Modern Tire Dealer - October 2017

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New RV industry standard pushes radials TOP 25 Commercial Dealers Car fleets experience a 6.4% drop in tire costs

THE INDUSTRY’S LEADING PUBLICATION

COMMERCIAL TIRE DEALER™

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IN-DEPTH INFORMATION ABOUT COMPETITION, DEALER/SUPPLIER RELATIONSHIPS AND LOW ROLLING RESISTANCE

October 2017 | Vol. 98, No. 10 | $10 | A Bobit Publication | www.moderntiredealer.com

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Features 26 Fleet car maintenance costs declined 2.2% in 2016 A 6.4% reduction in replacement passenger tire costs was a key reason why

Commercial Tire Dealer™ SPECIAL REPORT 28 Truck stops join low-cost imports as a challenge to commercial dealers 36 BestDrive aims for eight more states by the end of 2018

The Industry’s Leading Publication October 2017, Volume 98, Number 10

Departments 4 Editorial It is your business: Don’t be apolitical when it comes to President Trump

6 moderntiredealer.com News and navigation tools for MTD ’s website

8 News/views TIA to induct three into Hall of Fame; Two men earn Ed Wagner leadership awards

18 On the Rise Fausto Astudillo, Lenhart’s Service Center Tire Pros LLC, North Huntington, Pa.

23 Numbers that count Relevant statistics from an industry in constant motion

24 Your marketplace Demand trends continue to gradually improve after challenging start

74 Counter intelligence

38 2017 Modern Tire Dealer Top 25 Commercial Tire Dealers in the U.S. 44 Commercial tire dealers want more from their suppliers ‘They need a legitimate partner’

56 Low rolling resistance SmartWay-verified truck tires double in three years

Also in CTD 42 New RV industry standard will drive a shift to radial ST tires

Branding is a beacon: The time is right for you to rethink and rebrand

76 European notebook Why fix them when you can protect them?

78 Business insight Scorpions, frogs and woodpeckers, oh my!

Managing employees can be a tricky part of business

Focus on industry 80 SEMA Show and AAPEX track the trends: Educational seminars present what’s new and what’s next

83 TPMS Volkswagen Passat 2012-2017

86 Products 88 Power Products

70 Commercial tire strategy TBC relies on its numerous ‘controlled’ brands

72 Commercially viable

100 Ad index 101 Classified Modern Tire Dealer is a proud member of: TRIB

TIRE RETREAD & REPAIR INFORMATION BUREAU

Member An Industry Association

www.moderntiredealer.com

3

Editorial

It is your business Don’t be apolitical when it comes to President Trump

M

ore than nine months have passed Trump also said he would not do so, tweeting since I outlined what incoming Presion April 16, “Why would I call China a currency dent Donald Trump said he would do manipulator when they are working with us on to help small businesses and their workers. In the North Korean problem? We will see what his Contract with the American Voter, he listed happens!” seven actions he would take to protect American “Fourth, I will direct the secretary of comworkers within his first 100 days in office. merce and U.S. trade representative to identify Did he do what he said he would do? Just as all foreign trading abuses that unfairly impact importantly, did you want him to? Whether you American workers and direct them to use every agree or disagree on their importance, those By Bob Ulrich tool under American and International law to actions give you something with which to judge end those abuses immediately.” On April 29, President Trump’s performance to date.

President Trump signed an executive order that required the Once you do that, you can let your voice be heard either secretary of commerce, the U.S. trade representative and the way. (Both the Tire Industry Association and Specialty secretary of state to conduct comprehensive performance Equipment Market Association have political action reviews of any U.S. trade agreement, investment agreement, committees you can support.)

WTO rule governing any trade relation under the WTO, Here are the first six of the seven actions or trade preference program. The purpose of the reviews President Trump promised to take, and was to see if there were any “violations or abuses” that what he did to implement them. (The were in any way harming American workers or domestic seventh action does not directly apply to manufacturers. The reviews and appropriate remedies are small businesses.) to be submitted to the president by Oct. 26, 2017.

“Fifth, I will lift the restrictions on the production of “First, I will announce my intention to $50 trillion dollars’ worth of job-producing American renegotiate NAFTA or withdraw from energy reserves, including shale, oil, natural gas and the deal under Article 2205.” On April clean oil.” President Trump signed an executive order 26, President Trump announced he would on March 28 requiring an immediate review of existing not cancel America’s participation in the regulations “that potentially burden the development North American Free Trade Agreement or use of domestically produced energy resources and (NAFTA) unilaterally after telephone appropriately suspend, revise, or rescind those that unduly conversations with Mexico President burden the development of domestic energy resources Peña Nieto and Canadian Prime Minister beyond the degree necessary to protect the public interest Justin Trudeau of Canada. “It is my privilege to bring or otherwise comply with the law.”

NAFTA up-to-date through renegotiation,” he said in “Sixth, lift the Obama-Clinton roadblocks and allow a same-day statement posted by the Office of the Press vital energy infrastructure projects, like the Keystone Secretary on the whitehouse.gov website. Under “NAFTA Pipeline, to move forward.”

Article 2205: Withdrawal,” any of the parties may withdraw Beginning with his Presidential Memorandum on Jan. from the agreement.

24, President Trump initiated the steps needed to advance “Second, I will announce our withdrawal from the Trans- the more than 1,100-mile Keystone XL Pipeline project.

Pacific Partnership.” President Trump officially withdrew On March 24 he announced TransCanada Corp. would from the 12-nation Trans-Pacific Partnership (TPP), and all receive a presidential permit to build the pipeline, although present and future negotiations, in a memorandum signed CEO and President Russ Girling has since said there remain Jan. 23. “It is the policy of my administration to represent roadblocks to it becoming a reality. President Trump also the American people and their financial well-being in all signed a memorandum “to expedite reviews and approvals negotiations, particularly the American worker, and to for the remaining portions of the Dakota Access Pipeline.” create fair and economically beneficial trade deals that serve their interests,” wrote Trump.

Now that you are better informed about what President “Third, I will direct the Secretary of the Treasury to Trump wanted to do and what he has done about it to date, label China a currency manipulator.” In its Semiannual let the judging begin. ■ Report on International Economic and Exchange Rate Policies released in April, the U.S. Department of the If you have any questions or comments, please email me Treasury did not name China a currency manipulator. at bob.ulrich@bobit.com.

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MTD October 2017

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Billionaire investor invests in tire industry Billionaire investor Carl Icahn and his Icahn Automotive Group LLC made big news on our website, www.moderntiredealer.com, over the last month. The company is on a mission to expand its national network of tire stores and started with a multi-million dollar investment in Detroit. Then it made another big move, acquiring Advanced Auto Service & Tire Centers, a 27-year-old independent tire dealership in Phoenix.

Here are our top headlines concerning Icahn (net worth $16.6 billion, according to Forbes), and our other most-read news items.

1. Icahn scoops up 15 tire stores in Arizona 2. Bridgestone sells 6 GCRTire & Service Icahn’s automotive subsidiary includes locations to McCarthy Tire Service Pep Boys — Manny, Moe & Jack.

3. Continental farm tires are back 4. Goodyear is using renewable soybean oil-based rubber in tires 5. After 60 years, Monro is changing its name 6. Sears opens 2 more DieHard Auto Centers 7. Icahn and Pep Boys look to make a big statement in Detroit 8. Tire’s Warehouse: ‘We want to keep our customers engaged’ 9. Tire Rack finds ‘incredible differences’ in wet performance of value grand touring tires 10. John Snider: Acquisition provides an entry into earthmover tires

MTD Digital edition You can view MTD’s monthly magazine at http://mtd.epubxp.com/t/22225 or use your smartphone’s QR Code reader (right)

Keep tabs on the industry with Mod-

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Home office 3515 Massillon Rd., Suite 350 Uniontown, OH 44685 (330) 899-2200, fax (330) 899-2209 Website: www.moderntiredealer.com

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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 offices. 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 first 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 2017

News/views

TIA to induct three into Hall of Fame Two men earn Ed Wagner leadership awards The Tire Industry Association (TIA) is inducting three association’s first two Federal Lobby Days. He members into its Hall of Fame in 2017, and honoring lobbied and worked on Capitol Hill efforts and played two with its Ed Wagner Leadership Award. a role in passing legislation, while also enhancing The hall of famers are the late Godfrey Cabot, the visibility and political power of the private brand founder of Cabot Corp.; the late William Conklin III, sector of the industry. Conklin died Oct. 5, 2015. former president of Schenuit Tire and Rubber Co.; Gaither is the founder of DSP. His career began and Norman Gaither, founder of Dealer Strategic as controller of an automotive parts warehouse Planning Inc. (DSP). The 2017 Ed Wagner Leaderwith two locations, and Gaither’s ability to fix the ship Award honorees are Anthony Blackman, owner company’s accounting and inventory systems helped and president of Atlantic Tire and Service Inc.; and it grow to seven locations. He became general manDavid Zielasko, vice president of Crain Communicaager after three years. He turned his fix-it skills into tions Inc. and publisher and editorial director of Tire a coaching job, helping tire dealers throughout North Business.

Cabot was an industrialist and philanthropist who first founded Godfrey L. Cabot Inc., and then in 1882 created its successor, Cabot Corp. By 1890, Cabot Corp. had become the country’s fourth largest producer of carbon black. The automotive industry became one of the business’ largest customers at the turn of the century since nearly 6 The late Godfrey Cabot, the late William Conklin III and Norman Gaither will pounds of carbon black was required be inducted into the TIA Hall of Fame on Oct. 30 at the Paris Las Vegas Hotel. to produce a single tire. By the time America and parts of Europe improve their profitCabot retired in the 1950s, his company’s focus on ability. In 2007 Gaither created DSP and brought the material science and other research and develop20 Group to the tire industry. The groups allowed ment efforts had resulted in many innovations in car- him to take his one-on-one training to an audience bon black production and manufacturing processes. of 20 tire dealers at a time. By 2016 the first 20 The work allowed the company to supply a full range Group had grown to six groups, and Gaither sold the of carbon black products around the globe and lead business to Bobit Business Media Inc., the parent the world in carbon black production for tire applicacompany of Modern Tire Dealer. tions. Cabot died in 1962.

Blackman is owner of Atlantic Tire and Service, a Conklin began his career in the tire industry in business founded in 1998. It’s grown into a three1950, at the former Lee Tire Co. in Philadelphia store tire dealership with locations in Cary, Durham, after graduating from Haverford College. He continand Raleigh, N.C. Blackman is a member of the ued as a branch manager for Lee until he joined the TIA board of directors and has been recognized for Schenuit Tire and Rubber Group in 1960, working his business and community service. In 2016 he first as a manager and eventually as president of the was honored as the Dealer of the Year by the North company until 1977.

Carolina Tire Dealers Association.

In the early 1980s, the National Tire Dealers and Zielasko has built a 31-year career in the tire Retreaders Association (NTDRA), the predecessor to industry as an editor, publisher, reporter and conferTIA, initiated the Private Brand Group and launched ence speaker. He joined Tire Business in 1985 and a full-time, staffed government affairs program. was promoted to associate publisher in 1995. Three Conklin was a major player in both efforts. He was years later, Zielasko took on sole responsibility for the first chairman of the 27-member Private Brand the newspaper’s editorial and commercial efforts as Group. He started a monthly subscription newsletpublisher. He’s traveled the world covering industry ter addressing the industry and political issues. events and now serves as vice president, publisher Revenues from the newsletter helped finance the and editorial director of Tire Business. ■

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MTD October 2017

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News/views

bites

McCarthy buys 6 stores McCarthy Tire Service Inc. has purchased six GCR Tires & Service locations from Bridgestone Americas Inc., effective Aug. 7. The GCR stores included in the sale are located in these markets: Baltimore, Md.; Mount Joy, Pa.; Albany, N.Y.; Binghamton, N.Y.; and Horseheads, N.Y.

Goodyear to build plant Goodyear Tire & Rubber Co. will build a consumer tire plant in Colmar-Berg, Luxembourg. It will feature the company’s proprietary Mercury production process with automated and interconnected workstations that can produce tires in small patches on demand.

BKT invests in carbon black Balkrishna Industries Ltd. (BKT) will spend $23 million on a carbon black plant on the company’s existing tire production site in Bjuj, Gujarat, India.

Big O Tires adds franchisees Steve Schaut has sold two of his Big O Tires stores in Washington.

The one in Renton was sold to Dean Frank, owner of West Coast Tire Pro Inc., and the store in Lake Stevens was sold to Thomas and Mary Flinders.

TWI to host dealers Tire’s Warehouse Inc. (TWI) will host dealers during the Tire One Dealer Event Nov. 1-2 at the Mirage Las Vegas Hotel and Casino.

A blackjack tournament will give dealers a chance to win cash prizes, as well as a fully customized 2017 Jeep Wrangler Sport courtesy of Falken Tire Corp.

ZF Group adds mobile training The ZF Aftermarket division of ZF Group has introduced a mobile technical training program that provides on-site, hands-on learning for the independent aftermarket.

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USW: The ITC ignored 4 tariff facts Attorneys for the United Steelworkers (USW) have laid out their case on why they believe the International Trade Commission (ITC) erred in February when it didn’t order tariffs on truck and bus tires from China.

In its 52-page memo filed in the U.S. Court of International Trade, the USW insists the evidence doesn’t support a no-tariff vote. The union wants the court to order the ITC to issue a new ruling imposing tariffs.

There are four broad issues: the substitutability of domestic and imported tires; price; impact of imports; and threat to the domestic industry. In all four categories, the USW says the commission didn’t base its decision on the evidence presented.

Substitutability: The union went back to questionnaire responses filed in the case to show how purchasers, importers and domestic producers measured Chinese tires against their domestically produced counterparts. About three out of four of those respondents said the tires “were always or frequently interchangeable.”

Tire prices: Tire buyers said price was an important factor in their purchasing decisions: 80% said it was “very important,” while the others said it was at least “somewhat important.”

“Despite this high degree of substitutability and the importance of price in purchasing decisions, the commission majority determined that purchasers would choose to buy higher-priced tires due to alleged differences in branding, quality, tiers and other factors.”

Impact of imports: Here’s a look at the industry from 2013 to 2015.

Demand for truck and bus tires in the U.S. increased by 21.3%. During the same period imports from China increased 41.9%. Market share for imported truck and bus tires increased by 4.9%, while domestic market share dropped 7.7%. Domestic shipments increased by 3.9%.

The USW says the commission “failed to analyze the modest improvements in certain industry indicators in light of the conditions of competition, particularly in the context of the rapid growth in demand that reached a cyclical peak in 2015. From 2013 to 2015, demand grew five times faster than domestic shipments, and subject imports grew 10 times faster than domestic shipments.” The USW maintains domestic performance should have risen more during that peak period.

The commission cited several factors in determining the domestic industry hadn’t been injured by imports, including a rise in production, shipments, wages, productivity and gross profits. But the USW says, “An industry’s health should be determined in the context of the impact that imports are having on that industry.” Previous courts have provided similar advice. “The ITC should not be engaged in a determination of whether an industry is ‘healthy.’ A ‘healthy’ industry can be experiencing injury from importations and an ‘unhealthy’ industry can be unaffected.”

Threat to the domestic industry: Among the factors the ITC is to consider when determining if imports have threatened a domestic industry is unused production capacity and increases in capacity.

Here’s the data on the record for truck and bus tires from China. The country increased its capacity by almost 17 million tires, or 17%, from 2013 to 2015. Excess capacity grew by 63%, and was nearly 19 million tires in 2015, “enough to more than triple 2015 exports to the United States and wipe out all of domestic producers’ U.S. shipments that year.” And, there was evidence of 16 projects to further increase capacity in China in the near future “which would increase Chinese capacity by more than 40 million tires.” — Joy Kopcha

MTD October 2017

News/views

bites

Carlstar has new website Carlstar Group LLC has created a website dedicated to ITP brand products for ATV (all-terrain), UTV (utility terrain) and SxS (side-byside) vehicles.

Bridgestone helps inspections Bridgestone Americas Inc. has released two free job site resources for off-the-road tire customers in the mining, construction and aggregates industries. Both help identify and report irregular tire, rim and wheel conditions early.

Cooper shares safety tips Cooper Tire & Rubber Co. offered tire safety tips for young drivers headed back to school as part of its Tread Wisely program.

Trelleborg has smart system Trelleborg Wheel Systems has created the VIP (Variable Inflation Pressure) system, which automatically determines and adjusts the correct tire pressure.

Bolt On adds privacy Bolt On Technology LLC has expanded the privacy protection capabilities of its shop software after requests from shop owners.

Yokohama is Subaru OE Yokohama Rubber Co. Ltd. has begun deliveries of its flagship Advan Sport V105 tire for use as original equipment on Subaru’s WRX STI. The tire size for the WRX STI is 245/35R19 89W. Bartec loans TPMS tools Bartec USA created a tire pressure monitoring system (TPMS) loaner tool program for its customers affected by Hurricane Harvey.

Pirelli and Fisker partner Pirelli Tire North America Inc. is working with Fisker Inc. to create advanced low rolling resistance tires for the new Fisker EMotion luxury electric vehicle, set to launch in late 2019.

Point S dealer wins award L.P. Anderson Tire Co. Inc. is among eight businesses in the state of Montana to receive a 2017 Family Business Day award.

12

The next generation moves up at Community Wholesale Tire Community Wholesale Tire Inc. has named Andy Berra president and Adrienne Berra executive vice president as of Sept. 1, 2017. The siblings represent the third generation of leadership for the tire wholesaler.

Andy and Adrienne’s father, Phil Berra, who has served as president since 1986, will remain with the company as chairman and CEO. Phil’s wife Beth Berra will continue in her role as corporate secretary and business manager.

Andy started his career at Community Wholesale Tire more than 20 years ago doing miscellaneous administrative and warehouse jobs at the company’s old headquarters in downtown St. Louis, Mo. After graduating from Marquette University in 2004, Andy started working Andy Berra and Adrienne Berra were promoted to full-time in 2006. president and executive vice president.

Adrienne has been with the company since graduating from Loyola University in 2008.

Andy’s wife, Liz Berra, also works as the company’s creative director.

The business began in 1928 when Andy and Adrienne’s grandfather, Mike Berra, a first generation American, opened a service station. Mike sold the service station and started Community Tire Company in 1935, and that company eventually grew into two separate entities, a retread division and a wholesale division. In 2007 those two businesses legally separated and were renamed Community Wholesale Tire and Community Tire Retreading.

Community Wholesale Tire operates three distribution centers in Missouri and serves customers in an eight-state marketing area. The company employs more than 200 people. Its headquarters are located in the St. Louis suburb of Hazelwood, Mo.

Bridgestone Americas will have a new chairman in 2018 Promotions within Bridgestone Corp. that will take effect Jan. 1, 2018, will more closely align the leadership of the company’s operations in Europe and the Americas.

Paolo Ferrari, who serves as CEO, president and chief operating officer of Bridgestone Europe, will also serve as chairman of Bridgestone Americas Inc. Thomas Higgins, president of the U.S. and Canada consumer tire sales division for Bridgestone Americas, will take on the additional role of chairman of Bridgestone Europe.

Those two positions as chairman have both been filled by Eduardo Minardi. Minardi is retiring from his executive officer roles at the end of 2017.

MTD October 2017

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News/views

bites

Ziegler’s awards scholarships The Herbert C. Ziegler Foundation has awarded $31,500 in scholarships for the 2017-2018 school year. Since 1994 it has given scholarships to children of employees of Ziegler Tire & Supply Co. and related companies seeking post-secondary education.

Dealer Tire gets Toyota deal Dealer Tire LLC is developing a tire retailing program for Southeast Toyota Distributors LLC, a distributor of Toyota vehicles to more than 175 dealers in five southern states: Alabama, Florida, Georgia, North Carolina and South Carolina.

TireStamp updates TPMS TireStamp Inc. has updated its tire pressure monitoring system (TPMS) product line. The TireVigil Cloud Service with TPMS 2.0 monitors a fleet’s tires in the cloud 24/7.

Love’s adds diesel service Love’s Travel Stops & Country Stores has added diesel oil change services at more than 130 Truck Tire Care locations nationwide — not quite half of all its stores.

The company says the majority of locations are expected to be oil-change ready by the beginning of 2018.

Corvettes are top prize The Aftermarket Auto Parts Alliance is giving away custom Corvettes to the top three winners of its Kentucky Horsepower Corvette Giveaway sweepstakes.

Winners will have a chance to take home one of three custom Corvettes and a $25,000 cash prize.

