Modern Tire Dealer - August 2017

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Features 28 M/T tires are having a moment Consumer demand is blurring the lines

40 Autonomous vehicles Are they ready for a grand entrance? No. Well, maybe

42 A free 475-point inspection?!

Of course not. But maybe you are missing something

46 Wheel weight update Lead wheel weights are still here... in most states

The Industry’s Leading Publication August 2017, Volume 98, Number 8

Departments 4 Editorial You’ve got email: It’s still the way to go to market, digitally speaking

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

8 News/views Online tire sales don’t scare Monro: Company’s 1.3 million tires are an asset to leverage

18 On the Rise Alex Feliz, Redwood General Tire Service Co., Redwood City, Calif.

Commercial Tire Dealer™ 50 Inventory means options for skid steer owners at North Gateway Tire 54 What’s ahead for wide-base single tires?

GHG Phase 2 could mean renewed interest in ‘single-wides’

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

26 Your marketplace Weak sales trends will prove to be transitory

60 Counter intelligence Simple truths that never change: Focus and specialization are key for tire retailers

62 European notebook The aging tire battle gets closer to victory in Europe: Passage of legislation now seems more a matter of ‘when’ and not ‘if’

64 Business insight

58 Snider Tire expands coverage and services with acquisition 58 Commercially viable

Digital is not different — It’s just a new way of doing an old thing: selling

Focus on dealers/industry 66 Triangle makes a statement: Sources say U.S. plant is one step closer to reality 68 Michelin focuses on regional fleets: X Multi D features a confidence guarantee 70 Changing of the guard: Grandson takes over at West Coast Tire and Service

73 TPMS 2008 - 2017 Nissan Rogue and Rogue Select

On the cover: Photography by Ann Neal

78 Products 82 Ad index 83 Classified Modern Tire Dealer is a proud member of: TRIB

TIRE RETREAD & REPAIR INFORMATION BUREAU

Member An Industry Association

www.moderntiredealer.com

3

Editorial

You’ve got email It’s still the way to go to market, digitally speaking

R

emember email? Sometimes in the comRyan Phelan, vice president of marketing munication that is texting, tweeting or insights for Adestra Ltd., said the primary email ‘Snapchatting,’ email is taken for granted. address of the consumer is invaluable.

Facebook is great for sharing your thoughts and “It no longer is just a vehicle for sending an offer feelings to everyone you have friended, but email or coupon or receipt or transactional message or is more targeted, especially when used for busianything. It is a way to identify the consumer,” he ness. You might say it is even more personal than said in his “First Person Marketing: Using Data Facebook because it is designed for interaction to Drive Higher Email Results” presentation. between two people or among a small group “The Social Security number doesn’t tell me

By Bob Ulrich where you work, where you’re invested, where of people.

I was reminded of the importance of emailing you’re banking at, what credit cards you have. at the recent Digital Summit in Atlanta. As you might Your email address will tell (me) where you’re shopping, expect, the two-day event was predominantly attended by what you’re buying, where you’re browsing, what kind millennial marketers hoping to learn how to better engage of computer you have, what kind of coffee you like, and with their customers. whether you’re a left-handed golfer.”

Their admirable goals were not altruistic, however. They With that kind of personal information, businesses can were trying to find more or better ways to use digital technol- send a message that’s more relevant to the end user, “that ogy and social media to make more money. Profitability actually resonates with them,” he said. is not just a baby-boomer trait!

I did some research of my In a broad sense, there were own following the summit. The a lot of seminars on social Radicati Group estimates worldmedia, content marketing, wide email users will increase mobile technology and search 3% annually over the next three engine optimization. The semiyears, from 3.7 billion in 2017 nar topic “Beyond Pageviews: to 4 billion in 2020.

Using Google Analytics to Align The number of emails sent Measurement with Business Goals” is something we take and received per day will rise to more than 300 million seriously at Modern Tire Dealer. over that span.

There were no magic formulas or surefire strategies Worldwide, email market revenue will top $40 billion for translating the digital revolution into a pile of money, in 2020, and rise to nearly $47 billion in 2021. although I think Rumpelstiltskin’s “Turning Straw into In the U.S., consumer and business email use is also Gold” seminar was well-attended. increasing, according to Radicati’s most recent U.S. email The use of email, however, appeared to me to be the statistics report. Consumer email accounts outweigh topic most commonly addressed. The reasoning was clear, business accounts by a more than three-to-one ratio. based on the statistics presented.

“Though there is increased use of IM (instant messaging), chat, social networking and other forms of communication, • 104 billion: the number of emails that will be sent to email continues to show steady growth, as all forms of online consumers every day this year. Radicati Group Inc. communication require users to have an email address to • 122%: the median return-on-investment (ROI) for access their services, and all e-commerce transactions, i.e., emails in June 2016, according to U.S. marketers. shopping, banking, etc., require a valid email address.”

That is higher than social media, direct mail and paid Domestic consumers average 1.8 accounts per user, searches. Direct Marketing Association, Demand which explains why your goal as a marketer is to track Metric Research Corp. down the “primary” email address.

• 760%: the increase in revenue when email lists are “Email still continues to kick everybody’s keister in segmented. Campaign Monitor Pty. Ltd. terms of ROI,” said Phelan in his speech.

• 77%: ROI from segmented, targeted and triggered As both a communication and marketing tool, a onecampaigns. Campaign Monitor on-one email remains your best bet. What can be more • 56%: the percentage of people who unsubscribe from personal? Not counting actually calling someone, of an email list because the information isn’t relevant. course. ■ Email on Acid Inc. • 23%: the email open rate in the first half hour of delivery.

If you have any questions or comments, please email me SuperOffice AS at bob.ulrich@bobit.com.

23%: the email open rate in the first half hour of delivery.

4

MTD August 2017

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For what drives you.

moderntiredealer.com DIGITAL RESOURCES FOR THE INDEPENDENT TIRE DEALER

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

Publisher Greg Smith, ext. 2212 Greg.Smith@bobit.com

Editorial Editor: Robert J. Ulrich, ext. 2211 Bob.Ulrich@bobit.com

John Snider, CEO and president of Snider Tire Inc., says its Snider Fleet Solutions has grown from a single tire store opened in 1976 to 80-plus locations today.

New stores, new tire plants and new leadership Snider Tire Inc. purchased 27 commercial locations from Michelin North America Inc.’s Tire Centers LLC (TCi) subsidiary, and its locations now cover 75% of the continental United States (see article on page 58). That news created the most buzz on www.moderntiredealer. com last month.

Other news items that grabbed the most attention concerned more acquisitions by large companies (Monro included), new tire plants, and changes in leadership. Here are the top 10 news items in for July.

1. Snider Tire buys 27 locations from Michelin’s TCi subsidiary 2. Meet Michelin’s newest authorized retailer: Simple Tire 3. Monro is buying 20 more stores 4. ATD will close one tire mix-

ing center, and open a much larger replacement 5. One step closer: Triangle wants to build a tire plant outside China 6. Hankook seeks a ‘new start,’ and names a new president for U.S.

7. Apollo wants to be a premier global tire company 8. K&M Tire leaders take on new job titles 9. Giti prepares to recall nearly 400,000 touring tires 10. Carl Icahn makes an acquisition in Connecticut

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

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Managing Editor: Lori L. Mavrigian, ext. 2216 Lori.Mavrigian@bobit.com Senior Editor & Digital Projects Editor: Joy Kopcha, ext. 2215 Joy.Kopcha@bobit.com Senior Editor: Ann Neal, ext. 2218 Ann.Neal@bobit.com

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

6

MTD August 2017

News/views

Online tire sales don’t scare Monro Company’s 1.3 million tires are an asset to leverage “It’s nice to be wanted, but it’s even nicer to be needed.” In a nutshell, that’s Monro Muffler Brake Inc.’s philosophy when it comes to online tire sales.

During the company’s most recent earnings call, an analyst asked Monro CEO and President John Van Heel to provide some insight on the impact of Amazon pushing its way into the tire business, as well as how the company competes with Tire Rack.

Below is a lightly edited version of Van Heel’s response.

“I think the first and most important thing is that you need professional installers to put tires on. It’s nice to be wanted, but even nicer to be needed. So we’re not going anywhere.

The installations that we performed for these customers are profitable in the high margin... over 50% of those customers are new to our database and we retain them at the same rates as we retain other customers.

“Our average ticket on those installation customers is about $120 which compares to a net overall average ticket of $160, and again that’s higher margin.

“Online tire sales are about mid-to-high-single-digits of tires sold in the country, despite 20 years of solid competition with Tire Rack. So it’s limited, and I think it will continue to be limited even though it will grow for one really important reason and that’s because we see customers’ needs for new tires first in our shops, and that’s a huge advantage. We train to that.

“Also, relationships matter. Consumers like to talk to a professional about what tires are best for them and for their family’s safety. But when you look at the economic side of it, our tire prices are generally competitive with online sellers. Including shipping and installation we’re only about 5% to 6% higher on average than leading online players like Tire Rack and TireBuyer, and that is for our top SKUs. And within that obviously there are significant variations between zip codes and between tire lines, but that’s where the average is.

“And we’re probably another 5% to 6% higher than Amazon, and that’s a lot lower than some of the

percentages that I’ve heard out there, and that’s based on us looking at our top SKUs. So importantly I think we’re profitable at any of those online tire pricing levels.

“So I think recent concern is somewhat overdone, and what I expect is that we’re going to continue to install for online sellers, including Amazon, to gain new customers and the related sales; we will continue improving our online marketing and online shopping experience with a new site that we will have out by the end of this year, and we will continue working on that sales execution within our stores because again we see the customer’s need for tires first. And we match online pricing.

We want to make sure for those customers who are looking to try to save a few dollars, that they understand they can shop with us and they can get their tires put on today instead of waiting for them to be shipped.

“The other thing I think is important is when you look at profitably selling tires online, distribution is a huge piece of it because tires simply cost a lot of money to ship.

“We have 1.3 million tires in 1,100 stores and warehouses and that is a really significant strategic asset that we’ve been looking at how to leverage.

“I know (incoming CEO and President) Brett (Ponton) is committed to continuing to look at how to leverage that. In fact we’re in the very early stages of a test that we’re running to leverage our tire inventory online with an online partner. So as we go through that, we get some results, we work that out, we’ll talk more about that.

“I guess like any significant trend that requires investment in marketing, digital, training and distribution, this trend favors larger chains, and any pressure from it will expand our acquisition opportunities.

“For me the important piece is you need tire installers. We see the need first. We’ve got many ways to react to this and continue to grow our business.” — Joy Kopcha

‘We see customers’ needs for new tires first in our shops, and that’s a huge advantage.’

8

MTD August 2017

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News/views

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Monro to add 20 stores Monro Muffler Brake Inc. is acquiring 20 more stores in Michigan, Illinois and Indiana. The stores are expected to add about $13 million in annualized sales.

Hunter has online university Hunter Engineering Co.’s new free online self-study program, Hunter University, is designed to enhance training in alignment fundamentals, performance tire service and road force balancing techniques.

Sullivan upgrades website Sullivan Tire Co. Inc. upgraded its website with responsive web design technology to make it compatible with all devices, including mobile.

New features include live chat and educational resources.

New headquarters to open TP Commercial Solutions LLC will open a new headquarters in San Diego, Calif., on Sept. 1 for truck, agricultural and off-road tire sales in the U.S. and Canada. TP Commercial Solutions is part of the Prometeon Tyre Group, a former Pirelli industrial business unit.

Big O Tires supports research Big O Tires LLC is sponsoring an in-store promotion supporting Alex’s Lemonade Stand Foundation, a non-profit organization dedicated to finding cures for all childhood cancer, throughout this month.

Nexen sponsors soccer tour Nexen Tire Co. Ltd. is sponsoring the 2017 International Champions Cup (ICC) presented by Heineken in the U.S. Denso invests $75.5 million Denso Corp. is investing approximately $75.5 million to expand fuel technology development at its North American regional headquarters in Southfield, Mich., and a satellite office in Dublin, Ohio.

Buyer’s guide is interactive Standard Motor Products Inc. (SMP) has introduced an interactive buyer’s guide that allows users to search across all Standard brand parts guides at the same time.

