Modern Tire Dealer - May 2014

THE INDUSTRY’S LEADING PUBLICATION

Green tires Tread wear and price trump fuel economy

UTVs go by many names But their tires mean new business for you

Clearing the air about filters: an in-depth examination

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THE INDUSTRY’S LEADING PUBLICATION

S M A Y R G A O R RW P R OU E AL S Y E D ES E T SIN A I U C O EB S ASDRIV

May 2014 | Vol. 95, No. 5 | $10 | A Bobit Publication | www.moderntiredealer.com

Quik-Link: 800-687-1557 ext. 16101

Features Te Industry’s Leading Publication May 2014, Volume 95, Number 5

Departments 4 Editorial ‘Made in America’: That phrase still has meaning to tire dealers

6 Online

18 Tread wear and price trump fuel economy

B2C

Even green car owners are overlooking low rolling resistance tires

News and navigation tools for MTD ’s website

8 News/views Jack Williams Tire launches myTireShop: Participants are treated as tire and service shops, not installation centers

16 Your marketplace Sales trends remained strong across the country

30 Associate dealer programs

52 Counter intelligence

Continental’s elite retailers go for the Gold, plus other programs

53 European notebook

The power of a simple demonstration: All you need is one tire and three minutes

A pothole crisis in Europe: It’s time for action before conditions get worse

54 Focus on industry Bridgestone introduces an all-season replacement runfat: Ride comfort is comparable to a premium touring tire

55 Focus on industry Venders and vending: Myers Tire Supply hosts an event for its salespeople

36 While UTVs go by many names, their tires mean new business for dealers

56 Focus on industry In Iceland, Falken reveals plans to expand: Company will increase truck tire operations, sales network, tire lines

58 Focus on industry Sailun promotes value: Hands-on experience helps dealers develop the brand in the U.S.

60 Focus on industry

42 Clearing the air about flters An examination of the components that keep vehicles running cleaner

TPMS technology roundup: Companies offer the next generation of diagnostic tools

61 TPMS Altima warning control unit can detect a system malfunction

71 Your turn Technology provides tools to assist in being responsible about tire aging

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3

Editorial

‘Made in America’ Tat phrase still has meaning to tire dealers

D

id you know that the song “Born in And they really are, because they are still manuthe U.S.A.” is more anti-American than factured here. It’s hard to erase a brand’s legacy.

American in atitude? Bruce SpringsIn contrast, the fagship brands of Bridgestone teen wrote it to protest the treatment of veterans Corp. and Groupe Michelin are more closely returning from the Vietnam War. associated with their parent companies. Many Even today, 30 years afer the grity song hit still consider them foreign brands, even though the airwaves, people continue to fxate on the Michelin has more consumer tire production chorus — “Born in the U.S.A., I was born in the capacity in the U.S. than any other company, U.S.A.” — rather than its true meaning. and Bridgestone is fourth, behind Goodyear I believe patriotism (not blind patriotism) is By Bob Ulrich and Cooper. always a good emotion. Working together and In Michelin’s case, that is particularly ironic. looking out for one another makes a country stronger.

Michelin North America Inc. began producing tires in In our country, many consumers prefer to buy from New York in 1950! It also has supplied aircraf tires to domestic companies and seek out American-made prod- our military for years. ucts, including tires. Tere is nothing wrong with that, Tree years ago, the U.S. Navy exercised a second fveand tire dealers in the United States are happy to give the year option to extend its tire supply contract with Michelin customers what they want.

North America and Michelin Aircraf Tire Co. Inc. Later The definition of an “American-made tire” is fluid, that year, Michelin North America was honored with a however, which makes it easier for dealers to sell it as such. 2011 Secretary of Defense Performance-Based Logistics Let me explain.

Award for its naval service.

There are only two major AmerMichelin also has had similar contracts with the Defense ican-owned tire manufacturers: Logistics Agency (DLA) to supply aircraf tires to the U.S. Goodyear Tire & Rubber Co. Air Force, the U.S. Army and some allied foreign militaries. and Cooper Tire & Rubber Michelin has been classifed by the DLA as a “best value” Co. Each of them has mul- tire, and has the awards to prove it. tiple manufacturing plants Despite its military service, however, Michelin North in the U.S. America may soon sufer for the actions of its parent.

So any tire with the name Earlier this year, the Wall Street Journal reported ConGoodyear or Cooper on it gress and the Pentagon feel Michelin’s declaration that it can be sold as American- would like to continue trade with Iran once international made. What if the tire comes sanctions expire is at the very least wrong, and at the very from a plant in China? I fnd it most treasonable. hard to believe where the tire is Tat is because the U.S. has sanctions of its own in manufactured is ever mentioned place against Iran. by the person selling tires produced The result could be the end of any future business

by Goodyear or Cooper, and that includes the Dunlop, between the U.S. military and Michelin once existing Kelly and Mastercraf associate brands. contracts expire.

Te tire may not always literally be born in the U.S.A., but I am not going to jump to conclusions and say the govbecause a domestic manufacturer controls all production, ernment is out of line in this case. I certainly don’t know it’s still an American tire. Tat’s close enough. all the details behind the very complicated relationship It is no wonder many Cooper dealers were upset when between the U.S. and Iran, or the inner workings of the Apollo Tyres Ltd., an Indian company, made Cooper U.S. military, for that mater. shareholders a deal they couldn’t refuse last year. Tey were I will say government ofcials seem to overreact frst, and about to lose what they believed was a 100% American make sense of it all later (if at all). I hope their maneuvercompany, giving them less leverage behind the counter. ings are not self-serving or based on political paranoia.

Cooper shareholders may have been upset when the deal As you can see, we are part of a global industry, whether fell through, but I’ll bet many dealers were not. that refers to the logistics of production and distribution Regardless, I’m sure the Cooper brand would have or political intrigue. Just be careful when you label what remained an American brand in the eyes of the con- you are selling. It’s all relative. ■ sumer. People still think of the Firestone, BFGoodrich and Uniroyal brands as American more than 20 years afer If you have any questions or comments, please email me foreign manufacturers purchased them. at bob.ulrich@bobit.com.

4

MTD May 2014

Quik-Link: 800-687-1557 ext. 16102

Online MODERN TIRE DEALER

Website: www.moderntiredealer.com

Publisher Greg Smith Greg.Smith@bobit.com (330) 899-2200 ext. 12, fax (330) 899-2209

Top 10 most-read news items: 1. Interesting signs (of the apocalypse?) at Sears 2. ATD to close Terry’s Alliance headquarters 3. Customers rate Michelin and Pirelli at the top 4. J.D. Power customers happiest with Michelin and Pirelli 5. Consumer Reports rates Cooper tires number one 6. Continental introduces TruContact 7. Conti Gold program gets enhanced 8. New Nissan wants Bridgestone run-fat tires 9. Michelin Premier A/S is now available 10. Bridgestone launches run-fat line

WEB EXCLUSIVE Check out the Top 100 Retreaders in Industry Resources on www.moderntiredealer.com.

Editorial (330) 899-2200, fax (330) 899-2209 Editor: Robert J. Ulrich, ext. 11 Bob.Ulrich@bobit.com Managing Editor: Lori L. Mavrigian, ext. 16 Lori.Mavrigian@bobit.com Senior Editor: Bob Bissler, ext. 15 Bob.Bissler@bobit.com Associate Editor: Ann Neal, ext. 18 Ann.Neal@bobit.com

Production (330) 899-2200, fax (330) 899-2209 Art Director: Neal Weingart, ext. 14 Neal.Weingart@bobit.com Production Manager: Karen Runion, ext. 10 Karen.Runion@bobit.com

Sales

MTD website readers look for signs of change “Interesting signs (of the apocalypse?) at Sears,” a teaser for Bob Ulrich’s blog about what a recent Sears advertisement might be saying about the future of Sears Automotive, was the most read news item on www.moderntiredealer. com over the last month.

This was followed by “ATD to close Terry’s Alliance headquarters,” the item we wrote concerning how American Tire Distributors Holdings Inc. (ATD) will close Terry’s Alliance distribution center and headquarters, and transition operations to other locations. This move follows ATD’s purchase of Terry’s Tire Town for $345 million in February.

Tire rankings from the latest J.D. Power original equipment tire customer satisfaction survey was the third most popular news item on our website. An item on past ratings also was well-read.

What MTD a Continental Tire the Americas LLC was dealers re rticles are other tire ad popular in the news, too. An on-the-scene A good in ing on our website? dic report from Ulrich during the company’s Stories se ator is the Popula ction on ou r dealer trip to Cancun, Mexico, received r homepag Click on th e. e a lot of hits, as did a news item on the transporte titles to be instantl y d to the a company’s new touring performance tire. rticle, or h the View it Mo Also popular was news about the tire that popular art re link to see more icles.

Michelin North America unveiled at the North American International Auto Show in Detroit, and Bridgestone Americas Inc.’s new DriveGuard run-fat tire.

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MODERN TIRE DEALER (ISSN 00268496) (CDN IPM #40013413) (USPS #369-170) is published monthly by Bobit Business Media, 3520 Challenger St., Torrance, California 90503-1640. Periodicals postage paid at Torrance, CA 90503-9998 and additional mailing offces. POSTMASTER: Send address changes to MODERN TIRE DEALER, P.O. Box 1068, Skokie, IL 60076-8068. Please allow 6 to 8 weeks for address changes to take effect. Subscriptions in the U.S. and its possessions, $65; Canadian, $99; Int’l surface mail, $99; Int’l airmail, $198. Single copies, $10, except the January Facts Issue, $30. Address all subscription correspondence to MODERN TIRE DEALER, P.O. Box 1068, Skokie, IL 60076-8068. Please allow 6 to 8 weeks to receive your frst issue. Please address Editorial and Advertising correspondence to MODERN TIRE DEALER, 3515 Massillon Road, Suite 350, Uniontown, OH 44685-6217. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission. For your information: We sometimes make our subscriber information (i.e. fax, e-mail or mailing address) available to carefully screened organizations whose products and services may be of interest to you. If you prefer not to have your information made available, please write MODERN TIRE DEALER, P.O. Box 1068, Skokie, IL 60076-8068.

6

MTD May 2014

Quik-Link: 800-687-1557 ext. 16103

News/views

Jack Williams Tire launches myTireShop Participants are treated as tire and service shops, not installation centers The corporate philosophy at Jack Williams Tire Co. Inc. sistance Plan is also part of the package. It features is to provide the best customer experience possible. three-year road hazard damage protection; 12-month It should be no surprise, then, that the focus of the free replacement for non-repairable damage; three company’s newly launched myTireShop Certifed Shop years of free tire repairs; and services that include program group, designed for its wholesale customers, towing, lock-out service and jump-start service. is ultimately on the consumer. There are many advanJack Williams Tire is backing the program with tages for the participating retail dealers, too. the www.myTireShop.com website, where consumAccording to Scott Williams, president of Jack Wilers can go to tire shop online, and the myTireShop liams Tire, the goal of myTireShop is to deliver retail call center, where agents connect consumers with tire sales opportunidealers. ties to its member “What we bring is the convenience of buying online dealers while respectcombined with the convenience of same-day local ing them as tire and installation,” says Williams. service shops, not as “What we didn’t like about some of the other installation centers. programs we saw out there was that if the consumer To be eligible, dealers buys online, the local dealer gets to install the tires must be independent, — but doesn’t necessarily collect the money. What but also progressive. “We’re looking for dealers who we’re trying to do is deliver a new customer to the compete with online retailers but don’t have the independent dealer.” best online presence or the ability to do marketing Williams says there are 35 dealers signed up for online. Dealers know that they’re behind the eight myTireShop so far. The company is looking at rural ball when it comes to competing on the Internet.” territories where dealers are at least 30 miles apart.

The strategy for the myTireThe program’s reach is Shop program was based eastern Pennsylvania, New on research that shows true Jersey and southern New e-commerce tire purchases York. account for 10% or less of “We’re going to require the total retail tire market, them to use the Tire Indusyet almost 60% of tire buytry Association (TIA) tools, ers research online. which would be the TPMS Williams says myTireShop training module and the TIA converts the online tire Automotive Service Profesresearch population into pursional training,” says Mike Scott Williams, Jack Williams Tire Co. chasers by eliminating online Finley, wholesale marketing “anxiety points” such as credit card information, manager at Jack Williams Tire. return policy, shipping cost, shipping time and servic“It’s all about training them on tires and focusing ing the tires. Consumers pay the dealer directly. on providing a good customer experience. That really What myTireShop offers consumers is a nationwas what started all this because we found that a wide service warranty, roadside assistance, a lot of customers were not aware the independent nationwide road hazard warranty and extended tire dealer was providing all this extra value, and the fnancing. It also keeps consumers engaged with dealers weren’t doing a good job talking it up. The the personalized myTireMaintenanceLog and the focus is on talking value and less on talking price.” myWheelAlignmentInspectionLog. Williams likes to describe the program as “Main The Lifetime Tire Care Package is included with Street USA meets online.” new tire purchases. Customers are treated to “The dealers are proprietors, the guys behind courtesy tire rotations every 6,000 miles, lug nuts the counter, the ones who put tires on your wife’s hand-torqued to specifcation, and tires adjusted to minivan. They’re the ones you trust. That’s the type recommended pressures. of dealer we’re trying to recruit and sign on to the The Nationwide Repair Warranty & Roadside Asprogram.” — Bob Bissler

‘What we’re trying to do with myTireShop is deliver new customers to the independent dealer.’

8

MTD May 2014

Quik-Link: 800-687-1557 ext. 16104

News/views

bites

Trelleborg to build in S.C. Trelleborg AB will build a $50 million radial agricultural tire plant in Spartanburg, S.C. Production is expected to commence by the end of 2015.

AAIA renames itself The former Automotive Aftermarket Industry Association launched its new brand and officially switched to a new name, the Auto Care Association, on April 24, 2014. CEO and President Kathleen Schmatz led the rebranding efforts.

Dunn promotes Simons Dunn Tire LLC has named David Simons executive vice president and chief financial officer. He joined Dunn Tire as corporate controller in 1993 and has served as its CFO since 1999.

ASA names controller ASA Automotive Systems has appointed Mary Carbonneau controller. Her responsibilities will include overseeing all of ASA’s accounting operations, management reporting and compliance/control.

ITDG board extends contract The board of directors for the Independent Tire Dealers Group LLC (ITDG) extended the contract of CEO and President Mike Cox through 2018.

Carroll Tire hires Kairys Carroll Tire Co. has hired John Kairys as executive vice president and general manager. He joins the TBC Corp. subsidiary after 15 years with Cooper Tire & Rubber Co. Gibson Tire switches Marangoni Tread North America Inc. reports Gibson Tire Service in Charleston. S.C., has converted its retread operation to the Marangoni family of products, which includes Ringtread and Unitread.

DENSO is honored by APA DENSO Products and Services Americas Inc. has received the branded manufacturer of the year award from the Automotive Parts Associates (APA) for being first-tomarket with new model-year parts.

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Bob Sumerel Tire buys fve Kauffman Tire commercial locations Bob Sumerel Tire Co. Inc., a predominantly commercial tire distribution and service company based in Erlanger, Ky., has acquired fve northeast Ohio locations from Kauffman Tire Inc. The locations, formerly a part of Kauffman Tire’s Commercial Division, include four combination retail/commercial and farm tire service centers located in Wooster, Ravenna, Orwell and Medina. A Bandag retread plant, also located at the Wooster facility, is part of the acquisition.