Nokian expands distribution Nokian Tyres Inc. has added its seventh distribution facility near Chicago. The 211,000-square-foot facility in Shorewood, Ill., can hold up to 275,000 tires.

Kumho hires tech leader Kumho Tire USA Inc. has hired Brian Buckham to be managing director at the Kumho America Technical Center (KATC) in Fairlawn, Ohio.

14

Sullivan Tire buys fellow Massachusetts tire dealer Sullivan Tire Co. Inc. has acquired Tom Lyons Tire & Auto Service in Waltham, Mass. The outlet became the 69th Sullivan Tire and Auto Service store on Sept. 11, 2017.

The Waltham location, which opened for business in 1953, consists of a full-service tire and automotive center with 10 service stalls, as well as a 15,000-square-foot wholesale warehouse and distribution facility.

Sullivan says the location will undergo extensive renovations in the upcoming months but will remain open for business during that time.

“Tom Lyons Tire and the Garzone family have done a wonderful job serving Waltham and the surrounding communities for many, many years and we are thrilled to have this opportunity to continue that great tradition in the Sullivan Tire way,” says Paul Sullivan, vice president of marketing at Sullivan Tire.

“We’ve known the Sullivan Tire family for a long time and respect the way they do business, so this was the perfect fit for us,” says former location owner Mike Garzone. “I’m thankful for the many loyal customers over the years and hardworking employees. We know our customers and staff will be in good hands with the Sullivan Tire team, and I look forward to remaining active in the business.”

Everett David Richards Sr. dies Everett David Richards Sr., one of the original Bandag franchise dealers, died July 4, 2017. He was 87.

Born in Doddridge County-Oxford, W.Va., Richards left home to join the Marines at age 17, but after completing boot camp Everett Richards Sr., his wife, was discovered to be under aged and he and their children all have was discharged. He married Joy Ann Colworked for the family business. lins in 1950 and they eventually moved to Massillon, Ohio, to work in the steel mills.

He was drafted in the Army in 1951 and spent 18 months in Korea.

After an honorable discharge in 1953 he went back to the mills. It was during a union strike in 1957 that a neighbor asked him if he knew anything about tires. “No, but I will learn.”

He was hired by S&S Tire in Barberton, Ohio, and started learning how to change semi tires. He was a sub at Dixie Ohio Express (DOX) which was across the street from Goodyear Tire & Rubber Co. Goodyear used DOX as a testing partner. One day four retreaded tires were given to him to install for a test. Two of the tires failed quickly, but he was impressed by the performance of the other two tires. Soon after he overheard a conversation between the owners of S&S Tire and a salesman and heard the name “Bandag” for the first time. The tire dealership wasn’t interested, but Richards was. He found two other partners and each invested $1,000 to start Bandag of Akron in 1959. They built a customer base, but three years later financial problems forced the business’ closure. Richards found another financial backer in 1962 and franchised Canton Bandag Co. in Canton, Ohio. He eventually bought full interest in the company. His son, David Richards Jr., is now president.

MTD October 2017

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News/views

dates

Oct. 31-Nov. 3 Automotive Aftermarket Industry Week including AAPEX, the SEMA Show and TIA’s Global Tire Expo, Las Vegas, Nev. (800) 876-8372 www.tireindustry.org February 15-16 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 21-24 Tire Industry Association’s Off-the-Road Tire Conference, Sawgrass Marriott Golf Resort & Spa, Ponte Vedra Beach, Fla. (800) 876-8372 www.tireindustry.org March 14-16 PAACE Automechanika Mexico City Centro Citibanamex, Mexico City, Mexico www.paace-automechanika-mexico. us.messefrankfurt.com March 22-24 Mid-America Trucking Show, The Kentucky Exposition Center, Louisville, Ky. (502) 899-3892 www.truckingshow.com April 13-15 Virginia Automotive Association Convention and Trade Expo, The Homestead, Hot Springs,Va. (804) 739-1400 www.vaauto.org April 18-20 Clemson University Global Tire Industry Conference, Sonesta Resort, Hilton Head Island, S.C. (864) 656-2200 www.clemsontireconference.com May 1-3 Equipment and Tool Institute Inc. ToolTech 2018, Lowe’s Ventana Canyon, Tucson, Ariz.

(248) 656-5080 www.etools.org

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Bromfield is 1st American CEO of Toyo President Roy Bromfield has added CEO of Toyo Tire U.S.A. Corp. to his business card. He replaces Tomoshige “Tomo” Mizutani, who will remain chairman of the company.

Mizutani is also chairman and CEO of Nitto Tire U.S.A. Inc., and remains a senior corporate officer with the parent company, Toyo Tire & Roy Bromfield joined Rubber Co. Ltd. Toyo Tire U.S.A. in In Bromfield’s expanded role, he is responDecember 2012 as chief sible for all product categories of Toyo-branded operating officer. business in the U.S. replacement market. He will report to the board of directors.

“Under Roy’s leadership, Toyo sales in the U.S. have grown dramatically, and Toyo Tire U.S.A. Corp. has become one of our most important global businesses,” says Takashi Shimizu, president of Toyo Tire & Rubber Co. Ltd. “We have confidence in the team that Mr. Bromfield has built and the strategy that it is executing for continued growth.”

Hankook raises tire prices again Hankook Tire America Corp. increased prices up to 3.5% on its commercial products on Oct. 1, 2017. The company is the first to announce a price hike effective for the fourth quarter. Hankook previously increased prices on April 1.

The company says it set “stern limits” on the April 1 increase to protect customers. However, the company says the modest increase left it “under-recovered.” Hankook is taking further pricing action due to other business factors such as increasing operating and production costs.

Womble named CEO of Liberty Tire Recycling Thomas Womble is taking over the office of CEO at Liberty Tire Recycling LLC. Womble, who has worked for Liberty since 2001, succeeds Scott Whitney, CEO since June 2015.

Womble previously served as Liberty’s chief operating officer and oversaw day-to-day operations for 28 manufacturing sites in eight regions throughout the U.S. and Canada. He After 16 years at Liberty Tire Recycling, Womble will lead the company’s next phase of growth. has been named CEO. “Thomas Womble is a veteran Liberty Tire Recycling executive and highly experienced waste services professional,” says Nils Larsen, chairman of the board of directors. “He understands the complexities of our business and the value proposition we bring to the marketplace — to remove millions of scrap tires from the waste stream, recycle them and transform them into sustainable products that provide smart solutions for communities and organizations of all kinds. His broad and deep industry experience combined with his thorough knowledge of our operations make him the perfect person to lead Liberty Tire Recycling into our next chapter.” ■

MTD October 2017

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FAUSTO ASTUDILLO Service advisor Lenhart’s Service Center Tire Pros LLC North Huntingdon, Pa. What was your first job in the industry?

Car salesman.

Astudillo, 26, says Nick Lenhart, an owner and partner in Lenhart’s Service Center, is his biggest influence. “He’s always teaching me new sales techniques and new things about vehicles.

He’s helped me a lot and I’m grateful.”

studillo and his boss, Nick Lenhart, are both part of On the Rise, Modern Tire Dealer’s recognition program for young leaders in the industry. Do you have an under-40 superstar in your business?

We want to meet them!

Point those who are On the Rise to our nomination form:

A

What attracted you to the industry?

I have always had an interest in vehicles but never really pursued it for a career. I had always worked hard labor jobs before I got into the industry. I was told by multiple people that I would be good in sales because I’m good with people, so I took a leap of faith and stared selling cars. Once I started selling cars I learned about features of vehicles and how they could perform.

What is the biggest challenge you have faced in your career?

One of the most difficult challenges I face is learning the mechanical terminology and the mechanics of vehicles in general. The guys will get annoyed sometimes because I’m over their shoulders looking to see how they are fixing something, but the more I know the better I can explain what’s going on to the customer.

No one wants to be overwhelmed with a service advisor telling them they need $800 worth of work who can’t explain to them why.

What is your biggest accomplishment in the industry?

I have increased our sales numbers. I’m proud to know that I’m the reason for that and I’m doing my job proficiently.

It’s a great feeling knowing that the Lenharts trust me to make their business into something greater. ■

www.moderntiredealer.com/ontheriseform

18

MTD October 2017

NumbersThatCount

Relevant statistics from an industry in constant motion.

$277 billion 200K Total 2016 U.S. automotive aftermarket sales.

Source: www.oneclickretail.com

38%

Estimated number of tires Goodyear Tire & Rubber Co. sold online last year.

Source: Nick Mitchell, industry analyst and MTD Your Marketplace columnist.

21%

Percent of U.S. jobs at risk of being replaced by robots.

Source: CNBC

11.6 years

Average age of light vehicles in the U.S. Source: IHS Markit

2,560

Number of Walmart Tire & Lube Express locations.

Source: MTD research

27%

Percent of the U.S. automotive market crossover utility vehicles represented in 2016.

Source: R. L. Polk Division of IHS Inc.

www.moderntiredealer.com

$1 billion

Initial estimate on lost sales in the consumer/retail sector (including tire dealerships) due to Hurricane Harvey. This represents revenue that is lost and will not be made up later.

Source: Planalytics Inc.

Percentage of new car buyers who think electronic stability control (ESC) is available in all new automobiles. Meanwhile, ESC, first introduced to the market in 1995, has been a mandated feature on all vehicles since the 2012 model year.

Source: Robert Bosch LLC

75%

Percent of the workforce that will be made up by millennials by 2025.

Source: Goodyear Tire & Rubber Co.

23

Your marketplace

Demand trends continue to gradually improve after challenging start

A

ccording to the results of our survey, hear from contacts in the industry that upstream demand for passenger and light truck promotional activity has stabilized following replacement tires improved in August. better sell-out trends in June, July and August.

The latest performance marks the fourth consecutive month of healthier, albeit far from strong, Monthly survey trends after a very challenging start to the year.

A number of independent tire dealers were Anecdotal commentary from dealers indicates surveyed concerning current business trends. that demand was fairly steady throughout the Except for tire prices and costs, the results of the month. Not surprisingly, most of the dealers in August 2017 survey are compared with those our sample were upbeat that the posted volumes By Nick Mitchell of August 2016. See the whole survey on www. were in-line with or better than the metrics they moderntiredealer.com. put up in the prior year’s period, which was a strong month.

While demand trends continue to gradually improve after Dealers hold their breath going into the end of 3Q17 a challenging start to the year, it is clear that the domestic According to our survey results, 100% of passenger passenger and light truck replacement tire market is still and light truck tire dealers believe that business will stay growing below trend, especially considering the fact that the about level over the next six months. While the outlook softness in the first half of the year likely resulted in some of the dealers has fluctuated slightly over the past six pent-up demand. As noted previously, our contacts have months, we remain encouraged by the fact that none of offered little explanation as to why the soft trends across the respondents expect trends to decline. The outlook for the passenger and light truck replacement tire market commercial truck tire demand was also neutral, as 100% of persisted deep into the second quarter of 2017. However, the dealers we spoke with see the business staying about many have indicated that the improving momentum is the same in the coming months. more consistent with the favorable trends in many of

Replacement tire sales volume trends are healthier

How dealers view near-term business Dealers

APR

MAY

JUN

Passenger tire Will improve Will worsen Will stay level

33% 0% 67%

33% 0% 67%

67% 0% 33%

33% 0% 67%

0% 0% 100%

80% 0% 20%

Truck tire Will improve Will worsen Will stay level

67% 0% 33%

100% 0% 0%

67% 0% 33%

40% 0% 60%

0% 0% 100%

67% 0% 33%

R-Revised

JUL(R) AUG(P) AUG(16)

P-Preliminary

the key drivers of intermediate-term demand, including a stronger consumer due to low energy costs and a solid labor market, favorable miles driven trends over the past 24 months (despite softer trends over the past six months), and an expanding car parc.

From a pricing perspective, our recent channel work suggests that the broader pricing environment weakened slightly in August, continuing the volatility that we have seen in prices since the end of 1Q17. The softer pricing environment, after two months of healthier pricing trends, seems to largely reflect the varying end-market promotions that dealers are using to gain share in their respective markets in a no-growth environment, as opposed to a fresh uptick in promotional activity upstream. In fact, we continue to

24

Consumer demand for passenger and light truck replacement tires increased in August compared to the prior year’s period. From a volume standpoint, the dealers reported they sold 0.4% more tires last month relative to the previous year’s period. August’s results are encouraging, and given dealer commentary that sales were steady throughout the month, which many expect to continue over the next few months, we are cautiously optimistic that sell-out volumes in 2H17 will closely resemble the healthier results in recent months rather than the lackluster volumes through the first five months of the year.

Dealers reported disappointing demand trends across the other tire categories in the period, with flattish trends across the commercial truck category, while negative trends continue to persist in the retread category.

Repair sales increase year-over-year in August Automotive repair sales trends increased in August, which is in-line with the increases in service revenues in six of the previous nine months (February was flat, May was down 2%, June was down 1%). Specifically, service sales, which accounted for a net 41% of total revenues, were up 6% on a year-over-year basis in August. ■

Nick Mitchell is managing director, research analyst, for Northcoast Research Holdings LLC based in Cleveland, Ohio. Mitchell covers a variety of subsectors of the automotive industry.

MTD October 2017

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feature

Fleet car maintenance costs declined 2.2% in 2016 A 6.4% reduction in replacement passenger tire costs was a key reason why

Total maintenance spend

By Mike Antich

D

uring the 2016 calendar year (CY), passenger car maintenance expenses, on average, declined 2.2% compared to CY-2015.

This decline was primarily driven by a 6.4% reduction in replacement tire expenses, says Steven Janke, a consultant in strategic consulting services for Element Fleet Management Corp.

Another factor exerting downward pressure on passenger car maintenance costs was lower rental fees for replacement vehicles while the company car was in the shop.

These declines, however, were partially offset by other increases in fleet maintenance costs, such as the ongoing shift by OEMs to mandate more expensive, but longer-lasting, synthetic motor oils.

While longer drain intervals may decrease preventive maintenance (PM) costs, there is concern that drivers may become complacent and may not be as diligent in regularly checking motor oil levels.

The forecast is that costs will remain flat for fleet car maintenance expenses for the balance of the 2017 calendar year. ■Mike Antich is the editor and associate publisher of Automotive Fleet, a sister publication of Modern Tire Dealer. Both magazines are published by Bobit Business Media Inc. Element Fleet Management provided the data for all the charts on pages 26-27. The charts first appeared in Automotive Fleet’s March 2017 issue.

26

Maintenance costs per user month decreased 2.2% from 2015 to 2016. These charts represent the average total maintenance spend per 1) unit per month, and 2) mile. Total maintenance costs include: tires; unscheduled brake, suspension, engine, transmission, electrical and other services; and preventive maintenance for passenger cars. The total maintenance spend does not include fuel.

Repair spend

There was no material change in year-over-year repair spend from 2015 to 2016.

Repair costs include unscheduled brake, suspension, engine, transmission, electrical and other services.

Repair spend by odometer band This chart displays the rising repair cost trend at higher mileages.

Results support cycling older, higher-mileage vehicles to reduce costlier repairs and driver downtime.

MTD October 2017

Fleet car maintenance overview

Preventive maintenance cost

• During the 2016 calendar year, passenger car maintenance expenses, on average, declined 2.2% year-overyear compared to CY-2015.

• The OEMs’ move to synthetic or blended motor oils continued.

• Periodic parts shortages continued.

• With more technology embedded in vehicles, independent repair shops must make significant investments in diagnostic equipment to keep up with vehicle technology. Onboard diagnostic displays have changed driver behavior.

There was no material change in preventive maintenance (PM) costs year-over-year during CY-2016. PM expenses were flat compared to CY-2015, primarily because of extended oil drain intervals. However, more stringent motor oil requirements by OEMs have put upward pressure on PM costs.

Average months-in-service and miles intervals

A majority of fleets tracked in this survey are targeting a three-month or 5,000-mile oil change cycle. However, improvements in engine design and onboard vehicle technology, along with improved oil quality, are allowing fleets to extend oil-drain intervals. There continues to be enhancements in OEM oil-life monitoring systems, which enable extending oil-drain intervals and reduce drive downtime.

Average tire cost

Passenger car tire expenses declined 6.4% in the 2016 calendar year compared to CY-2015. There were various factors contributing to the decline, but the key reason was tire price stabilization due to less volatility in prices for the commodities used to manufacture them.

Average per-tire costs have returned to 2014 levels.

Total car operating costs by mileage band: 2012-2016

During the 2016 calendar year, passenger car maintenance expenses, on average, declined 2.2% year-over-year compared to CY2015. The forecast is that costs will remain flat for fleet car maintenance expenses for the balance of the 2017 calendar year.

www.moderntiredealer.com

27

Commercial Tire Dealer™

Truck stops join low-cost imports as a challenge to commercial dealers

By Ann Neal

A

lthough demand for retreads is increasing, low-cost imported tires continue to squeeze profitability for commercial tire dealers. Aggressive truck stop chains, manufacturer price increases and supply issues are the latest headwinds. Yet respondents to Modern Tire Dealer’s annual survey of commercial tire dealers are finding opportunities in the midst of the challenges.

tires rise following the U.S. International Trade Commission’s decision to not levy duties on Chinese truck and bus tires.

“We thought the tariffs were going to go into place,” says David Mickelson. He is president and CEO of Graham Tire Co.’s South Dakota and Nebraska locations. “Like most tire companies, we had made arrangements with our manufacturers.

We were very surprised when the tariffs didn’t go through,

Retreading is gaining ground “We feel the quality of our Bandag brand retreads is such that we can compete with a low-cost Chinese tire,” says Pete Glesing, president of commercial sales and operations for Best-One Tire and Service. “It feels like we are making some headway there. Request for Chinese product, while still there, has lessened throughout the year.”

Best-One Tire and Service does quite a bit of business with the nation’s top 50 fleets, which do not buy the Tier 4 products, according to Glesing. “They are regimented to a retread program because they know ultimately The new Best-One Tire and Service commercial-retail store in New Haven, Ind., has that’s the best way to drive out eight heavy-duty service bays and three drive-through commercial service bays. costs from that line item.”

But private fleets, trailer leasing companies and some owner and it certainly caused an impact in the marketplace with an operators demand low-cost Chinese tires. Best-One Tire and influx of import tires.”

Service, which holds the No. 2 spot in the rankings, is taking Mickelson says that while Graham Tire offers Chinese steps to regain its cap and casing sales. “We’re trying to do products, his employees focus on selling the benefits of some things that are starting to move the needle to where we retreading and the value of a new tire that can be recapped are purchasing and selling less Chinese product and producing multiple times. The message is getting through as his retreading and selling more cap and casings,” says Glesing. business has seen some improvement in the last six months.

Bob Majewski is also “It’s still tough but you have fleets that understand the value seeing perceptions tilt of retreading. And they are not always just looking at price.” toward retreads. “We Beasley Tire Service Inc. began producing its first retreads Truck stops join low-cost imports as a are proving to people a year ago at a leased facility in Hungerford, Texas. “As long as challenge to commercial dealers . . . 28 how much better the you can fill your shop with tires from fleets that are retreading retread is over the low- their own tires, you do OK,” says President Bob Beasley.

Top 25 Commercial Tire Dealers . . . 38 cost tires, but this takes His company just completed building a larger retread plant Commercial tire dealers want more time,” says Majewski, next to its corporate headquarters in Houston. from their suppliers . . . 44 who is chief technical “We were a large Michelin associate retread dealer for many SmartWay-verified truck tires . . . 56 officer for Lebanon, years until we finally opened our own shop,” says Beasley.

Tenn.-based Sumerel The new plant is set to begin producing 250 medium truck Also in CTD Tire Service Inc. tire retreads a day this month. The capacity is 350 retreads New RV industry radial standard . . . 42 Dealers saw volumes per day with the potential for 450. of low-cost imported Beasley Tire’s commercial offerings include emergency road TBC commercial tire strategy . . . 70

Special Report

Commercially viable . . . 72

28

MTD October 2017

service, fleet programs, truck alignment, front end repair and a mobile offering called “Rolling Tire Shop” that mounts and balances tires on light fleet vehicles on site. The company also sells and services industrial tires.

At McCarthy Tire Service Inc., yearto-date production of medium truck tire retreads is up 15,877 units. The company expanded one of its nine retread plants in September 2016. At full capacity, the revamped plant in Wilkes-Barre, Pa., produces 1,000 Bandag retreads per day.

“The major manufacturers, such as

mercial tire business, and they are well financed. It’s another form of competition, and we have a lot of competition out there.”