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3 companies plan price increases For the second time this year, Trelleborg Wheel Systems America Inc., Yokohama Tire Corp. and Carlstar Group LLC plan to raise prices. All the price hikes are effective on Sept. 1, 2017.

Trelleborg will raise prices up to 8% on agricultural, forestry, industrial and construction pneumatic tires in North America. Yokohama Tire Corp. will raise prices up to 4% on all commercial and off-the-road tires sold in the U.S. Some in-line adjustments on consumer tires will be made as well. Carlstar will increase prices by 5% on select products in the agricultural, construction and high-speed trailer tire segments.

Artificial, yet intelligent SAVE gives credit where credit is due Artificial intelligence, or AI, has made its way into the automotive aftermarket. Snap Finance LLC is using it to improve credit approval and increase retail tire and service sales.

According to Executive Vice President Ryan Slobodian, the Snap Artificial Intelligence Verification Engine (SAVE) takes into account more than 650 data points to develop a profile of each customer. That’s more than a traditional FICO Score, which has been a prime determiner of credit approval for decades.

“It’s all done through a cloud-based platform that the dealer uses at the point of sale,” says Slobodian. “We know that people are much more than a FICO Score.” As each profile is added to the database, SAVE has a better understanding of who should receive credit and who should not, who is reliable and who is potentially fraudulent.

“As the environment changes, the model adapts and learns on its own,” says Nate Story, head of data science and behavioral sciences services. “The SAVE algorithm also can identify merchant fingerprints, if you will, and is sensitive to that.”

The platform is updated with new data points six to eight times a day, says Tyler Hunt, manager of data science and engineering. “The AI is constantly teaching itself over time to produce the most credit approvals possible.”

Snap Finance, which also works with other industries, built the SAVE SAVE provides quick credit approval model for tire and wheel stores from at the point of sale through a cloudbased system, says Slobodian. the ground up. “We continue to find new variables that are important,” says Slobodian. “And sometimes the ones that aren’t as important are removed.”

Since implementing SAVE technology, Snap has been able to increase approvals at brick-and-mortar tire stores to four out of five people, many of whom couldn’t qualify for traditional financing. “We’re trying to disrupt traditional business models,” he says. “Everything today has to be fast and efficient. Simplicity is the highest form of sophistication. Our goal is to make it simple for the customer.” — Bob Ulrich

MTD August 2017

Skid Power HD Extra deep tread provides excellent traction Reinforced sidewalls minimize stone cuts and damage caused by scrubbing Special tear, cut & wear resistant compound for long wear life Specially designed rim guard ensures protection against damages in rim ange area Strong casing for durability and puncture resistancea

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News/views

bites

New roles for K&M leaders Ken Langhals, founder and current president of K&M Tire Inc., will become the company’s CEO on Jan. 1, 2018. His daughter, Cheryl Gossard, the current vice president, will take on the role of president on that same date. She has more than 20 years experience at the Delphos, Ohio-based distributor.

Marangoni hosts legislator Marangoni Tread North America Inc. hosted Rep. Diane Black at its headquarters in Madison, Tenn. She is the first member of Congress to respond to Marangoni’s invitation to discuss free and fair trade on behalf of the American retread industry.

Tenneco sponsors contest Tenneco Inc. is encouraging consumers to get their vehicle ride control inspected for wear. The Monroe brand “Feel the Difference Quote It Sweepstakes” runs through Dec. 3, 2017.

DSP hires associate director Dealer Strategic Planning Inc. (DSP) hired George Kingman as the 20 Group’s associate director. He brings extensive experience in sales and store management, productivity improvement and team building.

Simple Tire is Michelin retailer Simple Tire LLC is now a Michelin authorized retailer. The online tire seller says it has always offered Michelin tires, but now has Michelin’s support for purchase incentives and rebates on Michelin, BFGoodrich and Uniroyal passenger and light truck tires.

Hankook offers rebates Hankook Tire America Corp. is promoting eight of its most popular passenger and light truck tires in the 2017 “Great Hit” mail-in rebate program. Consumers can save up to $100 on qualifying tires.

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Photo: Davie County Economic Development Commission

Continental rewards consumers Continental Tires the Americas LLC is giving consumers who purchase four Continental tire passenger or light truck tires from Aug. 1 through Aug. 31, 2017, a $70 Visa prepaid card.

Holding shovels (from left) are Tom Smitherman, realtor; TJ Beroth, store manager, Tom Beroth, owner; T. Beroth, owner; Bill Junker, land developer/seller. On far right is Mocksville Mayor Will Marklin. Terry Bralley, president of the Davie County Economic Development Commission is between Tom Smitherman and TJ Beroth. They are surrounded by Mocksville Chamber of Commerce members.

Mock-Beroth Tire breaks ground for 14th store in Mocksville Mock-Beroth Tire Group broke ground on a Beroth Tire & Automotive store in Mocksville, N.C., in July. It will be the company’s 14th tire store.

The 5,200-square-foot outlet is set to open in October or November and will eventually have about 15 employees.

Mock-Beroth Tire & Automotive traces its roots to the mid-1950s when Floyd Mock and his brothers Carey and Cecil started a tire retreading business in their parents’ garage. They opened their first store in 1972.

In 1978, Tom Beroth joined Mock Tire. Today Tom’s son T. Beroth and grandsons TJ Beroth and Earlie Gilley along with Carey’s son Bill, Floyd’s son-in-law Mike McKnight, and Cecil’s son Craig operate the business.

In addition to the tire retail and automotive service stores, the company owns two wholesale warehouses and has about 150 employees.

Steve Shannon Tire buys 2 stores Steve Shannon Tire Co. has purchased two Sandone Tire Car Care Center stores in northeastern Pennsylvania from Scranton-Dunlop Inc. The deal closed July 17, according to Steve Shannon, president of the Bloomsburg, Pa.-based tire dealership. Financial details were not disclosed. The stores, which are located in Taylor and Scranton, bring Steve Shannon Tire’s store count to 19 outlets. Both stores offer passenger tires and automotive services. The Scranton outlet also is a wholesale tire center.

The company’s flagship Bloomsburg location is a combination commercial-retail store. Outlets in Stroudsburg and Harrisburg serve both retail and wholesale customers. The company’s wholesale business serves customers in a 100-mile radius of Bloomsburg. The wholesale centers provide tires to Steve Shannon Tire stores, other retail tire stores, and commercial accounts such as car lots. Steve Shannon Tire’s 20th store is under construction in Lewisburg, Pa., and is set to open by Sept 1.

MTD August 2017

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News/views

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Carlstar adds warehouse The Carlstar Group LLC is expanding its distribution and service capabilities in Western Canada with a larger warehouse in Edmonton, Alberta.

Bridgestone plants honored The Bridgestone Americas Inc. passenger tire plant in Wilson, N.C., received a GM Supplier Quality Excellence Award for 2016. The agriculture tire manufacturing plant in Des Moines, Iowa, earned platinum level certification in the Caterpillar Supplier Quality Excellence Process.

BestDrive expands in Kansas BestDrive LLC executives (from left) Paul Martin, Jeff Wolcott, Sonny Simpson, Steve Postel and Richard Brahler were at a ribbon-cutting ceremony for a new outlet in Kansas City, Kan. The Continental tire and ContiLifeCycle commercial tire dealer and retreader has 21 outlets in the U.S. Double Coin opens a new plant The parent company of Double Coin tires has begun operating its first tire factory outside of China.

The plant in Thailand is owned by Huayi Group (Thailand) Co. Ltd. and has a capacity of 2.5 million truck tires. The new plant will supply the North American market.

Accella is restoring a forest Accella Tire Fill Systems has helped plant more 40,000 whitebark pines so far in 2017 in Shoshone National Forest as part of its “One Tote, One Tree” campaign. For every “tote” of Accella tire fill purchased, the company plants a tree.

Ford adds Motorcraft starters Ford Motor Co.’s new line of Motorcraft starters is designed for every budget with fewer part numbers for older and highermileage vehicles.

14

Michelin reviews tire markets North American replacement tire sales are up 1% The global original equipment and replacement passenger car and light truck tire market grew by 3% in number of tires sold in the first half of 2017, according to Groupe Michelin’s analysis. The market rose by 5% in the first quarter, driven by purchases ahead of the price hikes announced by most manufacturers, and by 1% in the second quarter.

In North America, demand for OE tires continued to show signs of slowing, with a 1% decline in the second quarter following a 2% increase in the first.

The announcement of price hikes caused the replacement tire market to swing from a 3% increase in the first quarter to a 1% decline in the second quarter. For the first half, replacement sales were up 1%. Import sales rose by 5% in the first half of 2017, which also saw strong demand for tires with high speed ratings.

Global demand for new original equipment and replacement radial and bias truck tires rose by 3% in number of tires sold in the first six months of 2017, with increases in replacement sell-in prices spurring a 7% gain in the first quarter followed by a 3% contraction in the second. The OE segment grew 9% globally over the first half.

After dropping 19% in 2016, the North American OE truck tire market rebounded 14% in the second quarter, led by demand for freight services. For the first half of the year, the market was up 4%.

The North American truck tire replacement market fell 9% in the second quarter. Michelin says the drop reflected a prior-year basis of comparison that had been boosted by Chinese tire imports ahead of the expected introduction of new customs duties.

Sales of new trucks to replace aging models, which drove the secondquarter rebound in the OE market, also dampened demand for replacement tires in North America. The replacement truck tire market was down 2% for the first half of the year.

14 are candidates for TIA’s board Fourteen representatives from the tire industry are vying for four seats on the Tire Industry Association’s (TIA) board of directors. Each will serve a three-year term. Voting ends Friday, Sept. 1, 2017. Results will be announced in mid-September. Here’s the list of nominees: Chris Brown – Florida Tire Supply Inc., Auburndale, Fla.; Ernie Caramanico – Amityville Firestone, Amityville, N.Y.; Daniel Childers – TCi Tire Centers, Duncan, S.C.; Russell Devens – McCarthy Tire Service Co., Wilkes-Barre, Pa.; Brad Feeney – TBC Corp., Palm Beach Gardens, Fla.; Leslie Hamilton – Jee Wholesale Tires LLC, Houston, Texas; Mason Hess – Purcell Tire and Service Center, Tucson, Ariz.; Thomas Kirk Huls – Tokah Inc. doing business as Big O Tires, Yucca Valley, Calif.; Sean Lannoo – Continental Automotive Systems, Allentown, Pa.; Gary MacCausland – VIP Tires and Service Corp., Auburn, Maine; Brian McGeoghegan – Mohawk Rubber Sales, Hingham, Mass.; Lance Meyer – Myers Tire Supply Co., Akron, Ohio; Mike Pursley – Wegmann automotive USA Inc., Murfreesboro, Tenn.; and W Rippetoe – Schrader Performance Sensors, Auburn Hills, Mich.

MTD August 2017

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News/views

dates

August 21-23 China International Tire Expo 2017 (CITEXPO 2017), Shanghai World Expo Exhibition & Convention Center, Shanghai, China +86 10 85898181 www.citexpo.com.cn August 24-26 The Great American Trucking Show, Kay Bailey Hutchison Convention Center, Dallas, Texas (888) 982-2629 www.truckshow.com September 10-13 CAN Connect, Custom Automotive Network Conference (formerly the Performance Warehouse Association Conference), Embassy Suites Anaheim - South, Anaheim, Calif.

(760) 346-5647 www.customautomotivenetwork.com September 27-30, 2017 Automechanika Johannesburg, JHB Expo Centre, Nasrec www.automechanika.com October 1 Tire Dealers Association of Western Pennsylvania Annual Rubber Ball, Meadows Casino & Conference Center, Washington, Pa. (412) 469-6269 www.tdaofwpa.org October 31-November 3 Automotive Aftermarket Industry Week including the Automotive Aftermarket Products Expo (AAPEX), the Specialty Equipment Market Association (SEMA) Show and the Tire Industry Association (TIA) Global Tire Expo, Las Vegas, Nev. (800) 876-8372 www.tireindustry.org February 15-16, 2018 North Central Tire Dealers & Suppliers Association Mid-Winter Conference and Trade Show, Treasure Island Resort & Casino, Red Wing, Minn.

(952) 544-6805 www.northcentraltiredealers.com

16

MTD takes home 6 medals from the IAMC banquet Modern Tire Dealer and Auto Service Professional won seven medals for editorial excellence at the 26th International Automotive Media Competition (IAMC).

