Modern Tire Dealer - October 2019

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ALL NEW MUD TERRAIN TIRE

The Industry’s Leading Publication October 2019, Volume 100, Number 10

F E AT U R E S 36

DEPARTMENTS 4 Editorial

20

Eliminating vibrations

22

The evolution of ADAS training

Pearls of wisdom: Timeless advice from past Dealer of the Year Award winners

6 moderntiredealer.com

News and navigation tools for MTD’s website

Is the advance toward autonomous vehicles inevitable?

26

Too stubborn to quit

34

Past, Present, Future:

8 News/Views

‘We have to cut this off at the pass:’ Aftermarket demands that carmakers share access to vehicle data

16 Your Marketplace

Impending new tariff puts domestic manufacturers in a net positive position

18 Numbers that Count

Relevant statistics from an industry in constant motion

68 20 Group Insights

Be prepared for a downturn: Take action now to “recession-proof” your business

36

74 Mergers and Acquisitions

‘The devil is in the details:’ Four factors that will enhance the customer experience

84 TPMS

Chevrolet HHR and Malibu, 2007-16

92 93 104 105

Products Power Products Ad index Classified

Modern Tire Dealer is a proud member of:

w w w . M o d e r n T i r e D e a l e r. c o m

Acquisitions, expansions mark year of rapid change

46

Past, Present, Future:

56

Key to efficiency

58

AG Tire Talk: What warranty and why

All-season, all the time? Demand for all-season tires grows in Europe

Learn what the future holds for automotive repair shops

Commercial Tire DealerTM

2019 MTD Top 25 Independent Commercial Tire Dealers in the U.S.

78 European Notebook

Focus on Industry 80 At the AAPEX

Free Service Tire Co. Secrets to 99 years of success: Lewis Wexler Sr. always stayed close to his customers

42

Don’t leave money on the table: Vehicle inspections can boost revenue, business value

76 Business Insight

Family keeps Lewis General Tires going for 100 years

Top 25 commercial tire dealers continue to invest while fending off competitors

70 Business Insight

DIFM vs. DIY: How to handle the in-between customer

Ice Performance Tires & Wheels purges problems early

Night and day changes Compared to 1996, retreads — and retreaders — are better than ever

Using the fundamental principles as a guide any retreader can affect an ideal layout for his shop

Know the workmanship and materials, stubble protection and field hazard coverage inside and out

66

Commercially Viable

3

Editorial

Pearls of wisdom

TIMELESS ADVICE FROM PAST TIRE DEALER OF THE YEAR AWARD WINNERS By

Mike Manges

O

ne of the most gratifying aspects of working at Modern Tire Dealer has been getting to know past Tire Dealer of the Year Award winners. That includes discovering how these remarkable individuals have grown their businesses.

Some started with next to nothing, like the late Les Schwab, our 2000 Tire Dealer of the Year Award winner, who sold his first tire out of a 1,400-square-foot shack that lacked running water.

Others, like John McCarthy Jr., this year’s Tire Dealer of the Year, built already-thriving, family-owned dealerships into much bigger enterprises. (I urge you to read MTD Senior Editor Joy Kopcha’s excellent article about John in our September 2019 issue.)

Each of our past Tire Dealer of the Year Award recipients — MTD established the program in 1993 — blazed his or her own trail and can truly say, as the old song goes, “I did it my way.”

But I suspect these pioneers also share a lot in common with you, particularly when it comes to the choices and challenges that everyone who sells tires inevitably faces.

For example, at one point or another, you might have considered adding a new location. (Some of you have successfully done so many times over.) In 2014, MTD Tire Dealer of the Year, the late Bruce Halle, then-chairman of Reinalt-Thomas Corp. — you know the business better as Discount Tire or America’s Tire — revealed what his team looks for when scouting new store locations.

“We study all demographics: population within three miles, five miles, 10 miles; income levels; number of cars per household — all of that,” he said. “Then, of course, you have to go see the site. And it has to be in an area where people will go to buy merchandise, not just drive by. I like to be close to a Walmart or Target. Home Depot and Kohl’s are OK, but the Walmarts and Targets sell groceries, and people go there every week.”

Bruce knew a thing or two about opening stores. Discount Tire’s empire has grown to include more than 1,000 locations throughout the United States.

With a possible economic slowdown around the corner, it could be tempting to drop prices on some of the automotive services that your dealership offers. Bill Williams, chairman of Jack Williams Tire and MTD’s 2006 Tire Dealer of the Year Award winner, advised against it.

“A lot of my competitors, as soon as their car count goes down, put up signs that advertise $9.95 oil changes,” he said. “I say, ‘This guy must not be doing very well.’ Consumers aren’t stupid. When

they see someone selling an oil change for half or a third of what the real value is, they know it’s a gimmick. I’m not saying you have to concentrate 100% on tires. But if you build traffic with tires, service work will come automatically.”

Capturing a fair rate has worked well for Jack Williams Tire. The dealership, now in its 90th year, continues to expand and diversify.

How do you ensure that your employees know what’s expected of them? John Marshall, 2003 Tire Dealer of the Year and vice president of Grismer Tire Co., shared his thoughts on the subject.

“I’ve often wondered how many people get up in the morning and say, ‘You know, it’s a beautiful day. I’m going to go to work and do something dumb?’ Nobody does,” he told us. “Yet you talk to some employers and that’s what they feel like their employees are doing. Whose fault is it? There’s a good chance the employer hasn’t trained them. And there’s probably a very good chance that the employer hasn’t sat down and thought out what he or she really wants their personnel to do. Most people will respond if they feel what you’re asking is fair, if you aren’t arbitrary and if you’re consistent.”

John continues to focus on employee training while searching for new talent in novel places. (Grismer Tire offers reimbursements for students who complete an automotive repair program at a community college located in the dealership’s hometown of Dayton, Ohio.)

And on a more philosophical note, the late Paul Zurcher, founder of Best-One Tire & Service and our 2005 Tire Dealer of the Year, shared his thoughts on leadership, a topic that I’m sure resonates with you.

“If you look at why people follow leaders, the first thing they want is direction,” he said. “They want to work for a company that has a game plan. They’re looking for security, too. The second thing is trust. Trust is the glue that holds any organization together.

The third thing is hope — the feeling that this is going to be a good place to work at and the company is going to continue to grow. And the next thing — and this is a word that isn’t used much today — is compassion. People want to be treated with love, honor, dignity and respect.”

The many dealers whose businesses Paul helped launch continue to apply those same principles.

What pearls of wisdom are you willing to share with fellow dealers? Feel free to let me know! ■

‘IF YOU LOOK AT WHY PEOPLE FOLLOW LEADERS, THE FIRST THING THEY WANT IS DIRECTION,’ SAID THE LATE PAUL ZURCHER.

4

If you have any questions or comments, please email me at mike.manges@bobit.com.

MTD October 2019

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Tire Dealer on Facebook and Twitter. You’ll find breaking news alerts and exclusive content, including photos and news bits when the MTD editors are on the road. Follow MTD and tag along for the journey!

Bob.Ulrich@bobit.com Executive Editor: Mike Manges, ext. 2213 Mike.Manges@bobit.com Managing Editor: Lori L. Mavrigian, ext. 2216 Lori.Mavrigian@bobit.com

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www.twitter.com/MTDMagazine @MTDMagazine PHOTO BY MICHAEL TOUEY, HALIBUT BLUE LLC

John McCarthy Jr. is president of McCarthy Tire Service based in Wilkes-Barre, Pa., one of the largest commercial tire dealerships in the country. See the article in our September issue.

2019 Tire Dealer of the Year is #1 Readers of www.moderntiredealer.com made the announcement of our 27th Tire Dealer of the Year, John McCarthy Jr., the most-read news item for the past month. Filling out the top 10 were news items covering both tire manufacturers and tire dealers, as well as our announcement of hiring Mike Manges as executive editor. Here’s the list: 1. Meet the dealmaker: John McCarthy Jr. 2. Still going strong: Les Schwab is ranked no. 1 by CR 3. Icahn Automotive is splitting into 2 companies 4. Bridgestone will raise consumer tire prices on Sept. 1 5. MTD hires Manges as executive editor 6. TIA elects 4 tire dealers to board 7. Myers Industries buys distributor of tire repair equipment 8. Toyo’s newest Open Country tire is for side-by-side vehicles 9. North Gateway Tire celebrates 40th anniversary 10. Higgins, Damon and Thompson benefit in Bridgestone reorganization

Vincent.Taroc@bobit.com Graphic Designer: Jeff Polman, (310) 533-2460 Jeff.Polman@bobit.com Production Manager: Karen Runion, ext. 2210 Karen.Runion@bobit.com

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6

MTD October 2019

Industry News

‘We have to cut this off at the pass’

AFTERMARKET DEMANDS THAT CARMAKERS SHARE ACCESS TO VEHICLE DATA

A

draft of a bill that would give car owners and independent auto repair facilities, including tire dealerships, access to telematically transmitted vehicle diagnostic and repair data is circulating on Capitol Hill.

The bill, which has not yet been named, is being pushed by the United States Vehicle Data Access Coalition, according to Paul Fiore, senior director, government affairs, for the Auto Care Association, which recently hosted the 2019 Auto Care Legislative Summit in Washington, D.C. The coalition includes the Auto Care Association and other automotive aftermarket companies and trade groups, which, collectively, are seeking bipartisan legislative support.

“Right now, cars are transmitting data wirelessly, but only to car manufacturers,” says Fiore. They, in turn, share that information exclusively with authorized car dealerships.

Consumers, as well as independent repair facilities, do not have access to that information, which curtails the ability of vehicle owners to choose where they have automotive service work performed and limits the ability of independent garages to service vehicles, he says.

“We’re trying to make sure the consumer

The inability of consumers and independent auto repair facilities to access telematically transmitted vehicle data “is a crisis,” Bob Hendry of Group 31 Inc. (far right) told Legislative Correspondent Chanty Gbaye in the office of Sen. Sherrod Brown (D-Ohio).

“We have to cut this off at the pass,” says Hendry.

has the opportunity to say, ‘I want my car’s data to be sent to the garage of my choosing.

The independent tire dealer needs to be part of that communication loop.”

More than 300 representatives from the United States automotive aftermarket attended the summit, which included visits to senate and congressional offices on Capitol Hill.

Bob Hendry of Group 31 Inc., who attended several meetings, characterized the lock-out of telematically transmitted vehicle data as “a crisis.”

“We have to cut this off at the pass,”

Cars are only transmitting data to vehicle manufacturers, who send that information exclusively to car dealerships, according to Paul Fiore, senior director, government affairs, for the Auto Care Association. “The independent tire dealer needs to be part of that communication loop” in order to service those vehicles.

8

he told Chanty Gbaye, a legislative correspondent, during a meeting in the office of Sen. Sherrod Brown (D-Ohio).

Roy Littlefield IV, TIA’s director of government affairs, told Modern Tire Dealer that vehicle data access is “so important for tire dealers. We have to seize every opportunity we can” to educate legislators about the issue.

Ownership of telematic vehicle data “is probably the most significant issue facing our industry” and will gain increasing importance as vehicle systems become more sophisticated, says Aaron Lowe, senior vice president, regulatory and government affairs, for the Auto Care Association.

By the year 2022, 87% of new vehicles in the U.S. will have the ability to transmit data via telematics, he told summit attendees.

“On-board vehicle diagnostic systems are already being locked down,” he said.

“Once (vehicle manufacturers) have that data, they control the marketplace.

“If we don’t win, vehicle owners will have less of a choice as to where they have their cars fixed. They should have the right to say who has access” to the information their vehicles generate, as well as who services those vehicles.

For more information, including details about the Auto Care Association’s consumer-focused “Your Car. Your Data. Your Choice” campaign, visit the website www.yourcaryourdata.org.

— Mike Manges MTD October 2019

Industry News

Bites McCarthy relocates store McCarthy Tire Service Co. Inc. has moved its operations in Hughesville, Md., to a new location in nearby Waldorf, Md. The new facility offers tire sales and services for commercial truck, OTR and industrial operations. It gives McCarthy Tire access to rural areas in southern Maryland, plus the greater Washington, D.C., area.

V

Virginia Tire names co-CEOs, new COO

irginia Tire & Auto LLC, which has 15 locations throughout its namesake state, has named the husband-and-wife team of Mike and Julie Holmes co-CEOs while promoting Ben Wilson (pictured) to chief operating officer. Mike has worked for Virginia Tire for the last 12 years, and Julie joined the company — which her parents, Myron and Carole, founded in 1976 — nine years ago.

Pirelli hikes consumer prices Pirelli Tire North America Inc. raised car and light truck prices in the United States, effective Oct. 1. Increases will vary by line and tire size, according to Pirelli officials.

Manges named executive editor Mike Manges has rejoined Modern Tire Dealer as its executive editor. A 22-year tire industry veteran, Manges served as MTD’s senior editor from 2000 to 2010, before working in corporate communications. As executive editor, he will help direct MTD’s editorial strategy.

Gust to lead TIA council The Tire Industry Association (TIA) has named Dick Gust chairman of its revived Environmental Advisory Council. Until recently, the council was part of TIA’s government affairs committee, which Gust also chairs. Gust is president of national account sales for Liberty Tire Recycling LLC and is a former TIA president.

Campbell is Tire Discounters VP Tire Discounters Inc. has named Jeff Campbell vice president of purchasing. Campbell comes to the 125-location, Cincinnati, Ohio-based dealership from Monro Inc., where he served as vice president, parts merchandising.

Virginia Tire & Auto is lead by this team, from left: Ben Wilson, chief operating officer; Dan Viteri, general manager; Mike Holmes and Julie Holmes, co-CEOs; Cindy Weinberg, director of talent development; and Kevin Whittion, chief financial officer.

Virginia Tire has opened two stores in 2019, with more on the way. Mike says the dealership’s rapid growth created the need for the COO role. “Ben is a vital part of the day-to-day operations of our company,” he adds. Wilson, who joined the company six years ago, most recently supervised 10 Virginia Tire & Auto locations, as well as its company-wide retail operations.

Schwab tops Consumer Reports list

A

recent survey of buyers by Consumer Reports has ranked Les Schwab Tire Centers number one among 29 regional and national tire retailers, “from big box stores to web-based businesses,” according to Consumer Reports’ Jeff Bartlett.

“Three outlets led the way: Les Schwab Tire Centers, Discount Tire and America’s

Tire,” wrote Bartlett, who acknowledged that Discount Tire and America’s Tire are sister companies. (To read the full story, visit www.consumerreports.org.)

Les Schwab is the fifth largest independent tire dealership in the United States with 429 stores, according to Modern Tire Dealer 100 list, which was published in the July 2019 issue.

BKT invests in carbon black Balkrishna Industries Ltd. (BKT) says its carbon black plant in India is scheduled to reach full annual capacity of 130,000 metric tons in 2021. At mid-year 2019, the plant had achieved output of 60,000 metric tons. BKT is investing $75 million in the facility.

Nexen opens plant in Europe Nexen Tire Corp. has opened a new plant in the Czech Republic. The facility is strategically located with access to some of Europe’s largest markets, including Germany, France and the United Kingdom.

10

Kumho taps Shin to lead NA business Kumho Tire Inc. has named Yong-Sik Shin (pictured) to head up the company’s America Business division, a newly created role.

Shin will lead sales and overall operations for Kumho Tire USA, Kumho Tire Canada and Kumho’s passenger tire plant in Ma-

con, Ga. Prior to his new role, Shin held the position of Kumho’s head of global sales.

The appointment will allow for enhanced organization and communication within Kumho’s North American operations, say company officials.

MTD October 2019

Industry News

Max Finkelstein opens D/C near Pittsburgh

Bites TGI collects donations Tire Group International LLC (TGI) is using its Miami, Fla., warehouse as a staging ground for the collection of donations to help victims of Hurricane Dorian in the Bahamas. Donations of non-perishable goods can be sent to TGI at 7500 N.W. 35th Terrace; Miami, Fla., 33122.

Cooper publishes report Cooper Tire & Rubber Co. has published its annual corporate social responsibility report, which is titled “Responsibility the Cooper Way.” The reports highlights employee health and safety, energy optimization, landfill usage, tire safety education and other areas of focus for the tiremaker.

Hamaton hires Lopez

M

ax Finkelstein Inc. is expanding westward with a new distribution center near Pittsburgh, Pa., that is already serving customers in western Pennsylvania, West Virginia and Ohio.

The 116,000-square-foot, Imperial, Pa.-based facility, the 100-year-old dealership’s westernmost location, is near Pittsburgh International Airport, which makes it “an ideal strategic fit,” according to Max Finkelstein officials.

It is the Astoria, N.Y.-based dealership’s 16th distribuMax Finkelstein Inc. now has 16 distribution centers. tion center.

Josh Lopez is the new western regional sales manager for Hamaton Inc., the United States-based division of tire pressure monitoring system manufacturer Hamaton Automotive Technology Co. Ltd. The company is expanding its sales team to offer enhanced customer support.

Tire Factory acquires Memphis-based distributor

T

ire Factory Inc. has extended its reach into the eastern United States with the recent acquisition of Memphis, Tenn.-based Nussbaum Distributing Inc. Terms of the deal were not disclosed.

“This investment shows our commitment to our existing members and future prospects in the market and to our vendors who have supported us,” says Walter Lybeck, CEO of Portland, Ore.-based Tire Factory, whose dealers operate under the Point S banner.

“Combined, our warehouses in Memphis will exceed 100,000-square-feeet to service Tennessee, Arkansas, Kentucky, Mississippi, Missouri and Louisiana.” Tire Factory established a Point S distribution center in Memphis last year.

Goodyear names Waldron VP Goodyear Tire & Rubber Co. has named Ryan Waldron vice president of its offhighway operations. Waldron has held a variety of leadership positions within Goodyear since joining the company in 2003. He most recently a vice president in Goodyear’s Americas region.

Michelin eases billing process Michelin North America Inc. is making the application and billing process easier for owner-operators and fleets that use its Michelin Advantage program. Customers throughout the United States and Canada will enjoy a simplified application process that’s available by desktop or mobile device. New Michelin Advantage program members also will not have to wait to buy tires.

Wegmann buys valve division Wegmann automotive GmbH has acquired the tire valve division of Alligator Ventilfabrik GmbH. The deal gives Wegmann ownership of sales and distribution operations in North America and Europe for Alligator passenger car and commercial truck tire valves and components, plus Alligatorbrand tire pressure monitoring systems and tools.

12

Mike and Joyce Nussbaum have sold Nussbaum Distributing Inc. to Tire Factory.

ITDG kicks off regional roadshow

S

tarting this month, Independent Tire Dealers Group LLC (ITDG) is taking its show on the road with a series of regional meetings throughout the country, each of which will be co-hosted by an ITDG vendor partner that represents different segments of the industry, including tires, wheels, parts, accessories, insurance and more.

Dates and locations include Oct. 8 (Chicago, Ill.); Oct. 16 (Portland, Ore.);

Oct. 29 (Atlanta, Ga.); Nov. 13 (Los Angeles, Calif.); Nov. 14 (Stockton, Calif.); Nov. 19 (Houston, Texas); and Dec. 4 (Phoenix, Ariz.)

The meetings will give ITDG vendor partners “an opportunity to spend quality time with our members, while giving our members an opportunity to learn more about the programs and value offered by our vendor partners,” says ITDG CEO and President David Marks.

MTD October 2019

COUNT ON PROVEN EXCELLENCE. COUNT ON SUMITOMO.

Becoming an outstanding commercial tire brand requires excellence in all areas, not just one.

Sumitomo’s product quality, application coverage and fill rate were ranked in the Top 3 by nearly 600 dealers in the last 3 Tire Review annual surveys.* Count on proven excellence, count on Sumitomo. Learn more at SumitomoTruckTires.com. *Survey conducted by Marketplace Insights on behalf of Tire Review for its 2018 Brand Study (August 2018 Sourcebook issue).

For what drives you.

Industry News

North Gateway Tire celebrates 40th anniversary

Dates November 5-7 Automotive Aftermarket Products Expo (AAPEX), Sands Expo Center, Las Vegas (301) 654-6664 www.aapexshow.com

November 5-8 Specialty Equipment Market Association (SEMA) Show, Tire Industry Association Global Tire Expo, Las Vegas Convention Center, Las Vegas (800) 876-8372 www.tireindustry.org

December 4-5 Scrap Tire Conference, co-sponsored by the U.S. Tire Manufacturers Association (USTMA), Greenville, S.C. www.stref.org.

2020 January 10-12 Mid-America Tire Dealers Association Convention, Sporting K, Kansas City, Kan. (785) 286-1110 www.matda.org

January 18-25 Ontario Tire Dealers Association Winter Conference, Royalton Luxury Resort, Antigua, West Indies (289) 887-4046 www.otda.com

N

early 500 guests, including representatives from more than 100 independent tire dealerships, recently attended Medina, Ohio-based North Gateway Tire Inc.’s 40th anniversary celebration. The event included a trade show featuring more than 20 tire manufacturer and supplier participants, a dinner for attendees, and other activities.

“We wanted to bring our dealers and vendors together,” says Mike Hill, North Gateway vice president of wholesale had 12 SKUs when we opened the door in 1979,” says s a les. “Wit hout “We Mike Hill, vice president of wholesale sales (pictured second them, this would not from left) with, left to right, Jeff Hill, retail sales manager; Darhave been possible.” rell Hill, president; and Pat Hill, vice president of service.

During the daylong event, North Gateway Tire President Darrell Hill told MTD that he credits North Gateway Tire’s success to “good employees, loyal customers and hard work. We’ve always stood by our customers. We treat them like family.”

John Lowry and Javier DeLuna, owners of Lowry Tire Co., drove from Pontiac, Mich., to attend the event. Their goal was to “look at new products and cement relationships,” says Lowry, who has been a North Gateway customer for 25 years.

Jerry Kodish, owner of Allied Tire in Akron, Ohio, started buying tires from North Gateway in 1979. “They’ve really grown,” he says, due to the premium level of service that the company provides.

TIA elects four tire dealers to board

January 27-30 Heavy Duty Aftermarket Week, Gaylord Texan Resort & Convention Center, Grapevine, Texas (904) 937-2900 www.hdaw.org

January 30-31 North Central Tire Dealers & Suppliers Association Mid-Winter Trade Show (site TBA) (952) 544-6805 www.northcentraltiredealers.com

February 19-21 Tire Industry Association’s Off-the-Road Tire Conference, Renaissance Indian Wells Resort & Spa, Palm Springs, Calif.