Up to now, the company’s competitors have been the same size or smaller. “We’re now competing against someone who is much, much larger than us. We are going to continue to offer tires, road service and mechanical services at our locations and just be the very best servicing provider that we can be,” says McCarthy.

Best-One’s Glesing notes that truck stops are more business-to-business now rather than simply retail outlets for buying gas,

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Graham Tire’s newest commercial outlet is in Fremont, Neb. Most of the store’s business is medium truck, with some agricultural product.

Bridgestone, Continental and Yokohama, make a superior product compared to what you can get in the third and fourth tier that’s manufactured in China,” says John McCarthy Jr., president. “In our opinion, the best way for fleets to run a very good tire program is to start with a new, quality product, wear it out, and then retread that quality casing multiple times.”

Another form of competition Although demand for retreads is picking up, dealers are facing more competition from truck stop chains. Travel Centers of America LLC launched its TA Truck Service Commercial Tire Network, which serves the trucking industry through 244 truck stops, in November 2016.

Love’s Travel Stops & Country Stores Inc. is buying Bridgestone Americas Inc.’s Speedco business. The acquisition, which is subject to regulatory approvals, will add 52 trucking service and lube outlets and bring Love’s network to 323 facilities.

“Truck stops have been in the commercial tire business forever,” says McCarthy.

“They have a renewed focus on the com-

www.moderntiredealer.com

food, and tires. “Truck stops are actively pursuing fleets at their locations,” he says.

Best-One is emphasizing its focus on tires and service for trucks and truck tires to customers. “It’s our core business and we are expert at it,” says Glesing. “There haven’t been a lot of wins from the truck stops but they’ve certainly been disruptors in going out and saying here’s what we have to offer, come and do business with us.”

Truck stop chains are providing fuel rebates and immediate reimbursement to fleets for reaching certain levels on tires, retreads and fuel in their networks. Tire buying programs that tie into fuel purchases are having an impact on commercial dealers industry-wide, according to Glesing.

Lindsey Beer, chief strategic officer and a third-generation member of the Zurcher family that founded Best-One in 1948, says the ability of truck stop chains to offer multiple services and products appeals to truck operators.

“Where we are focused on our service, our flexibility and our expertise, the one thing the truck stops bring to the table is the one-stop shop. We’re not going to get

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Top 25 commercial tire dealers into the oil business or the convenient mart business; it’s just a way we’re different. Both of us bring advantages to the table.

I don’t think anybody feels we’re losing customers to truck stop chains, but the convenience factor does affect things.”

Pricing pressures Pricing remains a major area of concern. Responses to the survey question asking if dealers were able to pass along manufacturer price increases ranged from “yes” to “somewhat” to “slightly” to “in some cases but not all.”

National wholesalers are adding to margin pressures at Graham Tire. “Gross margin continues to be impacted due to overall competition,” says Mickelson. “This is the result of price increases from manufacturers, from competition from

keep them updated on product availability and provide any additional information they may need.”

Continental Tire the Americas LLC’s Tom Fanning told MTD: “Continental, like many premium truck tire brands, is seeing a high level of demand for our available inventory.” Fanning is vice president of sales and marketing for Continental’s Commercial Vehicle Tires in North America division. He said, “In 2016, we produced more than 8 million commercial vehicle tires worldwide. Based on rising customer demand, we are in the process of building a new plant in Clinton, Miss., which will manufacture an additional estimated 750,000 truck and bus tires annually once construction is completed, giving us additional capacity.”

Dealers invest and expand

Beasley Tire offers mobile services that perform on-site alignment and tire balancing on large trucks and mounting and balancing tires on small vehicles.

import tires, and increased competition in our markets from national wholesalers that distribute agriculture and medium commercial tires.” Graham Tire has 22 outlets in Iowa, Minnesota, Nebraska and South Dakota. Most of the stores serve retail, commercial and wholesale customers.

Shortages of major brands Several survey respondents said they were experiencing shortages of inventory on major truck tire brands, and specified the Bridgestone, Firestone and Continental brands.

“There are definitely inventory shortages on certain sizes and tread designs,” says McCarthy. “It really causes issues for a dealer. It causes more expense because we need to move product around to make sure our customers get it. We might receive it in one facility and then have to deliver it to 10 other facilities just so we have the right product where we need it.”

In response to MTD’s inquiries, Bridgestone said its Bridgestone Americas Tire Operations division “has experienced strong sales of commercial truck and bus (TBR) tires, leading to short-term supply constraints on select TBR products. We are acting quickly to increase supply and manage product availability to ensure our customers have the high-quality products needed to run their operations. Our sales and account teams are in constant communication with our customers to

30

Despite the marketplace challenges, commercial tire dealers added stores, services and equipment in the last 12 months.

Allen Park, Mich.-based Belle Tire Distributors Inc. merged its commercial division with Tredroc Tire Services Inc. of Elk Grove Village, Ill., in October 2016. In the last few months, the company has added locations in Louisville, Ky.; Eddyville, Ky.; and Nashville, Tenn., to bring it to 29 stores and the No. 11 spot in this year’s Top 25 Commercial Tire Dealers in the U.S. list.

Snider Tire Inc., which goes to market as Snider Fleet Solutions, acquired 27 commercial locations from Michelin North America Inc.’s Tire Centers LLC (TCi) subsidiary. The deal was finalized in early July and puts Greensboro, N.C.-based Snider Tire in the No. 6 spot with 81 outlets.

In December 2016, Green Bay, Wis.-based Pomp’s Tire Service Inc. purchased Cross-Midwest Tire Co. in Kansas City, Kan. Pomp’s Tire gained 14 stores and is in the No. 5 spot on this year’s list with 42 commercial and 52 combination outlets.

Nebraskaland Tire Co. Inc. opened a new commercial store in Scottsbluff, Neb., on June 1. It is the company’s second outlet in Scottsbluff. Construction of the store enabled the company to convert the original store from combination commercial-retail sales and service to a retail-only store.

“The old store had been a Goodyear retail store and was not conducive to commercial service. It was hard for trucks to get in and out,” says Carson Wright, vice president. The new store sees more drive-in traffic versus the old outlet, which handled mostly service calls. The company, which does business as Nebraskaland Tire, Kansasland Tire and Coloradoland Tire, is ranked No. 24 with four commercial stores and 21 combination stores.

Sumerel Tire Service added a warehouse and two drivethrough bays at its Wilson County Tire outlet as well as more service trucks and employees. Rice Tire Co. is adding six bays to its store in Frederick, Md. The company also joined the Independent Tire Dealers Group.

Stratham Tire Inc. installed a new buffer at its Londonderry, N.H., retread plant and added a service truck for road service.

The Brentwood, N.H.-based company has 14 combination commercial retail stores and one commercial outlet.

Erlanger, Ky.-based Bob Sumerel Tire Co. Inc. opened two truck centers in West Virginia and a stand-alone wheel powder coat plant in Wooster, Ohio. The company holds the No. 15 spot with 12 commercial and nine combination outlets.

Valley Tire Co. Inc. opened a combination commercial-retail

MTD October 2017

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Top 25 commercial tire dealers and truck mechanical outlet in Altoona, Pa. The Charleroi, Pa.-based company is No. 22 in the rankings with 11 commercial stores and four combination outlets.

No. 18-ranked Commercial Tire Inc. opened commercial outlets in Ellensburg, Wash., and Orem, Utah. The company, which has 12 commercial and 27 combination stores, also moved its commercial store in Ogden, Utah, to a larger facility and added retail tire sales. No. 9-ranked Bauer Built Inc., which does business as Bauer Built Tire, opened a new commercial tire center in Mankato, Minn., in January 2017. Bauer Built has 20 commercial and 14 combination stores.

Pete’s Tire Barns Inc. is in the No. 23 spot with 19 combination stores. The Orange, Mass.-based company added more employee training, new aluminum truck wheel polishing equipment and made many upgrades in its two Bandag retread plants.

Outlook is optimistic Investment in buildings, equipment and people suggests dealers are optimistic about the future of the commercial market and their own businesses.

In the last 12 months, Best-One Tire and Service opened a retread plant and commercial outlet in Great Bend, Kan., as well as a commercial store in New Haven, Ind. Says Glesing, “I think the remainder of the year will be strong, and I think 2018 will be strong commercially. I think asset utilization will hover around 90%, I think tonnage will be up, and I’m hoping freight rates will also match the increase in tonnage.”

32

Nebraskaland Tire Co. opened a 12,000-square-foot commercial store in Scottsbluff, Neb., in June. The outlet has two drive-through bays and five employees.

The Best-One distribution network has more than 250 retail and commercial partner locations in the U.S. Partners are store managers who have ownership in their outlets.

“We want the men and women who are running our locations to be stockholders because we believe that if they are, they are more apt to create raving fan customers both externally and internally,” says Glesing. “We continue to grow in our markets, we continue to grow our retread plants, and we continue to grow our fleet customers.”

Graham Tire entered the Fremont, Neb., market in 2016.

“Last year we opened a commercial-only location in Fremont, which is a new area for us,” says Mickelson. “We saw an opportunity in what we think is a good market and a location to grow and expand that commercial business.”

MTD October 2017

Top 25 commercial tire dealers The rest of Graham Tire’s stores have a good mix of both ag and medium commercial, according to Mickelson. “We’re located in many rural markets and the entire agriculture market is very important to us. The ag and OTR tires continue to increase in size and that has resulted in more expensive service trucks and equipment needed to physically handle these products.”

Beasley Tire entered three markets in southeast Texas in 2016.

The company opened combination commercial-retail stores in Pleasanton, Victoria and Corpus Christi to bring its store count to six. “We’re seeing good growth, we’re meeting our targets and we’re happy with what we’re seeing,” says Beasley of his three newest stores. His company, which is part of the Michelin Commercial Service Network, will come close to doubling its revenues from 2016 to 2017.

“Houston is not as dependent on oil as it was 30 years ago.

However, in south Texas we lost a good bit of revenue when the oil market fell about two years ago,” says Beasley. “We’ve been able to recover that and we’ve brought ourselves to be less dependent on oil revenues at these locations. Take it when it’s here and do without it when it’s not.”

Beasley plans to diversify his company’s commercial service offerings at all locations in order to “add to profit opportunities” over the next 12 months.

Hurricane Harvey did not flood any of Beasley’s stores or the new retread plant on the Eastex Freeway in northern Houston. An open house to celebrate the retread plant is set for Nov. 29. “We have a tremendous group of employees, we have good relationships with our vendors, and we’re willing to modify and change with the times,” says Beasley.

McCarthy Tire opened seven locations in 2017, increased capacity in its retread plants and opened an additional retread plant.

Recent acquisitions include the commercial division of Scranton-Dunlop Inc., known in the marketplace as Sandone Tire, in Scranton, Pa., in May. At the end of June, McCarthy Tire purchased P.J. Dooling Tire Co. of Philadelphia, Pa. McCarthy notes, “We now have some of the best talent in

the industrial tire industry working with us. That part of our business is growing, and we see it continuing to grow.”

In August, McCarthy Tire bought six GCR Tires & Service locations from Bridgestone Americas Inc. The stores are located in Baltimore, Md.; Mount Joy, Pa.; Albany, N.Y.; Binghamton, N.Y.; and Horseheads, N.Y. The company, which has 34 commercial and 12 combination stores, is No. 7 in the Top 25 Commercial Tire Dealer rankings.

McCarthy Tire’s geographic coverage extends from upstate New York to Atlanta, Ga. “We’re looking for opportunities within our existing footprint,” says McCarthy.

“A lot of dealers have built great businesses and have no succession coming up. At some point they look to get out.

There are a lot of opportunities for companies like ours to grow.” McCarthy has six fourth-generation family members working in all facets of the business who, he says, “are itching to go for those opportunities.”

All business segments are up in sales year to date. The company has added truck mechanical service at a number of its locations, and its mobile mechanical offering is growing as well.

“More fleets are outsourcing trailer repair and mobile trailer repair and mobile tractor maintenance to us because they have trucks domiciled in an area where they don’t have their own maintenance facilities. And,” says McCarthy, “it’s tough to find good people.

“Everybody is looking for mechanics. In a lot of areas we’ve been able to attract good mechanics, and therefore, we have the people to supply the services our customers need.”

McCarthy is bullish on the future. “I feel there’s going to be more consolidation in our industry, meaning the big dealers are probably going to acquire some of the smaller dealers. Granted, we have competition from truck stops and online companies. Even manufacturers such as Continental are growing their own company-owned locations. But we feel that if we deliver great products and give the best service we’ll continue to grow.” ■

McCarthy Tire’s new Bandag retread manufacturing plant in Wilkes-Barre, Pa., is housed in a retrofitted 75,000-squarefoot warehouse. The company has nine retread plants, and it is ranked as No. 8 on MTD’s Top 100 Retreaders in the U.S.

34

MTD October 2017

®

Top 25 commercial tire dealers BestDrive aims for eight more states by the end of 2018 In the last 12 months, BestDrive LLC has opened a retread plant in Salt Lake City, Utah, and service locations in Columbus, Ohio; Cincinnati, Ohio; Indianapolis, Ind.; Boise, Idaho; and Kansas City, Kan. A grand opening celebration for the newest BestDrive outlet, which is in Denver, Colo., and already open for business, is scheduled for Oct. 27. Counting the Denver store, BestDrive, a subsidiary of Continental Tire the Americas LLC, has 22 commercial tire centers.

MTD asked Managing Director Sonny Simpson what’s ahead for his company and the industry.

MTD: How have your new locations increased retreading capacity and service offerings?

Simpson: The expansion into Utah, Idaho, and Colorado significantly added to BestDrive’s ability to service customers in the western region of the U.S. The only existing BestDrive facility in the West as of last year was the Phoenix, Ariz., location, active since 2012. With the new locations, BestDrive is able to offer near coast-to-coast service for long-haul fleets. And we’re also providing service to the large number of local and regional fleets concentrated in the western states.

The three Ohio and Indiana service locations filled a gap in the in-demand region between the BestDrive retread facility in Taylor, near Detroit, Mich., and its locations in Illinois and eastern Missouri, including one retread plant in Jacksonville, Ill. Approximately 27% of all fleets in the U.S. are located in the Midwest, according to the U.S. Tire Manufacturers Association, so this has been an area where we’ve concentrated to put in greenfield locations.

MTD: Where do you see opportunity?

Simpson: In the West, we are active in replacement off-the-road and industrial specialty tires, something that we didn’t see as much in the East and Midwest. We’re looking to continue to grow that segment. We’re also providing retreading services out of our Salt Lake City location.

BestDrive’s end goal is to provide a nationwide service footprint for long-

36

haul fleets, while also serving the local and regional customers around each store location. By providing new tires and retreads, especially retreads that match the original tire with our ContiTread product line, we’re able to service the entire lifecycle of the tire.

We also help our customers implement the latest technology, something that Continental is Managing Director Sonny Simpson (left) celebrated known for. For example, the opening of the first BestDrive location in Idaho we’ve got the ContiPres- in June with Mike Newberry, Jeff Wolcott, Joe sureCheck tire pressure Shannon (Boise store manager) and Kevin Bowman. monitoring system and Continental’s VDO RoadLog for ELD to have a passion for what you do, a (electronic logging device) Mandate passion to give every customer your compliance. One of our areas of exper- best work on every single tire. tise is helping fleets select the technology that makes sense for their business, MTD: What is your outlook for the to help them achieve their lowest overall industry? driving cost.”

Simpson: Independent tire dealers are Fleets don’t always have time to re- a necessary component of tire distribusearch every piece of new tire-related tion. You can’t only have wholesale distechnology on the market. We know tires tribution, and Continental realizes that. are one of the top costs for a fleet, so We provide service to the customer and any cost-saving technology could be on-the-ground expertise in tire selection interesting to them. Dealers have an and new technology. Sales figures are opportunity to partner with fleets and showing that BestDrive has experienced provide expertise in that area, becoming sustained, continuous growth so far more than just a tire supplier and really and we expect that to continue. We’re providing total tire management. looking to expand into eight additional states by the end of 2018.

MTD: What are the primary challenges My outlook for the independent tire for the industry? dealer and retread industries is posiSimpson: Low-cost imports are the tive. The market saw a high number primary challenge when it comes to of Chinese tires imported last year in our retreading business. Some fleets anticipation of the tariffs. Those tires are now accepting one-time use, lower have a significantly shorter life cycle quality tires, because they are less ex- than a premium tire, and I believe they pensive up front, rather than investing will cycle out pretty soon here. Once that in a quality tire that can serve multiple happens, buying patterns will stabilize. lives through retreading. We also see Some fleets that got burned will go the price of natural rubber continuing back to investing in high-quality tires. to climb, which drives up prices of both And they’ll go back to retreading those new and retread tires, which we know is casings two or three times instead of a challenge for both fleets and dealers. throwing a worn-out new tire into a landBut our biggest challenge is to attract fill. Continental casings, for example, are and retain top talent, to recruit qualified designed so they can be retreaded up professionals. Working in a retread to three times, depending on conditions. facility or service location is hard work; That’s how a fleet will achieve its lowest it’s not fun, it’s not glamorous. You have overall driving cost.

MTD October 2017

Are You The Best Of The Best?

Will You Take Home The First Ever Mr. Tire/Big 3 Commerical Tire Dealer Of The Year Award?

The 2017 Modern Tire Dealer Mr. Tire/Big 3 Commercial Tire Dealer of the Year award is designed to recognize the tire dealership that is quite simply “The Best” among independent commercial tire shops. Modern Tire Dealer is working with K&M Tire to bring you the 1st Annual Mr. Tire/Big 3 Commercial Tire Dealer of the Year Award. The winner will be announced at the K&M Dealer Conference in January 2018.

Winner Receives: 

$2,000 in cash.



$1,000 towards the charity of their choice.



$1,000 towards a physical improvement project at their dealership.



Trophy along with the distinction of being the Mr. Tire/Big 3 Commercial Tire Dealer of the Year.



A feature story on the winning Commercial Dealer in a custom publication distributed at the Dealer Conference.

Nominations* will open on September 15th, 2017 and will be accepted through November 10th, 2017. Please register by visiting the online registration site www.mrtirectdcontest.com and nominate your dealership today! * This contest is for all eligible Mr. Tire and Big 3 Tire dealers only. Winner will be announced at the 2018 K&M Tire Dealer Conference on January 11th & 12th at the Renaissance Schaumburg Convention Center outside of Chicago, IL.