“This acquisition has no impact on the wholesale distribution side of Kauffman’s distribution network that is in northern Ohio,” said the company in a statement. “This addition strengthens (our) service presence for commercial feets and transportation companies in northern Ohio and gives (us) more opportunities to strengthen our entire servicing network.”

When the transaction is fnalized, Bob Sumerel Tire will run 17 commercial dealerships and one retail shop, good for 62nd place on the Modern Tire Dealer 100 list. The retread plant, the company’s sixth, will add 150 truck tire retreads to its daily total, jumping the company from 16th to 14th on the MTD Top 100 Retreaders in the U.S. list.

The company says the Kauffman stores will add approximately 70 employees and approximately $25 million in revenue in the frst year.

With the divestment of its four commercial outlets, Kauffman Tire will own 50 retail tire dealerships, placing it 21st on the MTD 100.

Bob Sumerel Tire is a founding member of the American Commercial Tire Network (ACTN), a nationwide network of 18 member companies that operate more than 1,870 service vehicles in 43 states. ACTN members own more than 75 retread plants and 434 service locations with over 7,500 employees.

Dealer Strategic Planning Inc. adds McCarron to its management team Dealer Strategic Planning Inc. (DSP) has added Dennis McCarron, a former Bridgestone retail store manager and employee trainer, to its staff. DSP now serves store owners representing nearly 375 retail outlets.

McCarron’s experience includes eight years managing retail stores for Bridgestone and 10 years as a national management instructor for retail operations.

DSP offers tire and automotive service dealers the opportunity to share best practices, benchmark against the industry and improve fnancial performance through groups of up to 20 dealers.

“Dealer Strategic Planning’s 20 Groups are becoming recognized as the premier industry organization for store owners who want more out of their businesses — profts, satisfaction and equity for future generations. I am happy to be a part of this Dennis McCarron created training for Bridgestone. successful model,” McCarron says.

For more information on DSP contact Pat Brown, (419) 420-5915 or pat@dsp-20group.com or Paul Chizeck, (910) 4097293 or paul@dsp-20group.com.

MTD May 2014

Quik-Link: 800-687-1557 ext. 16105

News/views

bites

Nexen partners with teams Nexen Tire Americas Inc. entered into partnerships with the Texas Rangers and the Los Angeles Angels and renewed its sponsorship with the Los Angeles Dodgers and the Detroit Tigers.

Nitto-sponsored film wins “Journey to Washington: On the Trail of Senator Inouye, JapaneseAmerican Pioneer,” a documentary sponsored by Nitto Tire U.S.A., has won the New York Festival bronze award in the best biography/profile category.

Vogue opens a new location Vogue Tyre & Rubber Co. opened its 17th Custom Center location at Penske Cadillac Buick-GMC in Torrance, Calif., the largest Cadillac dealer on the West Coast.

Discount Tire expands Discount Tire has opened stores in Cleveland, Tenn., and Rowlett, Texas.

The company now has 15 stores in Tennessee and 230 stores in Texas.

NCTDA honors two The North Carolina Tire Dealers Association (NCTDA) inducted the late J.H. “Shorty” Parrish, founder of Parrish Tire Co., into its Hall of Fame and presented its first dealer of the year award to Ricky Benton, owner of Black’s Tire Service Center.

Alliance is a major sponsor Alliance Tire Americas Inc. says it is the first major tire sponsor of the National Tractor Pullers Association.

Guy Pekle to leave TCi Guy Pekle, CEO and president of Tire Centers LLC (TCi), a subsidiary of Michelin North America Inc., will take a position in the commercial performance department at Groupe Michelin in France on Sept. 1, 2014.

ASE debuts e-learning The National Institute for Automotive Service Excellence (ASE) has developed an e-learning program on entry-level service tasks. “Introduction to Automobile Service” is delivered online.

12

ATD will close Terry’s Tire Town headquarters in Ohio American Tire Distributors Inc. (ATD) will close the Alliance, Ohio, headquarters and distribution center of Terry’s Tire Town.

ATD says it will consolidate the Alliance distribution center’s operations into six distribution centers in Ohio, Pennsylvania and West Virginia.

According to Ron Sinclair, ATD’s senior vice president of marketing, the distribution center will close in June. The headquarters will continue operations until the end of December.

ATD will consolidate the Alliance operation into six distribution centers in June. Four of the DCs are in Ohio in Canton, Cleveland, Cincinnati and Columbus. The others are in Pittsburgh and Poca, W.Va. “These six distribution centers will service the same geographic area as the one Terry’s distribution center in Alliance,” says Sinclair. “With six centers versus one and a broader and deeper product offering, we feel confdent the service to our customers will increase.”

Sinclair says many of the roles at Terry’s Tire Town headquarters will transition to ATD’s North Carolina feld support center by the end of this year.

He says ATD will offer positions to many of Terry’s 150 employees in the Ohio distribution centers and in the feld support center.

Purcell Tire board hires CEO and adds members The Purcell Tire & Rubber Co. board of directors hired Roger Lucas, senior vice president of Tire Centers LLC (TCi), as CEO. He also became a board member.

Lucas was hired to replace Bob Purcell, who will remain chairman.

Lucas’ duties at TCi included managing the commercial operations and its 67 commercial centers, Lucas became nine retread facilities and 940 employees. TCi is a Roger CEO and a board division of Michelin North America Inc. member of Purcell Tire.

Bob Purcell and his wife, Juanita, plan to continue to stay involved in the leadership of the company, Bob as chairman and Juanita as COO. In addition, Purcell Tire President Dennis Flynn joined the board as a member and as vice chairman. Finally, former Bridgestone Americas Inc. and Bandag Inc. executive John McErlane was added to the board.

McErlane retired from Bridgestone in 2013 as president of companyowned store operations.

Kenda emphasizes R&D with new hire Kenda USA has hired industry veteran Tom Williams as vice president of engineering. His frst priorities will be to help build research and development centers in Taiwan and Akron, Ohio. In his 30-year tire career, Williams has worked for the former Firestone Tire & Rubber Co., the General Tire division of GenCorp., and Hankook Tire America Corp.

American Kenda Rubber Industrial Co. Ltd., which does business as Kenda USA, is headquartered in Reynoldsburg, Ohio.

MTD May 2014

Quik-Link: 800-687-1557 ext. 16106

News/views

dates

May 21-23 Automechanika Kiev, KyivExpoPlaza, Kyiv, Ukraine (770) 984-8016 www.messefrankfurt.com May 27-30 Reifen 2014, Messe Essen, Essen, Germany +49 (0) 201 7244 0 www.reifen-messe.de June 3-5 Automechanika Dubai, Dubai International Convention & Exhibition Centre, Dubai, U.A.E. 971 4 389 45 00 www.automechanikadubai.com June 18 Ontario Tire Dealers Association Annual Fundraiser & Charity Golf Classic, Port Hope, Ontario (888) 207-9059 www.otda.com July 16-18 PAACE Automechanika Mexico, Mexico City, Mexico (770) 984-8016 www.messefrankfurt.com July 18 Georgia Tire Dealers & Retreaders Association Annual Convention, Sandestin Golf and Beach Resort, Miramar Beach, Fla. (770) 947-2323 www.gtdra.com July 23-25 Latin American & Caribbean Tyre Expo, ATLAPA Convention Center, Panama City, Republic of Panama +1 786-293-5186 www.latintyreexpo.com September 10-12 12th China International Tire Expo, Shanghai Everbright Convention & Exhibition Center, Shanghai, China +86-10-85898181 www.citexpo.com.cn

14

Trelleborg unveils Interft dealer network in U.S. The Trelleborg Wheel Systems unit of Trelleborg Group has launched its Interft service network in the U.S. The service network brings marketing, commercial and technical support as well as a rewards program to industrial tire dealers.

Trelleborg says Interft, which already operates in Europe, is America’s frst nationwide industrial tire ftting network.

Bringing Trelleborg’s service Trelleborg says its Interft service network brand to America, which is the will accelerate growth opportunities for dealers who ft solid tires. The company is world’s second largest forklift rolling out the dealer network in the U.S. market and second largest industrial tire market, is incredibly important to the company, according to James Pick, communications director for Trelleborg in the United Kingdom.

“Trelleborg is a clear market leader in the USA with a substantial market share with the industrial tire market. We’ve got a very large network of premium dealers in all 48 continental states.” Integrating these dealers within Trelleborg’s branded service network would allow them to develop and grow, according to Pick.

“We believe by combining premium products with premium dealers and a premium service concept we can deliver a huge amount of value into the American market.”

He says the Interft program adds value for national and international businesses with multiple locations that want to receive the same excellent level of service and same quality of product in every corner of America.

At the same time, Trelleborg realizes that local business is a dealer’s bread and butter, according to Pick. “We don’t want to take that away.

What we want to do is enhance and help him grow the business.”

Pick says the program’s benefts include the use of the Interft brand, which is “an internationally recognized servicing brand within the forklift world.” In addition to marketing, technical and commercial support, Interft dealers have free access to a global IT platform. Pick says dealers can manage their business, plan their workload, and schedule their ftting work through the IT platform.

The Interft program also rewards dealers for growth with additional benefts, including enhanced support and commissions.

Trelleborg piloted the Interft program with three U.S. dealers and is now in the recruitment phase. “We are looking for the right partners to join Interft,” says Jason Canning, program manager.

“If you are an industrial tire servicing dealer and you want to grow your business, then we want to hear from you. We believe that Interft will set the standard for tire servicing in the U.S., and that means that the dealers who share our passion for excellence no matter how large they are or where they are, will be the people who will really succeed in this program.” — Ann Neal

MTD May 2014

Quik-Link: 800-687-1557 ext. 16107

Your marketplace

Sales trends remained strong across most of the country

A

ccording to the results of our survey, March as we believe that the harsh winter pulled demand for replacement tires remained demand forward into the early winter months frm in March. Indeed, from a volume this season, which inherently would lead to a standpoint the dealers reported that they sold slowdown a few months out. Trends remained 0.1% more tires last month on a year-over-year strong in the truck category, as dealers reported basis, following a 0.6% increase in February and that volumes increased 2.8% afer increasing 4.3% a 0.6% decline in January. We were particularly in February. Meanwhile, volumes rose 4.5% in the pleased to see that volume trends remained posiretread business afer increasing 1% in February. tive despite the fact that the channel lost the boost created by the early and strong onset of winter By Nick Mitchell Dealer costs fell, but declines moderated weather. In fact, it appears that sales trends reTe percent of survey respondents who charmained strong across most of the country as we entered acterized manufacturer pricing as aggressive fell from 71% the spring selling season. In our view, the data supports our in February to 58% in March. However, the less aggressive view that the underlying fundamentals remain healthy and pricing stance was not clearly evident in the efective pricing that consumer demand should remain solid in the coming dealers saw from branded manufacturers, as they noted months. Until next time, keep the tires rolling out the door. that prices still fell over 1% last month. Additionally, the prices on tires in the value arena also fell slightly, as our Monthly survey survey respondents indicated that their costs fell slightly A number of independent tire dealers were surveyed more than 1% in the period. Tat said, it is worth noting concerning current business trends. Except for tire prices that the sequential declines are moderating. Specifcally, and costs, results of the March 2014 survey are compared the average decline in premium tire prices has been 0.5% with those of March 2013. since November 2013, which compares to an average decline of 1.5% through the frst 10 months of 2013. Tis trend is also present in the value arena. Namely, we have seen price declines slow to 1.3% from 2.6%. Looking at prices from the eyes of the consumer, we would note that Dealers NOV DEC JAN FEB(R) MAR(P) MAR(13) premium brands fell less than 1% in March while value Passenger tire brands actually increased roughly 2%.

How dealers view near-term business

Will improve Will worsen Will stay level

38% 12% 50%

33% 11% 56%

38% 0% 62%

57% 14% 29%

42% 0% 58%

41% 24% 35%

Truck tire Will improve Will worsen Will stay level

57% 0% 43%

51% 13% 36%

51% 0% 49%

59% 0% 41%

62% 0% 38%

46% 23% 31%

R-Revised

P-Preliminary

Inventories were seen as optimal to too high Of the dealers we spoke with, approximately 50% indicated that they had the appropriate amount of inventory in stock for demand (vs. 86% in February), while the rest indicated that inventory levels were too high (vs. 0% in February). Fify-eight percent of the truck tire dealers we surveyed indicated that they thought their inventory was optimal, while the balance of the respondents thought that it was too high.

Dealers think the good times will keep rolling According to our dealer survey, 42% of passenger tire dealers believe business will improve over the next six months, while the rest believe it will remain the same.

Sixty-two percent of the truck tire dealers saw business improving, while the rest saw business holding steady.

Replacement tire sales volume trends held frm According to dealer reports, consumer demand for replacement tires remained frm in March. Te dealers in our sample reported that they sold 0.1% more tires last month on a year-over-year basis, following the 0.6% increase reported in February and a 0.6% decline in January. We are not overly concerned by the sequential deceleration in

16

Service work remains strong entering spring Despite the fact that service work was hampered slightly by the lingering winter weather at the beginning of the month, revenue tied to service work remained frm in March. Te dealers we spoke with indicated that sales in the service category, which accounted for almost 39% of the survey participants’ total revenues, were essentially fat on a year-over-year basis following a 2% increase in February. ■Nick Mitchell is a research analyst with Northcoast Research Holdings LLC based in Cleveland, Ohio. He covers a variety of subsectors of the automotive industry.

MTD May 2014

Quik-Link: 800-687-1557 ext. 16108

feature

Tread wear and price trump fuel economy Even green car owners are overlooking low rolling resistance tires

By Ann Neal

T

he U.S. Department of Energy says up to 15% of fuel consumed by a car is used to overcome a passenger tire’s resistance to the road. Studies by Green Seal Inc., a nonproft environmental standard development and certifcation organization, show low rolling resistance tires can reduce fuel consumption by 1.5% to 4.5%. Yet consumers shopping for replacement tires tend to focus on longevity and price rather than fuel efciency.

“Rolling resistance is a non-factor on choosing tires,” says Doug Eichten, tire and service advisor at Schierl Tire & Service Center in Marshfeld, Wis. “Guests seem to be hesitant to buy into the rolling resistance or the fuel economy.

“When I talk with a guest about lower rolling resistance and fuel economy, it seems to just go past them. Fuel-efcient tires account for less than 2% of our sales, and that is overstated because the sport utility fuel-efcient tire, the Goodyear Assurance CS Fuel Max, is a beter value than the regular tire in the sizes they are sold in.”

Ironically, Prius owners seem to care the least. Eichten estimates less than 1% of his Prius customers are concerned with fuel economy when buying replacement tires. “Most of them are more concerned with how many miles they are going to last.”

Schierl Inc. does business as Schierl Tire & Service Center in six Wisconsin cities. Eichten says the team leaders at all six of the company’s retail locations are in agreement: Few customers want low rolling resistance tires despite their fuel-saving advantages.