MTD’s September 2016 story on Tire Dealer of the Year Alpio Barbara was a gold medal winner in MTD Editor Bob Ulrich (left) accepts one of the magazine’s two IAMC gold the Personality Profile category for Senior Editor Joy Kopcha. Barbara is medals from Detroit Free Press auto critic Mark Phelan. the owner of Redwood General Tire Service Co. in Redwood City, Calif. The MTD staff also won a gold for its 2016 Facts Section in the In-Depth Report category.

In the Magazine Writing/Graphics Division, MTD took home the following awards for stories/issues published in 2016: Gold: Personality Profile, “One man. One superstore,” Kopcha; 2016 Facts Section, Bob Ulrich, Lori Mavrigian, Ann Neal, Kopcha, Neal Weingart.

Silver: Business, “There are only two problems you can have in a tire store,” Wayne Williams.

Bronze: Technical Reference, “Performance Handbook,” Ulrich, Neal, Kopcha, Mavrigian, Jacques Gordon, Kevin Rohlwing; Editorial, “Race against a racing ban,” Ulrich; Business, “Tariffs and time are helping dealers compete against low-cost import tires,” Neal.

Mike Mavrigian, editor of MTD’s sister publication Auto Service Professional, won a silver medallion in the Technical/General category for his story on brake service tips in the January/February issue. MTD and ASP are part of Bobit Business Media Inc.

David Marks is ITDG’s new leader Dave Marks has been hired as CEO and president of the Independent Tire Dealers Group LLC (ITDG). His appointment by the group’s board of directors comes on the notice of retirement by Michael Cox, who has been overseeing the group since 2003.

According to an ITDG press release, Marks “is an exceptional sales leader with over 35 years of experience in leading, guiding, and inspiring sales teams to deliver exceptional results in the automotive industry. He is a passionate, customer-focused, and results-driven individual with a history of increasing revenues in both the retail and wholesale sectors of the tire industry.

“His many strengths include new business development and expansion; pricing strategy design and implementation; sales leadership and team building; future product/platform planning; key account relationship management; vendor/partner relationships; sales strategies/tactics; (the ability to) assess and adjust inventory needs; business assessment and analysis; and sales promotion design and implementation.”

Since joining the ITDG as CEO and president, Cox has grown the company from a small regional player to a nationally recognized dealer group with 620 locations in 46 states and sales of well over $200 million annually. ■

MTD August 2017

ALEX FELIZ Service advisor Redwood General Tire Service Co. Redwood City, Calif.

What was your first job in the industry?

My first job was a service advisor with an aftermarket vehicle customization shop in Redwood City called California Concepts. My first job in the automotive industry was as a sales and leasing consultant at Stevens Creek Toyota.

Alex Feliz, 29, says even before he was old enough to drive or own a car, he researched upgrades that could be made to his friends’ vehicles. Here, he explains a needed repair to a customer.

Do you have a bright leader working in your organization? Modern Tire Dealer wants to get to know the smart young leaders making a difference in the tire industry.

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

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

I recently oversaw the implementation of TireWorks HD, a new point-of-sale (POS) and accounting system here at Redwood General Tire. I set up all of the sales meetings and handled the evaluation of several POS systems before making a decision. We then began to prepare for the switch. With a company our size, this was not an easy task.

We were going from a DOS-based POS system with a separate accounting system, much of which was done through Excel, and then entered into Peachtree to a fully integrated, Windows-based POS and accounting package. The migration of the data required countless hours going through data and ensuring that everything was formatted properly and ready for upload.

Much of the data, such as our service packages, could not be migrated over and had to be built from scratch, another task I took on. We then moved on to the actual switch, and the first several weeks were riddled with issues. The first week of the implementation, I worked more than 100 hours to iron out the issues we were having.

We have now been using the system for eight months, and now that we are getting settled in, we are enjoying the updated features of a modern POS and have increased efficiency through the accounting integration. It took about 12 months of work, but the result was worth it.

Although the first few weeks were painful, when I look back at it now, I realize that it actually went very smoothly, and am impressed that we were able to make such a smooth conversion, especially given the size of our business. â–

www.moderntiredealer.com/ontheriseform

18

MTD August 2017

Average sales margin for independent truck tire dealers in 2016.

Source: MTD’s January 2017 Facts Issue

59%

Percent of survey respondents who believe a traditional car is better than a self-driving car when it comes to the purchase price.

17,310 Number of U.S. retail sales of Class 8 trucks in June, an 11-month high.

Source: Tire Retread & Repair Information Bureau

52% 10-15

Source: Robert Bosch LLC

Number of tires Continental brought to Road America for the WeatherTech Sportscar Championship and Continental Tire Sportscar Challenge this summer.

Source: Continental Tire the Americas LLC

Source: Robert Bosch LLC

Percent of new car buyers who expect to have at least one self-driving automobile in their household in the next 10 years.

3K+

The number of years it will take to make Michelin’s Vision concept tire a reality. It is an all-in-one tire and wheel created with a 3D printer.

Source: Groupe Michelin

$38.1 billion

Total 2016 U.S. replacement tire sales.

Source: MTD’s January 2017 Facts Issue

42

Number of states that permit use of lead wheel weights.

Source: U.S. Environmental Protection Agency

$105,574

Dealers’ average annual profit for mounting and balancing service.

NumbersThatCount

15%

Relevant statistics from an industry in constant motion.

Source: MTD’s January 2017 Facts Issue

www.moderntiredealer.com

25

Your marketplace

Weak sales trends will prove to be transitory, analyst says

A

ccording to the results of our survey, trends, we believe the channel is still dealing with demand for passenger and light truck higher-than-planned inventory levels following replacement tires increased modestly weak sell-out trends through the first five months in June. From a volume standpoint, the dealof the year. ers reported they sold 0.4% more tires in June Efforts to work down inventories included relative to the previous year’s period. Anecdotal increased promotional activity downstream commentary from dealers indicates that demand and upstream, with the latter largely, albeit not accelerated throughout the month, with some entirely, concentrated in the Tier Two and Tier noting the higher than normal point-of-sale proThree segments of the market. motions in June helped flush out some pent-up By Nick Mitchell That said, we believe the promotional activity demand from the sidelines. Despite the weakness has stabilized in recent weeks. in demand at the beginning of the quarter, we feel the modest year-over-year growth in May and June resulted Monthly survey in dealers seeing flattish sales trends in 2Q17. While we A number of independent tire dealers were surveyed are encouraged by the recent acceleration in demand, sales concerning current business trends. Except for tire prices trends have not been significant enough to definitively and costs, the results of the June 2017 survey are compared change the narrative that demand trends have not met with those of June 2016. Read the complete survey results expectations for the first half of 2017, which included on www.moderntiredealer.com. three consecutive months of negative volumes.

How dealers view near-term business Dealers

FEB

MAR

Passenger tire Will improve Will worsen Will stay level

67% 0% 33%

33% 0% 67%

33% 0% 67%

33% 0% 67%

67% 0% 33%

50% 50% 0%

Truck tire Will improve Will worsen Will stay level

40% 0% 60%

67% 0% 33%

67% 0% 33%

100% 0% 0%

67% 0% 33%

50% 0% 50%

R-Revised

APR MAY(R) JUN(P) JUN(16)

P-Preliminary

Dealers offered little explanation as to why the soft trends across the PLT replacement tire market persisted deep into 2Q17, but all were happy that trends finally began to improve as the quarter came to a close.

While the sluggish sell-out trends in 1H17 created a difficult operating environment in the short-run, the inability of any of our contacts to point to any structural factors that might be creating secular pressures on demand trends, in addition to the encouraging results in June, leads us to believe that the odds are still high that the weak trends will prove to be transitory.

From a pricing perspective, our recent channel work suggests that the broader pricing environment started to firm in June, largely reflecting a stabilization in promotional activity that followed some minor progress working down channel inventories.

Despite the stabilization in the pricing environment at retail during June and recent encouraging sell-out

26

Volume trends improve in June and inventory problems begin to clear According to dealer reports, consumer demand for passenger and light truck replacement tires increased in June compared to the prior year’s period. From a volume standpoint, the dealers reported they sold 0.4% more tires in June relative to the previous year’s period. June’s results are encouraging, and given dealer commentary that sales accelerated throughout the month, which many expect to continue over the next few months, we are cautiously optimistic that sell-out volumes in 2H17 will closely resemble the results from June rather than the lackluster volumes through the first five months of the year.

Dealers who responded to the survey reported medium truck replacement tire volumes increased 0.8% versus June 2016 after a 6.3% increase in May and flat results in April and March.

Retread units were about the same as the prior year, halting a stretch of declines that includes five of the past six months.

Repair sales decline slightly year-over-year in June Dealers indicated service sales, which accounted for a net 30% of total revenues, were down 1% on a year-overyear basis in June.

This compares to increases of 5% or more from October through January, flat trends in February, and a 1.8% and 2% gain in March and April, respectively. ■ Nick Mitchell is managing director, research analyst, for Northcoast Research Holdings LLC based in Cleveland, Ohio. Mitchell covers a variety of subsectors of the automotive industry.

MTD August 2017

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feature

M/T tires are having a moment Consumer demand is blurring the lines

Drew Howlett from Falken says developing the right M/T tire is critical. “There are too many other competitive products on the market to have any weaknesses.”

By Joy Kopcha

T

here are off-road warriors who never let their vehicles or mud-terrain tires touch pavement. There are others who like to occasionally play in the dirt, but need their fun vehicles to do double duty to go to work or school. And increasingly, there are drivers with lifted trucks and meanlooking tires who chase the aesthetic more than the lifestyle their vehicle portrays.

One thing these consumers have in common is they’re all shopping for M/T tires, and it’s clear tire manufacturers are hustling to respond to their demands.

Of the 19 tire manufacturers who responded to Modern Tire Dealer’s questions, 11 have introduced new M/T tires since 2015. And at least three more new M/T tires are expected to be unveiled in the next 24 months.

Nick Gutierrez, sales manager for Sentury Tire Americas, refers to it as a “flash flood.”

Chris deRosales, senior analyst with Falken Tire Corp., says the M/T tire segment amounts to about 13% of the light truck tire replacement market, with an estimated 4.25 million units in the U.S. “The segment is growing at the same pace as the A/T segment in growth percentage, up 1.1% compound annual growth rate (CAGR) in the next six years. That equates to roughly a quarter million more units of M/T-type tires that will flow through the market.”

Andrew Hoit, vice president of sales and marketing for national brands at Tireco Inc., is among those who attribute the growth in-part to a strong economy. Vehicles with LT tire fitments are popular, and the evolution to larger diameter tires

28

has helped fuel the market, too. “Hopefully the economic trends continue,” Hoit says.

That uncertainty aside, MTD turned to the tire manufacturers to put the growth of M/T tires in perspective. We also asked tire makers if there’s an emerging gap in the market for a new niche, something akin to the “R/T” label, for rugged terrain, used by Toyo Tire U.S.A. Corp. Some see an opening, and opportunity, there. Others say it’s not new. And still others say the labeling is a bit out of the norm for the industry, and simply amounts to good marketing.

MTD: How fast is this segment growing, and how much focus is your company placing on this segment of the market?

Michael Mathis, president of Atturo Tire Corp.: The M/T market is still growing, but we believe it is nearing maturity.

This is still an aftermarket niche, since there are no original equipment fitments using an M/T tread pattern. Atturo is the only brand in the market which focuses exclusively on the SUV and light truck market, so we spend all of our efforts on understanding and addressing this segment.

Brandon Sturgis, product manager for BFGoodrich off-road tires, Michelin North America Inc.: Off-road performance has long been a focus for BFGoodrich. Several of our previous generation M/T tires have been tested in the toughest environments and have been marked as Baja champions, something we are proud of. It is an important market for us to be successful in.