Truck tire brands

Retread plants

Service trucks

2016 estimated commercial sales (in millions)

Points

1. Southern Tire Mart LLC, Columbia, Miss., Thomas and James Duff, owners, www.stmtires.com

80/0

Bridgestone, Firestone, Continental, General, Yokohama, Toyo, Double Coin

17

700

$842

177

2. Best-One Tire and Service, Monroe, Ind., Larry and Mark Zurcher, CEOs, www.bestonetire.com

83/58

Bridgestone, Firestone, Mastercraft, Roadmaster, Continental, General, Michelin, Goodyear, BFGoodrich, Uniroyal, Yokohama, Toyo

17

500+

$425

222

3. Purcell Tire & Rubber Co., dba Purcell Tire and Service Centers1, Potosi, Mo., Roger Lucas, CEO, www.purcelltire.com

50/33

BFGoodrich, Bridgestone, Continental, Dunlop, Falken, General, Goodyear, Hankook, Hercules, Michelin, Samson, Sumitomo, Yokohama

4

216

$350

145

4. Les Schwab Tire Centers Inc.2, Bend, Ore., Dick Borgman, CEO, www.lesschwab.com

0/409

Toyo, Ohtsu, Double Coin, Gladiator, Michelin, Bridgestone, Firestone

3

1,500 $349

167

5. Pomp’s Tire Service Inc.3, Green Bay, Wis., Jim Wochinske, president, www.pompstire.com

42/52

Bridgestone, Firestone, Dayton, Continental, General, Goodyear, Michelin, Yokohama, Kelly, Hankook

16

399

$322

179

6. Snider Tire Inc., dba Snider Fleet Solutions4, Greensboro, N.C., John Snider, president, www.sniderfleet.com

81/0

BFGoodrich, Continental, General, Hankook, Longmarch, Michelin, Toyo, Uniroyal, Yokohama

11

300

$312

173

7. McCarthy Tire Service Inc.5, Wilkes-Barre, Pa., John McCarthy Jr., president, www.mccarthytire.com

34/12

Bridgestone, Firestone, General, Yokohama, Double Coin

9

604

$307

100

8. Service Tire Truck Centers Inc., Bethlehem, Pa., Walter Dealtrey, chairman, www.sttc.com

43/3

Michelin, Yokohama, BFGoodrich, Cooper, Goodyear, Dunlop

4

255

$229

95

9. Bauer Built Inc., dba Bauer Built Tire, Durand, Wis., Jerry Bauer, chairman and CEO, www.bauerbuilt.com

20/14

BFGoodrich, Continental, General, Hercules, Kumho, Michelin, Uniroyal, Ameristeel, Constellation

7

96

$201

67

10. Earl W. Colvard Inc., dba Boulevard Tire Center, Deland, Fla., Earl Colvard, president, www.boulevardtire.com

18/3

BFGoodrich, Bridgestone, Continental, Firestone, General, Michelin, Roadmaster, Yokohama, Gladiator, Dayton

4

152

$175

43

11. Tredroc Tire Services Inc.6, Elk Grove Village, Ill., Tom Bowman, president, commercial operations, www.tredroc.com

29/0

Bridgestone, Continental, Michelin, General, Firestone, Yokohama, Roadmaster, American Omni, Toyo, Hankook

6

270

$174

64

12. Parkhouse Tire Inc., Bell Gardens, Calif., Jim Parkhouse, CEO, www.parkhousetire.com

12/0

Bridgestone, Michelin, Yokohama, Firestone, BFGoodrich, General, Continental, Double Coin, Titan, Solideal, Triangle, Gladiator

3

140

$155

27

13. Redburn Tire Co., Phoenix, Ariz., J.D. Chastain, president, www.redburntireco.com

14/0

Bridgestone, Continental, Double Coin, Firestone, General, Michelin, Yokohama, Roadmaster, BFGoodrich, Dayton

5

105

$110

33

14. McGriff Tire Co. Inc., dba McGriff Tire, Cullman, Ala., Barry McGriff, president, www.mcgrifftire.com

13/0

BFGoodrich, Bridgestone, Continental, Dayton, Firestone, General, Michelin, Uniroyal, Yokohama, Roadlux

2

76

$100

28

15. Bob Sumerel Tire Co. Inc., Erlanger, Ky., Bob Sumerel, CEO, www.bobsumerel.com

12/9

Bridgestone, Firestone, Continental, Goodyear, General, Roadmaster, Yokohama

6

91

$99

39

Rank, company, headquarters, chief officer, website

Commercial-only outlets/combination outlets

2017 Modern Tire Dealer Top 25 Commercial Tire Dealers in the U.S.

38

MTD October 2017

A MILLION LOADS. A MILLION JOB SITES. ONE TIRE BRAND.

Whether they’re working hard coast-to-coast, across town or on the jobsite, Sumitomo tires are trusted by more fleets and owner-operators than ever before. With tires for virtually every application, they deliver long mileage, excellent handling and dependable retreadability at a great price. And for tire dealers and distributors, they deliver profit you can count on. See why at SumitomoTire.com.

For what drives you.

Truck tire brands

Retread plants

Service trucks

2016 estimated commercial sales (in millions)

Points

16. Ziegler Tire & Supply Co., Massillon, Ohio, Bill Ziegler, president, www.zieglertire.com

0/19

Michelin, BFGoodrich, Bridgestone, Firestone, Dayton, Continental, General, Uniroyal

2

80

$98

35

17. Raben Tire Co. LLC, Evansville, Ind., Scott Cisney, CEO, www.rabentire.com

8/11

Michelin, BFGoodrich, Goodyear, Dunlop, Kelly, Continental, General, Yokohama, Pirelli, GT Radial

3

116

$93

34

18. Commercial Tire Inc., Meridian, Idaho, Bob Schwenkfelder, CEO, www.commercialtire.com

12/27

Bridgestone, Firestone, Dayton, Yokohama, Roadmaster, General, Continental

3

141

$84

59

19. Sullivan Tire Co. Inc., Norwell, Mass., Robert Sullivan, president, www.sullivantire.com

15/1

Bridgestone, Firestone, Goodyear, Dunlop, Kelly, Double Coin, API

3

90

$83

34

20. Black’s Tire Service Inc. Whiteville, N.C., Ricky Benton, president, www.blackstire.com

1/23

Goodyear, Dunlop, Kelly, Continental, Roadmaster, Double Coin, Hankook, Falken

1

120

$77

26

21. T&W Tire Inc., Oklahoma City, Okla., Kane Russell, John Theissen and Steve Theissen, owners, www.tandwtire.com

0/15

BFGoodrich, Michelin, Hankook, Yokohama, Uniroyal, Continental

2

60

$74

26

22. Valley Tire Co. Inc., Charleroi, Pa., Jim Stankiewicz, president, www.valleytire.com

11/4

Michelin, BFGoodrich, Continental, General, Yokohama, Sumitomo, Uniroyal, Firestone

1

55

$71

29

23. Pete’s Tire Barns Inc., Orange, Mass., Peter Gerry, CEO and president, www.petestire.com

0/19

Bridgestone, Firestone, Michelin, Continental, Double Coin, General

2

121

$65

29

24. Nebraskaland Tire Co. Inc., dba Nebraskaland Tire, Kansasland Tire and Coloradoland Tire, Lexington, Neb., Gary Wright, president, www.thetirestore.com

4/21

Goodyear, Dunlop, Kelly, Roadmaster, Aeolus

3

64

$60

40

25. Royal Tire Inc., St. Cloud, Minn., Mick Pickens, president, www.royaltire.com

15/0

Bridgestone, Firestone, Michelin, Toyo, Dayton

3

121

$56

33

Rank, company, headquarters, chief officer, website

Commercial-only outlets/combination outlets

2017 Modern Tire Dealer Top 25 Commercial Tire Dealers in the U.S.

1

Purcell Tire & Rubber Co. acquired Phelps Tire Co. Inc.’s eight commercial stores in July 2016. The company’s store total for 2017 includes the 28 Purcell stores located at mines.

2 Les Schwab’s store total does not include 63 member-affiliated dealers.

3 Pomp’s Tire Service Inc. acquired 14 Cross-Midwest Tire Co. commercial stores in November 2016.

4 Snider Tire Inc. acquired 27 commercial locations from Michelin North America Inc.’s Tire Centers LLC (TCi) subsidiary in July 2017.

5 McCarthy Tire Service Inc. acquired six GCR Tires & Service locations from Bridgestone Americas Inc. in September 2017, as well as the P.J. Dooling Tire Co. industrial tire store in June 2017 and the Sandone Tire commercial store from Scranton-Dunlop Inc. in May 2017.

6 All commercial locations using the Belle Tire, Belleroc and Tredroc names rebranded under the Tredroc Tire Services name at the

40

end of 2016. Tredroc Tire Services LLC is a joint venture company owned by Belle Tire Distributors Inc. and Tredroc Tire Services Inc. How the rankings are determined: To be ranked on 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 commercialonly outlet receives two points and each retread plant receives 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.

MTD October 2017

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ST Tires

New RV industry standard will drive a shift to radial ST tires

By Ann Neal

A

s of Sept. 1, 2017, newly manufactured towable recreation vehicles (RVs) with 13-inch and larger wheels must ride on radial, not bias, tires.

A new standard requires conventional travel trailers, fifthwheel travel trailers and folding camping trailers be outfitted with radial tires. The standard may require aftermarket tire dealers to rethink inventories of special trailer (ST) tires.

The Recreation Vehicle Industry Association (RVIA) has mandated that its member companies equip towable RVs manufactured after Sept. 1, 2017, with radial tires. Bias ply tires are not permitted on towable RVs with 13-inch or larger wheels. The standard covers virtually all new towable RV units as the RVIA represents more than 98% of total production of recreation vehicles.

Mandate addresses safety concerns Hopkins says the National Highway Traffic Safety Administration (NHTSA) identified tire failure as a key safety issue for RVs. The RVIA determined the best way to address the issues raised by NHTSA was to ban bias ply tires and provide a 10% reserve weight capacity so tires are not the weakest link in the RV’s undercarriage system.

“We take a look at the rating of the axle and then based on the rating of the axle the tires have to be 10% greater than the axle rating,” says Hopkins.

He says trailer overloading, not tire quality, leads to ST tire failures. “People have a tendency to load recreation vehicles beyond their capacity. They never think about the weight and as a result they overload the wheels and tires on one side of an RV.” The reserve weight capacity requirement also will help prevent tire failures caused by under or over inflation.

The RV market is in its eighth straight year of expansion. The industry expects to ship 472,200 units in 2017, a 9.6% increase from the number shipped in 2016. The RVIA forecasts a new peak in 2018, with production of 487,200 RV units.

Some ST tires are excluded

Photo courtesy RVIA

The new RVIA standard does not apply to tires on utility trailers and enclosed cargo trailers. But Joe Ostrowski says American Kenda Rubber Industrial Co. Ltd., which does business as Kenda USA, is seeing a strong move toward radials in the manufacture of boat trailers and enclosed trailers.

He is sales manager for Kenda’s Americana Tire Division. There are two reasons behind the shift.

“Number one, the pricing has gotten closer between Much of the growth in the RV market is due to strong sales of trailers that can be towed behind an SUV or minivan. The RV industry’s trade radial and the bias. Number two, it’s a perceived association has adopted a standard that requires its member compaimprovement among consumers,” he says. nies equip towable RVs with radial ST tires.

“The tire dealer is going to see fewer and fewer people wanting to see a bias replacement. If conThe standard was developed by the National Fire Protec- sumers look at their camper, it’s going to have radials on it, so tion Association and adopted by the RVIA. Although the they are going to want to stay radial.” standard does not apply to aftermarket tire dealers, Bruce He feels bias tires will “never go away” for the landscaping Hopkins, who is vice president of standards and education contractor, but he expects closed trailer manufacturers will for the RVIA, believes independent tire dealers will follow switch to radials. “I’m dealing now with people making closed his association’s lead. trailers and more and more of them are saying we’re going “There’s no requirement for tire dealers to install replacement ahead with radial because prices are close enough and we radial tires, but I would think they would want to. Trailers, only have to stock one product.” depending on their size, have six, four or two tires. If a trailer Among consumers, “there’s definitely a perceived value in comes in with radial tires, dealers are not going to want to the radial,” says Ostrowski. “You’re going to see more and more replace them with bias tires.” of that; if I were a dealer, I would stock radial.” ■

42

MTD October 2017

Dealer-supplier relationships

Commercial tire dealers want more from their suppliers ‘They need a legitimate partner’

By Joy Kopcha

O

n a scale of 1 to 10, what grade would you give commercial tire makers for the sales and service support they provide your dealership?

Modern Tire Dealer asked that question of commercial tire dealers in a 2015 survey. The result: a middle-of-the-road score of 6.67. (A “1” was very poor, and a 10 was “exceptionally good.”) Dealers with a single store were slightly less impressed with the support than those who operated multiple facilities.

The results showed an opportunity for tire manufacturers to improve, so we took the scores back to them and asked what they’re doing to raise the bar. Here’s what they told us.

John Hull, national truck tire sales manager for Alliance Tire Americas Inc.: For years, Alliance Tire Americas has been the sole U.S. marketing representative of Aeolus truck tires. This year, we added a new truck tire brand, Constellation, which provides dealers with a great line of truck tires at a very competitive price point.

We’re providing choices to our dealers. That’s not only a choice in truck tire brands and positioning, but also the thousands of choices represented by our Alliance, Galaxy and Primex off-the-road tires. Only one of our customers buys just truck tires from us — all the rest sell into the farm, forestry, construction, mining and other OTR markets with at least some of our other brands.

We’re also very flexible. We’re a global company, but we’re flexible enough to sit down with customers to find out what they need. If it’s a program, or a particular size or pattern, we can work with them to make it happen.

We are working hard to contribute to the success of our customers’ businesses. We want them to be able to meet the wide range of needs their customers have, and we want to make sure they can make a good margin selling our tires.

Bryant Davis, vice president of sales for truck, bus and retreads at Bridgestone Americas Tire Operations LLC: We truly believe we have the best dealer network in the industry at Bridgestone, and we are committed to providing products, tools and technologies that will empower our dealers to anticipate and meet the needs of their customer base. Delivering great products will always be important, but we also know that today’s fleet customers are sophisticated. They want actionable information they can use to improve tire performance and drive down costs over time. This is why we are laser-focused on developing solutions that wrap around our best-in-class

44

“A working partnership is what most dealers need,” says Tom Clauer from Yokohama Tire U.S.A. Corp.

product portfolio. Solutions like our BASys Fleet Inventory and BASys Fleet Analyzer 2.0 are great examples of how we help dealers work with their fleet customers to refine and optimize their tire program.

We also believe in keeping the lines of communication open with our dealers, and they have told us they want more face time with our sales force. Just this year, we realigned our in-market territories to ensure that our team is on the ground and meeting with dealers on a consistent basis.

In addition, we continue to invest in dealer training programs to ensure we position our customers to win. The Bridgestone training and development team leverages a variety of on-site and on-demand learning opportunities to ensure our dealers are armed with all of the knowledge needed to serve their customers and close sales.

Last, but certainly not least, we know that Bandag and our retreading program is one of the best assets we have at Bridgestone. As a result, we are investing heavily in Bandag to reinvigorate the retread category. We rolled out a new Bandag logo and unveiled our Bandag Built for Better campaign aimed at amplifying and increasing awareness of the many benefits of retreading. Retreading is a great way for dealers to boost customer loyalty and drive more sales with their customers over time.

Walt Weller, senior vice president of China Manufacturers Alliance LLC (CMA): I believe our individual scores would be significantly higher than this number. Having said that, we do not take this issue lightly and continue to strive to be a reliable supplier that employs highly skilled, experienced, and knowledgeable field people, who offers competitive programs and pricing that allow Double Coin dealers to make superior margins. We provide a product that the dealer and

MTD October 2017

HARNESS THE BUYING POWER OF ITDG

Buy like you have 1,500 stores regardless of how many locations you have! Pricing is just one of many benefits you will receive from ITDG. Our members also enjoy other competitive advantages that make joining the ITDG team a very smart business decision.

ITDG’S COMMITMENT TO YOUR BUSINESS IS STRONGER THAN EVER • The ITDG team, led by Dave Marks, Chris Barry, and Cheryl Bluman, is working hard to continue to add value for all of our products and programs for ITDG members • To best serve the needs of members, we will have offices on both the East and West Coast for maximum efficiency in responding to your requests • We know that this industry is all about people and relationships and we strive to make ours better with our members, suppliers and vendors every day ITDG’S 3 PILLARS OF SUPPORT • Our preferred vendor programs: tires, wheels, equipment, parts, fluids, and much, much more • Our Captive Insurance Program*: better protection with consistent profits to you, the member • Our Internal Financing Program*: a differentiator for our members *Ask about parameters and availability of these programs in your area OUR PROGRAMS PUT YOU IN THE DRIVER’S SEAT, AND YOUR GROWTH INTO OVERDRIVE It’s your business!

• You still make the decisions • From single to multiple locations—ITDG has you covered • You maintain your identity • We work for you, the dealer Consistent, competitive, and compelling pricing with direct access to manufacturer programs

Dave Marks dmarks@itdgusa.com 925-658-0323

Chris Barry cbarry@itdgusa.com 310-251-9528

Dealer-supplier relationships their salespeople can have confidence in whether it is the new United (S) Pte. Ltd.: We have addressed this in three ways: tire performance or the casing for retreading.

First, we recognized that there was a need to improve distriGary Schroeder, director of truck and bus tire business bution of tires as well as supply. So, just over a year ago we for Cooper Tire & Rubber Co.: Supporting our dealers is, purchased Interstate Tire Distributor Inc. , followed by A to Z and always has been, a top priority for Cooper. We focus on a Tire & Battery Inc. and created our own distribution company number of attributes including product quality and technology, — Omnisource. This allows us to supply our customers with product line offering, adjustment policy, fill rate and techni- all of their requirements, including our own brand, Radar. cal support in order to provide a high level of service to our Secondly, we also recognized that we needed to shorten dealers. In addition, we spend time listening to our dealers to the lead time from order to delivery. We now have our own truly understand their goals, thus helping us be more efficient warehouses in various locations in the U.S. to service our in prioritizing our support offerings. dealers and customers in a timely manner.

Jeff Henessee, commercial sales manager for Kumho Finally, we have started offering road hazard warranties and Tire USA Inc.: We continue to cultivate our dealer relation- mileage warranties on many of our Radar products. This gives ships and support their sales teams our dealers peace of mind that we are through consistent sales and product confident in the high quality of the training programs and we develop products that we design, develop and promotional initiatives to effectively manufacture. grow the business.

Bill Dashiel, senior vice president Bill Jepsen, commercial tire sales of the Commercial Tire Division at manager for Kumho: We continue TBC Corp.: TBC Brands LLC has to enhance the service we provide added additional sales personnel for our customers and their sales staff and a sales engineer this past year to through a “solution-based” approach in concentrate on supporting our TBR a highly collaborative fashion. We need customers and to improve our overall to demonstrate our commitment to service level. This has allowed us to building their business by being invenensure that our customers are better tive in helping our customers address aware of the wide variety of products and resolve current business challenges and brands we offer that can help them by creating value-driven programs and support their business and expand on promotions. We consistently engage market opportunities. In addition, with all levels of our customers from we have improved our marketing corporate to field sales personnel at resources and significantly enhanced the store locations. Of course, sales advertising for our Sumitomo and training is an ongoing process as we Sailun TBR programs, support that develop and introduce new truck, bus is directed to help our distributors in and radial (TBR) products and clients business-to-business relationships, and hire new people. to drive more awareness and interest Brad Beall, distribution developfrom end users in these tire brands. ment director for Michelin North Mike Graber, senior manager America Inc.: We are intensely focused Bridgestone: Fleet customers need face time of product planning and technion enhancing the customer experi- with their tire dealers, but they also require cal services for Toyo Tire U.S.A. ence — with large and small fleets and tools and technology, which is a big focus Corp.: We have added sales staff to dealers alike. We recognize our reliance for Bridgestone, says Bryant Davis. our commercial side of the business, on our independent dealer network to enable us to serve our doubling the number of field sales personnel since 2015. The mutual fleet customers. Understanding their business better dealers consistently tell us the best way to support them is and identifying ways to execute our shared objectives is key to be visible at the dealership, riding with their salespeople, to improving the support we provide our dealers. visiting fleets. We have also tried to make ourselves easy to Adam Murphy, vice president of marketing for Michelin: work with by developing simple programs designed to help First and foremost, we have made significant investments to the dealer sell more tires. improve our ability to supply our customers, not just for today, Rick Phillips, vice president of sales for Triangle Tire but in a sustainable way and in a variety of market conditions. USA: Triangle Tire USA was formed about a year ago. The Second, we are making massive investments in our IT systems focus then, and still today, is on the dealers and distributors to continue to improve our ability to connect with our custom- who will deliver our product to the market. Being a relatively ers (fleets and dealers) and become the easiest partner with new company, the first step for us is to build a quality distribuwhom they do business. We believe with these investments, tion network. We are currently talking with the best dealers along with the already recognized quality of our products and in the industry and trying to discern exactly what they need services, we will continue to improve their experience with from their suppliers. Every dealer goes to market a little bit us and earn a greater share of their business. differently, so having a good understanding of what’s important Marcus Hancock, vice president of technology for Omni to them is imperative in order to help them be successful. The

46

MTD October 2017

MOOG ball joints outperform the competition ®

BY MORE THAN

Ford® F-150 Durability Testing

Chevy® Silverado Durability Testing

KEEPS GOING 5X+

MAS Centric Mevotech Supreme

BALL STUD BROKE BALL STUD BROKE BALL STUD BROKE

*

Toyota® Camry Durability Testing

KEEPS GOING 5X+

MAS

BALL STUD BROKE

Centric

BALL STUD BROKE

Mevotech Supreme

BALL STUD BROKE

KEEPS GOING 5X+

MAS

BALL STUD BROKE

Centric * Mevotech Supreme BALL STUD BROKE *Centric part not available for testing.

Independent testing shows that MOOG ball joints outperform the competition by more than 5X. It’s proof that when it comes to durability, our competitors simply don’t measure up. And that won’t surprise professional technicians — they prefer MOOG more than all other chassis brands combined†. They know that when their reputation is on the line, MOOG always goes the extra mile. #partsmatter

*

The results shown are based on independent testing conducted by B83 Testing & Engineering, Inc. on ball joints for a 2007 Toyota Camry, 2013 Ford F-150 and 2007 Chevrolet Silverado. Testing was performed on a Multi-Axial Durability Suspension Simulator to simulate ball joint service life on a vehicle.

