New to the management team is Enrique Sanders, regional manager. His 23 years of experience include stints with an independent automotive dealer, Goodyear Tire & Rubber Co. and TBC Corp. Abbey Dryden has been named vice president of communications. Her previous employers include Procter & Gamble and Luxottica Retail North America. Adam Hudak has joined the company as controller following tenure at VRI, Contech Engineered Solutions and United Way. Mike Symon is flling a new role as senior director of market research and analytics. His background includes positions with Target Corp. and Supervalu Inc. The company also promoted two employees. Rafe Barber has been named director of sales after having served as regional manager overseeing the company’s expansion into the greater Nashville area. Forry Hargitt is the new director of training and operations after serving as director of sales and operations. The company says it plans to open 12 new stores and remodel many existing stores over the course of the next 12 months. Tire Discounters is No. 9 on the MTD 100.
January 17-24, 2015 Ontario Tire Dealers Association Winter Conference, RIU Aruba Palace, Aruba (888) 207-9059 www.otda.com February 4 Montana Tire Dealers Association Lobby Day at the Capitol, Best Western Great Northern Hotel, Helena, Mont. (800) 388-0236 www.mtretail.com February 4-5 North Central Tire Dealers & Suppliers Association Mid-Winter Conference and Trade Show, Treasure Island Resort & Casino, Red Wing, Minn. (952) 544-6805 www.northcentraltiredealers.com February 27-29 Mid-America Tire Dealers Association Convention, Prairie Band Casino, Mayetta, Kan. (785) 286-1110 www.matda.org
16
The new Belle Tire location in Coldwater, Mich., features pods instead of a traditional service counter. The pods were created to help Belle Tire employees deliver personalized service to customers.
Belle Tire opens 90th retail location Belle Tire Distributors Inc. has opened its 90th retail location in Coldwater, Mich. The new 10,000-square-foot outlet includes 10 service bays, two full-alignment pits and a mezzanine warehouse built to hold more than 3,000 tires. The company says the Coldwater location’s priority is the value of its guests’ time and building a relationship with the Belle Tire brand. The store’s design features sales “pods” and a waiting area with amenities like a fat screen TV, a coffee bar and a workspace that allows customers to stay connected. James Lambrich, a nine-year employee of Belle Tire, is the store manager. The store will be staffed by 16 to 20 employees. Belle Tire employs more than 1,800 employees at locations in Michigan and Ohio. ■
MTD October 2014
Quik-Link: 800-687-1557 ext. 21109
Your marketplace
Healthy sales trends continued for manufacturer-branded tires
A
ccording to the results of our survey, seventh consecutive month and we believe that demand for replacement tires remained the abundance of pent-up demand should lead somewhat encouraging in August. Into decent volumes heading into the 2014-2015 deed, from a volume standpoint, the dealers winter selling season. Trends remained strong in reported that they sold 0.1% more tires last month the truck category as the dealers reported that on a year-over-year basis, following a 0.4% involumes increased 4.4% afer increasing 2.7% in crease in July and a 0.7% increase in June. We July. Meanwhile, the survey respondents indicated were pleased to see that volume trends remained that volumes rose 4.5% in the retread business positive for the seventh consecutive month, as afer declining 5.5% in July. dealers indicated that consumers appear to be By Nick Mitchell allocating a greater portion of their income to Dealer costs were a mixed; prices were fat tire and automotive repairs during this summer/fall selling Manufacturer pricing on branded tires continued to season in an atempt to catch up on work that was deferred stabilize in August. Dealers indicated that the efective in prior months. In our view, the data supports our belief cost for top-selling branded tires fell less than 1% during that the underlying fundamentals remain healthy and August. Moreover, 40% of the respondents indicated that that consumer demand should remain fairly strong in the their efective cost of branded tires actually increased during coming months. the period. On the other hand, declines in the efective cost for value tires, which had been moderating in recent Monthly survey months, reemerged in August when the tire dealers in the A number of independent tire dealers were surveyed survey noted that manufacturer pricing on value tires fell concerning current business trends. Except for tire prices and roughly 3.0%. A portion of the decline may be due to the costs, the results of the August 2014 survey are compared fact that Chinese manufacturers ofered signifcant volume with those of August 2013. rebates during the period in order to right-size their inventories ahead of a potential tarif on Chinese passenger tires imported into the U.S. Despite the event-driven pricing pressure on value tires, pricing in the aggregate market is continuing to stabilize, as evidenced by the healthy trends Dealers APR MAY JUN JULY(R) AUG(P) AUG(13) in manufacturer pricing of branded tires. Passenger tire
How dealers view near-term business
Will improve Will worsen Will stay level
64% 0% 36%
46% 0% 54%
50% 0% 50%
63% 25% 12%
50% 12% 38%
46% 0% 54%
Truck tire Will improve Will worsen Will stay level
75% 0% 25%
52% 0% 48%
57% 0% 43%
57% 29% 14%
50% 0% 50%
53% 0% 47%
R-Revised
P-Preliminary
Dealers remain upbeat about sales trends According to our dealer survey, 50% of passenger tire dealers believe business will improve over the next six months, while 38% believe it will stay about level and 12% believe it will worsen. Meanwhile, half of the truck tire dealers we surveyed see business improving, and the other half believe it will stay about level.
Replacement tire sales volume trends were positive Consumer demand for replacement tires remained positive in August. Te dealers reported that they sold 0.1% more tires in August on a year-over-year basis, following the 0.4% increase reported in July and a 0.7% increase in June. We were pleased to see that volumes remained positive for the
18
Inventories were seen as appropriate Nearly 63% of survey respondents indicated that they had the appropriate amount of inventory in stock for demand (vs. 75% in July), while almost 25% indicated that inventory levels were too high and almost 13% indicated levels were too low. Te inventory levels among truck tire dealers looked encouraging as 88% of the truck tire dealers we surveyed indicated that they had the appropriate amount of inventory (vs. 71% in July and 50% in June), while nearly 13% indicated that inventory levels were too low.
Repair sales remain strong despite lack of heat Service sales were strong during August despite the milder summer weather throughout the Midwest and Great Plains, and the lack of a true heat wave in the Northeast. Indeed, dealers indicated that sales in the service category, which accounted for 15% of the study participants’ total revenues, were up roughly 13% on a year-over-year basis in August following an increase of roughly 3% in July. â–
John Healy is a research analyst with Northcoast Research Holdings LLC based in Cleveland, Ohio. Mitchell covers a variety of subsectors of the automotive industry.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21110
feature
Bridging the gap P-metric tires carry the load on most light trucks and SUVs By the MTD Staff
I
f P-metric tires are mounted on light trucks, are they light truck tires? Yes and no. From the consumer’s perspective, the answer is “yes.” In order to accurately track shipment numbers, however, our industry says “no.” Te “P” is there for a reason: It stands for “passenger.” All light truck tires are appropriately labeled LT. As sport-utility vehicles gained widespread popularity, however, the P-metric tire had to evolve to meet increased load carrying capacity requirements. Tey bridged the gap, so to speak, between traditional P-metric tires (and their European metric counterparts) and LT tires. Because the majority of tires on light trucks and SUVs are P-metric tires, almost every tire manufacturer competes in that market segment. Modern Tire Dealer contacted many of them, and asked them to outline the market for us. A baker’s dozen responded, including Sentury Tire Americas, which is planning to launch its frst P-metric light truck tire line in the near future. Te new tires will be similar to the Landsail CLV2 and Delinte DH7 metric tires designed for the European market, according to Maxwell Wee, director of sales.
Goodyear says the Wrangler All-Terrain Adventure with Kevlar is its most versatile all-terrain tire.
Meet the frst responders (to our questions) • Michael Mathis, co-owner and vice president of international marketing, Atturo Tire Corp. • Justin Hayes, consumer tire product manager, Bridgestone Americas Tire Operations LLC. • Ken Coltrane, vice president of consumer tires, China Manufacturers Alliance LLC (CMA). • Barry Terzaken, light truck and SUV tire product manager, Continental Tire the Americas.
• Don Reindl, merchandising and communications supervisor, Falken Tire Corp. • Jim Davis, manager of public relations, Goodyear Tire & Rubber Co. • Henry Kopacz, public relations and social media manager, Hankook Tire America Corp. • Steven Liu, director of consumer product marketing, Hercules Tire & Rubber Co. • S.B. Kim, marketing director, Kumho Tire U.S.A.
• Stephen Ewing, product manager, Pirelli Tire North America Inc. • Jon Vance, senior director of product marketing, TBC Wholesale. • Jim Mayfeld, senior director of product planning and technical services, Toyo Tire U.S.A. Corp. • Bob Abram, product planning manager, Yokohama Tire Corp.
“We believe that it is an important segment in the industry as more drivers divert from the traditional utilization of light truck vehicles. Tese drivers are demanding the vehicles and tire manufacturers to provide beter comfort and improve fuel economy.” Ironically, as tire technology advances, the gap between P-metric and LT tires has narrowed. Ken Coltrane, vice president of consumer tires for China Manufacturers Alliance LLC, believes the gap is inconsequential. “To me, P-metric light truck doesn’t make sense anymore. A light truck tire is a light truck tire. “A P-metric tire encompasses so much now. Te P275/65R118 on a Ford F-150 has a load index of 114. Tat’s higher than the LT275/65R18 113 on the 4x4 version, which has a stronger sidewall designed for a work environment.” Goodyear refers to the segment as All-Terrain, which encompasses Standard Load (i.e., P-metric) and LT tires intended for use on SUVs and pickups. “As with any segment, the tires correspond with the vehicles,” says Jim Davis, manager of Goodyear public relations. “In the case of pickups, for example, there is a recent popularity in larger trucks, and tire lineups must include load ratings and sizes that correspond. Still, earlier-model pickups and SUVs remain on the road, and tire oferings must refect that, too.” MTD: What is the current trend in this market segment? Michael Mathis, Aturo: Te P-metric light truck segment is rather stagnant at the moment. Tere is not a lot of advancement in new sizes or applications. Justin Hayes, Bridgestone: Te light truck/SUV/ CUV vehicle segment is a dynamic, large and growing segment. Nearly 52% of the more than 252 million vehicles in operation in the U.S. comprise this segment. Te trends are infuenced by shifs in the vehicle mix as consumers change from SUVs to CUVs. Ken Coltrane, CMA: More SKUs. Barry Terzaken, Continental: Vehicles in this segment continue to raise the bar by providing unprecedented levels of comfort, luxury and exceptional handling, while delivering the utility customers need. Tis atractive blend of pleasure and function drive growth of the segment, while improved performance expectations place increased demands on the vehicle’s tires. Don Reindl, Falken: Longer mileage and winter
traction increases are areas where we see the most effort. We also see an evolution of tire sizes as the CUVs become more and more popular. Larger rim diameters up to 19 and 20 inches are increasing in use as well. Jim Davis, Goodyear: Te segment is growing. And the expectations of consumers in this segment are growing. Tey want of-road capability with on-road manners, toughness for towing and hauling loads, wet traction, of-road traction (and) tread life. Henry Kopacz, Hankook: Much like other market segments, consumers (with light trucks) are interested in comfort and fuel efciency. While rolling resistance may not be a household term just yet, because of ever increasing fuel prices, consumers are coming to realize the value that lower rolling resistance and low rolling resistance tires can provide them. Steven Liu, Hercules: We have seen substantial growth of P-metric light truck tires on the replacement side in the last 10 years. Replacement size proliferation will continue as evident in OE size proliferation in P-metric. S.B. Kim, Kumho: Manufacturers continue to keep P-metric light truck sizing available in the all-terrain/ highway-terrain segments of the market in order to cater to consumer needs. Stephen Ewing, Pirelli: With CUV sales far outpacing auto sales overall in terms of growth rate, the market for P- and euro-metric light truck tires is growing signifcantly. We are also seeing more and more CUVs come OE with H-, V- and even W-rated tires. Jon Vance, TBC: From a tire performance and attribute standpoint, obviously with the majority of OE crossover and SUV ftments now ofered in a myriad of 17-inch to 20-inch rim diameters across an increasing breadth of aspect ratios, the trend toward larger and broader sizing is one that is here to stay. But the driving habits and performance requirements of today’s consumers are also guiding the development of products in these segments. Most of us live in urban areas, and consumers want a tire that can complement the “start and stop” demands of their daily commutes and lifestyles, meaning all condition traction, ride quality, durability and handling capabilities closer to a performance tire than a traditional light truck tire. Even tread designs are being impacted, as traditional fve-rib designs or all-position paterns are being tweaked with asymmetrical or performance-specifc elements being incorporated into the tread for maximum utility that
P-metric light truck tires matches today’s multiuse lifestyle. Fro m a mar ket standpoint, especially at wholesale, we are seeing many more lines offering later model large rim diameter fitments, even from import manufacturers who have traditionally focused on the high volume, mass market sizes in 16 inches and 17 inches, And tire The Hankook Dynapro HT Pirelli backs the Scorpion An advanced silica-infused dealers and distribu- features a high stiffness Verde All-Season with a compound gives the versators are looking to center block designed to 65,000-mile tread wear wartile Hercules Terra Trac Crossranty and 30-day free trial. V all-road capability. their suppliers to have enhance steering response. product oferings that proactively and progressively meet the size and speed rating Consumers driving half-ton pickup trucks, midsize and requirements of this evolving market. small SUVs and commercial vans like those used in airport Jim Mayfeld, Toyo: Te market is dominated by 1/2-ton transportation or light-duty commercial use are most likely pickups and a variety of SUVs. Te vast majority have load- to need a light truck patern P-metric sized tire. carrying capacities that a P-metric tire will satisfy. It’s when Kopacz, Hankook: Te consumers who buy P-metric light we move into the larger towing and carrying capacities that truck tires are interested in ride comfort, handling and safety. we see LT tires as OE and then standard replacement. Liu, Hercules: P-metrics work fne in the vast majority of Bob Abram, Yokohama: Everyone wants more out of their light-duty pickup and SUV applications. P-metric light truck tires, so beter mileage and increased grip never go out of style. tires are ofen associated with lower cost, longer tread life and, typically, beter fuel economy and ride comfort — all the MTD: How would you defne the consumer who buys key benefts a consumer desires. Te key is for the consumer P-metric light truck tires? to understand the application and the load capacity, and it’s Mathis, Aturo: Te current P-metric light truck customer is important for dealers to ask the right questions when recomtypically replacing an OE tire on (his or her) truck. We believe mending a replacement light truck tire. there will be growth in this segment as more of the small SUV, Kim, Kumho: Te typical P-metric light truck tire consumer crossover and re-introduction of the small pickup are added is usually a CUV, SUV or light truck owner who uses the vehicle to the market. Tis remains the fastest growing segment of for everyday commuting. Consumers who usually use their the auto industry, and Aturo is the only brand in the market vehicle for carrying cargo would require a tire with a higher that solely focuses on the SUV/light truck market segment. load capacity than just the P-metric. Hayes, Bridgestone: Consumers who are looking for PEwing, Pirelli: P-metric or Euro-metric light truck tires are metric light truck tires are those whose needs and lifestyles intended for applications where the priority is comfort and/ call for them to drive a CUV, SUV or light truck. Whether it’s or fuel economy instead of load carrying capability or towing. the towing capability of a truck, or the sportier feel of a CUV, Vance, TBC: Tere are two distinct consumer groups the range of consumer needs in this segment can be met with that are the primary purchasers of P-metric truck tires, in one of the oferings in Bridgestone’s Dueler line. my opinion. One, of course, is the consumers who are at the Coltrane, CMA: Owners of CUV’s and SUV’s are the early replacement stages with their later model vehicles and primary buyers of these tires. are looking for product options that ofer value but deliver the Terzaken, Continental: Drivers of crossover and sport- performance atributes that they require in their daily usage. utility vehicles, as well as many standard size pickup trucks, In such cases, speed ratings may be a factor, as many of the look for a tire that not only ofers the load carrying capability later model OE ftments are ofered in higher speed ratings for their vehicle, but one that also provides a well-balanced, than the traditional S- or T-rated versions, and consumers sophisticated experience. Quiet, comfortable operation (and) don’t want to change for the OE rating. And these sizes tend the assurance of excellent grip in all conditions, are important to be in higher rim diameters as well, following the OE trend. atributes for these consumers. Te other group is the owners of aging vehicles such as Reindl, Falken: Te majority of light truck vehicles pro- small to mid-size pickups and older SUVs who are later in the duced each year are fted with P-metric light truck sized replacement cycle and are looking more at price versus the tires. Tese vehicles include minivans, SUVs and CUVs, as specifc atributes of the tire. Many of these consumers will well as traditional LT vehicles. P-metric sizes can be found in opt for P-metric over LT sizing for cost reasons, especially if standard passenger tire tread designs as well as tires designed their daily usage doesn’t require enhanced carrying capacity. specifcally for light trucks, such as all-terrain tread designs. Mayfeld, Toyo: P-metric light truck tires are primarily
22
MTD October 2014
Quik-Link: 800-687-1557 ext. 21111
P-metric light truck tires
Yokohama’s newest highway terrain tire, the Geolander H/T G056, launched on Sept. 1, 2014. It’s available in 38 sizes; 27 are P-metric.