Maurice King, product manager for Bridgestone Americas

MTD August 2017

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™

M/T tires Tire Operations LLC: The type vehicles, M/T-type tires M/T segment has seen doublerepresented 3.1% of the total digit growth the last few years, in 2010, and 4.7% of the total in and this particular segment has 2016. During this period, M/T long been a major area of focus volume increased 81.9%. for Bridgestone. In fact, we’ve Goodyear offers products all had products available in the along the light truck performance M/T segment for more than continuum, ranging from tires 30 years. The M/T segment designed primarily for “on-road” has evolved over that time applications at one end, tires period, particularly in terms designed with a combination of of sizing, and we have focused on- and off-road capabilities in on shaping our M/T portfolio the middle, and tires designed to fit the changing demands of primarily for the more niche the segment. oriented, but fast growing “offScott Jamieson, director road” M/T applications at the of product management in other end. In terms of off-road North America for Cooper performance Goodyear is very Tire & Rubber Co.: The M/T focused at offering one of the best tire segment is continually performing M/T tire products evolving and growing, and available for this enthusiast segCooper has been part of this ment, and our Wrangler MT/R Sentury is building its lineup of LT tires, and in evolution. Cooper’s Discoverer line 2016 added this Landsail M/T tire. Expect news with Kevlar does the job. has provided tires for conquering about a “rough terrain” product at the 2017 Yg Lee, product manager for muddy terrain for more than 30 Specialty Equipment Market Association Show. Hankook Tire America Corp.: We years. The Discoverer’s legacy was expect the M/T market will steadily built in this segment, and it will remain a strong focus for grow, as our research shows the market has increased by Cooper as we continue to meet the needs of our customers close to 6% over the last 10 years. Since the M/T market is through innovative, high quality products. heavily dependent on recreational vehicles, without any huge Drew Howlett, product manager for light truck and SUV economic recession we believe the category will continue to tires for Falken Tire Corp.: The growth in both the A/T and grow at its current rate, which is a little faster than the other M/T categories is fueled by larger overall diameter aftermarket segments. We are certainly investing in M/T tires that will tires in general. Consumers are upgrading their vehicles with meet the rising demand. leveling kits for the front and full suspension kits now more Steven Liu, senior director of proprietary brands for than ever, and squeezing the largest tires they can within the American Tire Distributors Inc., which owns Hercules limitations of the vehicle.

Tire & Rubber Co.: It’s definitely growing, but it’s evolving.

Lower aspect tire sizes with larger rim diameters such as Traditional hard-core enthusiasts are asking for more. They want 20 inches to 24 inches are also becoming a key driver of the something that will go to the extreme. We’re seeing larger outer market growth, with 35x12.50R20LT fueling more of the diameter (OD) and rim diameters, aggressive shoulder lugs, M/T market growth than any other tire size. higher load index and the like. Additionally, there is a growing The traditional high aspect aftermarket sizes like 285/70R17LT population in the casual enthusiasts/bystanders that don’t and 35x12.50R17LT remain strong and a steady part of the want to invest heavily in vehicle upgrades. They are typically M/T market as well. looking for OE fitments and just want to have some fun on The lines are being blurred by A/T and M/T tires. The something that’s quality driven and reliable. In other words, overall market of larger diameter aftermarket tires with focus the value segment within this product category is growing. on rugged aesthetics is growing, whether it be an all-terrain While we are not focusing heavily on just M/T tires, we tire, a mud-terrain tire, or something in between. We are have been actively promoting our Terra Trac Traction Series, putting tremendous focus on all of those market conditions. which encompasses three Hercules brand tires with off-road Barry Terzaken, light truck and SUV tire product manager capabilities, the Terra Trac AT II, Terra Trac M/T and Terra in the Americas for Continental Tire the Americas LLC: The Trac T/G Max. Consumers have specific tire needs based on M/T segment has been key for General Tire for many years, the intended use for their vehicle, so we created the Traction not only with our products, but also with our sponsorship Series to help the consumer better navigate the choices and and support of the off-road racing community. The U.S. Tire put the dealer in a position to be an advisor and guide in the Manufacturers Association (USTMA) shows steady growth in decision-making process. the last 10 years, by about 1.5 million tires, and more growth Brandon Stotsenburg, vice president of automotive in CAGR than all-terrain and highway-terrain tires. for Kenda Tires USA: Kenda views the off-road market as Bob Toth, director of industry relations for Goodyear Tire breaking into three primary segments: avid off-roaders, work & Rubber Co.: Based on USTMA industry data, considering truck drivers, and aspirants. All are growing in the current tires intended for fitment on non-commercial light truck- environment with lower-priced gas and increased affordability

30

MTD August 2017

DELINTE’S LIGHT TRUCK/SUV

POWER LINE-UP OF TIRES

BANDIT M/T

dx9

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High Stability Tread Corners. The special cutting corner on all borders of the groove pattern makes it more dimensional while promoting driving stability and comfort.

Zig-Zag Middle Block. The zig-zag middle tread pattern reduces noise while the sloped corner repels rocks and improves earthgrasping performance.

Special Shoulder Shape. The bench-shaped shoulder design provides excellent earthgrasping action for stable high-speed turns under dry and wet road conditions.

Noise-Reducing Shoulder. The closed shoulder design blocks noise from the middle of the tires for a quieter, more comfortable ride.

Optimal Middle Pattern. The consistent middle pattern and uninterrupted closed shoulder design improves stability.

Longitudinal Traction Grooves. The longitudinal groove design is optimized for effective drainage, faster braking, improved acceleration and stable turning on wet terrain.

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M/T tires of light truck vehicles. The Kenda Klever M/T has been a growing presence in all segments as a product that offers a significant value for the price point. We have continued to invest in sizing upgrades demanded by the consumer, particularly for the aspirant segment with 20-inch and 22-inch offerings.

Having multiple wins and podiums while competing against more well-known brands in our motorsports program has reinforced the value for end-users.

Steve Bourassa, product director, Nokian Tyres North America Ltd.: Our $360 million dollar investment in the Tennessee plant is in part a response to the need for tires to fill the M/T, A/T and other categories that are nearly exclusive to North America.

Marcus Hancock, vice president of global technology for Omni United (S) Pte. Ltd.: With numerous new entrants and product constructions

Yokohama is one of three manufacturers to unveil a new M/T tire in 2017. The Geolandar M/T G003 entered the market in July with 37 sizes.

to the M/T segment in 2016, it would suggest that the segment is growing. There is a lot of LT and A/T growth, but it is difficult to say how fast the M/T segment really is growing.

We will continue to place focus on this segment of the market while we see these growth patterns.

Nick Gutierrez, sales manager for Sentury Tire Americas: The market seems to have had a flash flood of M/T looking tires at a relatively inexpensive cost, driving sales for what seems to be an increase in the M/T segment. We don’t introduce tires in the market until we have extensive testing results and proven products, and we launched our Delinte and Landsail mud-terrain tires in mid-2016. We continue to grow our A/T, H/T, M/T and soon will have more than 48 SKUs in our LT segment.

Jon Vance, vice president of product marketing for TBC Brands LLC: While the overall numbers are modest compared to the total market, the M/T segment is a definite area of focus for TBC Brands.

We have recognized that a very real opportunity exists in this segment of the market to provide products that offer a

32

tremendous value proposition to both dealers and consumers.

We’ve focused our product planning on delivering tires that give end users the performance, quality and look found in the best-in-class players in this segment, but at an affordable price point that drives dealer profitability and consumer value.

Hoit, Tireco: This segment is growing because the U.S. economy is strong and the LT segment vehicle sales are growing. Hopefully the economic trends continue.

There are certainly more tire manufacturers entering this segment than ever before. Tireco is placing a significant focus on this segment.

Andrew Briggs, senior director of tire business and product planning for Yokohama Tire Corp.: The segment has grown significantly in the last couple of years, but it’s still a relatively small percentage of the market.

We see the A/T and H/T segments as being roughly six to seven times that of M/T. However, that is not to say the segment is not important. It is a high-value category and one that can act as a halo for the rest of the light truck lineup.

This is similar to the effect that the ultra-high performance summer category can have on high performance and passenger lines. Recently, we have had a high level of focus on the M/T market and launched our new Geolandar M/T G003 on July 1. So far, the response has been overwhelmingly positive.

With the launch of the new M/T, we feel we have one of the newer light truck lineups in the industry.

Richard Li, marketing director for Zhongce Rubber Group Co. Ltd. (ZC Rubber): M/T tires is a niche segment.

The segment is growing but not as fast as expected.

MTD: Is there a gap emerging for another category of off-road tires, perhaps something that fits between all-terrain (A/T) and M/T? Toyo has marketed a rugged terrain (R/T) tire that it says is an in-between tire.

Mathis, Atturo: Atturo was one of the first brands to answer the consumer demand for a tire with the appearance of an M/T, but the road manners of an A/T with the Trail Blade X/T. We launched this tire at the Specialty Equipment Market Association (SEMA) Show in 2014, winning a global media award for the design. Atturo leads this category with an innovative mix of metric, LT and floatation sizes to address the broadening market for this type of tire beyond the pickup. This type of tire is the future of the off road market. It is suitable for use on a wide variety of vehicles from a Jeep Cherokee to Land Rover, GMC Yukon to Subaru Outback.

Atturo is the only brand offering low profile 22-inch and 24-inch rim diameter sizes in this type of tread pattern. The Trail Blade X/T is the fastest growing model in our product range, and one of the most profitable for dealers due to the unique sizes not available in any other brand.

Sturgis, BFGoodrich: With the expanded performance of our all-terrain T/A KO2 to be even more off-road and snow capable than its previous generation, while maintaining good on-road manners, combined with the more extreme off-road and mud capabilities of our mud-terrain T/A KM2, we don’t see a performance gap in our lineup that would warrant another product in this area.

We pride ourselves on being able to deliver products with large performance envelopes, tackling a diverse range of

MTD August 2017

conditions and consumer needs, thus requiring fewer products. This directly creates more value for our consumers, makes choosing the best product for their needs simpler, and allows dealer stocking to be easier.

We know our consumer values the true off-road performance in these categories and is less likely to gravitate toward a tire that has the appearance of an off-road tire but not the capabilities.

King, Bridgestone: Every manufacturer has a different strategy for how they approach any gaps or opportunities in the market. At Bridgestone, we continually monitor the market to ensure we are always meeting the needs of consumers and capitalizing on emerging trends.

We are seeing an ongoing shift in the A/T segment that is driven by consumer preference and demand. A/T tires have evolved to feature more aggressive aesthetics in the tread and off-shoulder areas of the tire. At Bridgestone, we currently offer all-terrain tires that combine an aggressive aesthetic, off-road capability and ride Atturo’s Trail Blade M/T tire was introduced at the Specialty EquipMarket Association (SEMA) Show in 2012, and is marketed to comfort with our Bridgestone Dueler A/T Revo 2 ment all types of off-roading customers, says the company. tire and our Firestone Destination A/T tire.

Jamieson, Cooper: There is a segment of consumers that wants a tire that offers the aesthetic attributes synonymous with the M/T segment, such as enhanced buttresses, combined with the on-road manners of an A/T tire. Cooper continually strives to offer products that meet the needs of consumers.

Howlett, Falken: There’s not really a gap emerging for a new category of off-road tires, there’s an opportunity for differentiation.

There’s a wide spectrum of product offerings across many industries, the tire industry is no different. There are M/T tires, there are hybrid M/T-A/T tires, there are severe snow rated A/T tires; the list goes on.

However, the tire industry is different in the sense that tire manufacturers tend to stick to the traditional light truck category naming H/T, A/T, and M/T, despite all of the actual product variations offered within those categories. Toyo and Nitto are not creating a revolutionary category; they just aren’t adhering to the conventional tire industry naming.

Terzaken, General: Although the Grabber X3 is a traditional mud-terrain tire in terms of off-road capability, we have incorporated state-of-the-art engineering and design principles to deliver a more quiet, comfortable ride. We realize there are a lot of customers who want an aggressive look, without the traditional trade-offs of a very noisy, uncomfortable tire.

Toth, Goodyear: The gap you reference emerged several years ago, as the popularity of light trucks skyrocketed and consumers asked for a tire with the looks of an extreme offroad tire, with good off-road capability, but it also must have good on-road manners. In response, Goodyear launched our Wrangler DuraTrac in 2009, offering up a great combination of performance for tough off-road terrain and snow, The Firestone Destination M/T2 tire began shipping to tire while still delivering a comfortable on-road experience. The dealers in July. Most of the tires are being made at the tire also features a rugged off-road appearance. Some of our Bridgestone plant in Joliette, Quebec. customers have suggested this product created the “hybrid”

www.moderntiredealer.com

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M/T tires market segment, slipping in between typical A/T-type tires and M/T extreme tires on the performance continuum.