†

IMR Research Study 2015

©2017 Federal-Mogul Motorparts LLC. MOOG and MOOG Go The Extra Mile are trademarks owned by Federal-Mogul LLC, or one or more of its subsidiaries, in one or more countries. All other trademarks shown are the property of their respective owners.

Dealer-supplier relationships most important thing we can do right now is listen to what the dealers tell us and respond accordingly.

Tom Clauer, manager of commercial and OTR product planning for Yokohama Tire Corp.: We like to think we rate higher than “middle-of-the-road” when it comes to supporting our dealers, and at least anecdotally, several of our dealers tell us that we are their best supplier. This stems from our willingness to listen to our dealers and act upon mutual best interests. We actively solicit dealer feedback when it comes to new product development and respect the dealer’s position

on the front line of the transaction. Internally, we are focused on training our field personnel to be the best at what they do and attempt to arm them with enough market and product knowledge to be a valuable asset to our customers.

Richard Li, marketing director for Zhongce Rubber Group Co. Ltd. (ZC Rubber): ZC Rubber set up the subsidiary in Walnut, Calif., in order to provide certain technical support, especially the fleet road test, tire performance evaluation and other services. Meanwhile, we are considering introducing ZC Retread technology to the North America market so that the distributors may have more profit from both new tires and retreads. Compared to other suppliers, we admit that we are just starting the support, but we will try our best to catch them.

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48

MTD asked these same manufacturers to identify what tire dealers most often identify as their top need, and how they deliver it. (Note: Goodyear Tire & Rubber Co. packaged its response to both of our questions in a single response, listed below.)

Hull, Alliance: I hear from dealers a lot that they don’t like when manufacturers compete with them or force them to run their business a certain way.

Our bonus programs are voluntary.

We’ve opened more warehouses and set up systems that make it easier than ever to order tires and track shipments. We’ve got good warranties and a customer service team to back them up.

And we’re very deliberate about not signing up multiple dealers in the same market. We want to help our dealers make money and build their businesses.

Davis, Bridgestone: It all comes down to partnership. Bridgestone and our dealers are aligned on this key point: Success is achieved only by collaborating and working together. Our dealers look for us to outline clear and measurable strategies for how we can work together to drive growth and incremental sales.

Weller, CMA: Dealers want confidence in the consistency of product availability, pricing, sales representation, quality, and approach to the market. We strive to provide our dealer customers with confidence in these areas and more by communicating regularly and often.

Schroeder, Cooper: Commercial tire dealers want high quality products they can receive in a timely manner when ordered that allow them to achieve their business and profit goals. At Cooper, we are listening closely to both our dealers and consumers to understand

MTD October 2017

Dealer-supplier relationships their needs and then develop the right products and services to meet those needs.

Brian Buckham, general manager of product marketing at Goodyear: We strongly urge dealers to “think beyond tires” and offer the Goodyear Total Solution — which consists not only of trusted products but also reliable services and management tools to fleets. Goodyear’s Total Solution is designed to drive down fleet operating costs, and we believe it’s the future of the tire supplier-dealer-fleet relationship.

Within the Goodyear Total Solution, one reliable service

that can generate consistent revenue for dealers while helping fleets achieve their goals is 24/7 Goodyear-Fleet HQ Emergency Roadside Service, which has put more than 1.1 million trucks back on the road, with a target roll time of two hours.

Goodyear dealers also have access to the Goodyear Smart Tech App, which gives them visibility into the road service process, while helping drive down roll times even further.

Goodyear also offers a wide range of fleet management tools, including its proprietary Tire Trac online tire management system, which monitors tire installations, performance, maintenance and other key metrics to help fleets make better decisions about their tire assets. Goodyear recently enhanced its Preferred Fleet Dashboard, which extends the same high-level service reporting that large, national account fleets enjoy to dealers’ local book customers.

We continue to enhance Goodyear’s Total Solution to help support dealers’ efforts to lower fleet operating costs.

Henessee, Kumho: Dealers need a true partner that not only provides quality service but stands behind its products and programs and shares relevant market intelligence information that supports future business decisions. We keep our customers abreast of market trends and areas of potential opportunity through U.S. Tire Manufacturers Association data analysis on a monthly basis.

Jepsen, Kumho: They need a legitimate partner that understands their business and has the expertise and knowledge to create solutions and value-added programs to support their sales goals. We leverage geo marketing and fleet lists with customers to help ™ them identify significant opportunities in their markets — some that they may have missed or did not know existed.

We want to ensure that we stay ahead of the game and discover new ways to help Delivering Your Customers‘ Lowest Overall Driving Cost. acquire incremental sales and provide Continental develops pioneering technologies to make trucks safer, more quality products to their customers. efficient and intelligent. With innovative tire technology and digital fleet Beall, Michelin: We are focused on solutions, Continental gives you, our independent tire dealer, the tools to supplying the right tire at the right place. help optimize your customers‘ tire lifecycle management.

We have made and continue to make it abundantly clear to our independent ContiConnect™ is Continental‘s digital tire monitoring platform for dealer network that Michelin is committed to supporting their growth and commercial fleets. Help your customers replace manual and routine investment in the market with tires, tire care with automatic and targeted care to maximize uptime, reduce retreads, as well as a mutual development maintenance time, and improve tire performance. Become their trusted of service offerings. partner in digital tire solutions.

Murphy, Michelin: Our customers want us to help them improve the profitContact your Continental Representative today to learn more! ability of their operations, and a big part Need a Representative? Call 1 (800) 450-3187 of that is helping them simplify their everyday lives. It is with this purpose in Commercial Vehicle Tires | www.continental-truck.com mind that we are making the significant

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MTD October 2017

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Dealer-supplier relationships investments I referenced in making Michelin the easiest partner with whom our customers do business.

In a 2015 survey, Modern Tire Dealer asked commercial tire dealers to rate the Scott Rhodes, vice president of support they receive from tire manufacturers for the commercial truck tires North American sales for Omni they sell. The ratings were on a 1-to-10 scale, where a 1 is “very poor” and a United: From our experience, com10 is “exceptionally good.” The responses of dealers with a single facility are mercial tire dealers need consistency in separated from those who operate multiple facilities. supply, a range that includes long -haul, regional, trailer, wide-base and mixed Rating Single facility Multiple facilities Total service tires, SmartWay verification and 1 – very poor 3% 3% 3% product performance. Domestic supply 2 3% -2% 3 9% -5% for fill-in support, SmartWay verifica4 6% 3% 5% tion on long-haul tires and enhanced 5 13% 10% 11% warranties on product performance 6 12% 21% 17% are all good selling points.

7 12% 30% 20% Dashiell, TBC: Customers are 8 18% 18% 17% looking for consistency in programs 9 18% 12% 15% and a superior supply chain. Our 10 – exceptionally good 6% 3% 5% customers have noted that they are Mean score 6.48% 6.85% 6.67% looking for competitive programs and products that are available when they need it; and they are looking for a supplier with which ers’ businesses and market growth opportunities. We have it’s easy to do business. also simplified many of our programs, and will continue in To make it easier to do business with and to support our these efforts, to allow our customers to better leverage the distributors, TBC Brands has added sales personnel to provide opportunities that we can bring to them with programs that more personalized service, allowing for our sales team to are designed to support their businesses. better understand our customers’ needs and make improved Graber, Toyo: Dealers feel they don’t see their manufacturers’ recommendations on products that support our custom- reps enough. They say the reps are too spread out and usually

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MTD October 2017

Dealer-supplier relationships

John Hull says Alliance Tire’s work with tire dealers is based on a basic premise. “Our business is built on the approach that we’re here to help our customers succeed.”

not available to support their salespeople in the field. We heard them, and added resources on the commercial side to create smaller and more manageable territories. Our field staff focuses on supporting the dealer salespeople by making joint calls and providing product training and performance tracking in the field. We have also recently launched a state-of-the-industry product training website for our commercial dealers.

Phillips, Triangle: The market today is very competitive.

Offering a quality tire at a competitive price has simply become table stakes. It’s the value-added benefits that distinguish tire manufacturers in the market. One thing that is extremely important to dealers is supply. They are trying to manage their inventories and this forces them to rely more on their suppliers. They need to have their orders filled in a timely manner. At Triangle we have made a significant investment in a major mixing warehouse facility in Weihai, China. What this means is, in most cases we don’t need a production run to build the tires before we ship the order. At any given time there are more than one million tires in the warehouse ready to ship immediately. This provides a huge benefit to the dealer.

We’ve also opened our first U.S. warehouse in Tennessee, which makes product more readily available.

Clauer, Yokohama: We believe we have some of the best relationships in the industry and some of the best value-added solutions for our dealers. These value-adds include true market experts in the field and a full-line of long-lasting, fuel-efficient products. Yokohama is committed to bringing new products to the market, and has released several recent products intended to continue to provide a low total cost of ownership. We have also invested heavily in advanced logistics solutions, U.S.-based development, and of course, domestic manufacturing with our new TBR plant in West Point, Mississippi. Ultimately, it’s about listening to the needs of our dealers, leveraging our expertise in the market and responding in a way that ensures their long-term success.

Li, ZC Rubber: The raw material market changed greatly during the past months. The manufacturers, facing the pressure of raw materials, had to increase prices sharply. Then when the raw material prices drop quickly, the high cost inventory in hand is another trouble. ZC Rubber is always working to be a reliable partner of distributors. We will work together to set up the proper strategy, price and inventory for long-term business. ■

54

MTD October 2017

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SmartWay-verified tires

Low rolling resistance SmartWay-verified truck tires double in three years

S

ince Modern Tire Dealer began assembling the list of low rolling resistance truck tires that are SmartWayverified, the number of qualifying tires and brands has increased dramatically.

In the last three years, the number of SmartWay-verified truck tires has doubled, from 612 steer, drive, all-position and trailer tires in 2015 to 1,226 truck tires this year. Compared only to last year, the number is up 23.4%.

The number of brands on the list has spiked as well over the same three-year period, from 193 to 270.

The U.S. Environmental Protection Agency (EPA) says using SmartWay-verified tires can achieve fuel savings of 3% if: All tires are properly inflated, based on the manufacturer’s specifications.

They are used on Class 8, line-haul tractor trailers.

They are used on the axle positions for which verification is specified. (For tractors equipped with 6x2 drivetrains, verified steer or trailer tires may be used on the tag axle with tire manufacturer approval.

Even if low rolling resistance tires are only used on the tractor or trailer, the EPA says there will be incremental fuel savings.

Survey results According to the 2015 Truck Tires and Maintenance Survey, a joint study by MTD and its sister publication, Heavy Duty Trucking, the SmartWay program is not seen by commercial tire dealers as being of significant importance to the fleets they serve. The average importance rating is 4.18 on a scale of 1 to 10. However, the perceived importance is significantly lower among single locations versus multiple locations, suggesting

that it is more important to those who operate larger fleets.

What do fleets think about the SmartWay program? Overall, their average importance rating is 4.01, with the perceived importance significantly lower among small and medium fleets.

SmartWay-verified tires are “exceptionally important”— a 10 ranking — to 22% of the fleets with 100 or more trucks. Another 22% of the largest fleet operators ranked the program a 9. ■

Did you know?

The target test values for SmartWay verification are based on two load range G sizes: 295/75R22.5 or 275/80R22.5.

If the tires are tested in one of those sizes, the tire model also will be verified for the following load range G and H sizes: • 295/75R22.5, • 275/80R22.5, • 11R22.5,

• 285/75R24.5, • 275/80R24.5 and • 11R24.5.

Source: U.S. Environmental Protection Agency

SmartWay-verified list of LRR truck tires, mid-year 2017

56

Brand

Steer

Drive

Trailer

Advance

GL283A, GL282A, GL115S, GL281A, GL116S

GL283A, GL293D, GL282A, GL 266D, GL268D, GL160D, GL281A

GL285T, GL185T, GL155T

Advanta

AV5000S

AV9000D

AV3000T

Aeneas, Hongtu, Huasheng, Humsung, Jinxin, Kapsen, Legion, Road Scenery, Taitong, Terraking, Tudor

HS205

HS208

HS219

Aeolus

ASL67 ECO, HN267 ECO, HN277 ECO, HN257

HN308+ ECO

HN808 ECO

Akuret

DSR266, DSR116, A425, A630, DSR566

DSR266, DSR728, DSR 355, DSR768, A425, DSR566, A305, A310

A530, DSR266, DSR116, DSR669

Allround

BF602, AR602

N/A

N/A

MTD October 2017

Milestar Tires are developed with a focus on superb quality and high performance at an outstanding value. Offering a vast assortment in car, truck, and commercial applications, including niche specialty products, like the rugged PATAGONIA M/T. The PATAGONIA M/T is designed to offer an exceptional balance of on and off-road performance.

ESSENTIALS OF OFF-ROADING Packing all the essential items is usually the first of many steps in planning for your next adventure, whether it’s exploring the wide-open desert of the southwest, fishing in the Colorado River, or a weekend of camping at your favorite spot, being prepared for the unexpected is part

of the trip. One of the most important yet sometimes overlooked tools for a successful off-road adventure are the tires. Tires not only enhance the appearance of a vehicle, they provide ride comfort, traction, and handling.

Looking for the tire that’s best for the job?

obstacles this tire can’t overcome.

The PATAGONIA M/T can get you where you want to go and without breaking the bank.

The PATAGONIA M/T has an array of features designed to tackle these harsh conditions. The tread design is engineered with high void tread blocks, which provide aggressive biting edges, and grip to achieve maximum traction in loose dirt, sand, and mud. The high void also promotes self-cleaning, allowing mud and loose dirt to evacuate the tread void so they don’t stay packed with mud or debris, which can hinder traction. Staggered off-center tread blocks add outstanding lateral stability while enhancing on-the-road performance, making this aggressive tire incredibly street friendly and quiet so that your off-road vehicle can also be your on-road vehicle.

Additionally, the PATAGONIA M/T features a strong 3-ply sidewall* which provides additional protection from impact damage and allows you to air down with confidence to increase the tire’s sure-footedness

The PATAGONIA M/T does more than traverse mud. Its superior traction will tackle the harshest of terrain, whether it’s the desert of Baja California, the red rocks of Moab Utah, or the varying terrain of the infamous Rubicon Trail, there are no *Excludes 31x10.5R15LT 2-ply sidewall

as well as increasing the tread’s contact patch. Integrated stone ejectors protect against stone retention and drilling, another feature to give you peace of mind.

The PATAGONIA M/T is available today in popular high flotation and LT metric sizes from 15 to 20-inch wheel diameters and overall tire diameters up to 38-inch diameter. Future plans include a 40-inch PATAGONIA M/T in the coming months.

Confidence is what you get with the Milestar PATAGONIA M/T.

58

Brand

Steer

Drive

Trailer

Amberstone, Annaite, Guobao, Hilo, Hualu, Qiangwei

660

660, 600

678

Anguangda

N/A

N/A

678

Antyre

TB826, TB835, TB726

TB735, TB826, TB835, TB726

N/A

Aonaite, Constancy, Ilink

Ecosmart12

Ecosmart22

Ecosmart36

Aosen, Dongfeng, Doublestar

DSR266, DSR116, DSR566

DSR728, DSR266, DSR355, DSR768, DSR566

DSR266, DSR116, DSR669

Aoteli

T118, S801, D801

N/A

T116, T801

Aplus

D808, S201

N/A

S205

Archron

T118, S801, D801

N/A

T116, T801

Arisun

CR989, AS600, AS673

CM983, AD737, AD778, AD759

CR915, AT500, AT570, AT563

Armstrong

ASH, ASR

ADH, ADR

ATH

Atlas

STRD09e+, AP100e+, APW09e+ DRV09e+, AT08CCe+ (11R22.5 (315/80R22.5 only), AT08CCe+ and 11R24.5 only) (11R22.5 and 11R24.5 only)

TR09e+

Aufine

AF559

AF559, AU558

ATL3

Auplus, Basoon, Double Happiness, Glory, Sinotire, Toledo, Zeta

DR909

DR920

DR909T

Auready

G605

G609

N/A

Aurora

UFO3, UF04

UZ02, UZ03

UFO7

Autogrip

DR909

N/A

N/A

Aveda

WX811

WX625, WX869

WX811, WX868

Banners

YTH4

YTH6

N/A

Barkley

BL201, BL202

BL801, BL802

BLT01

Benchmark

F816e+, LLA08e+ (11R22.5 and 11R24.5 only)

LLA08e+, LLD37e+, LLA08e+ (11R22.5 and 11R24.5 only), BDL817

BTL811

Bestrich

Ecomaster100

Ecomaster200

Ecomaster300

BFGoodrich

ST244, ST230

ST244, DR454

TR144

Bigstone

BS65

BS69

N/A

Blacklion

BF155 FST, BF156 FST

BD176 FST, BD171 FST

BT166 FST

Boristar, Briway

BS636

BD787

BT838

Boto

BT 212, BT212N

BT556

BT669

Befriend

BF602

N/A

N/A

Bridgestone

R280, R287, R287A, R283A Ecopia, R268 Ecopia

M720, Greatec M835 Ecopia, Greatec, M710 Ecopia, S803Z, S718WZ, S718YZ, R268 Ecopia, M760 Ecopia

Greatec R135 Ecopia, R195, R197 Ecopia, S197

Cachland

N/A

CH312, CH111

N/A

Carbon Series

CS650, CS650

CS900

N/A

Chilong

CA606, CA606+

CA608

CA602

Cocrea

BF602, CR602

N/A

N/A

Companion

WX811

WX625

WX811, WX868, WX869

Compasal

CDP88, CPS21

N/A

CPS25

Continental

HSL1 Coach, HSL2 (replaces HSL), HSL2 Eco Plus, HSR, HSL2+ Eco Plus, HSR1, HSR1 Eco Plus, HSR2, HSR2 Eco Plus, HSR2 SA, Conti EcoPlus HS3, Conti Coach HA3 (315/80R22.5 only), CrossTrac HA3, Hybrid HS3

HSL1 Coach, HDL Eco Plus, HDL2 Eco Plus, HDL2 DL Eco Plus, HDR, HDR1 Eco Plus, HSR, HSR1, HSR1 Eco Plus, HSR2, HSR2 Eco Plus, HSR2 SA, Eco Plus HD3, Hybrid HD 3, HDR2 Eco Plus, HDL2

HTL Eco Plus, HTL1, Conti EcoPlus HT3

MTD October 2017

Mike Rowe Huge Fan of Stopping Sooner

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60

Brand

Steer

Drive

Trailer

Copartner

CPD728

CPD728

CPT128

Cratos

CRD220, CRS600, CRD200

N/A

CRT200

Crosswind

F816e+, LLA08e+ (11R22.5 and 11R24.5 only), CWA202sw, CWA207sw, CWS201sw

LLD37e+, LLA08e+ (11R22.5 and 11R24.5 only) , LDL817, CWD210sw

T810e+, LTL811, CWT209sw, CWT226sw

Cruiser

WX811

WX811, WX625, WX869

WX868

Czeny

CA606+, CA606

CA608

CA602

Daewoo

DWD13

DWD13

N/A

Dailyway

DL205

N/A

HS219

Dayton

D510S, D515S

D610D

D410T, D415T

Delmax

DE012

DE022

DE036

Demeter

NAMA, NF19, NF08

ND06, NF06

NF45

Deruibao

N/A

DRB662

N/A

Diamondback

DBSS6+, DBSS7

DBSD8, DBSD9

DBST6

Double Coin

FR605, RR680, RT600

FD405, FD425, RR680, RT600, RLB450

FT105, FT125

Double Road

DR818

DR819

DR828

Dunlop Tire

SP384 FM

SP456 FM, SP384 FM

SP193 FM

Duramas

STR-150

DRV-150

N/A

Duraturn

DA20, DS28

DA20, DD10, DD13

DT22

Durun

YTH4

YTH6

N/A

Dynacargo

Y201, Y208

Y201, Y101, Y103FE

Y202

Dynamic

DC609, DC909

N/A

DC709, DC757

Dynatrac

ST995, PF460

ST995, PD860

ST560

Eagle Star

N/A

N/A

PT219

Eastup

EU16

EU69

N/A

EBT Dawg Pound

DPT221 Urban Dawg A/P

DPT221 Urban Dawg A/P, DPT 301 Drive Dawg C/S

DPT 101 Trailer Dawg

Eced

BT212, BT212N

BT556

N/A

Exmile

WX811

WX625, WX869

WX811, WX868

Falken

RI109 EcoRun, RI128 EcoRun, RI-130 EcoRun, RI-150 EcoRun

BI887, BI830, EcoRun

RI119 EcoRun

Fargo

FG116 (11R22.5 only), FG216

FG516

FG120 (11R22.5 only)