purchased by OE replacement customers. If you look at the OE data for the last 10 years, the ftments on light trucks have run about 80% to 90% P-metric vs. LT-metric. The replacement market follows very closely what we are seeing on the OE side. Abram, Yokohama: Tis is a broad question, as P-metric light truck tires could be all-terrain, highway terrain or a more touring-like design as found on many crossover SUVs. It’s unlikely that consumers needing these diferent tire types for diferent vehicle types would be similar. With regard to consumers who buy highway terrain tires, they look for reliability, quality and durability above all else, but all-season traction and ride
The Open Country A/T II all-terrain is backed by a 65,000-mile limited tread wear warranty and Toyo’s “No Regrets” 45-day, 500-mile trial offer.
quality is also important. So we designed the Geolander H/T G056’s tread (with an) advanced compound for durability, Triple 3D sipes for even wear and all-season traction and Adaptive Shoulder Blocks to combat noise as the tire wears.
MTD: What is your company’s newest P-metric light truck tire? Mathis, Aturo: Aturo is adding Pmetric sizes to the Trail Blade All Terrain and AZ600 touring model. We are also including P-metric sizes in future product development. Te new sizes in the Trail Blade A/T will include 11 new sizes from 16 to 20 inches in diameter. Te AZ600 will add a further six 16- to 20-inch sizes. Hayes, Bridgestone: Bridgestone’s newest P-metric light truck tire ofering is the Dueler H/L Alenza Plus, which is speWhen asked, “How would you defne the concially designed to give drivers of sumer who buys P-metric light truck tires?” premium SUVs, CUVs and light Jim Davis, manager of public relations for trucks a longer-lasting luxury Goodyear Tire & Rubber Co., came up with driving experience. fve attributes. He says they: Te Dueler H/L Alenza Plus ofers a segment-leading 80,0001. drive a lot, “to work, for work (and) kids’ mile tread wear limited warranty. activities.” Tis tire also features a quiet 2. have an active lifestyle, “often an outdoor ride, EverBlack sidewall that recreation focus on the weekends.” preserves the appearance over 3. depend on their truck and take care of it. time, our trusted Eco-Product 4. go off-road for a purpose. designation and improved fuel efciency, all features that many And the fifth? “Their vehicle is always of today’s consumers are looking ready,” he adds. for in a light truck tire. Coltrane, CMA: CMA will
5 key consumer qualities
24
MTD October 2014
Quik-Link: 800-687-1557 ext. 21112
P-metric light truck tires be introducing a new P-metric LT tire in the frst quarter of 2015. Called the Travia H/T, it will initially have 10 P-metric sizes in 15- to 17-inch rim diameters along with 10 LT sizes. It is a highway terrain tire designed for a smooth, quiet ride and exceptional performance in wet conditions. With a 600 AA UTQG rating, we believe the tire will ofer an extraordinary value to consumers looking to save money by stepping down from the Tier Two brands. Conversely, dealers will be able to price position this tire at the upper end of Tier Tree in order to maximize their proftability. Terzaken, Continental: Te CrossContact LX20 is available
in rim diameters from 16 to 22 inches in widths from 215 to 285 mm. Te CCLX20 features EcoPlus Technology, providing enhanced fuel efciency, excellent wet braking performance and long tread life. Additional features include Traction Grooves, providing improved snow grip, and Smooth Response Technology, which provides a comfortable, quiet ride with crisp steering response. Te CCLX20 has a 70,000-mile warranty, 60-Day Customer Satisfaction Trial and road hazard coverage. Reindl, Falken:
Atturo’s Trail Blade A/T features a deep tread for long life and off-road traction; multiple sipes for wet performance; and an attractively styled sidewall design.
The Sumitomo HTR Enhance C/X specifcally targets the SUV and crossover market with 15 T-, H- and V-rated metric sizes.
The Terra Grappler G2 is Nitto Tire U.S.A. Inc.’s fagship light truck and SUV tire. The company backs the line with a limited tread wear warranty: 65,000 miles for P-metric sizes, and 50,000 miles for LT sizes.
26
Quik-Link: 800-687-1557 ext. 21113
MTD October 2014
Quik-Link: 800-687-1557 ext. 21114
P-metric light truck tires
The Continental CrossContact LX20 was introduced in August 2011. It features EcoPlus Technology.
The Bridgestone Dueler H/L Alenza Plus is available in 34 T-, H-, V- and W-rated sizes up to 20 inches in diameter.
Our newest P-metric LT is a size expansion of our Wild Peak H/T, an on-highway, all-season tire designed for use on pickup’s, SUV’s, commercial vans and some CUV ftments. Davis, Goodyear: Te Goodyear Wrangler All-Terrain Adventure with Kevlar... is optimized for both everyday highway driving and going of-road, with an emphasis on tread life performance and an extensive size line-up in LT and Standard Load oferings. Durawall Technology ofers toughness and helps resist cuts and punctures. Kopacz, Hankook: Hankook’s newest P-metric light truck tire is the Dynapro HT. Te premium highway, all-season Dynapro HT provides drivers of light trucks, vans and sport-utility vehicles improved snow traction, low rolling resistance and longer tread wear. A wide, computer-generated tread enables beter mileage, less noise and excellent grip. Te Dynapro HT is available in 15-inch through 20-inch sizes. Liu, Hercules: Te Hercules Terra Trac Cross-V ofers a unique mix of wear resistance, all-weather traction, low rolling resistance and outstanding value. Te Cross-V features a 70,000-mile/112,000-km limited warranty on P-metric sizes and a 65,000-mile/105,000-km warranty on LT sizes, road hazard protection and the 30-day Trust Our Ride test drive. It is available in 32 SUV/CUV and LT-designated sizes with 16- to 20-inch rim diameters. Kim, Kumho: Te Kumho Crugen KL33 is ofered in the United States in two sizes: 235/60R18 and P235/55R19. Additional sizes will be available in December ranging from 16- to 20-inch ftments. Te Kumho Crugen KL33 features a four groove, fve rib tread design that provides excellent on-road handling and all-season traction. Te tire’s variable
CMA will continue to add popular OE sizes (up to 20 inches) in the new Travia H/T line throughout 2015.
The Kumho Crugen KL33 is available as OE ftments on the 2014 Hyundai Santa Fe and Kia Sorento.
pitch tread design reduces noise for a quieter ride and the wide circumferential grooves contribute to confdent wet and snow traction. Ewing, Pirelli: Pirelli’s newest light truck tire for P- and Euro-metric applications, the Scorpion Verde All-Season Plus, is designed for on-road use by SUV/CUV owners. It uses innovative materials and construction processes to give consumers the best performance and feature benefts — low tread wear, low noise and rolling resistance, coupled with high mileage, comfort and excellent handling in all weather conditions. It is currently available in 29 sizes from 16-inch to 22-inch rim diameters in the H and V speed ratings. Vance, TBC: Tis year, we introduced the Sumitomo HTR Enhance C/X that specifcally targets the SUV and crossover market with 15 16- to 19-inch metric sizes, along with a 60,000-mile tread wear warranty, a free one-year road hazard coverage, and two-year roadside assistance. Te HTR Enhance ofers durable and dependable long-lasting performance combined with outstanding all-season traction and superior highway ride quality. Mayfeld, Toyo: Te Open Country A/T II all-terrain tire (features)... a blatantly aggressive tread design and a quiet ride. P-metric sizes ft 15-, 16-, 17-, 18- and 20-inch rim diameters. Abram, Yokohama: Yokohama’s newest highway terrain tire, the Geolander H/T G056, launched on Sept. 1, 2014. It’s available in 38 sizes — 27 P-metric, 11 LT-metric — from 15-inch to 20-inch diameters. It has Advanced Orange-Oil Compound and Triple 3D Sipes to achieve a 70,000-mile limited tread wear warranty — 50,000 on LT-metric — and outstanding all-season traction. ■
P-metric vs. Euro-metric, there is a slight difference According to The Tire Rack, Euro-metric and P-metric tires in the same size, say, P225/60R16 and 225/60R16, “are equivalent in their dimensions with just slight differences in their load capacity calculations and infation pressure tables. So
28
if Euro-metric and P-metric tires have the same numeric size, the same tire performance category and the same speed rating, the two are considered equivalent and interchangeable if used in axle pairs or sets of four.”
Tire Rack recommends dealers and consumers defer to the vehicle manufacturer’s recommended infation pressures provided in the vehicle’s owner’s manual or on the vehicle tire placard for the load-carrying capacity for either size tire.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21115
Business insight
#EverythingYouEverWanted ToKnowAboutHashtags How creating unique and relevant hashtags pays of for your dealership
W
hat ’s w i t h t h e all the postings on that site that pound signs evhave referenced that hashtag. er y w here? You It’s an indexing methodology know that symbol “#” over the for that site. number 3 on the keyboard that 7. It’s an easy way for sites to looks like a Tic-tac-toe game track trending topics. board. We used to call it the 8. Tey are free. “pound sign,” now it’s hashtag 9. If you make one up (or you this and hashtag that. think you made one up), do a Watch a TV show lately? By Wayne Croswell search for it frst to see what’s Tere are hashtags constantly out there already. You will be displaying on the botom of the screen. surprised. If you visit Twiter, Facebook, Tumblr, 10. Don’t overuse them in tweets, blogs, Pinterest, Instagram, YouTube, Gawker, ads or Facebook posts. No more than Google Plus, etc., you will see hashtags two or three per item. in use everywhere. 11. Hashtags don’t work on smart phones Hashtags can be one word or several (yet), but they still work on the sites words strung together with no spaces you are posting to from your phone. preceded by the # sign. Teir purpose is to give a unique identifcation to the Can hashtags be useful in your business? content in which the hashtag is included. Te answer is, most defnitely. You should It’s a way to group together items with a create unique and relevant hashtags for common theme. your business and promotional activities. Te use of the # symbol in front of words In addition, you should be building a raving began popping up on Twiter as early as fan base of dedicated satisfed customers. 2007. Twiter popularized the concept in When you promote something on July of 2009 by making any word with the your website, a social media site or in an # sign in front of it a hyperlink. Tus the ad, make sure to use your hashtags. Ten hashtag was born. Twiter further validated track the results. Measure what works it when they published “trending topics” by and what doesn’t and constantly adapt showing the most popular hashtags right to those that are most efective. on the front page. Now many social media Use them especially if you are doing sites have adopted the hashtag to group a civic-minded or charity event in your like content and track trending topics. community. Here are some important things to When you build a raving fan base, you know about hashtags. want them to reuse your hashtags in their postings. 1. They are made up and anyone can Marketing experts have fgured out make them up. new and innovative ways to use these 2. No one owns them, unless you get them hashtags to promote products and services. trademarked. Have you? 3. You should capitalize the frst leter of #HappyHashtagging. ■ every word (makes it easier to read). 4. Some are generic (#BestPlaceToDine), As CEO and president of WECnology some are very specifc (#WeAreBC). LLC (www.wecnology.com), Wayne Croswell 5. When you click on a hashtag, it redirects is a “complimentary technology advisor” you to search results on that site. for independent tire dealers. Croswell can 6. When you search for a hashtag on a site be reached at wcroswell@wecnology.com like Twiter or Facebook, you will see or (603) 249-5530.