Lee, Hankook: We are always analyzing market trends so we can be on the forefront of innovation. While we can’t go into detail about specific plans, we have certainly noticed that emerging market and are eager to meet its needs.

Liu, Hercules: The “tweener” market is going strong, and it comes down to the simple fact that it is not as intimidating as the M/T. A “tweener” tire offers a great alternative — a user can have a lot of fun with it without the drawbacks of an A/T (some off-road limitations) or M/T (mileage expectations and ride quality).

Our Terra Trac T/G Max is a “tweener” that offers off-road traction and mileage. However, the T/G Max is also a purposebuilt tire that focuses on commercial traction — which you will see reflected in the sizes and fitments, the deep tread, and a cut-and-chip resistant compound that can handle work site and farm field hazards.

Stotsenburg, Kenda: Traditional A/T tires have been trending toward more on-road applications, featuring lower noise and frequently offering mileage warranties. This has opened an opportunity for a compromise of a more traditional A/T tire with an off-road M/T tire as shown by the rough or rugged terrain label. The end-user is likely to be either a work truck or aspirant consumer who wants the look of an off-road tire and feel of an A/T tire. This tire must be capable of strong off-road performance with enhanced winter performance in addition to reasonable noise and ride.

Kenda will be introducing a new Kenda Klever product targeted specifically at this segment in late 2017 for the North American consumer.

Nokian says the construction of its Tennessee plant will help it build more targeted products for North America.

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Bourassa, Nokian: There is a market for a variety of tread patterns, including a pattern between A/T and M/T. Tire makers continue to diversify light truck offerings to fill the individual needs of consumers. Once Nokian has an established manufacturing facility in North America, we will be able to further develop our light truck product line and will certainly consider a variety of new potential patterns.

Hancock, Omni United: We do see a gap emerging for this new category called “rugged terrain.” This is a hybrid of a mud-terrain and an all-terrain tire. The shoulders and outer blocks are typically aggressive and give great off-road traction like a mud-terrain tire while the center is more closed to offer a quiet and more refined ride like an all-terrain tire. Our development team is currently working on a rugged-terrain tire range for launch sometime in the future.

Gutierrez, Sentury: Whether in the city or outside the city when it comes to Jeeps, trucks and SUVs an M/T tread pattern always compliments the vehicle. If you can have the best of both worlds looking aggressive and with an A/T ride I would say yes there’s room for expansion. We are developing our “rough terrain” pattern, with details to follow at the SEMA Show.

Vance, TBC: There is definitely an emerging new category of traction tires occupying the space between traditional A/T designs and higher void M/T lines. Whether it’s called R/T, C/T, on-off road traction or aggressive A/T, the target audience is the same; customers seeking an enhanced level of all surface performance and aggressive aesthetic design appeal, but also requiring on-road performance that allows for better ride comfort and wear than you would expect from a true M/T tire. In recognition of this market demand, in 2016 TBC introduced the Wild Trail CTX line as an expansion of our Wild Trail family of value SUV/LT products.

Hoit, Tireco: Yes, as you pointed out, Toyo and Nitto have their product. Goodyear was actually the first to go there with their Wrangler Duratrac, but they didn’t seem to market it as well as Toyo and Nitto are doing today. I predict you will see more tire manufacturers entering the segment very soon.

Jay Jones, on behalf of Toyo Tire U.S.A. Corp.: Toyo Tires introduced the Toyo Open Country R/T in September 2014.

Toyo uses the phrase “off-road performance meets on-road comfort” to describe this tire. Its ability to tackle dirt, sand and rocks is inspired by the Open Country M/T, while its quieter ride is a nod to Toyo’s best-selling Open Country A/T II. Briggs, Yokohama: I wouldn’t say that there is a gap that is emerging, but we do see market demand for something less niche than an M/T, but more aggressive than an A/T. Li, ZC Rubber: In ZC Rubber’s product portfolio, the tire application is classified as follows: H/T: 90% paved road and 10% unpaved; A/T: 70% paved and 30% unpaved; M/T: 50% paved and 50% unpaved; and Extreme M/T: 20% paved and 80% unpaved.

It is possible to introduce more products to focus on more specific demands, but considering the market sizes and production efficiency, ZC Rubber believes the above four categories will be good enough for today’s market. ■ This is the first of a two-part story on M/T tires. Look for the next installment, including a roundup of all the latest products on the market, this fall.

MTD August 2017

feature

Autonomous vehicles Are they ready for a grand entrance? No. Well, maybe

A

chombosan/Getty Images

utonomous vehicles were a hot topic at the Clemson University Global Tire Industry Conference held earlier this year in South Carolina. Two of the more than two dozen presentations focused on their future.

Is meaningful infiltration into our culture decades away or just around the corner? Will there be an autonomous vehicle driving into your service bay any time soon? The opinions in the speeches varied. Here is an abridged account on the subject.

Definition of autonomous The Society of Automotive Engineers (SAE) International categorizes five levels of vehicle automation in the U.S. “Driver Assistance,” in which only the steering or acceleration/deceleration is driverless, is Level 1. The full-time performance by an automated driving system is Level 5.

In his presentation on “Autonomous Vehicle Market Forecasts and Challenges for Validation and Traditional Business Models,” Dr. James Popio, vice president of North American operations for Smithers Rapra, shared data from the latest Smithers market report, “The Future of Autonomous Vehicles and its Impact on Tire Markets to 2026.” He said there will be less than 10 million fully automated vehicles in operation by 2030 — and that’s globally. However, between 70 million and 80 million Level 3 autonomous vehicles will be in operation at that time.

Another 30 million will be Level 4. (For perspective, there are currently more than 1 billion vehicles on roads worldwide.)

SAE International defines Level 3 as “Conditional Automation,” or “the driving mode-specific performance by an automated driving system of all aspects of the dynamic driving task with the expectation that the human driver will respond appropriately to a request to intervene.” Level 4 takes into account inaction on the part of the human driver to a request to intervene.

The future is now Richard Smallwood, CEO and president of Sumitomo Rubber North America Inc., believes autonomous vehicles will significantly change the automotive industry sooner rather than later. In his keynote speech on “Preparing for the Impact of Autonomous Vehicles on Society and Industry,” he cites a

number of OEMs that have announced autonomous vehicle availability within the next five years, starting with the next generation Audi 8 this year. “Uber and Volvo are testing AV ride hailing services today,” he said.

“According to IHS, sales of autonomous cars, including driver control, will begin by 2025, and could reach 11.8 million in 2035. Sometime after 2050, said IHS, almost all vehicles will be autonomous.”

The impact on the automotive industry will revolve around six issues.

1. Changes in vehicle ownership. “The most likely scenario is that private vehicle ownership will drop significantly,” said Smallwood. “New car sales could drop by as much as 40%!”

2. Move to more “utilitarian,” less passionate view of vehicles.

3. Changes in the scope of product liability. “Who is responsible when an AV crashes? And they will crash!”

4. Entrance of new competitors.

5. Redeployment of workforce. The redeployment could affect more than 8.5 million people.

6. What about tires? Smallwood said the most radical changes will be in distribution, with a shift from consumer purchases to fleet purchases.

Smallwood said we are likely to see Level 5 autonomous vehicles more rapidly adapted in large urban areas due to convenience, cost and mandates by the cities themselves. ■

Autonomous vehicle (AV) technical challenges Before autonomous vehicles can begin to take over the nation’s highways, original equipment manufacturers will have to adjust to what Smithers Rapra calls “a disruptive business technology.”

There are multiple technical challenges that will need to be overcome, says Dr. James Popio, vice president of

40

North American operations for Smithers Rapra.

1. How do AVs adapt to all weather conditions?

2. What role will the infrastructure play in the eventual success of these technologies?

3. How will legislation and standards be set to ensure a safe roll out of these technologies?

Popio says another question that needs answered is, How will new business models shift ROI calculations for OEMS, suppliers and consumers alike?

MTD August 2017

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feature

A free 475-point inspection?!

Of course not. But maybe you are missing something

W

ould the time and cost of offering a free 475-point vehicle inspection be worth possible added sales for services rendered? Talk about value-added!

As part of its vehicle service contract, Allstate Insurance Co. offers four plans to vehicle owners. The Basic Care plan covers 65-plus parts. The Standard Care plan covers 175-plus parts.

The Preferred Care plan covers 275-plus parts.

And the Premier Care plan covers more than 475 parts!

We at Modern Tire Dealer are not suggesting you check every comBASIC CARE = 65+ PARTS ENGINE Cylinder block Cylinder head Engine mounts Exhaust manifold Flywheel Harmonic balancer Intake manifold Internally lubricated parts Oil pan Oil pump Timing belt/chain Turbo/supercharger Valve covers Water pump TRANSMISSION Bell housing Electronic shift control unit Flex plate and ring gear Internally lubricated parts Torque converter Transfer case Transfer case internally lubricated parts Transmission mounts Transmission pan Transmission/transaxle case Valve body DRIVE AXLES Axle bearings Constant velocity joints/boots Differential axle housing/case and cover Drive axle shafts Drive shafts Four wheel drive locking hubs Internally lubricated parts Universal joints STANDARD CARE = 175+ PARTS BRAKES (ABS & Non-ABS) Brake booster

42

ponent on a vehicle when it comes in for service. However, a look at examples of Allstate’s list of covered parts in each plan might give you an idea of what to add to your own inspection procedure, whether or not you charge for it.

Brake pedal assembly Calipers Electronic control unit High pressure hydraulic pump Master cylinder Solenoids and accumulator Wheel cylinders Wheel speed sensors AIR CONDITIONING Clutch, coil and pulley Compressor Condenser Evaporator Expansion valve Hi/low pressure cut off switch Hi/low pressure lines Manual climate control head Orifice tube Receiver dryer STEERING Center drag link Idler arm Pitman arm Power steering hoses Power steering pump Rack and pinion housing and internal parts Steering column shaft Steering gear housing and internal parts Tie rod ends SUSPENSION Ball joints Radius arms and bushings Stabilizer bars, bushings and links Steering knuckle Torsion bars, mounts and bushings Upper and lower control arms, shafts and bushings FUEL Fuel distribution rails

Fuel level sending unit Fuel pump (mechanical or electrical) Fuel pump relay ELECTRICAL Alternator Back up light switch Brake/stop light switch Courtesy light/door jam switch Glove box light switch Ignition switch and ignition lock cylinder assembly Manually operated switches Multi-function switch (steering column) Neutral safety switch Starter motor and solenoid Voltage regulator Wiper motors Washer pumps and switches PREFERRED CARE = 275+ PARTS AIR CONDITIONING Air ducts and outlet hoses Automatic temperature control programmer Blower motor and fan Electronic climate control head Heater control valve Heater core HVAC control cables SUSPENSION Coil springs, seats and bushings Leaf spring shackles and bushings Struts Wheel and hub bearings COOLING Coolant recovery tank

MTD August 2017

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Fall car care Coolant temperature sensor Cooling fan motors (radiator/ condenser) Cooling fan sensors Engine block heater Fan blades Radiator Thermostat FUEL Accelerator pedal Fuel distributor Fuel injection/metering pump Fuel injection mixture control processor and sensors Fuel injectors Fuel pressure regulator Fuel tank, filler neck and O-ring IAC motor Mass air flow sensor Metal fuel lines and fittings Oxygen sensor Throttle body ELECTRICAL Body control module (BCM) Camshaft position sensor Crank shaft position sensor Electronic ignition module Electronic instrument cluster Engine control module (ECM) Horn Ignition coils Ignition distributor Knock sensor Map/courtesy light assembly MAP sensor Power antenna assembly Powertrain control module (PCM) Transmission control module (TCM)

Vehicle speed sensor Wiring harnesses CONVENIENCE ACCESSORIES Convertible top motor Cruise control Dash gauges Driver information center Electronic entry/security system Power door lock actuators Power door lock motors Power headlamp motors Power mirror motors Power seat motors Power trunk solenoid Power trunk/tailgate actuator Power window motors Rear window defogger Radio/equalizer/CD player Sunroof motor Window regulators PREMIER CARE/PREMIER CARE WRAP = 475+ PARTS* ENGINE All internal fasteners Harmonic bolt and pulley Seals and gaskets Timing tensioner Timing cover Timing gears Waste gate TRANSMISSION Electronic shift control unit and solenoids Transmission/transaxle case Seals and gaskets Vacuum modulator Viscous coupler

DRIVE AXLES Center support and bearings Couplings/flex disc Drive shaft yokes Four wheel drive engagement actuator/motor Front wheel drive axle shafts Rear wheel drive axle shafts Seals and gaskets BRAKES Backing plate Equalizer Hydraulic brake booster Metal hydraulic lines and fittings Pressure modulator control/isolation dump valves Proportioning and combination valves Seals and gaskets Vacuum assist booster AIR CONDITIONING Air ducts and outlet hoses Automatic temperature control programmer Bearing and pulley Blower fan Blower motor Electronic climate control head Heater control valve Heater core Hi/low pressure hose and metal A/C lines HVAC control cables Idler pulley and bearing Oil and refrigerant (when required with covered repair) O-rings Seals and gaskets Serpentine belt tensioner

Ice and snow may be just around the corner Don’t forget about the relationship between temperature and winter tires Autumn starts on Sept. 22 in the Northern Hemisphere. The winter season starts three months later on Dec. 21. However, some states begin experiencing temperature drops earlier than the official onset of winter.

