Modern Tire Dealer - December 2022

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26 STORIES FROM THE SEMA SHOW THE LATEST TIRES, TOOLS AND MORE

TRENDS TO TRACK IN THE NEW YEAR TO MONITOR OR NOT MONITOR? WHY TIRE DEALERS ARE INSTALLING TRUCK DASH CAMS

HARVEST TIME

AG TIRE MARKET BUILDS ON MOMENTUM HEADING INTO 2023

December 2022 | Vol. 103, No. 12 | $10 | www.moderntiredealer.com

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DEPARTMENTS

The Industry’s Leading Publication December 2022, Volume 103, Number 12

4 Editorial

F E AT U R E S

MTD gazes into its crystal ball Here’s a heads-up on trends that will impact your business in 2023

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

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8 Industry News Dealers continue to find climate ripe for acquisitions Moves include both commercial and retail assets

26 Stories from the SEMA Show and AAPEX The latest tires, tools and more

16 Numbers That Count

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Relevant statistics for an industry in constant motion

18 Your Marketplace Is demand bouncing back?

Fewer price hikes and more rebates are helping, say dealers

Carrying on a family legacy Owner of Van’s Tire follows in founder’s footsteps

Commercial Tire Dealer™

Focus On Industry/Dealers

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Harvest time

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From shoes and cell phones to tire service training

62 Sailun ‘plants flag’ in emerging EV tire category ‘We want to be known as an expert in EV tires’

64 Utilizing text messaging to generate tire sales Tire Man leans on technology to connect with customers

Ag tire market builds on momentum heading into 2023

Commercial tire dealers shared safety tips at summit

66 Ohio tire dealers offer mobile training for members Trailers travel to dealerships for on-site education

68 TEN Insights What will your ‘new normal’ look like?

Six trends to keep an eye on

69 Business Insight

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To monitor or not monitor?

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Knowing the farmer behind the farm

Recipe for success in 2023 Focus on car count and sales agility — and stay disciplined

Why commercial tire dealers are installing truck dash cams

Trail Tire gets acquainted with customers before selling

70 Mergers and Acquisitions Taking better care of yourself Health and stress reduction tips for tire dealers

71 EV Intelligence Tune up your listening skills And don’t be afraid to hold EV customers’ hands

72 Products 73 TPMS 78 Ad index

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Ag tire sensors and RFID tags

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Commercially Viable

An overview of features and benefits

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Find out what happened at the SEMA Show and AAPEX, starting on page 26 ON THE COVER: GETTY

Photo: MTD

Modern Tire Dealer is a proud member of:

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Editorial

MTD gazes into its crystal ball HERE’S A HEADS-UP ON TRENDS THAT WILL IMPACT YOUR BUSINESS IN 2023 By

Mike Manges

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his time of year, various media outlets offer predictions about “what’s to come” or “what will be” during the next 12 months. That’s never been a regular thing here at MTD, but as 2022 quickly winds down, I’ve decided to fire up our crystal ball.

In no particular order, here are several trends that you will see in 2023. Some of these developments are already underway as I write this column. Many have been in process for a while. All of them have the potential to impact your business.

Supply will continue to drag. “What gives?” you might be asking.

“The container ship pileup is easing. Freight rates are finally dropping.

Happy days are here again!”

That might be true — if you’re only talking about the overseas shipping process. What happens after those tires are unloaded has been — and will continue to be — another story.

In 2023, the shipping slowdown will center less around getting containers across the water and more around transporting those containers via rail and truck after they arrive.

You might remember that the federal government negotiated a tentative agreement a few short months ago that put the brakes on a potentially disastrous railroad workers strike.

What you might not know is that only seven out of the country’s 12 railroad unions have accepted the agreement, as of this writing — which could set the stage for a massive labor stoppage before 2022 comes to an end.

Couple that with various trucking industry problems — including a longstanding driver shortage — and it will still take an unusually long time for the tires you’ve ordered to land at your store.

A top executive from a tire manufacturer recently told me that “the inland portion of the supply chain is the big problem right now and will continue to be the problem.”

I believe he’s right, based on what I’m also hearing from others.

You’ll see fewer price increases, but bigger hikes. Nearly 45 separate price hikes were publicly announced by tire manufacturers in 2021.

(And those were the increases we knew about. There probably were many more.)

Significantly fewer price hikes have been announced this year.

But percent increases, as a rule, have been higher.

Can you and your fellow tire dealers absorb more price hikes?

Some tire manufacturers, I believe, still think so. But I also think they realize that the window for more price actions is quickly closing.

Manufacturers know that you and other dealers are sitting on a ton of inventory right now and can’t ask you to take on more units.

How do you pour more water into a cup that’s overflowing?

Expect to see another round of price increases during the first quarter of 2023, but then a sharp tapering off as parties work together to restore a more traditional balance between price and inventory.

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Mergers and acquisitions will continue, but in different sectors. Due to the abundance of “cheap money,” the desire of many tire dealers to exit the business and other factors, we’ve seen plenty of merger and acquisition activity on the retail side another trend, inland transportaover the last several years. In tion problems will continue to plague I predict we’ll see a the supply chain in 2023. dramatic ramp-up in the Photo: Getty acquisition of independent wholesale distributors in 2023 as big players continue to gobble up smaller independents.

I also believe we will see more mergers and acquisitions of commercial tire dealerships..

However, these acquisitions will be highly targeted. You won’t see many buy-ups of big chains like we sometimes see in retail tire store M&A. In addition, I believe we’ll see fewer tire manufacturer-owned commercial tire locations.

Bridgestone Americas Inc.’s multi-year sell-off of its GCR Tires & Service locations seems to have ended.

Goodyear Tire & Rubber Co. has maintained a consistent number of former Wingfoot commercial tire locations over the years. But anything can happen.

Independent tire dealers will continue to rule the roost. This is the prediction I enjoy making the most.

Independent tire dealers will continue to dominate tire sales, regardless of channel or product.

For instance, 66% of replacement passenger tire sales in the U.S. go through independent tire dealers, according to MTD research.

The next dominant replacement passenger tire channels are mass merchandisers — Walmart, essentially — and car dealerships, which each have around 9% market share.

That’s a very distant second, folks.

Nobody serves customers better than independent tire dealers.

And there’s nobody whom tire buyers trust more than independent tire dealers. (That’s true whether that buyer happens to be the little old lady down the street or a 100-unit long-haul trucking fleet.)

Whatever 2023 may bring, I know you’ll be able to handle it.

You’re going to have a great year and your business will continue to prosper and grow. You can take that prediction to the bank.

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

MTD December 2022

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Discount Tire has opened its first Pit Pass concept store.

Photo: Discount Tire

Discount Tire makes waves with new format When one of the nation’s largest tire dealerships makes a big move, MTD’s readers pay attention. And since Discount Tire is one of the biggest names in the game, the opening of a concept store in the Atlanta, Ga., market under the Pit Pass name definitely garnered attention. The store promises a different kind of retail experience, including drive-over tire condition readers that are available to customers morning, noon and night. Check out the other top online stores of the past month below.

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Former TBC CEO Erik Olsen has died Discount Tire opens Pit Pass concept store Sun Auto Tire acquires 29 locations ‘We need some help,’ dealer tells MTD Ted Rhodes’ car lot funnels customers to his tire store Commercial dealers work around pricing, inventory challenges Goodyear posts third quarter results ‘Default yes’ mentality supercharges Belle Tire’s growth ATD launches Roadtour Connect PCV all-season tire Education is key to selling all-weather tires

HOME OFFICE 3515 Massillon Rd., Suite 200 Uniontown, OH 44685 (330) 899-2200, fax (330) 899-2209 Website: www.moderntiredealer.com PUBLISHER Greg Smith gsmith@endeavorb2b.com (330) 899-2200, Ext. 2212 EDITORIAL Editor: Mike Manges, ext. 2213 mmanges@endeavorb2b.com Managing Editor: Joy Kopcha, ext. 2215 jkopcha@endeavorb2b.com Associate Editor: Madison Gehring, ext. 2216 mgehring@endeavorb2b.com PRODUCTION Creative Services Director: Zach Pate Art Director: Jonathan Ricketts Graphic Designer: Audrey Mundstock Production Manager: Karen Runion, ext. 2210 krunion@endeavorb2b.com MARKETING STRATEGISTS Bob Marinez rmarinez@endeavorb2b.com (330) 899-2200, ext. 2217 Marianne Dyal mdyal@endeavorb2b.com (706) 344-1388 Dan Thornton dthornton@endeavorb2b.com (734) 676-9135 Sean Thornton sthornton@endeavorb2b.com (269) 499-0257 Kyle Shaw kshaw@endeavorb2b.com (651) 846-9490 Martha Severson mseverson@endeavorb2b.com (651) 846-9452 Chad Hjellming chjellming@endeavorb2b.com (651) 846-9463 MTD READER ADVISORY BOARD Rick Benton, Black’s Tire Service Inc. Jessica Palanjian Rankin, Grand Prix Performance John McCarthy Jr., McCarthy Tire Service Co. Inc. Jamie Ward, Tire Discounters Inc. CUSTOMER/SUBSCRIPTION SERVICE (800) 260-0562 subscriptions@moderntiredealer.com EXECUTIVE OFFICE 571 Snelling Ave. N. St. Paul, MN 55104 (651) 224-6207 CORPORATE OFFICER Vice President: Chris Messer

Modern Tire Dealer (ISSN: 0026-8496) is published monthly by 10 Missions Media, LLC, 571 Snelling Ave N, St. Paul, MN 55104-1804. Copyright © 2022 by 10 Missions Media, LLC. All rights reserved. Modern Tire Dealer content may not be photocopied, reproduced, or redistributed without the consent of the publisher. Periodicals postage paid at St Paul, MN and additional mailing offices. POSTMASTERS Send address changes to: Modern Tire Dealer, 571 Snelling Ave N, St. Paul, MN 55104.

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MTD December 2022

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Industry News

Dealers continue to find climate ripe for acquisitions

RECENT MOVES INCLUDE BOTH COMMERCIAL AND RETAIL ASSETS

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ncertainty in the economy hasn’t stymied the efforts of independent tire dealers looking for acquisition opportunities. In the fourth quarter, dealerships both big and small have continued to close deals and invest in expanding their footprints.

One of the most active buyers in the last 12 months has been Percheron Capital/ Big Brand Tire & Service. Its most recent additions include the assets of AA Auto and Christenson Auto, both of which have locations throughout Nevada. The deal includes more than 15 stores and expands the company’s reach in the southwestern U.S. In the 18 months Percheron Capital has owned Big Brand Tire, the company has grown the original Big Brand business ten-fold, from 20 locations to 201.

Sun Auto Tire & Service Inc. has continued its growth streak, too, picking up 29 locations in three states with a recent pair of acquisitions. The additions include the company’s move into its 18th state.

Most recently, Sun Auto Tire bought TGK Automotive Specialists, a 24-store business primarily based in Minnesota, which also has one location in Arizona.

This deal marks Sun Auto Tire’s entrance into the Minnesota market.

Collectively, TGK Automotive Specialists operates 183 bays and includes 237 employees who are joining Sun Auto Tire.

The second acquisition involves Toscalito Tire & Automotive, a five-store business with 33 service bays in California.

By completing these deals, Sun Auto Tire has grown to operate 413 stores throughout 18 states.

“We’re excited to be expanding the Sun Auto family of brands with our first locations in Minnesota, while continuing to grow our existing presence in Arizona and California,” says Sun Auto Tire Vice President of Development Chris Garman.

“The TGK Automotive Specialists and Toscalito Tire & Automotive brands have

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been serving their communities and providing the highest quality of service for years, which we will maintain throughout this transition and onward.”

In another retail-focused move, Chapel Hill Tire has acquired Bull Tire and Service, a Cary, N.C.-based tire dealership. The purchase gives Chapel Hill nine locations throughout North Carolina. Bull Tire is Chapel Hill’s eighth acquisition.

“We are going to try and retain as much of the staff as possible,” says Chapel Hill Tire President Marc Pons.

“We’ve got a great reputation for retaining staff in our previous acquisitions and we intend to do the same here.

“We’re really proud of the culture we have here,” he adds. “We believe that employees will only treat customers up to the level that they’re treated.

“So if we want to foster outstanding customer experiences, we need our employees to feel cared for. We go the extra mile for them so they’ll go the extra mile for our customers.”

There are moves happening in the commercial truck tire market, as well.

Norwell, Mass.-based Sullivan Tire Co. Inc. has purchased both the retail and commercial operations of Central Tire in Sanford and Shawmut, Maine. The deals closed in October.

Sanford’s retail center increases the number of Sullivan Tire’s retail locations to a total of 78 throughout New England.

With commercial locations in both Sanford and Shawmut, Sullivan Tire’s commercial network now spans 17 service centers.

Central Tire’s Sanford location spans 19,118 square feet, including a commercial tire service area and seven service bays for retail.

The Shawmut location measures 10,000 square feet and will provide a full line of tires and tire service for commercial vehicles.

“We are excited and honored to welcome the Central Tire family to the Sullivan Tire family and look forward to continuing the

Sun Auto Tire’s latest acquisition includes Toscalito Tire & Automotive, a five-store business in California.

Photo: Sun Auto Tire.

great customer service they have provided to both their retail and commercial customers for more than 70 years,” says Paul Sullivan, vice president of marketing, Sullivan Tire.

On the opposite end of the country, Commercial Tire Inc., which is based in Meridian, Idaho, has bought two of the final pieces of the GCR Tires & Service business from Bridgestone Americas Inc. Commercial Tire has acquired a commercial location and retread plant in Spokane, Wash.

Bridgestone confirmed the sale to Commercial Tire, which prior to the deal had 15 commercial locations, 27 combined retailcommercial stores and three retread plants.

Bridgestone is retaining nine GCR stores and two retread plants.

They will be part of the tiremaker’s new GCR Mining business operation.

In addition to Commercial Tire’s purchase of a GCR store and retread plant, the country’s biggest independent commercial tire dealership recently acquired more than two dozen GCR locations.

The company, Southern Tire Mart LLC, which is based in Columbia, Miss., bought 26 GCR stores and five retread plants.

Pomp’s Tire Service Inc., which is headquartered in Green Bay, Wis., also recently purchased some GCR locations.

The deals are part of an ongoing effort to stregthen Bridgestone’s commercial tire service network in the U.S. MTD December 2022

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Industry News

TireSouth adds locations in uncertain economy

Bites VIP opens stores VIP Tires & Service moved into a new, larger location in Sanford, Maine, and opened another store — an outlet in Seabrook, N.H. — in October, giving the company 66 locations throughout New England. VIP President Tim Winkeler says the southern Maine market “is growing quickly” and the company needed more space to serve customers.

Discount Tire expands in Texas Discount Tire has opened a store in Azle, Texas, giving the company 269 stores in “The Lonestar State.” Discount Tire says it has plans for more expansion in Texas.

RNR to enter Dallas area RNR Tire Express will enter the Dallas/Fort Worth market next year when a new franchisee opens the first of six stores in the Texas cities. RNR says the Clarke family will open six stores over the course of five years.

Leeds West grows in Iowa Leeds West Groups (LWG) plans to convert an auto repair facility in Ames, Iowa, to a Big O Tires location. LWG acquired three other Big O locations in the Ames market this past summer. This deal gives LWG 122 total automotive retail locations.

TIA promotes Littlefield The Tire Industry Association has promoted Roy Littlefield IV to vice president of government affairs. For the past eight years, he has served as the group’s director of government affairs. Littlefield will develop, lead and execute TIA’s legislative strategy.

Prinx beefs up sales team Prinx Chengshan Tire North America Inc. has added Pete Salvan, Jerry Granito and Javier Valdez to its sales team. Salvan has joined Prinx as vice president of sales and brings more than 16 years of tire industry experience to his new role.

Elledge joins Hornsby Tire Dothan, Ala.-based Hornsby Tire Distributors has named Keith Elledge director of sales and marketing. Prior to his new role, Elledge was senior sales director at Nexen Tire America Inc. and previously worked for Continental Tire the Americas LLC.

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TireSouth has opened its sixth location and second store in the Atlanta, Ga., area.

Co-owner Michael Spencer says despite uncertainty in the economy, the business’ product mix hasn’t changed much. Tire units have dipped, but service has remained strong. “The people who wanted a particular tire are still buying a particular tire.”

Photo: TireSouth

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ireSouth Inc. opened its second new store of the year in November and owner Michael Spencer says despite economic pressure on consumers, the Atlanta, Ga.-area tire dealership is seeing steady demand for its products and services.

“We’ve definitely felt over the last few months a tightening of the purse strings.

People are more sensitive.”

Spencer says that when presented with an option to defer maintenance, consumers are opting to do so. Yet he and his wife Jessica, co-owners of the seven-store business, are optimistic.

“We feel the demand for TireSouth is still there,” he says. “Our bays are full and our guys are busy.”

The sixth TireSouth store opened at the beginning of September. That retail location is the company’s second in Atlanta and Michael says it has “had a strong start” in its first months of operation.

The couple then went to work rehabbing another space for the dealership’s seventh location — an outlet in Peachtree Corners, Ga. “And we might have another one in our back pocket” for January 2023, he says.

“We keep a full schedule.”

The Spencers have a vision of tripling their store count in the next five years.

“Internally, we’re talking about 25 locations within five years,” says Michael “But we want to grow the right way — to run (stores) the way we want them run. The store count is the easy part. It’s making sure you have the people in place and sustaining the value (that’s difficult.)

“We want to maintain the things that have made us successful up to this point,” he says.

Spencer senses the hiring situation is improving. “We’re seeing applicants again.

There’s still a heavy need on the training front. We’re looking for good people more so than anything. If we have to train them and teach them, we’re ready and willing to do that.

“If you go back 12 months, you had job ads posted and weren’t getting applicants. The struggle for the right applicants is still very much real, but it feels like the tide is turning.”

MTD December 2022

11/28/22 10:20 AM

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Industry News

31 Inc. names Deborah Bjorklund president

Bites Nexen supports Blackhawks Nexen Tire America Inc. is working to increase brand awareness with consumers in the U.S. and plans to elevate its presence via a new partnership with the Chicago Blackhawks National Hockey League team during the 2022-2023 season. The tiremaker will be featured on a variety of marketing assets, including boards around the rink at the United Center in Chicago, Ill.

Love’s adds to Speedco Love’s Travel Stops has opened three more Speedco locations. They are located in Clarksville, Ark.; Ripley, N.Y.; and Brookville, Pa. Each location sells new truck tires and retreads and provides a wide range of services for commercial trucks.

Pre-Q exhibits at NASTC Pre-Q Galgo Corp. exhibited at the annual National Association of Small Trucking Companies conference and trade show in Nashville, Tenn. Pre-Q Galgo officials educated members of the association on the financial and performance benefits of retreads.

Indy rebrands with Firestone

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nternational tire repair material and tire service equipment provider 31 Inc. has named Deborah Bjorklund its new president. A 30-year tire industry veteran, Bjorklund joined the company in 2018.

During her career at 31 Inc., she has held a variety of management and leadership positions, most recently serving as vice president of national accounts.

Bjorklund was recognized as one of the Tire Industry Association’s Women to Watch in 2015. And in 2012, she was named the Car Care Council’s Aftermarket Woman of the Year.

“Deborah is a proven leader who has always put the needs and wants of our customers first,” says Bobby Hendry, CEO of 31 Inc. “As 31 Inc. continues to grow, Deborah will Deborah Bjorklund is the new ensure that our customers continue to enjoy president of 31 Inc. She joined the company in 2018. the highest level of service.”

“I look forward to continuing to serve our Photo: 31 Inc. customers in my new role, as 31 Inc. offers an increasingly comprehensive array of products and tools to help them optimize their profitability,” says Bjorklund. “This is an exciting time for our company and the customers who make it successful.”

Bjorklund will be based at 31 Inc.’s global headquarters in Newcomerstown, Ohio.

The company is a provider of tire repair materials, tire pressure monitoring system sensors and tools, tire valves, tire gauges, tire repair tools, tire mounting lubricants, air hoses, accessories and more.

The NTT Indycar Series is rebranding Indy Lights as INDY NXT by Firestone. The Bridgestone Americas Inc. brand will serve as the presenting sponsor and official tire of the series, which will stage 14 races in 2023.

Bodart takes lead on CooperGoodyear ‘integration’

Michelin raises $670,000 Michelin North America Inc. raised more than $670,000 via a recent charity golf tournament, with proceeds supporting 10 charities in communities where Michelin employees live and work. Since the first tournament in 1989, the event has generated almost $9 million.

ATD sets fundraising record American Tire Distributors Inc. (ATD) has raised $1.5 million for the Gary Sinise Foundation and set a record for the largest amount of money ATD has ever raised for the organization. During the summertime campaign, ATD associates and Tire Pros dealers and associates — as well as tire manufacturers, vendor partners and even customers — all contributed to the effort.

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yan Patterson, who was tasked with combining the legacy Cooper Tire & Rubber Co. business into Goodyear Tire & Rubber Co., has left the Akron, Ohio-based tiremaker. And now John Bodart, a Cooper veteran and vice president of business integration at Goodyear, will lead the “integration workstreams.”

According to a filing with the U.S. Securities and Exchange Commission, Patterson’s last day with Goodyear was Oct. 31. He had most recently served as chief operating officer and integration officer.

Early in his career, Bodart managed Cooper’s Texarkana, Ark., manufacturing facility and later was promoted to vice president of manufacturing operations for all of Cooper’s North American factories.

Goodyear says the continued execution of the integration activities “will be driven within the (company’s) Americas business, where we are on track to realize our previously announced synergies by mid-2023.”