Quik-Link: 800-687-1557 ext. 16109

MTD survey: eco tires Eichten’s and McDermot’s assessments echo the fndings of the 2014 Eco Tire Survey conducted by Modern Tire Dealer in March 2014. For nearly 60% of the respondents, eco tires make up 5% or less of their replacement tire sales (see Chart 1).

In contrast, 3% said eco tires make up more than 30% of their tire sales.

When asked what percentage of their retail customers ask for eco tires, 80% of the respondents answered 5% or less of them do. Not surprisingly, a high percentage of them own hybrids, electric vehicles and sedans.

Close to 40% of the independent tire dealers surveyed said their customers are willing to pay a higher price for eco tires. However, two thirds of those customers aren’t willing to spend more than a 10% premium (see Chart 2 on the next page).

Even customers replacing eco tires ofen choose standard tires.

When asked what percent of customers who come in with eco tires on their vehicles replace them with eco tires, 44% of dealers answered “5% or less of the time.” Another 14% said it happens 6% to 10% of the time. Only 16% of respondents said their customers replace eco tires with eco tires a majority of the time.

Almost two-thirds of dealers said overall demand for eco tires has remained unchanged over the last two years. When asked to predict future demand, 54% said it will remain unchanged over the next two years, while 34% said there will be more demand.

Big and green Tire manufacturers expect demand for replacement eco tires to grow, especially in the larger vehicle segments.

“OEMs are continuing to demand more fuel-efcient tires for CUVs, SUVs and trucks in order to meet CAFE (Corporate

Average Fuel Economy) standards,” says Larry Eckart, OE product expert for Michelin North America Inc. “Tere isn’t quite as much demand in that category in the replacement market for fuel-efcient tires, but it is growing.”

Henry Kopacz, public relations and social media manager for Hankook Tire America Corp., says North American consumers are taking more interest in fuel-efcient tires. “But consumers in general still place their main focus on traction and tread wear when it comes to selecting replacement tires, whether that’s in the PCR, LTR or winter categories.”

Continental Tire the Americas LLC expects fuel efciency to become a bigger part of consumers’ buying decisions. “Unfortunately, many consumers still do not recognize the potential benefts of fuel-efcient tires, but through continued education this should improve,” says Sam Dollyhigh, PLT product planning manager.

Anant Gandhi, product manager for Bridgestone Americas Tire Operations LLC, says the company demonstrates its commitment to consumers and the environment through two key consumer tire products in its portfolio: the Bridgestone Ecopia EP422 for passenger cars and minivans, and the Bridgestone Dueler H/L 422 Ecopia products for CUVs, SUVs and light trucks.

“Te performance targets for these products place strong emphasis on rolling resistance without compromising any other performance metrics,” he adds.

Bridgestone also created the Eco-Product designation for tires that meet environmentally conscious criteria in construction and have improved rolling resistance.

Jim Davis, manager of public relations at Goodyear Tire & Rubber Co., said the company considers fuel efciency or low rolling resistance to be a quality of some tires, rather than a product segment. Continental does not treat fuel-efcient tires as a separate segment either, according to Dollyhigh.

“Instead, we ensure that fuel efciency is one of our design priorities. For example, our latest product in the touring segment, the TrueContact, was designed with a strong focus on fuel efciency in addition to other performance characteristics 60%

50%

Percentage of Dealers

Consumers are not asking for fuel-efcient tires in Montana, either. “We see very little customer demand for low rolling resistance tires,” says Jared McDermot, general manager of L.P. Anderson Tire Co. Inc., which does business as L.P. Anderson Tire Factory in Billings.

“Consumers in general seem to have litle knowledge about them, and those who have heard of them are typically misinformed.

“They expect a green tire to have a significant impact on fuel economy, and are generally disappointed to hear that the improvements are measured in tenths, not two or three miles per gallon.”

Owners of green vehicles are the exception, he says.

“Te only demand we see typically comes from customers driving hybrids, Doug Eichten is tire and service and they are more educated advisor at Schierl Tire & Service about these things than an Center in Marshfeld, Wis., where fuel-effcient tires account for average customer. less than 2% of sales.

“In general, lower rolling resistance does nothing to help us sell tires in the passenger car and light truck segment.”

What percentage of your consumer tire business is in the ECO segment?

40%

30%

Source: 2014 Eco Tire Survey

20%

10%

0%

5%

10%

15%

20%

25%

31+%

Percent of business in ECO segment Chart 1: Low rolling resistance tires account for up to 5% of consumer tire sales for nearly 60% of dealers.

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Eco tires 50%

Percentage of Dealers

40%

How much more will consumers willingly pay?

30%

Source: 2014 Eco Tire Survey

20%

10%

0%

5% 6-10% 11-15% 16-20% 21+% Percent of increase consumers will pay

Chart 2: Sixty-one percent of the dealers who responded to MTD’s eco tire survey said their customers will pay more for low rolling resistance tires. Of these dealers, 46% said their customers will pay 6% to 10% more.

which we feel are important such as wet braking and tread life.”

Robert Hepp, vice president strategic planning for Nokian Tyres Inc., says the company has concentrated on lowering the rolling resistance of all its tires for many years. Te high price of gasoline in Finland, where Nokian is based, has helped make fuel efciency a performance target for every tire. Gas is currently more than $7.50 a gallon in Finland, according to Hepp.

“Fuel efciency is always in every tire we are developing.

Nokian won’t come out with a specifc fuel-efcient tire; all tires are fuel efcient.”

Segment specifc MTD asked eco tire manufacturers for an update on fuel efciency, products and technology in the winter, SUV, UHP and light truck segments. Here is what they had to say.

MTD: Are you trying to make tires in the winter, SUV, UHP and light truck segments more fuel efcient? Why or why not?

Gandhi, Bridgestone: We strive to continue to improve fuel efciency without compromising performance characteristics.

Dollyhigh, Continental: We are making our tires more fuel efcient for two reasons. A fuel-efcient tire increases the number of miles a vehicle can travel per gallon of gas. Due to the additional miles per gallon, our customers will save money. Secondly, the improved fuel efciency means there are less CO2 emissions into the atmosphere per mile travelled.

We believe this is becoming increasingly urgent and is an important growth market. Te OEMs have long required low rolling resistance tires for OE ftments. Our partnership

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with these manufacturers has resulted in the development of many of our advancements towards improving the fuel efciency of the tire.

Davis, Goodyear: Goodyear continues to incorporate low rolling resistance and fuel-efciency technology into many of its existing auto tires. Our target is to continue to engineer tires with an optimum balance of key performance atributes: wet grip, tread wear and rolling resistance.

Kopacz, Hankook: Rolling resistance and fuel efciency is always one of our performance targets. Tire fuel efciency is one of the main criteria required when developing original equipment paterns for our vehicle manufacturer partners.

Jim Knowles, OE product expert, Michelin: Almost all OE tires are moving in the direction of beter fuel efciency.

Te Economic Commission for Europe (ECE) regulations have restrictions regarding the maximum rolling resistance level allowed. Te frst phase of these restrictions started in November 2012. Te second, more challenging, phase of these restrictions starts in 2016. Tis will prohibit tires from being sold in Europe that have high rolling resistance. All of our Michelin UHP summer tires are ECE-marked, which allows them to be sold in Europe.

Mati Morri, manager, heavy tires technical customer service, Nokian: We have been focusing for several years on materials, compounding, tread designs and constructions to lower rolling resistance on all our products. Tis has been a very important tool in markets in Europe. A year ago, the Nokian eLine achieved the top AA rating on the European Union tire label for best rolling resistance and best wet grip in the summer tire category. We are focusing on raw materials and environmental friendly options.

Steve Carpino, vice president, research and development, Pirelli North America Inc.: We are making tires in these segments more fuel efcient. Tis is being driven today by the OEMs in the SUV/UHP/LT segments as part of their vehicle fuel economy targets. In the consumer replacement market, the same benefts of reduced fuel consumption can be seen in the newest range of products. Tese products use much of the same technology found in the OE products.

MTD: What is your latest fuel-efcient product for these segments?

Gandhi, Bridgestone: Te Bridgestone Blizzak WS80 for winter passenger cars and minivans features an improvement over the WS70 for fuel efciency, which comes mainly from the optimized construction and the optimized contact pressure/ footprint of the tire. In addition, we ofer two Ecopia products for passenger cars, minivans, CUVs, SUVs and light trucks.

Dollyhigh, Continental: Our latest products are TrueContact (standard touring), PureContact (luxury performance touring) and CrossContact LX20 (crossover, SUV and truck).

Davis, Goodyear: Te Goodyear Assurance Fuel Max is a tire with focused fuel efciency that provides confdent wet and dry traction. A fuel-saving tread compound helps reduce energy loss. Available in 67 sizes, it fts about 80% of passenger cars on the road, along with many SUVs and crossovers in the Assurance CS Fuel Max version. It ofers all-season capability.

Kopacz, Hankook: Late last year, Hankook announced the launch of the new Dynapro HP2 SUV/CUV all-season tire.

MTD May 2014

Quik-Link: 800-687-1557 ext. 16110

Eco tires Tis tire will be available to consumers later this year. One of the main areas of focus during the design and engineering of this tire was fuel efciency.

Morri, Nokian: Our latest product in the winter range is Nokian R2 SUV, where we have one of the lowest rolling resistance available. Te latest studded product is the Nokian Hakkapeliita 8 SUV with new cryo-silane compound combined with a next-generation winter silica. Tat new tread compound together with a new patern design guarantee excellent wet/ ice grip and the lowest rolling resistance on the market.

MTD: What is the latest technology for improving fuel efciency in the winter, SUV, UHP and light truck segments?

Gandhi, Bridgestone: We strive to incorporate the latest and greatest components that are lighter, stronger and more technologically advanced to create more fuel efciency. Once any of our new products achieve our stringent threshold for rolling resistance improvement as well as the other criteria without compromising performance characteristics, we utilize our eco-products designation to communicate to the consumer our promise of fuel efciency and quality.

Dollyhigh, Continental: EcoPlus Technology is Continental’s latest technology for improving fuel efciency. EcoPlus Technology consists of specialized polymers and silane in the tread compound. Te specialized polymers cause less energy to be lost to heat, thus improving fuel efciency. We are able to maintain our excellent wet braking and long mileage in this

28

proprietary tread compound. Energy can be lost in other areas of the tire besides the tread compound so we are focusing on construction technologies.

Davis, Goodyear: Along with key OE ftments on the most fuel-efcient cars, development work continues on various low rolling resistance and environmentally friendly tires with distinctive rubber compounds using special ingredients such as silica, bio-fllers, functionalized polymers and more.

Kopacz, Hankook: Hankook recently announced its technical partnership with Lanxess, the world’s largest synthetic rubber supplier, to develop synthetic rubber for our products.

One area of focus will be on developing rubber compounds which provide improved fuel efciency.

Knowles, Michelin: New technologies include advanced silica tread compounds that provide low rolling resistance plus high levels of traction, and optimized carcass construction to keep the tire running cooler.

Morri, Nokian: We use in all our tires more and more silica-based tread compounds. Tat together with new silanes gives great winter properties and lowers rolling resistance.

Carpino, Pirelli: Much of the latest technology is coming in new polymers, silica, nano fllers and special chemicals and new methods of processing these materials. Te new materials are engineered to add the targeted performance required. Te rolling resistance reduction with these new materials must be achieved while maintaining, or even improving, performances in the other areas such as wet/dry stopping distance, tread wear, steering response and snow traction. â–

Quik-Link: 800-687-1557 ext. 16111

MTD May 2014

Quik-Link: 800-687-1557 ext. 16112

feature

Associate dealer programs Continental’s elite retailers go for the Gold

By Bob Ulrich

M

ario Crociata, co-owner of Whitey’s Tire Service in Sumter plant gives the company more options in North America.

Brooklyn, N.Y., is an elite Continental Gold dealer. “In 2013, we really turned the corner in terms of being able to Tere are many reasons why he likes being associated supply at a level that we expect to, although we still want to with the dealer program. Patriotism is one of them. improve in that area,” he said. “We want to make products here, At the recent 2014 Continental Tire Gold Dealer Meeting in where we sell them.”

Cancun, Mexico, he was outspoken in his support for the new Te new plant is on pace to produce close to 1 million tires Continental consumer tire plant in Sumter, S.C. His allegiance this year. Tat includes the new Continental TrueContact, an had nothing to do with lower prices or fll rates. all-season performance touring tire, and the year-old General “No, I just like American. I just like that it’s made here,” he said. Altimax RT43.

“We’re overdue. Tere have been too many Te TrueContact is an asymmetric years of everything being made overseas tire designed for standard touring and not being made here. vehicles, small CUVs and mini-vans, “My personal opinion? We have the according to Continental’s product capability, why not make it here? Why do manager, Joe Maher. It features the we have to keep going to other countries? company’s proprietary performance Keep it on our soil. I’d rather pay a few more indicators (for dry, wet and snow dollars for a tire and have it made here.” traction) on the tread and the EcoPlus He said the volume discounts are wellogo on the sidewall. come and helpful, but being a member of The tire is available in 31 sizes the Gold Retailer Program, and buying ranging from 185/65R15 88T to from Continental Tire the Americas Inc., 235/55R19 101 H. Te T- and H-rated is not about the money. sizes are backed by a 90,000-mile “To me, it’s about the pride. I like Contilimited tread wear warranty. Te one nental because I can sell a tire with pride. If V-rated size, 215/45R17 87V, is backed somebody comes in with a warranty issue by an 80,000-mile warranty.

I can take care of it without a problem When the frst phase of the plant’s because Continental gives us that ‘extra’ construction is completed by the end to help people and to help us. Like if a of 2017, it will be able to produce customer hits a pothole.”

12,600 tires a day. By the end of 2021, Te family-owned business also is a the facility will have the capacity to member of other dealer programs. “I’m produce nearly 22,000 tires a day, involved in all of them: Michelin (Alliance), or close to 8 million tires annually.

Goodyear (Tire & Service Network), “Now we’re ready to grow,” said Mario Crociata, co-owner of Whitey’s Tire Bridgestone Firestone (Afliated Retailer Service in Brooklyn, N.Y., appreciates that Caldwell. “We’ve gotten through Nationwide Network), Pirelli (FasTrack), the company’s new plant in Sumter, S.C., is the challenge of geting capacity on Falken (Fanatic), Toyo (Driven), Kumho producing tires in the U.S. He is pictured with board in order to get sufcient supply (Premium Fuel), Cooper (Medallion), the new Continental TrueContact. to service customers in the right way.

Hankook (One) and Yokohama (AdvanWe’ve been working on the product tage). Like Continental, they give you incentives, all the tools portfolio... and it’s in a really good place right now. you need to help you sell.

“Us growing is about you growing, and us growing is about “I always give a customer a choice: A, B or C. You take your you valuing us some more so that you buy more of our tires.” choice. You want something good, you want something in the middle, you want something OK, it’s your call. I know what I Gold enhancements have on my car. It’s the best tire money can buy. If your family’s Plenty of enhancements have been added to the Gold program in the car, you have to have the best tire on there.” for 2014. According to Chris Jenkins, national programs manager, they are designed “to put more money in your pocket.”