30
Quik-Link: 800-687-1557 ext. 21116
MTD October 2014
Quik-Link: 800-687-1557 ext. 21117
feature
How to build more profts into mounting and balancing services By Ann Neal n the September issue of MTD, dealers, business coaches and manufacturers shared suggestions for geting more profts from mounting and balancing services. Te following article looks at how equipment maintenance and technician training speed bay turns and lower costs. Kevin Keefe, vice president of marketing for Hennessy Industries, Inc. says dealers do their due diligence when buying a machine in order to get the best possible return on their dollar. Afer the purchase is made, however, they may overlook cost in bay turns. “Te quicker you turn that bay, the more money you’re going to make and the lower your cost of owning that equipment,” he says.
I
Bay turn basics Keefe says speeding up bay turns comes down to several fundamentals: the right machine for the application, the right adaptors and accessories to do the work that comes through the shop, basic maintenance on the machines, local service support and parts, and training for tire technicians. “If you do a lot of service on custom wheels or run-fats, or do large custom work, do you have the right clamping accessories for your tire changers?” Keefe asks. Likewsie, the correct assist devices ensure technicians are able to efectively service diferent types of tires. “On the balancing side, a lot of pickup trucks require specialized adapters to get past mounting challenges. Tere’s just a pure capability standpoint for equipment,” he says. Bay turns are also afected by the reliability and durability of equipment and the availability of service and parts. Proper equipment maintenance has a role, too. Keefe cites keeping tire changers oiled and tabletop and clamp areas clean and free of debris. Balancers, cones and shafs should be replaced every three years or 30,000 cycles to prevent centering errors. Keefe ofers an example to show the sensitivity of a balancer: “If a 16-inch tire and wheel assembly that weighs 40 pounds setles into a nick on a cone just ten thousandths of an inch deep — about the thickness of a business card — that will generate a balancing error that will cause a vibration equivalent to almost an ounce of imbalance.” He says Hennessy ofers upgrade kits for its balancers. Te best balancers available today use a superior alloy shaf to prolong the life of the shaf to ensure a proper centering for the life of the balancer, according to Greg Meyer, product manager, wheel balancers for Hunter Engineering Co. “When investing in equipment, dealers also need to consider how easily accessible service and replacement parts are. Wheel mounting and balancing is a hugely proftable area for a shop, and long equipment downtime can really impact proftability. Some companies even ofer local support that can provide same- or next-day service and parts replacement.”
32
For wheel balancers, age is less of a factor in equipment deterioration than number of cycles. “The more c ycles on a machine, the more rapidly it will deteriorate and the more likely it is to require service,” says Meyer. “Te older a machine, the less likely it is to contain key technological advancements that increase speed, accuracy and overall productivity. Dealers should strive to invest in equipment that will make them more productive. For example, the best of today’s machines greatly reduce weight chasing by ensuring an accurate balance on the frst try. Features like this lead to greater productivity and, ultimately, proft.” Keefe says Hennessy’s design philosophy is to anticipate the probable technological changes in the industry and design for upgrades. “If you bought one of our tire changers in the early ’90s, prior to the advent of run-fat technology, wheel diameters of 30 inches, and other technological advances, you could equip through adapters, accessories or upgrades that machine to handle any application that’s out there today. “We purposely design with an upgrade path in mind because we never want a customer to need to go out and replace a relatively brand new piece of equipment because of new technology we could have seen. From a durability standpoint, we design our equipment to last in the highest volume, most demanding store environments.”
Invest in training Training is essential in light of today’s diverse OEM assemblies. More conventional assemblies might require a less skilled technician, but with the rapidly growing number of specialty wheel and tire ftments, training a technician is more important than ever, according to Meyer. “Dealers frequently experience high turnover in technicians, which complicates the training process and can make a wheel balancer less proftable than it should be. Te best of today’s machines solve this by including several methods of built-in training.” Examples include 3D animations, a library of video tutorials and on-screen prompts that guide the operator through the balance. ■
MTD October 2014
Quik-Link: 800-687-1557 ext. 21118
feature
Tire repair trends No more spares equals more problems. Te industry defnes RSR. And how do you dispose of tire sealants? By Kevin Rohlwing
W
hile there might be some debate regarding the frst person to say “Te only thing that is certain in life is death and taxes” (most atribute it to Ben Franklin), it’s obvious they were not talking about the tire business. Among the many certainties are the loss of tread depth, the dependence on natural rubber, the need for correct infation pressure, and, of course, fat tires. According to a 1999 report from the AAA Foundation for Trafc Safety, 60% of the drivers surveyed experienced a fat tire in the previous fve years, and the most common cause was punctures (75%). But anyone with more than a few years of experience in the industry does not need a 15-year-old study to know that fat tires are common. And it also isn’t a surprise that according to the same AAA report, frequent drivers (10,000 miles or more annually) have a beter chance of geting a fat tire when compared to those who drive less (64% vs. 54%). In contrast, the frequency of fat tires in the trucking industry has more to do with the application than the number of miles traveled. As long as tires have relied on infation pressure, problems associated with punctures and other damage that results in the loss of air have existed. From the old days of inner tube repairs and hot patches to modern, chemically vulcanized patch/plug combinations, technology has made it much easier to safely return a fat tire to service. Tat’s a good thing: Te liability associated with repairing tires has increased since the landmark Barber v. Mossy Ford case — and its subsequent $22.8 million combined wrongful death verdict and setlement. In some cases, the risks have led retailers and commercial tire dealers to establish strict guidelines, while in others, the businesses have eliminated tire repair altogether. Unfortunately, there are still far too many companies that, in my opinion, continue to put lives in jeopardy because they are either uninformed or just want to gain a competitive edge by ofering cheap tire repairs that are not consistent with the best practices established by the industry.
Consumer tire repair Te Tire Industry Association (TIA) has been conducting a national training tour for the last few years to educate people on all aspects of passenger and light truck tire service, including repair. Tese classes are typically held at local community and technical colleges. We have found most of the schools do not have the tools, equipment or supplies to teach the proper method for repairing tires. Te good news is that almost all of them have seen the error in their ways and are now teaching the correct repair procedures. Even though there is universal agreement regarding the
34
steps and guidelines for repairing tires, there are still a few issues that need to be addressed. Most of them are related to the elimination of the spare tire. On vehicles with run-fat tires, the guidelines are the same, although the manufacturer may place limitations on the criteria or the number of repairs. For example, Goodyear does not have any restrictions regarding the repair of a run-fat versus any other tire. Michelin only allows one repair on run-fats, while Bridgestone, Continental, Pirelli and Yokohama do not recommend repairing them at all. Another trend that is impacting the tire repair industry is the use of temporary mobility kits on new vehicles. Some manufacturers are replacing the spare tire with a portable air pump that includes sealant to stop the air leak. In most cases, the sealant contains ethylene glycol or propylene glycol, both of which are primary components of antifreeze. Many states classify compounds in the glycol family as hazardous waste; therefore, the disposal of the sealant material may be regulated (because propylene glycol is less toxic than ethylene, states may handle it diferently). I am not aware of any specifc regulations regarding the disposal of glycol-based tire sealants. So what should you do with them? Te answer to that question may lie in how states legally discard antifreeze. In a September 2008 document from the Michigan Department of Environmental Quality, lawmakers indicated it is acceptable to wash antifreeze down the drain only if it is connected to the municipal wastewater treatment facility, and if permission has been obtained from the sewer authority. Tey also recommend geting the permission in writing. Antifreeze cannot be discharged into storm drains, on the ground, or into a drain that leads to a septic system. A November 2013 publication from the Wisconsin Department of Natural Resources mirrors the Michigan guidelines. And the California Integrated Waste Management Board clearly indicates that it is illegal to dispose of antifreeze by throwing it in the trash or dumping it down storm drains. California also does not include the option of using the municipal wastewater system. Te best practice would be to contact your hazardous waste recycler to see if glycol-based sealant materials can be combined with antifreeze, or if they must be stored in separate containers. Disposing of any glycol products in storm sewers or septic systems is probably illegal (and not very environmentally responsible). It may, however, be acceptable to wash them down the drain for processing at the local wastewater plant. On the legislative front, it appears that eforts to introduce any laws mandating proper tire repair have diminished. I testifed in support of tire repair legislation in Maryland and atempted
MTD October 2014
Photos courtesy of the Tire Industry Association
strongly discourages the practice with or without legislation.
Truck tire repair Truck tire dealers recently benefted from the introduction of the reinforced shoulder repair, or RSR. In the past, puncture (or nail hole) repairs, defned as 3/8-inch or smaller, were restricted to the crown area of the tire, which is the center of the tread approximately 1 to 1.5 inches from each shoulder. RSR 1: In this example of the RSR and All injuries in the shoulder or sidethe template, the yellow lines on the wall were previously referred to a innerliner represent the fex area of the RSR 2: By offsetting the repair unit, the retread plant for a section repair. sidewall. As you can see, by centering the end of the reinforcing plies are located While injuries in the sidewall repair unit over the injury, the end of the outside the fex area of the sidewall. One reinforcing plies (represented by the solid of the keys to success for the RSR is to are still in need of a section repair, white line on the template) are posiensure the repair unit is properly posismall “injuries” that are 5/16-inch tioned in the fex area, so the patch will tioned on the liner so the end of the plies (8 mm) or less in the shoulder can probably fail as the result of the fexing. is not subjected to excessive fexing. be repaired in the feld using the to educate the commitee on the dangers of on-the-wheel plug RSR guidelines established by the Tread Rubber and Tire repairs. Unfortunately, quite a few legislators in the room were Repair Materials Manufacturers’ Group, or TRMG. driving on tires they had plugged at the local service station. Basically, the RSR uses the same procedures as a standard Since they weren’t having any problems, they didn’t see the puncture repair in the crown. Te biggest diference is that need for a law that would make them illegal. Regardless, a larger repair unit is required so the reinforcing plies of the repairing a tire on the wheel with a plug is still a tremendous patch do not end in the fex zone of the tire. Depending on liability concern for the company making the repair, so TIA the tire, technicians must use a No. 22, 24 or 26 repair unit
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21119
35
Tire repair that will extend past the fex zone so it is anchored on the lower sidewall. In a departure from previous tire repair practices, the injury is not centered on the patch. By ofseting the repair unit, technicians can accomplish the goal of reinforcing the area around the injury while ensuring the end of the plies is not located in the fex zone of the sidewall. Most tire repair material manufacturers have created a series of templates that make it easy to determine where the repair unit must be located in relation to the injury and the sidewall. TIA recently developed a video in cooperation with TRMG and filmed the RSR process at Tech International’s new training facility in Johnstown, Ohio. Te RSR procedures will be part of the planned update to the association’s highly successful Commercial Tire Service (CTS) Program that is scheduled for 2015. Tire repair has always been a key component of the Certifed CTS training, so the addition of the RSR will make it even more efective. All of the Certifed CTS Instructors will receive a copy this fall.
Drill, fll, patch and bill Te basic principles of proper tire repair haven’t changed much in the 32-plus years that I’ve been in the industry. Over the last 18 years as an educator, my mantra has been “drill it, fll it, patch it, bill it.” Drilling the injury is important because the damaged material must be removed. Filling the injury prevents moisture from
36
entering the body of the casing and causing corrosion that leads to separations. Patching the injury prevents air from escaping the interior of the tire and reinforces the area. And, of course, billing for the work keeps you in business, because it takes a substantial investment in tools, equipment and materials to properly repair tires. I believe when people receive anything for free, it becomes devalued in their mind, and its level of importance is diminished. Despite the narrow-minded opinions of legislators who are unwilling to recognize the dangers that improper (including on-the-wheel) tire repairs create for motorists, it’s important that the industry continues to emphasize the need to demount the tire from the rim so it can be inspected before following the guidelines. Afer the tire passes inspection and the trained technician determines it is repairable, then the proper procedures can be followed to safely return it to service. Te message appears to be geting through: More retailers are abandoning the on-the-wheel plug and patch-only methods in favor of the process that has been universally endorsed by the tire companies and industry organizations for decades. While I seriously doubt that improper tire repair will ever completely disappear, I’m optimistic that the progress we’ve made as an industry is a sign that accidents like the one that claimed the lives of the Barbers will be few and far between. ■ Kevin Rohlwing is the Tire Industry Association’s senior vice president of training and a fequent Modern Tire Dealer contributor.
Quik-Link: 800-687-1557 ext. 21120
MTD October 2014
Commercial Tire Dealer™
Dealers change with their markets More stores, equipment, services and training help top commercial dealers be better competitors By Ann Neal
T
he nation’s top commercial tire dealers have adjusted their store counts, added equipment, expanded service oferings and emphasized employee training to be beter competitors over the last year. All of those strategies are in play in the commercial division of Black’s Tire Service Inc. (BTS). Te Whiteville, N.C., company is No. 23 on this year’s Top 25 Commercial Tire Dealers list. Te company created the BTS Academy, a training center adjacent to its corporate headquarters, in April. The 38,000-square-foot facility houses a classroom, conference room, dealer showroom and a garage outfted with equipment from Hunter Engineering Co. and other suppliers for hands-on instruction and practice. “We are making a big push on sales and technician training at BTS in 2014 and 2015 to make sure we stay on top of all sides of the tire business,” says Jeremy Benton, vice president of commercial sales and marketing A formal training program is important to atracting and retaining talent, especially as the company is hiring to staf two new stores. Retail and commercial tire sales and service are provided at a full-service, 12-bay store that opened in Loris, S.C., on Sept. 29. A commercial outlet in Dunn, N.C., is set to open on Dec. 1. Located of Interstate 95, the facility will have two drive-through service bays that provide tire, oil, light truck and trailer repair and truck alignment services as well as OTR services. Both facilities are located in new markets for the company. In addition, BTS expanded its service oferings with the purchase of a mobile press-on machine and a stationary presson machine in July 2014, according to Benton. Te company is also concentrating on the OTR side of its business. “BTS is working with Goodyear to grow our of-the-road tire market share in North and South Carolina in the third and fourth quarters of 2014 and into 2015.”