The Akron, Ohio-based tiremaker finalized its $2.5 billion acquisition of Cooper in June 2021 and said it expected to capture $165 million in “run-rate cost synergies.”

Since then, the company has upgraded the total of those synergies and said they’re likely to total $250 million by the middle of 2023.

MTD December 2022

11/22/22 9:20 PM

Industry News

Turbo Wholesale Tires takes on investor

Bites Reece Hester retires Reece Hester, longtime executive director of the North Carolina Tire Dealers Association (NCTDA), has retired from the Automotive Service and Tire Alliance (ASTA) following a 45-year tire industry career. Hester served as the executive director of he NCTDA, which merged with the Indepndent Garage Owners Association in 2021 to form ASTA, for 17 years.

Sentury names tech director Sentury Tire USA has named David Klekamp its technical tire director. A 36-year tire industry veteran, Klekamp will be involved in developing Sentury’s new product strategy in the United States, among other functions.

Bridgestone receives grant The U.S. Department of Agriculture has awarded a $35 million grant to Bridgestone Americas Inc., which will use the money to invest in further development of guayule as a tire component.

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urbo Wholesale Tires, a southern California-based wholesale distributor that was founded by Sarkis Sepetijian in 1983, has partnered with an investor, Kingswood Capital Management. Veteran tire industry executives Phillip Kane and Larry Jeffries have been named as CEO and president of the operation, respectively.

Sepetjian and the Sepetjian family are retaining “significant ownership” in the firm and have joined Kingswood’s board of directors.

Turbo Wholesale Tires designs, supplies and wholesales both proprietary and third-party branded tires from more than 500,000 square feet of combined warehouse space in the U.S. “We are thrilled to be partnering with Sarkis and the Sepetjian family, who have done an excellent job growing Turbo’s business over the last decade and building an impressive portfolio of brands, including the company’s proprietary Lexani, Lionheart, and RBP owned brands,” said Michael Niegsch, partner of Kingswood.

“The investment of growth capital and the additions of Phillip Kane and Larry Jeffries to the Turbo management team position the company well to pursue accelerated growth and offer customers additional products and services.”

“We are excited about investing in and supporting Turbo’s continued growth and look forward to our partnership with Sarkis and the Sepetjian family,” says Alex Wolf, managing partner at Kingswood.

Kane is a former vice president of Goodyear Tire & Rubber Co.’s commercial tire business. Jeffries is the former CEO of Tredroc Tire Services Inc. The deal was funded, in part, by Cerberus Business Finance.

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Industry News

Kumho names Denlein president of sales, marketing

Bites Dill names OEM director Dill Air Controls has named Dan Engelson sales director of OEM and industrial accounts. Engelson has more than a decade of sales and management experience in the automotive, industrial and heavy-duty truck markets.

TIA invests in more training The Tire Industry Association will update its Certified Automotive Tire Service (ATS) training program in 2023, including modules that cover tire pressure monitoring systems. The finished program will be rolled out in 2024.

Bridgestone to exit Russia After suspending production in Russia in March due to the war in Ukraine, Bridgestone Corp. says it is looking for a buyer for its plant and operations in the country. The tiremaker has had a presence in Russia since 1998 and has more than 1,000 employees there. Most of them work at Bridgestone’s tire manufacturing plant in Ulyanovsk.

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umho Tire USA Inc. has promoted Shawn Denlein to president of sales and marketing for the U.S. Denlein joined Kumho in 2018 as its executive vice president of sales and marketing. His new role with the company started on Oct. 31.

Denlein has more than 27 years of tire industry experience, with his career spanning stops at Yokohama Tire Corp., Hankook Tire America Corp and Monro Inc. At each company, he held various leadership and executive roles in sales, marketing and merchandising.

In his new role at Kumho, Denlein will be responsible Shawn Denlein joined for driving the company’s long-term sales and marketing Kumho in 2018. He has more than 27 strategy, while also ensuring continued value for its custom- years of tire industry ers and dealers. experience.

“Shawn is a strong leader who brings incredible business Photo: Kumho Tire USA Inc. acumen, as well as sales and marketing perspective, to our team,” says Ed Cho, the CEO of Kumho Tire USA Inc. “His collaborative mindset and insight will continue to bring success to our sales and marketing efforts.”

Continental names Uys truck tire business leader

Nokian heads to Romania Nokian Tyres plc will build a new tire factory in Romania in response to exiting and selling its operations in Russia. The Finland-based company is looking to replace its Russian plant that as recently as 2021 had produced 80% of its passenger tires.

Michelin launches MEMS Lite Michelin North America Inc. has unveiled Michelin MEMS Lite, a system that uses tire pressure and temperature sensors to deliver periodic updates on OTR tires. Captured data is sent to connected devices via a local server or secure cloud.

C Shaun Uys will lead Continental Tire the Americas LLC’s truck tire unit.

Photo: Continental Tire the Americas LLC

ontinental Tire the Americas LLC has promoted Shaun Uys to run its replacement truck tire business in the Americas. The post includes responsibility for Continental’s key truck tire fleet accounts.

Uys has more than 22 years of experience in the tire industry. He joined Continental in 2000 and has held many positions internationally, including roles in South Africa, Germany and the United States.

He most recently served as vice president of Continental’s original equipment commercial truck tire business in the Americas and strategic fleet accounts.

Truck market still healthy The North American truck market remains in good shape as 2022 draws to a close, according to ACT Research. “There is a compelling case to be made for production volumes to be sustained at 2022 levels through the end of 2023,” according to Kenny Vieth, ACT Research’s president.

Blackhawk teams with MMA Mixed martial arts organization Bellator has chosen the Blackhawk tire brand to be a sponsor. Blackhawk branding will be featured on Bellator’s event signage and co-branded social media posts.

14

02_MTD_News-Numbers.indd 14

Moncar to distribute Starlux truck tires

C

haoyang Long March Tyre Co. Ltd. (Long March) will produce Starlux truck tires for the United States market. The tires will be distributed exclusively by Moncar Inc., a company in Coral Gables, Fla., that is led by Charlie Salas.

Long March will produce the tires at a new tire factory in Pakistan. The plant, a joint venture with Service Industries Ltd., has a capacity of 600,000 truck and bus tires a year. Long March says the plant’s capacity is expected to be expanded to 2.4 million units by 2026.

The deal to bring Starlux to the U.S. also includes a partnership with Jose Luis Arellano, chairman of Emotion, a tire distributor that serves Mexico and Latin America.

MTD December 2022

11/28/22 10:20 AM

www.yokohama-oht.com

More than 4,000 SKUs.

NAMES FOR EVERY WISH LIST. Yokohama Off-Highway Tires makes every season bright by bringing four great brands—Yokohama, Alliance, Galaxy and Primex—under one umbrella to help you deliver the right tire for just about any off-highway application. And we back our manufacturing skills with a world-class sales team, our new B2B eCommerce portal for streamlined ordering and invoicing, and some of the best warranties in the business.

RT41 • FARMPRO • 365 AGRISTAR • TERRA TURBO • HTSR • AGRIFLEX • BOSSMAN • EARTH-PRO • HONEY WAGON • MULTIUSE 550 • RL52 • KING KONG • GEOMASTER • THE BEEFY BABY • THE HIPPO • THE HULK • GARDEN PRO • THE KING OF COAL • TURF SPECIAL • Y575 • YARDMASTER • HARBOURMASTER • 354 AGRIFLEX + • LOGMONSTER • SUPER SIDEWALL • MIGHTY TRAC • THE MUDDY BUDDY • TRAC STAR ND • WORKSTAR • LDSR • THE GIRAFFE • RB03 • THE DIG MASTER • AGRI STAR II • LIFTOP SDS • GRADEROCK • BOSSLIFT • 389 AGRIFLEX + • HARBOR KING • YARDMASTER • PORT STAR • LOGSTOMPER • MIGHTY MOW • RS02 • AT GRIP STEEL • KING KONG • MIGHTY TRAC • AT GRIP STEEL • HARBOR KING • LOGMONSTER • THE MUDDY BUDDY • LOGSTOMPER • THE HULK • 354 AGRIFLEX + • GEOMASTER • YARDMASTER • LIFTOP SDS • AGRIFLEX • HTSR • GRADEROCK • RT41 • GARDEN PRO • PORT STAR • MIGHTY MOW • BOSSLIFT • THE KING OF COAL • EARTH-PRO • 389 AGRIFLEX • LDSR • THE DIG MASTER • HONEY WAGON • RB03 • TURF SPECIAL • RS02 • Y575 • AGRI STAR II • FARMPRO • SUPER SIDEWALL • THE GIRAFFE • YARDMASTER • THE HIPPO • MULTIUSE 550 • 365 AGRISTAR • WORKSTAR • THE BEEFY BABY • TERRA TURBO • BOSSMAN • HTSR HARBOURMASTER • RL52 • TRAC STAR ND • RL52 • THE DIG MASTER • PORT STAR • Y575 • AGRI STAR II • LOGMONSTER • LOGSTOMPER • HARBOURMASTER • LOGSTOMPER • BOSSLIFT • KING KONG • 389 AGRIFLEX + • THE HULK • THE BEEFY BABY • HONEY WAGON • AT GRIP STEEL • LOGMONSTER • FARMPRO • YARDMASTER • LDSR • RB03 • YARDMASTER • THE GIRAFFE • GEOMASTER • THE KING OF COAL • 389 AGRIFLEX + • PORT STAR • RS02 • THE DIG MASTER • LIFTOP SDS • TERRA TURBO • TERRA TURBO • HARBOURMASTER • GRADEROCK • 365 AGRISTAR • FARMPRO • RT41 • MIGHTY TRAC • SUPER SIDEWALL • LDSR • THE KING OF COAL • HTSR • WORKSTAR • 354 AGRIFLEX + • EARTHPRO • RB03 • THE HULK • THE HIPPO • TRAC STAR ND • RT41 • FARMPRO • 365 AGRISTAR • TERRA TURBO • HTSR • AGRIFLEX • BOSSMAN • EARTH-PRO • HONEY WAGON • MULTIUSE 550 • RL52 • KING KONG • GEOMASTER • THE BEEFY BABY • THE HIPPO • THE HULK • GARDEN PRO • THE KING OF COAL • TURF SPECIAL • Y575 • YARDMASTER • HARBOURMASTER • 354 AGRIFLEX + • LOGMONSTER • SUPER SIDEWALL • MIGHTY TRAC • THE MUDDY BUDDY • TRAC STAR ND • WORKSTAR • LDSR • THE GIRAFFE • RB03 • THE DIG MASTER • AGRI STAR II • LIFTOP SDS • GRADEROCK • BOSSLIFT • 389 AGRIFLEX + • HARBOR KING • YARDMASTER • PORT STAR • LOGSTOMPER • MIGHTY MOW • RS02 • AT GRIP STEEL • KING KONG • MIGHTY TRAC • AT GRIP STEEL • HARBOR KING • LOGMONSTER • THE MUDDY BUDDY • LOGSTOMPER • THE HULK • 354 AGRIFLEX + • GEOMASTER • YARDMASTER • LIFTOP SDS • AGRIFLEX • HTSR • GRADEROCK • RT41 • GARDEN PRO • PORT STAR • MIGHTY MOW • BOSSLIFT • THE KING OF COAL • EARTH-PRO • 389 AGRIFLEX • LDSR • THE DIG MASTER • HONEY WAGON • RB03 • TURF SPECIAL • RS02 • Y575 • AGRI STAR II • FARMPRO • SUPER SIDEWALL • THE GIRAFFE • YARDMASTER • THE HIPPO • MULTIUSE 550 • 365 AGRISTAR • WORKSTAR • THE BEEFY BABY • TERRA TURBO • BOSSMAN • HTSR HARBOURMASTER • RL52 • TRAC STAR ND • RL52 • THE DIG MASTER • PORT STAR • Y575 • AGRI STAR II • LOGMONSTER • LOGSTOMPER •

Happy Holidays from Our Family to Yours.

MTD_1222.indd 15

11/30/2022 4:36:18 PM

NumbersThatCount

Relevant statistics from an industry in constant motion

6

Straight years that U.S. light truck tire shipments have exceeded 30 million units in the replacement channel, beginning in 2016.

SOURCE: MTD’S 2022 FACTS ISSUE

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

1,834,000

Number of vehicles Toyota Motor Corp. sold in North America in 2022 through the month of September.

640

Number of medium truck retread plants in the U.S.

SOURCE: TOYOTA MOTOR CORP.

SOURCE: MTD’S 2022 FACTS ISSUE

Photo: Toyota Motor Corp.

Photo: MTD

$10,728

48%

SOURCE: AAA

SOURCE: 2020-2021 MTD TIRE DEALER AUTOMOTIVE SERVICE STUDY

Photo: Ford Motor Co.

Photo: MTD

Average yearly cost to own and operate a new vehicle in 2022.

16

02_MTD_News-Numbers.indd 16

Average percentage that auto service represents in a tire dealership’s total sales.

MTD December 2022

11/28/22 10:21 AM

BANDIT CUV/SUV 245/65R17 AS SHOWN

THE BANDIT CUV/SUV IS SPECIFICALLY MADE FOR THESE POPULAR OE FITMENTS: SUBARU OUTBACK TOYOTA RAV4 SUBARU CROSSTREK HONDA CR-V JEEP RENEGADE TRAILHAWK MAZDA CX-5 NISSAN ROGUE FORD ESCAPE JEEP CHEROKEE

NEW ^ RELENTLESS MILEAGE WARRANTY ^ D-TECH SILICA COMPOUND ^ RELENTLESSLY DEEP TREAD ^ DUAL SIDEWALL DESIGN ^ 50+ RELENTLESS SIZES ^ RELENTLESSLY ALL-WEATHER

MTD_1222.indd 17

DELINTETIRES.COM | #DELINTETIRES

11/23/2022 8:14:10 AM

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

Is demand bouncing back?

FEWER PRICE HIKES AND MORE REBATES ARE HELPING, SAY DEALERS By

John Healy

R

ecent tire dealer commentary suggests that consumer demand for passenger and light truck tires rose on a net basis in October 2022 versus the same month in 2021.

Twenty percent of the net number of respondents to our latest survey indicated they saw positive demand year-over-year, which compares to lower readings the previous two months.

We note that this 20% figure represents the largest increase we have seen since March 2022.

We credit this to a bit of stabilization in terms of pricing actions from tire manufacturers relative to earlier in the year, which worked in favor of dealers during the months of October and November.

In addition, respondents to our survey indicated that they are seeing more promotional activity in the market – with many confirming that recent rebate actions have been a welcome sign for consumers.

While things are trending in a positive way again, some of our contacts anticipate another round of pricing actions at the beginning of 2023.

However, they do not believe that price hikes will continue at the pace they have.

REGIONAL SNAPSHOT

Looking at volume levels during the month of October, we note that the Northwest region reported the strongest year-over-year growth, with the Midwest also seeing positive trends.

The Southwest experienced a slight year-

over-year drop in volume. The Southeast region performed the weakest.

While dealers expect to see fewer price increases in 2023, they indicate that earlier price hikes have continued to impact demand.

TIERS JOCKEY FOR POSITION

Each month, we analyze how different tire tiers are trending in terms of customer preference — holding fast to our long-held belief that consumer preference changes according to economic conditions.

Tier-one and tier-two tires appeared to be the most in-demand products during October.

Despite inflation and other headwinds, tier-one and tier-two tires showed strength for the second month in a row.

We note that during the summer months, our contacts told us that more opening price point tires were entering the market and supply of those tires was increasing.

They also shared that many customers were still deferring auto repair and maintenance services due to the rising cost environment.

Our research indicated to us that this deferment period may be nearing the end and consumers are favoring higher-tier products as a result.

When examining the landscape from a longer-term view, we continue to believe that pricing in North America will remain consistent with raw material costs.

We expect tire manufacturers to remain disciplined in their efforts to balance price

Snapshot of Dealers’ PLT Tire Volumes (Year-Over-Year Change) Aug-21

Sep-21

Oct-21

Aug-22

Sep-22

Oct-22

Average

Increase

50%

57%

45%

33%

43%

50%

41%

Flat

12%

14%

10%

0%

21%

20%

27%

Decline

38%

29%

45%

67%

36%

30%

32%

Total

100%

100%

100%

100%

100%

100%

100%

SOURCE: NORTHCOAST RESEARCH ESTIMATES

18

02_MTD_News-Numbers.indd 18

with volume in order to maximize profit over market share.

Manufacturers also continue to take a disciplined, lean approach to output — though many tire dealers tell us they are experiencing increasing inventory levels.

RAW MATERIAL REVERSAL

The “basket” of raw materials needed to make a basic replacement consumer tire increased 26.1% on a year-over-year basis during the third quarter of 2022 following a 30.3% year-over-year jump in the second quarter.

Looking back a few months, we note that raw material cost increases started to moderate as our raw material index in August fell 3.8% from July 2022 levels.

For the most part, overall raw material prices remained flat from the second quarter of 2022 to the third quarter of 2022.

Looking ahead, holding current spot prices flat would equate to a 13.4% yearover-year increase this quarter in order to build a tire.

Looking at specific components, we note that carbon black has increased in price on a year-over-year basis for the last 21 months straight. However, rates have begun to moderate.

In assessing crude oil prices, we have seen some moderation on this front, as well, as prices have fallen a bit from their spring 2022 peak, which was driven by Russia’s invasion of Ukraine.

Sequential declines were observed in both August and September 2022.

Moving to natural rubber prices, our natural rubber index fell an average of 6.9% year-over-year during the last quarter.

The price of synthetic rubber, however, grew by an average of 10.7% year-over-year during the third quarter of 2022.

John Healy is a managing director and research analyst with Northcoast Research Holdings LLC, based in Cleveland. Healy covers a variety of subsectors of the automotive industry.

MTD December 2022

11/22/22 9:20 PM

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MTD_1222.indd 19

|

11/23/2022 8:14:11 AM

SEMA Show/AAPEX

26

STORIES FROM THE SEMA SHOW AND AAPEX The latest tires, tools and more

The Delinte Crossover Bandit from Sentury Tire USA is available in more than 50 popular sizes.

Photo: MTD

BY MIK E M AN GE S & M ADDIE GEHR IN G

D

idn’t make it to last month’s Specialty Equipment Market Association (SEMA) Show and Automotive Aftermarket Products Expo (AAPEX) events? MTD was there to cover the tires, products, services, tools and upgrades that suppliers showcased — bringing you the latest from the 2022 SEMA Show and AAPEX.

SENTURY ROLLS OUT CROSSOVER, TBR TIRES

Sentury Tire USA showcased several new products at its 2022 SEMA Show booth, including the Delinte Bandit Crossover, which is available in more than 50 popular sizes; the Landsail Stormblazer Crossover, a hybrid tire that also comes in 50-plus sizes; and in a first for the company, a Delinte brand commercial truck and bus tire line, which includes long-haul and regional offerings.

“The SUV and CUV market in the U.S. is thriving, with CUVs being the nation’s number one-selling vehicle segment,” says Maxwell Wee, executive vice president of Sentury Tire USA. “Aggressive tires and off-road-style wheels are the look and function that drivers are outfitting their SUVs and CUVs with and this is not just a trend.”

AMERICAN OMNI ADDS TO THUNDERER LINE

The new Thunderer Mach 1 Plus is a premium touring tire for small to mid-size vehicles.

Photo: MTD

20

03_MTD_Feature.indd 20

American Omni Trading has added two tires — the Mach 1 Plus and the Ranger 007 — to its Thunderer line. The Mach 1 Plus is a premium touring tire designed for small to mid-size vehicles and provides “a quiet and comfortable ride, with great handling and long tread life,” according to American Omni officials. The Mach 1 Plus will be available during the first quarter of 2023 in more than 40 sizes.

Also available in early-2023, the Ranger 007 is designed for pickup truck, SUV and CUV owners “who demand quiet comfort and reliability all year-round. The Ranger 007 will come in 45 sizes, fitting wheels ranging from 14 inches to 20 inches in diameter.”

Both tires are manufactured by Deestone, American Omni’s longtime supplier.

MTD December 2022

11/28/22 10:21 AM

We bring T R A C K - P R O V E N P E R F O R M A N C E to the street.

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Roadside Assistance* *Restrictions and limitations apply. See Total Confidence Plan brochure for complete coverage details at www.continentaltire.com/warranty.

C O N T I N E N T A LT I R E . C O M

MTD_1222.indd 21

11/23/2022 8:14:11 AM

SEMA Show/AAPEX coverage TIRECO PREVIEWS SECOND U.S.-MADE TIRE

KENDA INTRODUCES ‘FOUR-SEASON’ TIRE

The Patagonia A/T Pro will be Tireco’s second product that’s manufactured in the United States.

The Vezda Touring 4S KR211 premium “four-season”tire will be available this coming summer in 45 sizes.

Photo: MTD

Photo: MTD

Tireco’s product development “is in overdrive,” says Andrew Hoit, executive vice president of the company’s brand division.

“We have several new patterns coming, including our second product in the Milestar brand that will be built in the U.S.” The new product, the Patagonia A/T Pro light truck tire, “is very targeted at tier-one and tire-two brands in the category” and will be available during the third quarter of 2023. “We’re doing exceptionally well with Patagonia, which is the family name of our Milestar brand.”

Tireco also is planning to launch its Milestar Interceptor AS 810 UHP all-season tire. The company sees “huge potential” in the ultra-high performance (UHP) all-season category, says Hoit. “We have popular EV fitments in this line. Our Milestar brand today has 90% market coverage” in the U.S. “and that’s only going to increase, especially with UHP all-season.”