Firelion

TG766, FL76

TG519, FL59

TG517, FL57

Firestone

FS507 Plus, FS591

FD695 Plus, FD691

FT455 Plus, FT491

Flexxium

N/A

N/A

FT309

Frideric

FA606+, FA606

FA608

FA602

Fronway

HD609, HD909

N/A

HD709, HD757

Fullrun

TB822, TB833, TB822+, TB722

TB733, TB822, TB833, TB822+, TB722

TB798

Fullway

FWAY606A, FWAY606S

FW608 D

FA602S

Furious

F802, F818A

F808

F818

General

S371, S580, S581, S360 (11R22.5 only), HS, RA

D660, S371, S580, S581, HD

ST250, HT

Geostar

G300, G305SW

N/A

N/A

Gladiator

QR55ST-E

QR99PD-E

QR25TR-E, Q35TR-E

Global Speed

GS965

GS969

N/A

GM Rover

GM512

GM522

GM917

Golden Crown

AS678

AD757

N/A

Goldpartner

GP702, GP718A

GP708

GP718

MTD October 2017

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62

Brand

Steer

Drive

Trailer

Goldshell

HD609, HD909

N/A

HD709, HD757

Goldshield

HD609, HD909

N/A

HD709, HD757

Goldstar

GST16

GST18

N/A

Goldway

YTH4

YTH6

N/A

Goodride

CR989 (11R22.5 only), AS678

CM983, CM980, AD757

CR915

Goodyear

G399 Fuel Max, G399A Fuel Max, G662 Fuel Max, Fuel Max LHS, Marathon LHS, Fuel Max RSA

G305 Fuel Max AT, G392 SSD, G392A Fuel Max, G572 Fuel Max, G572A Fuel Max, G572 1AD, G505 Fuel Max, G399 Fuel Max, G399A Fuel Max, G662 Fuel Max, Fuel Max LHS, Marathon LHD, Fuel Max RSA

G316 LHT Fuel Max, G316 Fuel Max DuraSeal, G394SST, Endurance T, Marathon LHT, Fuel Max LHT

Grandstone

GT238, GT178

N/A

GT126

Great Lakes

N/A

GLT Green Drive

GLT Green Trailer

Gremax

GM660

GM660, GM600

GM678

Grenlander

GR612

GR622

GR636

GT Radial

GSL213 FS, GT879, GT279, GT867 size 11R22.5 only

GT669+ FS, GDL617FS, GT688, GDL650FS, GDL651 FS

GT979 FS, GTL922FS

Guangda

N/A

600

678

Haida

HDD728

HDD728

HDT128

Hankook

AH24, AL07+, AL11, AH37

AH24, DL11, Z35A, e³WiDE DL07, DH37

TL 01, e³ WiDE TL07

Hanksugi

HS66

HS66, HS68

N/A

Harvord

HVA28

HVD36

N/A

Haulmax

WX811

WX625, WX869

WX811, WX868

Headway, Hemisphere, Herovic, HA968 Horizon

HD967

N/A

Hemaea

N/A

TRM69

N/A

Hemaer

TRM65

N/A

N/A

Hercules

H-801, H-802, H502, H-309 Eco, H-804 Eco, H902 EcoFT

H-702, H-703, H-704 EcoFT

H-903

Hifly

HH111

HH111, HH312

N/A

Hitec

HT125

HT225

HT356

Huger

HA606+, HA606

HA608

HA602

Hunter

HT925

HT529

HT728

Infinity

LLA08e+ (11R22.5 and 11R24.5 only)

LLA08e+ (11R22.5 and 11R24.5 only), IDL817

ITL811

Inning

DS968

DD398

DT966, DT966T

Intertrac

N/A

N/A

TCHT1

Ironman

I-601, I-109, I-502

I-208, I-370

I-460

Jinyu

FJY588 FST, JF515, JF516

JD571

JT561

Joseben

JA606+, JA606

JA608

JA602

Joytour

GA286

GD365

HS219

Juda

WX811

WX625, WX869

WX811, WX868

Jumbo

AST390, ADM678

N/A

AST619

Kebek

KB205

KB208

HS219

Kelly

Steelmark AGS (11R22.5 and 11R24.5 only)

N/A

N/A

Keter

DR909

KTHD3, DR920

KTHT2, DR909T

Kingrun

TT865, Ecostar110

TT869, Ecostar210

Ecostar310

Kombat

K555

K608

K519

MTD October 2017

64

Brand

Steer

Drive

Trailer

Koryo

KM216, KR122

K516, KR516

KM120

Kumho

KLS02e, KRS02e

KLD01e, KLD02e

KLT02e, KLT12 ecowing

Kunyuan

WX811

WX625, WX869

WX811, WX868

Landy Tire

DS968

DD398

DT966, DT966T

Lanvigator

D808, S201

N/A

S205

Lanwood

LW801

LW902

LW803

Laverock

LKSL606+, LKSL606

LKSL608, LKSL606

LKSL602

Leao

LLF16e+, F816e+, LLF02e+ (315/80R22.5 only), LLA08e+ (11R22.5 and 11R24.5 only), AFE823, LLA18e+ (385/65R22.5 only), LAL800e+ (11R22.5 only)

LLA08e+ (11R22.5 and 11R24.5 only), ADE 822, LLA18e+ (385/65R22.5 only), LDE822 (11R22.5 only), LAL800e+ (11R22.5 only), LLD37e+, ADE837, ADL817

ATE821, LTE 821, T810e+, ATL811

Linglong

F816e+, LLF16e+, LFE823, LLF02e+ (315/80R22.5 only), LLA08e+ (11R22.5 and 11R24.5 only), LLA18e+ (385/65R22.5 only), LAL800e+ (11R22.5 only)

LLA08e+ (11R22.5 and 11R24.5 only), LLA18e+ (385/65R22.5 only), LDE822 (11R22.5 only), LAL800e+ (11R22.5 only), LLD37e+, LDE837, LDL817

LTE 821, T810e+,LTL811

Loadrunner

LR735R

LR835D

LR125T

Long March

LM116 (11R22.5 only), LM 216

LM516

LM 120 (11R22.5 only)

Longfull

LF606+LF606

LF608

LF602

Longway

LDL68

N/A

LTL66

Luckyear, Rockstar, Sangong, Toee

TRM65

TRM69

N/A

Manchester

CS650

CS900

N/A

Marando

MO665

MO669

HK876T

Marvamax

MX965

MX969

HK876T, HK863T

Maxim

WX811

WX625, WX869

WX811, WX868

Maxtrong

MXM65

MXM59

N/A

Michelin

X Coach XZ, XZA3, XZA3+, XZA2, XZA1+, XZA2 Energy, X Mutli Energy Z, X Line Energy Z, X Multi Z

XDA Energy, XDA3, X-One XDA, X-One XDN2, X-One XDA Energy, X Multi Energy D, X Line Energy D, X-One Line Energy D, X Coach XZ, XZA3+, XZA 1+, XZA2 Energy, X Mutli Energy Z, X Line Energy Z, X Multi D, X Multi Z

XTA Energy, XT1, X-One XTA, X-ONE XTE, X Line Energy T, X-One Line Energy T, X-One Multi Energy T

Milestar

BS626SW, BS627SW

BD757SW

BT818SW

Milever

SFR03, SAH01, STR660

SFR03, SAH01, SDR01

N/A

Multirac

Xtrac205, Xtrac12

Xtrac208, Xtrac22

Xtrac36

Nama

NF19, NF08, NF35

ND06, NF06

NF45, NF36

National Gold

SG205

SG208

SG219

Newland

G605

G609

N/A

Nordexx

NXS104

NXD205

N/A

Odyking

OD369, OD205

OD789

OD366

Omni Cargo, Shuma, Super Hawk

HK865

HK869

HK863T, HK876T

Onyx

H0111

HO111, HO312

N/A

Ornet

OR279, OR282

OR866

N/A

O’Green

OG ST50-E

OG PD90-E

OG TR30-E

Pace

PM216

PM516

PM120

Philixx

PA800

N/A

P219

Pirelli

FH:01

TH:01 200, TH:01 212

N/A

MTD October 2017

66

Brand

Steer

Drive

Trailer

Powertrac

Power Pro, Power Contact, Power Steerer

N/A

Confort Expert, Power Trailer

Primeway

N/A

N/A

PW170

Primex

PSR112

PDL222

PTL336

Rapid

T118, S80, D801

N/A

T116, T801

Redsea

N/A

N/A

RS170

Regul

GL282A L.E.T., GL283A L.E.T.

GL282A L.E.T., GL283A L.E.T, GL266D L.E.T.

GL285T L.E.T.

Rhino

RT125

RT225

RT365

Riverstone

RI-104

RI-106

N/A

Roadlux

R116 (11R22.5 only), R216

R516

R120 (11R22.5 only)

Roadmaster (Cooper)

RM180, RM185, RM234EM, RM180+EM

RM851, RM256EM, RM852 EM

RM871, RM872EM

Roadone

LLA08e+ (11R22.5 and 11R24.5 only), F816e+, LFE823

LLA08e+ (11R22.5 and 11R24.5 only), LLD37e+, LDL817, LDE837

LTL811, LTE 821, T810e+

RoadPro

S180 FS

R610FS

R910FS

Roadshine

RS602, RS618A

RS608

RS618

Roadstar

N/A

RS301E

N/A

RoadX

ST355 R3, RH648-R3

CD 880-R3

TR 528 R3

Royal Black

RBK06, RBK88

N/A

RBK12, RBK05

Runking

BT212, BT212N

BT556

BT669

Safecess

SFC76

SFC59

SFC57

Saffiro

SF709

SF606

SF712T

Sailun

S605 EFT, S606 EFT, S665 EFT

S768 EFT, S753 EFT

S622 EFT

Samson

GL283A, GL281A, GL282A, GL115S, GL116S

GL283A, GL281A, GL293D, GL282A, GL266D, GL 268D, GL160D

GL 285T, GL155T

Sayan

SA635

SA835

SA185

Sentry

STR-100

CSD019

TR009

Sierra

SR226, SR359, SR278, SR256

SR336, SR369

SR276, SR826, GT287, SR803, SR803T

Skyfire

SK502, SK518A

SK508

SK518

Slokstone

SK65

SK69

N/A

Starhorse

SH802

SH907

N/A

Stella

ST658, ST658+

ST627

ST668

Sumitomo

ST778SE, ST778A SE, ST709 SE, ST719SE, ST788SE

ST938SE, ST948SE (11R22.5 only)

ST710SE

Summit

SSR1-SWC

SDR1-SWC

N/A

Sunfull

HF111

HF111, HF312

N/A

Sunny

SFR03, SAH01, STR660

SFR03, SAH01, SDR01

STR660

Sunote

SN135, SN665

SN115

SN586

Suo

S102, S118A

S108

S118

Super Cargo

SC02, S100, S300

SC08

SC05 (11R22.5 only)

Supercrown

QT865

QT870

N/A

Superior

STAP-240+, PSTR-450+

LHD840+

TRL-555+

Suretrac

RT298, RT258, RT256

RT389, RT369

RT823, GT287, RT803, RT803T

Synergy

AP400, SP100

DP200

TP300

Tarmacking

TKS02

N/A

N/A

Tauropower

XTHS1

XTD1

XTHT1

MTD October 2017

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68

Brand

Steer

Drive

Trailer

TBB

GR100, GR110

GR320

N/A

Tech King

TCAMC NT

TKAMC ND

N/A

Three-A

T118, S801, D801

N/A

T116, T801

Timax

TX35

TX39

TX37

Tokyo

N/A

N/A

KY170

Topstar

DSR266, DSR116, HK865, DSR566

DSR728, DSR266, DSR355, DSR 768, HK869, DSR566

DSR266, DSR116, DSR 669, HK863T, HK876T

Torch

GA257

Toryo

TR65, WX811

TR69, WX625, WX869

WX811, WX868

Tourtrack

Pilot RS2, Pilots

Intrepid CS2

Pilot TR2

Toyo Tires

M137, M177, M154, M144A

M657, M650, M677

M157

Toyomoto

Trans205

Trans208

N/A

Trailfinder

TFM65

TFM69

N/A

Transking

TG766, Ecosmart12

TG519, Ecosmart22

TG517, Ecosmart36

Triangle

TRS01, TRS02

TRD01, TRD03

TRT01

Triones

T302, T318A

T308

T318

Truckmaster

WX811

WX625, WX869

WX811, WX868

Truckpro

TP245

TP358

TS224

Trustone

YS665

YS669

N/A

Turnpike

HK865, S600, D660, S600+, S690

HK869, D690, S600, D660, S600+, S690, GD267

HK863T, HK876T, S650, GA257

Unigrip

Road Carrier

Road Plus

Road Trail

Uniroyal

RS20, LS24

RS20, LS24, LD10

LT40

United

UT555

UT608

UT519

V-Netik

VK312

VK308

N/A

Vitour

WX811

WX625, WX869

WX811, WX868

Vizzoni

VZ666A

VZ653A

VZ652A

Wanli

SFR01 (315/80R22.5 and 11R22.5 only), SFR03, SAH01, STR660

SFR03, SAH01, SDR01

STR660

Westlake

CR989, CR960A, AS678

CM983, CM980, AD757

CR915, AT566

Windcatcher

ST665

ST669

N/A

Windforce

WD2000, WH1020

N/A

WH1000

Windpower

WSL61 Eco, WSL67 Eco

WDL61 Eco

WTL33 Eco

Wintour

WT606+, WT606

WT608

WT602

Xceed

XD282, XD809, XD201, XD286

XD866

XD276

Yatai

D801

N/A

N/A

Yatone

T118, S801, D801

N/A

T116, T801

Yokohama

RY617, RY023, 103ZR, 101ZL, 101ZL Spec 2, RY087, RY407, RY587, RY587MC2, 104ZR Spec-2 (315/80R22.5 only), 108R

703ZL, TY517mc2, TY517 (445/50R22.5 only), 709ZL, 902L, RY407, RY587, RY587MC2, RY617, RY023, 103ZR, 101ZL, 101ZL-Spec2, RY087, 104ZR Spec-2 (315/80R22.5 only), 108R, 709L

RY407, RY587, RY587MC2, 109L

Zeemax

FSL129, FAR532, FDL230

N/A

FTL331

Zeetex

HT14 extra, ZOR, ZSH

TZ12 extra, ZDR, ZDH (11R22.5 only), ZSH

HT16 extra (11R22.5 only), ZTH

GT287

MTD October 2017

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Commercial tire strategy

Commercial tire strategy TBC relies on its numerous ‘controlled’ brands

By Bob Ulrich

T

he TBC Purchasing Group is responsible for the acquisition of all goods for resale by the sales channel of TBC Corp. As a result, Bill Dashiell, senior vice president of the group’s Commercial Tire Division, not only serves as a commercial tire marketing manager, but also acts as a liaison to the TBC Wholesale Group. Modern Tire Dealer talked with Dashiell about TBC’s commercial brand strategy — yes, it includes refreshing the Sumitomo truck tire brand — and some of the key issues affecting the independent commercial tire dealer.

MTD: Jon Vance, vice president of product marketing for the TBC Brands Division of TBC Wholesale, says the goal of the consumer tire product screen is to occupy every price position across every market segment. In addition, the marketing efforts center on the company’s private and exclusive brands.

What is your commercial brand strategy?

Dashiell: The commercial division is really kind of a hybrid within the purchasing organization, in which we do both

70

“Sumitomo has always been known as a very good performing, consistent program,” says Bill Dashiell, senior vice president of TBC’s Commercial Tire Division.

product marketing and purchasing. As far as the brands and products are concerned, the programming is somewhat similar

MTD October 2017

to our consumer brand strategy. We have our TBC-controlled MTD: There suddenly seem to be new players or playersproprietary or core brands, including Power King for the to-be in the U.S. replacement truck tire market. Do you agree? on-highway truck tire segment as well as some off-highway Dashiell: Certainly in the lower tiers, the decision by the OTR products, and our Harvest King farm tire program. Both International Trade Commission not to impose tariffs on brands are designed more for the value segment of the market. truck and bus tires from China is a big reason for the increased When you look at some of our other products, such as in number of brands. There’s always another brand coming our TBR lines, our offering is very similar to what Jon has. We into the aftermarket, but our goal is to make sure we have have products for multiple tiers, with Sumitomo really being the products that perform in the way the customers expect our flagship brand, a dedicated brand for the North American them to, and the products that are there on a consistent basis market for TBC. We also offer Sailun and then our opening price to allow them to be profitable. ■ point programs, Dynacargo, Advance and Crosswind.

MTD: What about in addition to the TBR and bias truck tire brands?

Dashiell: On the trailer side, we have the Towmax, Trailer King and Towstar brands. Those are all radial programs.

We supply the OE market as well as the replacement market with ST tires. Towmax is our flagship ST program. We’ve offered it for a number of years, and it’s well positioned in the OE market. We also have Power King, which is a predominantly bias trailer tire brand. In the solid tire segment, we have handled the Advance brand for the last couple of years.

MTD: It sounds like you have enough brands not to overlap in any commercial tire dealer’s market.

R Dashiell: The strategy is to be able to provide a solution for our customers when it comes to their product needs.

On the truck side, we really offer what we consider a complete solution for them, whether it be with our reinvigorated Sumitomo flagship brand or a lowerRESET YOUR tier quality product. It was really time TPMS SYSTEM for Sumitomo to come out with some IN LESS THAN new products with real evolutionary 2 MINUTES! changes, not only for Sumitomo, but also in the truck tire segment as a whole. The SCAN performance of the tire and customer the VIN reaction to it has been extremely exciting.

READ We offer a multistep approach in all our sensor RELEARN commercial segments. We give customers TPMS products that will perform at different levels, but also allow them to be able to slot them into where they see each one fits COMPREHENSIVE TPMS SERVICE TOOL the best. We also have the ability to sell different products to different customers in the same market. For example, one customer might have the Towstar while another has the Trailer King, and that helps us maintain exclusivity. And the marketing programs and incentives are the same for all our brands.

The reality is we’re here to service VISIT US IN VEGAS! ateq-tpms.com the customer, because without them SEMA booth #40235 - AAPEX booth #1068 #ateqtpms the programs don’t work.

VT56

www.moderntiredealer.com

71

Commercially viable

Continental farm tires are back T

hirteen years after selling off are made of a patent-pending nylon its agricultural tire segment, material, which will be known as Continental AG is getting “N.flex.” The carcass of tires is made back into the farm tire business with of the specifically-designed nylon the launch of two tractor tires. The and its cords are twisted thousands tires are expected to be available in of times, which Continental says the U.S. by the end of 2017, and by makes the carcass tear-resistant, 2019 Continental says the tires will flexible and elastic. be offered in 100 sizes.

In the Tractor85, Continental “Re-entering the agricultural tire says the N.flex technology prevents business is an important step for us the “flat spot” farmers often expeon the growth path of the tire divi- Continental’s farm tires will be produced in rience in the morning after tires sion,” says Nikolai Setzer, head of Lousado, Portugal adjacent to the company’s have cooled down and the carcass Continental’s tire division. “Over the most efficient passenger car tire plant. By the material stretches and adapts to the past few years, we have been able to end of 2017 Continental says 5,000 tractor tires ground. That flat spot gives farmers successfully expand the specialty tire will be produced in 13 sizes a bumpy ride until the tires warm business with the launch of port and earthmoving tires. The up again. The nylon material shrinks less as the tires heat up, agricultural tire portfolio completes the product range for and stretches less as they cool down. off-road use.”

The bead construction also is different. Continental is using Both the Tractor70 tire and Tractor85 tire are designed to a single core wire, and it’s wrapped around the bead core many be durable, while also offering driving comfort, gentle ground times, kind of like a garden hose. “This single wire core makes handling and traction. the bead much more compact, thus more robust and durable, Tractor70 is a wide tire for gentle ground impact and and facilitates mounting on the rim,” the company says. maximum traction. Tractor85 is an all-around farm tire for The bead technology in the Tractor70 allows a tractor to be comfortable driving in the field and on the road. driven with a heavy load and less tire pressure, which increases The company says both tires feature a new bead technology and the contact surface. ■

Marangoni adds to XP Extreme Performance lineup Marangoni has added the Ringtread RTL SA 16/32 to its XP Extreme Performance lineup of spliceless retreads. The RTL SA includes a combination of Marangoni’s Ringtread technology and innovative compound that will increase mileage and reduce premature wear when used in spread axle or multi-axle trailer applications, resulting in improved tire performance and low tire operating cost. Marangoni says tires on a spread axle or multi-axle trailer are subject to premature wear when cornering due to tires dragging, which causes lateral stress, shoulders twist, scrap, scrub, chip and tear. The RTL SA was designed to help protect the tread and casing from this kind of abuse. The XP Extreme Performance line exceeds the mileage and fuel economy of the original Ringtread line, the company says.