(800) 876-8372 www.tireindustry.org

14

DEVENS

PANGLE

SCHWARTZ

The Tire Industry Association (TIA) has elected five members, including four independent representing tire dealerships, to its board of directors. They are Russell Devens, director of safety and risk management for McCarthy Tire Service Co. Inc.; Jim Pangle, who is a consultant for Fountain Tire Ltd.; Dean Schwartz, owner of Lloyd’s Tire & Auto Care in Santa

TRUM

HAMLIN

Cruz, Calif.; T.J. Trum, general counsel for Pomp’s Tire Service; and Debra Hamlin, who serves as environmental health, safety and sustainability director for Bridgestone Americas Tire Operations’ commercial division.

They will take office on Nov. 4, 2019, during TIA’s annual membership meeting at Ceasar’s Palace in Las Vegas, Nev. ■ MTD October 2019

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Yo u r M a r k e t p l a c e

By

John Healy

Impending new tariff puts domestic manufacturers in a net positive position

O

ur recent conversations with dealers leave us with a view that retail sell-out trends showed strength in August with a notable pickup in momentum from July. From a volume standpoint, surveyed dealers reported they saw unit sales improve roughly 3% to 4% compared to the prior year’s period and came in notably above recent growth rates observed in our tire demand index.

As Mother Nature can single-handedly dictate the ebbs and flows of sellout trends in the tire industry, climate conditions were a noteworthy topic last month as temperatures across the country were largely in-line with August 2018 but still elevated when compared to 20th century averages. However, we point out that the comparisons from the prior year’s period come off a significantly elevated base. More specifically, August 2018 saw 17 states report a month that was in the top 10% warmest August’s on record, with six states reporting their warmest August ever.

Fast forward to August 2019 and our data indicates that 11 states experienced an August that was in the top 10% warmest August’s on record, with temperatures markedly elevated in the western region. Such hot temperatures can place a notable strain on vehicles, which could cause any number of problems that will lead consumers to bring their vehicles into repair shops. In turn, that could reveal additional problems and allow dealers to upsell customers on other items like tires.

In fact, that seemed to be the case among our dealer contact base as the northwestern and southwestern regions reported replacement activity that was significantly above the rest of our contact base (approximately 5% to 6%). Additionally, although precipitation levels across the country were slightly below last year’s levels similar to temperatures, the Midwestern region experienced historically elevated rainfall levels, as five states in that region recorded a month that was in the top 10% wettest August’s ever. And Nebraska and Kansas experienced their wettest August on record. This, in addition to the excessive rainfalls resulting from Hurricane Dorian sweeping along the Eastern Seaboard, should lend an additional sellout tailwind to the month of September.

Looking closer at the recent trajectory of raw material costs, the basket of raw materials to make a common replacement vehicle tire

Average tire tier rankings Tier

Jun ’18

Jul ’18

Aug ’18

Jun ’19

Jul ’19

Aug ’19

Tier 1

2

1

1

3

2

2

Tier 2

1

2

2

1

1

1

Tier 3

3

3

3

2

3

3

SOURCE: NORTHCOAST RESEARCH ESTIMATES

16

fell 6.5% on a year-over-year basis in August while decreasing 3.1% from July; this is rather notable, as this is the second time in two months that our raw material index has declined on a year-over-year basis since March 2018. Although tire industry trends profit levels are often held hostage to raw material cost inflation, weather patterns, and competitive dynamics (supply/demand, capacity additions, etc.), we reinforce our view that the market continues to strengthen and that the outlook remains healthy for dealers and wholesalers

MONTHLY SURVEY

A number of independent tire dealers were surveyed concerning current business trends. The results of the August 2019 survey are compared with those of August 2018. See the report on www. moderntiredealer.com.

REPLACEMENT TIRE SELLOUT LEVELS REMAIN ELEVATED

Dealer commentary suggests consumer demand for PLT replacement tires rose in August compared to the prior year’s period. The net number of respondents indicating they saw an increase in demand year-over-year was 61.5% of contacts compared to August 2018’s 24.1% of contacts experiencing growth. We note that our tire demand index was up 30.1% year-over-year (up 23.1% from June) and we continue to hold a perspective that volumes are becoming more closely aligned with the current level of GDP growth as our dealer contacts have seen 14 straight months of positive volume growth.

A LOOK AT MIX TRENDS IN THE MARKET

The dynamic of Tier 2 retaining the top spot for months at a time was only a matter of time as we have long predicted that the combination of price and performance that Tier 2 tires provide continues to make it the segment of the most significant growth among our contact base over one-, two- and three-year time frames (as well as 12 of the last 21 months).

Slowing global/domestic growth has increased the likelihood that Tier 3 could outperform higher quality nameplates in the near-term, especially when considering recent pricing actions by top manufacturers (Michelin, Bridgestone) to offset some of these pressures. However, acting as a potential offset to these conditions is impending implementation of new tariff announcements, as this puts domestic manufacturers in a net positive position. Higher quality domestic brands could see some benefit in the U.S. replacement market as imported products become more expensive; this could result in consumers purchasing quality products/brands as the playing field levels and price gap shrinks. ■ John Healy is a managing director and research analyst with Northcoast Research Holdings LLC based in Cleveland, Ohio. Healy covers a variety of subsectors of the automotive industry.

MTD October 2019

18

$61,250

Average salary for automotive service technicians in Fairbanks, Alaska. That exceeds the national average by 41%. The city also has a 130% higher concentration of jobs for service techs compared with the average American city.

SOURCE: SURVEY CONDUCTED BY WWW.ADVISORSMITH.COM

©GETTYIMAGES.COM/JOE SOHM/VISIONS OF AMERICA

NumbersThatCount

Relevant statistics from an industry in constant motion

$226 - $290

Average estimate for throttle body service in Brookfield, Mo.

17%

Average sales margin for a retreaded truck tire in 2018.

SOURCE: MODERN TIRE DEALER’S 2019 JANUARY FACTS ISSUE

644

Number of truck tire retread plants in the U.S. in 2018.

SOURCE: MODERN TIRE DEALER’S 2019 JANUARY FACTS ISSUE

$488 - $597

Average estimate for front strut/shock absorber replacement in Sisters, Ore.

$250 - $302

Average estimate for clutch master cylinder replacement in Chapmansboro, Tenn.

SOURCE: WWW.REPAIRPAL.COM

$397

Average Americans spend per year on vehicle maintenance and repair, according to a poll conducted by Harris Poll on behalf of Ally Bank. The average five-year costs for maintenance and repairs reported by owners by age group were:

18 – 34 spent

$2,334

35 - 44 spent

$1,978

45 – 54 spent

$2,135

55 and older spent

$1,654

SOURCE: HARRIS POLL

MTD October 2019

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ELIMINATING VIBRATIONS

ICE PERFORMANCE TIRES & WHEELS PURGES PROBLEMS EARLY By

Joy Kopcha

W

hen Jack Targaczewski was a kid, his dad would drag him into the garage to watch and learn as

he worked on cars.

Jack had no interest. “I wanted to play video games.”

It was an unlikely start for a 38-year-old who has spent 20 years in the tire industry, including the last 10 as the owner of his own business, LEBP Enterprises LLC dba Ice Performance Tires & Wheels in Scottsdale, Ariz.

Targaczewski began with a part-time job learning how to install tires at a Discount Tire store. He hated it at first, but eventually “things just started to click.” He went on to work for a Cadillac dealership, and the new car dealer saw big profit potential in selling aftermarket wheel and tire packages.

“At that point, the aftermarket was going bananas,” he says.

He honed his tire balancing skills and gathered more experience as he worked at other places. Along the way, he admits he had problems with managers. Some wanted him to work faster, but he interpreted that as wanting him to cut corners. Targaczewski knew what would happen — there would be more comebacks due to vibration complaints.

He’s admittedly stubborn and wanted to do things the right way. “I had to take the

Ice Performance Tires & Wheels keeps a wall of wheels on display in its showroom. But Targaczewski doesn’t maintain an inventory because he wants to help customers find the right wheel.

20

leap.” He opened Ice Performance Tires & Wheels in January 2009. He started small.

He put his first month’s rent on a credit card and shared spaces with other businesses for the first six years. In May 2015, he moved into his own 2,500-square-foot space near the Scottsdale Airport.

It’s a narrow hallway suite long enough to fit two cars, but it only has one bay door.

“I want to focus on one car, make sure it’s done the right way and we take the time we need,” Targaczewski says. “I don’t want to do 20 cars a day.”

On a typical day, there are three to five vehicles on the schedule awaiting tire or tire-and-wheel installs, brake upgrades, plus truck leveling kits, lift kits or suspension lowering kits installation. (Much of the dealership’s suspension work is done by Targaczewski’s employee, Dave Straub.)

Ice Performance Tires & Wheels also does some installation work for other retailers.

The business’ focus is on tires and aftermarket wheels for performance-minded customers, and Targaczewski says his specialty is in vibration problem solving and balancing. He’s even coined an acronym: EV@FMB, which stands for “Eliminate Vibration at the First Mount Balance.”

“I guarantee we do more match mounting than any other shop,” he says, noting that a four-tire installation appointment on the schedule “is a two-hour process.”

“The tire off the shelf that you’re mounting is not the same tire when you’re driving on it. If you put a fresh tire and wheel on the balancer and then you go and put 100 miles on it and put it back on the balancer, 80% of the time you’re going to get a much different result,” he says. “I thought as technology got better, we’d have fewer tires out of round and fewer runout issues.”

The issue is complicated further by the vehicles themselves. “Everything is dialed in, so there’s no room for error. You have a 235/30R20 on a Ferrari and if it’s 10 grams

Jack Targaczewski considers himself more of a tire and wheel consultant than a salesman at Ice Performance Tires & Wheels. He describes his typical customer — and himself — as an “intelligent car enthusiast.”

out of balance the customer says, ‘I’ve got a vibration.’”

He’s frustrated that wheel and tire manufacturers don’t reimburse installers for the second mount and balance that’s required when an out-of-round tire is returned and must be replaced.

Targaczewski isn’t afraid to speak his piece. He uses his shop’s Instagram feed to talk bluntly about issues affecting his business.

AN ONLINE OPPORTUNITY

Targaczewski carries five tire brands, and “Michelin is definitely (our) number one,” he says. Pirelli, Continental, Toyo and Vredestein are his other go-to offerings.

There is another opportunity for Ice Performance Tires & Wheels, and it goes back to the shop’s presence on social media.

Targaczewski has talked so much about EV@FMB online, he thinks there’s a window to help performance tire and wheel customers outside of Scottsdale. He shares photos of tires and wheels on Facebook and Instagram and tells customers they don’t have to live in Arizona to experience EV@FMB expertise.

He uses Federal Express to ship bolt-on, tire-and-wheel packages, complete with tire pressure monitoring sensors and the fasteners, hub rings and spacers needed for installation.

“It’s not a huge part of our business right now. A lot of other companies ship tire-andwheel packages ready to go, and I’ve had people drop ship their purchases here.” ■ MTD October 2019

Advanced Driver Assist Systems “To be at the forefront of this field, you have to know the individual sensitivities and specifications of a wide-range of ADAS systems and invest in the corresponding diagnostic and calibration systems associated with them,” said Advanced ADAS Calibration’s Jason Bigelow.

The evoluTion of ADAS TrAining IS THE ADVANCE TOWARD AUTONOMOUS VEHICLES INEVITABLE?

A

dvanced driver assist systems, ADAS for short, are evolving.

Whatis.com defines them as “technologies used to make motor vehicle travel safer by automating, improving or adapting some or all of the tasks involved in operating a vehicle.”

When all those tasks are automated, the vehicle is fully automated. We aren’t at that stage yet, at least on a far-reaching scale.

But millions of vehicles already featuring ADAS will need to be serviced. And as more ADAS-related technologies emerge, more training will be needed.

The National Institute for Automotive Service Excellence (ASE) knows this. So do the Auto Care Association and the Automotive Aftermarket Suppliers Association, co-owners of the Automotive Aftermarket Products Expo (AAPEX).

ASE conducted a conference in midSeptember to determine how technicians can be accurately and fairly assessed for competency in diagnosing, repairing, replacing and calibrating advanced driver assist systems and components.

“The technology that comprises these systems — sensors, cameras, radar, LiDAR, modules and CAN bus communication networks — is not unknown to technicians

22

who have been diagnosing, repairing or replacing these components on other vehicle systems for some time,” says ASE. “It is understood that the structure of different manufacturers’ advanced driver assistance systems, the procedures to calibrate the systems, and the tooling are diverse.”

(Questions on various elements of ADAS technology appear on several appropriate ASE certification exams.)

Additional workshops will be needed “to develop the scope and the number of assessments required for the ADAS body of knowledge.”

AAPEX 2019 is hosting a three-hour ADAS Forum in Las Vegas to prepare automotive repair outlets for the opportunities and challenges of servicing ADAS-equipped vehicles. The forum will take place from 9:30 a.m. to 12:30 p.m. on Thursday, Nov. 7, in the Bellini Ballroom at The Venetian.

“This evolving technology includes automatic emergency braking, adaptive cruise control, lane departure warnings, blind spot detection, forward collision warnings and adaptive light control, to name a few,” said AAPEX in a press release. “When servicing ADAS-equipped vehicles, sensors, cameras, radar units and LiDAR units may need to be recalibrated even during common repairs such as wheel alignments and tire changes.

Technicians also need to understand the many variations of calibration procedures, terms and definitions as original equipment manufacturers each use different ADAS calibration processes.”

Session one of the forum will cover today’s ADAS. Panelists will discuss the following: • the investment required for targets; • the highly controlled floor space and technician training to ensure proper calibration; and • the new business opportunities created by this technology.

Session One also will include a presentation, “Who is Liable When ADAS Systems Are Not Calibrated Properly.”

Chris Gardner, senior vice president of the Automotive Aftermarket Suppliers Association, will moderate. Panelists will include Frank Leutz, COO of Desert Car Care in Chandler, Ariz., and host of the Wrench Nation Car Radio Talk Show; Dave Milne, president of ASE; and John Nielsen, managing director of the American Automobile Association.

AAPEX says Session Two will focus on the future of ADAS, with panelists from leading-edge solution providers sharing their vision for next-generation ADAS MTD October 2019

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A BOLD MOVE

The need for servicing advanced driver assist systems in Keyport, N.J., and the surrounding area is so great that technicians Jason and Janet Bigelow eliminated tire sales at their 24-year-old business to focus on ADAS service. The result is a name change from Advanced Tire & Auto Center to Advanced ADAS Calibration Center.

The Bigelows opened a second ADAS Calibration Center in Old Bridge, N.J., earlier this year to exclusively serve its insuranceindustry and body shop clients because of the growing demand for expert ADAS services, said Janet.

Modern Tire Dealer sent the busy Bigelows some questions about their new operation, which they say performs all routine service work with the exception of tires. Here are their answers.

MTD: Do you repair/calibrate all driver assistance systems? Please list the systems you do repair/calibrate.

Bigelows: Yes, virtually all makes and models. Subaru EyeSight, Nissan ProPilot, Honda LaneWatch, Toyota Safety Sense.

(According to Car and Driver, Honda

“will be focusing on ‘traditional’ blind-spot monitoring systems and shifting away from LaneWatch on future models.”)

MTD: Which system is the hardest system to service?

Bigelows: The most complex system to service is Audi pre sense. When performing a wheel alignment, the lane assist, rearview camera, and adaptive cruise control all need to be calibrated.

MTD: What training did you receive to properly service these vehicles? Do you need to be trained on each OEM system?

In other words, are the systems radically different from one another?

Bigelows: ASE (www.ase.com), I-CAR (www.i-car.com), Automotive Training Solutions Ltd. (www.autotrainingsolutions. co.uk).

MTD: Why did you give up tire sales and focus on ADAS calibration?

Bigelows: Floor space. ADAS calibrations require a controlled environment with regards to lighting, right down to the shop walls being painted non-reflective, removing lifts to provide ample open space for 360-degree ADAS camera calibrations. This calibration requires 30 feet of unobstructed space around the vehicle.

MTD: How many vehicles on average do you perform ADAS service on per day?

How many days a week are you open?

Bigelows: Eight to 12 vehicles per day/ six days per week.

MTD: How many technicians do you employ at each of your two locations? How do you pay them?

Bigelows: Four technicians in the original location/two in the new location. We pay our technicians hourly; we believe the flat rate system breeds dishonesty.

MTD: What is your labor rate per hour?

Bigelows: $130 per hour.

MTD: Does the profit margin you charge change depending on the system serviced?

Is there a minimum margin you charge?

Bigelows: Our profit margin does not change depending on the system serviced.

There is no minimum margin we charge.

MTD: What equipment is needed to perform ADAS service?

Bigelows: Currently we utilize 21 factory OE scan tools along with OE targeting systems. Entry into performing these services is about $500,000. Many aftermarket calibration systems are beginning to enter the market, but we believe due to the sensitivity of these life-saving systems OE targeting is the preferred method.

MTD: Do you believe autonomous vehicles are the wave of the future?

Bigelows: Absolutely. The rapid implementation of these systems is a push toward autonomous vehicles. Fully autonomous vehicles have already been implemented in agriculture. Next roll out would be commercial trucks in a controlled environment — shipping ports, airports. Autonomous vehicles have already logged millions of miles in rural areas. The first noticeable to the general public would be taxi cabs and Uber.

Uber is fully committed and heavily invested into the development and implementation of autonomous vehicles. ■

‘A’ for annoying

Study indicates some ADAS technology needs work Some alerts on advanced driver assistance systems (ADAS) are so annoying that many drivers disable the systems and may try to avoid them on future vehicle purchases, according to the 2019 U.S. Tech Experience Index Study from J.D. Power and Associates.

“Automakers are spending lots of money on advanced technology development, but the constant alerts can confuse and frustrate drivers,” said Kristin Kolodge, executive director of driver interaction

24

and human machine interface research at J.D. Power.

“The technology can’t come across as a nagging parent,” she said. “No one wants to be constantly told they aren’t driving correctly.”

On average, 23% of customers with lane-keeping and lanecentering systems complain that the alerts are annoying.

This ranges from just 8% for one domestic vehicle brand to more than 30% for two of the import brands.

“Some brands are succeed-

ing at making their safety technology effective without being overbearing,” said Kolodge.

“Some are good at one aspect but weaker at another, and some are struggling with both.

This is why one brand has 90% of its customers wanting lanekeeping/centering on their next vehicle, while another brand has just 59% of its customers saying the same thing.”

The study, now in its fourth year, measures owners’ experiences, usage and interaction with 38 driver-centric vehicle

technologies at 90 days of ownership.

“Consumers are still very concerned about cars being able to drive themselves, and they want more information about these complex systems, as well as more channels to learn how to use them or how and why they kick in,” said Kolodge.

“If they can’t be sold on lanekeeping — a core technology of self-driving — how are they going to accept fully automated vehicles?”

MTD October 2019

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Past, Present, Future: Lewis General Tires Inc.

Too stubborn

to quit FAMILY KEEPS LEWIS GENERAL TIRES GOING FOR 100 YEARS By

Nancy Dunham

E

ver wonder how an independent tire dealer beats the odds and continues to thrive for four generations and 100 years?

To hear Craig Lewis tell it, it comes down to a personality trait that runs through his family tree: stubbornness. That started with his great grandfather, Leon Lewis Sr., founder of what today is called Lewis General Tires Inc. in Rochester, N.Y. “He was a pretty ambitious guy,” says Lewis, who became president and owner of the independent tire dealership in 2015.

“The family legend is that my great grandfather walked barefoot from Dundee to Rochester looking for employment.”

That 50-mile hike in upstate New York resulted in Lewis, who was in his early 20s at the time, nabbing a job as an apprentice to a blacksmith.

It wasn’t long before Lewis longed for a job that could lead to more business opportunities. With an eye on the future of transportation and armed with an entrepreneurial spirit, he approached Rochester-based Hood Tire Co. Inc. for a job.

That switch paid off in a major way for Lewis. After four years working at Hood, the company sent him on a business trip to “The Tire Capital of the World,” Akron, Ohio. While there, Lewis’ knowledge and enthusiasm prompted executives at General Tire & Rubber Co. to urge him to explore starting his own tire dealership.

In 1919 the senior Lewis opened The General Tires Sales Co. Inc. The date of the grand opening is lost to history, as was the original name until recently, but the store was incorporated on Jan. 1, 1919, says Lewis.

“He was really good with people. That really helped him build solid business relationships, and that helped make the business more and more successful.”

Ten years later, the Great Depression started. The Economic Times reports that by 1930, 12 million people were out of work throughout the U.S., and 20,000 companies went bankrupt. Lewis’ tire dealership was not among them.

“Again, he was pretty stubborn,” says Lewis of his great grandfather. “He wasn’t willing to give up, even when things got very hard.

“In a lot of ways, it was his people skills and his willingness to be innovative that helped him figure out how to make it through the Great Depression. He wasn’t going to let the business fail,” says Lewis. “He did what he had to do to keep going.”

That included recruiting two partners, one of which was his

26

“Our primary focus in regard to the internet is visibility,” says Craig Lewis. “We work very closely with an online reputation management firm to make sure when the public starts their search for tires or automotive service that they find us on page one, and that they are able to see feedback from our existing customers.”

biggest competitor with a store located across the street. The other partner was someone outside the tire business, who came on as a financial partner. The business, for a time, became Scanlon-Lewis General Tires.

In 1954, Leon Lewis Sr. bought out his partners and returned the company name to Lewis General Tires.

“I think what made all the difference was that he was willing to do whatever it took to keep the company open and successful,” says Lewis. “That goes back to his stubbornness.”

A SECOND GENERATION LEADS THE WAY

Lewis’ sons Leon Jr., Alan and Richard Sr. eagerly entered their father’s business sometime in the 1940s.

By 1950 Rochester was the 32nd largest city in the U.S. The Lewis General Tires location was close to the city’s major companies, including Xerox Corp., Eastman Kodak Co., Bausch & Lomb Inc. The University of Rochester and other major colleges also brought prosperity to the area. In fact, Rochester was so monied that its residents were chided in a book, “Smugtown USA,” written by G. Curtis Gerling and published in 1957.

As the City of Rochester prospered, so did Lewis General Tires. But there was some family drama, as three brothers out of six children born to the founder jockeyed for positions within the company. Richard became the president in 1963 and began buying out Leon over 10 years, says Lewis.

“He wasn’t the oldest son, so that created some contention. I think the good thing about having all those kids involved is that it was clear that the Lewis family was going to remain the owners.