New plant, new tire Bill Caldwell, Continental’s vice president of sales and marketing, told atendees the opening of the one million-square-foot

30

1. Marketing line rewards. Continental increased the Gold Reward on its most popular Continental and General lines. For

MTD May 2014

B2C

the Continental CrossContact LX20, ExtremeContact DWS, ExtremeContact DW, ProContact EcoPlus, PureContact and the new TrueContact, the reward was raised to $7 a tire; last year, it ranged from $4 to $6.

For the General G-Max AS-03, Grabber, Grabber AT and Grabber HTS, the reward was increased to $5; in 2013, it ranged from $2 to $4 a tire.

All dealers continue to be eligible for volume bonuses, which are paid quarterly.

2. ContiLink. Gold dealers now have complete access to all Continental programs through ContiLink, including Engage 360, the company’s online training program; RPM (for Real Performance Motivation), a rewards program that awards points for tire sales; and the improved Gold Calculator.

3. Dealer locator. Continental has added a function to its dealer locator tool: turn-by-turn directions from the consumer’s location to the dealership, via Google Maps.

Te nine-year-old retailer program was “infused” with more than $5 million this year, added Jenkins.

2014 upgrades: Dealers can view their marketing points balance and place orders online via the Dealer Dashboard; redeem marketing points for Falken tires; earn Azenis Express Shipping privileges if they achieve “Fan” status (or beter); and enjoy reduced pricing on Web services from Net Driven, Fanatic’s newest strategic partner.

Goodyear Tire & Rubber Co. Other programs Associate dealer programs, like the Continental Gold Program, are created by tire manufacturers. In turn, they are ofered to independent retailers either by the manufacturers or through wholesale distributors. American Tire Distributors Inc., for example, ofers nine programs covering 16 brands.

Here is an alphabetical list of the other associate dealer programs, plus the enhancements made to them in 2014 (for a look at the Continental Gold program, see page 30).

Bridgestone Americas Tire Operations LLC Program name: Bridgestone Afliated Retailer Nationwide Network.

What a dealer needs to do to join: A retail dealer must be nominated for participation in the program by a Bridgestone consumer sales team member. Te retail dealer must possess a good retail image, meet Bridgestone’s minimum purchase requirements and agree to implement a representative merchandising plan.

2014 upgrades: Bridgestone has added a capital fnancing program for equipment and retail showroom upgrade needs through its new “Preferred Partner” Curtis Funding. Te company also plans to launch a certifed tire recycling program for network members in the fall of 2014.

Cooper Tire & Rubber Co. Program name: Medallion (Cooper), Century (Mastercraf).

What a dealer needs to do to join: N/A. 2014 upgrades: Associate dealers who are part of these programs are supported by Cooper in many ways, including marketing insights and assistance, product education, and other tools and techniques to help build their businesses.

Falken Tire Corp.

Program name: Fanatic.

What a dealer needs to do to join: Independent retailers and car dealers can join by placing an order for as few as 24 Falken tires with any Fanatic distributor.

www.moderntiredealer.com

Program name: Tire & Service Network.

What a dealer needs to do to join: 1) Commit to an annual purchase volume; 2) commit to an advertising program (one of three levels); 3) submit sell-out data; 4) honor the network’s nationwide warranty claims (road hazard and service warranties); 5) adhere to the Motorist Assurance Program (MAP) inspections and communication standards; 6) employ a minimum of one ASE-certifed technician and one “Tire Expert” per location; 7) support the National Promotional Program; 8) process national account deliveries; 9) display TSN point-of-sale materials; and 10) submit to a periodic facility review.

2014 upgrades: New elements are dealer websites; exclusive towing and database marketing programs; an improved targeted print advertising program; and special pricing on in-store merchandising tools.

Hankook Tire America Corp.

Program name: One. What a dealer needs to do to join: a signed enrollment form with a 24-unit opening order invoice.

2014 upgrades: Hankook has added identifcation for each level. Its quarterly minimum units have increased to 60 units per quarter and 240 units per year. Two premium lines were added — the K120 replaced the K110 and the H457 was added as a premium line reward. Marketing kits for Level 3 and Level 4 dealers were upgraded.

Kumho Tire U.S.A. Inc. Program name: Premium Fuel.

What a dealer needs to do to join: Dealers can reach out to their distributors or Kumho Tire directly to join the program.

Final approval will be determined by Kumho. A 12-unit opening order of eligible tires is required for enrollment.

2014 upgrades: Te Kumho Tire Dealer Portal is available to dealers. Live sales tracking also is available for dealers enrolled under a distributor that has EDI capability. New marketing resources include logos, tire images and rebate information; in

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Associate dealer programs

In April, Kumho Tire U.S.A. Inc. enhanced its Premium Fuel Program by offering double payouts for selling the following tire lines: the Ecsta PA31, 4X, LE Sport and LX Platinum; Road Venture APT, MT and AT; and ecoSolus KL21. These tires also are featured in Kumho’s spring rebate promotion.

addition, point-of-purchase and pointof-sale materials were upgraded. Kumho created the Edge comprehensive training program.

dealer deliveries) count for rate. More FasTrack promotions are planned for 2014 compared to 2013. Tere are also more rewards.

Michelin North America Inc.

Toyo Tire U.S.A. Corp.

Program names: Alliance and Open Market.

What a dealer needs to do to join: Alliance associate dealers have to sign an annual agreement at one of four Bib Levels tailored to meet individual dealer needs.

Te minimum unit commitment is 500 Michelin and/or BFGoodrich tires for Bib 1. Dealers must be at least 60% retail.

2014 upgrades: In March, Michelin launched the Open Market Associate Program, which serves those dealers who currently sell Michelin and BFGoodrich tires but need additional support to build volume and eventually become Alliance associate dealers. Open Market associates enjoy electronic agreements and eStatements; quarterly cash payments; and access to Michelin Learning Institute training.

Te minimum purchase quantity is 100 Michelin and/or BFGoodrich tires per point of sale annually.

Program name: Driven.

What a dealer needs to do to join: Dealers interested in joining the Driven program should contact their local Toyo distributor or Toyo regional sales manager.

Te enrollment process includes an online application and a minimum purchase once the application is approved. Once enrolled, Driven dealers can track their purchases and payouts through the Driven website, which is Driven.ToyoTires.com.

2014 upgrades: Toyo has signifcantly increased its payouts since the fourth quarter of 2013 — the payout to associate dealers has doubled for the majority of Toyo’s tires in the program. Te company also is improving its reporting and making major enhancements to its product training this year.

Pirelli Tire LLC Program name: FasTrack.

What a dealer needs to do to join: Only tire retailers can join. Tere is no other requirement. Rewards start with purchases of 75 Pirelli tires per quarter. Applying tire retailers need to be approved for FasTrack through an enrollment process before starting the program. Only purchases from Authorized FasTrack Distributors are included in FasTrack totals.

2014 upgrades: Te FasTrack Secondary Supplier option has been added with Secondary Supplier purchases counting for rate. National Account Deliveries (car

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Yokohama Tire Corp.

Program names: Advantage and Advantage Commercial.

What a dealer needs to do to join: Te program is open to full-service retail dealers in the U.S. with a store front. To join, dealers need to complete an enrollment form and satisfy the opening order requirement.

2014 upgrades: Yokohama is going to unveil a new phase of Advantage Online soon. Tis new tool will help distributors and associate dealers maximize their earnings potential by monitoring program progress. Also for 2014, Advantage Commercial introduced new reward payout values for cash and travel, making the dealer’s earning potential bigger than ever.

MTD May 2014

Quik-Link: 800-687-1557 ext. 16113

Associate dealer programs

Earlier this year, Norm’s Tire Sales in Roseville, Minn., was honored for being a Yokohama Advantage associate dealer since the program was formed in 2003. Pictured from left to right are: Joe Bailey, director of sales for U.S. AutoForce, the retailer’s wholesale distributor; Nick Strohbeen, general manager, and Joy Kokaisel, owner of Norm’s Tire; Brian Kelly, account manager for Yokohama; and Tom Reynolds, business consultant for U.S. AutoForce.

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Quik-Link: 800-687-1557 ext. 16114

MTD May 2014

Quik-Link: 800-687-1557 ext. 16115

feature

While UTVs go by many names, their tires mean new business for dealers

By Ann Neal

U

tility terrain vehicle, or UTV for short, is just one name used to describe multi-passenger four-wheel of-road vehicles with towing and cargo capacity. Other names include utility task vehicles (also UTV), side-by-sides (SxS), recreational utility vehicle (RUV), multi-use vehicle (MUV), of-road utility vehicles, utility side-by-sides, recreational sideby-sides, and quads/four wheelers. But no mater what people call these versatile of-road power sports machines, their growing popularity is bringing new business to specialty tire dealers.

“Te bright spot of the industry right now is what we call the UTV part of the business, which is the side-by-sides or fourwheelers,” says Ron Brut, owner of Brut Tire & Auto Center Inc. which does business as Brut Specialty Tires in McKees Rocks, Pa. Brut’s UTV tires sales have increased 200% in the last two years.

At Ken Jones Inc. in Worcester, Mass., UTV tire sales have grown by 20% in the last two years, according to Steve Jones, who owns the wholesale and retail dealership with two brothers.

At Community Tire Pros and Auto Repair in Phoenix, Ariz., Manager Randy Beck says UTV tire sales have increased by 50%, also over the last two years.

“Currently, the UTV market remains strong and is outpacing the ATV market,” says Michelle Schact, product marketing manager for power sports for CTP Transportation Products LLC (formerly Carlisle Transportation Products).

Gus Niewenhous, motorcycle marketing manager at American Kenda Rubber Industrial Co. Ltd., says it’s “no secret” that the UTV market is on the rise. “Not just the vehicles but everything that goes with them: tires, accessories and specialty implements.

“Te future is bright in this segment, but unfortunately it’s not all new growth, as we’ve seen the all-terrain vehicle utility and sport segments take big hits in the same time period. At the end of the day, though, most agree that we’re seeing sales growth.”

Really special specialty tires Owners of UTVs can work and play with the same vehicle.

UTVs ofen have dump beds and are used on construction sites, golf courses, farms and underground mines.

In western Pennsylvania, UTVs are used on Marcellus Shale gas well drilling sites. “UTVs are being used just about everywhere where they used to have to use a pickup truck,” says Brut. “Tey are so mobile.”

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UTVs, or utility terrain vehicles, are used for both work and recreation.

Tom Van Ormer, director of purchasing for East Bay Tire Co., says UTVs are just about everywhere. “Commercially, almost every farm, ranch, orchard, packing house, factory, housing development, resort or hotel has one or more UTVs. Many municipalities, counties and state and national parks depend on their UTV for easy and economical transportation. On most farms and ranches the horse and now even many of the pickups are replaced by side-by-side UTVs. Retail stores that sell these products through stocking or a nearby wholesaler have an active market of hunters, weekend warriors, gentlemen farmers/ranchers and just guys with their toys!”

The popularity of UTVs translates into opportunities for specialty tire dealers. “Two years ago, I’m not sure we even had a tire for a side-by-side; if we did, we weren’t selling too many,” says Bob Slagle, president of S&S Tire Co. in Phoenix, Ariz.

“It used to be that people would buy an old golf cart and then they would frm up and raise the suspension and put bigger tires on it. Tey could use that out in the woods for hunting and things like that. So the side-by-side vehicle has taken over that market prety much.”

A large inventory is necessary to service farmers, landowners, landscapers, construction companies and other businesses that use UTVs to do their jobs, says Jones.

“We’re trying to stock more product because the demand is there. UTV tires are something people need immediately so we try to keep them in stock. ” When it comes to recreation, entire families can share an of-highway, trail-riding experience together in a UTV. Larger than an ATV, UTVs can have as many as six seats, seat belts and a rollover safety enclosure with side webbing.

MTD May 2014

Photo courtesy of Greenball Corp.

Greenball added four replacement sizes to the Kanati Mongrel line for UTV vehicles in 2014.

www.moderntiredealer.com

Diferent in design and use Randy Tsai, director of marketing and GBC Motorsports at Greenball Corp., says the UTV tire market is in a state of dynamic change and development.

UTV tires used to be repurposed ATV tires, but “UTVs are fundamentally different in design and use than ATVs. UTVs can no longer just use ATV tires, but now require tires designed for UTVs.” The differences between UTV and ATV tires are in the casing strength, according to Kenda’s Niewenhous. “Tese tires need to carry much heavier loads for utility UTVs. Likewise, they need to be able to withstand the impact of landing big jumps for the sport UTVs.” UTVs are larger and heavier, carry more weight than ATVs, and now are

Quik-Link: 800-687-1557 ext. 16116

traveling at higher and higher speeds than in earlier models. Tese require a more robust tire than the traditional ATV tire, says Tsai. “OE manufacturers have realized this and are working with tire companies like us to develop tires that match their vehicle requirements for performance, handling and load capacity.”

For 2014, Greenball has added four sizes to its Kanati Mongrel UTV line: 27x9.00R12, 27x11.00R12, 27x9.00R14 and 27x11.00R14. Te company plans to introduce a new UTV tire line in late 2014 for 2015.

East Bay Tire is very active in the UTV market as a major wholesaler, commercial and retail dealer, according to Van Ormer.

Te company distributes the Carlisle, OTR, and Duro brands of UTV and ATV products.

Van Ormer says that while a working knowledge of East Bay’s lines is very important, the ability to stock and recommend the correct product for the application is more important. “If the vehicle runs mostly on pavement we usually recommend Carlisle All Trail or All Trail II, HD Field Trax and even the

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Specialty tires Industrial Trax products. If the vehicle is used in severe conditions we stock and sell Carlisle AT489, Badlands, Mud Wolf or Stryker tire as well as OTR’s Magnum 350 and Duro’s DIK line of products.

If height is a major concern we have a tendency to sell the 12-inch and 14-inch Duro Frontier radial products. Having stock on them all with the variety in design, height, width, price range and aggressiveness is a major plus.”

Tips for success with UTV tires UTV business has been growing over the last two years at Mighty Tire Wholesale Inc., the wholesale arm of Ziegler Tire & Supply Co. in Massillon, Ohio.

John Ziegler, Mighty Tire director, says commercial centers and wholesale-based customers are asking for more ftments and applications for their utility vehicles.

Ziegler Tire operates eight retail and 16 combined commercial and retail outlets.

People are asking for UTV tires in the company’s retail stores as well. Ziegler says customers are not aware of a go-to person for UTV tire needs. “Leting the retail customer know we’re their center for that

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kind of product I think will Dealers should try to learn help round out the business more about UTVs and how in that market.” large that business might be Schact of Carlisle says in their area.” customers may assume To help determine prodthey have to return to uct mix, he suggests dealers the UTV dealer source learn if the UTVs in their for their tire needs. area are being used mostly “Cross-over automofor recreational or comtive customers need mercial applications. He to know that their also says to check into local dealers can also serregulations about UTV vice UTV/specialty use. Find out if they are tire needs.” street legal. offers hard terrain (pictured N i e w e n h o u s Kenda “This would help at top) and soft terrain options in advises dealers to its Bounty Hunter UTV line. with their product mix do what has been to carry on hand. UTV successful for them in other segments. tires nowadays range from 25 inches to 30 “Many dealers have told me installing inches with varying tread designs, and also the tires and other accessories on the diferent features like DOT-approved.” showroom foor gets the vehicles and Tsai says GBC is one of the only tire extra accessories sold much faster.” companies to ofer a DOT-approved Tsai suggests dealers recognize that the UTV tire. “Understanding this market, UTV tire market exists and very likely having the right product on hand and then it is being overlooked in their market. marketing to the community that UTV “Whether for commercial purpose or tires are serviced by their dealership are recreational, these vehicles have exploded all important factors to being successful in popularity and they are everywhere. with UTV tires.” ■

Quik-Link: 800-687-1557 ext. 16117

MTD May 2014

Quik-Link: 800-687-1557 ext. 16118

Quik-Link: 800-687-1557 ext. 16119

feature

Clearing the air about flters An examination of the components that keep vehicles running cleaner

By Bob Weber and Dan Pike To operate at peak efciency, vehicles need clean flters to prevent contaminants from entering fuel, engine or air conditioning systems. Particles can cause poor performance and shorten the lifespan of the vehicle.