American Kenda Rubber Co. Ltd. has expanded its Vezda passenger tire line with the addition of three products, including a “four-season” tire, the Vezda Touring 4S KR211, that will be available this summer in 45 sizes.

The Vezda Touring 4S KR211 is “a premium touring tire for drivers of coupes, family sedans, crossovers and minivans,” says Brandon Stotsenburg, vice president of Kenda’s automotive unit. It boasts a “unique compound that’s silica-based and soybean-infused” and has earned 3-Peak Mountain Snowflake certification, he adds.

Also new from Kenda are the Vezda UHP and Vezda UHP Max — both of which will be available for ordering in February 2023. The Vezda UHP offers enhanced handling for high-performance cars and sedans, while the Vezda UHP Max delivers optimal dry and wet surface performance.

HUNTER UNVEILS MAVERICK TIRE CHANGER

Hunter Engineering Co. unveiled its new Maverick center-clamp tire changer during the 2022 SEMA Show.

The machine “shares many features with Hunter’s popular, standard-setting Revolution tire changer, but keeps technicians completely in charge” of the tire mounting process, according to Hunter officials.

The Maverick features a simple, four-joystick lay-out; an all-new, leverless head that uses a tool and hook mechanism for maximum wheel protection; a lifting edge that saves time and effort; a RollerLock center post that clamps faster and tighter; and more.

“Just as the Revolution (tire changer) raised the bar with fully autonomous tire changing, Maverick is doing the same for a traditional, technician-driven tire changer,” says Jim Hudson, Hunter’s product manager for tire changers. “We took some great features from the Revolution and then designed Maverick to be technician-controlled — focusing on flexibility, speed and safety.”

22

03_MTD_Feature.indd 22

The new Maverick tire changer from Hunter puts control in the hands of the technician.

Photo: MTD

MTD December 2022

11/22/22 9:22 PM

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MTD_1222.indd 23

11/23/2022 8:14:12 AM

SEMA Show/AAPEX coverage ATTURO ADDS 16 SIZES TO TRAIL BLADE

GITI BRINGS ADVENTURO ATX TO SHOW

Atturo has added 16 sizes to its Trail Blade line, says Michael Mathis, the company’s president.

The GT Radial Adventuro ATX was displayed prominently during the SEMA Show.

Photo: MTD

Photo: MTD

Atturo Tire Corp. has added 16 popular sizes to its Trail Blade line. The expansion includes 26-inch offerings, a first for the company.

The Trail Blade MTS has five new sizes, four of which will fit 26-inch wheels. The Trail Blade ATS is available in six new sizes, including 16-inch fitments for commercial van applications.

The Trail Blade X/T, Atturo’s hybrid pattern, gets three additional sizes, including 295/70R17, 37x13.5R17 and 305/30R26. And Atturo has added two sizes — LT245/75R16 and LT235/85R16 — to its Trail Blade M/T, which has been “a very popular tire amongst truck, SUV and off-road vehicle owners since its inception,” according to Michael Mathis, Atturo’s president.

Atturo also displayed two new tires for ATVs and sideby-side vehicles — the Trail Blade X/T SxS and Trail Blade Boss SxS — during the SEMA Show.

Giti Tire (USA) Ltd. showcased a number of tires during the SEMA Show, including its GT Radial Adventuro ATX, which company officials say “offers an excellent balance between on- and off-road performance” and boasts 3-Peak Mountain Snowflake certification.

Giti also displayed the Maxtour LX, a grand touring allseason tire for CUVs that comes with a 70,000-mile tread life warranty and fits popular crossovers and sedans, as well as the GT Radial Champiro Sx2 RS, a high-performance product that’s manufactured at the company’s plant in South Carolina.

The GT Radial Champiro Sx2 RS has helped Formula Drift drivers achieve no fewer than six podium finishes this past year and “also excels in street use,” say Giti officials.

MAXXIS EV TIRE EARNS SEMA SHOW HONORS

Maxxis International-USA’s new tire for electric vehicles (EVs), the Victra Sport EV, took home Best New Product honors during the SEMA Show.

The Victra Sport EV “is our newest ultra-high performance summer tire specifically designed for EVs,” according to Maxxis officials. “It is engineered to deliver a higher level of balanced performance than conventional UHP summer tires.”

The tire sports a deeper rib with Maxxis’ “lightning sipe” design for enhanced water evacuation and wear performance throughout its service life, plus a special sound-absorbing foam technology that “reduces cavity resonance and minimizes overall tire noise.” A new-generation EV compound also “reduces energy loss due to friction,” which results in lower rolling resistance.

24

03_MTD_Feature.indd 24

The new Victra Sport EV is Maxxis’ latest offering in the UHP summer tire category.

Photo: MTD

MTD December 2022

11/28/22 10:21 AM

Blackburn Wheels is now a part of ALL STAR Auto Parts.

Same great service with a new ALL STAR name.

See how brightly we shine.

800-981-8321 or BlackburnsWheelFinder.com

MTD_1222.indd 25

11/23/2022 8:14:13 AM

SEMA Show/AAPEX coverage TOYO TREADPASS RETURNS TO SEMA SHOW

Toyo Tire U.S.A. Corp. brought its TreadPass area back to the SEMA Show for the ninth year in a row. This year, the section — which connected the South and Central Halls of the Las Vegas Convention Center — displayed 28 rare vehicles. These included a Mercedes Benz 300 SL; a 1993 Mazda RX7 with a race spec; a time attack-inspired 2019 Audi RS3; and others.

Toyo also displayed its new Open Country R/T Trail light truck tire, which will be available in 47 sizes, fitting wheels 16 to 24 inches in diameter, as well as the Toyo Open Country R/T and Toyo Open Country A/T III products.

The TreadPass area also featured an art installation, a live painting demonstration and numerous photo opportunities for attendees.

The Toyo TreadPass area featured 28 unique vehicles, plus the company’s newest light truck tire and other products.

Photo: MTD

HERCULES MUD TIRE MAKES ITS DEBUT

American Tire Distributors Inc. (ATD) displayed a new all-season mud tire, the Hercules TIS TT1, during the SEMA Show. The tire — which is designed for recreational off-road drivers seeking “a stylized, aggressive look,” according to ATD officials — features two distinct shoulder designs that allow for driver customization.

The tire will be available in 19 high-flotation sizes in load ranges of E and F. It will be offered through ATD’s entire distribution network. And members of the Hercules Power Program will have access to exclusive program benefits.

Myles Kovacs, president and founder of TIS Offroad, helped design the TIS TT1 and will assist in its marketing.

(Earlier this year, ATD and Kovacs introduced the Hercules TIS UT1, a product for UTV and ATV applications.)

TGI showcased the Cosmo Mud Kicker at its SEMA Show booth.

Photo: MTD

TGI SHINES LIGHT ON COSMO MUD KICKER

The new Hercules TIS TT1 targets recreational off-road drivers.

Photo: MTD

26

03_MTD_Feature.indd 26

Tire Group International LLC (TGI) featured the Cosmo Mud Kicker, a mud-terrain tire, during the SEMA Show.

The tire has been built “for functionality and design,” says Joaquin Gonzalez, president of the Miami, Fla.-based wholesale distributor.

The Cosmo Mud Kicker features larger center tread blocks; open-shoulder lugs; a three-ply sidewall; stone ejectors and more. Customers can choose from two sidewall looks.

They have the option of a raised, all-black letter sidewall or a “sleek design” with indented lettering, according to Gonzalez.

He adds that even though the product has “a lower-tier price point,” it delivers premium service and performance capabilities.

MTD December 2022

11/29/22 1:19 PM

EXPERIENCE THE WINTER Designed for the harshest winter conditions, GT Radial studdable winter tires are built for the snow. Providing excellent grip and handling in extreme conditions, the IcePro series gets you there. Experience the Performance.

ICEPRO3

ICEPRO SUV3

Winter

Studdable

Winter

ICEPRO LT3

Studdable

Winter

Studdable

WWW. GTRADIAL.COM

MTD_1222.indd 27

11/23/2022 10:35:26 AM

SEMA Show/AAPEX coverage MICKEY THOMPSON BAJA BOSS GETS BIGGER

Mickey Thompson Tires & Wheels is expanding its Baja Boss M/T light truck tire line with the addition of 42-inch and 44-inch sizes. Three new 50-inch sies will be available for the Baja Boss M/T this coming summer.

The Baja Boss M/T features an asymmetrical tread pattern for noise reduction; extra-large, four-pitch Mickey Thompson Sidebiters for enhanced off-road traction; stone ejector ribs; a silica-reinforced compound for optimal wear, cut and chip resistance; and other features.

The Baja Boss line has new sizes.

Photo: MTD

1-800 EVERYRIM PROMOTES RIMTEXT

1-800EveryRim OEM Wheels promoted its popular RimText system, which company officials say is “faster and more accurate than any website. Shops can simply click on a pic of the OEM wheel they need to replace,” send the photo by texting 951-RimText (951-746-8398) “and (it’s) done — no part number or model and year needed.

“Why click seven or more times on any site, only to miss a detail? When shops are selling their take-offs, they send a pic of one wheel or a pile and we take it from there.”

Customers will “receive a timely reply to get a a starting point on what to keep and what to scrap.”

1-800EveryRim OEM Wheels also offers a website, www. everyrim.com, as another option for customers.

Continental urged techs to update their TPMS tools.

Photo: MTD

‘UPDATE YOUR TPMS TOOLS,’ SAYS CONTINENTAL

1-800EveryRim OEM Wheels promoted its RimText system at its 2022 SEMA Show booth.

Photo: MTD

28

03_MTD_Feature.indd 28

At this year’s AAPEX event, Continental officials encouraged technicians to update their tire pressure monitoring system (TPMS) tools.

“We are doing a public service announcement for technicians to keep your TPMS tools updated because this is a huge issue we are seeing right now,” said Anoure Fenstermaker, marketing communications manager, aftermarket, North America, Continental.

Continental also highlighted various TPMS products.

The company’s REDI-Sensor line includes four products, including the REDI-Sensor SE10007 tool, which enjoys coverage on over 125 million vehicles and boasts a wide range of features.

MTD December 2022

11/29/22 1:20 PM

SEMA Show/AAPEX coverage TIA to focus on Right to Repair, new website and training Group honors state tire dealer association leaders during special event Tire Industry Association’s (TIA) membership approved a resolution renewing support of Right to Repair legislation during the group’s annual meeting on Oct. 31 in Las Vegas, Nev. The Right to Equitable and Professional Auto Industry Repair Act (H.R. 6570) would preserve consumer access to high quality, affordable vehicle repairs by ensuring that vehicle owners and independent repair shops — including tire dealerships — have equal access to repair and maintenance tools and data.

“We are very active in meeting with Congress about Right to Repair,” noted Dick Gust, the CEO of TIA. “This remains a top priority at TIA.” The association also will unveil a completely new website, set to launch by the end of the year. The upgrade is the first that the association has made to its site

in 10 years. As of now, the new website is 85% complete.

In addition, Gust revealed that TIA member training will be upgraded. TIA’s Certified Commerical Tire Service training classes are being produced and will be released by the end of the second quarter of next year.

Automotive Tire Service (ATS) training is getting an update and an upgraded Certified ATS is set to be released in 2024.

“Just like tools get out-of-date, information gets out-of-date and we need to update that,” Gust told attendees.

During a special luncheon, TIA honored two state tire dealer association leaders.

Gust presented Dick Nordness, longtime executive director of the Northwest Tire Dealers & Retreaders Association, with a plaque commemorating his 28 years of service to the industry. And Alex Boehnke,

Roy Littlefield IV, TIA’s government affairs vice president (right), presented the association’s Industry Achievement Award to Alex Boehnke, executive director of the Ohio Tire & Automotive Association.

Photo: MTD

executive director of the Ohio Tire & Automotive Association, received TIA’s Industry Achievement Award.

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11/28/22 10:22 AM

SEMA Show/AAPEX coverage TRIMAX TIRE ADDS NEW SIZES, PRODUCTS

Trimax Tire is expanding its product offerings. In 2022, the company added 13 sizes to its Haida HD937 tire and 13 sizes to its Haida HD869 product. The additions represent “a range of product that not everyone has, but fits our marketing, which is plus sizes and bigger sizes that people use with wheels to dress up their vehicles,” says Chris Tolbert, director of sales, Trimax.

“Moving into 2023, we’re going to come out with an X/T (extreme-terrain) line.” Trimax also will unveil an all-weather tire — the company’s first foray into that category — next year. “In our Farroad line, we’re going to come out with an all-weather product.”

Trimax also will roll out a winter tire in its Kapsen line, which the company brought to the United States market six months ago. The tire will feature 3-Peak Mountain Snowflake certification and will be available sometime next year, according to Tolbert.

Trimax is opening a mixing warehouse in China, says Chris Tolbert, the company’s director of sales (far left.)

KONTIO WHITEWALLS COME TO AMERICA

Vintage tire and wheel distributor Performance Plus Tire is looking to make a big splash with its latest product, the Kontio WhitePaw Classic. Designed in Finland, the tire is available in 13-, 14- and 15-inch sizes, according to Dennis Feldman, vice president of Performance Plus Tire.

The company will wholesale Kontio WhitePaw Classic tires out of a distribution center in Long Beach, Calif., and another warehouse in Oak Ridge, Tenn., which will provide national coverage.

The new tire “is very niche, but satisfies a market we know very well,” says Feldman, who adds that Performance Plus Tire also owns the Boyd Coddington wheel brand.

Vintage tire buyers “value aesthetics, but they also want to confidently ride” on their tires. “This segment isn’t very forgiving if you bring in something that’s poor quality.”

Performance Plus Tire will distribute the Kontio WhitePaw Classic out of two warehouses.

Photo: MTD

Photo: MTD

AUTEL TOOL SCANS TREAD DEPTH

Autel highlighted a number of products in its SEMA Show booth, including the MaxiTPMS TBE200, a hand-held tread depth measurement device that integrates with Autel’s MaxiTPMS ITS600 tool.

The laser-enabled TBE200 provides technicians with quick, accurate tread wear measurements and provides the ability to also measure brake disc wear without having to remove the tire.

It features a 1.65-inch “super-retina” touch screen, displaying measurements in real-time and providing analysis of uneven wear, as well as detailed tire replacement suggestions. Dual cameras allow techs to document wear levels and scan tire identification numbers.

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Autel’s laser-enabled MaxiTPMS TBE200 measures tread depth.

Photo: MTD

MTD December 2022

11/28/22 10:22 AM

WE ARE BKT Tires are our business...

While the group foundation dates back to the 1950s, Balkrishna Industries tire business in 1987. For over 30 years, BKT has successfully focused on specialist segments such as agricultural, construction and industrial as well as earthmoving, port and mining, ATV, and gardening applications.

Thanks to your suggestions, requirements, and feedback, in the course of the years we have come up with many tire novelties that cater for the most demanding user needs range of over 3,200 high-performance specialist tires.

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Bhuj Plant R&D Centre, Bhuj

NEW PLANT EXPANSIONS BKT has been pursuing great expansion plans at their manufacturing plants due to increased market demands. They have invested in excess of USD 350 million into modernizing and upgrading machinery, processes, and systems at all their facilities.

Carbon Black Plant

is set up for a total capacity of 360,000 MT for FY 2022-23.

This excludes several new additions and expansions on the site.

Looking at the worldwide increased demand for Agricultural Radial tires since the last 2 years, BKT has invested in a new record time of less than 10 months and started rolling out high radial tire capacity to 1.60 million tires per year, making it one of the largest ag-radial tires’ producers in the world. With this new plant, BKT says it has added another feather to its “growth cap.”

BKT has also established a new Ultra Large OTR tire plant capable to produce All Steel Radial OTR tires upto 63” rim diameter, Super Solid tire facility has also been built to focus on the production of solid tires upto 25 inches.

The capacity of the Carbon Black plant has been doubled to

Aurangabad Plant

allowing the additional production, in speciality grade, to sell to the external market for divers industries.

BKT also opened a new state-of-the-art tire plant in Aurangabad with the capacity to produce 30,000 MT of small to medium diameter tires for the agricultural and industrial Agrimax Force

capacities and extended their cogeneration power plant from 20 MW to 45 MW, to ensure energy security, with lower emissions and controlled energy costs.

As always, the company aims high and intends to expand its share of the market, following a philosophy summarized as follows, by Arvind Poddar, BKT’s Chairman & Managing Director: Earthmax OTR

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SUSTAINABILITY As a global business, we feel it is our corporate responsibility to ensure that we are safeguarding the planet for future generations, through the continuous assessment of our environmental impact, and the implementation of more sustainable practices.

Sustainability is an ongoing mission for BKT, and one we aim to be transparent about. Take the opportunity to explore the environmental, social, and business drivers behind our corporate sustainability goals.

In • • • • • • •

the past 2 years, we have achieved: Continuous resource preservation Our 3-year trend in raw material, energy and water consumption is in decline Green energy continues to meet our energy requirements (solar plants and windfarm) 33% green energy coverage achieved in the region of Bhuj Bhuj plant: zero liquid discharge 14.9% waste reduction over the last 3 years

boilers to eliminate coal, and contain emissions • 2.5% usage of recycled material out of total raw material • • Minimum process waste • No notices on environment-related regulations

By 2025, BKT’s goal is for all plants to go ZLD (zero liquid discharge), to decrease greenhouse gases by 25%, and to have all plants have solar power feeding their operations.

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BEING SUSTAINABLE:

A LONG WAY A LONG WAY TOGETHER

The world is now beginning to understand the true impact of climate change and the grave need to be sustainable to protect our planet.

BKT is aggressively looking for and implementing steps to be sustainable and be environment friendly.

Without any doubt, sustainability is at the center of all industrial novelties and innovation in every sector.

It is happening in agriculture sector too.

All players, who are part of the supply chain - from the farmer to the producer of agricultural machinery have a strong responsibility towards the ever-growing global food demand. BKT provides green tires for farming equipment, which helps protect the ecological balance in the environment, by giving optimum performance.

BKT is aware of humanity’s fundamental need of living in a healthy environment, of preserving natural

TOGETHER

has a sustainable approach in all its activities and operations, in its processes, and in strategic endeavors. and committed to sustainable developments available to everybody. BKT truly believes in this responsibility.

BKT today incorporates sustainability from a broad and comprehensive viewpoint, by means of increasingly substantial investments, for manifold purposes. sites. It’s true that its industrial success has always been based on innovation, but in real terms BKT has grown and expanded by means of the three main pillars of sustainability called ESG:

SOCIAL

GOVERNANCE

ENVIRONMENT

Energy

Corporate Governance

Water

Corporate

Focus Areas at BKT:

WHEREVER YOU ARE, BKT IS WITH YOU No matter how challenging your needs, BKT is with you offering an extensive product portfolio for every field such as agriculture, OTR and industrial applications.

WHEREVER YOU ARE, BKT IS WITH YOU

BKT provides concrete, reliable and high-quality solutions to your requests and working needs.

Wherever you are, BKT is withan you.

No matter how challenging your needs, BKT is with you offering extensive product portfolio for every field such as agriculture, OTR and industrial applications.

BKT provides concrete, reliable and high-quality solutions to your requests and working needs.

BKT USA Inc. Wherever you are, BKT is with you.

202 Montrose West Ave. Suite 240 Copley, Ohio 44321 Toll free: (+1) 888-660-0662 - Office: (+1) 330-836-1090 Fax: (+1) 330-836-1091 BKT USA Inc. 202 Montrose West Ave. Suite 240 Copley, Ohio 44321 Toll free: (+1) 888-660-0662 - Office: (+1) 330-836-1090 Fax: (+1) 330-836-1091

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11/29/22 2:51 PM

SEMA Show/AAPEX coverage ATEQ TPMS SHOWCASES NEW VT67

ATEQ TPMS highlighted new tire pressure monitoring system (TPMS) tools during the SEMA Show. This included the VT67 TPMS and tire management tool.

The VT67 has a brand-new touchscreen interface; 100% OEM sensor diagnostic coverage; 90% OBD coverage; comprehensive make, model and yearspecific relearn procedures; and more.

Constant sensor updates and the ability to connect to Wi-Fi help ensure the VT67 has the latest coverage possible.

“ATEQ has launched 120 live updates... to maintain better coverage in the market as the market changes,” says Eri Muca, global aftermarket TPMS manager, ATEQ. ATEQ TPMS highlighted new tools at its booth.

Photo: MTD

BENDPAK SHOWS OFF LIFTS

BendPak Inc. used the SEMA Show to display its new line of two-post lifts — the AP Series — which includes four products. All feature bi-metric swing arms, a low-profile arm, a high-volume power system and more.

“Lift points are moving further and further out — especially electric vehicle lift points,” says Dave Wiedershall, BendPak’s digital media manager. “These EVs are here and they are heavy. It’s a a matter of safety because there can be no error or slip on these lifts.”

BendPak also displayed its Ergochair product at the SEMA Show.

Keter Tire continues to add sizes to its Neoterra line.

Photo: MTD

KETER INVESTS IN NEOTERRA LINE

“EVs are here and they are heavy,” says says Dave Wiedershall, BendPak’s digital media manager.

Photo: MTD

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Keter Tire plans to expand its Neoterra passenger and light truck line next year by adding 31 popular sizes.

The company added 40 sizes to Neoterra in 2022, according to Rick Phillips, Keter Tire’s CEO. Those included nine SKUs for the Neoterra All-Terrain, which Phillips says is Keter Tire’s fastest-selling light truck tire. (The Neoterra line was launched several years ago.)

Phillips says Keter Tire continues to add distribution.