So that was another major hurdle we survived.”

Lewis says that the number of Lewis family members involved in the business was good fortune. “That way, if you have one person who gets involved and it doesn’t work out, you have someone else to put in that person’s place. I’ve talked to so many people these days who own businesses and have children and their children aren’t interested. That’s something of a theme of the modern era.”

MTD October 2019

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—BRIAN ROSE, TREADMAXX

©2019 Toyo Tire U.S.A. Corp.

Past, Present, Future: Lewis General Tires Inc. When Richard Sr. became the sole owner of Lewis General Tires, he opted to move the company headquarters from downtown Rochester to the nearby suburb of Henrietta.

At the time, the area was mainly farmland, but it soon became a major suburban hub that was close to the soon-to-be-built New York State Thruway and main highways.

Henrietta was soon known as the hub of car dealerships in the area.

Lewis says the move was made to follow the suburban sprawl in Rochester. Almost as important, though, Richard wanted to combine the commercial, retail and retread parts of Lewis General Tires under one roof. He expanded into vehicle repair and maintenance in 1972.

THE THIRD GENERATION MOVES AHEAD

When Richard Lewis Jr., Craig’s father, bought the company in 1994, he had already worked there for 25 years. He hadn’t planned to take over the company, says Craig, but did so to keep the company in the family after his brothers, Steve and Jon, were

During the Great Depression, founder Leon Lewis Sr. recruited two partners, including Joseph Scanlon, and renamed the store Scanlon-Lewis General Tires.

sidelined by heart attacks. “He decided to accept the offer only to have the bank call in our line of credit on the first week he took over, says Lewis. “Time to call it quits? Much like Leon in the 1930s, the answer was ‘Hell no!’ My father scrambled to find a new banking relationship and put together a new management team to stop the bleeding.

“My father saved the company from ruin. I think he did it for two reasons. He

had five kids at home to support, and he wanted to make his father proud.

“By the time Rich Sr. died in December of 1996, the company was stabilized and growing again.”

Richard Jr. worked at the company for 46 years before retiring in 2015. But the Lewis family members weren’t the only people who were long-time workers at Lewis General Tires. The company has an array of employees who started with the company 20 and 30 years ago. Recently, a 60-year employee retired.

“There is a lot of knowledge here,” says Lewis. “And even with any kind of family dramas, we have all worked hard to keep the business at the forefront. Its success is everyone’s goal. We always put the company first.”

Today, Lewis General Tires carries many brands of consumer, commercial, farm, industrial and OTR tires. It also offers general automotive repair services, including brake replacement, oil changes and wheel alignments. It is also a Goodyear Authorized Retreader.

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MTD October 2019

Past, Present, Future: Lewis General Tires Inc. “I first started talking to Goodyear five or six years ago,” says Lewis. “There were no authorized Goodyear tire retreaders in upstate New York. They had a massive void and we filled it. Since then, that part of our business has just grown and grown.”

The dealership’s just-off-the-Thruway location means easy access for commercial customers. Its suburban locale on one of the busiest streets in the county allows private customers from throughout the county and beyond to easily find and use the company’s services.

“We are fortunate because these larger and larger truck owners would not want to go into the city to have them serviced,” says Lewis. “It’s much easier for them to come here and have everything they need at one location.”

That was of prime importance to Richard Lewis and his team as they led the company through hard times, specifically when the Great Recession hit in 2008.

“In my opinion the biggest hurdle of the Great Recession was margin erosion,” says Craig Lewis. “Costs rose faster that we could pass them on to our customers. It seems like we were getting price increases on a nearly monthly basis from the manufacturers. At the same time the market was shrinking, so competition got stiff and everything became price driven as customers tried to cut cost.”

Richard Lewis Jr. decided cutting prices further wasn’t the answer. Instead he battled back by delivering fast, superior service and charging accordingly.

The recession also led to some hard times for Rochester overall. Rochester’s

General Tire & Rubber Co. executives urged Leon Lewis to open a store of his own. In 1919 he did so, and attended his first General Tire dealer meeting. He is pictured in the third row from the bottom, second from the right.

“Big Three” employers — Eastman Kodak, Xerox and Bausch & Lomb — greatly downsized. That reduction in employees and services began even before the recession due to poor business plans, reported The Democrat & Chronicle newspaper.

What has helped Rochester bounce back is a number of “innovative start-ups and high-tech companies” plus private and statement investment, reported The Democrat & Chronicle.

“Losing those big employers was hard, but I think it made the community even more resilient,” says Lewis. “Now the risk is spread out. When Kodak went through hard times, it impacted the whole community. Now if a company has hard times, the impact is not felt as widely. This new model distributes risk and makes it easier for the community to thrive.”

THE LATEST GENERATION

Perhaps no one was more surprised than

Lewis General Tires time line 1919: Leon Lewis Sr. founds The General Tire Sales Co Inc. 1933: Leon merges with a competitor and forms Scanlon-Lewis General Tires. He also brings in a financial partner.

1946: Richard Sr. joins Leon as well as brothers Alan and Leon Jr. 1954: Leon Sr. buys out partners and merges the company into Lewis General Tires Inc. 1963: Richard Sr. becomes

30

president of the company.

1969: Dick Jr. joins the company, later to be joined by brothers Jon and Steve.

1970: The grand opening of the company’s new headquarters south of Rochester in the suburb of Henrietta.

1975: Leon Sr. dies.

1985: Dick Jr. becomes president of company.

1996: Richard Sr. dies.

2002: Craig and his brother Chris join the

company as part-time tire techs.

2015: Craig Lewis buys out his father and becomes president.

2016: Company becomes Goodyear Authorized Retreader (GAR).

2019: Company celebrates a century of service to the Rochester community and is recognized by Continental Tire the Americas LLC as the oldest General dealer in the world.

Craig Lewis when his father agreed to sell him the dealership in 2015.

There was little doubt Craig would do a stellar job leading the company. He worked for the dealership as a tire changer, technician, credit manager and department manager for a decade while earning a Bachelor of Science degree in Business Administration from the University at Albany in New York.

Richard Lewis Jr. had consistently told Craig he wouldn’t sell him the business because family companies were too complicated and brought too many headaches.

But in 2015, the elder Lewis relented. He wanted future family members to have the business, says Lewis.

Chris Lewis, Craig’s brother, runs the retread facility. Tim McInerney, who is married to Craig’s younger sister Kasey, is commercial account manager.

Craig Lewis’ challenges have involved the tire business, not family, he says. One involves technology. Although online tire purchases are sprouting, Craig Lewis hasn’t led the company into that area. “We don’t do any shipping or online sales,” he says, noting 80% of the business is commercial and 20% is retail. “We just don’t position ourselves for those kinds of sales.”

You’ll still find Lewis General Tires has a solid online presence, though.

“Our primary focus in regard to the internet is visibility. We work very closely with an online reputation management firm to make sure when the public starts their search for tires or automotive service that they find us on page one and that they are able to see feedback from our existing customers. Our most recent initiative is ReviewTube, a video review application.

So although we do not sell tires directly MTD October 2019

Past, Present, Future: Lewis General Tires Inc. online, we do use the internet as a primary marketing tool.”

A larger challenge to Lewis is the popularity of low-cost Chinese-made tires, which raises concerns about competing on price.

“Our biggest concern is that low-cost (truck) tires from China compete with retreading. The perception is, ‘Why by a retread when you can get a new tire for near the same price?’ I would (argue) our Goodyear retreads are better than most any Chinese tire.”

Yet Lewis stresses that while he watches price, he isn’t obsessed by it.

“We try to price appropriately,” says Lewis, who markets the Dunlop, Continental, General, Goodyear, Mastercraft, Kelly, BFGoodrich, Bridgestone, Cooper, Firestone, Michelin and Uniroyal brands.

“But we have never advertised or gone to market or tried to represent that we are the absolute cheapest option. Our goal is not to be the cheapest. Our goal is to provide the best service. And then if we happen to be a little bit more expensive than the guy down the road, our service

32

Leon Lewis Sr. is pictured with the second generation at Lewis General Tires. From left are sons Richard, Alan and Leon Jr., who worked in the business, and Don, who did not.

is the reason. That’s why our customers continue to come to us. We provide value.”

The company has increased its revenue by 37% since 2015, says Lewis.

“To compete these days, you have to build your business around a few key programs. Although vendor relationships can be complicated, Goodyear continues to impress me with both their products, programs and people. Although the first 100 years was largely about our relationship

with General Tire, and we have no plans to change our name and discontinue our relationship with the General and Continental brands, the second 100 years I am sure will be about our growing relationship with Goodyear. The key is to choose a few programs and commit to them and ignore the rest.” ■ Nancy Dunham is an automotive journalist based in Washington, D.C.

MTD October 2019

Past, Present, Future: Free Service Tire Co.

Secrets to 99 years of success LEWIS WEXLER SR. ALWAYS STAYED CLOSE TO HIS CUSTOMERS

On the eve of its 100th birthday, Free Service Tire Co. sold its retail, commercial and wholesale outlets to Monro Inc. What made the Wexler family sell after 99 years in business? Modern Tire Dealer asked CEO Lewis Wexler to answer that question. With the help of his son Lewis Wexler Jr., former president of Free Service Tire, and Tony Treadway, president of Creative Energy, he did just that. He also explained how a family heritage of hard work and entrepreneurship helped the tire dealership survive and thrive.

I

f you know a little about the Wexler family’s ancestry, then the story of the 99-year history of Free Service Tire Co. makes perfect sense. While the regional tire and auto service brand continues, Monro will carry the banner forward.

“In 1771, Mathias Wexler came from Germany as an indentured servant to a Pennsylvania family,” said Lewis Wexler Sr., the most recent chairman and CEO of Free Service Tire. “Within a few generations, the Wexlers were landowners and opening businesses. I guess hard work and business building is part of our DNA.” Lewis Wexler’s grandfather operated an ice and coal business in Bristol, Tennessee, and his son, Dan Wexler Sr., began the Free Service Tire journey in 1919 by offering free roadside assistance to stranded motorists from his first store in nearby Johnson City.

Dan Wexler would grow the tire retailer brand to multiple locations across a 100mile area of east Tennessee. “Knowing our customer’s needs in a changing market environment was our secret to success,” said Lewis Wexler. “As the Depression hit and more customers held on to their vehicles much longer, auto service became an offering.

“When the Japanese captured rubber plantations in the Pacific Rim, dad began offering tire retreading. When the government began secret construction in Oak Ridge, Tenn., for the Manhattan Project, dad signed a contract to provide tires for construction equipment at a top-secret site.

It was at Oak Ridge where America built the atomic bomb.”

Post-war America saw the need for repairs to aging vehicles and an outlet for wash-

34

ing machines, refrigerators and radios for GIs returning from Europe and Asia. “We continued to build our business by selling a variety of products, and along the way we grew a healthy revolving credit business, enabling customers to purchase goods and pay through monthly installments. Then, the advent of credit cards saw us sell off our accounts receivables and go back to focusing on our core business of tires and vehicle service.”

Dan Wexler was still at the helm of the business in the early 1960s and offered his two sons, Dan Wexler Jr. and Lewis Wexler, a chance to enter the family business. “I wasn’t sure that I wanted to be in the tire business, and my dad said I should try it by applying for a sales position with Goodyear.

I quickly fell in love with the business, and in 1962 joined Free Service Tire along with my brother.”

Serving in a variety of roles and at different locations, Lewis honed his skills. “By the early ’70s, my dad offered me the president’s job and my brother transitioned into the company’s real estate business.”

Lewis continued to grow the commercial retreading and vehicle service business. He rose to national prominence as member of the board of directors of the Tire Retailers Association. He served as president of the Tennessee/Kentucky Tire Dealers and Retreaders Association, and in 2010 was inducted into the Tennessee Tire Dealers Association Hall of Fame.

The next generation of Wexlers entered the business in the 1980s. Harrison worked part-time in the family business while attaining his undergraduate and MBA at the University of Tennessee (UT). “Harrison embraced the commercial truck business and went to work with us full time. Lewis Jr. attended UT and followed my path by first working for Goodyear before joining our firm. He loved the business and joined us by serving in multiple roles.

“Lewis Jr. had a tremendous acumen for finance and began a wholesale tire business that became successful and massive in scale, offering several different brands from warehouses in three states. Harrison continued

The first newspaper ad run by Free Service Tire helped explain its name.

to excel in the commercial business. My daughter, Susan, entered the business as part of our administration staff.”

In 2003, Free Service Tire transitioned from offering only Goodyear tires to a multibrand strategy due to the growing number of imported vehicles and the need to provide tires at a variety of price points.

“The dynamic of a local tire dealer began to change,” said Lewis Sr. “Large big box retailers invaded our space. Then e-commerce entered the category.”

Lewis Jr’s contacts within the tire business brought him into contact with Monro, one of the biggest and fastest growing companies in the industry. “They, like us, were diversified into the retail, wholesale, and commercial segments of the market, so it was a perfect fit,” said the elder Wexler.

“It’s a great business that I have always loved. It is bittersweet to hand the keys to new ownership, but I’m convinced that it was the right decision at the right time to the right company.

“The secret to longevity is to stay close to your customer’s needs and the market environment. For us, it was time to move on to managing our real estate properties.” ■ MTD October 2019

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ACQUISITIONS, EXPANSIONS MARK YEAR OF RAPID CHANGE DEALERS CONTINUE TO INVEST WHILE FENDING OFF COMPETITORS

By

t’s been a year of rapid change for commercial tire dealers as they continue to invest in acquisitions and expansions in the face of intensified competition.

Over the last 12 months, dozens of commercial tire stores and retread shops switched owners, tariffs on Chinese tires helped boost retreading volumes, and tiremakers and truck stop chains continued to expand services for fleets. In this fast-moving climate, the nation’s top independent commercial tire dealers took advantage of opportunities to grow their businesses.

Recent acquisitions include Pomp’s Tire Service Inc.’s purchase of Lincoln, Neb.-based Dillon Tire Inc., which went to market as Cross-Dillon Tire, in June 2019. The deal added five combination commercial-retail stores, three commercial outlets and two retread plants to Pomp’s footprint. Pomp’s also acquired a commercial-retail outlet in New Holstein, Wis. The Green Bay, Wis.based dealership is No. 5 on Modern Tire Dealer’s Top 25 Independent Commercial Tire Dealers in the U.S. list.

Bauer Built Inc. purchased Allied Oil & Tire Co.’s tire business in April. The transaction gave Bauer Built seven new locations in five states, a retread plant, and a wheelrefinishing operation. Durand, Wis.-based Bauer Built holds the No. 7 spot.

So far in 2019, Bridgestone Americas

Also in CTD Top 25 Independent Commercial Tire Dealers ................................................ 42 Night and day changes: Compared to 1996, retreads — and retreaders — are better than ever .......................... 46 Past, Present, Future: Retreading in 1956 ..................................................... 56 Ag Tire Talk: What warranty and why ...................................................... 58 Commercially Viable: ....................... 66

36

PHOTO: TREDROC TIRE SERVICES

I

Ann Neal

No. 13-ranked Tredroc Tire Services expanded into the mobile industrial tire press business with the purchase of this service truck.

Tire Operations LLC has sold more than 70 GCR Tires & Service stores and retread plants to independent dealers. A deal that gave McCarthy Tire Service Co. Inc. 13 GCR stores and three GCR retread plants was finalized in August 2019. The Wilkes-Barre, Pa. dealership holds the No. 6 spot.

Other deals include the sale of 10 GCR stores to Earl W. Colvard Inc. The Deland, Fla., based dealership, which goes to market as Boulevard Tire Center, is tied for No. 9.

No. 11-ranked Parkhouse Tire Inc., based in Bell Gardens, Calif., bought four GCR stores and two retread plants. But the largest transaction involved the sale of 46 GCR stores and six retread plants to top-ranked Southern Tire Mart LLC of Columbia, Miss.

NEW RETREAD PLANT

In Toledo, Ohio, Best-One Tire Group’s new retread plant has capacity for 40,000-plus medium truck tire retreads a year. The project was in its final phase of construction when MTD spoke with Pete Glesing, president of Best-One’s commercial sales and operations, in late August. The plant is set to begin producing retreads in early October.

No. 2-ranked Best-One has 18 retread plants, counting its newest in Toledo. “We’ve

really focused on retreading because it’s one of the two things we make,” says Glesing.

Everything except the service the company provides and the retreads it produces “comes preassembled,” he explains. “The tires we sell are the same tires other dealers sell. But we manufacture retreads. We have investment in people and capital equipment, and we want to maximize that investment.”

The countervailing and antidumping tariffs on truck and bus tires from China, which were enacted on Feb. 15, 2019, as well as the U.S. duties on products from China in place since June 2018, have spurred sales of retreads. “The tariffs have given us additional opportunities with folks who were dead set on buying new product. We’re now providing them with retreads,” says Glesing.

FLEET AND SUPPLIER PARTNERS

No. 13-ranked Tredroc Tire Services Inc. remodeled its retread plant in Wyoming, Mich. The $400,000 investment increased the plant’s capacity by 20% to 30%. Tredroc also combined two retread plants in Illinois to create a multiple shift “mega plant” in the Chicagoland area, according to CEO Larry Jeffries. The merged operations increased capacity and efficiencies.

MTD October 2019

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To p 2 5 I n d e p e n d e n t C o m m e r c i a l T i r e D e a l e r s PHOTO: TRAVEL CENTERS

“We have maintained our current strategic path of rightsizing and aligning to sustainable business,” says Jeffries. “We have also continued our focus on creating partnerships with the fleets we service and our suppliers.

This has proven to ensure mutual success, as well as lasting relationships, through various challenges.”

The company worked with a core supplier, Falken Tire Corp., to develop and implement a comprehensive commercial sales training program. Other investments include a mobile press truck for industrial tires.

FLEET SERVICES EVOLVE

Purcell Tire & Rubber Co. relocated and expanded its retread plant in Salt Lake City, Utah, in April. In addition, Purcell, which is tied for the No. 9 spot, moved operations in leased outlets into company-owned facilities.

“We have continued our quest of relocating locations out of leased properties and buying properties instead,” says Arin Stroud, who handles marketing for Purcell. The company moved its truck tire center in Yuma, Ariz., into a purchased property and expanded services and inventory there. Purcell also moved its Reno, Nev., location to a newly constructed building. Two more leased outlets will move into company-owned properties in 2020.

Purcell will convert two commercial stores to “blended” outlets offering retail and commercial tire sales and service in the first quarter of 2020. In addition, the company will remodel an outlet in Washington, Mo., by the end of 2019.

Stroud says Purcell’s fleet services continue to evolve. For example, the company instantly transmits images and reports of a tire’s condition on site to the fleet operator.

Before the fleet service technology was implemented, Purcell could not collect payment from a customer for an after-hours call at the time of service.

“Now we come out, perform the service, take payment, and generate a bill right there for the customer,” says Stroud.

A STRONGER VALUE PROPOSITION

Callaghan Tire Inc. likewise put money into retreading and service capabilities. “We have invested in updating retreading equipment and facilities,” says CEO Don Mead.

“We are aggressively updating our rolling stock to provide more reliable service to our fleet customers. We have invested in expanding some niche segments of our business

38

Travel Centers plans to expand its scheduled mobile truck maintenance service, TA Truck Service TechOnSite, which currently has more than 200 trucks providing the same repairs and services performed in TA Truck Service bays.

that are highly profitable.” Mead says the Bradenten, Fla.-based dealership is focused on strengthening its value proposition.

“We value the large, national fleet customers we serve and work to always ensure we are performing for them. Having said that, our biggest focus is on acquiring and retaining local and regional fleet customers.”

Art LeBlanc, vice president at Pete’s Tire Barns Inc., says the Orange, Mass.-based dealership is doing “quality service so our customers will not buy on price alone and risk losing the service they need.”

The No. 24-ranked dealership expanded its distribution center by 25,000 square feet and added two outlets, six service trucks, two off-the-road trucks and an industrial press truck.

No. 17-ranked Raben Tire Co. LLC of Evansville, Ind., is concentrating its efforts on two fronts. “The first is quality customer care to ensure we keep our core relationships aligned with our high level of customer service,” says Brad Raben, vice president of commercial sales. “The second is to focus training efforts around total cost of ownership to mitigate the ever-changing market and reengage our customers in thought-provoking decisions driving bottom line profits.”

No. 4-ranked Les Schwab Tire Centers Inc. added eight outlets and remodeled 10 stores. The priority at Les Schwab is worldclass customer service and a wide range of products backed with the company’s lifetime tire and mileage care warranty, according to Dale Thompson, chief marketing officer.

“We work with our suppliers to ensure a

fair price for the quality of the products we purchase, allowing us to offer our customers the best value possible.”

Black’s Tire Service Inc. is investing $2.6 million to add 65,000 square feet to its warehouse in Whiteville, N.C. The project is set for completion in April 2020. The company serves more than 4,000 wholesale customers from its Whiteville warehouse plus four other distribution centers. No. 20-ranked Black’s Tire also opened a commercial outlet in Myrtle Beach, S.C., in March 2019.

TIRE MAKERS AND TRUCK STOPS

Independent tire dealers continue to face competition from manufacturer-owned stores and truck stop chains.

Bridgestone says its GCR business now operates more than 90 stores in the U.S. and about 10 GCR stores in eastern Canada.

(Michelin North America Inc. sold the last of its Tire Centers LLC stores in November 2018.) Scott Damon, president-commercial group, for Bridgestone Americas Tire Operations, says GCR continues to be a very important and strategic part of Bridgestone’s overall commercial tire distribution strategy.

“We have a strong growth pipeline in place for GCR. We are focused on meeting the emerging needs of fleet customers across our complete service network, which includes both GCR and the independent dealer channel.”

Damon says service is taking on greater importance with the shift to more fleetdriven, autonomous and electric vehicles.

“Tires will be a valuable source of information MTD October 2019

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To p 2 5 I n d e p e n d e n t C o m m e r c i a l T i r e D e a l e r s that can be translated into insights that service providers can use to help fleets make more informed business decisions and refine their vehicle maintenance and service program to increase productivity and profitability.”

The BestDrive subsidiary of Continental Tire the Americas LLC added seven locations in the last 12 months for a total of 24 outlets and seven retread plants in 17 states. The retread plant in Grand Prairie, Texas, has a capacity of 336 tires per day. A plant with identical capacity is planned for Forest Park, Ga., where the company is adding 50,000 square feet to its facility there.