For example, the average high in Alaska in October is 40 degrees Fahrenheit. Because winter tire tread compounds are engineered to remain flexible below 45 degrees F, the winter tire selling season may fall between autumn and winter. The same is true in Quebec and European countries where the use of winter tires is mandatory.

According to Reinalt-Thomas Corp., which does business as Discount Tire in most of the U.S. and online, the difference between all-season tires and winter tires is noticeable.

“By the time temperatures drop below 45 degrees, allseason tires are hard enough to begin losing traction. This makes braking, accelerating and cornering less reliable.”

44

And what does Discount Tire tell its customers? “All-season rubber compounds are optimized for longevity and ride comfort.

This is great for spring, summer and fall driving, but it makes winter driving unreliable at best, and dangerous at worst.”

According to research from Pirelli & Cie SpA, the differences are not about small changes that only test drivers and experts might notice.

“Even regular drivers, particularly of the increasingly popular SUVs and crossovers, will easily be able to notice the difference in terms of car dynamics.”

It’s all a matter of timing, says Pirelli. If your customers buy the tires too soon, the softer shoulder of winter tires and the wide grooves accentuate the car’s drift when turning, “which increases the likelihood of understeering when going into the corner and oversteering when coming out, as well as lateral rolling of the car.”

MTD August 2017

STEERING Reservoir and internal parts Seals and gaskets Steering column couplings and bearings SUSPENSION Coil springs, seats and bushings Control arm shafts and bushings Leaf spring shackles and bushings Links and bushings Mounts and bushings Seals and gaskets Spindle Spindle support Stabilizer bars Struts Strut/track bars Wheel and hub bearings FUEL Accelerator pedal control processor/ module Fuel distributor Fuel injection/metering pump Fuel injection mixture Fuel injection mixture control sensors Fuel injectors Fuel pressure regulator Fuel tank IAC motor Mass air flow sensor Metal fuel lines and fittings Oxygen sensor Seals and gaskets and lift pump Tank filler neck and O-ring Throttle body Throttle cable Throttle linkage Throttle position sensor

Adjustable pedal motors Cigarette lighter Head lamp motors Headlight dimmer module Head rest or ceiling DVD players Heated seat systems LED signal mirror Lighted vanity mirror Outside mirror memory modules Power head rest motor Power seat module Power vent window motors

Rear power window shade Recirculation doors and motors Seat memory modules Seat recliners Sunroof guides, tracks and cables Washer motor NOTE: Examples of excluded parts include components covered by manufacturer’s warranty; brake drums, rotors, pads and linings; spark plugs; batteries; and windshield wipers.

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ELECTRICAL Front wiper motor Headlamp switch Power lock switch Power window switch Rear wiper motor Starter motor and solenoid Turn signal switch Voltage regulator Wiper motor relay and delay switch/ module COOLING Cooling fan relay Fan clutch Fan shroud Seals and gaskets Thermostat housing CONVENIENCE ACCESSORIES Rear window defogger ADDITIONAL ITEMS A/C-Heater air box

www.moderntiredealer.com

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feature

Wheel weight update Lead wheel weights are still here... in most states

By Ann Neal

I

n 2009, it looked like lead wheel weights were destined to become a tire shop memory. In August of that year, the U.S. Environmental Protection Agency (EPA) said it would pursue a nationwide ban on the manufacture and distribution of lead wheel weights. Yet in 2017, lead wheel weights remain legal in 42 states.

In the absence of federal regulation, eight states have chosen to enact laws prohibiting lead wheel weights to address environmental concerns.

Washington was the first in 2011. The latest is Maryland, which passed a lead wheel weight law in May 2017. The other states with bans are California, Illinois, Maine, Vermont, Minnesota and New York.

The eight states that have banned lead wheel weights represent almost a third of the wheel weight market, according to Gregory Parker, marketing director for Wegmann automotive USA Inc. “Maryland represents a very small percentage of the overall market, but based on registered vehicle count, the eight states make up 30% of the U.S. market,” says Parker.

Don Vanderheyden, director of marketing for Hennessy Industries Inc., says although lead has become a lower priority for the EPA, the market will eventually adopt non-lead wheel weights.

“Lead has been taken out of about everything,” he said, citing paint, gasoline, and fishing weights as examples. “We believe that with training and understanding, the market will continue to move to non-lead alternatives.”

National retailers are using non-lead options To avoid having to stock lead and non-lead alternatives, national retailers have switched most of their inventory to non-lead wheel weights.

“Most national retailers want a non-lead solution. They don’t want to mix between the lead and non-lead offering, they just want to have one style of wheel weights,” says Vanderheyden.

But lead wheel weights are often used by local and regional tire retailers. “It’s good material for a wheel weight, and it’s easy for a technician to work with,” says Vanderheyden.

Of the three materials used for wheel weights, lead is more malleable and denser than steel and zinc.

“Lead gives theoretically the best balance overall because it’s a dense material,” says Vanderheyden. “You give up some density when you move to a steel or zinc weight. That means the weight could be bigger.”

Hennessy’s Bada brand offers steel and lead clip-style weights and adhesive weights. “When we deal with national

46

Manufacturers Hennessy and Wegmann advise shops considering a transition away from lead wheel weights to have their technicians test different types of weights.

retailers we have to have a wide range of steel offerings. We also have a lot of traditional distribution across the greater U.S. that’s still using lead, so we’re very much split between the two materials,” says Vanderheyden.

Raw material prices for lead, zinc and steel have gone up in the last year, with lead experiencing the most dramatic increases. The price of lead went up about 9% at the beginning of the second quarter of 2017 and roughly 11% in the third quarter, according to Vanderheyden.

The market has many lead alternatives readily available, according to Parker.

“Manufacturers, like Wegmann, are continually preparing themselves with additional non-lead capacity if lead were to be banned nationally.”

Parker says wheel weight innovations include cold weather and acrylic-based adhesive tapes from Perfect Equipment that give the market options that best fit their local climate and Multi-Fit universal wheel weights that help shops reduce inventory.

In addition, premium weights from Hofmann Power Weight are used by OEs like Chrysler, Ford, BMW and Nissan in their U.S. manufacturing plants, according to Parker.

Programs to recycle used wheel weights Hennessy and Wegmann offer recycling programs for their customers. Both manufacturers accept zinc, steel and lead weights, and shops do not need to sort their used wheel weights to participate in their programs.

Parker says the wheel weight recycling stream of the past that was 100% lead has gone away as now the stream is mixed between lead, zinc and steel.

“All three materials are 100% recyclable and many recyclers are happy to take those materials and process them. The key is finding the right partner that provides your business with the service and documentation you need to be environmentally responsible,” says Parker. ■

MTD August 2017

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Commercial Tire Dealer™

Inventory means options for skid steer owners at North Gateway Tire

By Ann Neal

O

n any business day, two to four bays are generating up to 40% of business at the North Gateway Tire Co. Inc. store in Medina, Ohio. The northwest corner of the 28-bay shop is dedicated to servicing medium truck, agricultural, lawn and garden, all-terrain vehicle, trailer, motor home, back hoe and skid steer tires.

North Gateway Tire Co. serves commercial and retail customers from its 28-bay shop and warehouse in Medina, Ohio.

Patrick Hill (left) is vice president-service and Steve Starosta is retail and commercial sales manager.

Commercial customers know the tires they need are likely in the 80,000-square-foot warehouse connected to the shop. For owners of skid steer machines, there are nearly 100 skid steer tires in stock “with room for more,” says Steve Starosta, retail and commercial sales manager.

North Gateway Tire’s main skid steer lines are BKT, Titan, Galaxy and Deestone. Half a dozen options in the most common skid steer sizes, 10 16.5 and 12 16.5, are in the ALSO IN CTD warehouse. “We’re fortunate What’s ahead for wide-base: that we have different tires of GHG Phase 2 could mean renewed this product on our shelves. interest in ‘single-wides’ . . . 54 We’re able to supply customers’ needs right then and Snider Tire expands coverage and there,” says Starosta. services with acquisition . . . 58

Step through the skid steer tire options When a customer calls looking for a skid steer tire, Starosta and his staff respond with questions.

“Right off the bat you have to figure out the application.

The first question I ask is what the skid steer is used on. Is it more in dirt, on pavement, or is it used in a mixture of both? You want to find out the application because there are different models and tread designs that are better for one or the other.”

Skid steer machines used in rougher conditions like steel or heavy debris prompt more questions. “You want to ask if they have issues with punctures. If they have issues with punctures you want to look at a foam-fill or even a solid tire,” says Starosta.

He suggests tire options and then prepares for questions from the customer. “Once you give them options, whether it’s a dirt tire or something more for pavement-type use, the question you are going to be asked is what kind of price are we looking at.”

North Gateway Tire stocks multiple options at various price levels for all types of skid steer applications.

“You want to explain to customers that they can spend a few dollars less but they have to remember that they are getting a lesser tire and lesser tread depth,” says Starosta.

Sometimes the higher initial cost of a solid or foam-fill tire may cause a skid steer machine owner to lean toward a pneumatic tire for machines operating in a harsher job site environment. If that happens, Starosta discusses the costs of downtime with the customer.

“Once you feel these folks out as to what the machine is going to be used on, then they understand they’re getting a deeper tread, a denser rubber compound and a longer-lasting tire.”

Foam-filled tires are preferred Although North Gateway Tire sells solid tire assemblies, many skid steer machine owners opt for the company’s foam-fill flat-proofing service for their pneumatic tires.

Starosta says North Gateway Tire customers who use their skid steers on concrete generally prefer foam-filled tires.

“From the feedback I get, a lot of those guys say they’ve run solids in the past but they get more time out of the foam filled. It costs a little bit more but they are getting more longevity out of the tire. So it goes back to downtime is money.”

Another point to bring up is how solid or foam-fill tires affect driver comfort.

Commercially viable . . . 58

50

MTD August 2017

Skid steer tires “We make the customer aware that if they go to a solid or foam-fill the downfall is it’s going to be a little bit of a rougher or harsher ride. But the better end of it is their downtime is limited or almost nonexistent until they need to replace that tire. Once again, avoiding downtime means a lot.”

Skid steers are just one part of North Gateway Tire’s commercial business. The

company services tires for everything from lawn and garden equipment to log skidders and forestry tractors. Roadside and field repair services are offered. Along with full lines of medium truck, lawn and garden, agricultural and off-the-road tires, the company carries passenger and light truck tires. Its main passenger brands are Yokohama, Kenda, Bridgestone, Firestone, Toyo, Hankook and Nexen.

With nearly 100 skid steer tires in stock, North Gateway Tire can quickly meet a customer’s needs.

More than 3,500 tires are on site More than 3,500 passenger, light truck and commercial tires are housed in the warehouse alongside the shop, according to Patrick Hill, vice president-service.

He is the son of the dealership’s founder, Darrell Hill, who owns the company in partnership with Bob Dunlap of Dunlap & Kyle Co. Inc. in Batesville, Miss.