“Every year, we put new dots on the map. Our ideal customer is a dealer who does (both) retail and wholesale.” Keter Tire is planning to double its sales force in response to growing demand for its products.

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11/28/22 10:23 AM

SEMA Show/AAPEX coverage RALSON ENTERS U.S. TRUCK TIRE MARKET

ASA UPDATES CORNERSTONE XPANSE

Ralson’s medium truck tires have been specifically designed for the U.S. market, says Jim Mayfield, executive vice president, Ralson Tire North America.

ASA showcased several products inside its SEMA Show booth.

Photo: MTD

Photo: MTD

A new player has entered the United States commercial truck tire market. Ralson India Ltd. brought its new line of TBR tires to the SEMA Show. The company’s flagship Ralson brand will be sold through larger, full-service commercial tire dealerships that buy direct from Ralson, while the Accelus brand will be sold through smaller distributors.

“Ralson’s new line of commercial tires was made for U.S. consumers,” says Jim Mayfield, executive vice president, Ralson Tire North America. “We are not taking a tire that does well in India and just dropping it into the U.S. We have built a product that’s going to work well in the environment it was made for.”

The tires will be avalable during the first quarter of 2023.

“Our customers will find these tires to be the best combination of performance and price, with the higher performance rating of a tier-one tire, but the price of a lower-tier tire,” says Mayfield.

ASA Automotive Systems Inc. has rolled out the latest update of its shop management system created for Bridgestone dealers, Cornerstone Xpanse, which includes a full array of tools for national account processing, adding and updating inventory items and more.

ASA has been partnering with Bridgestone Americas Inc. for the last 12 years.

ASA also displayed its Digital Vehicle Inspection app during the SEMA Show. The app was made for recording vehicle inspections on a tablet, including the capture of videos and photos. It can integrate with all ASA products, according to ASA officials.

ANYLINE REVEALS NEW MOBILE SCANNER

Anyline Inc. says its new mobile tread scanning tool works on any mobile device and uses artificial intelligence technology. The tool enhances accuracy and consistency, according to Anyline officials.

Once an accompanying app is downloaded, technicians can swipe their mobile device over a tire and obtain tread measurements.

Christian Plaicher, Anyline’s chief product officer, contrasted this method with using traditional tread depth measurement devices.

“If we have five people measure the tread on the same tire with traditional tread reading tools, we will get five different measurements,” he said.

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Anyline says its new tread scanning tool enhances accuracy.

Photo: MTD

MTD December 2022

11/28/22 10:23 AM

SEMA Show/AAPEX coverage The power of empathy and giving back Successful tire dealers shared their secrets

Successful tire dealers shared best practices during TIA’s annual “Tires at Two” event, a longstanding SEMA Show tradition.

Photo: MTD

The Tire Industry Association (TIA) hosted its annual “Tires at Two” panel during the 2022 Specialty Equipment Market Association Show in Las Vegas, Nev. The owners of two successful tire dealerships shared the secrets of their success.

TIA brought in Aaron and Laura Telle, who own Telle Tire & Auto Service Inc., a 19-outlet dealership that’s based in the St. Louis, Mo., area, and Kim McMahon, president of McMahon’s Best-One Tire Service, Inc., which is based in Fort Wayne, Ind. Aaron and Laura Telle encouraged attendees to invest in their employees. “We are not in the tire business,” said Aaron. “We are in the people business and the people you have in your store make all the difference to your customers.”

They revealed that they empower their employees to make their own decisions and even go as far as to say that “no one who makes a decision at Telle Tire will get in trouble.”

Telle Tire recently closed all of its locations on Saturday — none of the stores lost any customers — and Aaron and Laura encouraged other dealers to do the same.

Another topic they discussed was empathy. “It’s important to have that empathy when working with your own people and working with your customers,” said Laura.

The couple provides anniversary trips for employees and their families who have been at the dealership for many years. They also send out personalized thank you cards to customers for that “neighborhood feel.”

McMahon said the best advice she can give to other tire dealers is to “give back to the community.”

She noted that McMahon’s Best-One’s Tire commitment to its community is a huge focus for the rapidly growing dealership. In 2021, the company gave more than $100,000 to charity.

“I thought, ‘What if we could make a positive impact on our community and employees?’” she said. “Giving back seemed like the best way to do so.”

McMahon added that when a business can make a “positive impact” in its community, it will encourage employees to work hard at their jobs and encourage customers to reciprocate. w w w . M o d e r n T i r e D e a l e r. c o m

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• 3D Mobile Wheel Alignment System • Fully automatic. Beam can be moved up and down • Compatible with all car lifts including 2 post lifts and mid-rise scissor lifts • Shortest distance of rolling run-out compensation in the industry, no need to wait during rolling • Dual display screens

• Fully Automatic. Super easy to operate • Leverless Center Post. Rim size up to 30" • Equipped with Wheel lift cart and a 12" display screen that shows the underside of the wheel when changing the tire

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11/29/22 1:20 PM

SEMA Show/AAPEX coverage AMERICAN ROAD STAR IS READY TO ROLL

Wholesale Tire Distributors (WTD) is bringing a new brand, American Road Star, to the United States.

American Road Star’s passenger tire line includes the American Road Star HP A/S, an all-season ultra-high performance tire; another ultra-high performance product; and the American Road Star Pro A/S, an all-season touring tire.

Offerings geared toward light trucks and SUVs include the American Road Star H/T, the American Road Star A/T and the American Road Star M/T. Medium truck tire products include the steer/allposition AR 1000 and the AR 11000, plus the AR 2000 and the AR 2200.

WTD also sells Arroyo brand tires. “We have a very good distribution base with Arroyo and will build on this with American Road Star,” says Patrick Hyland, vice president of sales, wholesale and marketplace for WTD.

The new American Road Star brand includes consumer and commercial tires.

Photo: MTD

GREENBALL EXPANDS KANATI LINE

Greenball Corp. says its new Kanati Overland RTX light truck tire was designed “for drivers of pickup trucks, CUVs, full-size SUVs and Jeeps who enjoy off-road adventures, yet desire a smooth and comfortable ride on the highway.”

The Kanati Overland RTX is available in four 20-inch sizes and four 22-inch sizes. A 16-inch size, 18 17-inch sizes, one 18-inch size and another 20-inch size are “coming soon,” according to a Greenball spokesperson.

In addition to an advanced rubber compound, multidirectional sipes and other features, the new tire sports “a more aggressive void ratio” than Greenball’s Kanati Commander RTX light truck tire. “Everybody wants an aggressive look in a street tire.”

The Kanati Overland RTX is available in four 20-inch sizes, plus four 22-inch sizes.

Photo: MTD

ALLDATA brought ALLDATA Inspections to the SEMA Show.

Photo: ALLDATA

ALLDATA TAKES DIGITAL INSPECTIONS CURBSIDE

ALLDATA brought its new suite of shop management solutions, ALLDATA Inspections, to the SEMA Show. The suite “gives shops the ability to jumpstart the customer check-in process and perform digital vehicle inspections curbside,” according to ALLDATA officials.

“Using a tablet or mobile phone, service writers or technicians can launch ALLDATA Inspections to easily look up or add a new customer, check off a digital inspection sheet and email it to the customer, right at the vehicle.”

Satwinder Mangat, president of ALLDATA, says the company is “always looking for ways to help shops boost productivity and streamline the workflow process.”

MORE NEXT MONTH | Check out the January 2023 issue of MTD for more SEMA Show/AAPEX coverage!

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MTD December 2022

11/29/22 1:20 PM

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Va n ’s T i r e & S e r v i c e

Carrying on a family legacy

OWNER OF VAN’S TIRE FOLLOWS IN FOUNDER’S FOOTSTEPS By

Maddie Gehring

T

his past August, L. Wayne Vanaman, founder of Van’s Tire & Service in Akron, Ohio, passed away, leaving his business for the next two generations of its ownership — his son and grandson.

Michael Vanaman, Wayne’s son, says his father provided wisdom and guidance when the younger Vanaman was ready to take over the dealership years ago.

And Michael is mentoring his son, Jesse, in the same way in order to provide an uninterrupted legacy of customer service.

THE ‘VAN’ IN VAN’S TIRE

Wayne Vanaman first worked as a professional welder in the 1970s.

In his spare time, he would find deals on blemished tires and sell them out of the back of his Dodge van to small, independent auto repair shops in the Akron-Canton, Ohio, area.

“He earned a fine reputation of always having good tires at a good price,” says Michael.

“He also got the nickname ‘Van’ since he drove around and sold tires out of a van and his last name has the word ‘van’ in it. That’s why he decided to name his first location Van’s Tire.”

Wayne’s first store was in Alliance, Ohio, a suburb of Canton.

He opened his second location in Atwater, Ohio, and then added other locations in and around Akron.

At his peak, Van was running nine busy stores.

Michael says that his father always looked for locations that were fairly close together so he could manage them in a hands-on way.

“He wanted to run the business and not let the business run him,” says Michael.

When they were ready, Vanaman made sure each of his three children took over a Van’s Tire location and helped them through the process.

Michael’s older brother, Wayne Vanaman Jr., ran the company’s Streetsboro, Ohio, location. (He later sold the store to a family friend.)

Michael got the Van’s Tire & Service store in Manchester, Ohio. His younger brother, Mark, became the owner of the chain’s Wadsworth, Ohio, location, which he sold years later to another tire dealer who rebranded the store under the Van’s Tire Pros banner.

His sister, Becky (Vanaman) Barnes, took over a Van’s Tire &

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Wayne Vanaman began selling tires out the back of a van in the 1970s. He went on to open and operate nine Van’s Tire & Service locations in the Akron, Ohio, area.

Photo: Van’s Tire & Service

Service location on the east side of Akron, which also later became a Van’s Tire Pros store.

The only Van’s Tire & Service locations that operate under the company’s original name and share the same website are the Manchester location, still owned by Michael; a location in Redfield, Ohio, which is owned by a family friend; and a store in Streetsboro, Ohio.

“Downscaling just happened naturally on its own, with the shops being sold or rented,” says Michael.

LEGACY OF SERVICE

Michael says it took some time for his father to convince him to take over the Manchester location.

“I liked working under my dad — just like my son, Jesse, likes working under me,” says Michael. “One day, (Wayne) basically came up to me and said, ‘You’re taking over. It’s your shop.’

MTD December 2022

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Va n ’s T i r e & S e r v i c e

Michael Vanaman (pictured right, with his son, Jesse) says Van’s Tire & Service is now serving the grandchildren of original customers that his dad took care of when he opened his first store. “As the only location owned and operated by our family, we plan to continue to do things as our founder — my dad — did,” adds Michael.

Photo: MTD

“I knew that he would help me with the adjustments required as an owner. He didn’t let me down and was right by my side the entire time.”

The elder Vanaman had arranged for Michael and his wife to buy the business “over a period of years.”

That was more than three decades ago and Michael says he still runs the store in a similar manner as his father did.

“I feel that if it’s not broken, then don’t fix it. My dad never pressured people to buy and rather than look for a quick buck, he always kept looking at the bigger picture.”

Michael says that Van’s Tire & Service has always been particular about what it carries in inventory.

Yearly, Van’s Tire & Service’s Manchester location — which has seven bays and employs 10 people — sells about 5,000 tires and has a ratio of 60% tire sales to 40% auto service.

The busy dealership performs all undercar services at its locations.

“I’ve had opportunities to sell the company over the years and selling out sounded pretty good” at various times, says Michael.

“So I sat down with my son and my son-in-law and said, ‘Unless you guys want it, I will probably sell.’ Both of them said, ‘We want to keep it as grandpa’s legacy.’

“Some of these companies might have made attractive deals, but family is the most important thing to me.”

Michael’s son, Jesse, was “trained from the ground up” within the business.

When he first started, he changed tires and oil and ran customers home if their cars were needed overnight.

“Jesse wouldn’t just drive them home. He would get to know them and build a relationship with them.”

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REEVALUATING WORK AND LIFE

In May 2016, a fire broke out at Van’s Tire & Service’s Manchester store during the workday. Although there were no injuries, the fire caused Michael to “reconsider his life.”

The dealership used to be open six days a week, Monday through Saturday. After the fire, Michael made the decision to permanently close his store on Saturdays.

Before this, Van’s Tire & Service was already in the process of reducing its Saturday hours. It started by closing at 3 p.m., then closing at 2 p.m. and then closing at 1 p.m. until the dealership closed on Saturdays altogether.

“When we worked six days a week, we would have high and low spurts throughout the day,” says Michael.

“Now that we are open five days a week, we seem to be steadily busy throughout the day. This is a decision that we have never regretted.

“It allows myself and all of our employees to spend quality time with their families each and every weekend.”

Van’s Tire & Service draws the majority of its customers from the local community, according to Michael. But the company has a handful of customers who make the trek back to Van’s Tire & Service, even though they live far away from the dealership.

“I have a customer who lives far into Pennsylvania,” says Michael.

“When he needs tires, he won’t go anywhere else but here.”

Another perk of keeping the business within the family is that the Vanamans get to see the next generations of their longtime customers.

Michael says Van’s Tire & Service is now serving the children and grandchildren of original customers that his dad took care of when he opened his first store.

“As the only location owned and operated by our family, we plan to continue to do things as our founder did.”

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Commercial Tire Dealer™

HARVEST TIME

AG TIRE MARKET BUILDS ON MOMENTUM HEADING INTO 2023 By

Mike Manges

D

emand for ag tires in North America remains strong.

But will this robust demand last? Representatives from various ag tire manufacturers weigh in on the topic in this MTD exclusive.

They also provide a snapshot of the ag tire segment in 2022, discuss trends in tires and equipment and look ahead to dynamics that will impact the ag tire segment in the coming year.

MTD: What was ag tire demand like in 2022 and why?

ARVIND PODDAR, chairman and managing director, Balkrishna Industries Ltd. (BKT): Worldwide and in the United States, demand for ag tires in replacement was very strong in 2022.

As a rollover from 2021 and post-COVID-19, demand surged for all kinds of tires, especially ag radials. The reasons are many.

The major one is pent-up demand, post-COVID-19, which contributed to the overall growth of agriculture. The other reason is supply chain disruptions caused by the pandemic and hence, uncertain/higher needs. The energy crisis in Europe and war in Ukraine, if not resolved, may become another factor to cause a new disruption.

In the fourth quarter of 2022, we expect a better balance, with supply meeting the higher demand for BKT tires. In the original equipment ag market, there appears to be a slight short supply for tires, from the demand we are seeing.

RYAN LOETHEN, president, CEAT Specialty Tires, North America: Ag tire demand was once again off the charts in 2022.

Everything brought in by CEAT was sold immediately. Demand in the less-than-100 horsepower (tractor) market was up, as well as demand in the high-horsepower market.

There was a shortage of tires at all levels of OEM consumption.

However, in September a glut of tires hit the market, driving up inventory and lowering prices.

This glut, coupled with the state of the U.S. economy, caused a temporary pause in new orders.

However, I expect this to be temporary and the market will consume the large influx of tires. It will take a few months to straighten out.

Also in CTD Commercial dealers shared safety tips at summit .............. 52 Why dealers are installing dash cams .................................. 54 Trail Tire gets to know customers before selling ................ 57 AG Tire Talk: A look at tire sensors and RFID tags .............. 58 Commercially Viable.................................................................. 61

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“Demand for ag tires in replacement was very strong in 2022,” says Arvind Poddar, chairman and managing director of BKT. Photo: BKT

DANA BERGER, ag business development manager, Continental Commercial Specialty Tires: Demand was up in 2022, with many tire dealers seeing an 8% to 10% increase in unit sales over prior year.

Some tire manufacturers are still fulfilling orders from 2021 and it’s likely that a portion of the increased sales is really due to a backfill of old orders.

That assumption aside, there is no shortage of equipment in the field and equipment manufacturers are also reporting increased sales, which has a direct, positive impact on the tire business.

TONY ORLANDO, president, Firestone Agriculture Tire, U.S. and Canada: We have seen strong demand for ag tires dating back to the fourth quarter of 2020.

In 2022, we’ve experienced a stretch where ag equipment in the field has aged and it’s time to purchase new equipment. That has resulted in new equipment being sold with new farm tires.

In the aftermarket, supply shortages or other factors are often preventing farmers from replacing their old equipment. Instead, they are extending the life of their existing equipment as much as they can. Collectively, that has resulted in strong demand for ag tires, as well as year-over-year growth.

MIKE CONNOR, director of sales, North America, Global Rubber Industries Pvt. Ltd. (GRI): Ag tire demand should increase in the aftermarket (due to) pent-up demand. Aftermarket demand will increase as farmers will need tires for their equipment through the planting and harvest season.

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Ag tires

“Agriculture is necessary,” says Blaine Cox, national product manager, Yokohama Off-Highway Tires America Inc. Photo: Yokohama Off-Highway Tires America

GREG GILLAND, vice president of global manufacturing, Maxam Tire North America: Global ag tire demand has remained high due to climate change impacting crop output, the growing planetary population and the impact of war.

Over the last three years, we have seen unprecedented prices for all primary global crops — corn, soybeans, rice and wheat — delivering farmers and growers with high financial returns on their yields. This trend continued throughout 2022, despite escalating operational costs, such as fuel, fertilizer and tires.

The final yields for 2022 have not been fully calculated, but the global forecast of crop yields is preliminarily indicating potentially lower yield results, which will inevitably sustain commodity prices well into 2023.

DAVID GARDEN, agriculture global account manager, Michelin North America Inc.: Michelin sees demand in North America remaining very strong in 2022 for agricultural tires, just as it was in 2021.

The global replacement markets, which were buoyant in the first half, started to slow down in the third quarter, while OE demand was boosted over the quarter by the improved availability of components and parts.

The main reasons are due to a rise in farm income in 2021 — meaning that farmers are able to perform more maintenance and replace old or worn tires more readily.

Also there is still a larger spill-over demand in 2022 from 2021 due to the continued logistical issues the entire industry has experienced.

BILL DASHIELL, senior vice president of product marketing for commercial tires, TBC Brands LLC: Despite challenges carrying over from 2021, pent-up demand rapidly became satisfied as the supply chain improved.

Today, we are seeing relatively flat demand as dealers work through inventory and prepare for the spring selling season.

BLAINE COX, national product manager — agriculture, golf and turf, Yokohama Off-Highway Tires America Inc.: Demand

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was excellent during the first half of 2022. It was approaching some of the strongest levels we have seen in recent history.

Honestly, some of it felt like panic buying, with wholesalers and dealers loading up on inventory while they felt they could get it.

OE demand has stayed on a strong trajectory.

The second half appeared to slow down slightly for many of our dealers and distributors as they reviewed their inventory position following deliveries from the first half.

But tires are going out the door. There’s still strong demand for farm tires.

Agricultural input costs increased, but so did commodity prices, so farmers were making money and still buying tires.

And assuming commodity prices stay strong through harvest, I think farmers will have cash to spend before the tax year ends.

Some of that will be going into tires.

MTD: What are some of the big trends impacting the North American ag tire market?

PODDAR (BKT): According to reports and also our estimates, the agricultural tire market will continue to grow — more in line with the entire market and also retaining the central role in volume, as well as value.

The contribution of new technologies is a major trend impacting the market — namely the integration of smart tires, matching on-tire sensors, data analytics for maintenance management and other operations, as well as the use of artificial intelligence in manufacturing and related fields.

Also safe use of autonomous machines — as well as drones in farming — are among the top trends and technologies influencing the ag tire market.

Increased use of high-flexion (HF) and very high-flexion (VF) tires on tractors and other agricultural machinery (and) increased acceptance of electric vehicles — including the need for specialty tires with higher weight loading and durability — are other macro-economic trends that are driving change in the agri segment.

LOETHEN (CEAT): Trends I see are an increase in demand for ag tires for the less-than-100 horsepower tractors. The growth in that market is driven by people leaving the cities and suburbs and farming on a smaller scale.

In the large sizes, I see VF becoming not the exception only used in top-end tractors, but the norm in all field crop sizes.

BERGER (Continental): Smaller farms are being bought out or rented to large corporate entities. This isn’t terrible for the tire industry, because larger farms require more equipment — equaling a demand for more tires — or require additional roading of current equipment, which also equals more tires.

There is also a transition from IF to VF. The manufacturers involved in the race to tire pressure awareness took a half-step with IF tires, but are now taking the full leap to VF. North American farmers still have a lot to catch up on when it comes to monitoring inflation on the road and in the field, but this may change as the ‘big business’ farms are able to invest more in technologies behind inflation pressure.

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Ag tires ORLANDO (Firestone Ag): Like a lot of manufacturers, Firestone Ag has not been immune to interruptions in the supply chain — and that includes equipment and tire manufacturers. We are seeing OE customers — and even to some extent farmers — tending to purchase from local suppliers.

In the ag space, radial tires are slowly beginning to replace bias tires. In fact, radial tires now represent about 60% of the ag tire market, compared to 40% for bias.

Demand for rubber tracks correlates with recent demand for ag tires, as well.

Depending on your conditions and specific operation, tracks can be more efficient for your equipment.

That’s a space we plan to keep an eye on in the market.

CONNOR (GRI): IF and VF tires are still the biggest trend in the ag tire market.

An up-and-coming trend will be more earth-friendly tires that are built in ecofriendly plants.

GILLAND (Maxam): The biggest machinery trend impacting the North American ag market is the evolution to larger and heavier equipment designed to operate larger implements, with the objective of increasing crop output and achieving improved productivity.

The ag OEMs are steadily moving to wider, larger, taller and VF-technology tires capable of carrying more load faster (to) deliver improved traction while not compromising or increasing soil compaction, despite heavier gross vehicle weights.