Paul Williams, executive vice president of commercial vehicle tires in the Americas region, says the retreading environment is positive and Continental is moving forward with plans to increase production at its precure tread plant in Mount Vernon, Ill. “We believe the demand for U.S. retread shipments will slowly trend upwards as inventory of imported tires declines.”

Goodyear Tire & Rubber Co. says the U.S. DOT’s Federal Motor Carrier Safety Administration hours-of-service rules and

truck driver shortages are among the most significant impacts influencing its business.

“Both are leading fleets to demand faster roadside service response times and improved services that support driver uptime,” says Barbara Hatala, Goodyear’s operations and non-wired communications manager.

Goodyear maintains customer-owned inventory for fleet customers, provides a twohour roll-time for 24/7 emergency roadside service, and offers customized wheel end service programs. Preventive maintenance programs are available through Goodyear locations at Pilot Flying J Travel Centers.

Truck stop chains continue to invest in commercial tire offerings. Love’s Travel Stops & Country Stores Inc. has 366 Speedco and Love’s Truck Tire Care locations in the U.S. Over the last 12 months, Love’s has opened 13 Speedco outlets and 11 Love’s Truck Tire Care locations as well as its fifth retread plant.

In addition, Love’s partnered with Navistar to add Speedco and Love’s Truck Tire Care centers to Navistar’s International Truck service network. Eric Daniels, director of shop operations says Love’s sees opportunity

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to expand truck care services in the overthe-road market with a “natural progression” to fleet maintenance services.

TravelCenters of America LLC has 245 TA Truck Service Commercial Tire Network heavy truck maintenance facilities across the U.S. A scheduled mobile truck maintenance service called TA Truck Service TechOn-Site operates in the Chicago, Dallas, Indianapolis, Atlanta and Las Vegas markets.

The mobile fleet has more than 200 “bays on wheels” and provides the same repairs and services performed in TA Truck Service bays, according to Greg Frary, senior vice president of TA Truck Service. A network of over 600 “RoadSquad” service trucks and more than 1,700 third-party providers offers emergency roadside service managed from a national call center. The company also has a 32,000-square-foot retread plant in Ohio.

TravelCenters added a TA Truck Service shop this year and plans to open several more over the next 12 months. “We also intend to expand our TechOn-Site network by opening several new hubs in major markets,” says Frary. ■

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MTD October 2019

To p 2 5 I n d e p e n d e n t C o m m e r c i a l T i r e D e a l e r s

Service trucks

Rank based on 2018 estimated commercial sales (in millions)

Points based on number of outlets

Bridgestone, Firestone, Continental, General, Yokohama, Toyo, Double Coin, Duraturn, RoadOne, Gladiator, Triangle, Dayton

24

700

$1,200

234

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

91/59

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

18

500plus

$445

240

3. Snider Tire Inc. dba Snider Fleet Solutions, John Snider, chairman and CEO, Greensboro, N.C., www.sniderfleet.com

76/2

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

9

300

$410

167

4. Les Schwab Tire Centers Inc., Bend, Ore., Jack Cuniff, CEO, www.lesschwab.com1

0/429

Toyo, Continental, Double Coin, Falken, Michelin, Bridgestone, Firestone

3

1,500

$376

175

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

46/60

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

18

450

$367

200

6. McCarthy Tire Service Inc., WilkesBarre, Pa., John McCarthy Jr., president, www.mccarthytire.com 2, 3

47/13

Bridgestone, Firestone, General, Yokohama, Double 10 Coin, Triangle

310

$353

129

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

26/12

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

7

112

$246

76

8. Service Tire Truck Centers Inc., Bethlehem, Pa., Walter Dealtrey, CEO and president, www.sttc.com

48/3

Michelin, Yokohama, BFGoodrich, Cooper, Goodyear, Kelly, Roadmaster

4

255

$245

105

9. Purcell Tire & Rubber Co. dba Purcell Tire and Service Centers, Potosi, Mo., Roger Lucas, CEO and president, www.purcelltire.com

32/31

BFGoodrich, Continental, Dunlop, General, Goodyear, Hankook, Michelin, Yokohama

5

248

$175

118

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

28/4

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

4

277

$175

64

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

14/0

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

3

140

$170

31

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

0/30

BFGoodrich, Michelin, Hankook, Yokohama, Uniroyal, Continental

4

60

$142

52

13. Tredroc Tire Services Inc., Elk Grove Village, Ill., Larry Jeffries, CEO, www.tredroc.com

19/0

Bridgestone, Continental, General, Firestone, Yokohama, Roadmaster, Falken, Dayton, Goodyear, Cooper, Maxam, Hankook, Titan

4

185

$135

42

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

14/0

Bridgestone, Continental, Firestone, General, Michelin, Yokohama, BFGoodrich, Cooper, Roadmaster, Uniroyal, Gladiator, Falken

5

105

$125

33

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

13/9

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

6

91

$119

41

42

Truck tire brands

65/50

Commercialonly outlets/ commercialretail outlets*

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

Rank, company, headquarters, chief officer, website

Retread plants

2019 Modern Tire Dealer Top 25 Independent Commercial Tire Dealers in the U.S.

MTD October 2019

To p 2 5 I n d e p e n d e n t C o m m e r c i a l T i r e D e a l e r s

Service trucks

Rank based on 2018 estimated commercial sales (in millions)

Points based on number of outlets

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

2

80

$111

26

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

10/11

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

3

116

$103

38

18. Ziegler Tire & Supply Co. dba Ziegler Tire, William Ziegler, president, Massillon, Ohio, www.zieglertire.com

0/18

Michelin, BFGoodrich, Bridgestone, Firestone, Dayton, Continental, General, Samsun, Uniroyal, Sumitomo, RoadX

2

80

$99

35

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

9/28

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

3

147

$86

56

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

0/47

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

1

140

$80

47

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

5/24

Goodyear, Dunlop, Kelly, Roadmaster, Aeolus

3

64

$75

47

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

15/1

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

3

90

$75

34

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

8/9

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

1

55

$68

31

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

0/21

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

2

121

$65

31

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

16/0

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

3

121

$63

35

Truck tire brands

12/0

Commercialonly outlets/ commercialretail outlets*

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

Rank, company, headquarters, chief officer, website

Retread plants

2019 Modern Tire Dealer Top 25 Independent Commercial Tire Dealers in the U.S.

1 Les Schwab store total does not include 57 member-dealer stores.

2 2018 commercial sales figures for McCarthy Tire Service Co. Inc. do not include GCR Tires & Service business acquired from Bridgestone

in 2019. McCarthy Tire completed the acquisition of 13 GCR stores and three GCR retread plants in June 2019.

3 McCarthy Tire Service store count reflects the merger of two stores in Winchester, Va., into a single outlet, and the merger of a store in Mount Joy, Pa., into the Lancaster, Pa., location.

* MTD Top 25 Independent Commercial Tire Dealers ranking reflects commercial-only outlets and commercial-retail outlets as of Aug. 1, 2019.

Company-owned network update: In addition to independent tire dealers, commercial trucking services are available through company-owned networks and truck stop chains. An update on these sources of commercial trucking services as of Aug. 1, 2019, follows.

Continental Tire the Americas LLC: 31 BestDrive locations in 17 states.

Goodyear Tire & Rubber Co.: About 200 Goodyear Commercial Tire & Service Centers in the U.S. Bridgestone Americas Inc.: More than 90 GCR Tires & Service locations in the U.S. and approximately 10 GCR locations in eastern Canada.

Pilot Travel Centers LLC: More than 750 Pilot Flying J Truck Care locations in 44 states and Canada.

Love’s Travel Stops & Country Stores Inc.: 366 Speedco and Love’s Truck Tire Care locations in the U.S. The company says the number of Speedco and Love’s Truck Tire Care locations is constantly chang-

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ing as new stores are opened and existing locations are converted to Speedcos.

TravelCenters of America Inc.: 245 TA Truck Service Commercial Tire Network locations in the U.S. How the rankings are determined: To be ranked on the MTD Top 25 Independent Commercial Tire Dealers in the U.S. list, a dealer has to: 1) sell truck tires, 2) have at least one retreading plant, and 3) offer 24/7 road service. Points are tabulated based on number of outlets. Each commercial-only outlet 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 2019

Past, Present, Future: Retreading

NIGHT AND DAY CHANGES

COMPARED TO 1996, RETREADS - AND RETREADERS - ARE BETTER THAN EVER By

Kevin Rohlwing

T

his year marked my 37th in the tire industry. I started what seems like a century ago, at age 15, stacking tires when I wasn’t cleaning whitewalls at our family tire dealership.

By the time I was 18, I was running road service calls all over the Chicagoland area.

Just a few years later, the service manager position at our dealership opened up and my whole life changed. Suddenly I had the responsibility of keeping service trucks, salesmen, and three bays running and profitable every day. One of those duties was to manage retreads on a weekly basis.

We used two retreaders back then: one for “top-caps” (precure) and one for “full-caps” (mold cure.) Most of the truck tires went for top caps because there was more leeway with the casings. The best truck casings, skid steers, and farm/earthmover section repairs went to the full-cap retreader. Up until I joined the old International Tire & Rubber Association (ITRA) in 1996, that summed up most of my experience with retreading.

In May 1996, Marvin Bozarth hired me as the new director of commercial tire service at ITRA, with the goals of developing both a publication for truck tire technicians and a leader-led commercial tire training program.

Here I am in the old ITRA Training Center teaching a commercial tire service class.

Based on my waist and hairline, I’m guessing it’s around 1998.

Prior to my arrival, the American Retreaders Association (ARA), which preceded ITRA, had built a state-of-the-art training center in Louisville, Ky. When I arrived, all of the facility’s classes were associated with retreading since it had been a fully functioning retread

Bob Majewski, then-technical director for the American Retreaders Association (in red at the buffer), teaches a hands-on retread class at the new training center.

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plant that was relatively modern. In the most popular class, students would come in for a week, and each of them would physically retread a tire from start to finish — in many cases, for the first time. Most students worked for suppliers and tire companies without a retread system, so the goal was to give them a better understanding of every step in the retread process. As simple as it sounds today, it wasn’t that simple back then.

Inspection at the time consisted of a spreader, an NDT and an NDI detection machine. Each student would put their casing, supplied by a local retreader, on the spreader and conduct a complete visual inspection on the inside and outside of the tire, much like today. Then they would run the casing through the NDT to find any holes in the innerliner and then through the NDI to look for any separations. Sometimes the instructor would purposefully make a small hole in the tire so the students would know what to look for and how to repair it. The instructor would then walk them through each step of the inspection process so they MTD October 2019

In the early 1990s, the American Retreaders Association (ARA) strongly believed that hands-on training led by an experienced instructor was the best way to teach the retread process.

understood what it took to inspect a casing.

From there, things got complicated. The student would have to select the proper buffed radius for the size, make and model of the casing before installing the correct template on the buffer. Then the student would make multiple passes with the buffer, each one a little deeper, until all of the tread design was removed. A quick check of the circumference with a tape measure would determine when the buffing process was

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Hands-on meant hands-on, as this student got some rubber dust on his white sweater while Bob Majewski taught him how to skive a tread injury on a truck tire.

complete. Today, technicians scan casings and install tires on a computer buffer. All of the buffed radius and circumference data is loaded into the program, so the technician doesn’t have to measure anything.

Back then, the hard part was far from over. The buffed casing in the precure process would have to be sprayed with cement, and then a thin layer of calendared cushion gum would need to be applied after minor damage to the top belt was removed. Then it

was filled with raw rubber from an extruder gun. In the classes, students would simulate skiving and filling. On a real-world casing at the time, the skive and fill station was a physically demanding job, and cushion gum application required a higher level of skill and precision. Fast forward 23 years and cushion gum extruders have eliminated cement and rolls of cushion gum while filling most of the skives. You now get a much more consistent bonding surface on

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Past, Present, Future: Retreading

This is a classic example of a student “eye-balling” the tread to see if it is centered and straight on the truck tire casing during the precure building process at the training center.

the casing, with a more even layer of raw rubber before the tread is applied.

Watching students struggle with building during classes was painful. Each roll of tread rubber would sit on the floor, and the builder would straddle the tread and physically hold it in place and guide it around the casing as it spun on the hub. Achieving a state of perfect straightness was rare. It took strength and a lot of skill to control the tread rubber in proper alignment. The students never had a chance, but there were a lot of precure builders in plants across North America who could consistently get them pretty straight most of the time, and only slightly off the rest. The best of the best would even know where to position the splice so it would match up with the other end of the tread.

It was as much art as it was skill.

In 1996, the ARA had just changed its name to ITRA at the annual Retread Expo in April. My first unofficial job after joining ITRA was to attend the Expo, which gave me my first look inside the retread industry. The

Expo featured a retread appearance contest, where association members would send in their best-looking retreads in several different categories. As I walked down the aisles of retreads for the first time, I honestly thought some of them were new tires. The craftsmanship was incredible. For precure retreads, the splice would be positioned at the top so everyone could get a good look at it from shoulder to shoulder. They didn’t look anything like the “top cap” retreads I was used to seeing, and entrants in the beadto-bead mold cure category blew my mind.

The following year, I became intimately involved in the retread appearance contest.

Retreads would arrive at the training center in Louisville and they had to be cataloged, stored, and eventually shipped to the convention center. In some cases, the shipping container was a shrink-wrapped tire on a pallet.

We took great care not to damage or alter the appearance of the entrants as we positioned them on stands for judging. Someone put a lot of work into building and shipping each

The retread appearance contests were prominently featured at the Retread Expo in Louisville, Ky.

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The late Raymond “Gus” Hawkinson Jr., left, was a former ARA and ITRA board member and retread appearance contest judge who put a lot of effort into grading every retread that was entered.

retread to us, so we took our jobs seriously, out of respect for their efforts. A committee of current and former board members judged each retread. Contestants were anonymous so it was a fairly honest assessment of each entrant’s appearance, which meant the Best in Show Award winner was usually the best-looking retread.

Retreading required a lot of effort in the 1990s. It was a physically demanding job that required a high level of skill. Some equipment and machines made the process a little easier or a little faster, but the human element still played a major role in the quality and performance of each retread. You could have five different retreaders using the exact same process and get five different results.

Good people in good plants made good retreads, average people in average plants made average retreads, and low-cost retreaders typically produced low-cost retreads.

Computerized buffers were probably the first major technological achievement for the industry. Keep in mind, there was

A Best in Show Award at the retread appearance contest was the sign of a beautifully crafted retread.

MTD October 2019

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Past, Present, Future: Retreading a considerable difference in cost between a standard buffer and a computer buffer when I started my career in retreading. There still is. Initially it was more about productivity.

One computer buffer could buff more tires in a shift than a manual buffer. After the return on investment was proven, computer buffers became an easy sell to high volume retreaders.

Consequently, smaller retreaders without the volume needed to pay for computer buffers found it increasingly harder to compete with those who were jumping on the high-tech bandwagon. What made it worse was the fact that automatic computer buffers did a much better job while lowering cost and improving the performance of end products.

Better and cheaper is tough competition for any small business in a price-sensitive segment like retreading.

The reliability of retreads also has increased tremendously with shearography inspection technology. By detecting movement between the belts and belt edges, the retreader can definitively reject a casing with the pictures to show why it wasn’t retreaded.

Allowable guidelines are established and then the machine provides the information that either falls within or outside those guidelines. With a more stable casing, the benefits are easier to realize because fewer retreads will fail in service.

With the growth in automation, computerization and advanced inspection technologies, the need for skilled retread plant workers started to decrease. In 1996, most of the retread plant workers in North America were still craftsmen, to some degree.

Now workers let the machines do most of the work. They just need to know where

Marvin Bozarth, left, former ITRA executive director, hands a Best in Show Award to the late Harvey Brodsky, former managing director of the Tire Retread & Repair Information Bureau, on behalf of one of his members who could not accept the award in person.

things go and what buttons to press. There are still a few craftsmen and skilled workers, but the majority can be trained to run a machine in a short period of time. I was fortunate enough to see the end of an era in retreading and then get a front row seat to a retread revolution that is far from over.

MORE OPPORTUNITIES

To say retreading has changed over the last 23 years is an understatement. There were probably 2,000 to 3,000 retread plants producing 15 million to 16 million retreads a year back then. Annual retread production has stayed relatively the same, with a slight drop to the current 14 million to 15 million-unit range, but the number of plants has dwindled to less than 800. Combine continued consolidation with more production improvements and you are going to get a growing number of

There is a certain amount of pride that goes into the craftsmanship of building your first retread, as evidenced by these former ITRA retread students.

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plants that retread more than 1,000 tires a day, which was unheard of back in the mid-1990’s. Retreading is as modern of a manufacturing process as you will see, and I believe technology is only going to get better.

The other side of the business is the industry itself. I’ve always said that marketing and giveaways sell passenger and light truck tires, while math sells commercial truck tires.

For a lot of fleets, it’s cost versus price. With most wheel positions on the cost side, tire and retread manufacturers must continue to deliver the best cost-per-mile in order to compete. Some applications like waste and recycling collection will always benefit from retreading. They are the definition of severe service when you consider the brake heat and scrubbing alone. As long as there is garbage that needs to be picked up, waste haul fleets will need retreads. The keys to the future, in my opinion, are the pickup and delivery, regional and long-haul segments, where most trucks operate. I also believe that the economic advantages to retreading will become harder to ignore as new truck tire raw material and manufacturing costs continue to rise.

From a vehicle perspective, the most likely major shifts in trucking will focus on replacing/assisting the driver or an alternative energy source other than diesel fuel — in other words, automated and/or electric trucks.

But those are my views. Because technology will continue to play a major role in the evolution of retreads and the retreading process, I recently reached out to Edd Burleson, the president of Central Marketing Inc. in Colonial Heights, Va., and a member of the Tread Rubber and MTD October 2019

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Past, Present, Future: Retreading

This young female trainee was so proud of her truck tire retread that she wanted her own picture with it.

Tire Repair Material Manufacturers’ Group (TRMG), for his thoughts on retreading equipment. Edd was a pioneer in bringing automated retread technology from Europe to the North American market in the early 1990’s and will be awarded the prestigious 2019 Ed Wagner Industry Leadership Award for his role in the technological retread revolution.

I wanted his thoughts on the future of retreading, and one statement he made really stuck out. He said, “Retreading advances are a little like Thomas Jefferson not inventing things but continuing to improve existing things.” I asked Edd to weigh in on all the different ways that retreading equipment has changed and will continue to change.

On inspection: “I feel shearography is a major technological advance that has become affordable at the retreading level.

Today, these systems offer bead-to-bead inspection with automatic grading of the casing based on the parameters given for each tire. The grading can split the tire into zones so different parameters can be used in different zones. Also, 3D mapping of the tire is now available, which makes the results more understandable for the operator.”

On buffing: “We installed our first computer buffer in 1994, and if we compare what we have today to what we had then, the advancements in this technology are unbelievable. The latest innovations include automatically profiling the tire and calculating all the parameters needed to buff the casing. Also, the machine will automatically adjust the buff profile to a set distance over the steel belt, adjusting each section of the tire and making sure the shoulder circumferences are the same. In

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In the early 1990’s, training was the key to success in retreading because there was a much higher level of skill required in the plant. That’s why ARA built a training center and hundreds of students attended classes during that period.

addition to technology advances, there are also productivity improvements with twin hub buffers, so mounting, inflating, demounting and deflation time is reduced.”

Also, new extruders can extrude tougher rubber compounds that are required to be competitive in today’s retreading industry.”

On curing: “We still cure tires the same On AZ Cushion Applicators: “This is one way by using a chamber or a press for mold of the machines that has had a major impact cure, but there have been many improveon the industry. The AZ ments that have resulted machine has improved in shorter cure times, ‘I FEEL SHEAROGRAPHY IS A quality and saved waste with automatic controls MAJOR TECHNOLOGICAL ADVANCE that alert and prevent from cutting the sides of calendared cushion improper cures.”

THAT HAS BECOME AFFORDABLE off to fit the casing, plus AT THE RETREADING LEVEL.’ filling the skives. Normal On final Inspection: improvements have been “The major change in this many, including decreasing cycle area is technology that can quickly time, but the latest advance is the and efficiently inflate the retreaded automatic setting of the wing formers tire to operating pressure and check with a laser camera to gauge the it for any quality issues before the thickness of the cushion applied tires leave the retread plant.” to the casing.”

No matter how future products On building: “This involves or services are delivered, there is a EDD BURLESON different types of machines, as strong likelihood they will depend there are different systems being used in the on vehicles with tires. Large warehouses scatindustry today, so they need to be addressed tered across the continent must be supplied separately. by traditional tractor-trailer units, regardless of how they are powered or piloted. Those * Precure. “Major improvements have warehouses will then need a fleet of smaller been in the areas of tread pattern matching vehicles to deliver the product directly to and tread tensioning that improves balance. the consumer.

These machines measure the tire circumferIn an age where e-commerce is explodence and measure the correct tread length ing, the Transportation Research Board to apply at an even tension with a splice that estimated that the number of city truck trips matches the tread pattern.” may double by 2022. In many cases, tires * Spliceless. “This type of tread is cured on these urban delivery trucks may have in one piece so there is no splice, providing a higher degree of retreadability. As more an optimal amount of tension with no need of them are needed to solve the challenge for a tread match.” of the “final 50 feet,” it could mean more * Mold cure. “There are new extruder opportunities for retreading. ■ builders that automatically measure the casing and apply the correct amount of rubKevin Rohlwing is the Tire Industry Association’s senior vice president of training. ber based on the exact mold for the retread.

MTD October 2019

EXPERT OPINIONS

RETREAD SUPPLIERS FORECAST CONTINUED GROWTH By

Kevin Rohlwing

ARMSTRONG

F

BUSHNELL

ew sectors of our industry have changed as dramatically as retreading. I recently asked several Tread Rubber and Tire Repair Material Manufacturers’ Group (TRMG) member companies to provide their

CASEBRE

JARRETT

outlook on the current and future state of retreading. I received responses from Clif Armstrong, CEO and president of Marangoni Tread North America Inc.; Robbie Bushnell, vice president, tire repair products, Group 31 Inc.; Joe Casebere,

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53

Past, Present, Future: Retreading and Karl Remec, business model leader, Michelin North America Inc. Here’s what they had to say.

What is the status of the current retread market?

Armstrong: The word we hear most often when we ask our Marangoni independent dealers is “solid.” When asked to expand on this term, most talk about their business being ahead of the past few years but still not quite what was hoped for when tariffs were announced in February of this year.