Growing through acquisition Bob Sumerel Tire Co. Inc. purchased fve facilities from Kauffman Tire Inc. in May 2014 in northeast Ohio. The locations, formerly a part of Kaufman Tire’s Commercial Division, include four combination retail/commercial and farm tire service centers located in Wooster, Ravenna, Orwell and Medina. Te purchase included a Bandag retread plant, also located at the Wooster facility. President Todd Sumerel says the Kauffman stores are expected to add $25 million in revenue in the frst 12 months. Bob Sumerel Tire holds the No. 15 spot on the commercial tire dealers list. Te Erlanger, Ky., based dealership has 13
www.moderntiredealer.com
commercial stores, six combined commercial/retail outlets and six retread shops in Kentucky, Ohio and Pennsylvania. Best-One Tire and Service purchased four commercial stores and a Bandag retread plant from American Tire Distributors Inc. (ATD) to establish a presence in the Northeast Ohio market. Te former Terry’s Tire Town stores in Canton, Girard, Twinsburg and Alliance became Great Lakes Best-One Tire & Service locations on Aug. 1, 2014. Te retread plant is located at the Alliance facility. No. 2-ranked Best-One Tire & Service has 16 retread plants and more than 250 partner locations in 11 states. Also in August 2014, McCarthy Tire Service Inc. added a retail-commercial store and a retread shop in Albany, N.Y., with the purchase of Terry-Haggerty Tire Co. Inc. McCarthy Tire now has seven Bandag retread plants, one OTR retread plant, and 44 outlets in seven states. John McCarthy Jr., president of the fourth-generation, family-owned business, says the purchase bolstered service and production capabilities in upstate New York and aligns with the company’s long-term strategic plan. “Tis acquisition, along with our acquisition of Main Tire in December of 2012, clearly demonstrates our commitment to the New York market and also to the greater northeastern region.” Te revenue from the Main Tire purchase helped lif McCarthy to No. 6 on this year’s top commercial dealers list, up one spot from last year. Neil Horn, vice president, says the company has also increased its ofering of mechanical services.
More services and equipment Sullivan Tire Co. Inc., which ranks No. 19, is expanding alignments, trailer rehab and other mechanical services as well as adding sales staf, according to John Donovan, vice president. John Snider, CEO and president of Snider Tire Inc., which does business as Snider Fleet Solutions, says his company is also expanding service oferings and investing in training. Te company holds the No. 5 spot in the rankings. Te No. 7 ranked dealer, Service Tire Truck Centers Inc., has taken several steps to keep pace with the changing marketplace, according to Scot Bennet, vice president of sales. “We increased ALSO IN CTD our shifs to handle deTop 25 commercial tire dealers in the mand. Our mechanical United States . . . 40 oferings are expanding rapidly. Finding qualifed How to use social media as a voice personnel remains dif- for your dealership . . . 42 fcult and we are working Answers to 4 key questions will help with diferent agencies to you survive . . . 48 increase our presence.” Commercially viable . . . 50
37
Top 25 Commercial Dealers Nebraskaland Tire Co. Inc., which does business as Nebraskaland Tire, Kansasland Tire and Coloradoland Tire, invested in its retreading operations in 2014 in response to market conditions. “We added some new equipment into our retreading business to increase our capacity. Our mix to Tier 3 has increased slightly, but we are holding premium sales prety well by educating our customers on the entire cost of truck tires through the second retread and casing values,” says Nick Phillippi, general manager of the No. 25 ranked dealer.
Graham Tire Co. is emphasizing customer service and reliability to stay competitive, according to Jen McCann, marketing manager. “Each day we struggle to keep our margins where they need to be while also moving necessary units. Tis said, we go beyond pricing and make sure retail customers know what they can beneft from when choosing Graham Tire as their commercial tire supplier. “For any size feet, we ofer feet surveys and inspections to make sure they are using the correct tire for the specifc application and geting the most out of their tires for the budget they have alloted,” she says. “Goodyear Fleet HQ offers great programs to track this information, so we look like the commercial tire experts and are able to address their needs when they are ready to purchase.” Graham Tire has stepped up its activity with OTR tires, says McCann. “For both commercial and OTR customers, minimizing downtime is crucial for their botom line, so we have worked hard to give them the products and service they need as soon as they need it.” Graham Tire, which is not ranked on this year’s top 25 commercial dealer list, operates two retread shops, four commercial and 26 commercial/retail outlets in four states. Roughly half of the companies on the Top 25 Commercial Tire Dealers list experienced increases in commercial sales (in dollars) from 2012 to 2013, according to Modern Tire Dealer estimates. ■
How the rankings are determined To make the MTD Top 25 U.S. Commercial Tire Dealers list, a dealer has to: 1) sell truck tires, 2) have at least one retreading plant, and 3) offer 24/7 road service. Points are tabulated based on number of outlets. Each commercial-only outlet received two points and each retread plant received one point. The number of combination commercial/retail stores is multiplied by the estimated percentage of commercial sales and then multiplied by two. The highest 25 point totals make up the list, and then the dealers are ranked based on estimated commercial sales.
38
Quik-Link: 800-687-1557 ext. 21121
MTD October 2014
Quik-Link: 800-687-1557 ext. 21122
Top 25 U.S. commercial tire dealers Comm. Only/ Combo Truck Tire Brands
2013 Comm. Retread Service Sales (in Shops Trucks millions) Points
68/0
18
610
$725
154
2. Best-One Tire & Service Monroe, Ind. www.bestonetire.com
Paul Zurcher, 71/123 Bridgestone, Firestone, Mastercraft, General, 16 chairman Roadmaster, Continental, Michelin, Goodyear, BFGoodrich, Uniroyal, Yokohama
450
$340
242
3. Pomp’s Tire Service Inc. Green Bay, Wis. www.pompstire.com
Jim Wochinske, president
305
$300
136
1,500
$276
153
Rank, Company, Headquarters, Website
Chief Offcer
1. Southern Tire Mart Columbia, Miss. www.stmtires.com
Thomas & James Duff, owners
4. Les Schwab Tire Centers Dick Bend, Ore. Borgman, www.lesschwab.com CEO
25/49 Bridgestone, Continental, Dayton, Firestone, General, Goodyear, GT Radial, Michelin, Yokohama, Kelly, Hankook
12
0/382 Toyo, Ohtsu, Double Coin, Gladiator, Michelin, 3 Bridgestone, Firestone
5. Snider Tire Inc., dba Snider Fleet Solutions Greensboro, N.C. www.snidertire.com
John Snider, 43/0 president
BFGoodrich, Continental, Goodyear, Michelin, Yokohama
6
200
$275
92
6. McCarthy Tire Service Inc. Wilkes-Barre, Pa. www.mccarthytire.com
John 29/13 McCarthy Jr., president
Bridgestone, Firestone, General, Yokohama, Double Coin
8
424
$231
91
Michelin, Yokohama, BFGoodrich, Cooper, Goodyear, Dunlop, Kelly
4
255
$214
92
8. Purcell Tire & Rubber Co. Roger Lucas, 9/35 Potosi, Mo. CEO www.purcelltire.com
Dunlop, Goodyear, Michelin, Kelly, Yokohama, 5 Hankook
216
$190
66
9. Bauer Built Inc. dba Bauer Built Tire Durand, Wis. www.bauerbuilt.com
Tad Bauer, president
Michelin, BFGoodrich, Continental, General, Hercules, Bridgestone, Firestone, Kumho, Carlisle, Alliance, Solideal
7
86
$170
60
10. Earl W. Colvard Inc., dba Boulevard Tire Center Deland, Fla. www.boulevardtire.com
Earl Colvard, 17/3 president
BFGoodrich, Bridgestone, Continental, Firestone, General, Michelin, Roadmaster, Yokohama, Gladiator
5
140
$152
43
11. Parkhouse Tire Inc. Bell Gardens, Calif. www.parkhousetire.com
Jim Parkhouse, CEO
12/0
BFGoodrich, Bridgestone, Continental, Double Coin, Firestone, General, Michelin, Dayton, Yokohama
2
125
$130
26
12. Cross-Midwest Tire Co. Kansas City, Mo. www.crossmidwest.com
Greg Trum, president
13/0
Bridgestone, Continental, Cooper, Firestone, General, Michelin, Titan, Yokohama
3
169
$110
29
13. Tredroc Tire Services* Antioch, Ill. www.antiochtire.com
Stevan Weakley, CEO
12/0
Bridgestone, Firestone, Continental, General, Michelin, Hankook, Toyo, Yokohama
4
230
$105
28
14. Belle Tire Distributors Inc.* Allen Park, Mich. www.belletire.com
Steven Craig, CEO
12/3
Bridgestone, Continental, Dunlop, Firestone, Goodyear, General, Michelin, Roadmaster, Yokohama, Dayton, Kelly
3
140
$94
32
15. Bob Sumerel Tire Co. Inc. Bob Erlanger, Ky. Sumerel, www.bobsumerel.com CEO
13/8
Bridgestone, Firestone, Continental, Goodyear, General, Roadmaster, Yokohama
6
91
$92
47
16. Redburn Tire Co. Phoenix, Ariz. www.redburntireco.com
J.D. Chastain, president
11/0
Continental, General, Michelin, BFGoodrich, Bridgestone, Firestone, Yokohama, Roadmaster, Ohtsu
5
100
$73
27
17. T&W Tire Oklahoma City, Okla. www.tandwtire.com
Cord Wilson, 3/11 Kane Russell, John Theissen & Steve Theissen, owners
BFGoodrich, Michelin, Yokohama
2
60
$72
26
18. Valley Tire Co. Inc. Charleroi, Pa. www.valleytire.com
Jim 11/4 Stankiewicz, president
BFGoodrich, Continental, General, Michelin, Sumitomo, Yokohama
1
55
$71
29
7. Service Tire Truck Centers Ronald Bethlehem, Pa. Bennett, www.sttc.com CEO
40
Bridgestone, Firestone, Continental, General, Yokohama
44/0
19/11
MTD October 2014
Comm. Only/ Combo Truck Tire Brands
2013 Comm. Retread Service Sales (in Shops Trucks millions) Points
Robert Sullivan, president
15/1
Bridgestone, Firestone, Goodyear, Dunlop, Kelly, Double Coin
3
85
$71
34
20. Commercial Tire Inc. Meridian, Idaho www.commercialtire.com
Bob Schwenkfelder, CEO
7/24
Bridgestone, Firestone, Yokohama, Roadmaster, General, Continental
3
141
$70
45
21. Royal Tire Inc. St. Cloud, Minn. www.royaltire.com
Mick Pickens, president
16/0
Bridgestone, Firestone, Michelin, Toyo, Roadmaster
3
50
$65
35
22. Pete’s Tire Barns Inc. Orange, Mass. www.petestire.com
Peter Gerry, CEO and president
0/22
Bridgestone, Firestone, Michelin, Continental, 2 Double Coin, General
121
$60
33
23. Black’s Tire Service Inc. Whiteville, N.C. www.blackstire.com
Ricky Benton, president
0/35
Goodyear, Dunlop, Kelly, Continental, Roadmaster, Ohtsu, Double Coin, Westlake, Hankook, Falken, General
1
114
$56
36
24. Tire Guys Inc./ Tire-Rama Inc. Billings, Mont. www.tirerama.com
David Wehr, CEO and president
0/40
Bridgestone, Firestone, Roadmaster, Yokohama
1
30
$50
27
25. Nebraskaland Tire Co. Inc., dba Nebraskaland Tire, Kansasland Tire and Coloradoland Tire Lexington, Neb. www.thetirestore.com
Gary Wright, 4/20 president
Goodyear, Dunlop, Kelly, Roadmaster, Aeolus, 4 Doublestar
61
$46
42
Rank, Company, Headquarters, Website
Chief Offcer
18. Sullivan Tire Co. Inc. Norwell, Mass. www.sullivantire.com
* Does not include Belleroc Tire Services, a joint venture between Tredroc Tire Services and Belle Tire Distributors.
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21123
41
Social media
Log on and promote How to use social media as a voice for your dealership By Justin Whaley
S
solely on Facebook. Tis is a huge benefactor that allows tire retailers to come alive online not only through what they publish to their profles, but also to share what others are saying about their experiences and join in the community conversation. “Before, we knew it was a good thing to gain a lot of quality fans,” Taylor says. “With Graph Search, the more fans you have, the more opportunities you’ll have for word-of-mouth.” Tat is true of commercial tire dealers and retreaders as well. In analyzing “Modern Tire Dealer’s Top 100 Retreaders in the U.S.” report, the top fve retreaders and eight out of the top 10 are spreading the word about their commercial businesses via YouTube, and their retail businesses through Facebook and Twiter. Take McCarthy Tire Service Co., for example. Ranked No. 6 on MTD’s Top 25 U.S. commercial tire dealers list and No. 8 on MTD’s Top 100 Retreaders list, the Wilkes-Barre, Pa.-based dealership has 29 commercial outlets, 13 combination commercial/retail outlets and seven retread shops. It has a strong social media presence for its retail business, but also features its commercial services where warranted.
ocial media has become a powerful promotional tool. Information about your business can be shared with thousands, even millions of potential customers almost instantaneously thanks to the popularity of mobile phones, tablets and laptops. Having an active business presence on social media sites such as YouTube, Twiter and Facebook is something that may become a necessity for commercial dealers — if it hasn’t already. Promotional tweets, advertisements on YouTube and, for the commercial dealers who also ofer retail services, scrolling advertisements for local stores on Facebook are part of a new age of reaching and developing a customer base. According to a report this year by Business Insider, 93% of marketing strategists throughout various industries use social media to spread the word about their business practices. Tey are well aware that scrolling through news feeds and checking status updates have become secondnature to the younger generation and the tech-savvy. Web boost: 4 Media Bistro says guidelines close to 83% of con“Dealers need to sumers across industries be following strains use their social media of information: what’s encounters to decide happening in their John Taylor, president, JTMarcom whether or not to visit communities with a store when they need their customers, with products or services. their competitors,” Taylor says. “You can create that strain in “Most of the remarks we were geting at tire conferences Twiter to follow keywords. Local tire dealers need to be seeing were that social media is not a fad — it’s here to stay,” says who says, ‘I just got a fat; I need some tires!’” John Taylor, president of the tire marketing agency JTMarcom. In addition to keeping up with local and community con“Social media gives businesses a way to communicate and engage versations, Taylor suggests retailers increase their application customers directly. It’s got direct value for small businesses.” and monitoring of Facebook advertising — who clicks on On a local level, tools such as Facebook, Twiter and Google sidebar advertisements, where they fnd the ads and when Plus help level the playing feld for smaller stores against their the most high-trafc times occur. Hone in on your audience bigger, more corporate competitors, says Taylor. “Tey are local and do Facebook ads to them. businesses and they’re involved in their local communities. It At a cost of between $10 and $40 per day, Taylor recommends helps them build not only their brands, but also awareness of retailers pay atention to who’s viewing the advertisements and their businesses. It’s tremendous for customer service. It’s great whether those advertisements are making a bigger-picture for consumer research, both for consumer and commercial diference in sales and promoting the company’s name. Taylor tire dealers. It gives you that opportunity to engage with your says this can even be done for a few days to a few weeks as customers and potential customers.” a test trial. Te Facebook tool Graph Search allows Facebook users to Although starting an online persona might not be the search for stores and companies and see what their friends — same experience for everybody, these four guidelines point and their friends’ friends — know about specifc stores. Tink out main concepts to consider when giving your business a of Graph Search as a Google search but specifc to content that’s boost on the Web.