Radial tire demand is increased by a rate of 15% year-over-year between OEM and aftermarket needs, as radial tires’ efficiency overcomes older bias technology.

Finally, improved farming income — thanks to higher crop prices — is driving farmers and growers to fundamentally adopt simple but improved technological solutions, such as larger radial tires.

2022 Ag Tire Market Share

by Segment and Brand RADIAL REAR OE

BIAS REAR OE

Estimated shipments for 2022: 232,560

Estimated shipments for 2022: 391,680

Firestone

37.5%

Titan

33.0%

Goodyear

29.5%

Firestone

28.5%

Michelin

15.5%

Goodyear

22.0%

BKT

7.0%

Alliance

8.0%

Titan

4.5%

BKT

5.5%

Alliance

4.0%

Trelleborg

1.5%

Trelleborg

1.0%

Others

1.5%

Others

1.0%

Total

Total

100.0%

100.0%

SMALL OE Estimated shipments for 2022: 355,980

SMALL REPLACEMENT Estimated shipments for 2022: 1.38 million

Firestone

22.0%

Goodyear

25.5%

BKT

20.0%

Titan

19.0%

Goodyear

15.0%

Firestone

16.0%

Titan

14.5%

BKT

15.0%

Harvest King

10.0%

Alliance

11.5%

Carlisle

9.0%

American Farmer

2.0%

Trelleborg

1.0%

Others

1.0%

Total

100.0%

Carlisle

9.0%

Alliance

6.0%

Trelleborg

1.0%

American Farmer

1.0%

Deestone

1.0%

Others

0.5%

Total

RADIAL REAR REPLACEMENT Estimated shipments for 2022: 331,855

BKT

27.5%

Firestone

25.0%

Michelin

15.5%

Goodyear

12.5%

100.0%

BIAS REAR REPLACEMENT Estimated shipments for 2022: 443,290

BKT

39.5%

Firestone

22.5%

Alliance

13.5%

Goodyear

7.0%

Harvest King

7.0%

Titan

5.0%

Alliance

9.0%

Titan

5.0%

GRADEN (Michelin): There is a growing need for tires with advanced technologies for a reduction in soil compaction, overall efficiency improvement and reduction in fuel costs to help keep farms both profitable and productive going forward.

CEAT

2.0%

Carlisle

1.5%

Harvest King

1.0%

CEAT

1.5%

Trelleborg

1.0%

American Farmer

1.0%

Mitas

1.0%

Trelleborg

1.0%

Others

0.5%

DASHIELL (TBC): As a result of increased input costs, U.S. farm net income has been

Total

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100.0%

Others Total

0.5% 100.0%

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Ag tires BERGER (Continental): Ag tire manufacturers are still working hard to fill the gap in dealer/distributor inventory from previous years. Demand in 2023 will likely continue to grow until those gaps can be filled.

Considering other external factors that negatively impacted tire production in 2022, the demand for ag tires may not flatten out until 2024 at the earliest.

ORLANDO (Firestone Ag): Following the trend since 2020, we’re anticipating further industry growth into 2023. We’re seeing it in the OE channel, as well as the aftermarket or dealer channel. Both channels are anticipating year-overyear growth.

“Demand will continue to increase,” says Ryan Loethen, president of CEAT Specialty Tires.

Photo Credit: CEAT Photo: CEAT Specialty Tires

strained this year — driving farmers to more value-priced products.

According to the U.S. Department of Agriculture (USDA), the U.S. farm business is forecasted to decrease in 2023.

As such, we anticipate a slow transition to IF and VF replacement tires in mainstream farming operations and a gradual increase at the OE level on higher-horsepower tractors.

COX (Yokohama): As far as trends impacting farm tire sales in North America, the big story is commodity prices. Farmers have been paying historically high rates for fertilizer and diesel, but grain and meat prices have also increased, so they’ve got money in their pockets.

And they can only buy so much machinery, so the rest of the money will go into maintaining and upgrading existing equipment — and that includes tires.

MTD: Do you expect ag tire demand to flatten, decrease or increase in 2023? Why or why not?

PODDAR (BKT): Worldwide, the demand for ag tires is expected to continue strongly due to various geopolitical factors, as well as other reasons like shake-outs in the tire industry – impacting the production output for quality tires.

In the U.S., demand may stay flat as droughts and water shortages, (the) high inflation rate and slowing economy play their part.

Also if the logistics situation improves, then continuous flow of product will impact demand.

We at BKT are fully geared for the same and have already invested in a lot of capacity building.

LOETHEN (CEAT): Demand will continue to increase. The liquidity of farmers will be an issue, however, as input costs rise.

Farmers will be looking for the best value proposition.

I do anticipate a decrease in demand for the premium tier-one products and an increase in demand for tier-two and tier-three tires that honestly are just as advanced, technology-wise, yet can be obtained at a lower cost.

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CONNOR (GRI): Ag tire demand will increase in the aftermarket in 2023. OEMs will see an increase in tractor orders as supply chains catch up with demand.

Increases in allowable farming land under the Critical Reserve Program will increase the need for new equipment and aftermarket demand for tires.

GILLAND (Maxam): Maxam expects ag tire demand to moderately increase in 2023 versus 2022. Global OEM ag tire demand is predicted to increase versus 2022 demand … as they streamline their material shortages for the year and recover pent-up demand postponed into 2023.

Therefore, OEM demand will consume a considerable portion of existing ag radial tire capacity, which will take precedence over aftermarket or replacement needs due to the timing of OEM production lines and improved schedules.

Replacement market demand will also remain high as farmers and growers purchase replacement tires in 2023 due to unfulfilled/pent-up demand not supplied in 2022.

Lastly, due to high crop prices, farmers and growers will continue to buy new equipment and tires to amortize the impact on taxes on profit derived from their crop yields, with the objective to reinvest in their operations.

GRADEN (Michelin): Michelin expects to see continued growth in the agricultural tire industry, primarily related to unfulfilled demand due to the carryover from 2022, as well as continued population growth and the need for more food production in 2023 and beyond.

DASHIELL (TBC): Although a slight decline is expected in agricultural exports for 2023, according to the USDA, we expect ag tire demand to remain strong due to OE ag tire market needs carrying over from 2022 and growth in radial tires.

COX (Yokohama): I think 2023 is going to be similar to 2022, especially because 2022 was such an outstanding year.

If we go into the recession, as many economists are predicting, it could drop slightly, but I believe agriculture in general — and the demand for agricultural tires — will remain strong and consistent.

Agriculture is necessary. Farmers are still planting crops.

Even if the economy dips, farmers still have to feed people, so farm machinery will keep rolling.

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Service

FROM SHOES AND CELL PHONES TO TIRE SERVICE TRAINING COMMERCIAL TIRE DEALERSHIPS SHARED SAFETY TIPS AT SUMMIT

By

Joy Kopcha

O

ver the past four years, a group of commercial tire dealers has set aside competition in the name of improving safety across their businesses, as well as the whole industry.

At this year’s Safety Leadership Summit, which was recently held at Bridgestone Americas Inc.’s Nashville, Tenn., headquarters, the group included more than 40 representatives from tire dealerships and industry suppliers.

While there are always safety concerns surrounding the handling, installation and removal of tires, participants noted that tire dealers and their employees face other dangers, too.

DISTRACTED DRIVING

One big danger comes from becoming distracted while driving vehicles. Tony Nickel, director of captive and special accounts for Federated Mutual Insurance, told attendees that distracted driving presents risks for all kinds of drivers.

He cited a 2018 poll in which 55% of adults identified distracted driving as the top threat on the road. Nine out of 10 of those same drivers admitted to talking on their cell phones while they drive.

Nickel pointed to the rising cost of automotive insurance claims in single fatality accidents. From 2003 to 2016, he says the average claim was $2.1 million.

In two of those years — 2009 and 2016 — the average outpaced the norm and was $2.8 million.

Since then, average amounts have grown to $3.6 million, $4.4 million and $5.1 million in 2017, 2018 and 2019, respectively.

Nickel said those eye-popping figures should prompt businesses to review their policies on employee driving.

He explained that rules need to be documented and specific. Requiring drivers to use hands-free technology in a vehicle is not enough. (Federated prohibits its employees from using cell phones while driving.)

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Representatives from various commercial tire dealerships across North America gathered for the third Safety Leadership Summit, an event that sprung from a conversation between safety leaders at McCarthy Tire Service Co. Inc. and Snider Fleet Services. Bridgestone hosted the 2022 summit at its Nashville, Tenn., headquarters.

Photo: Russ Devens

Nickel said a company’s policy needs to be communicated to employees and “regularly re-communicated to employees.”

Having an employee only read the policy when initially hired isn’t adequate, he explained.

Also at play in the conversation around cell phone use behind the wheel is that many states have outlawed phone use unless phones are hands-free.

Tire dealers need to be aware of those laws in their home states and in all regions where employees travel for business, says Nickel.

TOOLS, TRAINING OFFER SAFETY

In addition to company rules and govern-

ment regulations, safety improvements can come via updated tools and training resources.

Keith Jarman, president of AME International, and Don Tinker, who leads AME’s business development in North America, highlighted the proper use of composite cribbing — along with jack plates — to lift commercial trucks and equipment for tire service.

Tinker said that “cribbing is not a one-size-fits-all” tool and AME can offer recommendations of what kind of cribbing is the best fit, depending on the kind and size of service truck a tire dealership is using. He added that kits must include jack plates.

MTD December 2022

11/28/22 10:27 AM

Service Though not always labeled as a tool, a technician’s uniform also serves as part of his or her safety gear.

John Luning, senior manager of Shoes for Crews, talked about his company’s slip-resistant footwear options.

Luning said that 85% of workers’ compensation claims can be traced to employees falling on slick floors. The average cost of a slip or fall accident is $24,000.

Kevin Rohlwing, chief technical officer for the Tire Industry Association, told attendees that the association is refreshing its Commercial Tire Service (CTS) training content.

The updated, 200-level Basic CTS class was released this year and the 300-level Certified CTS is in progress now, with a release set for 2023.

Rohlwing said the basic class covers the “how-to” of tire service, while the 300-level class “will focus on the ‘why’ behind key procedures and practices.”

He added that updates will include more video footage from the field to demonstrate the primary points of servicing truck tire and wheel assemblies.

There also will be an increased emphasis on emergency road service safety and how technicians can protect themselves when away from the shop.

“We’re hoping it will create a higher level of technician.”

MANAGEMENT BUY-IN

There can be hurdles to setting and enforcing safety policies. One representative from a tire dealership acknowledged her employer once had a policy that banned even hands-free phone use while driving — until the company learned “no one was following it,” including its top leaders.

The policy was dialed back because it seemed too risky to have it on the books knowing that it wasn’t being enforced.

Sean Mcilhenney, vice president of risk control for Conner Strong & Buckelew, an insurance broker, said it’s imperative that managers “have a clear understanding of their organization’s safety objectives and are fully invested in achieving those outcomes.”

Brian Rigney, president of Dill Air Controls, talked about the latest in commercial TPMS applications.

Photo: Russ Devens

Russ Devens, director of safety and risk management for McCarthy Tire Service Co. Inc., suggested that his fellow safety supervisors talk with their company leaders about how safety practices can off-set the cost of insurance.

“The main driver is the cost of insurance and reducing claims to try to off-set the cost of insurance, because every year the cost of insurance is increasing,” said Devens. Top-level executives “need to understand that.”

Devens reported that McCarthy Tire Service reduced its overall claim expenses in 2021. He said one of the biggest things that helped the Wilkes-Barre, Pa.-based dealership change its culture surrounding safety was ensuring that managers at all levels of the company were buying the message.

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Service

TO MONITOR OR NOT MONITOR?

WHY COMMERCIAL TIRE DEALERS ARE INSTALLING TRUCK DASH CAMS By

Joy Kopcha

W

ith an eye on safety, commercial tire dealerships are installing dash cams — some of which use artificial intelligence and telematics-infused technology — to monitor drivers of their vehicles.

The motive isn’t to invade workers’ privacy or activate a “Big Brother” mentality. Instead, dealers say it’s a way to correct and coach employees on safer driving habits and hopefully prevent accidents.

Colony Tire Corp., which is based in Edenton, N.C., has installed cameras in nearly every vehicle in its entire fleet, which numbers around 500 units and includes tractor-trailer trucks, service trucks and box trucks, as well as pickup trucks.

Those vehicles are tied to the company’s retail and commercial locations spread across North Carolina, South Carolina and Virginia.

Adam Britt, director of risk management for Colony Tire, joined the tire dealership in January. He says one of the reasons he came to the company was because Colony’s leadership “has a forward-thinking, proactive safety mindset. When they see an opportunity to improve from a safety standpoint, they’ll do their due diligence, but once they can see the value of it, they jump in with both feet.”

Dash cams have become a piece of Colony Tire’s overall safety program. One factor that helped the company commit to dash cams is the sense that they could provide evidence and protection if an event led to a legal fight.

Britt says when ownership “heard what the litigious landscape was looking like and how dash cams can benefit the company, they didn’t hesitate.”

Colony Tire activated its first camera in February 2019.

Even in the last three years, camera technology and capabilities have evolved. Colony Tire opted to hire Lytx, a company that specializes in telematics services, including cameras, for fleets.

There are front- and rear-facing cameras installed in Colony Tire’s vehicles. Britt says the cameras are triggered to activate and record by certain actions sensed by the vehicle’s telematics system, such as hard braking, hard cornering or acceleration.

What happens next varies by camera vendor and the notification parameters a customer like Colony Tire establishes.

Every instance of hard braking or following another vehicle closely doesn’t necessarily need Britt’s immediate attention. For example, sometimes a vehicle is driving in rush hour traffic.

With Lytx, Britt says the vendor has a human who filters and rates every recorded incident. And if a trigger hits a certain threshold on that scale, it sends an alert to Colony Tire.

Britt reviews those incidents and can also search all of the recorded incidents for certain behaviors.

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Colony Tire has outfitted all of its company vehicles with Lytx cameras. This model, which is in Adam Britt’s truck, relies on telematics triggers to activate recording. Captured footage is reviewed and rated by the camera supplier and also is available to the tire dealership for review.

Photo: Colony Tire

Putting cameras in trucks is just one piece of the safety equation. Commercial Tire Inc. Safety Manager Casey McGrew says his company has learned it needs to review and update its safety policies as it works to coach and correct driver habits.

Photo: Commercial Tire

MTD December 2022

11/29/22 1:30 PM

Service Right now, the dealership is focused on hand-held cellphone ing prevention, as well as driver fatigue, which is especially use. Colony Tire bans the use of all hand-held electronic devices problematic for service truck drivers who respond to after-hours and specifically using those devices for any kind of written calls. Britt says cameras have also helped clear up mysteries communication. surrounding certain incidents and even have vindicated drivers.

He says there are times he’s wondered, “How did this hapThe policy even bans using dictation tools with Bluetooth capabilities to text a message “because we find people go back pen if you you weren’t doing something that was against our and edit those, which negates the whole point of Bluetooth.” company policy?”

Britt says when he reviews recorded incidents, he sorts One recent example came when an employee drove through the search for anything that indicates the use or presence a red light and collided with another vehicle that had the right of a hand-held device to “make sure were attacking those as of way. Luckily, there were no serious injuries. Britt turned soon as possible. to the camera view for an explanation. The driver wasn’t “We explain (to the employee) this is a serious situation distracted by a phone, wasn’t smoking and wasn’t nodding for you, the driver; for the other vehicles around you; and for off. He simply had a mental lapse. His mind wandered and he us, as a company. We do not tolerate it, do not accept it and we let them know that continued behavior using a hand-held cell phone will result in termination.”

In the last year, Britt says only one incident has escalated to the point of an employee being threatened with termiCommercial Tire has access to footage from cameras installed in its fleet. Parked in front of comnation as the next step. pany headquarters, the forward-facing camera provides a view of the company’s sign, while the The cameras have also driver-facing camera offers a look at the vehicle’s interior. allowed for a focus on speed- Photo: Commercial Tire

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Service drove through the traffic light. Britt says the video helped the company.

“We got the video to our insurance company. They contacted the claimant vehicle as soon as possible, told them we’re accepting liability” and wanted to get their vehicle repaired This dash cam footage shows Adam Britt, Colony Tire’s director of risk management, reacting after a truck pulled out in front of his vehicle earlier this year near Suffolk, Va. in a timely fashion.

“That claimant driver Photo: Colony Tire didn’t sit at home, seeing those attorney commercials saying ‘How much money can I “It’s eye opening to see that as a company you have these get you?’ They didn’t become litigious, so that kept the claim expectations and policies — to be hands-free, zero texting and driving — and then you start seeing what’s happening in the cost down. cab of the truck,” says McGrew.

“On top of that, doing the investigation into this driver — instead of making assumptions about this driver and what he “You see there are opportunities for growth. And you see was distracted by — we were able to see what he was distracted when we need to be addressing something we know is hapby. It was a mental lapse. pening. We can take the proactive approach.”

“We took that information, compared it to any of his previCommercial Tire has actually dialed back its cell phone ous employment issues — which this driver had none — and policy a bit. The company used to outlaw all phone use when we were able to stick with our standard progressive discipline driving, but has updated the policy to allow hands-free devices. policy. It did have some punitive action against the employee, McGrew says employees are still expected to concentrate on but it didn’t result in his termination. the road, but the revised policy now allows for the company’s “He keeps a job with great benefits and good pay. We sales teams to keep working while traveling. keep an employee that hasn’t had any issues in the past. Our “ We had to weigh the benefits and risks, so we decided as long as the (device) is hands-free, then we’re able to utilize that.” distribution network doesn’t suffer operational lag.

“Yes, we’re out on the equipment side and of course, our One concern among commercial tire dealers is how the deductible, but that is a very small amount compared to a use of dash cams might affect its drivers, and specifically, if situation where we didn’t have the information and maybe adding cameras will prompt employees to leave. made a wrong decision about termination.”

With about 300 vehicles and 700 employees, McGrew says In short, Britt says video provides “the full picture” and Commercial Tire “did not lose one employee from a camera allows Colony Tire “to make better decisions.” being installed in a pickup or semi truck. We were up-front with how it’s managed.”

CAMERAS HIGHLIGHT TEACHING MOMENTS As a whole, managers don’t have access to the cameras. The Meridian, Iowa-based Commercial Tire Inc. is a newer user of company wants to protect employees’ privacy and didn’t want dash cams. The company started adding cameras to its vehicle silly or embarrassing video clips to show up in the shop. The fleet earlier this year and completed installation in July. system doesn’t record audio.

“I would say it’s been overall really well-received,” says Casey McGrew, Commercial Tire’s safety manager, is now McGrew. Employees have learned that “just because an alert tweaking the system on the back end. And even in the short time the company’s cameras have been live, McGrew says the happens, doesn’t mean I’m getting in trouble.” business has seen many videos of near-miss incidents “that McGrew has even found that cameras tamp down his own would have never been reported or brought to our attention.” worries when he hears about an incident.

But the “alert on the camera allowed for conversations with In one memorable situation, “I was able to pull video of our techs and our drivers.” (the incident) right away. I was able to see it was not our fault McGrew says those near-misses and incidents caught on — that a car hydroplaned in a rainstorm and we hit them, but tape are providing an opening for training and policy reviews. they came into our lane.”

It’s also an opportunity to remind employees of a basic message In another instance, the company’s vice president of operarelated to distracted driving, he says. tions had a truck and trailer jackknife and flip on the road in “You’re in a company rig. You’ve got the company logo on front of him. He called and asked McGrew to pull the video. the side of the truck. There’s just such a huge risk and a liability.

The dealership even shared it with police.

It’s not worth being distracted in any way, shape or form.”

McGrew says use of video complements what he calls Cameras aren’t an automatic problem-solver on their own, Commercial Tire’s “evolving safety culture. We’re taking he admits. However, they go hand-in-hand with company opportunities and utilizing technology to ensure that we’re policies. And McGrew says they have highlighted the need ahead of the game and proactive in our approach toward the for accurate, up-to-date and enforceable rules. safety of our employees, the customer and the public.”

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Ag tires

KNOWING THE FARMER BEHIND THE FARM

TRAIL TIRE GETS ACQUAINTED WITH CUSTOMERS BEFORE SELLING By

Maddie Gehring

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rail Tire, which is located in Dundee, Ohio, credits a lot of its booming ag tire sales to the community it serves.

Joel Martin, manager of ag/ commercial sales and tire service for Trail Tire, also says being flexible with customers and partners is a big part of the company’s success.

Founded in 2012 by Dirk Vissen Jr., Trail Tire serves customers throughout central Ohio with around 25 employees, three service trucks and five bays.

Martin says Trail Tire has seen an increase in its ag tire sales every year since the company has been in business.

He predicts the ag tire market will continue to grow in 2023.

“Demand is not letting up and I think it’s partly to do with this area,” says Martin.

“We do a lot of ag tires.”

And the company’s truck tire sales have been robust.

Customers “are always driving on the road with their tractors or pickups. They are constantly wearing their tires out.”

Martin says about 60% of the dealership’s income is made through tire sales and around 40% comes from tire service, (Trail Tire also sells OTR, passenger and light truck tires.)

In addition, the company offers brake, suspension and oil work.

There are “very few things” Trail Tire doesn’t do, says Martin.

SERVICE BASED ON LOCATION

Trail Tire has three service trucks that are on-call Monday through Friday from 8 a.m. to 5 p.m.

Martin says the dealership has no plans to expand those hours.