Bushnell: I believe that the current status of retreading in North America is doing very well, even with inexpensive truck tires entering from China. While some fleets have chosen an inexpensive tire, many are finding out they do not have the quality casing allowing for multiple retreads. Cost-per-mile is very important, and the best truck tires still provide the lowest cost per mile after multiple retreads.

Casebere: As a company that supplies the retread and commercial market, we see a stable acceptance and need for retread and repair materials. Although the last few years have been robust in new tractor-trailer orders, retread volume shrunk for a time but should rebound as wheel positions adjust to new sizes and new wheel positions.

Jarrett: It’s a dynamic time in the tire industry, particularly within the commercial tire segment.

All fleet owners are trying to maximize their investment and have an eye on lowering total cost of ownership across all their assets, including tires. Dealers continue to educate fleets on the benefits of retreads, the advancements in the retread manufacturing process and the impact retreads can have on a fleet’s bottom line.

We anticipate that the retread market will continue to grow as fleet owners make changes to their business models to include more profitable, sustainable solutions.

Majewski: We are seeing a 4% increase in all our shops. We don’t see much of an increase in prices.

Remec: The pace of the current 2019 retread market has been steady, yet somewhat slower than expected, in comparison to 2018. We expected that the tariff situation on new, low-cost, imported tires from China would have had a bigger positive effect on the retread market.

54

Are tariffs on Chinese tires helping the retread market?

Armstrong: In a word, yes. While the tariffs have not immediately translated into extraordinary growth for Marangoni Independent dealers, what they have done is spark a new sense of optimism and anticipation. Dealers are starting to talk about investing in their retread shops and upgrading equipment. Our industry has not seen this level of optimism in several years.

Bushnell: Tariffs can only help get the cost of an imported tire closer to the cost of a major brand here in the U.S., but we are still at a disadvantage. Imported tires certainly have some market share.

Casebere: Tariffs have slowed down the import of cheap price point products somewhat. The fact is that many of the Chinese partners in this level of manufacturing have over the last three years made product improvements and increased pricing because of better technology.

Jarrett: We continue to closely monitor the regulatory environment. The situation is very fluid, making it difficult to predict the future. Our focus is on educating fleets of all sizes about the many advantages retreads offer, and helping them understand that retreads are a smart business choice in any market condition.

Majewski: We see the tariffs are going away behind the government’s back.

Remec: In theory, yes, because a tariff should raise the acquisition price of these new tires and fewer of them will enter the market and compete with retreaded tires for the same wheel positions. In the beginning, we saw better results, but they are moving tires through Canada and from Vietnam at the lower prices. Also, our vendors called and lowered prices by 14% going forward on all new orders.

Where do you see retread technology in 10 years?

Armstrong: Marangoni has been at the leading edge of retread technology with the splice-less Ringtread System. We will continue to develop new and better compounds to enhance the Ringtread System to meet the ever-changing fleet landscape.

Retreading has always had the ability to adapt to changes quickly. As logistics continue to evolve, the retread companies will continue to react and respond. One need only look at the current changes in the market to see this change in action — for

example, the Amazon” last-mile” effect.

Retreading is a money-saving (option) for this ever-evolving business. We do not see this ability to adapt and enhance logistics operations changing in the future.

Bushnell: The technology of truck tire retreading equipment has drastically changed in the last 10 years, and will certainly continue to evolve in the next 10 years. We are seeing computers running all of the equipment in the retread shop and it will continue to improve.

We are even seeing robotics and similar equipment being utilized, with the same technology that is used in new tire manufacturing.

Casebere: We believe there will be more automation in certain areas of the plant, especially in casing preparation, (plus) fewer steps in repair, curing methods and tire handling devices, requiring fewer retread employees.

Jarrett: The modern retread process has evolved significantly with the introduction of new technologies, and the latest innovations focus on the entire casing, not just the tread of a tire. For example, the Bandag retreading process includes multiple inspection points and state-ofthe-art technology to determine if a casing is qualified for retreading.

Looking ahead, we anticipate retread technology will become more sophisticated and cost-effective to make mobility more efficient for both the fleets we serve and our dealer partners.

Majewski: With technical processes like skive and repair, it’s pretty hard to automate, so buffing and building are what we focus on for automating. We also have the option of making our bladder presses robotic going forward. Another area where we need to improve is the amount of time spent lifting tires. The physical requirements of the job are a deal-breaker for some job candidates, so we must make it easier to keep and get good people.

Remec: Retread technology will develop along with new tire technology. Advancements in casing inspection technology and further automation of the retread process will continue to evolve toward making retreads safer on the road, more economical for fleet operators and better for the global environment. ■ Kevin Rohlwing is the Tire Industry Association’s senior vice president of training.

MTD October 2019

Past, Present, Future: Retreading in 1956

good shop layout:

KEY TO EFFICIENCY using the fundamental principles as a guide any retreader can effect an ideal layout for his shop

56

M

ANY retreading operations may have succeeded even though they have been housed in congested and poorly arranged shops. These, however, have done so in spite of themselves and make up the exceptions which prove the rule: Good shop layout will increase general efficiency, produce more finished goods in a given period of time and make for more healthy, satisfied shop employees.

Since retreading is basically, a manufacturing process, it would be well to emulate the industrial moguls who have spent vast amounts to increase the efficiency of their manufacturing processes.

The results of their search for better layout and more economical operations are no secret and MTD October 2019

can be reduced to fundamental principles applicable to any retread operation.

WORK FROM A SIMPLE PATTERN A number of variations of the basic principles is possible. The important considerations are: The amount and types of equipment you have on hand or intend to purchase, the building available or to be built, and your production and sales objectives.

When these have been counted and measured, the job of “tailoring” the funw w w . M o d e r n T i r e D e a l e r. c o m

damental layout to you own specific needs is facile.

The above diagram represents the layout of a typical electric mold shop and electric requirements, as prepared by the Super Mold Corporation of Lodi, California. Besides provisions for adequate space for equipment and stock, note the ease of entering and exiting afforded by such a layout. Note too, that the office and showroom bear prominent locations where business can be conducted peacefully, away from the hub-bub of the shop.

But bear in mind these additional considerations:

1) Provision for future expansion —relocation is an expensive solution for overcrowded conditions. A lot adjoining your present location is the best solution but allowance for expansion within your new building is a good alternative.

2) Storage facilities — should be measured in terms of maximum production. A good rule of thumb is to allow adequate tire storage for 15 days production and material space for 30 days consumption.

3) Compliance with local ordinances — is a must. Become familiar with all the fire, ventilation and cement storage regulations before attempting your shop layout.

57

A G T i r e Ta l k

WHAT WARRANTY AND WHY ASK ABOUT WORKMANSHIP AND MATERIALS, STUBBLE PROTECTION AND FIELD HAZARD COVERAGE

By

James Tuschner

Modern Tire Dealer has partnered with AG Tire Talk to provide answers to the insightful questions farm tire dealers have about farm tire technology. This is the 10th in a series, which is designed to help agricultural tire dealers better connect with their customers. A trending question followed by an abridged version of the answers will appear in our Commercial Tire Dealer section every other month; for the complete answers, check out www.agtiretalk.com!

COURTESY OF JAMES TUSCHNER

QUESTION: What should a grower look for in a radial R-1/R-1W ag tire warranty to maximize return on investment?

SCOTT SLOAN, ag product manager/ global LSW, Titan International Inc.: You could spend hours comparing each and every aspect of every tire company’s warranty policy. Stubble, field hazard, workmanship and materials, along with the length of the warranty, and how it applies with respect to how the amount of credit is determined based on years of service or wear are all factors to consider.

58

One of the first things a producer should look for to maximize return on investment with warranty is to make sure they have a local servicing dealer that can handle the claim. Titan/Goodyear has one of the most extensive dealer networks in North America. That means in almost every rural area the producer can find someone not only to handle his tire requirements but also administer warranty claims when they come up, making the warranty claim easy and hassle free.

On Manufacturer Defect Warranty, you should make sure “No charge, free

replacement” includes service and labor charges, as this can dramatically reduce the cost for a producer if there happens to be an issue. The initial length of time for “No charge replacement” due to workmanship issues and on what types of tires is extremely important to know also.

On Stubble Protection Warranty, make sure your radial rear is covered before you purchase, as many manufacturers only cover “stubble branded” tires.

Some manufacturers require a knock down device be installed after the first warranty claim. That is actually money very MTD October 2019

A G T i r e Ta l k well spent any time you install new tires especially for stubble damage. Front tires on tractors are changed 3-1 compared to the rear tires. Common sense tells you it’s because the front tires are knocking down the stubble, so it only makes sense if you put a mechanical device in front, you could actually be tripling the life of the tires. That is really maximizing your return on investment.

A warranty policy is one of many factors a person considers when they are making a tire purchase. I think the decision to purchase a particular brand is based more on the end user’s experience with that brand and, more importantly, how their particular tire dealer services him than it has to do with an actual warranty policy itself. We all want to do business with people you trust and who treat you fairly. I don’t think any tire company is intentionally trying to put poor quality product into the field. But if there is an issue, that is where the relationship between the customer and the tire dealer, and then the tire dealer with the manufacturer, becomes so important.

Titan is the only company with a team of “Ag Specialists” in the field whose sole purpose is to assist tire dealers and end users with issues regarding tire application and machine set up to maximize their performance in the field, and also avoid costly downtime due to an unnecessary warranty claim due to misapplication or wrong inflation pressures.

JAMES CROUCH, national agriculture product manager, Alliance Tire Americas Inc.: When you shop for a tire, ask your dealer about the warranty that covers it. Of course, the first thing that should jump out is the length of the coverage. Obviously, the company is not expecting many failures during the warranty period, so if they’re willing to back a tire for many years of service, you can figure it’s a very safe bet. When a manufacturer promises long warranty coverage — 6 or 8 or even 10 years — it’s making a very strong statement about the quality of its tires.

Look for stubble damage, field hazard,

and manufacturers’ defect coverage. Consider problems you’ve had over the years, and make sure the warranty would cover them, or that you at least know what’s not covered.

But just as important as the warranty policy is how easy it is to handle a claim. Is there a lot of paperwork, or can the process be handled smoothly? Do you have to haul the tire into town, or can you just send a few pictures from your phone?

Also, be sure to ask your dealer: “Does this company handle warranty claims quickly and smoothly? Do they have your back?”

After all, a warranty is just a bunch of legal language until a company makes good on it.

That’s why we’re so proud of our ATG Warranty Wizard app. It’s a smartphone app for iPhones or Androids that makes a warranty claim really simple to file. It walks you through a few questions, you take a few photos with your smartphone, and push “send.” The information goes directly to the people who need it to process your claim, and they handle each claim promptly. It’s as simple as that.

Here’s the bottom line: A warranty is an

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MTD October 2019

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A G T i r e Ta l k important tool and a major consideration when buying a tire, and so is the company that’s backing it.

DAVE PAULK, manager of field technical services, BKT USA Inc.: A warranty provides protection should a customer have issues with a tire due to a manufacturer defect or material related failure. Some companies offer a Field Hazard and Stubble Damage Warranty, comparable to the Road Hazard Warranty on automobile and light truck tires. The field hazard part of this warranty covers tires that become unserviceable due to non-manufacturer related circumstances. This can be the most important part of the warranty to help… (farmers) protect their investment with circumstances that they sometimes can’t control.

Stubble damage, the second part of this warranty, is caused by corn, cotton, soybean, etc., stubble penetrating the tire and causing air loss. With most manufacturers’ warranties, the tires must be unserviceable and not able to be repaired to be adjusted under this provision. To minimize stubble damage, mount equipment to the front of the tractor to push the stubble over to eliminate stubble penetration into the tire. Also, if possible, cut the stalks taller so the front tires push stubble over instead of directly running over it helps. Tires are made of rubber and fabric and unfortunately aren’t indestructible. This is an important part of the warranty to help a farmer protect their investment of tires.

BKT has a both a Limited Material and Workmanship Warranty and a Field Hazard and Stubble Damage Warranty to help farmers

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protect their investment by purchasing BKT agricultural tires. BKT’s Limited Material and Workmanship Warranty covers radial agricultural tires for nine years from the date of purchase or the date of manufacture if proof of purchase cannot be furnished. This will cover any condition considered to be a manufacturing defect by BKT. BKT has a three-year radial Field Hazard and Stubble Damage Warranty from the date of purchase or date of manufacture if proof of purchase cannot be furnished.

DANA BERGER, OE sales representative and farm project lead, Continental Tire the Americas LLC: Continental released their 10-year Agriculture Tire Warranty for the United States and Canada in February 2019. Some farmers will hold onto a tractor for the entire length of its life. For those farmers, the extended support from a tire supplier proves that we value their hard work. On the other hand, farmers who lease their equipment will benefit greatly from our Stubble Damage and Field Hazard coverage. This comes back to the density of the stalks causing tire damage. With the proper stalk dampening procedures in place, a farmer can be confident that Continental will stand behind them, should there be damage from regular operation. This includes any concerns from piercing or blowout situations related to field hazards.

Tires are an investment for a farmer. Even leased equipment must often be returned with a tire in good condition within reasonable tread wear use. For an R-1 and R-1W tire, the farmer needs to consider the tread depth and overall wear when they turn in their equipment. Our warranty can help the farmer not have to purchase a full priced tire that they won’t benefit from, upon return.

BRADLEY HARRIS, manager, global agricultural field engineering, Firestone Ag Division, Bridgestone Americas Tire Operations LLC: When purchasing new equipment or new tires for your current equipment, does the tire manufacturer’s warranty or policies factor into your decision? Does your tire dealer or equipment dealership help you understand the warranty that comes with your purchase?

What is the difference between a warranty and policy, and what should you ask your dealers when comparing the warranties or policies?

The Firestone Ag manufacturer’s warranty is a program in place to help customers when the tire becomes unusable for any reason within the manufacturer’s control. The manufacturer’s warranty applies when the customer uses the tire correctly, but it becomes unusable.

In Firestone’s published manufacturer’s warranty, there are examples of what typically is not covered under the manufacturer’s warranty, like tire damage due to apparent overloading, abuse of the tire, rapid tire wear, mounting damage or improper repairs. The list of typical conditions not covered is in the Firestone manufacturer’s warranty.

Firestone agricultural radial tires have a manufacturer’s warranty of nine years and six years for the Performer EVO–branded radial tires. The Firestone manufacturer’s warranty start date is based on the tire or new equipment’s original proof of purchase (POP) date.

If the POP is lost, Firestone will use the DOT serial date code of the tire to determine the age of the tire. Firestone Ag also provides a Stubble Damage Policy and/or a Field Hazard Policy on R-1 and R-1W tires.

The questions to ask your dealer when comparing the manufacturer’s warranty or policy: • Do these tires have a manufacturer’s warranty or policy?

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MTD October 2019 9/10/19 9:11 AM

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All our Ag radial tires sold in North America are backed with our confidence-building 7-year warranty and offer a triple advantage – Low Compaction, High Traction and High Roadability.

For more information, visit www.ceatspecialty.com/US Distributed in USA by Tyres International Inc. For further inquiries, call 800-321-0941

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A G T i r e Ta l k COURTESY OF JAMES TUSCHNER

• Where can I find the published manufacturer’s warranty or policy?

• How many years are the tires covered under the manufacturer’s warranty?

• How much do I need to pay if there is a warranty or policy claim?

• Is the labor or service call covered by the manufacturer?

• Does the warranty or policy transfer to the next owner?

Asking these questions is a great way to understand the total purchase price of the tires.

NORBERTO HERBENER, OE applications engineer, Trelleborg Wheel Systems Americas Inc.: Warranty is a word that should symbolize manufacturing quality and the compromise of the tire manufacturer to stand behind his product with high quality and after sales support. This compromise must be complemented with the local tire dealer knowledge and support. This combination assures that the final tire customer has peace of mind.

There are several aspects to consider when analyzing tire manufacturer warranties and how it’s applied in each case. Several steps must be followed in order to have a hassle-free process in case a warranty has to be used. Always the process starts with your local tire dealer, and he will determine if the issue is warrantable and will follow up the process with the tire manufacturer.

If your local tire dealers do not respond to your expectations, most tire manufacturers offer a toll-free number to contact them.

Please don’t abuse this resource and use it only as the last resource.

Length of coverage. The first point to consider is the length of the covered period, when it starts, how the credit is applied in

case the warranty is accepted, paperwork required and what additional perks the tire manufacturer offers. For most cases, especially with well-known brands, the warranty coverage period starts when the tire is sold to his final user. For example, for a farmer that bought a tractor, the start of his warranty is the date of the tractor invoice — it’s important to keep a record and proof of purchase for a claim. If this information is not available, the start of the warranty is the date of manufacturing of the tire (date code) stamped on the tire — normally 4 digits representing the week and year of manufacturing.

Claim type. The tire manufacturer warranty covers — during the covered period — defects in material and/or manufacturing.

The tire must be used as it was designed to be used; the warranty will not cover for improper use, maintenance, storage and/ or abuse of the tire.

Cosmetic blemishes. Small stubble damage that will not affect the tire performance

Warranty definitions There are three types of radial R-1/R-1W warranties for tires that become unser-viceable: workmanship/materials, stubble protection, and field hazard.

Here are the basic definitions of each: Workmanship and materials: manufacturer defect coverage within the

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manufacturer’s control.

Stubble protection: coverage against tire degradation or puncture caused by hybrid crop.

Field hazard: similar to road hazard; coverage for unforeseen puncture or damage, not within manufacturer control.

Not all manufacturers

have policy coverage for all three of the warranties at left, and many war-ranties have been revised in the last couple of years because of added competition.

Ag manufacturers have posted their full warranties for all types of coverage on the site on agtiretalk.com/ warranty-stop.

are not warrantable cases. Always consult with your local tire dealer if your situation is covered by the tire manufacturer warranty before starting a claim. In the case the tire dealer agrees on the viability of the claim, he is responsible to collect all the information and evidence of the claim and submit it to the tire manufacturer for analysis. Even in this case, always wait for final manufacturer approval of the claim.

Type and quantity of the adjustment from the tire manufacturer. This criterion differs among manufacturers, and most apply a percentage of reduction per year. For example, in a five-year warranty, the adjusted credit will be reduced by 20% for each year of usage (a three-year-old tire would get a 40% credit). For Mitas tires, the credit is based on remaining tread depth at the time of the claim (takes in account the tire usage). So, if a tire is six years old and the tread depth is 50% of the original, the credit would be 50%.

Once the claim has been accepted by the tire manufacturer, the credit will be issued to the local tire dealer who initiated the claim and forwarded to the end customer. In most cases the credit is applied toward the purchase of the replacement tire.

Some tire manufacturers add additional perks to their warranty. Mitas added to the warranty what is called a field hazard for the first three years of covered warranty, independent from any manufacturing or material defect. This perk applies when a tire suffers a damage beyond repair — puncture by deer antler for example — where the tire functionality is compromised, and the tire has not been misused. In this case Mitas will help the final tire owner with part of MTD October 2019

the replacement tire cost proportional to the length in service.

JIM ENYART, technical manager, CEAT Specialty Tires Inc.: Growers who are looking to purchase radial ag tires should start the process by identifying the product or products that best fit their needs. After a grower identifies one or more candidates, they should gather information on costs, availability, past experience and inventory.

It may be prudent to check these items with several dealers.

The warranty policy should also be a big part of your fact-finding process. The warranty coverage may be a determining factor in your purchase.

CEAT’s Farmax brand ag radial tires are covered by a limited ag radial warranty that provides seven years of workmanship/materials coverage. If the tire becomes unserviceable, unrepairable or unsafe during the first seven years in service due to a workmanship/materials defect, the original owner is covered by this seven-year warranty.

During the first two years, there is a No Cost Replacement as long as the tread depths are at 75% of the original tread depth or more.

CEAT also offers a Field Hazard / Stubble Damage Warranty for a three-year period on all CEAT ag tires.

Time in service for warranty calculations is based on dealer invoice to grower. If the invoice is not available, the fallback position is the date code molded on the sidewall.

GREG GILLAND, business development and ag segment manager, Maxam Tire International: A grower should first and foremost find ag tires that meet his definition of “value” for his farm, ranch or operation.

The protection we provide for our radial product line workmanship and materials is eight years, with a two-year free replacement less than 25% of wear that includes standardized labor and service reimbursement. After free replacement time frame, our Workmanship & Materials Warranty is based on years of service only, not tread depth.

Maxam also offers both field hazard and stubble damage protection with four years of coverage, based on both years of service and tread depth.

Lastly, we offer four-year Workmanship & Materials Warranty for scraper service.

DAVID GRADEN, operational agriculture market manager, Michelin North America w w w . M o d e r n T i r e D e a l e r. c o m

Inc.: No one really wants to spend their valuable time sending in warranty claims for their tires.

The fact is, in the case of ag tires, most warranties tend to cost you.

Typically, when a warranty claim is filed, you end up paying for the rubber/time used on that tire; not to mention the down time, mounting, labor etc. A typical comment I hear is, “That’s why I paid so much for this tire to begin with!”

Good point. However, regardless of whom the tire manufacturer is, there will be occasional manufacturing issues that cannot necessarily be controlled — for instance, folds in the rubber being extruded into the mold, shipping damage, delamination of one rubber compound to another, etc.

When choosing new radial R-1/R-1W tires for your machine, it’s important to consider the warranty that comes with that tire. This warranty should not only protect you from manufacturer defects, but some will even protect you from possible damages caused by normal use.

For example, Michelin agriculture tires come with a standard nine-year Workmanship and Materials Warranty, where the first two years are no charge to the customer, including service and labor for replacement.

After that, we start at 30%, 40%, and so on down to nine years. It’s also important to know that Michelin credit is based on years of service only, not tread wear and years of service.

We also carry a three-year Stubble Hazard Warranty on all of our tires, with select “stubble shield” tires having a four-year warranty, again with Michelin credit based on years of service only.

To round out the total Michelin agriculture warranty offer, we also carry a scraper warranty.

Bottom line, the environment in which agriculture tires work is severe. When you make your next purchase decision, it is very important to start with a quality product that will minimize downtime and additional cost down the road.

Lastly, it’s important to consider the entire warranty program. Not just one aspect. ■ James Tuschner has spent 25 years in the tire industry, primarily focused on the agricultural and specialty tire markets. His experience includes time spent at Alliance Tire Americas Inc. and Denman Tire Corp. He started www.agtiretalk.com in 2016.