“Social media is great for consumer research, both for consumer and commercial tire dealers.”
42
MTD October 2014
Quik-Link: 800-687-1557 ext. 21124
Social media 1. Deciding on your social media. Although most social media sites are laden with teens and Millennials (members of the Millennial Generation, or Generation Y) who share news and communicate about the latest trends, the fastest-growing demographic within Facebook and Twiter users span ages 55 to 70 and ages 45 to 54, respectively. Given the older age statistics of these social networks, social media moderators for retailers and retreaders can strategize how to communicate efectively to those age groups. When developing a social media strategy and deciding which mediums are most benefcial to your company, “Te dealer needs to think about his demographic, his core audiences,” Taylor says. “Are they a lot of suburban moms? Do they make up a large amount of their audience? If so, they may want to look at Pinterest. If their audience is a lot of gearheads and of-road enthusiasts, I think Twiter and Instagram would be benefcial. Really think about who your core audiences are and go from there.” 2. Finding a focus. Decide what you want the bulk of your content to be. Once you have a content outline or a defning idea of how you want to come across online, follow that plan. Take Best-One Tire & Service, based in South Bend, Ind., for example. Also a Top 10-ranked retreader and strong retailer, Best-One focuses on the retail deals on Facebook: oil change discounts, service specials, even the Best-One credit card that allows customers to charge now and pay in increments. Te chain runs numerous videos on YouTube, including “Best One Tires & Service installing new drive tires.”
In addition to its non-traditional approach on Facebook, Purcell Tire posted videos on YouTube explaining commercial vehicle servicing and auto repairs.
3. Defning your personality. Tis might take time to develop, but think about the personality of your store/plant and how to relay that into an online persona people will understand. Purcell Tire & Rubber Co., the eighth largest commercial dealership in the U.S., takes a non-traditional approach: It doesn’t share basic company information with its 9,000-plus followers on Facebook. Te bulk of Purcell’s Facebook content is news about bizarre concept vehicles, photos of elegant classics and occasional open-ended questions for people to answer. Purcell’s approach might seem odd to some, but all of the content is related to the auto industry in some form. Entertainment value keeps people coming back, and fun-yet-informative posts is one method of doing just that. 4. Staying Current. Once you’ve set up your company’s social media page or account, upkeep is essential. Whether you’re doing two posts a day or two posts a week depends on what kind of content you’re sharing (news vs. photos, etc.). Regardless, an online presence in the form of new material is paramount to your success. Posting regularly and scheduling specifc posts for specifc days will give your online followers expectations, and will keep them coming back for more. If customers praise you, thank them. If they rant about a bad experience, fnd out as quickly as possible how to alleviate the problem. Users who see an outdated profle might be of-put and might choose a diferent provider for the tires or parts they need. It’s important for the moderator to be logged in and check the profles multiple times per day to catch customer comments and news as it happens. And he or she should always have the last word in a series of comments, even if it’s a simple, “Tanks again.”
‘We’re fguring it out’ Social media has been a work in progress for 10 years. “Now that tire dealers realize how important (social media) is, a lot of them have risen to the occasion,” Taylor says. “Tey’re struggling, but they’re heading in the right direction. Tey’re smart people. Tey’re smart businesspeople. Tey’ll fgure it out, and they’ll continue to fgure it out. We’re all fguring it out.” ■ Justin Whaley is a social media professional based in St. Louis. As a feelance writer, his other works have appeared in GQ, Nylon Guys and city magazines throughout Missouri.
44
Quik-Link: 800-687-1557 ext. 21125
MTD October 2014
Quik-Link: 800-687-1557 ext. 21126
Quik-Link: 800-687-1557 ext. 21127
Commercial challenges
Relevant vs. irrelevant
Answers to 4 key questions will help you survive By Gerry Maleski
I
s your company keeping up with the changes in the commercial tire industry? Wow! Tat’s a great question. If you look around the industry, you’ll notice several trends that are taking place. One of the most signifcant is the disappearance of the small commercial dealer. Te small dealers are being gobbled up by the large regional commercial dealers. You might think, “Yes, I see that happening, but it hasn’t had an efect on me.” But will it in the future? These large regional commercial dealers have a ton of resources. Tey use those resources to make certain their sales forces are armed with all the latest selling tools and techniques. Tey really emphasize training. If I was in the commercial tire business, the question I would have to ask myself is, “How have I positioned my company to ofset these challenges?” Te answer to that question can be found in the answers to this series of questions: 1. How good are we at what we do? 2. Do we have the capabilities to service our customers properly? 3. How good are our capabilities? 4. What is our reputation in the marketplace? I know it is important for you to answer these questions. However, if I went in to your market and asked commercial accounts about your business, how would they respond? It is all about the customer’s perception of your business. It’s their perception that counts.
How good are you at what you do? Do you have the reputation as the quality provider of tires and service in your market? Tat doesn’t mean you are the highest priced tire and service provider. It means if I sent a vehicle to your location for tires or service, the work would be performed in a timely and professional manner. And it would be done properly the frst time. Te same goes for a road call. Professionalism extends beyond the actual work. Do your salespeople, service technicians, even your trucks and equipment represent your business the way you want them to? Do you have the capability to service your customers? Te answer to this question starts with the location. Is your location easy to access? Is your location clean, neat and well organized? Envision yourself as a customer who is looking at your facility for the frst time. Do the building and property present the
48
image you want? Take a look at the sales area and the service department. Do they present the image you want? Also, you need to evaluate all the employees who interact with customers. What will customers experience when they encounter your staf? How good are your capabilities? Tere are new regulations, new products and new procedures that you encounter on a daily basis. Have you and your staf stayed up-to-date with all the changes? When was the last time anyone from your location atended a formal training program? Or read a book on sales techniques, or were trained on new products or programs? How are they keeping pace with the updated systems and technology in the commercial arena? Te botom line question is this: Do you and your staf have the training and ability to compete in today’s commercial market? What is your reputation in the market? Are you going out and talking to your customers on a regular basis? I don’t mean a customer with whom you already have a great relationship. I mean all of your customers. How about those customers who were doing business with you two years ago but haven’t bought anything in the last year? Don’t be afraid to talk with them about it: “I noticed that you were doing business with me two years ago but you haven’t bought anything lately. Can you tell me why?” Afer you ask the question, stop talking and start taking notes. Don’t become defensive. If you ask the question, you have to be prepared for the answer. If there are reasons customers aren’t buying from you, identify the issues and develop a game plan that will correct any perceived weaknesses.
In conclusion, if your goal is to compete in today’s highly competitive commercial market, you have to take a hard look at your business model. What worked 20 years ago will not work in today’s business world. Ask yourself, “Is it time to rethink my business strategy?” ■ Gerry Maleski opened ComTrain LLC following a 37-year career at Goodyear Tire & Rubber Co. ComTrain specializes in training and consulting solutions for commercial tire dealers. Maleski can be reached by phone at (330) 834-9777 or by email at gerrymaleski@yahoo.com.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21128
Commercially viable do Sul, Ivo Recap, in partnership with Vipal since 1997, runs three more plants in Paranavaí (PR), Dourados (MS), and Sorocaba (SP). Te Group also maintains Service Stations in Paranavaí, Maringá, Campo Mourão, Dourados, Curitiba, Joinville and São Paulo.
Parmenter Tire celebrates 40 years in the commercial tire business Ivo Recap opens the largest retreading shop in Latin America Group Ivo, part of the Vipal Authorized Network, has opened what it says is the largest retreading facility in Latin America. Te shop is capable of producing 20,000 retreads per month and is located in Campina Grande do Sul in Panama. Group Ivo is composed of the companies Robercap Recauchutagem de Pneus Ltd., A M Moreno Ltd., and GVT Reformas e Reciclagem de Pneus Ltd. Besides the shop in Campina Grande
Parmenter Tire, Auto and Truck Service, based in Odessa, N.Y., celebrated 40 years in business in September. For the past eight years, Parmenter has been an authorized Marangoni RingTread dealer. President Ron Parmenter started the business in 1974 in Montour Falls, N.Y. Today the operation includes six locations serving upstate New York and operates a full service retread plant along with other services including commercial roadside assistance, diesel engine service, commercial and passenger vehicle service, wheel powder coating, pick-up and delivery and a mounted wheel program.
Goodyear introduces new fuel-effcient long-haul drive tire Goodyear Tire & Rubber Co. has launched its new Fuel Max LHD G505D long-haul truck tire that the company claims will provide feets fuel savings over its main competitors. “Goodyear’s exclusive Fuel Max Technology incorporates innovative fuel-effcient compounds, tire constructions and tread designs to lower the rolling resistance of our tires, which reduces truck fuel consumption,” says Brian Buckham, general manager, product marketing, Goodyear Commercial Tire Systems. The tire features a highly siped center rib with lateral grooves and interlocking micro-grooves with a wide tread to stabilize the tread for long life. It also has penetration protectors to help resist stone drilling, says the company. GOODYEAR COMMERCIAL TIRE SYSTEMS Quik-Link: (800) 687-1557, ext. 21160 www.mtdquiklink.com/21160
High Torque Pistol Impact Wrench Chicago Pneumatic Tool Co. has announced a new addition to its 1-inch impact wrench lineup for truck and heavy-duty vehicle maintenance, the CP7776 1” High Torque Pistol Impact Wrench. Also available with an extended 6-inch anvil, these pistol grip impact wrenches provide the operator with the power to handle tough applications such as off-road equipment and heavy-duty maintenance and tire repair work. Featuring 1,770 ft.-lbs. of torque, the CP7776 also incorporates three power settings in both forward and reverse to increase operator control. CHICAGO PNEUMATIC TOOL CO. Quik-Link: (800) 687-1557, ext. 21161 www.mtdquiklink.com/21161
50
BFG redesigns commercial website BFGoodrich Commercial Truck Tires has redesigned its website, www.BFGoodrichtrucktires.com. The new site provides quick access to a tire selector and dealer selector, according to the company. A product lineup option gives a quick glance at the company’s entire product portfolio, including recommended and acceptable applications along with an image of the tread pattern of each tire. The dealer locator includes both dealer information and a map location at the same time. The new site is also formatted for mobile devices. MICHELIN NORTH AMERICA Quik-Link: (800) 687-1557, ext. 21162 www.mtdquiklink.com/21162
Trelleborg aTtraction app available for mobile devices Trelleborg Wheel Systems now has an app for mobile devices that allows users to download and interact with up to 21 issues of the company’s aTtraction magazine. The app is available in eight languages and is designed for farming professionals to view the latest industry trends and information about the Trelleborg product lines. Trelleborg also has other apps available, such as a dealer locator and load calculator. TRELLEBORG WHEEL SYSTEMS Quik-Link: (800) 687-1557, ext. 21163 www.mtdquiklink.com/21163
MTD October 2014
Quik-Link: 800-687-1557 ext. 21129
Counter intelligence
Managing customer expectations Negotiating with unhappy customers takes skill
I
t’s not unusual for me to have ideas. I’ve ofen said, “I have good ideas I haven’t even thought of yet.” However, every once in a while, I’m fooded with a tsunami of thoughts or ideas related to a particular subject. I’ve learned to write them down because as fast as they come, they go. I’m always thinking about customer service. Several weeks ago the idea tsunami hit me and By Wayne Williams here’s a few of the results. • You either win or you discount. • People want to help people. • Don’t just convince me; show me... over and over. • It takes more than good intentions. • It takes good intentions done well. • If you’re average, you’re toast. • Everything about change is changing. • How you sell what you sell maters. • Success and survival is the same thing today. • Good conversations lead to good customers. • Every conversation is part of a larger conversation. • Lack of genuine concern has consequences. • Crisis as a management style is not sustainable. Every one of these ideas/statements is woven into the larger idea of excellent customer service, counter intelligence, if you will.
Te art and science of service To achieve high levels of customer satisfaction requires both giving and receiving. As a front-line, customer service sales agent, as a counter intelligent agent, you must give yourself over to the craf, to the art and science of servicing both cars and customers. Cars don’t fx themselves and customers don’t just go away happy; this is the real work of the counter individual. You must submit yourself to the craf. It’s not for everybody. I don’t have to tell you that customers will threaten you with negative posts on social media. You can be doing your best and all of a sudden it gets ugly; it feels as though you have actually been set up to fail. You and your company cannot aford negative comments hanging around the digital world, posts that may be undeserved, but yet end up on the Internet nonetheless. Tis requires more skill than in the past; it requires more skill in managing expectations and in negotiating with unhappy customers. When I worked for Parnelli Jones, the world famous race car driver (Google him, an amazing man), his name was on the building and he demanded customer satisfaction in his stores. If he received a call from a customer
52
(rarely), they were going to get all their money back, period, plus whatever it took to make the customer happy. As a store manager, it behooved you to do the work up front so the customer didn’t get in touch with the home ofce. It was time to cut your losses and make the customer happy. As a result of Parnelli’s commitment to 100% customer satisfaction, the counter staf was beter than most at resolving diferences; it became part of the DNA of the company. You have to have a personal DNA that’s commited to resolving the challenges of the retail sales counter. Excuses are lame — you beter get beter, then beter again. I’ve worked in an environment that required high levels of customer satisfaction. It takes a commitment.