When these flters should be replaced depends on many factors, such as vehicle maker’s recommendations and the environment in which the flter operates. Terefore, routine inspection of the flters’ condition is crucial.

Te following article on flters was compiled by Bob Weber, a contributing writer for our sister publication, Auto Service Professional, and writen by Dan Pike, group executive, Filter Manufacturers Council (FMC) and vice president, membership and members services, Automotive Afermarket Suppliers Association.

I

t’s time to clear the air about flters — those automotive components which keep your customers’ vehicles running clean. Here is a brief overview of motor vehicle fltration products, which include flters for the engine, oil, cabin air and transmission.

Filters: It’s what’s inside that counts Any discussion of motor vehicle flters begins with flter media — the material inside the flter which captures dirt and foreign particles.

Filter manufacturers use many diferent types of media for various fuids and environmental extremes. Te most common used flter media are cellulose-based and glass.

Cellulose media is manufactured with fbers of various sizes. On the top layer of the media, the fbers are fufed up, rather than compacted down. When fuid and contaminants pass through the media, many particles collect on the fufy fbers on the surface and don’t travel further into the flter.

Glass media was developed to be utilized in hydraulic systems because it has low fow restriction at high fltration efciencies. Tese low-fow resistance properties are benefcial in hydraulics where cold oil is being forced through the media and when fltration in the 3 to 5 micron range is desired.

Glass media has a drawback regarding capacity. Typically, glass media has the same pore size and same fber diameter through the entire sheet. Te media can be manufactured to be very efcient, but then it is so tight that it has very litle life or capacity.

Synthetic media is making inroads in replacement flters.

In most lube, fuel and air flter applications, cellulose media remains the beter choice. As with glass, the reason largely relates to capacity, or flter life. A brief description of the

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There’s more to a flter than meets the eye. The type of media used substantially affects the flter’s performance.

fltering process illustrates this. Te process of fuids and contaminants collecting on the fufy fbers of cellulose flter’s surface is called “adsorption.” Te particles adhere to the surface fbers and don’t travel farther into the flter.

The more adsorption a media applies, the more small particles can be separated before they reach the small pore spaces on the screen side of the media. Tis keeps these small particles from plugging the media.

Cellulose media typically is thicker than synthetic. Te thicker the media is, the more time the particles spend traveling through it.

Each time the fuid changes direction around a fber, the momentum keeps particles traveling in the same direction they were going and they are driven into the fbers.

Tis particle separation is called “impingement.” As with adsorption, the more impingement that a media applies, the more particles are separated without plugging the tight pore space on the screen side.

Synthetic media does separate some particles with adsorption and impingement, but the smooth fbers can’t hold the particles in place. Ofen they are washed of with the fuid traveling through the media.

Synthetic media primarily uses the particle separation technique called “direct interception.” Direct interception is simply separating particles by passing the fuid through pore spaces that are small enough to catch them. However, once all pores are flled with the contaminant, the flter is plugged and its life is over.

Because cellulose media is beter at adsorption and impingement, it can remove more contaminants than glass or synthetic media without plugging pore spaces.

Can a synthetic media be created with the benefts of cellulose

MTD May 2014

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Filters media? Tis remains to be seen. For now, both cellulose-based media and glass media have a place in today’s flter market.

Keep your customer’s car running clean: Oil flters Of all the many flters on their vehicles, car owners are most familiar with the oil flter. To become your customer’s valued partner in keeping his or her vehicle in top condition, it’s important that you educate them on the importance of regular oil and flter changes.

You probably will encounter some common questions from your customers regarding their cars’ flters. Te most common among new car owners is likely to involve the car’s warranty.

Many consumers mistakenly believe that installing an afermarket flter on their new car will void its warranty.

Tis is your opportunity to inform your customers about their right to have their vehicle serviced at the repair facility of their choice and about the federal laws, such as the Magnuson-Moss Warranty Act, which protect their right to choose. (You can learn more from the FMC Technical Service Bulletin 85-1R2.)

Another common question is about the quality of afermarket flters, and whether they are as good as original equipment (OE) flters. You can assure your customers the full service manufacturers who make name brand, quality replacement flters design and manufacture their products to meet or exceed the requirements for OE flters. Te use of an afermarket flter will not afect the service intervals recommended by the carmaker.

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Knock-off products infest the global marketplace, and flters are no exception. The flter on the left is a “fake,” constructed with less media and of lower quality, compared to the “original” on the right.

Breathing easier in the car: Cabin air flters Less familiar to most consumers are cabin air flters — another opportunity for you to educate your customers. Inform them that these important flters ofer protection from outside air for the occupants by stopping allergens, dust, soot and bacteria from entering their car.

Cabin air flters should be changed every 12,000 to 15,000 miles or once a year. Your customers will like the fact that cabin air flter replacement generally takes less than 15 minutes and can easily be scheduled along with other regular maintenance tasks.

You also can inform your customers about “combi cabin

Quik-Link: 800-687-1557 ext. 16121

MTD May 2014

Quik-Link: 800-687-1557 ext. 16122

Filters air flters,” which contain activated charcoal. Not only do they capture airborne contaminants, combi flters also prevent outside odors from entering the passenger compartment.

Educate your customers that cabin air replacement should be a regular part of their vehicle maintenance routine. Clean cabin air flters help keep their vehicle’s heating, venting and air conditioning systems running efciently by keeping these systems free from contaminants. Replacing these flters is also important to your customer’s health and the health of their passengers. Let your customer know that contaminates inside a vehicle can be as much as six times higher than the levels outside the vehicle — so a clean cabin air flter will help them breathe easier in their car!

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Quik-Link: 800-687-1557 ext. 16123

Filter replacement aids vehicles and drivers According to the Car Care Council, of the vehicles inspected during last year’s National Car Care Month, air flters were one of the top three problem areas. Seventynine percent of vehicles inspected were in need of service or repair, and the top problem areas were engine oil (22%), brakes (20%) and air flters (17%). Results of this year’s National Car Care Month (April) are pending.

Website www.fueleconomy.gov reports, “Replacing a clogged air flter on an older vehicle with a carbureted engine can improve both fuel economy and acceleration by a few percent under normal replacement conditions.

“On fuel-injected, computer-controlled gasoline engines — such as those manufactured from the early 1980s to the present — or diesel engines does not improve fuel economy, but it can improve acceleration.”

As for cabin air flters, the Car Care Council urges consumers to have them replaced every 12,000 to 15,000 miles, or per the owner’s manual. “A dirty or clogged cabin air flter can cause contaminants to become so concentrated in the cabin that passengers actually breathe in more fumes and particles when riding in the car than when walking down the street,” says Rich White, executive director.

“A restricted cabin air flter can cause musty odors in the vehicle and impair airfow in the heating, ventilating and air-conditioning (HVAC) system, possibly causing interior heating and cooling problems,” White points out. “Over time, the heater and air conditioner may also become damaged by corrosion. In addition to trapping pollen, bacteria, dust and exhaust gases, the cabin air flter prevents leaves, bugs and other debris from entering the HVAC system.”

MTD May 2014

Quik-Link: 800-687-1557 ext. 16124

Filters Non-serviceable transmission flters

Te transmission case consists of two pieces split vertically.

Automatic transmissions have become more complex. For any internal repairs (including flter replacement) the Once controlled by vacuum, modern transmissions have transmission needs to be removed and disassembled into been transformed into computer command centers made the two halves. up of various solenoids and other electronics that control the Te second style has a primary flter located internally and operation of the transmission. one or more secondary flters accesNew technology brings changes to sible through a gasket sealed pan. transmission flter service maintenance.

Replacing the primary flter would Some manufacturers require literally require partial or total disassembly no scheduled maintenance. of the transmission.

Several auto manufacturers have Te third style has the primary no scheduled maintenance until the flter located internally, and an exvehicle has 100,000 miles on the drive ternal accessible flter. Two examples train. would be either an external spin on Non-serviceable transmission flters or a cooler line style flter. Replacing were introduced in the 1970s. Almost the primary filter, would require every manufacturer now has a transmispartial or total disassembly of the sion that is non-serviceable. Caution transmission. and care must always be taken when Not all oil flters are of equal design or mateTe fourth style also contains a pan construction. Notice the number of pleats replacing any transmission flter. Te rial and gasket. Special circumstances are in this high quality flter’s media package. non-serviceable ones require extreme atached to this flter replacement. scrutiny. Almost every automatic transmission has a flter that A valve body or other parts may need removal with the flter. could be replaced.

Sometimes this type may appear simple to an inexperienced Te term non-serviceable means that a partial or total disas- individual trying to change the flter. sembly of the transmission and other related internal parts is Many problems could occur when atempting to change the required for flter service. Non-serviceable transmission flters flter. Loose nuts, mis-adjustment, and internal component typically consist of four diferent styles. damages are just a few of the problems associated with servicTe frst style is one that does not have the traditional pan. ing this type of transmission. Atempting to change the flter

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Quik-Link: 800-687-1557 ext. 16125

MTD May 2014

Quik-Link: 800-687-1557 ext. 16126

Filters on this type of transmission could lead to a shorter life of the transmission, a premature break down, or a major overhaul.

Before changing any transmission flter, (especially late models) always refer to the instructions when included in the kit or the manufacturer’s service manual for proper flter service.

resources for these heavy-duty applications. Included is information, technical service bulletins and frequently asked questions about heavy-duty air flters, diesel fuel flters, oil flters, coolant flters and hydraulic flters.

Filters and the environment Te ‘big stuf:’ Heavy-duty flters Heavy-duty or commercial vehicles contain many more flter applications than passenger vehicles, each with their own criteria and service intervals. Te FMC Web site includes

Keeping used oil flters out of landflls protects the environment and provides a valuable resource for recycling.

Te FMC website includes used oil flter recycling resources.

Information includes: • Environmental and educational resources: information about choosing a flter management service, plus proper methods for recycling flters at the shop and at home.

• Recycling equipment: contact information for oil flter recovery system, crusher, spinner and shredder businesses.

• Recycling flters at the shop: recycling used oil flters in an professional shop seting.

• Choosing a flter management service: detailed information about choosing a flter management service.

• Step-by-step instructions for proper hot draining. ■

Cabin air flters are often overlooked from a service standpoint. You need to remind customers of this need.

About the Filter Manufacturers Council Since 1971, the Filter Manufacturers Council (FMC) has represented North American manufacturers of vehicular and industrial filtration products. Its website, www.filtercouncil.org , has a wealth of information for you as a service professional. You not only will fnd information to assist you in diagnosing and repairing flter-related problems, you’ll also fnd materials to help you educate your customers about their cars’ flters as well as resources to help you recycle used oil flters.

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Quik-Link: 800-687-1557 ext. 16127

MTD May 2014

Quik-Link: 800-687-1557 ext. 16128

Counter intelligence

Te power of a simple demonstration All you need is one tire and three minutes

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ales is a fascinating profession, and tires are a say, “No.” Don’t waste time on a demo if you’re fascinating product. Most consumers don’t unsure of a potential positive outcome. understand the complexity of tires, and as a result, fnd a simple explanation and simple • Demonstrations should be a little special. demonstration both interesting and helpful.

Your reason for giving a demonstration must be Like I’ve said in previous articles, I am a reader. clear; don’t make the customer think too hard I have literally read hundreds of leadership, to fgure out the beneft. For example, I would motivational, public speaking, business and say to a customer, “I notice you sell a lot of tire sales-type hardback books, and I’ve listened to blah, blah, blah. If you were to substitute these

By Wayne Williams in place of blah, blah, blah, you would make an hundreds of tapes and CDs. One of my favorite stories was about a territory extra $30 per set.” (I never met a tire dealer who salesman who sold glass; tempered glass was his specialty. wasn’t interested in a simple shif that generated extra As a new salesman, he decided to perfect a demonstration gross proft.) technique that would make him and his product more interesting and memorable.

• Don’t try to use a sales presentation or demonstration Having recorded record sales in his terto simply create interest. Save the best for last using the ritory, others began to notice and ask demo as a closer. Don’t try to make too many points how he was achieving such success. His with the demo; use it to drive home one or two points simple demonstration was to take a piece that close the sale. of sample glass and a small hammer and hit the glass to demonstrate the strength I visit tire stores all the time, and I’m always looking of his product. Because he captured the for success to share with others. Several weeks ago I was atention and imagination of his clients, undercover. I had 30 minutes to kill before an appointment he also captured a greater percentage of so I stopped into a nearby, company-owned outlet. I’m not their sales. going to mention names, but the company has a blimp for Te following year his sales continued a mascot and supposedly sells “just tires.” I was hanging to soar and, again, others noticed. When out in the background watching a sales person who is new asked if he was still hiting glass with a to our industry. I couldn’t help but overhear the exchange. hammer, he said, “No, this year I’ve Finally, I couldn’t take it anymore and jumped in. I pulled given the hammer to my clients. I’m a tire out of the display rack and demonstrated two simple allowing them to hit the glass until features that seemed important to the potential customer. it breaks.” First he performed the demo, and then he engaged his clients • I showed him the country of origin; the sidewall read in the demo.

“MADE IN THE USA.” BAM! I was a territory salesman at the time selling tires, wheels and shock • Ten I demonstrated the varied shoulder pitch designed absorbers (before struts came along). to reduce road harmonics to ensure a quieter ride.

I immediately began puting a sample BAM! BAM! tire or wheel in my company truck on a weekly basis. I would say to my customers, • Lastly, I explained the tire comes with a nationwide “Can I show you a potential opportunity?” or, warranty. BAM! BAM! BAM! “I have something to show you that may be of interest.”

It’s interesting how a simple statement can generate such I had overheard the customer’s comment indicating he interest and additional sales. was leery of the “inexpensive, imported tires” he had “seen I’ve learned a few things along the way that I would like online,” and he didn’t want a “noisy tire.” to outline here.

What else do you need to know to deliver a demo? One tire and three minutes later, it’s over. BAM!!

• Don’t waste a customer’s time on a demonstration until Te power of a simple demo — fascinating! ■ you have established the potential need. As a territory salesman, I realized that if I were to continually show Wayne Williams is president of ExSell Marketing Inc., a a customer products they were not interested in, then “counter intelligence” frm based in La Habra, Calif. He can it would become easier and easier for the customer to be reached at exsellmkting@gmail.com.