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Commercially Viable Hankook unveils wide-base drive tire

Continental enhances RDT-Master CR OTR tire The RTD-Master CR OTR tire from Continental now features a cut-resistant compound.

The tire’s newly developed polymer meshing system contains high synthetic rubber and selected components for enhanced protection, wear resistance and heat dissipation.

It also boasts an open shoulder design for traction and self-cleaning, plus other features.

CONTINENTAL TIRE THE AMERICAS LLC www.continental-specialty.com

Hankook’s new ultra-wide drive tire, the e3 Wide DL21, provides a 2% increase in mileage and a 10% decrease in rolling resistance versus its predecessor, the Hankook DL07. The tire’s tread pattern features Hankook’s threedimensional siping technology for increased traction, lifespan and overall performance, plus a redesigned tread with seven main grooves to reduce tread block cracking, say Hankook officials. The e3 Wide DL21 also incorporates Hankook’s Smartec TBR (truck and bus) radial technology, which enhances safety, mileage, chipand-cut resistance, traction and retreadability.

HANKOOK TIRE AMERICA CORP. www.hankooktire.com

Alliance rolls out tires for compact tractors Alliance’s new Galaxy Garden Pro tire is designed for compact tractors used at vineyards, small produce farms and other operations, and travel across a wide range of surfaces, including soft soil, grass and more. The tire features a specially engineered block-type directional tread and rounded corners, which provide traction in soft soil; long, even wear on harder surfaces; and protection from turf and other delicate terrain. Available in 20 sizes, with 12 more sizes on the way, the Galaxy Garden Pro is original equipment on John Deere 2-series compact tractors and comes with Alliance’s seven-year agricultural tire warranty.

ALLIANCE TIRE AMERICAS INC. www.atgtire.com

Maxam brings high-traction OTR tire to market

BKT introduces range for farming trailers BKT’s new farming trailer tires are engineered to support heavy loads at high speeds, both in the field and on the road, while reducing soil compaction. The range includes the FL637 (pictured), which features a directional tread design for excellent traction and flotation, and also can be used on tankers and spreaders; the FL639, which features a non-directional tread design for enhanced traction; the FL630 Ultra, which is similar to the FL639 but contains more lugs; the FL630 Super, which boasts a unique, multi-purpose tread design and a large contact area; and the AW711, which provides low rolling resistance for fuel savings.

BALKRISHNA INDUSTRIES LTD. www.bkt-tires.com

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The new MS503 OTR tire from Maxam is designed for severe-service applications that demand high levels of traction. The tire contains a reinforced shoulder, sidewall and bead construction, plus a cut-resistant compound and an extra-deep, non-directional L5T tread pattern for optimized control and longevity. The MS503 also boasts a staggered tread for continuous ground contact and improved ride comfort. It is available in six sizes: 17.5R25, 20.5R25, 23.5R25, 26.5R25, 29.5R25 and 35/65R33.

MAXAM TIRE NORTH AMERICA INC. www.maxamtirena.com

TBC expands Power King OTR lineup TBC’s new Power King xERT-3HD OTR tire is designed for loaders and articulated trucks.

Rated for E-3 and L-3 service, the tire features a self-cleaning tread for enhanced traction, making it well-suited for aggregate and municipality applications, say TBC officials. It also offers a flat, wide footprint coupled with an increased tread-tovoid ratio for improved stability and tread life. The Power King xERT-3HD is available in four sizes: 20.5R25, 23.5R25, 26.5R25 and 29.5R25.

TBC BRANDS LLC www.tbcbrands.com MTD October 2019

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Be prepared for a downturn

TAKE ACTION NOW TO ‘RECESSION-PROOF’ YOUR BUSINESS By

George Kingman

I

’m no economist, but there sure are a lot of them writing and talking about a possible recession. If a recession is indeed around the corner, I hope it happens later rather than sooner.

But either way, we must prepare our businesses to ensure they weather the storm. I truly believe that those of us who take the right steps will come out on the other side in good shape.

Let me paint a picture of what our industry will look like in a recession. (By the way, this will not be a re-run of “the hot dog story,” which Editor Bob Ulrich covered in the July 2019 issue of MTD.) New car sales will decline. But the good news is that consumers will need to maintain, fix and replace tires and other components on cars that might have been traded sooner in better years. The bad news is that consumers will try to stretch everything from oil change intervals to tire replacement before getting their cars fixed. During situations like this, there can be a temptation to lower our prices, discount services and do anything necessary to get a sale.

Furthermore, car dealers who won’t be selling many new vehicles will instead focus on their higher margin business, which is their service department. They will ratchet up their game to retain old customers and secure new ones by becoming more competitive in service and tires. You may have already noticed this trend in your area. For the first time ever, the average new car dealership lost money on new car sales last year. Dealers are working hard to bridge the shortfall with their service departments. These are only a few of the sales difficulties we will continue to face if a recession occurs.

So, how do we prepare? First and foremost, try to have your balance sheet in order. Too often I see operations that appear to be well-run, but are in fact saddled with high debt loads, low inventory turns and poor owner’s equity. A recession can compound these issues.

Debt occurs because we borrowed to grow, expand or improve, instead of putting our profits into equity, and using that to make improvements. It is hard — and it may require a change in lifestyle — but begin paying down your debt as soon as possible. Nothing will improve your lifestyle more than the feeling of having no debt. In addition, having our balance sheets in order puts us in a good position to get money from the bank if we need it, or even better, take advantage of growth opportunities if they come along.

One action you can take right now is restructuring your debt to lower your interest rates and payments, and even extending your terms. Pay as much as you can afford in order to reduce principle.

If times get tight, this will give you the flexibility to only have to make your new, smaller minimum payment.

When the economy slows down, it also can be tempting to curtail all spending and try to “cut” your way through it. This is

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To ride out a recession, make sure you have the right products on hand when and where your customers need them. The availability of multiple daily deliveries from wholesale distributors can help you keep inventories in check.

not the right approach. If you’ve been keeping your debt under control, you may be in a position to take advantage of low interest rates and snag great deals that are sure to be out there. My advice is to plan and spend wisely.

Second, adhere to a budget. Too many shops are paying the bills as they come due and can’t really see what their true monthly expenses are. A budget — listing the bills that are due monthly, plus expenses that come-up quarterly or biannually — will help eliminate surprises. It also will help you find some fat to cut. Next, continue to invest in your staff. Having great people is critical during tough times. Keeping your employees engaged, setting achievable goals and keeping payroll in-line are some of the most important things you can do to improve your bottom line.

Finally, make sure you have the right products, when and where customers need them. I believe that having the right products in stock or quickly available is critical to success. In today’s environment, many of us can get multiple deliveries from wholesale distributors each day. We need to leverage that strength to reduce our inventory levels, when able. I’ve never found a tire dealer who couldn’t make inventory improvements. I often hear the statement, “That’s a common tire for me,” only to check the dealer’s inventory history and discover that the tire in question hasn’t been sold in four months.

I’d love to hear other things you think we should work on during difficult times. If it comes, the recession hopefully will be a short reset, and won’t have a negative effect on our businesses. ■ George Kingman is executive director of Dealer Strategic Planning Inc., the DSP Group. He can be reached at George@dsp-20group.com, or (704) 506-2164. See the website www.20DSP.com.

MTD October 2019

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Business Insight

DIFM vs. DIY

HOW TO HANDLE THE IN-BETWEEN CUSTOMER By

Dennis McCarron

T

he industry is changing. It seems I write that almost every month.

There are many areas of this industry in flux right now and it can be very frustrating. One of the “coming-up-more-and-more” topics is customer-installed parts. This one ebbs and flows, many times in concert with recessions and unemployment rates.

Thanks to the Internet, parts prices are so easily looked up — and so readily at hand — that the ability to save a buck by having the pros do the hard work, or the work that requires big machinery, seems like a no-brainer to some customers.

What’s at hand for us is a new phenomenon which merges two demographic that for years were worlds apart: the “do-ityourself ” and the “do-it-for-me” groups.

Sure, sometimes a DIYer would come in and ask for a tip on how to proceed, or the occasional customer would look for a basic tutorial and ask, “Can I borrow your tools, too?”

Nowadays, this has become a daily question from customers: “If I buy it from NAPA/RockAuto and bring it to your store, can you install it?”

These customers aren’t evil. They aren’t trying to rip you off. They simply don’t understand what it takes to run a business and are just trying to save some money.

Some aren’t open to the idea of hearing you explain your situation. They just want their situation fixed.

Confronted with this scenario, let’s break down our options: Option 1: Agree to install customersupplied parts. If you do this, without a doubt, you will have to do the following: a) charge 150% of your labor rate, no excuses; b) create and have blessed by a lawyer your as-much-as-can-be-reasonable absolution of liability — which is next to nothing, but get it anyway; c) a signed agreement from the customer that upon

70

Customers who bring their own parts

IF YOU AGREE TO INSTALL CUSTOMER-SUPPLIED PARTS, YOU WILL HAVE TO CHARGE 150% OF YOUR LABOR RATE, NO EXCUSES. any dissatisfaction they will agree to pay racking and uninstall time; “wait time,” which is the amount of time the vehicle sits on a lift waiting for a part; and reinstall time, in addition to any time spent test driving the customer’s vehicle. Wait time charge should be the regular posted rate and install/uninstall should be 150% of posted labor rate. In my opinion, you are a fool if you do it for anything less.

Option 2: Do not agree to install customer-supplied parts, ever. It has nothing to do with the quality of the part.

It has everything to do with your liability and your inability to pay your bills by engaging in such activity. In your first attempt to explain to customers that you do not install parts they supply, they will

inevitably ask, “Why?” Don’t be fooled: They are looking for a reason to satisfy themselves, not your company’s policy.

This part of the plan needs to be well thought-out. You do not want customers to feel bad because they are trying to save money.

You also don’t have the time to educate them on P&Ls, amortization of tools and machines, productivity reports, matrixes and other factors that you face as a businessperson. So, explain it from their side of the story: “I understand you may be looking to save some money.

And being told we don’t install customer parts is frustrating.” (Call it out: This is frustrating for them.)

Then, find agreement. “As you might imagine, it’s frustrating for us as well.

In the past, we tried to accommodate customers but found from a business standpoint there were too many variables.

We found there’s a reason there aren’t too many shops that just provide the labor.”

At this point, you will still get resistance from the customer. They will need to vent, so let them. They are trying to find the cheapest possible solution to their problem and can’t find it. Address this by saying, MTD October 2019

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driving the car; and all the paperwork associated with a warranty.

“When you buy it from us, we cover all those costs, and sometimes more, much like a loaner vehicle. When you walk in with your own part, not only are you waiving all that coverage, but I am legally still bound to provide certain warranties, including if you get hurt. You can’t waive those rights no matter what you sign. The laws won’t allow it. So, while it is frustrating, I can’t put my business at that risk, and just as importantly, I don’t believe you are really saving any money.”

At this point, if the customer is still adamant about wanting you to install their parts, you’ve done all you can do. You’ve calmly explained why the business loses and there is no viable business model for such activity, and you’ve explained while the desire to save $20 to $40 can be strong, there’s an awful lot that’s given up for that small sum.

If they are still bent on having someone else install that part, politely inform them that they could try another store, but you aren’t aware of one that installs customer parts. The liability you assume when installing customer parts can escalate to a catastrophic level in the blink of an eye.

After this point, any customer who engages in protest does not have your store’s best interests in mind. Remember, retail is a two-way street. The customer agrees to a price that is fair and the seller has set in order to cover the cost of goods, payroll, and expenses, with a tiny fraction in net profit to be saved for other business-specific expenses, including taxes, new equipment, renovations, or a disbursement.

Not every person who walks through the front door is a customer. Some are looking for tips and some are looking for guidance. Some are looking for a cup of coffee and conversation. But in order for business to take place, three components must always come together: The customer is happy, the employees are happy, and the company is happy. If only two of those happen, the company won’t be in business very long. ■ Dennis McCarron is a partner at Cardinal Brokers Inc., the leading brokers in the tire and automotive industry (www.cardinalbrokers.com). To contact McCarron, email him at dennis@cardinalbrokers.com.

MTD October 2019

Mergers and Acquisitions

Don’t leave money on the table

VEHICLE INSPECTIONS CAN BOOST REVENUE, BUSINESS VALUE By

Michael McGregor

B

eing human, we all can have preconceived notions about other people, and often will view them through the prism of our own experience.

As an independent tire dealer, you encounter people from different backgrounds — and who drive different kinds of vehicles — every day. Trying to discern who will be a “good customer” and buy tires, repairs or recommended maintenance items based on how they look or speak, or even by the condition of their car, is an impossible task.

But there is one acceptable way that you can “pre-judge.” That’s by offering almost every customer who comes into your store a comprehensive vehicle inspection for $39.95. Let me explain.

When a random customer visits your store, it’s a selling opportunity. You want to satisfy the customer’s immediate need, but also make sure that his or her vehicle is in safe driving condition, with no pending problems on the horizon. A customer whose car breaks down on the freeway after leaving your shop will ask, “Why didn’t you find the problem?”

The reality is that every shop cannot possibly perform a comprehensive vehicle inspection on every car, price out that inspection, contact the customer for approval, and have the car ready at the time promised, on that day. There are not enough resources in the shop, nor hours in the day, to do that.

And not every customer wants this anyway.

It’s a waste of time if the customer isn’t interested in what you find, and it can demoralize your shop’s staff, which has done all that work to end up with no sale.

So how do you pre-judge who is worth spending time and energy on? Customers who say “yes” to a $39.95 comprehensive vehicle inspection are telling you they:

there what the dealership charged for a comprehensive vehicle inspection. “We charge $9.95,” he said. That was the same amount I charged for a comprehensive vehicle inspection at my store way back in 1994 — 25 years ago!

I thought, “There is no way that $9.95 covers the time and effort required to inspect a vehicle.” I then thought, “Someone is afraid to raise a price and educate their sales staff on the value of that inspection” (see my December 2018 MTD article, “The power of pricing,” for more insight).

The salesperson then told me that 80% of his dealership’s customers who were presented with the comprehensive vehicle inspection offer bought it. I thought, “There you go. It’s too cheap.”

Eighty percent is way too many. An acceptance rate of 25% to 35% would be about the right mix, with the remaining customers getting a courtesy check.

Now, this store does not offer comprehensive vehicle inspections to everyone who walks in the door, because I’ve taken four different vehicles to it, and the offer was never made to me. A comprehensive vehicle check should be presented 100% of the time, within reason. (A simple counter card would be the best way to explain the service, with vehicle inspection information on one side and courtesy check information on the back.)

If you implement offering comprehensive inspections, you should track the service, measuring how well your staff adheres to selling it, as well as incremental revenue from the inspections and resulting sales. Then see if you have any positive change in store morale as your sales team gets smarter about selling in a more focused manner.

A store that’s open six days a week with 30 customers per day and converts 25% to a paid $39.95 vehicle inspection will generate over $90,000/year in incremental revenue off the paid inspection alone, not counting the add-on tire and service sales from them.

I have yet to encounter an independent tire dealer selling inspections in this manner. Now, what does this have to do with mergers and acquisitions? Inspections, presented properly and done well, drive revenue and profits. Profits drive business valuation. Higher valuations, in turn, result in larger transactions.

And if you’re not selling comprehensive vehicle inspections, you’re leaving money on the table. ■

THE REALITY IS THAT EVERY SHOP CANNOT POSSIBLY PERFORM A COMPREHENSIVE VEHICLE INSPECTION ON EVERY CAR.

• are interested in keeping their vehicle in top condition; • have the time to spare for an inspection; • are more likely to authorize — and pay for — a repair that day.

Now, what about customers who decline a comprehensive vehicle inspection for $39.95? Simply tell them that every vehicle gets a complementary courtesy check that covers the basics like brakes, tires, wipers bulbs and other items.

Don’t get me wrong: You will still want to check out every car and you will generate a lot of sales based on those courtesy checks. You just want to be smarter about where and how you spend your time.

How did I arrive at $39.95? There’s no exact formula. However, I recently walked into my local tire store and asked the salesperson

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Michael McGregor is a partner in Focus Investment Banking LLC (focusbankers. com/tire-and-service) and advises and assists multi-location tire dealers on mergers and acquisitions in the automotive aftermarket. For more information, contact him at michael.mcgregor@focusbankers.com.

MTD October 2019

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Business Insight

‘The devil is in the details’

FOUR FACTORS THAT WILL ENHANCE THE CUSTOMER EXPERIENCE By

Rick Phillips

M

atthew “Mack” Robinson was the older brother of baseball great Jackie Robinson. He was also a pretty good track and field athlete, and made the U.S. team that competed in the 1936 Olympics in Berlin. With no coach to help him and running in a worn-out pair of track shoes, Mack broke the world record in the 200-meter race. In fact, he not only broke the world record, he shattered it. And he finished in second place. The man who came in first place was named Jesse Owens.

The difference between first and second place — the margin of victory — was just 4/10 of a second!

Jesse Owens took the gold medal and went on to fame and fortune. He became a household name. Mack Robinson didn’t.

He went back home to California and accepted a job with the City of Pasadena, holding a variety of positions throughout his career.

Robinson later said that if he had the opportunity to work with a coach or perhaps had a decent pair of shoes, he might have stood a better chance. The race might have turned out differently.

Think about your business. The current climate is extremely competitive. You open your doors and you compete for business every day. Sometimes you win, sometimes you don’t. But here’s the deal: win or lose, it’s typically something minor that makes the difference.

Lost business almost never has anything to do with your product or big-picture stuff. We all pay lots of attention to those things. The devil, as they say, is in the details.

It’s difficult to find anything truly unique anymore. Everyone sells a similar product, at a similar price, and delivers a similar level of service. Even the messages start to sound the same. All things being equal, it’s the little things — the details — that either have people lining up to do business with you or drive them away to your competitors.

People buy things based on emotions. Think about that.

If it weren’t true, Rolex would never sell a watch and General Motors would never sell a Corvette. People want to feel good about something when they spend their money. They are either moving away from pain or moving toward a gain. Either direction makes them feel good about a purchase. They will later justify their decision with logic, but buying is an emotional decision.

Your attention to detail, or lack of attention, shows. Your customers notice this. Seeing that a business pays attention to detail gives them peace of mind and it connects with them emotionally. Doing business with a well-run organization makes them feel good. It creates a good customer experience.

The following are four key elements that may seem like little things but will make a huge impact on your customer’s overall experience.

1. Convenience. Customers do business with you because of their reasons, not yours. Make sure you are easy to do business with. Anything that saves the customer time or effort is perceived as convenient. If you make customers go too far out of their way to accommodate what’s easy for you, it’s likely they will look elsewhere.

2. Reliability. Being reliable simply means that people trust you will do not only what you say you will do, but also what you should do. Don’t over-commit and make sure to follow through, no matter how trivial. When people trust that you will take care of the minor things, it leads to bigger and better opportunities.

People desire to surround themselves with reliable people. They don’t want to deal with people who aren’t.

3. Responsiveness. When someone reaches out to you, they want to know they are being heard, and are not being ignored.

One of the main reasons why consumers switch their business is due to a lack of responsiveness. It’s totally forgivable to make an error. In fact, it’s an opportunity, if properly rectified. But a poor response to a complaint or request, and making someone feel ignored, will almost always guarantee lost business — and will create what’s called the “The Paul Revere Syndrome:” Customers will want to warn everyone they meet about their bad experience.

4. Consistency. Consistency in business is not an option. It’s a necessity. Consistency lets customers know what they can expect and is one of the best ways to build brand loyalty. On the other hand, a lack of consistency leads to confusion and mistrust. It might even tempt your customers to explore the competition.

Do the important things well and make sure you do them well, every time.

PEOPLE WANT TO FEEL GOOD ABOUT SOMETHING WHEN THEY SPEND THEIR MONEY. THEY ARE EITHER MOVING AWAY FROM PAIN OR MOVING TOWARD A GAIN.

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No one enters the race, or is in business, to settle for second place. The difference between winning and losing is slim, but the impact is huge. Make sure you pay attention to the details and go for the gold. Good luck and sell well! ■ Rick Phillips is CEO and president of Disruptive Concepts Consulting LLC, a Sandler Training firm based in San Antonio, Texas. He has 40 years of sales and marketing experience in the tire industry working for Yokohama Tire Corp., Triangle Tire USA and various independent tire dealers. For more information, visit www.disruptiveconcepts.sandler.com/about.

MTD October 2019

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European Notebook

All-season, all the time?

DEMAND FOR ALL-SEASON TIRES GROWS IN EUROPE By

John Stone

A

ll over the world, people are talking about “climate change.”

In Europe, this is hardly surprising, as over the last couple of years there has been some pretty erratic weather here.

Is the planet warming due to changes in the way we live, or is climate change a natural phenomenon? And what does this have to do with tires? Quite a lot, since the uncertainty of weather conditions throughout the year has facilitated the emergence of all-season tires as a popular alternative to summer and winter tire patterns in all European countries.

at various times of the year. The desire for increased safety in unexpected wet and snowy conditions — even out of season, due to climate change — is probably the major reason why an increasing number of European drivers are moving away from using conventional summer tires on their vehicles. And I have noticed that the majority of manufacturers are producing a range of all-season tread patterns that closely resemble winter tires.

However, I have been reliably informed that there have been a number of tricky issues to overcome, including the need to combine impressive grip levels in snow with COURTESY OF AUTOMOBILE ASSOCIATION (AA).

In the past, European drivers wouldn’t go on summer vacation on all-season tires.

Everyone from tire dealers to safetyconscious drivers are asking, “Should we be fitting tires with all-season tire patterns for 12 months, instead of switching from summer to winter tires?” I have noticed that there has been a sharp increase in tire dealers looking to stock all-season brands, and tire manufacturers are constantly working on updated versions of their all-season tires.

At the same time, the ordinary European motorist is getting tired of being “caught out” with the wrong seasonal tires

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high driving performance on wet roads and, crucially in hot weather, performance on exceptionally dry roads.

Up to now, European drivers have been used to traveling on tires that sport traditional summer and winter patterns, which are each optimized to perform at completely different temperatures, with each tire type featuring its own, special compound that is specifically engineered to cope with a particular temperature.

All-season tires use unique compounds that incorporate some of the qualities found

in both summer and winter tires, meaning all-season tires will perform better than summer tires in cold weather conditions, and winter tires in hot weather conditions.

However, it has to be stressed they are not an exact, “like-for- like” replacement for each other. In other words, all-season tires cannot offer the same highest level of performance that tires with special summer and winter tread patterns provide.

It also is worth noting that various countries in Europe experience different levels of weather throughout the year.