The shop measures about 60,000 square feet and has 28 bays. Fourteen bays are dedicated to tire service and 10 bays handle automotive repair. The shop also has two alignment racks for servicing vehicles from passenger cars up to one-ton trucks and motor homes.

The company buys all tires direct from manufacturers. North Gateway Tire operates a 250,000-square-foot facility about 10 miles away in Seville, which houses products from four-inch cart tires to 29.5 R25 off-the-road tires, along with tubes and wheels. In addition to supplying the Medina store, the Seville warehouse makes daily deliveries to wholesale customers in Ohio, western Pennsylvania, northwest West Virginia, and half of Michigan.

“The Seville warehouse brings industrial tires to us; we don’t buy from another vendor. We have plenty of inventory and plenty of options. The tires are here and ready to go on the customers’ machines,” says Starosta. ■

52

MTD August 2017

Wide-base singles

What’s ahead for wide-base single tires?

GHG Phase 2 could mean renewed interest in ‘single-wides’

By Jim Park

C

ould the next round of greenhouse gas reduction rules push more fleets over to wide-base single tires? It seems likely, given not only their relatively low rolling resistance, but weight savings as well. While weight reduction is not necessarily a stand-alone criterion for the truck makers to gain build credits under the rules, it can be factored into the overall composition of the finished product.

“Weight savings remains the primary benefit of using wide-base truck tires,” single tires could start showing up on vocational trucks such as refuse explains Brian Buckham, general man- Wide-base haulers under greenhouse gas (GHG) Phase 2 specifications. The EPA likes the fuel ager of product marketing at Goodyear efficiency, while trucking companies like the weight savings.

Tire & Rubber Co. “Wide-base tires mounted on aluminum rims can reduce a truck’s GVWR by “Those fleets are looking for a lighter, very durable tire that up to 1,100 pounds.” can withstand many, many retreads,” he says. “They aren’t really In years past, fuel savings was touted as one benefit of run- concerned with fuel efficiency or rolling resistance, but the ning wide-base tires, but that dynamic is now less prevalent, EPA is going to force a new kind of tire onto that market and thanks to the rise of super fuel-efficient duals that offer even other markets that traditionally have not put fuel efficiency more fuel efficiency, Buckham says. “In fact, super fuel-efficient front and center.” duals have virtually eliminated the fuel savings advantage that Building a tire with the kind of retreadability for vocational wide-base tires enjoyed since their inception. This makes it and refuse haulers want will require a very durable casing, and tougher to quantify wide-base tires’ return on investment that could compromise rolling resistance. But that’s still a few when it comes to reduced fuel consumption.” years off. The tire manufacturers will likely get that sorted out But that’s not deterring the Environmental Protection in time, Clauer says.

Agency (EPA) and the National Highway Traffic Safety Administration (NHTSA) from putting them high on the Retreading list of credit-generating equipment specs. For the purposes Retread rates for wide-base single tires are much lower of greenhouse gas (GHG) Phase 2, the low-rolling-resistance than for standard tires in dual configurations. Perception has attributes coupled with the overall weight savings make wide- something to do with this, though there are some physical base single tires a compelling choice. limitations associated with multiple retreads of these tires.

“Product planners for the tire companies are looking at these “In a broad sense, wide-base tires have a slightly lower rules very carefully right now,” says Tom Clauer, Yokohama Tire retreadability life cycle than traditional duals,” notes Buckham.

Corp.’s corporate manager of commercial and OTR product “This is primarily due to wide-base tires operating closer to planning. “It takes three years of development time to get a their maximum load carrying capacity compared to duals. new tire to market. It’s trickier this time around because it’s not Typically, we see fleets retreading wide-base tires once or just long haul, but regional, urban, vocational and everything twice in most applications in order to optimize the casing in between. I now have to start looking at the kind of rolling asset without over-extending it.” resistance we have on dump truck tires. I never had to worry According to Michelin North America Inc., multiple retreadabout that before.” ing is feasible if the casings are treated well during their first Clauer says wide-base single tires could soon start appearing go-around. Under-inflation is the most likely culprit leading in that market to meet the requirements. There is already big to the lack of casing integrity. demand for wide-single tires (the 445 tires as opposed to the Information supplied by Michelin says that “a tire that is 315-type tire) for weight savings in the refuse sector. run 10% under-inflated will lose 10% in tread wear and will

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MTD August 2017

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For what drives you.

Wide-base singles come out of service quicker, while a tire that is 20% below the optimal air pressure is considered a flat tire.”

Running under-inflated makes the tire more susceptible to casing fatigue, which could lead to a catastrophic failure or a zipper rupture. “If the tire has been run 20% under-inflated, it should be removed from the vehicle and scrapped,” Michelin adds. Casing fatigue can also limit a tire’s retreadability.

It follows, then, that fleets lacking good tire management programs might be unsure of the tires’ lifetime inflation history and would therefore be reluctant to retread a wide-base single tire even once. On-road failures with these tires are more inconvenient because trucks are basically stuck where they sit.

Running on a flat tire will destroy the expensive wide-single wheel. Your fleet customers with more confidence in their tire inflation and casing management programs can enjoy several retreads, Michelin says, and for multiple wheel positions. For example, Michelin says drive tires can be retreaded for drive or trailer positions, while trailer tires can be retreaded for additional trailer-position service or to a drive position on its first retread.

“With a ratio of three trailers to one tractor, trailer tires tend to have less mileage than drive tires,” the company notes. That suggests a lot of low-mileage trailer tires could be eligible for retreading to a drive position — provided the casing is in good condition and inflation has been well managed.

Keeping wide-base tires inflated Given the cost of these tires and the wheels they mount on, and the mission-crippling potential of a flat, it almost goes without saying that a tire inflation and/or pressure monitoring system would be a huge advantage. Systems such as Aperia’s Halo Inflation System, Hendrickson’s TireMaax Pro, PSI from Meritor and Stemco’s Aeris system, maintain a preset pressure at all times, and can prevent or eliminate under-inflation-related casing damage, preserving retreadability.

Additionally, some of these systems are now coupled with tire pressure management systems that can easily identify a leaking tire as well as provide a temperature and pressure operating history for individual tires — a must for determining retreadability, especially for second and possibly third retreads.

Systems such as Bendix’s SmarTire, Advantage PressurePro, Dana’s Spicer Optimized Tire Pressure Management The retreading process for a System and TireStamp’s wide-base single tire is no difTireVigil, to name a few, ferent from a dual, but casing will provide low pressure integrity is a more important facalerts. tor than it is for dual tires.

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Tire compliance labels for GHG Phase 2 Tires will play a more significant role in the upcoming Phase 2 greenhouse gas (GHG) reduction rules. The Environmental Protection Agency (EPA) will be providing truck makers with credits for equipping trucks with tires of varying degrees of efficiency and rolling resistance.

Baked into those credits are a complex series of test and calculations that the tire manufacturers must perform to supply the OE with the data they need to claim their credits. The results of those tests, in very simplified form, will be displayed on a compliance label affixed to the door post of the vehicle. Vehicle owners will be required to maintain those trucks in their original compliance levels for the “reasonable” life of the vehicle.

Speaking during a mini-tech session at The American Trucking Associations’ Technology & Maintenance Council’s annual meeting in February, Erin Luke, fleet sales administration manager at Peterbilt, explained what those labels will require of vehicle owners.

She indicated that vehicle owners would be required to maintain the same type of tire throughout the vehicle’s useful life. In other words, the owner may not switch tires from a low-rolling-resistance tire to a non-lowrolling-resistance tire throughout its useful life.

The “sticker does not differentiate between widebase and dual wheels, for example, it just provides a rolling-resistance indication,” she explained. “The second owner would need to be aware of how the vehicle was originally built to ensure for the useful life of that vehicle they maintain that compliance. EPA expects that there might be some changes to that spec, for example, removing a roof fairing if you don’t need it.

Despite a few exceptions, EPA will expect the second and maybe third owner of the vehicle to maintain its compliance as originally built.”

So it appears that the EPA will not differentiate between single and dual tires, provided that any tire installed meets the criteria of the originally installed tire. That suggests fleets will still be able to spec wide single tires originally and then switch them out for duals at trade time.

Another solution is Goodyear’s DuraSeal puncture sealing technology. Goodyear claims it can instantly seal nail-hole punctures of up to 1/4-inch in diameter in the tire’s repairable tread area. Buckham says it’s available on the G392A SSD DuraSeal + Fuel Max and the G394 SSD DuraSeal + Fuel Max tires for on-highway use.

“Under-inflation is a threat to the longevity of any tire,” says Aperia CEO Josh Carter. “It’s particularly important to keep wide-single tires properly inflated, considering their cost and the potential for downtime.” ■

Jim Park is equipment editor for MTD’s sister publication Heavy Duty Trucking.

MTD August 2017

ALSO COMES IN BLACK The Firestone DestinationTM M/T2 is bigger than ever with 29 sizes, up to 37" for maximum TRUCK STUFF. F IRESTONE TIRE.COM

Commercially viable

Snider Tire expands coverage and services with acquisition

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nider Tire Inc.’s purchase of 27 Tire Centers LLC (TCi) locations adds four states to its geographic coverage and earthmover tires to its service portfolio.

President John Snider told Modern Tire Dealer the acquisition increases his company’s footprint in the southeastern United States. “We were already in the Carolinas, Georgia and Florida, but we were not in Alabama, Mississippi, Virginia and Louisiana and we had a limited presence in Tennessee. This acquisition gives us much greater density within that whole footprint.”

The former TCi locations get the company into sales and service of earthmover tires “in a fairly significant way,” according to Snider. “A lot of opportunity comes when you combine 27 locations with our existing ones. We think the earthmover business is a great opportunity for us to grow into that part of the market.”

Snider says the acquisition also provides an opportunity to introduce his company’s mechanical services offering at a number of the 27 locations.

Snider Tire’s purchase of the commercial locations from Michelin North America Inc.’s TCi subsidiary was finalized on June 30, 2017. Financial details were not disclosed.

The company, which goes to market as Snider Fleet Solutions, has grown from a single tire store opened in 1976 to 81 commercial tire and mechanical services locations today. The Greensboro, N.C.-based company is No. 16 on the Modern Tire Dealer 100 list of the nation’s largest independent tire dealers.

The acquisition includes four retread plants located at the commercial stores in Birmingham, Ala.; Jackson, Miss.; Jacksonville, Fla.; and Nashville, Tenn.

“Our retread business has increased every year and continues to increase. We think that retreading represents great value to the end user so we don’t hesitate to continue to invest in retreading,” says Snider. The company now has 11 retread plants with the capacity to produce 3,500 medium truck tire retreads per day.

Snider Fleet Solutions uses the Michelin Retread Technologies (MRT) process in its retread shops. “We obviously have a very close relationship with Michelin,” says Snider. “They’re our lead supplier both on the new tire and the retread side.

When they made the decision to divest themselves of their commercial locations, we were positioned well geographically to be able to take advantage of that.”

The agreement includes approximately 350 TCi employees, which brings the number of Snider Fleet Solutions employees to more than 1,500. The company has 12 distribution centers which service its stores and provide mounted wheel services for fleets.

In addition, the company is currently building a new store for its outlet in Charleston, S.C., and is moving existing Snider Fleet Solutions stores in three other markets to different locations. The stores are expected to be in their new locations by the end of 2017. — Ann Neal

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Snider Fleet Solutions says the acquisition of 27 TCi Tire Centers locations expands its distribution ability to 75% of the continental United States.

Hankook focuses on fuel efficiency with AH37 steer/all-position axle tire The new Hankook AH37 tire is designed to offer lower rolling resistance and greater fuel efficiency. It features 3D Kerf Technology, offering better traction, increased mileage and improved tread wear. SmartWayand California Air Resources Board (CARB)-certified, the tire helps reduce the impact on the environment. The AH37 is a steer/ all-position axle tire for regional haul fitments on truck and bus applications. It is structurally designed for longer tread life, fuel efficiency and durability in intense driving conditions. The optimized footprint offers improved traction and mileage performance for a smoother ride and better handling. An enhanced kerf design displaces water for outstanding road grip in adverse weather conditions.