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MTD May 2014

European notebook

A pothole crisis in Europe It’s time for action before conditions get worse

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ll over the world, damage to the surface which could also indicate a deterioration in their of roads has always been an absolute tires or wheels. thorn in the side of drivers. But in recent It is generally considered that the average cost years, the growing emergence of potholes has for repairing cars afer hiting a pothole is around become an even more serious problem because 240 euros (U.S. $335), which underlines just of the dramatic damage they can cause to tires. how serious pothole damage is becoming for Following yet another harsh winter in Europe tires. Tousands of motorists have already fallen with record rainfall recorded in some countries, victim, which has kick-started this awareness the situation has now reached epidemic proporcampaign which I expect to grow in momentum tions in some European countries. It is now to the By John Stone quite quickly. Te general mood of the average point where various tire organizations are actively European motorist is not good, with many victims embarking on special safety campaigns centred around the starting to win court claims from councils for the damage urgent need for drivers to make regular (meaning daily) to their vehicles. inspections of their tires and wheels for any damage or Personally, I have not sufered any damage to my vehicle afer every journey. when travelling around Europe, but probably this is more Recent reports indicate that although some countries’ luck than judgement as (when safe) I go out of my way to governments have pledged to inject substantial funds to perform steering maneuvers to miss the potholes. I also help fx the potholes and other road damage as quickly as drive a 4x4 vehicle with larger, more robust tires which may possible, it is individual towns’ and regions’ councils who well put me in a more fortunate position than some drivers. are ultimately responsible to ensure the much-needed work However, I frmly expect this issue to become even is carried out as a mater of extreme urgency. more active before there is a predicted rise in deaths on I have been tracking this situation for a while now, and the roads due to tire failures. ■ it seems that with most of Europe still recovering from a deep and lasting recession, many councils have had their John Stone has been working within the global tire industry overall annual budgets reduced, meaning they are either for the past 20 years. In 2004 he launched his own company, reluctant to spend funds on road repairs or they simply do Sapphire Media Services, as a business media consultant not have the money to carry out such a campaign. with clients around the globe. Stone also writes for tire and In fact, lack of fnance seems the most obvious reason, automotive-related publications in Europe, South Afica and there has been a steady stream of reports that some and Asia. repairs are being carried out on potholes but with inferior products to act as a stop-gap. Of course this means the potholes with defnitely return sooner rather than later.

Terefore, any drivers who cannot be bothered to take the time out for regular checks face an increasingly growing risk of eventually becoming involved in a tire-related accident.

What is even more alarming is that most drivers seem to be completely unaware of the untold damage that can be inficted on a tire that hits a pothole at speed. Even at quite moderate speeds a tire driving over a pothole can result in a buckled wheel or a lump in the tread or sidewall which are considered the most obvious signs of damage.

However, other hidden problems also can occur such as hairline cracks in alloy wheels which will allow air to gradually escape leading to under-infation. So if tires are then driven in an under-infated condition, it will ultimately lead to overheating and in some cases rapid defation plus suspension problems and poor alignment.

Terefore, it makes a lot of sense for drivers to carry out a thorough inspection of the whole tire and wheel for any cuts and bulges if they hit or drive over a pothole. It is also strongly advised that atention should be focused on any obvious changes to a vehicle’s overall handling performance

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Focus on industry

Bridgestone introduces an all-season replacement run-fat line Ride comfort is comparable to a premium touring tire

By Ann Neal

B

ridgestone Americas Inc. has launched a line of allseason tires that combines run-fat capability with the smooth ride of a conventional tire. Te company says DriveGuard tires are the frst full line of mass-market replacement tires available for coupes, sedans and wagons not originally equipped with run-fat tires.

“We’re marketing this as a touring tire,” says Robert Saul, senior product manager.

Bridgestone is using the Turanza Serenity Plus, a premium touring tire, for comparison purposes. Because the two tires share the same tread compound, they have similar wet, dry and snow performance.

“DriveGuard, even though it’s a run-flat tire, will deliver comparable ride comfort to the Turanza. It doesn’t mean it’s as quiet and comfortable and serene as the Turanza because that’s what the Turanza excels at, so there’s still a reason to have both of those products in our portfolio. But this run-fat tire can run toe-toBridgestone says toe with the touring tire, and a lot of people the DriveGuard would have a hard time telling the diference.” line has overAdvancements in Bridgestone’s run-flat come the rapid technology are responsible for the smooth wear, harsh ride, ride, according to Jamie McNut, manager of high price and limited availtire development and engineering. Proprietary ability of earlier nanopro-tech technology manipulates molecules run-fat tires. to create a stronger, heat-resistant material and

reduce heat generated when driving on tires that have lost air pressure. Engineers also added an innovation called cooling fns to the tire’s exterior to disrupt the fow of air and carry away heat. Finding ways to reduce heat enabled engineers to make the DriveGuard lighter and more fexible so it rides like a conventional tire.

Te run-fat technology was perfected in Japan, where the tires will be manufactured at frst. “Because so much of the demand is here compared to the rest of the world, we have plans to resource a lot of the production into facilities here in North America in the next few years,” says Saul.

DriveGuard tires can travel up to 50 miles at maximum speeds of 50 mph if a puncture or loss of pressure occurs.

Te company says DriveGuard tires may be repaired in certain circumstances depending on tire damage, amount of pressure loss and vehicle operating conditions.

DriveGuard tires are available in the U.S. and Canada with tire pressure monitoring systems in 32 sizes, 15inch to 19-inch rim diameters and 35 to 65 series. Te sizes cover two-thirds of new passenger cars equipped with TPMS. DriveGuard tires come with a 50,000-mile tread wear warranty (W-rated) or 60,000-mile warranty (H- and V-rated).

Bridgestone says the benefts of a run-fat tire resonate with consumers in the safety segment, defned as one in four consumers. According to the company’s market research, 88% of consumers in the safety segment say they are likely or very likely to buy the tire.

Te DriveGuard tire will be priced comparably to the Turanza tire in a similar size and speed rating. ■

New premium tire for the CUV, SUV and LT segments has an 80,000-mile warranty Bridgestone Americas Inc. says its newest highway luxury tire offering, the Dueler H/L Alenza Plus, gives drivers of premium SUVs, CUVs, and light trucks a longer lasting luxury driving experience. The company improved some features of the original Dueler H/L Alenza, which it introduced in 2004, without sacrifcing performance and other capabilities, according to Justin Hayes, consumer tire product manager.

The new tire has an 80,000-mile limited tread wear warranty on 33 T-, H- and Vrated sizes compared to the 65,000-mile warranty of its predecessor. Bridgestone also boosted the tread wear warranty on the W-rated size to 55,000 miles versus 40,000 miles of the earlier generation Alenza.

The Dueler Alenza Plus has 10% lower rolling resistance compared to its predecessor. The tire’s new tread compound contains 5% recycled rubber. The improved rolling resistance and recycled materials helped the tire earn Bridgestone’s eco- Bridgestone is targeting the Dueler H/L Alenza Plus for the luxury CUV, product designation.

SUV and LT segments.

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MTD May 2014

Focus on industry

Vendors and vending Myers Tire Supply hosts an event for its salespeople

By Bob Ulrich

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ifty-one suppliers were on hand to showcase their wares at the Myers Tire Supply Sales Meeting and Vendor Fair, held in Cincinnati, Ohio, in March.

Te purpose of the event was to make sure Myers Tire Supply (MTS) salespeople were up-to-date on what the company ofers to tire dealers, automobile dealerships, retreaders and commercial feets. Tat includes the MTS private brand line of tools and equipment.

Last year, MTS introduced the most SKUs in the company’s history: some 300 to 400, says Marketing Manager Larry Edgell. Te company also added 20,000 non-inventory items to its catalog.

On the suppliers side, featured products included new Coats tire changers (including the ProGuard Plus) and wheel balancers; Hofmann and Perfect wheel weights; and Bartec tire pressure monitoring system tools.

There were retreading tools from B&J Manufacturing and tire repairs from Patch Rubber Co. (a division of Myers Industries Inc.).

Te company also unveiled the MTS vending machine. Geared to the automotive aftermarket, it is manufactured by Apex Supply Chain Technologies LLC. According to Brian Henderson, vice president of North American sales for Apex, the inventory management system tracks high-cost, high-use and “mission critical” items in the shop.

Two years ago, MTS completed the consolidation of its 36 distribution centers into four. Vice President and General Manager Todd Smith, who helped orchestrate the strategy, said the move allowed the company to increase its SKUs, centralize purchasing and track demand history, all “to beter service the customer.”

Future plans call for automating the D/Cs. ■

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The most popular Myers SKU is the V2B Double Seal Infate Thru Valve Cap. It is used in the trucking industry.

Vice President and General Manager Todd Smith showed off the star of the new MTS Xpress vending program.

Right: Myers has its own MTS private brand line of foor and bottle jacks, TPMS sensors and other tools and equipment.

Below: Wayne Dyer, SE regional sales manager for Wegmann automotive USA Inc., provided training to Myers salespeople.

Focus on industry

In Iceland, Falken reveals plans to expand Company will increase truck tire operations, sales network and tire lines

By Greg Smith

M

odern Tire Dealer had the opportunity to sit down and talk with Richard Smallwood, president of Falken Tire Corp.; Andrew Hoit, new vice president of sales; and Rick Brennan, executive director of marketing; during Falken’s recent dealer trip

to Iceland.

It is clear the company is positioning itself for expansion. Smallwood says in the past, the company has concentrated on the United States market, but now views both Canada and Mexico as areas of great opportunity.

In addition, Smallwood is looking to expand Falken’s medium and heavy truck tire operations. “Medium and heavy truck is an area where we are going to revitalize things. In the past, we had one foot in and one foot out, but now we are going to make a bigger push.”

Te frst push with the medium and heavy truck tires will be to the owner-operators and smaller regional feets “because we don’t have a wide network yet and can’t go afer the large feets,” says Smallwood.

Hoit says he intends to expand the direct sales operation to almost twice its size in the next two years to 40 people. Currently there are three sales divisions but that will expand to fve, with dedicated Canadian and Mexican divisions along with a medium and heavy truck division being added.

One of the key reasons for the expansion is, “We need more people to get with the regional retail and wholesale customers,” says Hoit.

Smallwood says the company will have strong winter tire lines by 2015 that will help its growth in the Canadian marketplace.

Near term, Falken is expanding its lines in broad line to cover 93% of the market and increase its high performance line to hit 80% of the market.

“We are working to strengthen our stocking network with a reorganization on the sales network, not only to expand numbers, but to increase our ability to cover a larger geographic area,” says Hoit.

“A challenge is to grow this without too much confict,” says

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Smallwood, “but we have the entire Midwest, the Pacifc Northwest and the Northeast with virtually no penetration there.”

Brennan points out, “We’re going to grow the traditional channel.”

Hoit says Falken is looking to expand in the low penetration areas and wants to focus on the regional retail and wholesale dealers, noting, however, that Falken has done well with the national retailers.

In looking at the Ohtsu brand, Brennan says it was brought in to compete “in the low end of the market to help us maintain volume.

Ohtsu helps us solidify the Falken price point.”

Falken is poised to enter the OE market in the second half of this year. Te Falken executives could not discuss details, but already photos of the new Jeep Renegade have appeared with Falken-branded tires on it. Te company also is working with Volkswagen for ftments.

Falken also is looking to expand its Fanatic dealer program. “We want it to help connect the marketing message with the sales message to smaller dealers,” says Brennan.

“Dealers have become more sophisticated and we must up our game to help them,” Hoit comments. “We need to give the dealers more tools to help them sell more of our tires.”

Brennan says the Falken marketing programs have been traditional in the past, and he’s looking to improve them.

“Tere’s a lot of ‘good enough’ — we must be a real asset for business development,” says Brennan.

Te overall marketing of Falken is something Brennan intends to

MTD May 2014

Falken d e expeditio alers were treate d ns durin g their in to volcano and centive ri trip to Ic ver eland.

Richard Smallwood (left) enjoys the scenery with Richard Barron, COO of Barron’s Wholesale Tire Inc. in Jacksonville, Fla.

t of presiden ng; en vice ti lk e a rk F a , it m drew Ho re ector of right) An n, executive dir discussed futu nd. to ft e (L Icela sident, Brenna to re k p ip ic , R tr d ; r o s eale llwo sale ring its d ard Sma and Rich the company du r plans fo

expand. “We can still be edgy, we still need the performance, but we need to put an everyday favor to it.”

Te dealer meeting Falken announced plans to expand its Ziex, WildPeak, Sincera and Ohtsu lines to help it compete in a larger segment of the market during its dealer meeting.

Brennan says the CUV growth in the vehicle feet has caused a signifcant shif in market complexity. He said the CUV segment at OE was 4.163 million vehicles in 2013 and should hit 4.490 million by 2015, clearly making it the largest segment of vehicle types.

Tis segment uses tires ranging from LT names and paterns to passenger HP tires to specifc CUV touring tires. Tis factor, coupled with growing numbers of higher speed rated tires at OE and consumers who are holding onto vehicles for long periods of time, puts dealers and manufacturers in a position for more SKUs to stay competitive, says Brennan.

Currently, consumers are keeping new cars for an average of over 72 months and used vehicles for 50 months.

Brennan says vehicles 10 years and older have increased by 19 million units from 2009 until 2012. Using a Toyota Camry as an example, he showed dealers how the vehicle has gone from an OE tire of 205/65R15, to 215/60R16, to 215/55R17 to today’s 225/45R18 size. In the meantime, consumers still want mileage,

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comfort and low noise but now higher performance from their tires.

To address these needs, Falken launched its Ziex ZE950 A/S that it says is delivering 63% beter mileage than the original compound in the Ziex ZE912. Te company is including 18 new sizes for its WildPeak H/T line, with June production and August availability. Tat will give the new line 80% coverage in the LT/SUV/CUV market.

Te Ziex STZ05 line will receive six new sizes in the 18-inch to 20-inch category, with fve sizes coming in now and the last size to hit the market in October.

Falken’s Sincera SN211 will have four new T-rated sizes coming in September and October: one 16-inch size, two 17-inch sizes and one 18-inch size.

Later this year, Falken will be introducing the WildPeak M/T tire.

Tree sizes, a 37x12.50R17 in load range D; a LT265/75R16 in load range E; and a 38x13/50R17 in load range C are being launched this year; 23 other sizes will come out in 2015.

Te company is also adding six sizes to its Ohtsu FP7000 line late this year. Te H- and V-rated sizes will range from 16 to 19 inches.

Brennan adds that the company will have consumer rebate programs this year. Te Sincera SN211 will have a $50 rebate for a set of four tires in June and July, while the WildPeak H/T will have an $80 rebate for a set of four during the same time period.

Te Ziex ZE950 will have an August and September rebate of $50 for a set of four tires. ■

57

Focus on industry

Sailun promotes value Hands-on experience helps dealers develop the brand in the U.S.

By Greg Smith

S

ailun is not yet a high-profle tire brand. It is currently distributed exclusively by TBC Corp. in the United States and Mexico and Dynamic Tire Corp. in Canada, and has only been around for the last 11 years.

According to Brian Mielko, vice president of sales, corporate accounts for Dynamic Tire, the brand competes in the “value tier” for tires, but performs “at a level at least as high as a Tier Two tire, but at a lower price point.”