Looking at all of the statistics on European weather patterns, it can be concluded that all-season tires are particularly suited to countries with summers that are not particularly hot and winters that are not too cold, and do not experience any long periods of extreme weather. From a domestic point of view, all-season tires also are suited to end users who drive mainly in urban areas and only travel a limited number of miles each year.

At the same time, all-season tires are not just for traditional car drivers, as they also are an option for van owners and light commercial fleet managers. In fact, there are currently dedicated all-season tires for vans and light commercial vehicles that are already gaining a reputation for all-around braking and safety performance, plus higher mileage and reduced fuel consumption.

It is still early days for all-season tires to capture an equal share of the European tire market compared to summer and winter tires. However, if the current trend continues, I am convinced more European vehicles will be fitted with one type of tire to cope with all weather seasons. ■ John Stone has been working with the global tire industry for the last 26 years. In 2004, he launched his own consulting company, Sapphire Media Service, which caters to business media clients around the globe. Stone also writes for tire and automotive-related publications in Europe, South Africa and Asia.

MTD October 2019

T R A D E O N LY

See the latest in tires and technologies at the Global Tire Expo at the Las Vegas Convention Center, November 5–8, 2019.

Register to Attend at

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Focus On Industry

At the AAPEX LEARN WHAT THE FUTURE HOLDS FOR AUTOMOTIVE REPAIR SHOPS

T

he Automotive Aftermarket Products Expo (AAPEX) will take place Tuesday, Nov. 5, through Thursday, Nov. 7, at the Sands Expo in Las Vegas. AAPEX is a trade-only event co-owned by the Auto Care Association and the Automotive Aftermarket Suppliers Association (AASA), and the light vehicle aftermarket division of the Motor & Equipment Manufacturers Association (MEMA).

There will be more than 2,500 exhibiting companies showcasing the latest products, services and technologies that keep the world’s 1.3 billion vehicles on the road, note the associations. More than 48,000 targeted buyers are expected to attend, including automotive service professionals, auto parts retailers, warehouse distributors, service chains, automotive dealers, fleet buyers and engine builders.

Approximately 162,000 automotive aftermarket professionals from 126 countries are projected to be in Las Vegas during AAPEX and the Specialty Equipment Market Association (SEMA) Show going on at the same time at the Las Vegas Convention Center.

The SEMA Show includes the Tire Industry Association’s (TIA) Global Tire Expo (see our September issue for a preview).

The AAPEX show will have eight special sections to help you zero in on your business needs. These include: 1. AAPEX Technology of Tomorrow 2. Automotive Technology 3. Automotive Warehouse Distributors Association 4. Import Vehicle Community 5. Mobile Heat Transfer, Heating and Air Conditioning 6. Paint and Body Equipment 7. Remanufacturing 8. Tools and Equipment See complete information and schedules at www.aapexshow.com.

GRAND OPENING KEYNOTE SESSION

On Tuesday, Nov. 5, opening session keynoter George W. Bush, the 43rd president of the United States, will speak on “The Challenges

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More than 2,500 automotive aftermarket companies are expected to have booths showcasing their latest products, services and technologies at this year’s AAPEX show in Las Vegas.

There will be several tech talks presented during the expo — each just 20 minutes long — where experts will discuss topics ranging from the latest brake technology to getting and keeping customers.

Facing Our Nation in the 21st Century and the Power of Freedom.” This is a ticketed event and reservations are required.

His speech follows breakfast and opening remarks from Bill Hanvey, president and CEO of the Auto Care Association, and Bill Long, president and CEO of MEMA and president and COO of the Automotive Aftermarket Suppliers Association (AASA), on the state of the aftermarket industry.

measuring up to expectations, share insights into consumer attitudes that will shape the coming year, and provide his outlook on sales for 2020 and beyond. Insights and analysis will be derived from examining a wealth of economic trends, consumer research (including a new way to understand online purchase behavior) and product sales data, including the 2019 Consumer Outlook Survey. These survey results will once again be unveiled for the first time exclusively to AAPEX attendees.

• Innovative End-of-Life Strategies for Emerging Technologies in a Changing World: Learn about how aftermarket suppliers can prepare for the maintenance shift coming from advanced vehicle technologies, including innovative reverse logistics applications using blockchain (a digital record of transactions).

• 5 Trends in 5 Minutes — Key Trends Impacting the North American Automotive Aftermarket: This session is designed to highlight major trends in the vehicle market that are affecting the North American automotive aftermarket. Attendees will learn how new vehicle trends are impacting the aftermarket industry, understand how the vehicle population is aging and the impact that will have on aftermarket repair opportunities for years to come, and how consumer choices are impacting the mix of vehicles entering repair bays.

• Recruiting & Retaining the Next Generation of Top Talent: You’ll learn about innovative ways the aftermarket is finding

SERVICE PROFESSIONALS SUMMIT

Factors driving consolidation; how consolidation at all levels will impact service professionals; the opportunities for sellers and buyers; what consolidators look for; and the impact of technology on consolidation will be addressed at the AAPEX Service Professionals Summit on Thursday, Nov. 7, from 1:30 p.m. to 3 p.m., in AAPEX’s Mobility Garage in the Titian Ballroom at The Venetian.

“Aftermarket 2030: Consolidation Trends, Opportunities and Challenges for the Independent Service Professional” is part of AAPEXedu.

AAPEXEDU SEMINARS

AAPEX has planned a multitude of seminars on a wide array of topics. Here is a small sampling: • 2020 Aftermarket Outlook: At this year’s Aftermarket Outlook, NPD’s Executive Director and Industry Analyst Nathan Shipley will reveal how sales in 2019 are

MTD October 2019

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ADAS FORUM

On Thursday, Nov. 7, from 9:30 a.m. to 12:20 p.m., AAPEX 2019 is hosting an advanced driver assistance systems (ADAS) forum to prepare auto repair shops for the opportunities and challenges of servicing ADAS-equipped vehicles (see page 22 for more information).

LET’S TECH

AAPEX is presenting 20-minute talks on automotive technology of the future. Let’s Talk presentations will take place every hour, on the hour. Some of the topics are: • Communicating with Today’s Customers • Tire-Mounted Sensor — A Silent Revolution in the TPMS Business • Brakes — The New World of Braking with ADAS Systems • Transparency & Trust: A Guide to

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Getting Customers, and Keeping Them • Nano-Technology and the Future of Lubrication • Vehicle Security and the Impact to Vehicle Diagnostics for the Aftermarket

MOBILITY GARAGE

Hands-on training will be offered for two categories — Electric Car & Alternative Fuel/ Energy and Shop Equipment & Technology — in AAPEX’s Mobility Garage at the expo.

Topics include: • The Shocking State of Electrical Training in the Classroom • The 4 Cornerstones of Service Operations • Technicians for the Next Generation of Electric Vehicles • Seven Steps to a Sale • Intro to Hybrid Vehicles • Attracting Talent in Today’s Job Market • National Automotive Service Task Force (NASTF) Security Technology Demonstration • ASE — More Than Just Testing

The AAPEX New Product Showcase is the place to see products making their debut at the trade show.

• Keys to Leading Your Team to Higher Profits • How to Stand Out Above the Crowd While attending AAPEX and the SEMA Show, come visit the Modern Tire Dealer booth at the SEMA Show (#400780,) and its sister publication Auto Service Professional at AAPEX (booth #455).

For more information, visit www. aapexshow.com or e-mail: info@aapexshow. com. On social media, follow AAPEX at #AAPEX19. ■

MTD October 2019

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TPMS

Chevrolet HHR and Malibu, 2007-16 PHOTO COURTESY GM

The 2016 Chevy Malibu

SUBJECT VEHICLES: General Motors’ Chevrolet HHR (20072011) and Malibu (2008 – 2015), Malibu Classic (2008) and Malibu Limited (2016).

SPECIAL TOOLS NEEDED? A TPMS activation tool (J-46079) may be used.

T

he tire pressure monitoring system (TPMS) on certain models of the Chevrolet HHR and Malibu (2007-2016) alerts the driver of a large tire pressure change in any of the four tires while the vehicle is being driven. The system also will display individual tire pressures and their locations on the driver information center (DIC).

The TPMS uses the body control module (BCM), instrument panel cluster (IPC), driver information center, remote control door lock receiver (RCDLR), a radio frequency (RF) transmitting pressure sensor in each wheel/tire assembly, and the serial data circuit to perform the system functions.

When the vehicle is stationary, the sensors go into stationary mode. In this mode, the sensors sample the tire pressure once every 30 seconds and only transmit if the tire pressure changes, to minimize sensor battery consumption. As vehicle speed increases, the sensors go into drive mode, in which they transmit once every 60 seconds.

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Each sensor takes a pressure measurement sample continuously; if the tire pressure increases or decreases by more than 1.2 psi (8.3 kPa), the sensor will transmit in re-measure mode in stationary mode or drive mode. The RCDLR receives and translates the data contained in each sensor transmission, then sends the tire pressure and tire location data to the DIC. When the TPMS detects a significant loss or gain of tire pressure, a “CHECK TIRE PRESSURE” message will appear on the DIC (if equipped), and the low tire pressure warning indicator is displayed on the IPC. The RCDLR has the ability to detect malfunctions within the TPMS. Any malfunctions detected will cause the DIC to display a “SERVICE TIRE MONITOR” warning message.

TIRE PRESSURE MONITOR WARNING INDICATORS

When the TPMS detects a significant loss of tire pressure, the “CHECK TIRE PRESSURE” message is displayed on the DIC and the low tire pressure indicator is displayed on the instrument panel. Both the message and indicator can be cleared by adjusting the tire pressures to the recommended pressures and driving the vehicle above 25 mph (40 km/h) for at least 2 minutes.

If the warning indicators are still on or the display shows dashes instead of a value, there is a problem in the TPMS. The MTD October 2019

RCDLR has the ability to detect malfunctions within the TPMS. Any malfunctions detected will cause the DIC to display a “SERVICE TIRE MONITOR” warning message. See the appropriate manufacturer service information.

TPMS RESET PROCEDURES

NOTE: If a tire pressure sensor or the RCDLR is replaced, or if the wheels have been rotated, the tire pressure sensor must be relearned. When the TPMS detects a significant loss of tire pressure, the “CHECK TIRE PRESSURE” message is displayed on the DIC and the low tire pressure indicator 100 is displayed on the instrument panel. Both 9 5 by the message and indicator can be cleared adjusting the tires to their recommended 5 pressures and driving the vehicle7above 25 mph (40 km/h) for at least 2 minutes.

TIRE PRESSURE SENOR LEARN

before the first ID is learned, the RCDLR will remember all previously stored IDs and their locations. As soon as the first sensor ID is learned, all other IDs are erased from the RCDLR’s memory. If the learn mode is canceled after the first ID is learned, the RCDLR will store the IDs as invalid and the DIC will display dashes instead of tire pressures.

NOTE: In the following procedures, a TPMS sensor activation tool (J-46079) may be used in place of the increasing/ decreasing pressure method to enable the sensor. To use, place the activator antenna against the tire sidewall close to the wheel rim at the valve stem location, and then press and release the sensor ACTIVATE button.

10

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NOTE: Once the learn mode has been enabled, each of the sensor’s unique5 identification (ID) codes can be learned into the RCDLR’s memory. When a sensor’s 0 ID has been learned, the RCDLR sends a serial data message to the BCM to sound a horn chirp. This verifies the sensor has transmitted its ID and the RCDLR has received and learned it. The RCDLR must learn the sensor IDs in the proper order to determine correct sensor location. The first learned ID is assigned to left front, the second to right front, third to right rear and fourth to left rear.

NOTE: Each turn signal will illuminate one at a time indicating which location is to be learned next.

NOTE: Each sensor takes a pressure measurement sample once every 30 seconds while in stationary mode. If the tire pressure increases or decreases by more than 1.2 psi from the last pressure measurement, another 100 measurement will occur immediately to 95 verify the change in pressure.

If a pressure change has indeed occurred, 5 the sensor transmits a learn mode.7When the RCDLR receives a learn mode transmission while in sensor learn mode, it will assign that sensor’s ID to the location on 25 the vehicle relative to the order in which it was learned.

5 NOTE: The TPMS will cancel the learn mode if more then 2 minutes have 0passed and no sensors have been learned, or if the ignition switch is turned to the OFF position. If the learn mode is canceled w w w . M o d e r n T i r e D e a l e r. c o m

5 0

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MTD half oct 2019

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TPMS NOTE: If the TPMS sensor activation tool (J-46079) is used, and the vehicle is having trouble entering the relearn mode, check the batteries in the activation tool.

Low batteries may allow some functions to work, but not allow the vehicle to perform the learn function. When the internal battery is fresh (fully charged), the indicator is “full” or all dark. When the battery is

depleted, the indicator shows “empty” or all light.

The learn mode can be enabled using any of the three following methods: • Using the keyless entry system (except 2013 and later) • Using a scan tool • Using the driver Information center

NOTE: Before proceeding with the steps below, ensure that no other sensor learn procedure is being performed simultaneously and that no tire pressures are being adjusted on another TPMS-equipped vehicle within close proximity.

Using the keyless entry system (except 2013 and later) 1) Turn the ignition switch to the ON position. Apply the parking brake. The left front turn signal also will illuminate to indicate the learn mode has been enabled.

2) Simultaneously press the keyless entry transmitter’s lock and unlock buttons until a double horn chirp sounds, indicating the learn mode has been enabled.

3) Activate the sensors by one of the following methods: • Increase/decrease method: Starting with left front tire, increase or decrease the pressure for 8-10 seconds, then wait for a horn chirp sounds. The horn chirp may occur before the 8-10 second pressure increase/decrease time period has been reached, or up to 30 seconds after the 8-10 second pressure increase/decrease time period has been reached.

• Sensor activation tool method: Starting with the left front tire, hold the scan tool against the tire wall aiming upward with the antenna. Press the activate button and wait for a horn chirp. After the horn has chirped, the turn signal will illuminate indicating the next location to be learned.

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4) After horn chirp has sounded and the right turn signal has illuminated, repeat procedure for the next 3 sensors in the following order: right front, right rear, left rear.

5) After left rear sensor has been learned, a double horn chirp will sound, indicating all 4 sensor IDs have been learned.

Turn the ignition switch to the OFF position. Adjust all tire pressures.

Using scan tool NOTE: Before proceeding with the steps below, ensure that no other sensor learn procedure is being performed simultaneously and that no tire pressures are being adjusted on another TPMS-equipped vehicle within close proximity.

1) Connect the scan tool. Turn the ignition switch to the RUN position. Apply the parking brake.

MTD October 2019

NOT ALL SENSORS ARE CREATED EQUAL! Non-OE manufactured TPMS does NOT operate the same as OE manufactured TPMS, often leading to:

ILLUSTRATIONS COURTESY OF GENERAL MOTORS CORP.

• Slower Auto-Location and Auto-Learn operation, displaying incorrect warnings and information

Figure 1: Identifying the driver information center (DIC) controls for vehicles produced in 2007 through 2012.

• Slow Tire Fill Alerts, causing over-inflation • Slow or incorrect communication from the sensor to the vehicle, causing slower detection of pressure loss/ change in temperature, leading to tire damage • Incorrect or missing OEM specific information, causing the light to illuminate prematurely • Incorrect messages when using the OBD module, due to lack of Controller Area Nework (CAN) system knowledge. In certain cases, there is limited communication between TPMS sensors and the vehicle • Interference with other systems on the vehicle (trunk, lights, etc.), causing user annoyance and possible Diagnostic Trouble Codes (DTCs) • Inaccurate pressure readings, sensors can transmit less often than an OE manufactured sensor

Figure 2: Identifying the driver information center (DIC) controls for vehicles manufactured from 2013 through 2016.

2) Using the scan tool, select “SPECIAL FUNCTIONS.” 3) Select “SENSOR LEARN MODE ENABLE,” and press the ENTER key.

4) Press the ON soft key. A double horn chirp will sound, indicating the learn mode has been enabled.

5) Activate the sensors by one of the following methods: • Increase/decrease method: Starting with the left front tire, increase or decrease the pressure for 8-10 seconds, then wait for a horn chirp sound.

The horn chirp may occur before the 8-10 second pressure increase/decrease time period has been reached, or up to 30 seconds after the 8-10 second pressure increase/decrease time period has been reached.

• Sensor activation tool method: Starting with the left front tire, hold the scan tool against the tire wall aiming upward with the antenna. Press the activate button and wait for a horn chirp. After the horn has chirped, the turn signal will illuminate indicating the next location to be learned.

6) After a horn chirp has sounded, repeat the procedure in the following order: right front, right rear, left rear. w w w . M o d e r n T i r e D e a l e r. c o m

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87

TPMS the horn has chirped, the turn signal will illuminate indicating the next location to be learned.

Torque specifications Component Wheel nut

Ft.-lbs.

100

(N.m) (140)

Clamp-in sensor nut Snap-in sensor Torx screw

In.-lbs.

62 35

(N.m) (7) (4)

7) After the left rear sensor has been learned, a double horn chirp will sound, indicating all 4 sensor IDs have been learned.

Turn the ignition switch to the OFF position. Adjust all tire pressures to specification.

Using the driver information center (DIC) NOTE: Before proceeding with the steps below, ensure that no other sensor learn procedure is being performed simultaneously, or that no tire pressures are being adjusted on another TPMSequipped vehicle within close proximity.

1) Turn the ignition switch to the ON position. Apply the parking brake.

2) Press the “INFO” button on the DIC (see the appropriate figure), until the “TIRE LEARN” message is displayed on the DIC. Then press the “SET/RESET” button on the DIC, until a double horn chirp sounds, indicating the learn mode has been enabled.

3) Activate the sensors by one of the following methods: • Increase/decrease method: Starting with left front tire, increase or decrease the pressure for 8-10 seconds, then wait for a horn chirp sounds. The horn chirp may occur before the 8-10 second pressure increase/decrease time period has been reached, or up to 30 seconds after the 8-10 second pressure increase/decrease time period has been reached.

• Sensor activation tool method: Starting with the left front tire, hold the scan tool against the tire wall aiming upward with the antenna. Press the activate button and wait for a horn chirp. After

4) After horn chirp has sounded and the right turn signal has illuminated, repeat procedure for the next 3 sensors in the following order: right front, right rear, left rear.

5) After the left rear sensor has been learned, a double horn chirp will sound, indicating all 4 sensor IDs have been learned.

Turn the ignition switch to the OFF position. Adjust all tire pressures to specification.

DEMOUNTING/MOUNTING PROCEDURES

NOTE: If vehicle’s tires are replaced with those not having a TPC Spec number, the TPMS may give an inaccurate low pressure warning. Non-TPC Spec tires may give a low pressure warning that is higher or lower than the proper warning level

Figure 3: There are two types of TPMS sensors. Here’s an exploded view of a clamp-in style tire pressure sensor.

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MTD October 2019

AUTOMOTIVE INTELLIGENCE

3) If the TPMS sensor is the clamp-in style (see Figure 3), follow the clamp-in style removal as follows. If it is a snap-in style (see Figure 4), follow the snap-in style removal instructions.

Figure 4: An exploded view of a snap-in style tire pressure sensor.

achieved by TPC Spec numbered tires.

If a tire pressure sensor or the RCDLR is replaced, or if the wheels have been rotated, the tire pressure sensor must be learned.

See “Reset procedures.”

TIRE PRESSURE SENSOR

CAUTION: Do not inject any tire liquid or aerosol tire sealant into the tires, as this may cause a malfunction of the tire pressure sensors. If any tire sealant is noted upon tire demounting, replace the sensor.

Also remove all residual liquid sealant from the inside of the tire and wheel surfaces.

Removal and installation 1) Raise the vehicle on a suitable support. Remove the tire/wheel assembly from the vehicle.

2) Demount the tire from the wheel following the tire changer manufacturer’s instructions while paying special attention to the following to avoid damaging the tire pressure sensor: • Place the sensor’s cap and valve on a dry, clean surface after removal. Note that the cap is aluminum and the valve is nickel-plated to prevent corrosion. Do not substitute a cap or valve made of any other material.

• Position the bead breaking fixture 90 degrees from valve stem when separating the tire bead from the wheel.

• Position the mounting/demounting head so the tire iron (or pry bar) can be inserted slightly clockwise of the sensor body when prying the tire bead up and over the mounting/demounting head.

• Using a tire machine, rotate the tire/ wheel assembly clockwise when transferring the tire bead to the outside of the wheel rim.

• Repeat items for the inner bead. w w w . M o d e r n T i r e D e a l e r. c o m

Clamp-in style sensor removal 1) Remove the tire pressure sensor nut (see Figure 3).

2) Remove the sensor from the wheel hole.

3) Remove the sensor grommet from the valve stem.

4) See clamp-in sensor installation below, to install the sensor.

TPMS KITS Ask Your Autel Distributor for Details

Snap-in style sensor removal 1) Remove the Torx screw (3) from the tire pressure sensor (2) and pull it straight off the tire pressure valve stem (1). See Figure 4.

2) Remove the tire pressure valve stem by pulling it through the rim.

3) See snap-in style sensor installation below, to install the sensor.

Clamp-in sensor installation 1) Clean any dirt or debris from the grommet sealing areas. Install the grommet on the sensor valve stem.

2) Insert the sensor in the wheel hole with the air passage facing away from the wheel.

3) Install the sensor nut, and position the sensor body parallel to the inside wheel surface while tightening the nut to 62 in.-lbs. (7 N.m).

4) Before installing the tire on the wheel, note the following items to avoid tire pressure sensor damage upon tire mounting: • Position the mounting/demounting head 180 degrees from the valve stem.

• Position the bead transition area 45 degrees counterclockwise of the valve stem.

• Using the tire machine, rotate the tire/ wheel assembly clockwise when transferring the tire bead to the inside of the wheel rim.

• Repeat the items for the outer bead.

5) Install the tire on the wheel. Install the tire/wheel assembly on the vehicle.

Retrain the tire pressure sensor. See “Reset procedures.”

NOTE: A service replacement tire pressure sensor is shipped in the OFF mode. In this mode, the sensor’s unique identification

TS508/TS508WF PLUS

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89

TPMS through in a direction parallel to the valve hole on the rim (see Figure 5).

4) Before installing the tire on the wheel, note the following items to avoid tire pressure sensor damage upon tire mounting: • Position the mounting/demounting head 180 degrees from the valve stem.

• Position the bead transition area 45 degrees counterclockwise of the valve stem.