MARANGONI TREAD NORTH AMERICA INC. www.na.marangoni.com

72

TBC introduces the Sumitomo ST788 SE drive tire The Sumitomo ST788 SE steer position tire from TBC is SmartWay-verified. The long mileage tire specifically is designed for line-haul and long distance operations that require superior mileage and a lower cost per mile in their tire programs. The ST788 SE is designed with micro-sipes throughout the tread area and teardrop shaped decoupling grooves that improve wear, retreadability and durability.

The ST788 SE is available from TBC distribution centers in the four main sizes of 11R22.5, 11R24.5, 295/75R22.5 and 285/75R24.5. As an added feature, ST788 SEs in sizes 295/75R22.5 and 285/75R24.5 are available in Load Range H (16PR).

TBC BRANDS LLC www.sumitomotrucktires.com

MTD October 2017

Continental GOLD Program Creating partnerships with Independent Tire Dealers since 2005!

Continental recognizes the importance of independent dealers, which is why we have continued to invest in the GOLD program by adding an extra $4,000,000 in Volume Bonus Payouts for 2017. As a GOLD dealer you will have direct access to marketing support programs that reflect the needs of independent dealers: • RPM program

• National consumer promotions

• Showroom displays

• Engage360

• Total Confidence plan

• Marketing line rewards

• Credit card program

• Elite dealer incentive trip

• Volume bonus

• Dash for GOLD GOLD Dealers who enrolled and participated in the GOLD program prior to January 2016, and have reached their 10% year over year Growth Target by December 31, 2017, will automatically be entered into the drawing for a chance to win the Dash for GOLD! One GOLD Dealer will win a trip for 2 to New York City (airfare and hotel accommodations included)!

PREVIOUS “GOLD MEDAL” WINNERS 2016: Robert Lois - Lois Tire, Burlington, WI 2015: Michael Gabor - W.P. Cooke Tire, Philadelphia, PA 2014: Brent Bonnett - Tower Tire, Pittsburgh, PA 2013: Carl Fifield - Peoria Plaza Tire, Peoria, IL 2012: Peter Gorsky - Stanaford Tire, Beckley, WV Will YOU be the next BIG WINNER?

CONTACT MADONNA CONROY (704) 583-8747 OR EMAIL MADONNA.CONROY@CONTI-NA.COM

Counter intelligence

Branding is a beacon The time is right for you to rethink and rebrand

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his is the first of several articles about I believe any tire business would benefit from branding. One of the world’s more reca strategic branding or rebranding at this time in ognized brands is McDonald’s. Ray Kroc retail history. Customer expectations are changwas an American businessman. In 1954, he joined ing dramatically, and distribution of products is McDonald’s and built it into a global franchise. changing rapidly. A customer can now buy tires TIME magazine included Kroc in its TIME 100: from the worldwide leader in book sales, Amazon.

The Most Important People of the Century.

They can buy groceries, a garden hose, a boxed You might say, “Wayne, what does that have to end wrench and tires from the same company, do with me?” Well, over the next several articles, and have their purchases delivered to a wide I’d like to peer into your tire store and McDonald’s By Wayne Williams variety of places. through a branding perspective. There are many Things are changing, and I think Ray Kroc relevant parallels, and hopefully this perspective will allow has a few good ideas that pertain to rebranding your you and other independent dealers to see and discover business. We better take our brand and our promise very opportunities for increased success. You don’t have to be “seriously.” Our brand promise must come from the leader the best tire dealer in the world, just the best tire dealer of the organization. I’m going to expand on one of Ray’s in your zip code(s). quotes and say that the quality of a leader is reflected in the standards they set for themselves and others. The “others” Quotable Ray Kroc includes employees, neighbors, community, customers, etc.

Ray Kroc was famous for As leadership, we must rewrite a vision with new promises, his very practical and straight- which comes from understanding how to serve others forward quotes and sayings. in your marketing area. These ideas and visions are the Let’s look at a few. foundation for your new improved brand, the new promises you will make and keep daily and over time.

• “We take the hamburger Ray Kroc’s idea is true: If you’re not growing, you’re business more seriously than rotting. We must find new, better, expanded ways to serve anyone else.” others in our communities. Once defined in our hearts • “The quality of a leader is and minds, we create a new brand statement followed by reflected in the standards they a brand strategy. With the speed of change in the retail set for themselves.” market (remember, we are retailers), it’s incumbent on • “McDonald’s is a people us, as independents, to reinvigorate our businesses and business, and that smile on our customers. the counter girl’s face when Unlike larger and often global competitors, as indepenMcDonald’s founder Ray Kroc she takes your order is a vital dents, we have the local knowledge, vision, and flexibility understood the importance of brand strategy and execution. part of our image.” to see and exploit opportunities. The key is having a real • “Luck is a dividend of sweat. brand, not just a good tire store on the corner, but a The more you sweat, the luckier you get.” destination service center. Like Ray Kroc understood, the person working at the counter who greets the customer Simply stated, branding is your promise to your with a smile is an important element in brand execution. customer(s). Branding is a beacon, a true north for busiAs we discuss branding in the coming months with such ness owners, employees, stat holders and participants. topics as merchandising, in-store digital, speed-to-value, Branding guides and redirects a business both daily and and value transparency, it is my team’s goal to inspire you over time. The old saying, “If you don’t know where you’re with great ideas and designs that you might incorporate going, any road will get you there,” is true, and branding into your local brand. Remember this: We are retailers. done right is first and foremost a road map.

Retail is changing at an unprecedented rate, and your ability In my mind, an effective brand starts with the heart and to capture a new vision for the future will determine your mind. A degree of passion and understanding is required, success in your marketplace. and like Ray Kroc said, it should be taken “seriously.”

Winners win! Don’t compromise on a well-articulated Branding is strategy. I’ve heard dozens of tire dealers, brand! ■ men and women, tell me the story of how they got into the tire business, and it often starts with “My dad was Wayne Williams is president of ExSell Marketing Inc., a in the gas station business,” or, “My dad started a small “counter intelligence” firm based in La Habra, Calif. He can retreading shop.” be reached at exsellmkting@gmail.com.

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MTD October 2017

European notebook

Why fix them when you can protect them?

AlloyGators, as an example, protect wheel rims

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s we all know the tire market is big busirising number of enterprising businesses offering ness around the world and none more fitted alloy wheel protection, and one service that so than in Europe. But at the same time, particularly caught my eye was AlloyGator from let’s not forget another highly important product AlloyGator Ltd. of England, which presents an in the automotive market as without it tires would increasingly popular super-tough nylon wheel not be able to function on a vehicle. rim protection system.

Yes, you’ve probably guessed, I am indeed The wheel rim protection unit is easily fitreferring to alloy wheels and over the past few ted between the alloy wheel and the tire and weeks I have noticed in industry news about significantly reduces the risk of inflicting damage an increasing amount of drivers who are driv- By John Stone through hitting curbs and low barriers. It is reasing around with their alloys in a very negative suringly constructed of extremely tough nylon condition. In fact, a recent business survey carried out has that is highly flexible. The unit is professionally fitted by revealed that as many as four out of five cars are displaying way of being locked over 360 degrees using extremely scuffs, scrapes, dents and other unsightly damage to their robust, patented technology. wheels at any one time.

As a point of general reference I looked at what the On looking a little deeper into this issue, I discovered that AlloyGator system has to offer and I swiftly came to the there could currently be as many as 300 million damaged conclusion that it is amazing not many tire dealers or garages alloy wheels in Europe. I have read several articles recently realize the real profit potential of offering such a fitting facility at their premises. At the moment drivers seem to think they cannot prevent damage to their alloy wheels.

However, for what is a moderately low cost they could have a wheel protection unit fitted to each wheel, and the only way (apart from advertising) that the general public is going to become aware is if tire dealers and garages invest in the products on the market. See the video at www.alloygator.com.

I have used AlloyGator as an example, but there are already several other equally impressive brands available.

To gain some initial research on this matter, I have spoken to several leading tire dealership groups in Europe, and the general opinion I am getting is that yes, they are aware of alloy wheel protection products but hesitate in keeping the units in stock as they are not totally convinced their customers would buy them.

According to the manufacturer, the AlloyGator protects Looking at this situation from a marketing point of view, wheels from curb damage. It is made of a super tough it seems obvious that the producers of the wheel protection nylon that is flexible and won’t damage alloy wheels during units are not promoting their products in a high enough fitting, doesn’t affect TPMS and works on run-flat tires. profile to catch the attention of drivers. However, at the which clearly states this situation represents a very sizable same time tire dealers sometimes have to have confidence in and lucrative new business opportunity for enterprising their own judgment to try and educate their customers on tire outlets, garages and workshops throughout Europe. the theory that it’s better to invest in alloy wheel protection I am not talking about the growing number of companies as opposed to keep paying out for repairs. advertising to repair alloys, which can be a very expensive Europe can be a strange place at times, and I’m sure process. At present it is estimated there could be as much that if just one country was to take up the baton of openly as 250 million euros worth of damaged alloys on European supporting the protection of alloy wheels, then other roads, which will cost around 185 billion euros to repair countries would soon follow. ■ and restore to their original condition. This levels out at between 70 euros up to 100 euros per wheel, so perhaps it John Stone has been working within the global tire industry is understandable why a great deal of drivers don’t bother for the past 26 years. In 2004 he launched his own consulting to get them repaired. company, Sapphire Media Services, which caters to business As we say in Europe, “prevention is always the best cure” media clients around the globe. Stone also writes for tire and when it comes to damaged products, and alloy wheels are automotive-related publications in Europe, South Africa certainly no exception. On investigation I found there are a and Asia.

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Discover www.kyb.com

Business insight

Scorpions, frogs and woodpeckers, oh my!

Managing employees can be a tricky part of business

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scorpion asks a frog to carry it across a application, listing his or her skills and experience. river. The frog hesitates, afraid of being And a business that in the interview, asked them all stung, but the scorpion argues that if it about fixing cars or selling tickets. The employee did so, they would both drown. Considering this, didn’t misrepresent themselves, the company failed the frog agrees, but midway across the river the to explore the habits, behaviors and attitude of scorpion does indeed sting the frog, dooming the employee in their past workplaces. Now we them both. When the frog asks the scorpion have a problem. A woodpecker in the workplace; why, the scorpion replies that “it was in its nature someone who has adequate or better skills to do to do so.” the work, so they are valuable (we don’t want to Though the fable is relatively recent, its outlook By Dennis McCarron fire them), but their attitude and belief system that certain natures cannot be reformed was about work do not line up with the company’s common in ancient times as well. The message is the (we want to fire them). Every day, as we try to improve scorpion is fundamentally vicious and will not change. I’d the business, there’s the taka-taka-taka-taka-taka of the like to introduce a fable for woodpecker. Taka-taka-taka-taka. Driving. You. Nuts. the tire and service industry.

The business is now stuck in a very difficult position.

A woodpecker is drum- Talent is very hard to come by, and if fired the employee ming a tree (hitting it repeat- will leave a hole, and work will go undone causing financial edly to communicate with losses. If they stay (and I guarantee this will happen) they other woodpeckers) early will infect good employees with bad habits and beliefs, one morning when a squirrel causing other, good employees to quit to seek better comes out and asks him to working environments. Good employees always quit stop. The squirrel, you see, seeking better, woodpeckers always stay fearing loss of has a busy day and needs paycheck. This also obviously causes financial loss, but its sleep. The woodpecker it’s in the future, so the business always puts off pain later says OK and agrees to stop to avoid pain today. drumming. A few minutes The painful truth: Woodpeckers won’t stop being later, the woodpecker is at woodpeckers without some strong motivation to change. it again. This time, clearly This article is too short to go into all the details, but in our frustrated, the squirrel angrily 20 Group meetings it’s a common conversation on what shouts at the woodpecker, actions need to be taken if you believe that the time, effort “You said you would stop and energy is worth trying to save a woodpecker. Often, the drumming, why did you lie?” value equation equals it was a bad hire and separation is the “I am not drumming,” said best financial decision for both employee and employer. the woodpecker, “I am now The employer should look at improving the interview searching for food.” process (behavioral interviewing is a good start), and Woodpeckers do what the (former) employee should reflect on how their habits woodpeckers do. It’s their and attitudes are causing financial distress to themselves. nature. It’s their behavior.

In 100% of the situations I have encountered regarding When it comes to employees, employee behavior is built woodpeckers, every single time an owner has finally dug up over time, it’s a subconscious, repeated process that gets the courage to oust the bird, the owner says, “I should have dug into a routine, much like a groove in a record. Over done that a long time ago.” And all the employees agree. time, it is extraordinarily difficult to erase that groove and I have never — let me repeat that — never experienced start over. Not impossible, but highly unlikely. Many times, a woodpecker being told to fly the coup and the business a “honeymoon” can occur where a brief period of peace suffering afterwards. Never. is found, but eventually in most circumstances without Now go be a good squirrel, and make sure there are high-level motivational factors, the woodpecker returns some acorns stored away for the winter. And don’t let the to drumming the tree. Or looking for food. woodpeckers hammer your tree. ■ Is this employee bad? Well, that’s the wrong question. It’s judgmental and doesn’t help us along to the best solution Dennis McCarron is executive director of Dealer Strategic for the employee and the business. Let’s take a step back Planning Inc., a company that manages multiple tire dealer and look at the bigger picture.

20 Groups in the U.S. (www.dsp-20group.com). To contact Here we have an employee at the beginning filling out an McCarron, email him at dennis@dsp-20group.com.

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INTRODUCING THE ALL-NEW

The all-new GEOLANDAR M/T G003™ is built to dominate with rock-solid GEO-SHIELD™ technology that delivers strength, crushing performance and merciless traction. And with over 90% market coverage and intimidating good looks, this new Yokohama tire will change everything.

8% LONGER TREAD LIFE

†

2.3 dB QUIETER ON THE ROAD

STOPS 51’ SHORTER ON WET ROADS

All performance results are based on third-party commissioned tests using a pick-up truck equipped with LT265/70R17 LR E tires. Tires were tested against other leading brands under controlled conditions and at various speeds. The data reported at 40 mph for wet braking and 44 mph for interior noise. Individual results may vary depending on vehicle type, tire maintenance, driving style and road condition. For complete test results write to Yokohama Tire Corporation at 1 MacArthur Place, Suite 800, Santa Ana, CA, 92707.

© 2017 Yokohama Tire Corporation

Focus on industry

SEMA Show and AAPEX track the trends Educational seminars present what’s new and what’s next

By Lori L. Mavrigian

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t’s almost time to pack your comfortable shoes and head to Las Vegas. The Specialty Equipment Market Association (SEMA) Show takes place Oct. 31-Nov. 3, 2017, at the Las Vegas Convention Center. The Automotive Aftermarket Products Expo (AAPEX) runs Oct. 31-Nov. 2 at the Sands Expo. These shows are part of Automotive Aftermarket Industry Week (AAIW), which will be attended by approximately 160,000 domestic and international buyers.

The SEMA Show includes the Tire Industry Association’s Global Tire Expo (see our September issue for more information). The SEMA Show will provide attendees with educational seminars, product demonstrations, special events, networking opportunities and more. AAPEX will feature more than 2,200 exhibitors, 5,000 booths and 40 AAPEXedu sessions.

The New Products Showcase at the SEMA Show will feature expanded operating hours and other enhancements to make it easier for buyers to visit.

Performance Pavilion • First-time & featured exhibitors

Here is a list of some of the SEMA Show seminars. See additional details at www.sema.org.

Business Management: •Real Stopping Power: Using MAP and Resale Price Policies to Control Online and Other Discounting •Tales from the Front: A No-Nonsense Panel Discussion on Braking the Resale Price Erosion Cycle • If General Patton ran your business: Tactics for carrying out successful strategies.

• Don’t be a Meeting Hack: How to stay on course and make meetings fun and productive.

SEMA Show info SEMA Show displays will be segmented into 12 sections, and there will again be a New Products Showcase featuring nearly 3,000 newly introduced parts, tools and components.

Here is where to find the 12 show tracks. First-time and featured exhibitors will be featured in the Performance Pavilion and other halls. Note the Tire Industry Association’s Global Tire Expo will be located in the Lower South Hall.

North Hall • Collision repair & refinish • Mobile electronics & technology • Restyling & car care accessories • Tools & equipment Central Hall • Hot Rod Alley • Racing & performance • Restoration marketplace Upper South Hall • Business services • Powersport & utility vehicles • Truck, SUV & off-road Lower South Hall • Global Tire Expo • Wheels & accessories

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Business Technology: • Run Your Business like a Mobile Monster • Powerful Sales and Marketing Trends to Increase Sales • Maximizing LinkedIn to Grow Your Business Finance & Operations • Mobile Monster 101: 3 Key Mobile Solutions: Technology that will help you take the first step to the mobile world or enhance what you have already adopted.

• Maximize Cash Flow and Manage Risk: Secrets of Credit Management Revealed!

• Don’t overpay Your Taxes: An Introduction to the R&D Tax Credit and IC-DISC Export Incentive Industry Trends • Leveraging Vehicles in Operation (VIO) Data to Drive Your Business • Retail Trends... And How They Affect Your Business • Truck and Off-Road Insights, Powered by SEMA’s Light Truck Accessory Alliance • Planning for the Future: New Vehicle Technologies. Retrofitting and installing systems advanced-vehicle technologies.

Marketing & Sales • SNAP! First Impressions and Body Language • Success Signals Body Language in Business: Learn to read the nonverbal cues that can make you more productive.

MTD October 2017

• Creating Profitable Ad Content, presented by SEMA’s Young Executive Network.

• Modern Marketing in a Post-Web World: How to create a positive consumer experience with lasting ties to your brand.

• Improve Your Sales and Customer Loyalty in 30 Seconds!

• Tune Your Brand: Rev Your Brand’s Growth Potential SEMA Data Co-op • Top 10 Tricks to Healthier Data Content: How to turn your data into your number one sales tool.

• Product Data Return on Investment : A business Case for Data Management

Your Business Permanently Profitable by Mike Michalowicz, Profit First Professionals Nov. 3 — The State of Social: What’s Now, What’s New and What’s Next by Corey Perlman, eBootCamp.com Nov. 3 — 6 Keys to Unlocking and Sharing Your Organization’s Engaging Stores Through Social Media by Mike Brown, The Brainzooming Group

Also, SEMA will present its Launchpad, a competition for members under the age of 40 to showcase their businesses. It

Social Media • Working with Social Media Stars: Getting to Know Individual Influencers and How to Work With Them • Unlocking the Facebook Algorithm • #SocialMediaExports: How to Grow Your Follower Count on Social Platforms • Working with YouTube and Facebook Stars to Reach the Next Generation of Automotive Enthusiasts • How YELP has Changed the Trust Landscape in Business Talent Management • Human Resources Hacks: Demystify HR in Your Small Business • Good to Great: Taking Your Career to the Next Level • Landing a Great Job through LinkedIn Tires See the September issue of MTD for a listing of seminars to be presented by the Tire Industry Association as part of its Global Tire Expo.

Vehicle Technology • Advanced Driver Assist Systems: Customizing with Confidence • Performance Branding and Design Forum: Cars and Car Culture • Connected and Autonomous Vehicles: Smart, Cool and Connected Women Driven • Women Only: Gear Up Girl Networking Event, presented by SEMA’s Businesswoman’s Network (SBN) • Women in Leadership Round Table, offered by SBN Keynote & Coffee Sessions Oct. 30 — Max Major, worldrenowned mentalist and magician Nov. 3 — Profit First – How to Make

www.moderntiredealer.com

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Focus on industry also will offer legal and regulatory information with one-on-one meetings with attorneys available, plus a round table offered

by SEMA’s Government Affairs office.

AAPEX Seminar Schedule AAPEX is co-owned by the Auto Care Association and the Automotive Aftermarket Suppliers Association (AASA), the light vehicle aftermarket division of the Motor & Equipment

AAPEX represents the $740 billion global automotive aftermarket industry. It will feature more than 2,200 exhibitors, 5,000 booths, 40 AAPEXedu sessions and draw approximately 44,000 targeted buyers.