“We don’t do much on-site with highway or roadside assistance because in this particular area, we are 20 minutes from the closest interstate,” says Martin. “It’s just not as big of a need.” However, there is a big need for in-field ag tire service. w w w . M o d e r n T i r e D e a l e r. c o m

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Trail Tire uses its mobile ag tire service trucks to assist customers where they are. It’s not unusual for service trucks to travel more than an hourand-a-half to two hours to a job site.

Service trucks usually cover a three-hour radius from Trail Tire’s headquarters, but technicians will make a longer trek if the customer is willing to pay for their time. The dealership charges by the hour.

KNOWING THE CUSTOMER

To help customers make the best purchase of ag tires, Martin says Joel Martin, manager of ag/commercial sales and it is important for Trail Tire’s tire service for Trail Tire in Dundee, Ohio, says knowsalespeople to learn about them. ing the size of customers’ operations allows the “We keep over 10 brands of dealership’s salespeople to provide different tire ag tires stocked at our location options in different price ranges. because we know we are going Photo: MTD to be dealing with farmers,” says Martin.

UP AND COMING “When farmers need a tire or tire repair, Martin says a benefit of being in a farmingthey need it now or they cannot get their heavy community is that Trail Tire’s owners job done. If they call asking for a specific can save money on advertising since the tire brand or size and we don’t have it right dealership’s customers do it for them. away, they are going to look somewhere else.”

“Farmers have so many connections The main ag brands that Trail Tire with each other. sells are GreenX, which is made by Global “If we started working for a new cusRubber Industries Pvt. Ltd.; Vredestein, tomer and ask how they heard of us, it’s which is offered by Apollo Tyres Ltd; BKT most likely because we serviced another and Firestone. farmer who told him about us.”

Martin says it’s also important to know Trail Tire will continue to invest in the size of customers’ farms. its growth.

The average size of the farms that Trail The dealership currently works out of Tire services is around 100 acres. a building in Dundee.

Knowing the scope of customers’ In June 2022, it broke ground on a operations allows Trail Tire’s salespeople service center right across the street from to provide different options in different its main building. price ranges.

When completed, the new facility will “For larger farmers with bigger equiphandle all mechanical work for customers. ment and more land, they usually are more Trail Tire’s main building will focus solely specific with what they want. on selling tires. The addition will bring “Certain people are adamant about Trail Tire up to 12 service bays and will sticking to their current brands.” add five new employees.

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A G T i r e Ta l k

AG TIRE SENSORS AND RFID TAGS AN OVERVIEW OF FEATURES AND BENEFITS

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

Photo: Yokohama Off-Highway Tires America

QUESTION: Do you foresee tire sensors and RFID tags growing in popularity on ag tires, what benefits will the farmer/operator receive and why should tire dealers prepare for these next-generation product offerings?

DAVE PAULK, manager, field technical services, BKT USA: With tire pressure inflation systems starting to be used by tractor and equipment manufacturers, it’s only a matter of time before tire

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sensors and/or RFID tags become more prevalent. Tire sensor technology has been used on over-the-road trucks, trailers, cars and pickups and RFID tags have been used on OTR tires and over-the-road trucks/trailers for some time now.

Ag tractors are being used more on the highways in many different applications that require higher speeds. Many are larger with higher horsepower pulling heavier equipment and are running faster.

Tire sensors can be built into the tire or added to the inside of the tire via the aftermarket. Running air pressures too low for the load and high heat are killers of tires. Low air pressure can cause excessive heat build-up in a tire and destroy the tire’s casing.

Sensors are programmed to a minimum air pressure and/or high heat setting and generally are good for alerting the operator to changes in either. This information is sent to a console in the MTD December 2022

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A G T i r e Ta l k vehicle to warn the driver. The result of not taking preventive action can lead to downtime and the cost of a new tire.

RFID tags work much the same way. But they can generally deliver more information to a receiver outside of the vehicle.

As the name indicates, RFID uses a radio frequency to communicate with a receiver to gather information about the tire.

There are two types of RFID tags — active and passive.

Active RFID tags have a battery and passive tags do not.

Most RFID tags are embedded in the tire. Data can be collected and analyzed for a fleet of vehicles. This can be used to gather information on air pressure, temperature of the tire and location of the tire. If air pressure drops or the tire begins heating up, an alert can be sent to warn of an impending failure. These alerts can go to a receiver in the vehicle, remote receiver and/or a cell phone.

Most tire dealers have had to deal with sensors on cars and pickups for several years now and have the equipment to reset sensors in these vehicles. Since many tire dealers have some experience dealing with sensors, it shouldn’t be too difficult, but with new technology, there will always be a learning curve.

Overall, tire sensors and RFID tags are designed to give information that can help with preventive maintenance costs and provide benefits that can help the farmer save money on fuel, downtime and tire costs.

GREG GILLAND, vice president, global agriculture, Maxam Tire North America: The key to achieving the best value and performance of a tire is to employ the ideal air pressure based on the actual load. In the agricultural world, there is an indisputable link between the impact of ground pressure and the resulting yield of a planted crop. Tires play a key role in soil compaction and ground pressure as they are the primary tool that creates contact between the machinery and the soil.

Due to limited resources, most farmers will set their tire inflation pressures based on the heaviest implement or axle load they are required to tow or carry and subsequently, this usually never gets adjusted for other working conditions.

Compressed air within a tire accounts for over 80% of the carrying capacity of that tire. Therefore, any technology or tool that improves the impact on ground pressure and overall tire functionality will inevitably result in increased crop yields — delivering a greater value to farmers and growers.

There are three types of evolving technologies that can help the ag industry continue to improve and enhance tire performance results: • RFID technology • Tire sensor technology • On-board tire inflation systems

KEEP YOUR OPERATION ROLLING!

When your equipment is down in the field, or if weather is holding you back, get rolling again with replacement wheels or dual pacakges from Unverferth, the ag wheel specialist! Unverferth manufactures and inventories the industry’s widest variety of replacement agricultural wheels and complete dual wheel packages for fast delivery to keep you rolling in the field.

Contact your Unverferth wheel dealer or visit umequip.com today, and we’ll keep you rolling this season!

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

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Unverferth Mfg. Co., Inc. P.O. Box 357 Kalida, OH 45853 unverferth.com | 419.532.3121

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A G T i r e Ta l k RFID, in essence, is a chip or tag that is embedded inside a tire that allows an exchange of data with a portable or fixed reader, which employs a radio frequency signal to passively read the information on the tag or chip. The benefit of this technology in the ag world is that technical information could be embedded in the selected tire’s RFID tag. This tag would identify the tire’s brand, size, original tread depth, type, wheel position and maximum load limits. It would instantly identify all the tire information needed to determine the working parameters for active tire management over time.

Tire sensor technology moves us another step towards enhancing the performance of tires. A tire sensor is either passive (responds when queried) or active (constantly sending a signal) — placed inside the tire, preferably on or adjacent to the inner liner. It can also be mounted on the valve stem of the rim or wheel that can actively communicate not only the data provided by an RFID tag, but also the actual air pressure and temperature of the tire.

‘Tire sensor technology moves us another step towards enhancing the performance of tires.’ — Greg Gilland, vice president, global agriculture, Maxam Tire North America As there is a direct link between the machine axle load, the required air pressure to carry the load and the corresponding temperature caused by the work in progress, the data or tire pressure information can trigger a management decision by the operator. Air inflation pressure feedback provides management options that could include speeding up, slowing down, stopping the machinery or conducting a maintenance check to adjust air pressures. Sensor technology gives the ability to use air pressure data to ensure optimal inflation for the tire’s load — thus increasing tire life, reducing ground pressure and achieving the benefits of greater crop yields.

The growing use of on-board tire inflation systems moves the above technology to the next level by incorporating both passive RFID tag technology and active tire sensor technology feedback into a tire pressure adjustment mechanism that is an integral part of the ag machinery.

On-board systems would include an air pressure system supplied by the machinery that is connected to the tires — with the capability to inflate or deflate the tires as needed based on the operators’ working requirements or load needs. On-board tire inflation systems receive data from the RFID or sensor tag located by wheel position on the machinery and in real-time provide the operator with the capability to adjust tire inflation pressure on the go or as needed, without having to stop the machinery. Whether working in the field at slow speeds or transporting the machinery from field to field at higher speeds, the ability to adjust air pressures as needed can ensure reduced ground compaction, improved tire wear, improved fuel economy, greater productivity and greater crop yields.

Each of the above technologies provides a tangible benefit that can deliver improved results to any farmer or grower.

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Maxam recommends using all the above technologies if usage parameters are aligned with the selected machinery’s tires specifications, axle loads, load-per-tire and soil conditions.

Tire dealers and distributors will have to adapt to the technological solutions selected by each tire manufacturer. Some tire manufacturers will develop in-house tools — and perhaps all the above technologies — as part of their offerings. Some tire manufacturers may adopt off-the-shelf solutions available and offer them as part of an integrated package.

In addition, some of the original equipment manufacturers are evaluating on-board tire inflation systems as part of optional machinery package enhancements in their equipment offerings, as they recognize the value and impact of tires on the total cost of ownership of their vehicles.

In each case, tire dealers and distributors will need to understand how these tools will integrate with the tire and be ready to provide some technical support for proper system implementation or use.

DAVID GRADEN, operational market manager, agriculture, Michelin North America Inc.: As producers become more and more educated on the benefits of proper inflation pressures, soil preservation and an increased awareness of their overall efficiency, we will see a growing need for tire sensors and RFID tags in and on gg tires.

For ag tire dealers, RFID tags could be very useful in inventory management and tracking. As for producers, this technology could easily be used to track machinery, speeds and maintenance schedules. Tire sensors like pressure monitoring sensors, distance measuring devices inside the tire, etc., could be a huge benefit to the end user.

Technology such as this could measure the dynamic weight changes and precisely adjust air pressures, which would benefit tractive capacities, flotation, fuel economy in the field and overall machine efficiency. Furthermore, if this technology is tied to machine speed, air pressures could adjust up and significantly improve fuel economy and stability on the road too.

As these technologies hit the market, tire dealers need to be knowledgeable enough to maintain, install and troubleshoot them all.

Today, we understand that tire dealers are the first stop for tire recommendations, with tire manufacturers and online research being second. This technology is coming fast and we all need to be educated and prepared to move forward quickly.

BLAINE COX, NATIONAL PRODUCT MANAGER — agriculture, golf and turf, Yokohama Off-Highway Tires America, Inc.: When it comes to how an operator can influence tire performance and tire life, nothing even comes close to inflation pressure. Tire sensors and RFID signaling technology seem to be ramping up — first in cars and trucks and more recently in farm equipment.

They’re powerful tools because they make it easy to keep track of inflation pressure and just as importantly, to spot a problem before it turns into a crisis. And those technologies are a perfect fit for central tire inflation systems, which can automate the entire process of optimizing inflation pressure on the go.

MTD December 2022

11/28/22 10:28 AM

Commercially Viable BKT introduces EM 933 for excavators

Michelin adds Agilis HD

Balkrishna Industries Ltd. (BKT) has introduced a new tire, the EM 933 Super, for excavators in digging and loading operations. The EM 933 Super boasts “many distinguishing features,” according to BKT officials, including “an outstanding sidewall design with a protruding rib that enables the close contact of two tires, without the need for a special rubber ring to avoid rock penetration.” BKT offers more than 3,200 products for construction, mining, agricultural and other applications.

BALKRISHNA INDUSTRIES LTD. www.bkt-tires.com

Michelin North America Inc. has rolled out its new Agilis HD Z 19.5 tire, which replaces the Michelin XZE tire in two 19.5-inch sizes — 225/70R19.5 LRG and 245/70R19.5 LRH. Featuring a customized, five-rib, zig-zag tread that combines “excellent water evacuation with an aggressive pattern,” the Agilis HD Z 19.5 tire has been designed to help drivers maintain confidence over the life of the tire and offers 34% more miles, better wet grip and lower rolling resistance, according to Michelin officials.

MICHELIN NORTH AMERICA INC. www.michelin.com

GRI unveils Green XLR Earth ag tire Global Rubber Industries Pvt. Ltd. (GRI) is unveiling the Green XLR Earth 65+, a radial ag tire with a tread design that creates a virtual rib and subscribes to GRI’s sustainable mission. The tire is made with 37.5% sustainable materials and is designed to drive performance and productivity for tractors across the globe. GRI says the virtual rib sets the Green XLR Earth 65+ apart from other 65-series radial farm tires, as it provides both enhanced driving comfort and improved steering precision at higher speeds. The tire will be available in early-2023.

GLOBAL RUBBER INDUSTRIES PVT. LTD. www.gritires.com

Yokohama launches online management tool Yokohama Off-Highway Tires America Inc. has created an online portal to help tire distributors and dealers manage their tire inventories. The portal includes tools and features, such as 24/7 real-time product availability by warehouse; a searchable catalog by name, SKU number or size; quick-order features for speedy reordering; a container builder/tracker; automatic freight estimates for warehouse orders; and more. The system builds on the company’s popular Warranty Wizard, a mobile app that streamlines the warranty claim process.

YOKOHAMA OFF-HIGHWAY TIRES AMERICA INC. www.yokohama-oht.com

Caterpillar approves Maxam OTR tire The Maxam MS302 in size 29.5R25 has been approved by Caterpillar Inc. as an original equipment tire option on Cat 740 GC articulated dump trucks. Maxam Tire North America officials say the fitment “marks a major leap forward” for Maxam in the OTR tire segment. The tire has been engineered “for the toughest applications, delivering superior traction and high resistance to wear and cut.” Maxam also supplies MS302 tires as factory options on the Cat 950M, 966M, 972M and more in certain regions.

MAXAM TIRE NORTH AMERICA INC. www.maxamtire.com w w w . M o d e r n T i r e D e a l e r. c o m

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Prinx adds sizes to Fortune truck tire Prinx Chengshan Tire North America has added three sizes — 295/75R22.5, 11R22.5 and 11R24.5 — to its Fortune DH131 closed-shoulder super-regional drive tire. Among other benefits, the Fortune DH131 provides fleets “with high-speed performance and longer mileage” and is engineered to minimize irregular wear, according to Prinx officials. In addition, the Fortune DH131 sports a shallow tread depth, giving dealers “a lower price point option” than the Fortune DH106.

PRINX CHENGSHAN TIRE NORTH AMERICA www.prinxtire.com

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Focus on Industry

Sailun ‘plants flag’ in emerging EV tire category ‘WE WANT TO BE KNOWN AS AN EXPERT IN EV TIRES’ By

Mike Manges

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ailun Tire Americas is positioning itself as a force in the emerging electric vehicle (EV) tire category with the launch of the new Sailun ERANGE EV tire, which contains the company’s EcoPoint3 liquid phase mixing technology.

The first Sailun tire to feature EcoPoint3, the ERANGE EV, is available now in more than 30 sizes, according to Ron Dolan, president of Sailun Tire Americas.

Dolan sat down with MTD at a recent ride-and-drive event in Los Angeles, Calif., to discuss the ERANGE EV, Sailun’s EcoPoint3 technology, Dolan’s take on the burgeoning EV tire category and more.

“We really want to say to the marketplace that we’re a leader in EV tires and we’re planting our flag,” he said.

MTD: We originally reported on the new EVRANGE EV tire — including its features and benefits and why Sailun has developed this tire specifically for EVs — back in May 2022. As more tire manufacturers bring EV-specific tires to market, it seems like we are seeing the emergence of a new product category...

Dolan: I think we’re definitely seeing that.

We’re on the precipice of the mass vehicle market adopting EVs, so it’s definitely considered a new, separate category.

MTD: Why has it been important for Sailun to get in on the ground floor of EV tires?

Dolan: It started with EcoPoint3 technology. The Sailun Group, parent company of Sailun Tire Americas, invented this

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proprietary liquid phase technology and it dawned on us that ‘They’re talking about low rolling resistance, a quieter tire...’ We had an epiphany and said, ‘Wouldn’t “We really want to say to the marketplace that we’re a this be fantastic for EVs if leader in EV tires and we’re planting our flag,” says Ron everything they are saying Dolan, president of Sailun Tire Americas. in their lab testing is true Photo: MTD in the real world?’

We came up with the concept and there are brands you don’t know. I think (performance) attributes we wanted and at the consumer level, that’s where it is. we benchmarked to the leading brands.

Our research and development center MTD: Where are you positioning the sent over tires for third-party testing. And new ERANGE EV? the tires accomplished what we wanted.

Because we were so pleased with the Dolan: Within EV-specific tires — and results, we did further third-party tests there aren’t many of them out, by the way beyond the initial evaluations. I then bought — we are, from the very top, 25% to 30% an EV myself to purposely understand what less than other brands today. EV-specific, the consumers of these tires go through we will be positioned comparably versus on a daily basis. I quickly realized with conventional tires. their instant torque how a long-wearing Through our testing and how we’re compound would be vital. positioning (the new tire) in the market I’m also a father of three girls and the we believe that we deliver the best value. ability to stop quickly was critical … and We are delivering a value solution. also reducing range anxiety. So I knew we had to make a tire that hit those marks. We MTD: Some tiremakers maintain you feel we have a tire that’s performing at the can take an existing tire with existing tier-one level, but we are selling it within technology, put in on an EV and not lose the EV tire category as a value-tier product. performance. Sailun is saying it’s better to run tires made specifically for EVs...

MTD: Do you foresee a tier hierarchy developing as the EV tire category evolves?

Dolan: ...and for hybrid (vehicles), as well — not just fully electric. I think this Dolan: The generations of consumers tire adds a ton of value for hybrid drivers. coming in now — the Gen Zs — are more We know with the high torque of these data driven. And their affinity to brands is vehicles that conventional compounds not the same as generations before. Let’s will have extremely fast wear. With our face it — there are brands you know and proprietary technology, we can have a MTD December 2022

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long-wearing tire that doesn’t sacrifice rolling resistance and grip. Could that be valuable to an internal combustion engine car? Absolutely.

We really want to say to the marketplace that we’re a leader in EV tires and we’re planting our flag. We want to be known as an expert in EV tires. That’s the route we want to take.

We believe that with EcoPont3, we have a story to tell the OEMs now. Before — although we built a fantastic tire — we didn’t have a concrete story (that listed reasons) why to switch. It’s a long-term project. We know that won’t happen overnight, but we’re a patient company and have a long-term plan.

With EcoPoint3, we’ll come out with other MTD: The ERANGE EV will be available soon? products down the road. We’re looking at areas where we believe that this technology Dolan: Yes. There are tires on their way to will add value. We have the ability to create distribution centers as we speak. Our exclutires that are very safe. Their stopping abiity sive distributor in the U.S. is TBC, with the is second-to-none. We believe a high-end fantastic network they have in their National SUV tire in more premium fitments could be Brett Miller, director of marketing Tire Wholesale and TBC Brands divisions. We and advertising for West Middlean interesting spot to be. We are starting to also have four or five distributors who — in sex, Pa.-based Flynn’s Tire & Auto, enter the off-road (light truck) tire market and addition to TBC — will distribute our product says Sailun’s early entry into the believe EcoPoint3 will add to our ability to have electric vehicle (EV) tire market in Canada. fantastic cut- and chip-resistant compounds. “is going to really pay off as the We’re doing testing right now with our medium EV market grows.”

MTD: What’s the rationale behind distributing Photo: MTD truck tire line and we’re seeing tremendous through TBC in the U.S. versus distributing results in fuel economy. through TBC and also going direct to dealers in the U.S.?

This is an exciting time. We’re very optimistic about our future.

But we’re very committed to offering a value solution. We’re Dolan: We’ve had a long relationship with TBC. The two comproud to be in that position today. We will (introduce) products panies complement each other, with our ability to manufacture that may not be our conventional position, but will be part of an high-quality products and TBC’s second-to-none ability to agreed-upon strategy with our dealer network. We do not make distribute the product. TBC also has a long history and many deep decisions in a silo. Our strategy is built with our dealers. relationships. We believe they’re the best channel to distribute our product in the U.S. MTD: Do you foresee selling the tire through other channels, such as big box retailers like Sam’s Club or Canadian Tire?

Dolan: At this time, we’ll work with TBC in the U.S. and with TBC and our other distributors in Canada. We won’t over-distribute the product.

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MTD: Do you plan to develop EV tires for other applications?

Dolan: Yes. With the Ford F-150 Lighting and other electric pickup trucks coming, we have some concept tires we’re working on right now — and definitely for the commercial van fleet. They’re going to be highly electric. So we have plans for that segment and lots of other exciting things down the road.

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Dolan: EV-specific tires have good-wearing compounds, but still wear out faster than convention vehicle tires. We believe the replacement cycle will come faster than (with) your typical original equipment tires. I think we will have a replacement market in double digits within four to five years.

MTD: The ERANGE EV comes in 32 sizes right out of the gate...

Dolan: ...and that’s a big commitment for us. We’re not a tier-one tire company that has OE placements today. But we’re working hard to get those relationships started. w w w . M o d e r n T i r e D e a l e r. c o m

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Focus On Dealers

Utilizing text messaging to generate tire sales TIRE MAN LEANS ON TECHNOLOGY TO CONNECT WITH CUSTOMERS By

Maddie Gehring

Valentin Gomez, who works in sales at Tire Man, a dealership that’s based in Thousand Oaks, Calif., communicates with a customer via text message.

Photo: Tire Man

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ire Man, a two-location dealership in Thousand Oaks, Calif., is leaning on text messaging to better communicate with customers as the world becomes more tech-reliant.

Carey Lutz, general sales manager at the company’s Thousand Oaks location, says the use of texting to communicate with customers has impacted Tire Man’s business in a positive way.

TESTING THE WATERS

Lutz says his dealership had a unique and unexpected start with utilizing texting services for sales. It was a customer Tire Man had been serving for several years who suggested using texting.