AAA service Let me relay a story about commitment to customer satisfaction. We are all aware of the AAA Roadside Assistance Program. AAA is commited to assisting their members during difcult times, and they have worked hard over the years to build and retain a reputation for excellence. Tey have millions of members and many have been a part of the AAA network for decades, including me for nearly 40 years. Recently a close friend of mine had a run of bad luck with fat tires, and as a result, had exceeded his AAA coverage limits. Afer receiving a bill for additional services, he decided to call AAA. A very well-intended service representative was not giving my friend the special courtesy he was expecting and the conversation turned difcult. My friend is an easy-going guy, but the answers and the tone were not to his liking. Two hours afer the unsuccessful phone call, another AAA representative phoned to thank him for his many years of continued membership (a simple technique to acknowledge his value to AAA) and asked how he may be of assistance. Te original phone call had been recorded, and several key words triggered their system (based on a desire for customer satisfaction) to recognize the unsatisfactory exchange and make the follow-up call. My friend was so impressed he called me right away. Teir commitment lead to a system being put in place that leads to genuine customer satisfaction. It goes back to my list of ideas at the start of this article. Chances are the commitment to excellence is going to take more than you want to give. Do it anyway! ■ Wayne Williams is president of ExSell Marketing Inc., a “counter intelligence” frm based in La Habra, Calif. He can be reached at exsellmkting@gmail.com.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21130
European notebook
Green tire technology Europe and Japan are the most advanced in this area
W
hen tire labeling legislation came into contribution to helping the global environment. force around two years ago in Europe, Te report also mentions that fting green tires it was viewed by many people in the to a vehicle has the potential to increase mileage industry as a signal to move forward and make performance by as much as 40% and also extend future tires as “green” and fuel efcient as possible. vehicle servicing intervals. It would be fair to say that the concept of tire labeling in Europe has received a “mixed bag” of Green ingredients approval and disapproval, but as time goes by more At the same time I have noticed that tire manuand more tire industry members are appreciating facturers (many of whom are based in Europe) are the long-term signifcance of this ground-breaking By John Stone also playing an important role in this green tire development in the industry. revolution by trying to source alternative products Looking at the facts for a moment, the green tire to implement into the mixing process when producing market is confdentially expected to increase energy-efcient tires for the future. at a compound annual growth rate of For example, Continental is currently researching the 9.82% up to 2016, and this forecast interesting option of using dandelion fower oil as a future is supported by a general tighten- ingredient in their production process. At the same time I ing of fuel economy standards am aware that Goodyear is also endeavouring to incorporate and a growing demand for tires soybean oil into its manufacturing process. that are increasingly environIt seems the idea of using soybean oil is a very appealmentally friendly from many ing prospect as it would efectively reduce the amount of countries around the world petroleum-based oil required when manufacturing tires including Brazil, Russia, and increase tread life by around 10%. Goodyear confrms India, China and South that soybean oil blends efciently with the silica used in Africa. the process and also reduces factory energy consumption. Te combination also has the potential to decrease the Worldwide growth amount of oil used by a staggering seven million gallons The ever-growing a year while also improving mixing capabilities. It is also worldwide green tire very signifcant to mention that within present-day rolling market accounted for resistance technique terms. around 28% of total tire Alongside Japan, Europe is at the most advanced level market sales in 2012, and in this important technology process and more advanced in three years’ time (2017) than Asia or the United States. So on the face of it, Europe it can be expected to reach has everything in place to be considered a market-leading a 35% market share. continent in the green tire industry. In Europe, green tires However, as with many potential success stories there is are sometimes described always a black cloud of doubt on the horizon. In this case as “energy tires” where the it is the continuing fnancial uncertainty (some would say main advantage of going green crisis) concerning the future stability of the Euro currency is promoted as lower rolling which has, to a certain degree, decreased the overall sales resistance. They are therefore performance in cars in many European countries which in viewed to be an important growth turn has afected the future growth of the green tire industry. market in terms of business to all EuHaving said that, I am a frm believer that positive techropean tire-related companies. nology will always fnd a way around economic hurdles, so As with all innovative developments in business, I am sure that in Europe and on a global basis, green tire there is an ongoing series of reports and studies shadowing technology will increase its popularity in due course. ■ their success. One recent study on green tires and mobility that specifcally caught my atention was published in John Stone has been working within the global tire industry Germany by the Technical University in Munich which for the past 20 years. In 2004 he launched his own company, makes a number of signifcant revelations. Sapphire Media Services, as a business media consultant One such was as tires are a product specially suitable for with clients around the globe. Stone also writes for tire and reducing CO2 emissions by 4.7kg (automatic transmission automotive-related publications in Europe, South Afica vehicles - 3.1kg), all drivers are able to make their own and Asia.
54
MTD October 2014
Quik-Link: 800-687-1557 ext. 21131
Focus on industry
Same terrain, new KO tire Te all-season KO2 is designed for better traction and durability in all terrains, plus it’s a snow tire By Ann Neal
T
he terrain is the same, but the new BFGoodrich AllTerrain T/A KO2 light truck tire is diferent from its predecessor. By comparison, it has tougher sidewalls, longer tread life and improved traction for of-road and highway driving. Michelin North America Inc. says the All-Terrain T/A KO2 will appeal to light truck and SUV drivers who use their vehicles on the highway, on the work site and in of-road conditions. Te KO2 is an all-season tire that has earned the three-peak mountain snowfake designation for snow traction. The KO2 is positioned between light truck tires made primarily for the road and tires designed for heavy of-road use. Te company says the KO2 is signifcantly improved over its predecessor in areas its research identifed as important to consumers: sidewall strength, puncture resistance, traction and durability. “We see the trends over time where vehicles are heavier and stronger with more horsepower, and consumers want to be more versatile with their products,” says Kevin Reim, senior product concept designer. “We built this tire specifcally in response for those demands.” In comparison to the KO tire it replaces, the KO2 has: • twice the tread life on gravel; • 15% longer tread life on asphalt; • 10% beter traction in mud; • 19% improved traction in snow; and • 20% more resistance to sidewall spliting.
The KO2 is 20% more resistant to sidewall splitting, according to a proprietary test developed to simulate sidewall failures.
56
The improvements add up to a beter performing, more durable tire, according to the company. The company ’s motorsports program develops new technologies that feed into mass market products. For example, the new tire’s 20% increase in sidewall strength is due to the use of propri-
etary CoreGard technology developed for the Baja T/A KR2 competition of-road tire. “Te KO2 is the frst BFGoodrich consumer tire to use CoreGard technology to resist sidewall spliting,” says Reim. Te KO2 is the fourth generation of the KO, which was introduced in 1977. Te KO2 was used last year in the international Baja 1000 of-road race that takes place on Mexico’s Baja California Peninsula. Reim says the tire’s performance on the car that won the Baja Champion class “helped to prove the The KO2 will be released Nov. 1. Several sizes are new to the line: toughness” of the KO2. Changes to the shoulder 35X12.50R18LT 123R LRE contributed to beter traction LT265/70R18 124/121R LRE and helped expand the tire’s LT275/55R20 115/112S LRD of-road capability, according to Reim. “Before the KO2, we LT275/55R20 115/112S LRD didn’t have a whole lot going LT275/60R20 119/116S LRD on in the shoulder. It’s good The KO2 eventually will be availbecause it doesn’t compromise able in 61 sizes. The following the contact patch that meets the sizes will be new to the line: road for on-road performance.” 34X10.50R17 LT 120R LRD Diferences include a serrated shoulder versus the straight 35X12.50R17 LT 121R LRE shoulder of the KO and side biter 34X12.50R18LT 121R LRE lugs that “stick out to grab onto LT255/70R17 121/118S LRE things when you are of-roading.” Reim says the KO2 is the LT255/70R18 117/114S LRD toughest tire the company has LT265/60R18 119/116S LRE ever built. “Consumers will LT215/65R16 103/100S LRD be purchasing a well-rounded tire that performs very well on LT225/65R17 107/103S LRD the road, is relatively quiet and LT245/65R17 111/108S LRD comfortable, has good handling LT255/55R18 109/105R LRD response and is excellent for wet conditions as well as dry LT285/60R18 118/115S LRD conditions with long wear on the highway. Yet it has the versatility and capability to go of road when needed.” Te KO2 has an obvious appeal for the serious of-road enthusiast, according to Dan Newsome, U.S. country operations manager, BFG LT tires. “It’s also expected to appeal to anyone who regularly faces challenging gravel, dirt or snow-covered roads. Te KO2’s toughness, durability and traction, as well as its improved tread life and great road manners, deliver strong benefts, whether for work, play or just to get home.” Te KO2 launches Nov. 1 in 12 sizes as well as plus ftments. Additional sizes will be introduced in 2015. Te KO2 will be available in more sizes than the KO. Te company plans to ofer 61 sizes in North America, up from the current 53 sizes. Te
MTD October 2014
CoreGard technology, a thicker, extended shoulder and computer modeling to predict object paths and create a sidewall design most likely to defect protruding objects; • longer treadlife through optimally blended tread rubber to reduce chips and tears on gravel, a new footprint shape and interlocking tread design to provide more uniform wear and stone ejectors that reduce drilling into the tire by pushing objects out of the tread; and • aggressive traction through side biter lugs in the sidewall that improve traction in mud, snow and rocks, raised bars in the shoulder to help release compacted mud for beter traction in sof soil and 3-D sipes that create biting edges for beter traction in snow. ■ Improvements to the KO2 include thicker shoulder rubber extending down the sidewall to better resist splitting and a serrated shoulder design for better traction.
new sizes include a 34-inch tire that will allow enthusiasts to avoid suspension adjustments for popular vehicles such as the Jeep Wrangler Rubicon, according to Reim. Te KO2 is improved in every respect compared to the KO, according to Andrew Comrie-Picard, North American Rally Cup champion, fve-time X Games competitor and medalist and member of the BFGoodrich Tires Performance Team. “You get double the tread life on gravel. Te toughness is improved by 20%. In racing that’s extremely important but it’s also important in work sites such as oil felds. Tat is a 20% improvement on an already great tire. BFGoodrich takes toughness very seriously. Another area of improvement is 19% greater traction in snow due to new compounding. It’s hard to update an icon but this is worthy.” Te KO2 is produced in Tuscaloosa, Ala., and Ft. Wayne, Ind. Te manufacturer’s suggested retail price for the tire starts at $222.
A product to ‘pull people in’ Newsome says the KO2 tire has broad applications for recreational, commercial and highway uses. “It’s not a push product; it’s something that will pull people in.” Te company says major improvements on the KO2 versus the KO are:
• tougher sidewalls through the use of
The interlocking tread of the KO2 is designed to improve tread block stability for more regular wear. A major social media campaign is planned to support the marketing of the tire.
Focus on industry
Learn from the experts Automotive Aftermarket Industry Week to ofer a multitude of seminars on a wide variety of subjects By Lori L. Mavrigian
W
ith more than 2,000 new products on display, more than 2,300 exhibiting companies flling over one million square feet of the Las Vegas Convention Center, the 2014 Specialty Equipment Market Association (SEMA) Show is shaping up to be the biggest yet as industry optimism continues to build, according to Chris Kersting, SEMA president and CEO. Te show will be held Nov. 4-7. Kersting says atendance is trending upward, and you will see more exhibitors and products than ever on the show foor.
A sampling of SEMA seminars SEMA Show Education Days will offer dozens of free seminars on a wide variety of subjects. All seminars will be held in the Las Vegas Convention Center.
Hiring Millennials: How to fnd, train and retain young people in today’s job market Presented by: John Rosanbalm, Conklin Co. ; Karl Klimek, Square One Education Network; Amy Hirsh Robinson, Interchange Group; Wade Kawasaki, Coker Tire Tis seminar tackles the challenges an employer faces when hiring and dealing with Millennials and provides insight into what makes them happy, productive and stable long-term employees. Healthcare reform law: What you need to know! Moderated by: Stuart Gosswein, SEMA senior director of government afairs Presented by: Gene Marks, Te Marks Group How will the Affordable Care Act affect you and your employees? What do you need to know now to prepare? What changes will be coming over the next few years? Marks’ business management columns in the New York Times, Forbes, Inc.com and Te Hufngton Post are read weekly by thousands of small- and medium-sized business people around the country. His presentation will sum up the key health care issues afecting business people.
AAPEX and the SEMA Show combined will offer more than 7,300 exhibitors with thousands of new products.
Te Tire Industry Association’s (TIA) Global Tire Expo makes up one section of the exhibits (see TIA’s show schedule in the September issue of MTD). Te SEMA Show is part of the Automotive Afermarket Industry Week (AAIW), which also includes the Automotive Afermarket Products Expo (AAPEX), that runs from Nov. 3 -6. AAPEX will have more than 5,000 exhibitors at the Sands Expo Center and will be holding its seminars at the Venetian Hotel. Plus, Steve Forbes, chairman and editor-in-chief of Forbes Media, will speak at the AAPEX general session on Wednesday, Nov. 5. His topic is “Te next four years: Navigating the economy for business growth and success.” Here is a sampling of seminars available for those registered for the SEMA Show and AAPEX during AAIW. For times and dates, see the complete schedules at www.semashow.com and www.aapexshow.com.
58
Digital Marketing: Building a sustainable social media strategy Presented by: Jennifer Cario, SugarSpun Marketing Tis session will take a practical, step-by-step approach to building a social media strategy founded on actual business goals. 10 economic, political and tech trends that will afect your business tomorrow Presented by: Gene Marks, Te Marks Group Marks will explain what today’s winning companies are doing to make sure they’re earning big profts tomorrow. Fueling a high performance culture — driving business growth Presented by: Christine Corelli, Christine Corelli & Associates This presentation will tell you how to stay on top and keep your customers coming back for more. Topics include treating customers as your personal friend, creating the right frst impressions, defning your purpose, using the best measurements for success, implementing powerful customer retention techniques, learning ways to create delighted customers, eliminating internal competition, follow-up tactics, defning who are your real customers and competition, and incorporating the “Disney” model.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21132
Focus on industry Selling to women: Today’s greatest economic engine Presented by: Christine Corelli, Christine Corelli & Associates; Doug Dvorak, Dvorak Marketing Group Te presenters will delve into the how to’s of selling to women and demonstrate efective selling techniques, address how to avoid dealbreakers, and provide tips on how to deliver memorable service that will promote word-of-mouth advertising.