Manufacturers Association (MEMA). The AAPEX show will include 40 AAPEXedu sessions in the following tracks.

Remanufacturing Conference • Cleaning Challenges and Their Solutions • Steering System Remanufacturing Trends: A Case Study • Technician Training: Advancing and Protecting your Brand

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• Social + Reputation = Sales!

• 4 Pillars of Sales Success • Change: Are You Managing it or is it Managing You? • Improving Warehouse Efficiency: Best Practices from Outside the Industry • Amplifying Your Brand • Leadership Principles for 2020 and Beyond • Quality Control Isn’t Sexy... But it pays Huge Dividends • Toughest Manager Challenges • Online Search Tools and Marketing Strategies • Social Media for Social Recruiting Service Professionals Program • Leveraging Technology to Streamline Diagnosis and Repair Future Power: Battery & Start/Stop Technology • Shop Technology Time Line: Where is your Shop on the Time Line?

• Working Multiple Generations • Technology and Telematics Forum 5.0 Powered by CARS and ASA • Diagnosing Today’s and Tomorrow’s Turbos • Synthetic Oils: Rejuvenate Your Maintenance Service Business • Motorists Want Their Car Fixed the Same Day – Reality or Myth • Heat Exchange Products and Services for Automotive and Truck Aftermarket Personnel Technology • Advanced Vehicle Technologies • Update on Technology Standards • Disruptive Technologies and Transportation, Are We Ready?

• Rebuilding Hybrid Batteries • ACES and PIES Overview (Spanish)

Industry Trends • 2018 Aftermarket Outlook • 5 Trends in 5 Minutes: Trends Affecting the Aftermarket Environment • Key Trends and Market Shifts for OE

Heavy Duty • Trucking Technologies: Threats and Opportunities for Service • Commercial Vehicle Overview: Inside the Numbers

Business Management • Customer Relationship Management: Using Technology to Support Your Customer’s Staff and Growth

AAPEX’s Young Professionals will present the YANG Town Hall and there also will be a Service Professionals General Session. See more information at www.aapexshow.com. ■

MTD October 2017

TPMS

Volkswagen Passat 2012-2017 There are no sensors installed in the vehicle’s tires SUBJECT VEHICLES: 2012-2017 Volkswagen Passat RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED? No.

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he tire pressure monitoring system (TPMS) in the 2012-2017 Volkswagen Passat is the indirect type, and is included in the software of the anti-lock brak-

www.moderntiredealer.com

ing system (ABS) control module. The system will recognize a slow and gradual decrease in tire pressure on a wheel. The diagnostic trouble code (DTC) memory faults for tire pressure monitoring are stored in the ABS control module. With the help of the ABS speed sensor, the TPMS compares the speed and rolling circumference of the individual wheels. There are no sensors installed in the vehicle’s tires.

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TPMS Rolling circumference of a tire may change due to: • Insufficient tire pressure.

• Structural damage on tires.

• The vehicle is loaded heavily on one side.

• One axle is heavily loaded (i.e., when pulling a trailer).

• When snow chains are used.

• When a spare tire is installed.

• One wheel is replaced.

TPMS warnings are shown via a TPMS indictor light on the instrument panel. When the low tire pressure warning light comes on, air pressure of all tires should be immediately checked and adjusted to the specified pressure. Reset the TPMS. If the light is still on, there is a malfunction in the TPMS. See the appropriate manufacturer service information.

If the anti-slip regulation (ASR)/electronic stability program (ESP) control lamp or the traction control indicator lamp indicates a malfunction in the ABS system, then the TPMS indictor light will also illuminate. A malfunction in the tire pressure monitoring system has not been stored. The TPMS indictor light cannot be turned off by pressing TPMS SET Button. See the appropriate manufacturer service information.

Artwork courtesy of Volkswagen

Tire pressure monitor warning indicator

Figure 1: Identifying the TPMS set switch.

be reset. When the low tire pressure warning light comes on, immediately check the air pressure of all the tires and adjust them to the specified pressure. Reset the TPMS. Ensure that warning indicators are not displayed.

Reset procedures NOTE: Whenever a wheel is changed or replaced, tire pressure adjusted, or the tires rotated, the TPMS needs to

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Tire pressure monitory system reset CAUTION: DO NOT reset the TPMS until all problems are fixed and tire pressure in all tires has been adjusted. If the reset procedure is done when the tire pressures are incorrect, the TPMS will not work properly and may not set an alert when a tire pressure is low or high.

1) Set the tire pressure of all wheels to the specified pressure.

2) With the vehicle stopped and the parking brake applied, turn the ignition switch to the ON position.

3) Press the TPMS SET button (located inside the glove compartment) until an audio signal is heard. The signal confirms the basic setting.

Demounting/mounting procedures CAUTION: The tire should be demounted from the wheel using the tire changer manufacturer’s instructions.

NOTE: The vehicles is equipped with an indirect TPMS. The indirect system does not use tire pressure sensors installed on the four wheels.

NOTE: Whenever a wheel is changed or replaced, the tire pressure is adjusted, or the tires are rotated, the TPMS needs to be reset. See “Reset procedures.” ■ Torque specifications Component Ft.-lbs. (N.m) Wheel nut 103 (140)

Information for this column comes from Mitchell 1’s “Tire Pressure Monitoring Systems Guide” for domestic and import vehicles.

Headquartered in Poway, Calif., Mitchell 1 has provided quality repair information solutions to the automotive industry for more than 80 years. For more information, visit www.mitchell1.com.

For archived TPMS articles, visit www.moderntiredealer.com.

MTD October 2017

Products Tireco adds Grantland AP to the Milestar brand Tireco’s new Milestar Grantland AP light truck tire is available in 25 sizes. The company says the Grantland AP is engineered to provide a dependable low-maintenance driving experience for full size pickups and sport utility vehicles. The latest in silica-enriched, tire compound technology enhances traction and improves tread wear. The tread pattern incorporates optimized angled grooves and directional siping for enhanced wet-weather handling. The Milestar Grantland AP tire is available with Q and T speed ratings in 15 – to 20-inch sizes with P-metric and LT applications. It is backed by a 60,000-mile limited tread wear warranty.

TIRECO INC. www.tireco.com

Rotary Lift unveils mobile remote-control lift Rotary Lift has added a wireless, remote-controlled mobile lift column with a rated lifting capacity of 14,000 pounds to its product line. The new Mach 14 Flex powered by RedFire lift is available in configurations of two, four, six or eight columns, providing a lifting capacity of 28,000 pounds per axle and up to 112,000 pounds total. The company says it can be used to lift most medium-duty and heavy-duty vehicles. Using the remote, technicians can control the synchronized mobile columns from anywhere in the service bay. Rotary Lift is a Vehicle Service Group (VSG) brand.

ROTARY LIFT www.rotarylift.com

VDO window lift assemblies are ready to install VDO OE-quality power window lift assemblies from Continental Commercial Vehicles & Aftermarket come complete with motor and regulator. They are ready to use out of the box for fast, hassle-free installation.

The power window lift assemblies meet or exceed OE standards for fit, performance, and reliability, and are competitively priced against OE dealer units, according to Continental. The VDO power window lift assemblies feature superior components including long life motors, gears and housings for long service life. The product line offers wide coverage for imports and domestics.

Motors, regulator and gears are also available individually.

CONTINENTAL COMMERCIAL VEHICLES & AFTERMARKET www.usa.vdo.com

New Steelman sockets are for damaged or distorted caps JS Products has introduced three Steelman “half size” impact flip sockets for damaged or distorted caps. The three part numbers are 1/2-inch drive impact flip style for use with extended anvil impact wrenches or with an impact extension. The new half-size impact flip sockets also featuring a thin wall design and are covered by the Steelman lifetime warranty. The part numbers are 60187: 21.5mm x 22.5mm; 60230: 21mm x 21.5mm; and 60231: 22mm x 22.5mm.

JS PRODUCTS INC. www.jsproducts.com

IPA introduces portable fuel transfer and filtration system Innovative Products of America (IPA) has introduced the Pneumatic Fuel Tank Sweeper, a portable unit for servicing construction, agriculture, rental equipment and power systems. The company says the Pneumatic Fuel Tank Sweeper is a complete turnkey system for removing debris, impurities and water from contaminated diesel fuel, fuel oil and kerosene. The Pneumatic Fuel Tank Sweeper incorporates a spill-free, drain-down design with custom accessories such as a flow-through brush. The unit can be used to bulk transfer or filter/polish diesel fuel, fuel oil and kerosene on fleet trucks, off-road equipment and stationary holding tanks.

INNOVATIVE PRODUCTS OF AMERICA INC. www.ipatools.com

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Mahle has new TechPro Kit for commercial vehicles Mahle Service Solutions’ new TechPro Diagnostic Systems VDS Combo Kit includes components to diagnose and repair both light and commercial vehicles. Mahle says the new kit is ideal for mixed fleets and municipalities that service a variety of vehicle sizes. The VDS1000HD provides more than 54,000 heavy and medium-duty fault codes with detailed OEM-level component and trailer descriptions. Mahle says the TechPro VDS1000HD automatically detects all the components that are custom installed in a commercial vehicle. The VCI1000HD adapter is fully RP1210c and J1939 type 2 compliant MAHLE SERVICE SOLUTIONS www.servicesolutions.mahle.com

MTD October 2017

SEMASHOW.COM

DON’T MISS THE INDUSTRY EVENT OF THE YEAR

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The is dominaang the TPMS market with its ame-saving features and funcaons. It’s easy to use right out of the box, and you can expect funcaons such as: check TPMS system, service TPMS, program sensors, search vehicle history, tool training and are tread reading.

Powerful features, such as the VIN scan barcode reader, reads a vehicle's make, model and year in seconds. The colorful 4.3” on-screen display helps you navigate through the tool with its icon-based menu, TPMS training, step-by-step relearn procedures and OBD locaaons.

With the best vehicle and sensor coverage on the market, you can service Domesac, European and Asian TPMS systems in a flash. Endorsed by thousands, and with a plaaorm of conanuous development, we gua guarantee you will love this tool.

VISIT US IN VEGAS! SEMA booth #40235 - AAPEX booth #1068 #ateqtpms

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ateq-tpms.com

MTD October 2017

POWER PRODUCTS

The Farming Tire You Always Desired Less soil compaction, reduced operating costs, higher load capacity, no need to purchase specific rims, nor to change the inflation pressure between working in the fields and road travel. These are just some of the features of the new Agrimax V-Flecto.

The agricultural market is drastically changing, revolutionizing rules that just a short while ago appeared to be stringent and unchangeable. All segment sectors are experiencing an exponential technological growth that crosses over all areas, pointing users towards high-quality products and “combined” solutions able to streamline work and increase productivity.

A clear example of this phenomenon is Agrimax V-Flecto, a complete product to further enrich the BKT Agrimax line, improving tractor performance on all kinds of terrain.

Agrimax V-Flecto is the first BKT tire that uses NRO Technology (Narrow Rim Option).

Synonymous with strength and power, this tire also offers a life cycle that is at least 10% longer than its standard equivalent, thus optimizing overall management and maintenance costs.

The ultra-resistant casing and the special reinforced bead make Agrimax V-Flecto perfect both in the fields and during road transfers without changing the inflation pressure along the way.

One of its greatest strengths, indeed, is the ability to maximize the load without having to change the inflation pressure, regardless of the speed, managing to transport 40% more weight compared to a standard tire of the same size and with the same recommended rim. At the same time, this tire reduces soil compaction – a crucial requisite to preserve the intactness of the soil – thanks to a streamlined footprint and a 10% larger tread profile.

Another plus of Agrimax V-Flecto is the outstanding driving comfort, thanks to the optimized new lug angle design, which greatly reduces vibrations and noise during road transfers.

This real high-tech tire is the result of truly listening to and focusing on the operator, enhancing the value of the equipment itself. A brilliant example of the constant commitment in the area of Research & Development that has distinguished BKT ever since.

Call your distributor for availability and information or call BKT USA, Inc. at 330-836-1090.

BKT USA, Inc. 2660 West Market Street, Suite 100 Fairlawn (Akron), OH 44333 bkt-tires.com www.moderntiredealer.com

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G-MAX ™ AS05

AltiMAX ™ RT 43

Grabber ™ UHP

A bold ultra-high performance tire offering all-season traction. Smart technologies provide visual wear alerts, performance in all seasons and longer tread life.

A smarter tire for a smarter driver.

An all-season touring tire designed for a quiet, comfortable ride in combination with all-season traction and enhanced with even treadwear and extended treadlife.

Emphasis on traction, handling and control. The advanced sound-reduction technology and continuously varying groove angles work together to reduce noise and deliver an impressively quiet ride.

Grabber ™ HTS 60

Grabber ™ APT

Grabber ™ AT 2

The tough highway-terrain, all-season tire that provides the perfect synergy of comfort, durability and performance for light trucks, SUVs and crossovers.

A strong and durable all-purpose-terrain tire providing competent all-terrain off-road capability, balanced with excellent on-road performance, designed for all weather conditions.

Provides outstanding traction and confidence no matter the road surface. An aggressive self-cleaning tread pattern enhances off-road and wet traction capabilities while offering a quiet ride on the highway.

Grabber ™ X3

Grabber ™ HD

Arctic lineup

A bold mud-terrain tire that delivers extreme off-road performance in mud, dirt and rocky terrain. Comes with 3-ply durability and balanced with impressive on-road performance.

A heavy duty all-season tire for commercial light trucks and vans that delivers long even tread life, durability, confident traction and handling.

The AltiMAX ™ Arctic12, Grabber™ Arctic and Grabber™ Arctic LT are winter tires that offer outstanding traction in snow, ice and wet conditions for passenger, CUV, SUV and light truck applications.

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Hunter Road Force® Elite can help you solve customer ride complaints www.hunter.com/mtd

Matthews Automotive wanted to provide customers the best in diagnostic wheel service. With the Road Force® Elite wheel balancer they eliminate wheel-related vibrations to ensure their customers leave with a ‘new car’ ride.

maintenance and auto repair center Since 1999, we have been a full-service preventative and have increasingly dealt with in the Salem, NY area. We see all makes and models specialty wheels and tires. we were having difficulty with our old We decided to invest in the Road Force® Elite when we would waste time and weight trying balancer chasing weights. With our old balancer, features are unmatched including Elite Force® Road The balanced. to get the assemblies the Hammerhead® laser. These the Road Force® Measurement, SmartWeight® and and save us time and labor. Now, the advancements have made our shop more efficient they love using the Road Force® technicians are no longer frustrated by our equipment, Elite. that ‘new car’ ride is the quality service we But most of all, being able to provide customers demand from ourselves and from our equipment. of the Road Force® Elite when I got a Personally, I experienced the exceptional quality wasn’t able to get them balanced with new set of Continental tires for my 2013 BMW. I not get rid of the wheel vibration. I our old shop balancer, no matter what I did, I could them if they had a Road Force® balancer. took my vehicle into a local dealership and asked mounted my new tires, got rid of the They performed a Road Force® measurement, match dealership with a smooth ride. That gave vibration immediately and I drove away from the needed to invest in the technology of the me the real-world experience to convince me we Road Force® Elite.

“

With our old balancer, we would waste time and weight trying to get the assemblies balanced. The Road Force® Elite features are unmatched — especially the Road Force® Measurement and SmartWeight® technology.

Adam Matthews - Owner - Matthews Automotive

”

receive calls from our representatives We know we can count on our Hunter team. We on top of it any time we have an issue or asking how everything is going and they are right resolved. a question. They always are quick to get any issue

Adam Matthews Owner, Matthews Automotive

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Black Card Rewards Earn $ rewards quarterly on a Kenda Traction Black Card.

CO-OP Rewards/Point-Of-Sale support Earn co-op rewards that you can use for in-store advertising or promotional giveaways via the Kenda Store online.

Marketing Portal Access to Kenda branding tools such as product images, logos and our digital catalog.

Dealer Locator Customers using the dealer locator on KendaTire.com will be guided to your store.

Global Brand with Local Support New products are being designed for North America in the new technical center in Akron, OH while Kenda USA’s HQ in Columbus, OH features an experienced field sales team and support staff .

In-Demand Products Our Passenger and LT tires are designed to give your customers solid performance at a great price. Associate Dealers also have access to branded specialty products with many O.E. fitments such as Trailer Tires, ATV, Lawn & Garden and Golf.

Learn how you can become a Kenda Traction Associate Dealer at KendaTraction.com or visit us at SEMA Booth #41079. www.moderntiredealer.com

Earn More in 2018!

Associate Dealer Program

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Ad index When you contact one of our advertisers please be sure to mention you saw their ad in Modern Tire Dealer Advertiser 31 Incorporated Aftermarket Auto Parts Alliance Inc. ANCO ATEQ Atturo Tire Corporation Autel Diagnostics Bartec USA BKT USA Inc. Blackburn OEM Wheel Solutions CEAT Specialty Tyres Limited Continental Tire the Americas LLC Continental Tire, Commercial Vehicle Tires Falken Tires Gaither Tool Company Inc. Greenball Corporation Hankook Tire America Corporation Hercules Tires/Commercial Specialty Products Hunter Engineering Company Independent Tire Dealers Group K & M Tire Inc. Kenda Tire USA Kumho Tire USA Inc. KYB Americas Corporation Linglong Americas Inc. Marangoni Tread North America Inc. Maxxis International-USA MOOG Steering & Suspension Nexen Tire America Inc. Nitto Tire U.S.A. Inc. Nokian Tyres Inc. Pirelli Tire LLC Rotary Lift Schrader Performance Sensors SEMA Show Sentury Tire Americas STEELMAN Select TPMS, by JS Products Sumitomo Tire Sumitomo Tire TBC Brands Tireco Inc. Toyo Tires Triangle Tire USA VDO TPMS Replacement Parts Vee Rubber America Inc. Wagner Brake Products Wagner Lighting Yokohama Tire Corporation ZC Rubber America Inc.

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Website www.31inc.com www.alliance1.com www.ancowipers.com www.ateq-tpms.com www.atturo.com www.autel.com www.bartecusa.com www.bkt-tires.com www.blackburnwheels.com www.ceat.com www.continentaltire.com www.continental-truck.com www.falkentire.com www.gaithertool.com www.greenball.com www.hankooktireusa.com www.herculestires.com/specialty-commercial www.hunter.com/mtd www.itdgusa.com www.kmtire.com automotive.kendatire.com www.kumhotireusa.com www.kyb.com www.linglongtire.com www.na-marangoni.com www.maxxis.com www.moogparts.com www.nexentireusa.com www.nittotire.com www.nokiantires.com/dealer www.us.pirelli.com www.rotarywheelservice.com/mtd www.schraderinternational.com www.SEMAshow.com www.senturytireusa.com www.steelmanselecttpms.com www.sumitomotire.com www.sumitomotrucktires.com www.tbcbrands.com www.tireco.com www.toyo.com www.triangletireus.com www.redi-sensor.com www.veerubberus.com www.wagnerbrake.com www.wagnerlighting.com www.yokohamatire.com www.arisuntires.com

MTD October 2017

Advertising information (330) 899-2200 ext. 2217, FAX (330) 899-2209

MTD Classifieds

Used Tires For Sale

USED PASSENGER TIRES All Sizes Available KY, TN, GA & AL TRAILER LOADS AVAILABLE

JR’s Tires • (423) 494 0292

2017-18 ADVERTISING DEADLINES

December Issue closes Nov. 15th January Issue closes Dec. 15th February Issue closes Jan. 16th

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information MTD Classifieds Advertising (330) 899-2200 ext. 2217, FAX (330) 899-2209

Tools & Equipment Tire Dealer Tools & Equipment Air Tools • Battery Chargers Compressors • Hose Reels Impact Sockets • Jacks Lube Equip • Tire Equip

For FREE Catalog Call 800-772-0863 www.wesbrooksinc.com

2012 Sheppard Access Rd. Wichita Falls, TX 76306

Specialty Tires

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ALL SEASON. ALL EVERYTHING. Kenda Vezda UHP A/S KR400 All-Season Ultra High Performance Tire

Outstanding performance and value as a first replacement tire for coupes, sports cars and sedans.

50K Mileage Warranty 43 Sizes Available Eligible for Kenda Traction Rewards 500 AA A UTQG 16”, 17”, 18”, 19” & 20” Learn how you can become a Kenda Traction Associate Dealer by contacting KendaTraction@KendaUSA.com

/KendaTiresUSA

/KendaTire

Automotive.KendaTire.com

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