“One day this customer, who is also a computer nerd, walked into our Thousand Oaks location and asked if he could put a feature on our website to enhance communication,” says Lutz.

“We agreed to put him on a month-long contract and to see how it would go. That was about five years ago.”

According to Lutz, the customer placed an interactive feature on Tire Man’s website.

An icon pops up on the bottom of Tire Man’s website and customers are prompted to put cellphone numbers in, along with a message.

That message goes straight to a Tire Man employee.

The dealership provides all employees with cell phones and covers all associated expenses.

THE BENEFITS OF TEXTING

Lutz says that many of the people on his sales team have been with Tire Man for years.

He believes this helps make digital connections with customers much easier.

“Over the years, we’ve become friends with our customers and in a lot of cases, we will keep their cell phone numbers.”

Some customers, he says, have come to prefer communicating “only by texting.”

Lutz says he probably does about 25% of business via texting and more than 50% of the people texting Lutz’s team have

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become repeat customers because of the speed in which they reply to inquiries.

“A lot of other tire businesses have features like this, but when I answer people back, they always are shocked by how fast we got back to them. That’s the perk of having the texting notification sent straight to our personal cell phones.”

He also says texting allows Tire Man’s sales team to get more work done during the day.

Normally, he adds, if a customer calls in with questions, the dealership’s salespeople must stop what they are doing to answer right away.

Using texting, if a customer contacts Lutz or another team member, they can finish what they are working on and then respond.

“We are all a bunch of old men in here and we prefer a phone call,” laughs Lutz.

“But it is nice when we are busy just to text. I can be on the phone with one customer and text another customer telling them their car is ready.”

He also says Tire Man employees will send texts to customers that contain a fair amount of information about various tires and services, so customers can go back and look at that information when needed.

And texting gives Lutz and his team the opportunity to discuss a customer’s problem before they bring their car to the store.

“Most of us are running pretty hard and pretty fast, so, it gives us a breadcrumb trail.”

ADVICE FOR OTHER DEALERS

Lutz believes texting is probably less effective for “big corporations like Walmart.”

He understands that texting may not be for every tire dealership. “It seems like everyone who is in the tire business has been in it for a while and has found what works for them. Well, texting really works for us.”

Looking ahead, Lutz says Tire Man plans to increase its text communications in response to customer demand.

MTD December 2022

11/28/22 10:29 AM

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11/23/2022 8:14:30 AM

Focus on Dealers

Ohio tire dealers offer mobile training for members TRAILERS TRAVEL TO STORES FOR ON-SITE EDUCATION By

Maddie Gehring

The Ohio Tire & Automotive Association (OTAA) has partnered with DRIV Inc., which oversees Garage Gurus — a major automotive service training program — in an effort to “upskill” its members’ technicians.

As part of the program, Garage Gurus provides two, 53-foot mobile trailers that feature a classroom area and tire service equipment. The trailers drive to OTAA members’ locations for on-site training sessions.

The first session took place this past August near Columbus, Ohio, in conjunction with the association’s annual golf outing.

AN INVESTMENT IN MEMBERS

Jeff Wallick, president of the OTAA, says the decision to partner with Garage Gurus was not taken lightly.

But at the end of the day, OTAA “made the decisions to invest in our members. We know that our members are — and I mean this quite literally — keeping America moving forward.

So the responsibility we feel to serve them well is immense.”

Wallick believes OTAA members will see a return on the investment as their employees will become “even more proficient at working on the latest and greatest vehicle technology.”

“If we’re going to succeed and grow as an industry, it’s incumbent upon us to make an investment through initiatives and partnerships like we have with Garage Gurus,” says Alex Boehnke, OTAA legislative director.

The mobility of Garage Gurus’ training trailer was a key factor for the OTAA, he adds.

“Asking small business owners to pull out their technicians for training is a big ask. They’re trying to do as much business as possible and they’re short on workforce.

“If we are able to develop a partnership like this that saves time and brings the training to them, it’s all the more valuable.”

“Our objective is to make it as simple and convenient as possible for our members to show up and engage with industry-leading training in a way that’s best for them,” says Wallick.

MORE THAN 40 COURSES

Garage Gurus’ trainers are professionals who have 15 to 30 years of hands-on experience and also are Automotive Service Excellence-certified, according to Wallick, who himself is a trainer for the program.

More than 40 courses are available, from ride control to

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Garage Gurus provides two, 53-foot mobile trailers that feature a classroom area and tire service equipment. The trailers provide on-site training at members’ stores.

Photo: OTAA

brake systems. “The training is going back and forth between what I am going to call theory and application,” says Wallick.

It consists of “a little bit of watching videos, a little bit of discussion with the teacher and then they’re actually putting their hands to work on actual equipment to apply what they have learned.”

Garage Gurus tries to keep sessions to about 12 students. The times of the sessions can vary, depending on trainees’ availability.

Wallick says that technicians can attend one eight-hour training session or two four-hour day sessions.

The “sweet spot” that OTAA found are four-hour sessions, he explains.

This allows OTAA members to keep technicians working at their dealerships for as long as possible before pulling them out for training, which the OTAA pays for.

“A technician may show up for work at 7 a.m. and they’re going to get jobs done in the morning and then have time to grab lunch and head to training at 2 p.m.,” says Wallick.

“Our role at the OTAA is to facilitate that training and take care of any friction in the process.

“In this case, that means paying for the training because we really do see this as an investment in our OTAA members, their technicians and our industry,” says Wallick, who adds the association will continue to promote the program to members.

MTD December 2022

11/28/22 10:29 AM

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11/23/2022 8:14:31 AM

TEN Insights

What will your ‘new normal’ look like?

SIX TRENDS TO KEEP AN EYE ON By

Randy O’Connor

D

espite economic uncertainty, for the most part, it’s a great time to sell tires and service vehicles.

And as the world continues to recover from the pandemic and we continue to watch markets closely, consumers seem to be more and more focused on a return to normal.

But what will that “normal” look like?

Here are some trends to follow and capitalize on:

Back in the public eye? Consumers are anxious to return to brick-and-mortal retail outlets. However, many have become accustomed to the digital shopping experience and will likely remain more comfortable with it well into the future.

Retail champions understand that it’s all about the customer experience. While it’s certainly possible to still deliver an excellent experience without much technology, many consumers have come to expect more.

Chances are — at least for most consumers — this involves the expectation that some sort of digital technology will be a part of that experience.

Personalization unlocks doors. Everywhere we turn, we see evidence that retailers are focused on creating a personalized experience for shoppers.

Personalizing your customers’ experience provides you with an excellent opportunity to present something unique.

We certainly can and should do our best to meet customers’ expectations on a personal level.

Generational changes. With each passing day, Gen Xers, members of Generation Z and millennials all become a bigger part of your customer base.

These folks have grown up with more technology in their lives than previous generations. These consumers are also more environmentally conscious and informed than their predecessors.

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And many are more frugal.

Shaping the customer experience for these buyers is as much about reflecting their values as it is meeting their expectations. Digital tools will help you answer that call.

A firm hold on contactless service. Even though consumers have become more comfortable around others, they have come to appreciate certain trends that the pandemic forced all of us to adopt. Contactless payments Contactless payments are here to stay. What was are here to stay. What was once a safety precaution is now a recognized strategy for saving consumers valuable time. once a safety precaution is Photo: Unsplash now a recognized strategy for saving consumers valuable Employee-focused approaches. Last — but time otherwise spent signing receipts, most certainly not least — of the trends that counting cash and having to be in a particuare shaping your business on the heels of lar physical location in order to complete the pandemic is a hyper focus on inclusivity a transaction. and engagement with employees. The stress The convenience of contactless payments that has accompanied the past few years is now an expectation — not a precaution has provided all of us with a fresh view of or convenience. what’s important, how we choose to spend our time and with whom we spend it.

In addition, your team is likely younger than it was pre-pandemic. Younger people’s Consumers seem to be work expectations differ from those of more and more focused previous generations.

For them, it’s about employee empowon a return to normal. erment, life/work balance and more of a focus on leveraging technology to make Supply chain disruption rewinds the clock. jobs easier.

We’ve all been affected by the massive disWe’re now in significantly transforruption in the global supply chain. Servicing mative times and we need to leverage your customers due to this disruption has transformative trends to our advantage. often been very challenging. This doesn’t Like it or not, normal will never be normal appear to be changing anytime soon. As a again. The sooner you can adapt, the better result, we’re now having to focus on more off your business will be. old-school ways to meet customers’ needs in a timely fashion.

Tire and auto industry veteran Randy O’Connor is the It’s now, once again, about warehousing executive director TEN (Training and Education Network).

He can be reached at roconnor@10endeavorb2b.com. For what you can, diversifying your supply more information, see www.mtdten.com. chain and sourcing where you can.

MTD December 2022

11/29/22 1:30 PM

Business Insight

Recipe for success in 2023

FOCUS ON CAR COUNT AND SALES AGILITY – AND STAY DISCIPLINED By

Dennis McCarron

S

o 2022 actually happened!

(Hard to believe!) My brain tells me it’s still late-spring, but the calendar tells me it’s time to bring on 2023 and all of its craziness.

But first, look at what we lived through during the past few years.

First, there was 2020, which brought us the pandemic, riots in cities across America and a host of other calamities.

That year was difficult with lockdowns, home schooling, illnesses, deaths and enough mental health issues to last a lifetime.

Many couldn’t wait for the year to end.

People even posted online “Goodbye, 2020 — hello, 2021!”

And 2021 didn’t disappoint. It started with a political punch in the face. Lockdowns continued for most states, masks were everywhere and can anyone say the word “inflation?”

Last year had its moments, as well, with continued inflation, supply chain problems as far as the eye could see and of course, the invasion of Ukraine and serious talks about what happens if a tactical nuke detonates somewhere.

It’s with the optimism of a pessimist — or is it the pessimism of an optimist — that we dive into reflecting on 2022 in the tire industry, while predicting what we can reasonably rely on for 2023.

Last year should have been a financial banner year for tire dealerships.

People were spending money fixing their cars as cash was still flowing through the country and sky-high new and used car prices were making plenty of people think about keeping their current car longer.

Add-on sales were relatively easy to negotiate with customers. And increased labor rates kept up with wage earnings. w w w . M o d e r n T i r e D e a l e r. c o m

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Hopefully, you gave generous raises to those employees who deserved it, as the pipeline of fresh talent has all but dried up — making retention a major factor.

And while unit sales were down or flat, unit dollars also were high thanks to multiple — and I mean multiple — tire manufacturer price increases.

I can’t remember in my now-long career a period of 24 months during which prices increased that often and by that much.

Workflow and processes will take on an even more important role next year.

Bottom-line profits for most of the aftermarket remained strong from 2021 and likely set records or came close.

From the data I could source, the bigger box stores didn’t fare as well — with the biggest difference seeming to be that independents didn’t do any mass lay-offs.

They powered through it, whereas big box stores had sizable layoffs and haven’t quite seemed to recover headcount. But they will recover.

Going into 2023, I see three major areas to focus on — car count, sales agility and corporate discipline.

Car count is the lifeblood of a store when faced with near-certain ARO declines. While a recession isn’t baked in just yet, consumer sentiment is pulling back. At least for the first quarter — when more than 30% more Americans are expected to pay for holiday gifts with credit cards — there won’t be much left in the wallet for that traditionally unbudgeted car repair.

Workflow and processes will take on an even more important role next year as dealerships push to be even more efficient.

Sales agility is the ability of a service advisor to adjust to new conditions. That easy customer “yes” from 2020 and 2021 will go by the wayside. What worked for salespeople in those times likely won’t be effective in the first quarter.

Advisors need to dust off their presentation skills and fine-tune their empathy radar — all while holding strong on margins. Strong advisors will adapt with a new approach. Poor advisors will lament that “nobody is buying anything.”

Corporate discipline means sticking to logic — not your gut. We already see benchmark interest rates at 2008 highs.

That means if you borrow money to purchase inventory or pay other bills, you likely have forgotten how painful it is to pay down that debt.

Last year at this same time, I advised you to get out of debt. I hope you did and I hope you continue to stay out.

There are going to be plenty of “deals” out there to end this year and start the next. If you have the money on-hand and the hole in your inventory, by all means, snatch that deal up!

But if you don’t have the cash and your inventory is full due to a flat year in unit sales, stick to your guns and pass on the deal. There will be others.

I wish every reader a happy and rewarding holiday season. Congratulations on a tough and well-fought out year and I wish you all the best in the new year.

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

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11/28/22 10:29 AM

Mergers and Acquisitions

Taking better care of yourself

HEALTH AND STRESS REDUCTION TIPS FOR TIRE DEALERS By

Michael McGregor

M

y friend Joe Tomarchio of Monro Inc. always says that “none of us are getting out of this world alive.” When you’re young, he says, you just want to make as much money as you can to cover your basic needs, wants and then desires. But as you become older, time becomes more important than money. And as you become even older still, health is number one, while time and money fall to second and third.

Running a tire dealership can be stressful in the best of times — and even more so as the year winds down. In this column, I’m going to depart from what I usually write about to share some health tips that will hopefully help reduce your stress level as you gear up for a busy and successful 2023. (I try to pass these along to every tire dealer I meet.)

Saunas will increase your lifespan. I’ve always loved saunas.

I’ve joined gyms mostly because they had saunas and would work out for like 30 minutes and then sauna for 30 minutes.

When my wife and I remodeled our house, we added a dry heat sauna in our master bathroom. A dry heat sauna is the one with stones in it. (A steam room is different.) At first, I only used our sauna on weekends to decompress, but I increased to daily use after researching the long-term benefits of this.

In research published in the Journal of the American Medical Association, 2,300 men in Finland between the ages of 42 and 60 were studied for their sauna use or lack of sauna use for over 20 years.

The results show that people who sauna four to seven times per week — for at least 20 minutes at a time, with an average sauna temperature above 174 degrees — experience 60% fewer deaths related to Alzheimer’s, 55% fewer heart disease-related deaths and 40% fewer “all-cause mortality” deaths.

Saunas aren’t incredibly expensive, either. A kit on the SaunaFin website for a five-foot by seven-foot by seven-foot sauna room — the same size as mine — will run you $3,650.

You can also join a gym that has already has a sauna.

Transcendental Meditation (TM) reduces stress. This falls under the umbrella of “don’t knock it if you haven’t tried it.”

I discovered TM at the end of a stressful 2021.

For the last year, I’ve meditated twice daily and I feel less stressed, less anxious and overall better for it. (Hey, if it was good enough for the Beatles, it’s good enough for me!) TM is not a religion or philosophy of any sort. It’s just a relaxation technique. For more, check out www.tm.org.

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Running a tire dealership can be stressful in the best of times.

Intermittent fasting — combined with good nutrition — will help keep you at a healthy weight. I started intermittent fasting at the Specialty Equipment Market Association Show five years ago. Knowing I had lunch and dinner meetings scheduled, I skipped breakfast, grabbed a coffee and headed to the show. I did the same thing the next day. I found I could last until noon or so without eating. (My mom used to say that breakfast was the most important meal of the day and it still is for me. I just chose to ‘break my fast” at noon.)

You can do the same. Google “intermittent fasting” and you will find different plans.

I do the “16:8” version and eat within an eight-hour window — usually between 11:30 a.m. and 7:30 p.m. I like that I now have only two potentially bad decisions about what I’m going to eat!

I also try to make better choices, like cutting out the bad carbs, avoiding processed foods, cooking from scratch and eating more fruits, vegetables and lean protein. Check out “Food Rules” by Michael Pollan for an easy read on nutrition.

Exercise will reduce your stress level and make you look and feel better. I belong to Orange Theory Fitness, which offers high-intensity interval training, done in a group or personal training setting.

Every workout is designed by experts and is led by experienced coaches. You wear a heart rate monitor to track your heart rate on a screen and watch calories burn in real time.

As we age, we lose muscle mass, so we need to lift weights to counter this and make our bones stronger. So I also strength train at a gym. You can hire a personal trainer, but there are lots of personal trainers on YouTube for free. My favorite is www.athlean-x.com. Jeff Cavalier at Athlean-X. com knows a lot about nutrition and is a licensed physical therapist and trainer.

He’s well-regarded by people like Sylvester Stallone and professional athletes. He’s also very funny and down-to-earth, like many tire dealers I know.

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

MTD December 2022

11/28/22 10:30 AM

EV Intelligence

Tune up your listening skills

AND DON’T BE AFRAID TO HOLD EV CUSTOMERS’ HANDS By

Craig Van Batenburg

W

hen did you first encounter a hybrid owner asking about tires? It could have been the year 2000.

If it was, you had a Honda Insight gas/ electric hybrid (HEV) in your parking lot and a customer that most likely knew a lot more about the first hybrid sold in America than your service writer did.

It may have been a car you did not even know existed!

A few years later in 2004, a Prius owner might have stopped by your store, in need a tire rotation. No big deal, right? What if your service advisor discovered that the Prius’ owner had parked in front of your dealership’s garage door and did not know how to start the car? Then it was probably “ask-the-car-owner” time, which can be a bit embarrassing.

The good news is that was a long time ago. Now hybrids are mainstream and electric vehicle (EV) sales are surging.

The owners of these vehicles have money as many EVs aren’t cheap. They love their cars, need tires and expect great service.

Second-hand EV buyers are another type of customer.

They typically have less money and are not as savvy about EV technology. It’s now up to you to help them. And that requires some hand-holding.

Professional hand-holders are clergy, lawyers, therapists and others. Other than ministers, rabbis and other religious leaders, most typically get paid for their time.

When I owned and operated Van Batenburg’s Garage in my hometown of Worcester, Mass., on my business card — after my name — were the acronyms CMAT, L1, L3, AMAM and DMM. The last one displayed a bit of my humor as it stood for “doctor of moving metal”. You see, the shop — which is now my HEV/ EV training center — was two blocks away from a large hospital and over 50% of my customers were in the medical world.

And it became clear to me as I gained experience growing my business that I needed to learn better listening skills. The more I listened to my customers, the more they trusted me.

If I asked questions after listening, the better the outcome of the sale.

Who is responsible for the success of any communication — the listener or the speaker? What do you think? Stop reading for a moment and ponder that question. Pose the question I just asked to the people you work with. Many will say, “Both.”

(We will get back to that at the end of this column. By the way, if you ever notice something that can wait to be discussed later, make a note of it. Become a note taker!)

I also urge you to have a culture of open meetings at your dealership. At my old company, we were able to have meetings w w w . M o d e r n T i r e D e a l e r. c o m

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Who is responsible for the success of any communication — the listener or the speaker? after lunch without interruptions. (We were closed for one hour at lunchtime.)

We took this hour-long break to talk with one another and learn. It was amazing to see the growth in sales and efficiency in the shop. You can also use your shop’s downtime time to learn about EVs and the EV owners’ views.

But back to the subject of hand-holding.

Each new technology comes with a learning curve. Owners of second-hand HEV and EVs will need help understanding why certain tires are made specifically for a 2011 Nissan Leaf or a 2014 BMW i3.

EVs have been here for over 10 years and hybrid cars well over 20 years. How do you get paid for that extra hand-holding time?

Can that time spent be included in the final bill somewhere?

In most stores, customer service people may not know very much about EVs or much worse, they make stuff up as they go along.

Maybe their response to a new customer is a negative comment about the idea of banning fossil-fuel vehicles? Will that culture at your store be helpful in the long run?

Going back to what I asked earlier — just who is responsible for the success of any communication? The listener or the speaker? My belief is that it’s the listener 100% of the time.

Listening is hard work.

Many times, when you start to listen to something you do not agree with, you stop listening or you prepare to engage in an argument. This is not helpful. That is one reason why listening is hard.

There is a phrase — “Always already listening” — that I learned when I attended a class in the early-1990s.

This EV thing is going to challenge all of us in some way. We must learn and move into this new age or fall behind and lose our way. You have worked too hard to let your sales slide.

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

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11/28/22 10:30 AM

Products

SRNA rounds out Falken Azenis line The new ultra-high performance all-season Falken Azenis FK460 rounds out Sumitomo Rubber North America Inc.’s (SRNA) Falken Azenis high performance tire lineup. Available in a total of 85 sizes — ranging from 17 inches to 22 inches in diameter with a Y speed rating — the Falken Azenis FK460 is available for “the Audi S5 to BMW M4, Ford Mustang GT, Chevrolet Camaro and Corvette, Dodge Challenger SRT Hellcat, Jeep Grand Cherokee SRT, Mercedes-Benz AMG, Polestar 2, Porsche 911, Subaru WRX STI, Tesla Models 3 and Y and Toyota GR Supra,” say SRNA officials.

SUMITOMO RUBBER NORTH AMERICA INC. www.falkentire.com

Pirelli launches allweather series The WeatherActive is the first allweather series from Pirelli Tire North America Inc. (PTNA) and is available in two versions — the Cinturato WeatherActive, which targets sedans and comes in 16 sizes, and the Scorpion WeatherActive, which comes in 23 sizes and has been designed for light truck and SUV applications. PTNA officials say the tires have earned 3-Peak Mountain Snowflake certification for performance in severe snow conditions. Both come with a 60,000-mile limited treadwear warranty.

PIRELLI TIRE NORTH AMERICA INC. www.pirelli.com

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Continental rolls out ExtremeContact Sport02

Yokohama expands Advan UHP line

Continental Tire the Americas LLC has updated its summer, ultra-high performance tire lineup with the ExtremeContact Sport02, a tire the company says outperforms its predecessor in speed, braking and responsiveness. The ExtremeContact Sportt02 is available in sizes that fit wheel diameters ranging from 15 inches to 21 inches. The tire, designed for both the street and the track, comes with Continental’s SportPlus Technology, which provides responsive handling, better grip on wet roads and extended tread life.