Mielko believes the value tier and Tier Two tires represent slightly over 50% of the total market for tires, which allows him to target consumers “who are open to listening to my message.” More than 70% of Sailun sales are placed on compact, economy, standard and intermediate vehicles.

Te goal for Sailun is to show tire dealers and their salespeople it has a quality product that the company supports. Tis is a key reason Sailun showcased two tires from its Atrezzo and Terramax lines at a recent

Jon Vance, senior director of product planning for TBC Wholesale, says his company has been the exclusive distributor of Sailun tires in the U.S. and Mexico for the last 10 years.

Brian Mielko, vice president of sales, corporate accounts, for Dynamic Tire, uses the Sailun Challenge to compare his “value-tier” tires against name brand tires.

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ride-and-drive event for dealers. Te latest Sailun Tire Challenge was held at the Auto Club Raceway in Pomona, Calif.

Organized by National Tire Warehouse (NTW), which is part of TBC, the event allowed Sailun to ofcially introduce the tires it is bringing to the U.S. and Canadian markets. Tis was the second event held by TBC

Wholesale, although Sailun has held similar events in Canada for its winter tire line.

Jon Vance, senior director of product marketing for TBC Wholesale, reports TBC has been the exclusive distributor of Sailun tires in the U.S. for the last 10 years.

TBC also has partnered with Sailun in the development and growth of TBC’s domestic programs. He says Sailun is in the top 2% to 3% for low rate of return of products.

“Te tires have proven themselves with us,” says Vance.

“We want consistent programs year-in and year-out with our suppliers, and Sailun has given us that.”

“From the TBC Wholesale perspective selling to large wholesale distributors and multi-unit retailers, Sailun is considered one of our ‘core brands,’ meaning that it had the product portfolio and segment coverage to be marketed as a full high-value program that dealers can proftably and competitively utilize in both sell-up opportunities from OPP (opening price point) products and sell-of opportunities from higher tier brands. It’s the same opportunity that we ofer dealers with our other core brand programs such as Multi-Mile, Eldorado and Cordovan.”

“By providing our dealers with hands-on experience, they gain complete confdence in the product and convey that confdence to the consumer,” says Mielko. “Nothing is more powerful than to be able to say — ‘I tested those tires and I recommend them.’”

During the driving event, tire dealers drove Ford Escapes and Audi 4s fted with Sailun tires and a “major brand tire” for back-to-back comparisons. Te dealers were asked not to look at the tires and then give their opinions afer driving on both.

Afer the event, the results were tabulated and showed very comparable results for the tires, something that Mielko says plays right into his company’s strategy.

Sailun’s customer base is looking for a good tire but is very price aware.

Mielko believes that afer the event, dealers are more apt to recommend Sailun to their “average customer who puts tires on the vehicle to get back and forth to work.

Tese customers just want a good tire and they are very cost-aware.”

Vance agrees. “Te key dealer takeaway from these events is without question a real appreciation of the Sailun value of equal performance to top tier brands at half the retail price. Tere is also an appreciation for the ‘blind’ format of these events and desire for an honest assessment of the driving experience.”

Although the “high-level” goal is to deliver subjective test results that can be used on a larger scale to promote

MTD May 2014

the high value message of the Sailun program, the real world beneft is the ability to directly communicate to independent tire dealers who atend, says Vance.

“Te dealer participation in the event and hopefully appre-

As the saying goes, a squealing tire is a happy tire at any racetrack.

ciation of the very real value proposition ofered by the Sailun program is critical to developing the brand in the U.S. We understand that the dealer is the expert who can make a confdent recommendation of the Sailun brand to consumers and we

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hope that by experiencing the tires’ quality and performance frst hand, they will do just that.”

Te frst tire tested was the Atrezzo Z4+AS, an all-season ultra-high performance tire. It is a W-rated tire with sizes ranging from 16 to 20 inches. All of the tires carry a UTQG rating of 380 AA A. Te second tire was the Terramax CVR, an all-season luxury crossover and SUV tire. It comes in H-, V- and Y-rated sizes ranging from 15 to 20 inches. Te tire is designed for popular CUV and SUV ftments. UTQG ratings range from 420 A A to 440 A A. Sailun has global tire capacity of 30 million units per year from three factories. Te company has plants in Qingdao and Shenyang, China, and a new plant in Vietnam.

One hundred percent of Sailun passenger, light truck and medium truck steer tires go through shearography and X-ray testing. Tey also are tested for both static and dynamic balance, says Mielko.

Te Sailun group of companies manufactures the following four brands: Sailun, Rovelo, Blacklion and Jinyu. Less than half of the company’s total production is sold in the U.S. and Canada. Q ■ Steve Moll, owner of Integrity Tire & Auto Service Center in Hemet, Calif., gets ready to go through a brake test in an Audi A4.

Quik-Link: 800-687-1557 ext. 16129

59

Focus on industry

TPMS technology roundup Companies ofer the next generation of diagnostic tools

By Bob Bissler

E

xamples of the latest tire pressure monitoring systems (TPMS) were on display at the Specialty Equipment Market Association (SEMA) Show and the Automotive Afermarket Products Expo (AAPEX) in Las Vegas.

Te Smart Sensor Pro+ from 31 Inc. is easy to learn and ofers a complete TPMS solution. It requires only two sensor part numbers for 90% industry coverage. It can program a Smart Sensor in a mater of seconds, and can copy the original OE sensor’s ID into a Smart Sensor.

Te company also ofers its Pro+ TPMS scan tool, which is updateable online at www.smartsensorupdate.com. Group 31 also ofers a complete line of TPMS products and services, including X-tra Seal TPMS service kits, a full array of TPMS tools and accessories, and the company’s new MULTIPRO multiapplication TPMS sensors.

Autel Intelligent Technology Co. Ltd. says the MaxiTPMS TS401 is a new generation TPMS diagnostic and service tool with unparalleled sensor coverage and an easy-to-use interface. Te tool is

Bartec USA LLC showcased the Tech500 TPMS tool and CEO Scot Holloway offered SEMA Show attendees a free Tech200 Counter tool with the purchase of a Tech500 Master Kit.

60

ergonomic and provides quick access to faulty TPMS sensors.

Te tool can activate and decode all magnetic-, frequency- and tire defationtriggered sensors on all vehicles sold worldwide, notes Autel. It receives both 315MHz and 433MHz signals and interprets data including sensor ID, tire pressure, temperature and batery condition.

Te MaxiTPMS TS401 provides visual and audible responses to confrm sensors are working properly. Intuitive navigation and step-by-step on-screen instructions guide techs through procedures, and a pre-selection process ofers faster activation and diagnostics. Autel will provide one year of free updates via USB port, and multilingual support is available. It comes with a limited one-year warranty.

Continental Commercial Vehicles & Afermarket added a multi-application TPMS sensor to its VDO Redi-Sensor Multi-application TPMS sensor line.

The sensor offers coverage for Audi, Mercedes-Benz, GM light truck, Subaru, Volkswagen, Volvo and late model Toyota and Nissan vehicles.

Te VDO Redi-Sensor Multi-application TPMS sensor program currently covers over 85% of all vehicles in North America with only three sensor SKUs, and replaces over 140 OE sensors, says the company. It installs right out of the box and is designed to follow standard OE vehicle relearn procedures.

The company says no sensor programming or cloning is required. VDO Redi-Sensor has a faster TPMS scan tool hunt mode and works with all major TPMS scan tools.

The Schrader EZ-tire sensor from Schrader International Inc. is enclosed in a small, circular, rubber ftment package that adheres to the inner liner of the tire.

Given its location, the EZ-tire solution expands the benefts of TPMS (including enhanced tire performance data) to a wide range of new applications in addition to traditional passenger cars and light trucks that are federally mandated to include TPMS. Schrader notes that like its valve-

Paul Wise, director, product management and marketing for Schrader International, said the EZ-tire sensor expands TPMS applications.

mounted EZ-sensor, EZ-tire is programmable across diverse TPMS protocols and vehicle platforms, saving installation time, cost and inventory requirements.

Bartec USA LLC highlighted the Tech200 and Tech500 TPMS tools as well as its Web-based TPMS support sofware called TPMS Hub. Te Tech200 TPMS Activation Tool features wireless Bluetooth. Techs using the product can transmit sensor information to a computer or printer, show customers their sensor condition and start the record-keeping process, according to the company.

Te Tech500 TPMS tool builds on the quality and function of the company’s Tech400 tool. Rugged and ergonomic, the Tech500 has an all-in-one design, with the OBD functionality built in, not in a separate connector. Te Tech500 has wireless Bluetooth and Wi-Fi technology and the Bartec Menu Flow system interface.

Te TPMS Hub sofware provides easy access to sensor look-ups and cross references, service pack information, TPMS tool work instructions, TPMS re-learn procedures, TIA repair information and exclusive Bartec Tech Tips. ■

MTD May 2014

TPMS

Altima warning control unit can detect a system malfunction An antenna receives transmitted air pressure signals SUBJECT VEHICLE: 2007-13 Nissan Altima.

RELEARN PROCEDURE? Yes, see reset procedures.

SPECIAL TOOLS NEEDED? Yes. To register a new tire pressure sensor, a Nissan Signal Tech II scan tool or Consult scan tool can be used. A Transmiter Activation Tool ( J-45295) is used in the wake-up procedure and can aid in the registration procedure.

During driving at speeds above 25 mph on 2007-13 Nissan Altimas, the tire pressure monitoring system (TPMS) receives the signal transmited from the transmiter installed in each wheel, and gives alarms when the tire pressure becomes low.

NOTE: When a spare tire is mounted, or a wheel, tire pressure sensor or BCM is replaced, the tire pressure sensor must be registered. See reset procedures.

A sensor-transmiter integrated with a valve (installed on each wheel) transmits a detected air pressure signal in the form of a radio wave. An antenna located in the passenger-side front pillar receives the air pressure signal transmited by the transmiter in each wheel. Te low tire pressure warning control unit reads the air pressure signal received by the antenna, and controls the warning light.

It also has a judgment function to detect a system malfunction.

Tire pressure monitor warning light When the low tire pressure warning system detects low infation pressure or another unusual symptom, the warning light in the instrument cluster comes on.

If the system detects that air pressure is less than 27 psi (190 kPa), it will also sound a buzzer for 10 seconds and a “fat tire” or “check tire pressure” warning message will appear in the instrument cluster display (if equipped).

Te instrument cluster display unit displays the air pressure of each tire (except the spare tire). Afer the ignition switch

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is turned on, the pressure values will not be displayed until the data of each wheel is received. NOTE: Pressure indication in “** psi” on the screen indicates that the pressure is being measured. Afer a few driving trips, the pressure for all four tires will be displayed. Order of tire pressure fgures displayed does not correspond with actual order of tire position.

When the tire pressure warning light comes on, immediately check the air pressure of all tires and adjust to the specifed pressure. Make sure the warning light goes of. Te warning light does not automatically turn of when the tire pressure is adjusted. Afer the tire is infated to the recommended pressure, the vehicle must be driven at speeds above 25 mph to activate the TPMS and turn of the low tire pressure warning light. If the warning light stays on or fashes, there is a malfunction in the TPMS. See appropriate manufacturer service information.

• display tire pressure reported by the TPMS transmiter; • read TPMS DTCs; and • register TPMS transmiter IDs

ID registration with activation tool 1. With the ignition switch in the OFF position, connect Consult scan tool to the Data Link Connector (DLC). Turn ignition switch to the ON position.

2. Select “START (NISSAN BASED VHCL).”

3. Touch “BCM” on the “SELECT SYSTEM” screen.

4. Select “AIR PRESSURE MONITOR” on the “SELECT WORK ITEM” screen.

Reset procedures When performing tire pressure sensor registration, note that if the tire pressure sensor was replaced, the new sensor will be in a sleep mode. To wake up the sensor, see transmiter wake-up operation.

To register a new tire pressure sensor, a Nissan Signal Tech II scan tool or Consult scan tool can be used. A Transmiter Activation Tool ( J-45295) is used in wake-up procedure and can aid in registration procedure if using the Consult tool system. Sensor registration and wake-up methods in this article reference Consult type scan tool procedures.

If a Consult-II is used without also using the Consult-II Converter, a malfunction might be detected during self-diagnosis, depending on which control unit carries out CAN communication. Te Signal Tech II Tool ( J-50190) can be used to perform the following functions: • activate TPMS transmiters; • display TPMS transmiter IDs; Quik-Link: 800-687-1557 ext. 16130

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TPMS 5. Select “WORK SUPPORT” on the “SELECT DIAG MODE” screen, and select “ID REGIST.” 6. With the Transmiter Activation Tool ( J-45295) pushed against the front-lef transmiter tire air valve; press the buton for fve seconds (see Figure 1).

NOTE: Be sure to register the IDs in the specifed order, or the self-diagnostic results display will not function properly.

7. Register the IDs in the following order: lef-front; rightfront; right-rear; lef-rear. When ID registration of each wheel has been completed, a buzzer sounds (or a chime, in 2004 models) as indicated in the table, the hazard warning lights or turn signal indicators fash twice, and the indicator light on the activation tool goes from red to green.

8. Afer completing all ID registrations, press “END” to complete the procedure.

ID registration without transmiter activation tool 1. With the ignition switch in the OFF position, connect the Consult scan tool to the DLC. Turn the ignition switch to the ON position.

2. Select “START (NISSAN BASED VHCL).”

3. Touch “BCM” on the “SELECT SYSTEM” screen.

4. Select “AIR PRESSURE MONITOR” on the “SELECT WORK ITEM” screen.

5. Select “WORK SUPPORT” on the “SELECT DIAG MODE” screen, and select “ID REGIST.” 6. Adjust the tire pressure to the values specifed in the appropriate sensor ID registration tire pressure specifcations

62

table, and drive the vehicle at 25 mph (40 km/h) or more for a few minutes.

7. Afer completing all ID registrations, press “END” to complete the procedure.

8. Infate all tires to specifcation.

Transmiter wake-up operation NOTE: New replacement transmiters are provided asleep and must frst be woken up using transmiter activation tool J-45295 or Signal Tech II Tool J-50190 before ID registration can be performed. Use the following procedure when using the transmiter activation tool J-45295.

1. With the ignition switch in the OFF position, connect scan tool to the DLC. Turn ignition switch to the ON position.

2. Display “WORK SUPPORT” screen, and select “ID REGIST.” 3. With the Transmiter Activation Tool ( J-45295) pushed against the lef-front tire air-valve, press the buton for fve seconds (see Figure 1). Sensor activation must be performed in the following order: lef-front; right-front; right-rear; lef-rear.

As each sensor ID is activated, the hazard warning lights and the TPMS warning light fash four times, and the scan tool indicator light changes from red to green.

5. Check that the transmiter wake-up procedure for all wheels is completed using the scan tool.

6. Afer completing wake-up of all transmiters, make sure the TPMS warning light goes out.

Quik-Link: 800-687-1557 ext. 16131

MTD May 2014

Demounting/mounting procedures Te tire should be demounted from the wheel using the tire changer manufacturer’s instructions. Ensure there is no metallized flm or any metal parts (antenna, etc.) on the windows, as this may cause poor reception of the signals from sensors, and the TPMS will not function properly.

Figure 1: Identifying transmitter activation tool (J-45295).