Have you asked your customer to marry you? (Are you really engaged?) Presented by: Nancy Friedman, Telephone Doctor Companies spend big bucks to make their phones ring and atract customers to their business. If those contacts aren’t handled just right, all that money is wasted. Friedman will ofer her insights and techniques to ensure you never waste another dollar of your marketing budget. Harnessing the power of today’s communications tools Presented by: Zan Martin, Holly Krozel and Jef Lee, Martin & Co.; Stacey David, Stacey David’s GearZ; Chad Reynolds, Bangshif.com; Jef Nasi, TEN AferMarket Digital; Marla Moore, Coker Tire; Luanne Brown, etool developer Learn how to perfect your website and use it as a self-publishing tool by directing your fans to every piece of information they want about your brand. Learn about how your super fans (brand ambassadors) impact your brand identity.
A sampling of AAPEX seminars Ready, blame, fre! Myths and misses in marketing Speaker: Ira Blumenthal, Co-Opportunities Inc.
60
Automotive aftermarket sales are on the rise According to the SEMA Annual Market Study, sales of automotive specialty equipment products continue to climb, reaching $33 billion in 2013. The number represents a 6.7% increase over the previous year and marks the fourth consecutive year of growth. Reasons for the growth, says SEMA, include: • A renewed focus on per performance models by the OEMs, such as the Scion FR-S, redesigns like the 2015 Mustang, and high-performance packages such as the Hellcat Challenger. • A healthy uptick in the truck market, where sales of specialty equipment for light trucks grew 8% in 2013 to post the market’s best sales year since 2007. • And the U.S. economy continues to grow, with gross domestic product rising and unemployment rates dropping. “Forecasters are generally predicting sustained moderate growth for the U.S. economy over the next few years. Meanwhile, car buyers have shown renewed enthusiasm, pushing new-vehicle sales upward toward pre-recession levels,” SEMA notes.
Quik-Link: 800-687-1557 ext. 21133
MTD October 2014
Quik-Link: 800-687-1557 ext. 21134
Focus on industry Based on Blumenthal’s book “Ready, Blame, Fire!” this energetic session focuses on challenging conventional wisdom. Targeting the “14 greatest myths” in marketing, atendees will learn from history and gain a well-defned understanding of the “compelling imperatives” for success in a complex, highly competitive business climate. Te focus of this session is on business development, quantum leap growth, alternative channels of distribution and marketing success. 2015 afermarket outlook Speaker: David Portalatin, Te NPD Group Inc. You will learn how sales in 2014 measured up to expectations, and you will receive insights into consumer atitudes that will shape the coming year. You also will learn what macro factors will have the greatest infuence on 2015 sales, which changing consumer atitudes may represent opportunities for growth, and expected 2015 automotive product sales performance.
NHTSA safety and regulatory plans: What is coming down the pike? Former National Highway Trafc Safety Administration (NHTSA) administrator under President Obama, David Strickland, will provide an insider’s view into the agency’s priorities and initiatives. He also will provide tips to attendees on how to work with NHTSA to ensure a proper hearing for their issues.
62
Vehicles will light up the night at SEMA Ignited On the last day of the SEMA Show, the customized vehicles that were on display at the trade show will roll out of the Las Vegas Convention Center and into the “SEMA Cruise” and, for the frst time ever, assemble at “SEMA Ignited,” a celebration for industry members and the public that will include food, music, celebrities, iconic builders and exhibitor displays. “SEMA Ignited is an extension of the SEMA Show that will allow exhibiting companies to gain additional media and consumer exposure for the acclaimed vehicles and innovative gear they bring to Las Vegas,” says Chris Kersting, SEMA president and CEO. For years, auto enthusiasts would assemble at the LVCC at the conclusion of the SEMA Show to get a glimpse of the show vehicles as they exited from the trade-only event. That led to the SEMA Cruise, and now, the SEMA Cruise has a destination, as hundreds of one-of-a-kind cars and trucks will congregate at The LINQ Promenade, Las Vegas’ new open-air entertainment district that includes the world’s tallest observation wheel, the High Roller. “This event will be a platform for a consumer and media blitz, featuring the best of the 2014 SEMA Show,” explains Kersting.
Quik-Link: 800-687-1557 ext. 21135
MTD October 2014
Quik-Link: 800-687-1557 ext. 21136
Focus on industry Beyond the paycheck: Creating a culture of recognition in your workplace Speaker: Dr. Bob Nelson, Nelson Motivation Recognition represents the single most validated principle for driving desired behavior and performance. Te primary reason why managers don’t use recognition is because they aren’t sure how to do it well. Tis presentation will expand your thinking of what recognition really means and what you can do to build it into your culture. Learn practical ways for managers to treat employees in All the latest auto service tools a way that maximizes will be featured on the trade an environment that show foors of the SEMA Show and AAPEX during Automotive produces more focused, Aftermarket Industry Week. competitive employees.
Creating a world-class service organization Speaker: Dennis Snow, Snow & Associates, Inc. Atendees will learn the key points of contact that make or break the customer experience, how to elevate the customer experience from ordinary to extraordinary, and customer service processes that make service excellence “business as usual.”
64
How to build an online marketing machine Speaker: Bob DeStefano, SVM E-Marketing Solutions Are you turning enough website visitors into customers? At this seminar, you will learn how to make sure your website is customer-focused, how to drive targeted visitors to your website, and how to nurture relationships with customers and prospects. Performance excellence: Te employee factor Speaker: Dennis Snow, Snow & Associates Inc. At this seminar, atendees will learn that the number one reason customers become disenchanted with a company is because of employees’ atitudes of indiference. Tis program is designed to change that. Seminar atendees will learn ways to identify employee behaviors that align with the company’s mission; employee selection, training and communication processes that refect the company’s values; and internal processes that support and instill customer service-oriented behaviors. Coaching the sale: How to become the greatest sales manager in the world Speaker: Noah Rickun, ETE Reman A sales manager’s role is vitally important because it is key in building a successful organization. Here atendees will learn what it takes to lead a sales team to victory, how to create a game plan for sales success, and why sales stats are a vital part of becoming an all-star. ■
Quik-Link: 800-687-1557 ext. 21137
MTD October 2014
Quik-Link: 800-687-1557 ext. 21138
Focus on dealers
Soft sell, hard facts
Discount Tire gives its customers the tools to buy By Bob Ulrich
D
iscount Tire is famous for offering free tire repairs at each of its 891 stores nationwide. Tat has been a staple of the organization since 1970. It also performs thousands of free air checks every day. And in areas where
million(!) free tire repairs over the last 44 years not be newsworthy? But the services are more than just promotional gimmicks. Tey are part of a Discount Tire philosophy designed by founder Bruce Halle to turn every visitor into a loyal customer. Chief Customer Ofcer Steve Fournier insists the store managers and assistant store managers are taught not to hard sell tires and wheels. “Customers have more information today thanks to the Web. They go to the store and know more about tires than the tire person! “We look to create that same experience for customers. We give them unbiased, transparent information — good, factual data — to help them make their decisions.” Tire and w heel displays are a given, although they are just part of the showroom decor. Each store features a “Good, Beter, Best” tire display that defnes the diferences in tire quality, according to Discount Tire.
• “Good” tires have simpler designs with minimal features. Rubber compounds and Apprentice technician Eric Gruler is one of 20 part-time other materials are employees at Discount Tire’s East Frank Lloyd Wright Blvd. store in Scottsdale, Ariz. Customers can watch more basic. their vehicles being worked on from outside the bays or • “Beter” tires are inside the showroom. Only tire-related services are done. most ofen built with cold weather is a concern, the company new technologies and components than changes winter tires at no cost to the car “Good” tires. Teir rubber compounds owner, whether they are going on the and designs are also more advanced. Tese vehicle or coming of. contribute to a longer, more comfortable Tose are the sexy services that receive and beter performing tire than those in all the press. How can more than 10 the “Good” category.
66
• “Best” tires are built to the highest standards using the most state-of-theart equipment. Teir more advanced tread designs, construction and rubber compounds are designed to deliver the highest level of performance. The definitions are supported by a cutaway illustration that showcases tire technology. Te stores don’t shy away from hotbuton issues. For example, a consumer advisory addressing tire aging is placed squarely on the main counter. Discount Tire recommends replacing the tire between six and 10 years of age, and taking any tire more than 10 years old out of service. Low-cost radial pricing and price specials are sometimes emphasized, although every store will meet or beat pricing on comparative tires. Tire prices, good-beterbest suggestions and customer reviews are displayed on the company’s website, www.discountire.com. ■
A showroom display asks drivers to think about tread depth. Discount Tire considers 3/32-inch or less to be “unsafe.” Store managers and assistant managers strongly recommend replacing the tires at that point.
MTD October 2014
Quik-Link: 800-687-1557 ext. 21139
TPMS
2005-11 Volvo V Series TPMS service One-piece or two-piece “snap-ft” type sensors are used SUBJECT VEHICLE: 2005-11 Volvo V Series. RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED? Yes. A Low Frequency Initiator (sensor activation tool) can be used.
Te tire pressure monitor system (TPMS) on the 2005-11 Volvo V Series uses sensors mounted in the tire valves to check infation pressure levels. When the vehicle is moving at a speed of 25 mph or faster, these sensors transmit infation pressure data to a receiver located in the vehicle. Tere are programmed tables in the control module containing the recommended air pressure for the vehicle. Te information about the air pressure in the tires transmited from the sensors is compared with the programmed values in the control module. If the tire pressure deviates too much from the recommended value a warning message is displayed in the driver information module (DIM) NOTE: Tis system may not function properly if the vehicle is equipped with wheels that do not have an appropriate tire pressure sensor.
Tire pressure monitor warning indicators When low infation pressure is detected, the TPMS will illuminate the tire pressure warning light in the instrument panel, and will display a message in the text window. Te wording of this message is determined by the degree of infation pressure loss. If wheels without TPMS sensors are mounted on the vehicle, TIRE PRESS S Y ST S E RV I C E REQUIRED will be displayed each time the vehicle is driven above 25 mph for 10 minutes or more. When the tire pressure warning message has been displayed and the warning light comes on, im-
68
Quik-Link: 800-687-1557 ext. 21140
mediately check the air pressure of all tires and adjust to the specifed pressure listed on the tire label. In certain cases, it may be necessary to drive the vehicle for 10 minutes or more at 25 mph or faster. Make sure the warning light goes of. If the warning light stays on, there is a malfunction in the TPMS. See appropriate manufacturer service information. When the system detects a malfunction, the telltale will fash for approximately one minute and then remain continuously illuminated. Tis sequence will continue upon subsequent vehicle startups as long as the malfunction exists.
Reset procedures NOTE: Volvo vehicles do not require a formal reset procedure for any of the TPMS functions. Tire pressure sensor IDs are automatically programmed while driving. When the tire pressure warning message has been displayed and the warning light comes on, immediately check the air pressure of all tires and adjust to the specifed pressure listed on the tire label. In certain cases, it may be necessary to drive the vehicle for 10 minutes or more at 25 mph or faster. Tis will erase the warning text and the warning light will go out.
Tire pressure sensor learn NOTE: When installing TPMS sensors, the vehicle must be parked for at least 15 minutes with the ignition of. If the vehicle is driven before 15 minutes has elapsed, a TPMS error message will be displayed. Afer replacing tire pressure sensors, the control module does not need programming. Te control module automatically contacts the sensor itself afer driving the vehicle at least 25 mph for 10 minutes or more. Te TPMS indicator light will go out when all sensor IDs are learned. NOTE: A Low Frequency Initiator (sensor activation tool) can be used instead of driving.
Demounting/mounting procedures CAUTION: Te tire should be demounted from the wheel using the tire changer manufacturer’s instructions. Use of their specifc information will avoid damage during the demounting/mounting procedures. CAUTION: Only factory-mounted wheels are equipped with TPMS sensors in the valves. NOTE: If the vehicle is equipped with a temporary spare tire, this tire does not have a TPMS sensor. CAUTION: When infating tires with TPMS valves, press the pump’s mouthpiece straight onto the valve to help avoid bending or otherwise damaging the valve.
Tire pressure sensor IMPORTANT: Always make sure the correct sensor is being
MTD October 2014
used and be sure to replace the sensor with the correct part number. Te vehicle may be equipped with either a one-piece type sensor or a two-piece “snap-ft” type sensor. Replace with matching sensor-type, or see manufacturer service information to determine appropriate application. CAUTION: When infating tires with TPMS valves, press the pump’s mouthpiece straight onto the valve to help avoid bending or otherwise damaging the valve.
One-piece sensor removal 1) Remove the wheel. CAUTION: Do not use tools within the marked area (see Figure 1). CAUTION: Always start outside the marked area and continue in the direction from the valve. CAUTION: Release the tire bead from the wheel rim diagonally opposite to the valve. 2) Remove the tire from the rim. 3) Remove the sensor nut, then remove the sensor (see Figure 1).
One-piece sensor installation 1) Install the sensor and tighten nut to 44 in.-lbs. (5 N.m.). CAUTION: Do not use tools within the marked area (see Figure 1). CAUTION: Always start outside the marked area and continue in the direction from the valve. 2) Fit the tire and balance the wheel. 3) Install the wheel.
www.moderntiredealer.com
4) Afer replacing sensors, the control module does not need programming. Te control module automatically contacts the sensor itself afer a few minutes driving. LF Initiator can be used instead of driving.
Tire Pressure Sensor IMPORTANT: Always make sure the correct sensor is being used and be sure to replace the sensor with the correct part number. Te vehicle may be equipped with either a one-piece type sensor or a two-piece “snap-ft” type sensor. Replace with matching sensor-type, or see manufacturer service information to determine appropriate application. CAUTION: When infating tires with TPMS valves, press the pump’s mouthpiece straight onto the valve to help avoid bending or otherwise damaging the valve.
Two-piece sensor removal 1) Remove the wheel. CAUTION: Do not use tools within the marked area (see Figure 2). CAUTION: Always start outside the marked area and continue in the direction from the valve. CAUTION: Release the tire bead from the wheel rim diagonally opposite to the valve. 2) Remove the tire from the rim. 3) Remove the sensor from the valve (see Figure 3). 4) Remove the valve (see Figure 3).