CONTINENTAL TIRE THE AMERICAS INC. www.continentaltire.com

Yokohama Tire Corp.’s new Advan Neova AD09 ultra-high performance tire is available in 52 sizes, for wheels ranging from 15 inches to 20 inches in diameter. The Advan Neova AD09, which replaces the Advan Neova AD08R, features “extreme grip for faster lap times, razor-sharp handling, superior wet performance and constant performance on the street and track,” according to Yokohama officials. The tire boasts a new tread pattern, all-new casing construction, a high-silica compound, chamfered grooves for enhanced wear resistance and more.

YOKOHAMA TIRE CORP. www.yokohamatire.com

ATD adds Hercules Roadtour Connect

Atturo rolls out two UTV tires

American Tire Distributors Inc. (ATD) has rolled out its Hercules Roadtour Connect PCV all-season touring tire. The tire provides “newer technology, more balanced tire performance” and other benefits, “delivering 70,000 miles across all sizes and speed ratings,” according to ATD officials. It will be available in 39 sizes, fitting wheels ranging from 15 inches to 20 inches in diameter.

Features include a nylon over-wrap to improve the tire’s durability and wear, added silica to enhance the tire’s wet and snow performance, a wide-circumference center and more.

AMERICAN TIRE DISTRIBUTORS INC. www.herculestire.com

Atturo Tire Corp. is entering the powersports market, bringing two patterns inspired by its light truck tire lineup into the sport and recreational UTV categories. The Trail Blade X/T SxS and the Trail Blade Boss XsX are specifically designed for the demands of modern side-by-side owners and their vehicles, according to Atturo officials. Both tires feature steel-belted radial construction. The Trail Blade X/T SxS is expected to be available in the fourth quarter of 2022, with the Trail Blade Boss SxS following in the first quarter of 2023.

ATTURO TIRE CORP. www.atturo.com MTD December 2022

11/22/22 9:33 PM

TPMS

Toyota CH-R 2018-20

DESCRIPTION & OPERATION

When a tire pressure sensor is replaced or tires are rotated, the sensor ID must be memorized by the TPMS control unit.

See TPMS RESET PROCEDURES.

DESCRIPTION OF SYSTEM

a. The tire pressure warning system warns the driver when the tire pressure has decreased in order to decrease CO2 emissions and enhance safety. b. The tire pressure warning system illuminates the tire pressure warning light to warn the driver when the following condition is met: Due to the operation of the steering pad switch assembly, the tire pressure drops to approximately 75% or less of the tire pressure set during system initialization. The tire pressure warning pressure (the pressure at which the warning light is illuminated) cannot be set to approximately 75% or less of a specified tire pressure value. c. When the tire pressure warning system detects that the tire pressure of a tire is lower than the threshold, it will inform the driver using a warning light. d. The tire pressure warning ECU and receiver receives the transmitter ID, temperature and tire pressure information from the tire pressure warning valve and transmitters. This information is used to determine when the pressure in one of the tires has dropped. w w w . M o d e r n T i r e D e a l e r. c o m

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DESCRIPTION OF REGISTRATION

a. When tires and wheels are replaced, always ensure that each transmitter ID is correctly registered. b. When one or more of the tire pressure warning valve and transmitters or the tire pressure warning ECU and receiver is replaced, the transmitter IDs for all of the tire pressure warning valve and transmitters must be re-registered. Before registering the transmitter ID of the new tire pressure warning valve and transmitter, check the Data List and record all of the transmitter IDs that are already registered.

TIRE PRESSURE WARNING RESET SWITCH

a. By operating the steering pad switch assembly, the tire pressure warning ECU and receiver can be set to issue a warning at an inflation pressure that corresponds to the type of tires fitted to the vehicle. Therefore, the warning threshold must be set to the proper value in order to comply with local regulations. b. After the inflation pressures of all tires (except the compact spare tire) have been adjusted to the appropriate tire pressures, operate the steering pad switch assembly and perform initialization.

DESCRIPTION OF INITIALIZATION

a. During initialization, the tire pressure warning valve and transmitters measure the inflation pressure of the tires,

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TPMS and register the signals that are transmitted into the tire pressure warning ECU and receiver at a frequency of about once per minute. The initialization process is completed when signals from all tires (except the compact spare tire) have been received. b. Perform initialization in these cases: 1. Before delivery of a new vehicle; 2. After replacement of the tire pressure warning ECU and receiver; 3. After replacement of a tire pressure warning valve and transmitter; 4. When the specified tire pressure changes due to the use of a different size or type of tire; 5. When the specified tire pressure changes due to a change in the vehicle load, the speed range that the vehicle will be used in, etc.; 6. When a tire rotation is performed and the specified tire pressures are different for the front and rear of the vehicle. Perform initialization after the transmitter ID registration is completed.

FUNCTION OF MAIN COMPONENTS

• Tire Pressure Warning Valve and Transmitter: These components detect the pressure and internal temperature of the tire and transmit the measured values and the ID code to the tire pressure warning ECU and receiver.

• Tire Pressure Warning ECU and Receiver: These components receive data from each tire pressure warning valve and transmitter and monitor tire pressures. When the tire pressure warning ECU and receiver detect a drop in the tire pressure, a system malfunction or initialization mode, they output the respective signal to the combination meter assembly. When the tire pressure warning ECU and receiver detect a problem with the vehicle speed signal, they use changes in the signal strength from the tire pressure warning valve and transmitter as a judgment standard. If the ECU detects any changes in the signal strength from the tire pressure warning valve and transmitter, it determines that the vehicle is being driven.

• Steering Pad Switch Assembly: This is the switch that operates the multi-information display. “ENTER” switch.

By operating this switch, a tire pressure warning threshold based on the current tire pressure is memorized as the set tire pressure in the tire pressure warning ECU and receiver.

• Combination Meter Assembly: This transmits the vehicle speed signal to the tire pressure warning ECU and receiver.

• Tire Pressure Warning Light: This illuminates after blinking for one minute to warn the driver in accordance with the signal from the tire pressure warning ECU and receiver.

Displays two-digit Diagnostic Trouble Codes (DTCs).

• Main Body ECU (Multiplex Network Body ECU): The main body ECU (multiplex network body ECU) and tire pressure warning ECU and receiver are connected using two direct lines that they use to communicate with each other. The main body ECU (multiplex network body ECU) is connected to the combination meter assembly via CAN bus.

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This vehicle diagram shows the locations of (A) with a full size spare tire; (1) Tire Pressure Warning ECU and Receiver; (2) Tire Pressure Warning Valve and Transmitter; (3) Combination Meter Assembly - Tire Pressure Warning Light; (4) Main Body ECU (Multiplex Network Body ECU); (5) Steering Pad Switch Assembly and the (a) front of the vehicle.

Photo: Mitchell 1

TROUBLESHOOTING

TIRE PRESSURE WARNING ECU AND RECEIVER EXPRESSIONS The type of tire pressure warning ECU and receiver used on this model differs according to the specifications of the vehicle.

For vehicles with Smart Key System, the part name used here is tire pressure warning ECU and receiver. (The actual part name is the electrical key and tire pressure monitoring system receiver assembly.) For vehicles without a Smart Key System, the actual part name is the door control and tire pressure monitoring system receiver assembly.

TIRE PRESSURE WARNING SYSTEM PRECAUTION a. Tire pressure decreases naturally over time, which also occurs in vehicle models without a tire pressure warning system.

Tire pressure decreases by approximately 5 kPa (0.05 kgf/ cm2 , 0.7 psi) to 10 kPa (0.1 kgf/cm2 , 1.5 psi) per month. b. Tire pressures may need to be adjusted periodically. c. In winter, tire pressure may decrease due to low ambient temperatures (tire pressure decreases by approximately 10 kPa (0.1 kgf/cm2 , 1.5 psi) for every 10°C (18°F) drop in the ambient temperature). Therefore, the tire pressure warning system is more likely to indicate a warning if the tire pressures are not adjusted appropriately. If the daily temperature variation is large, increase the pressure of the tires so that the tire pressures are suitable under cold conditions. As a result, unnecessary tire pressure warning operations should decrease. d. Always use a new grommet and valve core when installing a tire pressure warning valve and transmitter to ensure the sealing performance. e. When one or more of the tire pressure warning valve and transmitters or the tire pressure warning ECU and receiver is replaced, the transmitter IDs for all of the tire pressure warning valve and transmitters must be re-registered. Before registering the transmitter ID of the new tire pressure warning valve and transmitter, check the Data List and record all of the transmitter IDs that are already registered.

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TPMS f. Use only a specified cap. If an unspecified cap is used, it may seize to the tire pressure warning valve and transmitter. g. Depending on the tire type, the system may not function properly even if the specified wheels are used. h. To prevent damage to the tire pressure warning valve and transmitter, make sure that the tire pressure warning valve and transmitter does not interfere with the tire bead when installing or removing a tire. i. To prevent damage to the tire pressure warning valve and transmitter before disengaging the tire bead or removing the tire from the wheel, drop the tire pressure warning valve and transmitter into the wheel.

NECESSARY PROCEDURES WHEN REPLACING PARTS a. ID Registration: When replacing the tire pressure warning valve and transmitter and tire pressure warning ECU and receiver, perform ID registration for the tire pressure warning valve and transmitter. b. Initialization: After performing ID registration for the tire pressure warning valve and transmitter, make sure to initialize the tire pressure warning system.

TPMS RESET PROCEDURES

REGISTRATION 1. BEFORE REGISTRATION The transmitter ID is written on the tire pressure warning valve and transmitter. It is not possible to read the transmitter ID after installing the tire onto the wheel. Therefore, make a note of the transmitter ID before installing the tire.

In case of tire pressure warning ECU and receiver replacement, read the registered transmitter IDs that are stored in the old ECU using the Techstream and write them down. If the reading the stored transmitter IDs is impossible due to malfunctions of components such as the tire pressure warning ECU and receiver, remove the tires from the wheels and check the IDs located on the tire pressure warning valve and transmitters.

In case of tire pressure warning valve and transmitter replacement, take a note of the seven-digit number (transmitter ID) written on the tire pressure warning valve and transmitter.

This diagram shows the (*1) Tire Pressure Warning Valve and Transmitter and (*a) Transmitter ID (seven-digit number).

Photo: Mitchell 1

If normal pressure values are displayed, the transmitter IDs have been registered correctly.

If the tire pressure values are not displayed after a few minutes, the transmitter IDs may be incorrect or the system may have a malfunction.

After all transmitter IDs are registered, DTC C2126/26 is stored in the tire pressure warning ECU and receiver and the tire pressure warning light blinks for one minute and then illuminates. When the tire pressure warning ECU and receiver successfully receives signals from all the transmitters whose IDs are stored in the ECU, DTC C2126/26 is cleared and the tire pressure warning light goes off.

2. REGISTER TRANSMITTER ID (USING Techstream) HINT: The previously registered IDs will be cleared from memory when the registration is completed. If the ID registration step is not completed within 300 seconds, ID registration will be canceled. Follow these steps: a. Set the tire pressure to the specified value; b. Turn the ignition switch off; c. Connect the Techstream to the DLC3; d. Turn the ignition switch to ON and the Techstream on; e. Enter the following menus: Chassis / Tire Pressure Monitor / Utility / ID Registration. Chassis > Tire Pressure Monitor > Utility; Tester Display: ID Registration f. Perform the procedure displayed on the Techstream. It may take a few minutes until the values are displayed.

If the transmitter IDs have not been registered, DTC C2171/71 is stored in the tire pressure warning ECU and receiver after three minutes or more. w w w . M o d e r n T i r e D e a l e r. c o m

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TPMS 3. CONFIRMATION OF TRANSMITTER ID REGISTRATION a. Enter the following menus: Chassis / Tire Pressure Monitor / Data List. Chassis > Tire Pressure Monitor > Data List Tester Display: ID 1 Tire Inflation Pressure, ID 2 Tire Inflation Pressure, ID 3 Tire Inflation Pressure, ID 4 Tire Inflation Pressure, ID 5 Tire Inflation Pressure. b. Reduce the tire inflation pressure of each tire 40 kPa (0.4 kgf/cm2 , 5.8 psi) or more and check that the “ID Tire Inflation Pressure” data is updated and that the actual tire inflation pressures are displayed. c. After confirming that all of the tire inflation pressure values (except the compact spare tire) have been updated, adjust the tire inflation pressure to the specified value, operate the steering pad switch assembly and perform initialization.

INITIALIZATION

Note that initialization can be confirmed through the tire pressure warning light.

If the ignition switch off during initialization, the tire pressure warning ECU and receiver memorizes that initialization was being performed. Therefore, it is not necessary to perform the initialization procedure again after turning the ignition switch to ON. The order in which the data is received is random.

If the signals from all the tire pressure warning valve and transmitters are received, initialization is completed.

Initialization is completed when the Data List “ID Tire Inflation Pressure” display shows the correct pressures.

Initialization is normally completed within a few minutes.

However, it may take 10 minutes or more until the tire pressure of the tire inflation pressure display function is shown.

It may take a few minutes until the values are displayed.

If initialization has not been completed successfully, DTC C2177/77 is stored after a vehicle speed of 40 km/h (25 mph) or more is detected for 20 minutes or more.

During test mode (sensor check mode), the system will not change to initialization mode even if the tire pressure warning reset switch is pushed.

Initialization can be terminated by connecting terminals 13 (TC) and 4 (CG) of the DLC3.

1. BEFORE INITIALIZATION: Set the tire pressure to the specified value. The procedure for adjusting the tire pressures differs depending on the temperature of the tires.

2. INITIALIZATION PROCEDURE: The tire pressure warning system illuminates the tire pressure warning light to warn the driver when the following condition is met. Note that due to the operation of the steering pad switch assembly, the tire pressure drops to approximately 75% or less of the tire pressure set during system initialization: a. Turn the ignition switch to ON; b. Operate the steering pad switch assembly, select “TPMS” on the multi-information display and press and hold the “ENTER” switch (steering pad switch assembly) until the tire pressure warning light blinks three times: *1 Tire Pressure Warning Light *2 “ENTER” Switch (Steering Pad Switch Assembly)

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The valve components include the: (1) tire pressure warning valve and transmitter; (2) non-reusable grommet; (3) washer; (4) nut; (5) non-reusable valve core; and (6) tire valve cap.

Photo: Mitchell 1

*a Tire Pressure Warning Light Output Pattern *b 1 sec. *c ON *d OFF c. Turn the ignition switch off; d. Connect the Techstream to the DLC3; e. Turn the ignition switch to ON and turn the Techstream on. f. Enter the following menus: Chassis / Tire Pressure Monitor / Data List. Chassis > Tire Pressure Monitor > Data List It may take a few minutes until the values are displayed; g. Check that initialization has been completed; h. Confirm that the tire pressure data of all tires is displayed on the Techstream screen.

REPLACEMENT PROCEDURES

CAUTION: The tire should be demounted from the wheel using the tire changer manufacturer’s instructions. Use the following information to avoid damage during the demounting/mounting procedures.

TIRE PRESSURE WARNING VALVE REMOVAL

The necessary procedures (adjustment, calibration, initialization or registration) that must be performed after parts are removed and installed, or replaced during tire pressure warning valve and transmitter removal/installation are shown below: • Replacement part or procedure • Replacement of tire pressure • Warning valve and transmitter • Necessary procedures • Register transmitter ID • Initialize tire pressure warning system • Effects/inoperative when not performed • When DTC detection conditions of “transmitter ID not received” DTC are met, TPWS indicator blinks for one minute, and then illuminates.

• Tire pressure warning function When replacing the tire pressure warning ECU and receiver, MTD December 2022

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TPMS read the transmitter IDs stored in the old ECU using the Techstream and write them down before removal.

PROCEDURE

1. Remove wheel assembly’ 2. Remove tire pressure warning valve and transmitter. Keep the removed tire valve cap; a. Remove the tire valve cap. Make sure that a sufficient amount of air has been released; b. Remove the valve core to release the air from the tire; c. Using an 11 mm deep socket wrench, remove the nut and washer; d. Drop the tire pressure warning valve and transmitter with grommet into the tire. The grommet may remain attached to the wheel. Be careful not to damage the tire pressure warning valve and transmitter due to interference between the valve and the tire bead. Set the tire remover shoe as shown in the illustration; e. Using a tire remover, remove the tire from the disc wheel; f. Take out the tire pressure warning valve and transmitter with grommet from the tire; g. Remove the grommet from the tire pressure warning valve and transmitter.

INSTALLATION Always use a new grommet and valve core when installing the tire pressure warning valve and transmitter.

• Check that the washer and nut are not damaged, and replace them if necessary; • Make sure not to damage the urethane covered backside of the tire pressure warning valve and transmitter (the surface opposite to the side with the ID code) with anything sharp; • Write down the ID number before installation; • Check that there is no oil, water or lubricant around the rim hole, tire pressure warning valve and transmitter, washer and nut. Failing to do so may result in improper installation; • Use only a specified tire valve cap. If an unspecified tire valve cap is used, it may seize to the tire pressure warning valve and transmitter.

PROCEDURE

1. Install tire pressure warning valve and transmitter. A new tire pressure warning valve and transmitter comes with a grommet installed. Make sure not to install an extra grommet. b. Install a new grommet to the tire pressure warning valve and transmitter: c. Write down the seven-digit transmitter ID number. Make sure that the tire pressure warning valve and transmitter is installed so that the printed surface can be seen. If the tire pressure warning valve and transmitter is installed upside down, it may be damaged or fail to transmit signals when driving at high speeds: d.

• Check that there is no deformation or damage to the tire pressure warning valve and transmitter.

• Check that there is no foreign matter on the grommet. e. Insert the tire pressure warning valve and transmitter w w w . M o d e r n T i r e D e a l e r. c o m

06_MTD_Cols-TPMS-Products_AdIndex.indd 77

with grommet from the inside of the wheel. No further tightening is required once the nut is tightened to the specified torque. Check that there is no foreign matter on the grommet, washer and nut; f. Install the washer to the tire pressure warning valve and transmitter from the outside of the wheel, and using an 11 mm deep socket wrench, tighten the nut. Torque: 4.0 N*m (41 kgf*cm, 35 in.*lbf ); g. Set the tire and disc wheel onto the mounting machine.

Do not apply soapy water or equivalent directly to the tire pressure warning valve and transmitter; h. Apply a sufficient coat of soapy water or equivalent to the tire bead and rim. Make sure that the tire bead and mount tool do not interfere with the tire pressure warning valve and transmitter. Make sure that the tire pressure warning valve and transmitter are not clamped by the bead and rim; i. Using a mounting machine, install the tire to the disc wheel; j. Install a new valve core; k. Inflate the tire to the specified tire inflation pressure. (Note: No further tightening is required once the nut is tightened to the specified torque); l. After the tire is inflated, the nut may be loose. Using an 11 mm deep socket wrench, retighten the nut to the specified torque: 4.0 N*m (41 kgf*cm, 35 in.*lbf) Check the surroundings of the tire pressure warning valve and transmitter for air leaks with soapy water or equivalent; m.

If air is leaking from the valve core, press the valve core several times to remove foreign matter. Replace the valve core as necessary. If air is leaking from around the tire pressure warning valve and transmitter, check if the grommet, washer and nut are not deformed, damaged or contaminated with foreign matter. Replace the grommet, washer or nut as necessary. Then follow these steps: 1. Install the tire valve cap; 2. Install wheel assembly; 3. Inspect tires; 4. Register transmitter ID; 5. Inspect tire pressure warning system; 6. Perform initialization.

Information for this column comes from the tire pressure monitoring systems data in ProDemandR, Mitchell 1’s auto repair information software for domestic and import vehicles.

Headquartered in San Diego, Mitchell 1 has provided quality repair information solutions to the automotive industry since 1918. For more information, visit www.mitchell1.com

TORQUE SPECIFICATIONS Component

Ft.-lbs.

(N.m)

Wheel nut

76

(103)

35

(4)

INCH Lbs. (N.m) Tire Pressure Sensor Nut*

*Do not use air or electric impact tools to tighten a valve stem nut. Tightening the nut beyond the specified torque can damage the nut. Make sure that there is no space between the sensor and the wheel.

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Ad Index WHEN YOU CONTACT ONE OF OUR ADVERTISERS PLEASE BE SURE TO MENTION YOU SAW THEIR AD IN MODERN TIRE DEALER ADVERTISER

PAGE

WEBSITE

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29

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ACDC

63

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39

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Apollo Vredestein Tires Inc.

9

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Apollo Vredestein Tires Inc.

47

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37

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Autel

23

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BendPak Inc.

65

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BKT USA Inc.

11

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BKT USA Inc.

31-34

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Blackburn OEM Wheel Solutions

25

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Continental Tire

21

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EasyPay Finance

43

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Falken Tires

41

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GT Radial

27

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Hunter Engineering Company

45

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K&M Tire Inc.

67

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Ken-Tool

53

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Kenda Tires USA

IBC

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Linglong Americas Inc.

7

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Maxxis Tires

5

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Milton Industries

75

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Nexen Tire America Inc.

19

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Nitto Tire U.S.A. Inc.

OBC

www.nittotire.com

Sentury Tire USA

17

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Tire Industry Association

49

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Transamerica Tire Company Ltd.

IFC

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Tyres International

55

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Unverferth Mfg. Company Inc.

59

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WheelerShip LLC

13

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Yokohama Off-Highway Tires America Inc.

15

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ZC Rubber America Inc.

51

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MTD December 2022

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