Removal 1. Defate tire. Unscrew transmiter retaining nut, and allow transmiter to fall into tire.

2. Gently bounce tire so that transmiter falls to the botom of the tire. Place wheel and tire assembly on tire changing machine and break both tire beads. Ensure that the transmiter remains at botom of the tire while breaking the bead.

3. Turn tire so that the valve hole is at botom, and gently bounce tire to ensure transmiter is near valve hole. Carefully lif tire onto turntable, and position valve hole (and transmiter) 270 degrees from mounting/demounting head (see Figure 2).

4. Lubricate the tire well, and remove the top side of the tire.

Reach inside the tire and remove the transmiter.

5. Remove the second side of the tire as normal.

Figure 2: Positioning the tire on the turntable.

install seal on sensor. Ensure no burrs exist in the valve stem hole of the wheel.

3. Mount transmiter on rim and tighten nut to 71 in.-lbs.

(8.0 N.m). NOTE: Do not touch the transmiter with the mounting head.

4. Place the wheel on the turntable of the tire machine.

Ensure that the transmiter is 270 degrees from the mounting/ demounting head (see Figure 2).

5. Lubricate the tire well and install the second side of the tire as normal. Ensure that the tire does not rotate relative to the rim.

6. Infate the tire. Balance the wheel and tire assembly.

7. Install the wheel and tire assembly in the appropriate wheel position on the vehicle.

8. Register tire pressure sensor. See reset procedures. ■

Installation 1. Place the frst side of the tire onto the rim. NOTE: Afer every disassembly, use a new seal.

2. Apply suitable silicone lubricant to new seal, and then

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Information for this column comes fom Mitchell 1’s “Tire Pressure Monitoring Systems Guide” for domestic and import vehicles through 2013. For more information, visit www.mitchell1.com.

Quik-Link: 800-687-1557 ext. 16132

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Products Venezia Crusade SUV tire American Omni Trading Co. says the Venezia Crusade SUV tire offers a unique sidewall and an all-season M+S unidirectional design for optimal performance and ride comfort.

Other features include a solid center rib, a variable pitch tread pattern and optimized sipe distribution for quiet and comfort.

Large shoulder blocks improve handling and lower noise, and a special silica compound promotes wet and dry grip. It is available in 15 sizes in 20- to 26-inch rim diameters.

AMERICAN OMNI TRADING CO. Quik-Link: (800) 687-1557, ext. 16170 www.mtdquiklink.com/16170

Goodyear Assurance AllSeason The Goodyear Tire & Rubber Co. says the new Goodyear Assurance AllSeason is a practical tire for consumers who want all-season traction and long tread life. It’s also a great value and an easy sell thanks to its competitive price and 65,000-mile tread life limited warranty.

With sizes to cover 84% of the commuter/touring segment, the Assurance All-Season is a must-have tire in your winning Assurance family lineup, says Goodyear. For more information, visit toolkit.goodyear.com/MTD. GOODYEAR TIRE & RUBBER CO. Quik-Link: (800) 687-1557, ext. 16171 www.mtdquiklink.com/16171

KYB adds to MonoMax line KYB Americas Corp. has expanded the coverage of its truck and SUV MonoMax shock absorber lineup. New part numbers for this release cover nearly 12 million pickup trucks and SUVs on the road today, including the most popular late-model Ford, General Motors and Dodge applications. KYB MonoMax shock absorbers are heavy-duty, large bore monotube shock absorbers built to handle the demands of working trucks, vans and SUVs. KYB AMERICAS CORP. Quik-Link: (800) 687-1557, ext. 16172 www.mtdquiklink.com/16172

Hunter introduces Revolution tire changer Hunter Engineering Co. says its Revolution tire changer uses a fully automatic process and features a touchscreen interface that indicates the operator’s current step and monitors progress throughout the procedure. The Revolution’s touchscreen also stores 15 helpful on-board videos. The leverless tool

64

head demounting hook automatically deploys to catch and lift the bead and the mount head is designed to work with clad, raised spoke and other unique wheel designs.

HUNTER ENGINEERING CO. Quik-Link: (800) 687-1557, ext. 16173 www.mtdquiklink.com/16173

Bridgestone Blizzak WS80 winter tire Bridgestone Americas Inc. says its Blizzak WS80 winter tire for passenger cars and minivans features a proprietary hydrophilic (water-loving) coating that allows the tire’s multi-cell compound to attract water, drawing it away from the road to combat slippage on ice. Bite particles in the multi-cell compound act as microscopic studs for road grip and improved braking on ice. A new tread pattern has 20% more block edges and higher edge/ block density to channel snow, slush and water away from the contact area for added control. The WS80 is available in 48 sizes in 15-inch to 18-inch rim diameters, 35 to 70 series, and speed ratings T and H. BRIDGESTONE AMERICAS INC. Quik-Link: (800) 687-1557, ext. 16174 www.mtdquiklink.com/16174

Giti extreme summer performance tire Giti Tire (USA) Ltd.’s GT Radial Champiro SX2 extreme summer performance tire has a dual block design with extra wide shoulder blocks which increase cornering stability and grip on all road surfaces. An advanced tread compound provides excellent adhesion to dry and wet roads. Three wide circumferential grooves provide wet traction. The Champiro SX2 is available in six sizes ranging from 195/50ZR15 to 265/35ZR18.

GITI TIRE (USA) LTD. Quik-Link: (800) 687-1557, ext. 16175 www.mtdquiklink.com/16175

Hankook Ventus S1 evo2 UHP SUV tire The Ventus S1 evo2 UHP SUV tire from Hankook Tire Co. Ltd. combines sport-dynamic driving performance with suspension comfort, low rolling noise and limited rolling resistance.

The company says a state-of-the-art high-grip styrene-polymersilica mixture not only enables optimized wet grip, but also reduced rolling resistance with more environmental compatibility.

The Ventus S1 evo2 SUV will be available in the U.S. starting the second half of 2014 in 30 sizes from 17 to 22 inches.

HANKOOK TIRE AMERICA CORP. Quik-Link: (800) 687-1557, ext. 16176 www.mtdquiklink.com/16176

MTD May 2014

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16134

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Pirelli Tire North America

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16114

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Plombco Inc.

48

16125

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Raybestos Brakes

50

16127

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Reliable Int’l Exhibition Services Co. Ltd.

38

16117

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SEMA Show

51

16128

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Sentury Tire Americas

45

16122

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Standard Motor Products Inc.

47

16124

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TBC Wholesale

39

16118

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Trelleborg Wheel Systems Americas Inc.

37

16116

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Web site

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Your turn

Technology provides tools to assist in being responsible about tire aging In a recent blog on www.moderntiredealer.com, MTD Editor Bob Ulrich wrote about “Tire aging: 6 years? 10 years? It’s time to make a decision.”

He reported that ABC afliate Channel 5 in Cleveland, Ohio, ran a sensationalized segment on tire aging on Feb. 26, 2014, that followed true to similar reports ABC has been running across the country for years. Te TV segment made several erroneous claims, all disputed by facts spelled out by Ulrich. One point centered on the care of tires and how they are treated can afect longevity.

A reader responded: Tose who don’t live in hoter areas of the country may not relate too well to old tires and failures. I live in Yuma, Ariz., where we have some of the highest tire failure rates in the country. Te frst questions are why tires age and what factors contribute to failure due to age? So here is the short story.

It takes about 300 degrees and 30 minutes to take gummy uncured (green) tires and turn them into the highly durable tires on the road today.

What you don’t know is the curing process does not stop.

Tire rubber compounds continue to harden and change with age. Tese compounds will deteriorate or degrade based on use and environment. Heat is what turned green rubber into the durable rubber of a modern tire.

In the “use” category tires are broken up into slow-speed, stop-and-go and high-speed constant driving — and combinations of each.

High-speed driving allows the tire to reach maximum operating temperatures based on load and speed. Rubber compounds will “cure” or harden faster in those conditions as they heat soak and remain at those temperatures for long periods. Add to that environmental conditions like 140 degree Fahrenheit road surface temperatures and casing life diminishes rather rapidly. To compound the situation is the hardening of the rubber itself. As it hardens it loses some of its fexibility or an increase in resistance to fexing which leads to higher operating temperatures. Tat leads to faster degradation of materials and bonding properties until air pressure “wins.”

When looking at a tire statically, not moving, it has tremendous amounts of pressure trying to force the fat steel belts into a round form. In other words, it is only the bonding of the rubber to steel that maintains the fat shape of a modern steel belted radial tire.

Air pressure is trying to make it round. When the bonding breaks down where air pressure wins, we see a tire failure and tread all over a vehicle or on the side of the road.

Trying to store tires is just as bad as the curing process continues.

Chemical compounds reacting to the air and ozone creates a drying out, so to speak, of the rubber. Again the hardening process continues, and as before factors of temperature, sunlight and ozone play into the equation as to “how long” they can

www.moderntiredealer.com

be stored before being placed into service. In Yuma’s climate, puting on tires that are over two years old is a guaranteed warranty claim waiting to happen.

So how can one tell when to remove a tire without guessing?

Currently you can’t, but that doesn’t mean some standards can’t be applied.

Time limits based on industry warranty rates by tire type could be enacted. We know for certain that S- and T-rated tires have an increased failure rate afer three-and-a-half to four years of service. Performance tires H and above, fve to six years. Light, medium and heavy truck is another issue all together, as they have their own set of variables and histories.

But here is a suggestion: a specially compounded rubber patch atached to a tire that changes color depending on temperature and age. Tire gets run low, indicator turns color. Run tires too low or at very high speed, indicator changes color. Tire gets old and operating temperature increases, indicator changes.

Indicator changes color tire is unft for service as it has been compromised for safe operation. So now age is taken out of the equation, it’s now a mater of operating environment.

For warranty purposes the customer is now, and should be, responsible for the upkeep and operation of their tires. If the indicator has changed, no warranty. No change, the tire is warrantied. No question.

So botom line, for the short term, let the warranty data put forth time lines based on empirical data. Long term let technology provide the tools to assist all parties in being responsible — manufacturers, retailers and customers.

Dennis R. Franklin , Technical Consultant Interco Tire Corp.

Yuma, Ariz.

Who is crying sour grapes?

In Ulrich’s recent blog on “When car dealers recall vehicles, it’s a loss-win for them. Here’s why,” he wrote that while vehicle recalls can cost carmakers a lot of money, write-ofs help ofset a litle of the cost — and geting those vehicles into the car dealerships has the

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Your turn potential to ofset a great deal more of the costs. He quoted Barry Steinberg, CEO of Direct Tire and Auto Service in Watertown, Mass., concerning car dealers’ tactics. A Web reader responded: I fnd Mr. Steinberg’s comments interesting. I spent many years working for independent tire dealers and now I am in the service department at a car dealership.

I’ll start with Mr. Steinberg’s frst comment: “I know that when John Q. Public goes into one of the car dealers for their ‘free recall’ that very well-trained and paid-on-commission service writers are going to sell them that oil change, wiper blade, cabin flter, drive belt, transmission service and oh, I forgot, that set of tires.”

How is that diferent from a well-trained, paid-on-commission service advisor at an independent tire dealer selling brakes, shocks, scheduled maintenance, etc., when the customer comes in for that “free tire rotation” or “free brake inspection”?

Or are you implying that the service advisors at the car dealership are beter trained than yours?

He also says: “It may come across as sour grapes, but they are stealing those customers they never wanted when the dealers were making a fortune on selling cars,” he says. Tell the car owners just to be careful, and be ready for the sales pitch, he adds.

Yes, it does come across as sour grapes.

For the most part, car dealers weren’t too interested in tires, until independent tire dealers decided to get into the scheduled maintenance and repair business. I worked in tire stores for years that had absolutely no interest in oil changes, transmission services, timing belts, etc. Ten Costco and Sam’s Club got in the tire business and took the proft out of selling tires.

So we looked for other revenue streams and we found LOFs (lube, oil and flters)and scheduled maintenance. Where did most of that business come from? Car dealerships.

So who cast the frst stone?

And as for this: “Steinberg has a solution for all of you: Take out full-page ads in your local newspapers or buy a radio campaign warning the public about this sales process.”

Before you take out any ads “warning” people about a car dealer’s sales process, take a good look in the mirror. It’s likely no diferent a process than you fnd at Big O, Les Schwab, Jify-Lube, or any other independent repair shop.

Tere are plenty of customers with vehicles that have needs.

If you are not identifying those needs and recommending solutions then you have done the customer a disservice. If you are properly and fairly servicing your customers you have litle to worry about.

I’d start with that and then worry about the fat screen and lates in the waiting area.

Eric Petersen Car dealership company name withheld upon request

Steinberg responded to Petersen’s comments with: I am glad I woke you up a litle. Te comment about car dealers not being interested in tires is bogus. You guys didn’t

even want to see a car that was of warranty for the longest time because you were busy making a fortune on warranty “claims” to the manufacturer. Well guess what, they started to 1) wise up and, more importantly, 2) they started building beter cars that last longer.

Costco and Sam’s? Oh, please. We and most of the tire dealers I know have been in the complete auto repair sector forever.

You guys just aren’t making money selling cars, so fxing them was the next best thing.

Who is crying sour grapes now?

Barry Steinberg, CEO Direct Tire & Auto Service Watertown, Mass.

Great article on millennials Great article by Wayne Williams in the April issue about how to market to millennials. Te baby boomer generation, or today’s owners and managers in a lot of cases, simply don’t get these so-called “kids,” and it might cost them their business inside the next decade if they don’t wake up. Te old way of doing things is exactly that — old.

Gregory Parker, Marketing Manager Wegmann automotive USA Inc. Murfeesboro, Tenn.

Question of the month Each month we ask members of our National Advisory Council a question on a current hot topic. Tis month, we asked about a problem a reader had alerted us to. He told us he has seen problems with the tire pressure monitoring system (TPMS) sensors on certain Chrysler vehicles, specifcally Dodge Rams and Journeys. He has noted a larger than normal amount of TPMS sensors rusting out due to road salt, failing and causing fat tires. He says the cause is cracked, failed nuts on the TPMS sensor. He was worried it was a growing driver safety concern.

We asked our advisors if they had noticed this problem with Chrysler vehicles coming into their shops.

Here are some of their responses: 1. We have seen what we believe is our “fair share” for our market of these hex cap nuts for this style TPMS sensors on Chrysler products fail either due to cracking or excessive corrosion. In all cases, due to experience, we have moved customers over to the type of TPMS valve that has a rubber valve stem — eliminating what we feel is the source of the problem.

2. We live and work in south Louisiana. Salt is something to eat when we cook crawfsh and crabs. We never put it on our roads, so I can’t help you on this one.

3. We have not seen this problem, of course we are in the West, with lots of sunshine and no salted roads!

4. We have not identifed this issue. ■

Join Modern Tire Dealer’s National Advisory Council Each month, Modern Tire Dealer is guided and infuenced by a select group of readers — members of our National Advisory Council. Tese members’ opinions are the heart of the monthly Your Marketplace column, compiled by industry analyst Nick Mitchell. If you’d like to join this prestigious group, please let us know. We’d love to hear from you. Contact Editor Bob Ulrich at Bob.Ulrich@bobit.com or call (330) 899-2200, ext. 11.

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