Quik-Link: 800-687-1557 ext. 21141
69
TPMS Two-piece sensor installation NOTE: Always use new valves and Torx screws when replacing tires. 1) Install the sensor on the valve. Tighten a new Torx screw to 44 in.-lbs. (5 N.m.). 2) Brush the valve (1) with soapy water and install the valve on the rim (see Figure 4). CAUTION: Do not use tools within the marked area (see Figure 2). CAUTION: Always start outside the marked area and continue in the direction from the valve. 3) Fit the tire and balance the wheel. 4) Install the wheel. 5) Afer replacing sensors, the control module does not need programming. Te control module automatically contacts the sensor itself afer a few minutes driving. LF Initiator can be used instead of driving.
Torque specifcations:
pneumatic impact nut runner providing a torque of 184-258 f.-lbs. (250-350 N.m). ■
Information for this column comes fom Mitchell 1’s “Tire Pressure Monitoring Systems Guide” for domestic and import vehicles through 2013. Headquartered in Poway, Calif. For more information, visit www.mitchell1.com. Previous columns are available on www.moderntiredealer.com.
2
4
3
1
1. Wheel 2. Transmitter
3. Screw 4. Valve
Figure 1: Removing and installing a one-piece sensor.
Component Ft.-lbs. (N.m) Wheel nut 1 ................................103 In.-lbs. (140 N.m) Tire pressure sensor nut (one-piece sensor) ... 71 (8) Torx screw (two-piece sensor) ........................... 44 (5)
20°
Use torque socket (951 2835) if a nut runner is being used. Tis torque socket is designed for use with a standard,
20°
Figure 2: Identifying the marked area on a wheel.
Figure 3: Removing the two-piece sensor and valve.
1
Figure 4: Installing the two-piece sensor and valve.
70
MTD October 2014
Quik-Link: 800-687-1557 ext. 21142
Products Hercules Terra Trac Cross-V
Premium tire cart
The game-changing Hercules Terra Trac Cross-V offers a unique mix of wear resistance, all-weather traction, low rolling resistance and outstanding value, says the company. Comfortable on crossovers, SUVs and light trucks, an advanced silica-infused compound gives the versatile Cross-V all-road capability. The Hercules Terra Trac Cross-V is available in 32 SUV/CUV and LT-designated sizes with 16- to 20-inch rim diameters. The CrossV features a 70,000-mile/112,000-km limited warranty (65,000 mile/105,000 km on LT), road hazard protection and the 30-day Trust Our Ride test drive. HERCULES TIRE & RUBBER CO. Quik-Link: (800) 687-1557, ext. 21170 www.mtdquiklink.com/21170
Martins Industries has added the Premium tire cart to its line of tire handling equipment. The Premium Tire Cart reduces handling and numbers of trips your tire service techs need to make, and helps avoid work stoppages, workplace accidents and injuries, particularly back injuries. The company says the cart enables users to move up to eight 38 1/2-inch tires. The cart can be adjusted to 45-degree and 90-degree angles to ease movement of the cart and access to the tires. MARTINS INDUSTRIES Quik-Link: (800) 687-1557, ext. 21173 www.mtdquiklink.com/21173
DistancePlus oil flters Bosch DistancePlus oil flters are high effciency/high capacity oil flters designed to keep oil clean longer and protect a vehicle’s engine. It goes the distance to remove more dirt and is designed with greater capacity to hold more dirt. Plus, it features greater burst resistance strength than conventional oil flters. DistancePlus performs with any formulation of motor oil — synthetic, semi-synthetic or conventional. A silicone anti-drainback valve protects against dry starts and the PTFE-coated gasket seal lasts the lifetime of the flter and provides easy installation and removal. ROBERT BOSCH LLC Quik-Link: (800) 687-1557, ext. 21171 www.mtdquiklink.com/21171
Yokohama iceGuard iG52c Yokohama Tire Corp.’s iceGuard iG52c tire is now available in 39 sizes. The iceGuard iG52c’s tread compound offers aggressive grip and confdent handling on both slick roads and dry pavement so drivers can feel assured in any winter situation. The iceGUARD iG52c features a triple-action compound that absorbs water and drains excess moisture for a more assured grip. Other highlights of the tire include an extra-wide center rib and large control blocks that maximize road contact for stability in wet, dry and icy conditions; and triple 3D sipes that enhance tread block rigidity for optimum stability while creating more biting edges for traction on snowy and icy roads. YOKOHAMA TIRE CORP. Quik-Link: (800) 687-1557, ext. 21174 www.mtdquiklink.com/21174
Giti Champiro Radial UHPAS
Evolution wiper blades Bosch Evolution Wiper Blades offer exceptional all-weather visibility. They are designed with patented beam technology that applies uniform wiper arm pressure along the entire length of the wiper blade; and they employ an exclusive rubber blend that yields clean, quiet performance. An integrated, symmetrical wind spoiler also helps hold the blade to the windshield for consistent, clear wipes. The Bosch Evolution program now includes 13- and 15-inch lengths, providing comprehensive coverage for all makes/models. An exciting new look to Bosch Evolution packaging features vibrant color appeal and dramatic imagery to create an impactful presence. ROBERT BOSCH LLC Quik-Link: (800) 687-1557, ext. 21172 www.mtdquiklink.com/21172
72
Giti Tire Group has added a UHP tire to its Champiro line for drivers of performance coupes, sedans and SUVs. The GT Radial Champiro UHPAS features an advanced allseason compound and tread design. The special silica compound helps reduce rolling resistance while the all-new tread design with its four wide circumferential grooves helps reduce hydroplaning. Multi-depth sipes enhance wet grip and all-season performance throughout the life of the tire. V-shape directional grooves and sipes also contribute to improved water evacuation, while larger shoulder blocks provide increased rigidity for precise handling. The GT Radial Champiro UHPAS will be available in 38 V, W and Y speed-rated sizes for 15- to 20-inch size rims. GITI TIRE GROUP Quik-Link: (800) 687-1557, ext. 21175 www.mtdquiklink.com/21175
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21201
73
POWER PRODUCTS
74
Quik-Link: 800-687-1557 ext. 21202
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21203
75
POWER PRODUCTS
76
Quik-Link: 800-687-1557 ext. 21204
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21205
77
POWER PRODUCTS
78
Quik-Link: 800-687-1557 ext. 21206
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21207
79
POWER PRODUCTS
80
Quik-Link: 800-687-1557 ext. 21208
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21209
81
POWER PRODUCTS
82
Quik-Link: 800-687-1557 ext. 21210
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21211
83
POWER PRODUCTS
84
Quik-Link: 800-687-1557 ext. 21212
MTD October 2014
POWER PRODUCTS
www.moderntiredealer.com
Quik-Link: 800-687-1557 ext. 21213
85
Instant information direct from MTD advertisers
To request free product information by phone, call 800-687-1557, enter the extension number listed below, and you will be immediately transferred to the company you want to talk with — it takes only seconds. To request information online, log on to www. mtdquiklink.com/ plus the corresponding Quik-Link number. You’re just a click away from receiving free information on the new products that interest you. Advertiser 31 Incorporated ADVICS North America Inc. Aeolus Tires American Omni Trading Company American Tire Distributors Atturo Tire Corporation Bartec USA BKT Tires USA Inc. Blackburn’s Hubcap & Wheel Solutions Chicago Pneumatic Tool Company Continental Gold Retailer Program Continental Tire, Commercial Vehicle Tires Falken Tire Federal Corporation Federated Auto Parts Fel-Pro Gabriel Ride Control Gaither Tool Company Inc. General Tire GTC North America Hankook Tire America Corporation Hercules Tires Horizon Tire Inc. Horizon Tire Inc. Independent Tire Dealers Group Kenda USA Kumho Tire USA Inc. KYB Americas Corporation MaddenCo Inc. Marangoni Tread North America Inc. Nexen Tire America Inc. Nitto Tire U.S.A. Inc. Nitto Tire U.S.A. Inc. Perfect Equipment Plombco Inc. Robert Bosch LLC Robert Bosch LLC SEMA Show Sentury Tire Americas Synchrony Financial Tech International Tireco Inc. Yokohama Tire Corporation ZC Rubber America Inc.
86
Page 36 27 69 60 55 26 68 11 62 13 45 38 65 17 67 24-25 30 44 53 43 9 46-47 7 19 29 IBC 5 49 41 39 IFC 23 OBC 59 64 33 61 71 31 15 35 63 51 14
800-687-1557 + Toll Free Extension 21120 21114 21141 21133 21131 21113 21140 21105 21135 21106 21126 21121 21138 21109 21139 21112 21116 21125 21130 21124 21104 21127 21103 21110 21115 21143 21102 21128 21123 21122 21101 21111 21144 21132 21137 21118 21134 21142 21117 21108 21119 21136 21129 21107
Web site www.mtdquiklink.com/21120 www.mtdquiklink.com/21114 www.mtdquiklink.com/21141 www.mtdquiklink.com/21133 www.mtdquiklink.com/21131 www.mtdquiklink.com/21113 www.mtdquiklink.com/21140 www.mtdquiklink.com/21105 www.mtdquiklink.com/21135 www.mtdquiklink.com/21106 www.mtdquiklink.com/21126 www.mtdquiklink.com/21121 www.mtdquiklink.com/21138 www.mtdquiklink.com/21109 www.mtdquiklink.com/21139 www.mtdquiklink.com/21112 www.mtdquiklink.com/21116 www.mtdquiklink.com/21125 www.mtdquiklink.com/21130 www.mtdquiklink.com/21124 www.mtdquiklink.com/21104 www.mtdquiklink.com/21127 www.mtdquiklink.com/21103 www.mtdquiklink.com/21110 www.mtdquiklink.com/21115 www.mtdquiklink.com/21143 www.mtdquiklink.com/21102 www.mtdquiklink.com/21128 www.mtdquiklink.com/21123 www.mtdquiklink.com/21122 www.mtdquiklink.com/21101 www.mtdquiklink.com/21111 www.mtdquiklink.com/21144 www.mtdquiklink.com/21132 www.mtdquiklink.com/21137 www.mtdquiklink.com/21118 www.mtdquiklink.com/21134 www.mtdquiklink.com/21142 www.mtdquiklink.com/21117 www.mtdquiklink.com/21108 www.mtdquiklink.com/21119 www.mtdquiklink.com/21136 www.mtdquiklink.com/21129 www.mtdquiklink.com/21107
MTD October 2014
www.moderntiredealer.com
87
88
MTD October 2014
www.moderntiredealer.com
89
Your turn
Dealers speak out on the efects of another possible tarif on imported Chinese tires Each month we ask members of our National Advisory Council (NAC) a question or questions on a current hot topic. Tis month we asked, “Tere is talk that another tarif might be levied on tires imported fom China. How do you feel about this? Have you prebought any tires in anticipation that this legislation might become a reality?” Here are some of their comments.
1. We have purchased tires in advance of the anticipated tarifs. Initially the tarifs improve margins, however, the consumer is hurt and perhaps the image of our industry as well as the general public is usually not aware of issues such as this. What is the real beneft to those pressing for the tarif? Te targeted product is rarely produced domestically, thus jobs or employment concerns are really muted. 2. We have increased our Chinese inventory slightly. I have no idea how much or when, there will be something, maybe a small countervailing duty or a much larger anti-dumping fee. How can you react to something that isn’t currently defned? 3. I have been absolutely against it. Te last round only opened the door for all tires to increase in price and the loser is the buying public. Te winners are the unions and the U.S. government. Afer all, who gets the money from the tarifs? As a manufacturing nation, we beter get our act together to compete with the rest of the world and stop crying when things are “not fair.” We need to work smarter, not get into protection mode for they, too, will do the same. Te Chinese government subsidizes their product, what is wrong with the U.S. doing the same? Tat way the consumer wins! Hallelujah! 4. If the Chinese government is subsidizing manufacturers and brokers, tire pricing on units being imported to the U.S., and creating unfair competition, we should have a tarif, or we should have the diplomatic will to insist that these practices be stopped. We don’t have any diplomatic willpower available in this administration, so I assume we will get the tarifs. Problem is, the consumer pays the bill, and every tire company
on Earth gets to have price increases again. I’m buying extra tires because the price certainly isn’t coming down. 5. I am extremely happy that the tarif is coming. Te Chinese have pilfered technology from so many diferent industries to fuel their rise as an industrial super power. Te fact that we as a country have been forced (because of low-priced competition) to contribute to their unethical methods infuriates me. I am not naive in thinking this will move all the jobs back to the U.S.A. Te fact that it will punish the Chinese in at least one sector of their subsidized manufacturing assault on the U.S. is enough to warrant the tarif. Te importers/brokers who rely completely on the Chinese for their products are geting what they deserve. 6. I feel bad for the consumer. During the last tarif retail tire prices went up about 25%. I feel our government can’t ask for a tax increase because of the economy, so they institute a tarif for more hidden revenue. Shame on us! 7. Historically, tarifs have been disruptive to the market and, if tarifs are imposed again, they are again likely to be disruptive. Tarifs are felt in the market where applied and ofen afect other markets. We have not pre-bought any tires in anticipation to this legislation but are ever-mindful of pending legislation as we make our purchasing decisions. 8. I can understand the clamor for the tarif, but the result will be increased pricing for the consumer. I believe the U.S. manufacturers will only use this to increase prices and the net efect will not change the amount of imports.
Online players have price advantage Dear Editor: Great article on “Mastering the fne art of pricing” by Wayne Williams in the July issue. One additional point on pricing concerns the pressure on independent tire dealers to have competitive prices vs. online players. As you know, more and more consumers are looking at buying or geting information online, including prices. When talking to independent tire dealers, I have found it seems very challenging for them to tune their prices at the same speed and accuracy of online players. Eric Chaniot, CEO Tire Intelligence Charlote, N.C. See Williams’ 50th column writen for Modern Tire Dealer in our November issue. -Ed. ■
Join Modern Tire Dealer’s National Advisory Council Each month, Modern Tire Dealer is guided and infuenced by a select group of readers — members of our National Advisory Council. Tese members’ opinions are the heart of the monthly Your Marketplace column, compiled by industry analyst Nick Mitchell. If you’d like to join this prestigious group, please let us know. We’d love to hear from you. Contact Editor Bob Ulrich at Bob.Ulrich@bobit.com or call (330) 899-2200, ext. 11.
90
MTD October 2014
Quik-Link: 800-687-1557 ext. 21143
Quik-Link: 800-687-1557 ext. 21144