• Using a tire machine, rotate the tire/wheel assembly clockwise when transferring the tire bead to the inside of the wheel rim.

• Repeat the items for the outer bead.

Figure 5: Installation of a snap-in sensor/valve assembly.

5) Install the tire on the wheel and the tire/wheel assembly on the vehicle. Retrain the tire pressure sensor. See “Reset procedures.” ■

code cannot be learned into the RCDLR’s memory. The sensor must be taken out of the OFF mode by spinning the tire/wheel assembly above 25 mph (40 km/h) for at least 10 seconds in order to close the sensor’s internal roll switch.

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

Snap-in style sensor installation 1) Assemble the tire pressure sensor (2) to the valve stem and install the new Torx screw (3). See Figure 4.

2) Apply tire soap to the rubber portion of the valve stem.

3) Using a tire valve stem mounting tool, pull the valve stem STATEMENT OF OWNERSHIP, MANAGEMENT AND CIRCULATION (Required by 39 U.S.C. 3685) PUBLICATION TITLE Modern Tire Dealer

PUBLICATION NO. 0026-8496

FILING DATE 10/1/2019

ISSUE FREQUENCY Monthly

NO. OF ISSUES PUBLISHED ANNUALLY 12

ANNUAL SUBSCRIPTION PRICE $65.00 per year

TPMS columns on demand Tire Pressure Monitoring System (TPMS) columns are presented in each issue of Modern Tire Dealer, courtesy of Mitchell 1.

Here is a rundown of the columns in 2018, available on www. moderntiredealer.com in the digital editions found at the bottom of our home page.

All of our TPMS columns are available on demand, covering well over 100 makes and models. Simply type in TPMS in the search bar.

COMPLETE MAILING ADDRESS OF KNOWN OFFICE OF PUBLICATION Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County COMPLETE MAILING ADDRESS OF PUBLISHER’S HEADQUARTER’S Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County FULL NAMES AND COMPLETE MAILING ADDRESSES OF PUBLISHER, EDITOR, AND MANAGING EDITOR PUBLISHER: Greg Smith, Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County EDITOR: Robert Ulrich, Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County

January 2019

Honda HR-V, Model years 2016-2018

February 2019

Nissan Titan, 2004-2018

March 2019

Toyota Sienna 2007-18

April 2019

Ford Econoline (E150-E450): 2010-18

May 2019

Dodge Journey – 2009-18

June 2019

Kia Sportage – 2011-18

July 2019

Land Rover/Range Rover line, 2006-18

August 2019

Lexus RX Series, 2016-19

September 2019

Ford Taurus, Police Sedan and Lincoln MKS, 2011-19

October 2018

Volvo S-Series 2005-2015

November 2018

Toyota Corolla 2008-2018, and Corolla iM 2008-2017

December 2018

Fiat 500 Series 2012-2018

MANAGING EDITOR: Lori Mavrigian, Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County OWNER COMPLETE MAILING ADDRESS Richard Rivera, CEO Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County KNOWN BONDHOLDERS, MORTGAGEES, AND OTHER SECURITY HOLDERS OWNING OR HOLDING 1 PERCENT OR MORE OF TOTAL AMOUNT OF BONDS, MORTGAGES, OR OTHER SECURITIES None ISSUE DATE FOR CIRCULATION DATA BELOW September 2019 AVERAGE NO. COPIES EACH ISSUE DURING LAST 12 MONTHS

ACTUAL NO. COPIES OF RECENT SINGLE ISSUE

35,856

35,763

31,110 0 0 0 31,110

33,240 0 0 0 33,240

15d NONREQUESTED CIRCULATION 15d.1 OUTSIDE COUNTY NONREQUESTED COPIES 15d.2 IN-COUNTY NONREQUESTED COPIES 15d.3 NONREQUESTED DISTRIBUTED BY OTHER CLASS OF MAIL 15d.4 NONREQUESTED OUTSIDE USPS 15e TOTAL NONREQUESTED DISTRIBUTION

3,500 0 873 124 4,497

1,204 0 916 161 2,281

15f TOTAL DISTRIBUTION 15g COPIES NOT DISTRIBUTED 15h TOTAL 15i PERCENT PAID/REQUESTED CIRCULATION

35,607 248 35,856 87.4%

35,521 242 35,763 93.6%

16 ELECTRONIC COPY CIRCULATION 16a REQUESTED AND PAID ELECTRONIC COPIES 16b TOTAL REQUESTED AND PAID PRINT COPIES + REQUESTED/PAID ELECTRONIC COPIES 16c TOTAL REQUESTED COPY DISTRIBUTION + REQUESTED/PAID ELECTRONIC COPIES 16d PERCENT PAID AND/OR REQUESTED CIRCULATION (BOTH PRINT & ELECTRONIC COPIES)

383 31,493 35,991 87.5%

556 33,796 36,077 93.7%

EXTENT AND NATURE OF CIRCULATION 15a TOTAL NO. COPIES (NET PRESS RUN) 15b PAID/REQUESTED CIRCULATION 15b.1 OUTSIDE COUNTY PAID/REQUESTED MAIL SUBSCRIPTIONS 15b.2 IN-COUNTY PAID/REQUESTED MAIL SUBSCRIPTION 15b.3 SALES THROUGH DEALERS/CARRIERS 15b.4 REQUESTED COPIES USPS OTHER MAIL CLASSES 15c TOTAL PAID/REQUESTED CIRCULATION

This Statement of Ownership will be printed in the October 2019 issue of this publication.

I CERTIFY THAT ALL INFORMATION FURNISHED ON THIS FORM IS TRUE AND COMPLETE. I UNDERSTAND THAT ANYONE WHO FURNISHES FALSE OR MISLEADING INFORMATION ON THIS FORM OR WHO OMITS MATERIAL OR INFORMATION REQUESTED ON THE FORM MAY BE SUBJECT TO CRIMINAL SANCTIONS (INCLUDING FINES AND IMPRISONMENT) AND/OR CIVIL SANCTIONS (INCLUDING MULTIPLE DAMAGES AND CIVIL PENALTIES). x __________________________________________ Publisher

90

Filed on 10/01/2019

MTD October 2019

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Products New Autel ADAS calibration system is portable The new Autel MaxiSys MA600 ADAS Calibration System is designed to fold and disassemble easily, enabling technicians to calibrate advanced driver assistance programs in multiple locations. Stored in a flight case for secure handling, the unit features a two-line and five-line laser leveling process for new vehicle squaring, faster frame centering placement and one-person set-up within two minutes. The MA600 is compatible with the following tablets: MS906BT, MS906TS, MS908, MS908P, MS908S, MS908SP, MSELITE and MSADAS. A video library of training support is available.

AUTEL INTELLIGENT TECHNOLOGY CORP. www.auteltech.com

Continental touts fit of VDO Mass Air Flow Sensors VDO Mass Air Flow Sensors from Continental Commercial Vehicles & Aftermarket are identical in fit, form and performance to OE air flow sensors. They feature easy plugand-play installation and are designed to deliver long service life, optimal reliability and enhanced durability under demanding environmental conditions. Key applications include popular models from BMW, Kia, Hyundai, Land Rover, Mercedes-Benz and Volvo, say Continental officials.

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

Gaither introduces next-gen mobile tire service unit Gather Tool Co. Inc. has introduced the latest version if its E-Cube compact mobile tire servicing unit, which features a semi-automatic tire changer, wheel balancer, and silenced air compressor.

Powered by a lithium ion battery bank, the unit measures 59 inches long, 22 inches wide and 73.25 inches tall, and weighs 990 pounds. The E-Cube is small enough to fit inside a van, box truck or trailer while allowing space for jacks, safety equipment and other items.

GAITHER TOOL CO. INC. www.gaithertool.com

Akebono expands disc brake pad coverage Akebono Brake Corp. has added four part numbers to its ultra-premium disc brake pad lines, increasing coverage by 1.2 million vehicles. The total includes three ProAct parts numbers and one Euro part number. Premium, stainless steel abutment hardware is included in the two ProAct kits that require it. The Euro kit includes an electronic wear sensor. The ProAct expansion adds coverage for the Buick LaCrosse, Buick Regal and Chevrolet Malibu, while the Euro line expansion adds coverage for the Mercedes-Benz CLA250 and GLA250.

AKEBONO BRAKE CORP. www.akebonobrakes.com

92

New Bridgestone Blizzak WS90 comes in 51 sizes The new Bridgestone Blizzak WS90 is now available in 51 sizes covering 86% of passenger sedans and minivans on the road today. The Blizzak WS90 features Bridgestone’s Multi-Cell technology, which draws water away from icy surfaces for enhanced grip. The tire also contains a specially designed tread pattern for longlasting performance. Bridgestone says the new EdgePerformance Technology package boasts interlocking sipes that provide more edges for enhanced snow and wet performance.

BRIDGESTONE AMERICAS INC. www.bridgestonetire.com

Yokohama unveils Advan Apex UHP in 44 sizes The new Advan Apex ultra-high performance tire from Yokohama Tire Corp. is available in 44 sizes, ranging from 17- to 20-inch fitments. Yokohama says the Y-rated Advan Apex offers enhanced wet and dry performance, while providing a refined driving experience for sports cars and other high-end performance vehicles. The tire contains highgrade micro silica in a wide outside rib block devoid of lateral grooves for optimal cornering performance and seamless road contact.

Three inside grooves enhance wet performance, while a narrow outside groove dissipates heat for optimal dry performance.

YOKOHAMA TIRE CORP. www.yokohamatire.com MTD October 2019

Power Product

Farmers Finding Success with CEAT Ag Tires When CEAT Specialty Tires, part of a 90-year-old company, entered the North American market in 2017, our team reached out to Catalpadale Dairy Farm in Ohio to "kick the tires" so to speak.

This is part of our core philosophy to learn from the farmers of America and work closely with independent tire dealers to serve their needs; this is more important than ever with farmers facing a very tough business environment.

Two years later, Catalpadale Dairy Farm, a massive operation with 4,600 head of Holsteins, is sold on the CEAT value proposition - very good quality at a very competitive acquisition price.

Operations manager, Josh Zimmerly, said they decided to try the CEAT FARMAX R85 radials on their feed mixer tractors.

"These tractors are the heart of the dairy, working 8 to 10 hours a day on variable surfaces from gravel and mud to asphalt and concrete... long distances on the road to short turns with heavy loads on an uphill grade," he explained. "We knew these tractors would be the ultimate test for CEAT."

So how did the CEAT FARMAX R85 measure up?

Here's what Josh told us: Roadability "With radial tires, sometimes when you go from asphalt to concrete the ride can be like night and day. With CEAT, the ride is smooth the entire time‌ It doesn't matter if you are carrying a big load or no load, or what the speed is."

Soil Compaction "Soil compaction is a huge concern on our crop grounds.

We applicate heavily and run a lot of big rigs. We try to save the ground when we can which usually means on the power side of things.

CEAT Tires have a variable pressure rating which allows us to run low pressure for good flotation and keeping the weight out of the ground."

Down Time & Value "It's complete chaos if one of these big tires goes down. It's a monumental task getting it off, swapping it out. Hopefully you have a tire sitting in the shed that you can swap out. Not normally the case with the prices of most tires, but we have found with the CEAT price point we are able to have one or two extras on hand. And that is very handy!"

CEAT Specialty Tires wants to work with successful Ag tire dealers who share our commitment to providing American farmers high quality products and outstanding customer service.

If you are interested, please contact: CEAT Specialty Tires Inc. 525 N Tryon Street, Suite 1600 Charlotte NC 28202 USA +1 (704) 331-3928 | CSTI@ceat.com For more information, visit www.ceatspecialty.com/US Distributed in USA by Tyres International Inc. For further inquiries, call 800-321-0941 or email us at csti@ceat.com or sales@tyres1.com CEAT Specialty Tires Inc., 525 N.Tryon Street Suite 1600 Charlotte, NC 28202. Tel: 704-331-3928

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

CO-OP Rewards/Point-Of-Sale Support

Gain co-op rewards that you can use for in-store advertising or promotional giveaways via the online Kenda Store.

Marketing Portal

Receive 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 our state-of-theart technical center located in Akron, OH. We also have a full team of experienced support staff to help you with any product questions at Kenda USA headquarters in Columbus, OH.

In-Demand Products

Our passenger and light truck 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. ďŹ tments such as trailer tires, ATV, golf, and lawn and garden tires.

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SEE WHAT THE EXPERTS ARE SAYING ABOUT THE SAILUN TERRAMAX HLT

T

he growing popularity of trucks, crossovers (CUVs) and sport utility vehicles (SUVs) brings with it an increasing consumer demand for quality tires and performance that can meet the needs of today’s drivers, and the Sailun Terramax lineup aims to do it all at a price that won’t break the bank. All too often consumers suffer sticker shock when they find out how much it costs to replace the tires that their current crossover, light truck or SUV came equipped with from the factory. That’s why Sailun Tire developed the popular Terramax HLT—a premium all-season tire, available at a less-than-premium price point. Available in 48 metric and LT sizes (ranging from 15 to 20 inches) the Terramax HLT has been reviewed and praised by Truck Trend magazine as a “bargain” when compared with name-brand tires.

After testing the tire, Truck Trend reported that Terramax HLT tires are quiet, and that even on wet and twisty roads there was “no surprise loss of traction,” which added to the sense of confidence their test drivers experienced when behind the wheel.

EXCEPTIONAL ROAD MANNERS

The impressive quiet ride is due to the Terramax HLT’s exclusive tried, tested and true tread pattern, which effectively reduces road noise and vibration to create a smooth and silent driving experience, ideally suited to today’s popular crossovers, trucks and SUVs. The traction and handling come from the HLT’s specific tread block design that helps increase contact area, resulting in improved overall handling and a specially-formulated rubber compound provides long lasting tread life and improved traction in all-season conditions—increasing both mileage and safety.

In addition, the four extra-wide grooves do an excellent job of directing water away from between the tire and road surface to provide the traction needed to drive with full confidence. The editors at AutoGuide.com certainly seem to agree with these findings, noting that “a distinct lack of increased road noise was the first thing that really stood out,” when AutoGuide.com recently tested the

Sailun Terramax HLT. They added that this value priced tire “delivered a smooth ride” and “confident handling as promised.”

EASY TO BUY, EASY TO SELL

Sailun claims that the Terramax HLT is engineered to deliver an affordable alternative to other more costly brands in the segment, featuring a high-quality design with long lasting capabilities combined with higher consumer value than other tires, and AutoGuide.com agrees. After testing the tire they concluded that Sailun has “delivered quality tires that can keep up with all of their competitors, all while coming in at a significantly better price.” Recommending a new tire to an existing customer—especially one that trusts your better judgement—isn’t always easy. But Sailun Tire makes recommending the Terramax HLT as easy as possible by providing a quality tire that performs well on both wet and dry roads, while also offering a comfortable and quiet ride—all at a price that’s not going to break the bank or have your customers walking out the door in search of other tire options. Add Sailun’s solid 50,000 mile/60-month Limited Tread Life Protection into the mix and your customers can rest assured that they’re investing in a tire that they will enjoy for many miles still to come. The Terramax HLT is now available in many popular crossover, SUV, and truck sizes exclusively by TBC Brands. For more information, please visit GoSailun.com ■

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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

WEBSITE

1-800EveryRim— OEM Wheels

82

Aftermarket Auto Parts Alliance Inc.

73

www.bigraceweekend2020.com

Alliance Tire Group

17

www.atgtire.com

American Omni Trading

55

www.thunderertireusa.com

American Omni Trading

67

www.american-omni.com

Apollo Vredestein Tires Inc.

15

www.vredestein.com

Arnott Inc.

32

www.trustarnott.com

AUTEL

104

PAGE

www.everyrim.com/MTD

23, 89 www.autel.com

Bartec USA

85

www.ritesensor.com

BendPak Inc. Ranger Products

49

www.bendpak.com/touchless

BKT USA Inc.

11

www.bkt-tires.com

Blackburn OEM Wheel Solutions

69

www.blackburnwheels.com

CEAT Specialty Tires Inc.

63

www.ceatspecialty.com/us

CEMB USA

25

www.cemb-usa.com

Continental Corporation

72

www.continentalclearcontact.com

Continental Tire

31

www.continentaltire.com

Continental Tire, OTR Products

37

www.continental-specialty.com

Double Coin Tires

53

DSP 20 Group

ADVERTISER

PAGE

WEBSITE

Hankook Tire

77

www.laufenn.com

Hercules Tire

81

www.herculestires.com

Hunter Engineering Company

86

www.hunter.com

K & M Tire Inc.

59

www.kmtire.com

Ken-Tool

62

www.kentool.com

Kenda Tires USA

IBC

automotive.kendatire.com

Kumho Tire USA Inc.

5

www.kumhotireusa.com

Linglong Americas Inc.

7

www.linglongtire.com

Marangoni Tread N.A.

41

www.na.marangoni.com

Martins Industries

51

www.martinsindustriess.com

Maxxis Tires

35

www.maxxisaccelerate.com

Mighty Auto Parts

75

www.mightyautoparts.com

Nexen Tire America Inc.

IFC

www.nexentireusa.com

Nitto Tire U.S.A. Inc.

OBC

www.nittotire.com

Nokian Tyres Inc.

33

www.nokiantires.com

Omnicraft Auto Parts

61

www.omnicraftautoparts.com

Sailun Tire Americas

9

www.gosailun.com

Schrader Sensors

87

www.schradersensors.com

SEMA Show

79

www.SEMAshow.com

www.doublecointires.com

Stickpro PreCleaning Wipes

71

www.stickprowipes.com

91

www.20dsp.com

Sumitomo Tire

13

www.sumitomotrucktires.com

Falken Tires

21

www.falkentire.com

Tire Profiles

65

www.tireprofiles.com

Gaither Tool Company Inc.

88

www.gaithertool.com

Toyo Tires

27

www.toyotires.com

General Tire

39

www.generaltire/promotions

Travelstar Tires

28

www.travelstartires.com

Greenball

45

www.kanatitires.com

Vipal Rubber Corporation

47

www.vipal-usa.com

GRI Tires

60

www.gritires.com

West Creek Financial

29

www.westcreekfin.com/mtd

GroundSpeed Tires

19

www.groundspeedtires.com

Yokohama Tire Corporation

83

www.yokohamatire.com

GT RadiaL

40

www.maxtourlx.com

ZC Rubber America Inc.

43

www.arisuntires.com

MTD October 2019

full-service TIRE BUSINESS in western Kansas. Long-term and loyal employee base at each location. Property lease options will be considered. Businesses are offered individually or as a multi-location sale.

Please contact us at

Advertising information (330) 899-2200 ext. 2217

MTD Classifieds

TireBusinessForSale@Gmail.com for more information.

USED TIRES FOR SALE

HELP WANTED

BUSINESS FOR SALE: Well established, successful, multi-location, full-service TIRE BUSINESS in western Kansas. Long-term and loyal employee base at each location. Property lease options will be considered. Businesses are offered individually or as a multi-location sale.

Please contact us at

TireBusinessForSale@Gmail.com for more information.

ADVERTISE IN MTD CLASSIFIEDS BECAUSE GETTING NOTICED LEADS TO INCREASED SALES

DO YOU HAVE ENOUGH USED TIRES? WE HAVE TRUCKLOADS OF USED TIRES READY TO GO!!

Phone: 330-899-2200, Ext. 2217 Fax: 330-899-2209 E-mail: Bob.Marinez@bobit.com

PASSENGER, LT, TRUCK AND OTR TIRES AVAILABLE

SOFTWARE cloud-based

Tire Dealer, Auto Repair, Tire Wholesaler

SOFTWARE 30 YEARS

GIVE US A CALL! 412-562-1700

FREE 30-day Software Test Drive Watch software demo videos online at: www.hitstiresoftware.com

MODERN TIRE DEALER

Classified Advertising Has It All! • 35,000 readers • Competitive rates • Frequency discount • Higher pass-along rate

Don’t Miss This Opportunity!

Place Your Classified Ad Now.

w w w . M o d e r n T i r e D e a l e r. c o m

105

Advertising information (330) 899-2200 ext. 2217

MTD Classifieds TOOLS & EQUIPMENT

www.ezliftconveyors.com

2020

ADVERTISING DEADLINES Air Hydraulic Jacks 22T, 35T and 50T

Truck Tire Dunker with Lift

Model EZ-110D

January Issue closes December 20th

February Issue closes January 13th

March Issue closes February 14th

April Issue closes March 16th

Floor to Floor tire storage made safe, fast, and reliable with this conveyor!

E-ZLIFT has been serving major tire retailers for over 30 years!

Length selection guide and prices: Floor to Floor Distance

Conveyor One Length Req. Start/Stop at 55Ëš Incline Control

8 ft.

10 ft.

12 ft.

14 ft.

12 ft. long 15 ft. long 18 ft. long 21 ft. long

$ 5,256.00* $ 5,582.00* $ 5,924.00* $ 6,482.00*

Two Start/ Emergency Stop/ Down Controls**

$ 6,065.00* $ 6,370.00* $ 6,690.00* $ 7,196.00*

* USD prices good thru 12/31/2018, FOB factory ** Conveyor system is Underwriters Laboratories Listed

Call Toll Free For More Details!

1-800-821-9966 Local: 303-733-5533 Fax: 303-733-5642

Denver, CO USA

May Issue

MTP, INC.

closes April 15th

Phone: 1-800-645-1123 Supplying-Suppliers Since 1975 www.movittire.com Email: sales@movittire.com

June Issue closes May 15th

July Issue closes June 15th

PLACE YOUR AD HERE Let us help you sell your products and services today!

PHONE: 330-899-2200, Ext. 2217 FAX: 330-899-2209 EMAIL: Bob.Marinez@bobit.com

August Issue closes July 15th

September Issue closes August 17th

October Issue closes September 9th

November Issue closes September 25th

December Issue closes November 13th 106

MTD October 2019

MAKE THE KLEVER CHOICE

DESIGNED TO FACE THE TOUGHEST CONDITIONS WITHOUT FEAR

Kenda’s KLEVER R/T was made to conquer rough terrain without sacrificing the ride and comfort of an A/T tire.

Combining our triple threat 3-ply sidewall for exceptional durability with aggressive styling, an optimized tread design with a superior all-weather compound makes the KLEVER R/T the right solution for 4x4 owners on the road, in the snow or in any off-road environment.

Available now. Learn more at: AUTOMOTIVE.KENDATIRE.COM

Series: 80, 75, 70, 65, 55 Sizes: 22, 20, 18, 17 Studdable Stylized black sidewall