HANKOOK TIRE AMERICA CORP. www.hankooktire.com

Two AcuTread designs earn SmartWay verification Two trailer/drive treads from AcuTread have earned SmartWay verification: the SAT 17/32nd and the 445/50 STT1 13/32nd. The SAT is designed for use in high-scrub trailer applications, such as regional and spread axle use, while the STT is best for long haul trailer applications. AcuTread

MTD August 2017

retreads are produced under strict processing guidelines by authorized AcuTread licensees. The AcuTread Alliance Group manufactures and distributes tires from locations in Alabama, Arkansas, California, Florida, Illinois, Indiana, Kentucky, Michigan, Ohio, Tennessee, Virginia and West Virginia as well as through a network of dealer associates.

ACUTREAD ALLIANCE GROUP www.acutread.com

strength four-belt construction, the tire is designed to deliver long tread mileage, durability and retreadability, plus low rolling resistance for improved fuel economy. It also is backed with a strong warranty, notes Gary Schroeder, director of Cooper’s truck and bus tire business.

COOPER TIRE & RUBBER CO. www.coopertire.com

Carlstar adds 27-inch sizes to All Trail lineup Carlstar is expanding the Carlisle All Trail tire line with two 27-inch size options — 27x9-14 and 27x11-14. The company says the sizes help meet the evolving applications for UTV/ATV tires. Off-road vehicles are increasing in size, and there’s greater demand for larger tire diameter, notes the company. Designed for hard surfaces like concrete, pavement and hard-packed soil, the All Trail series works in utility applications such as security, maintenance, transport, and warehouse operations. The four-ply construction provides the puncture strength needed when riding over a variety of surface conditions.

Its tread compound is durable enough for handling on hard surfaces, but also gentle enough to run on grass while still providing enough traction needed for off-road chores.

CARLSTAR GROUP LLC www.carlstargroup.com

Roadmaster RM180+(EM) is made for heavier axles As heavier steer axles become more common, Cooper has expanded the load range of the Roadmaster RM180+(EM) steer tire line to accommodate them. The Roadmaster RM180+(EM) is available in load range H for tire sizes 11R22.5 and 11R24.5. The RM180+(EM) is SmartWayverified and ideal for long haul applications. The tire features a highway tread pattern and optimized footprint to promote even wear. Combined with high tensile

www.moderntiredealer.com

Conti Hybrid HT3 Performance in high scrub applications The Conti Hybrid HT3 offers an advanced tread compound designed for high scrub, trailer applications, while still maintaining low rolling resistance and mileage performance.

The narrow groove widths result in increased tread pattern volume and improved wear resistance when placed on spread axle trailers. The advanced sidewall thickness improves resistance to damage, cuts and abrasions.

Continental offers the right tire for every application and type of terrain.

Commercial Vehicle Tires | www.continental-truck.com

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Counter intelligence

Simple truths that never change Focus and specialization are key for tire retailers

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ave you ever read something that just hit are. They are Swedish.” He commented they were you like a ton of bricks because its truth “knocking the pins” out of the furniture industry. and potential impact were immediately This is where I’d like to pick up from Dr. Stern understood? When I run across material like and make a few comments of my own. I’m doing a this, I save it. When I refer to it later, I’m often self-funded study on power retailers because I’m a amazed that the truth is more relevant now than former tire dealer, and I find retailing fascinating, when I first read it. energizing, and full of opportunity. Retailing is In 1990, my mentor, Bob Gatzke, handed me currently undergoing its most significant shift in a small booklet regarding a presentation by the relevancy as the popularity of online shopping J.L. Kellogg Graduate School of Management at By Wayne Williams is increasing dramatically.

Northwestern University in Evanston, Ill. The To start, I agree with Dr. Stern; focus and title was “Turning Consumer Demand into Tire Dealer specialization are key to tire retailers, and now is the time Profits.” Upon handing it to me, I could tell he had read for a healthy re-evaluation and refocus. it and understood its potential impact, and I remember Let’s look at a slice of what IKEA has accomplished and him commenting that these discover if we can learn something from their marketing. studies help us see a little farther IKEA is the number one retailer of furniture in the world, down the road. Much of what and they account for 1% of all worldwide annual usage Dr. Louis W. Stern outlined in of wood. They print 175,000,000 catalogs a year. They his address in September of operate close to 400 stores globally, and their largest store 1990 is truer today than ever. is in South Korea at over 600,000 square feet.

I’m going to list a few imporMy observation is everything starts with the catalog. To tant comments Dr. Stern made help produce the content, they operate the largest photo and explore his comment studio in Europe, 86,000 square feet. The catalog is a work regarding “power retailers” of art and science; it is so well organized and inspiring early in his presentation. that people pour over the pages for ideas for their homes.

First, the marketing professor Next, the catalog is smartphone compatible with videos stated, “You can’t be all things to and photo galleries. Their website showcases over 12,000 all people.” He was referencing products and receives 2.1 billion visits per year. that the challenge facing tire Lastly, the store is like a life-size catalog. The furniture dealers to keep pace with the and goods are staged in inspiring fashion with plenty of rapid changes in automotive knowledgeable sales associates to assist the thousands of technology would strain their daily visitors walking the pathway (The Way) through ability to properly and profit- the store. ably service automobiles. He My point, IKEA is a retailer, as we are retailers. They suggested tire dealers focus start with a focused plan, and they use their assets such as This booklet published in 1990 and specialize in their service the photo studio to help execute their plan. They further holds marketing truths that offerings, and commented they their execution using digital initiatives like their website are just as valid today as they were almost 30 years ago. should stop focusing on the tire to deliver millions of customers. manufacturers, themselves, and For IKEA, it’s planning, printing, digital and physical. focus on customers. He reminded the audience that we Important note: Inside the stores they use a combination are retailers. I quote him here, “I believe tire dealers are of catalogs and digital solutions in conjunction with retailers. You are retailing institutions. You’re not something trained and knowledgeable associates. As Dr. Stern would different or something special or something else. You’re probably encourage us, we’re retailers. The best retailers in the retail business.” today use print, digital, physical, and assisted selling to He then, as a professor, assigned the audience a homework meet their goals. assignment asking the dealers to pick up a copy of Fortune Can we improve our focus, our offerings of products magazine’s Sept. 24, 1990, issue to read the article titled and services, our execution of our plan? As retailers, we “The New Champs of Retailing.” He called it a must read. must. Winners win. ■ As he expanded on power retailing, he made reference to Home Depot, Nordstrom, Wal-Mart, and others, one of Wayne Williams is president of ExSell Marketing Inc., a which was a company called IKEA. He spelled it out, I-K- “counter intelligence” firm based in La Habra, Calif. He can E-A, and said, “You probably don’t even know who they be reached at exsellmkting@gmail.com.

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MTD August 2017

European notebook

The aging tire battle gets closer to victory in Europe Passage of legislation now seems more a matter of ‘when’ and not ‘if ’

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ack in March 2016, I wrote about the ongocarefully and specifically organized by an increasing ing battle with dangerous and part-worn team of distinguished supporters, including leading tires in Europe. I highlighted a particular MPs (Members of Parliament), several significant case in which a 19-year-old tire was fitted to a coach tire and automotive associations and a number of that had a blowout and crashed in the UK in 2012, editors from significant tire and automotive publicakilling three teenagers. The mother of one of the tions and local PR agencies — agent marketing. fatally injured youngsters, Frances Molly, was in To say that this well-publicized and highly charged the middle of a long and determined campaign to press conference announced a clear, aggressive mesban all tires over the age of 10 years old. sage from the UK tire industry to their government In fact, since that report I have become personally By John Stone of their intent would be a complete understatement. involved in Molly’s fight for a change in the law It was an emotional and passionate and at times on aging tires, and I’m part of the campaign team handling aggressive presentation attended by over 200 guests, including the media side of our activities and results. It is never my leading local and national newspapers and radio stations with intention to return to the ‘scene of a crime’ and file a column a number of influential speakers. It opened with a damning covering the same issue, but during the last 15 months this comment outlining Tyred’s confident determination to important crusade has continued to gather momentum, introduce new aging tire legislation as soon as possible. and I feel MTD readers would be interested to learn what It was generally agreed by everyone that the campaign progress has been made. should not even be necessary as two coroners (commenting on the case) have said on record that it was a disgrace that legislation was not already in force. It seems the last two government transport ministers have failed to recognize this road safety issue, which is disappointing as it is an easy bill to put in place.

Molly opened the presentation with a heartfelt account of her son’s accident and announced that just prior to the press conference, National Express Coaches, one of the UK’s and Europe’s largest and most successful operators, confirmed it had agreed to become an active partner of the campaign, which amounted to a terrific boost for the Tyred team.

The 19-year-old tire after the deadly blowout.

Vinay Parmar, a director of National Express, pointed Since my article, Molly successfully raised a new Government out that what happened to Michael Molly had made his Bill (policy) calling for a ban on all tires over 10 years old, company closely examine its own operation in terms of which passed its first reading in the UK Parliament. However, tire safety. He said, “We would never want to see such a it has never been submitted for a second important reading preventable tragedy like this happen to one of our coaches in The House of Commons in London due to resistance and our customers safety remains a paramount priority to a change in the law by senior government officials who for National Express.” considered there was insufficient evidence to approve the bill.

Stefan Hay, CEO of the National Tyre Dealers Association This unexpected setback only encouraged the campaigning (NTDA), also provided a shocking insight into the very real team (including myself) to regroup and continue fighting dangers of sub-standard tires being fitted to vehicles, stating for these, in my opinion, dangerous tires to be removed from they are recognized as a critical component on any vehicle, European roads once and for all. This challenge to a change but sadly are also one of the most neglected. He added, in the law on tire safety has quietly gathered momentum but “Statistics have consistently proved that tires are the largest never seriously looked like it could happen — until now! single contributor to road accidents in Europe resulting At the very end of June the situation arrived at an extremely in casualties, and the reason for this is simple — drivers’ crucial turning point with the official launch of a new revised negative attitude toward their tires. campaign called “Tyred” in Liverpool, UK, which had been “Last year the NTDA carried out a national survey on 340,000

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MTD August 2017

The Tyred campaign team (left to right): Steve Rotherham, Metro Mayor – Liverpool; Vinay Marma, director, National Express; Anne O’Brien, Agent Marketing; Frances Molly, campaign leader; Malcolm Kennedy, Lord Mayor of Liverpool; Maria Eagle, a member of UK Parliament; and Stefan Hay, CEO of UK’s National Tyre Distributors Association (NTDA).

tires with absolutely frightening results, as over 27% were found to be ‘already illegal,’ meaning that in Europe at any one time around 25 million vehicles could be driving on our roads with potentially lethal tires. It is unbelievable that currently there is no effective enforcement of effective regulations, which means there is also ‘no deterrent’ leading to neglect!”

Finally, Maria Eagle, France’s MP in Liverpool, delivered a straight-talking opinion on why the Tyred campaign is so important to her. She stated, “I find it amazing and frustrating that it will not cost the current UK government anything to change the law on tires, and to be honest this matter is not really a political issue between political parties but all about good, old-fashioned ‘common sense.’

“The enforcement of this campaign is easy and straightforward, so let’s just get it done.”

In the days following the Tyred press conference the campaign was featured online within almost all the relevant European tire magazines as well as other automotive publications along with local and national radio. So it would be correct to say that the Tyred message has well and truly been heard in Europe. The general opinion at the moment is that it is more a question of when rather than if this much-needed legislation becomes law, and only time will tell.

I know America also grapples with the tire aging issue. I would be interested to know what dealers think of this matter. ■ John Stone has been working within the global tire industry for the past 26 years. In 2004 he launched his own consulting company, Sapphire Media Services, which caters to business media clients around the globe. Stone also writes for tire and automotive-related publications in Europe, South Africa and Asia.

www.moderntiredealer.com

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Business insight

Digital is not different It’s just a new way of doing an old thing: selling

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or years, dealers have been wrestling with First, this is a complicated purchase. It’s not the idea of what to do online when it comes buying groceries or a gaming console, or a six-pack to their businesses. Common questions where you have your favorite already established. include, “Do I put my prices online?” “Should I This is a product shrouded in a lot of mystery advertise my services?” “What company should I (when was the last time an explanation of speed buy my platform from, who’s template is the best?” rating went over like cotton candy and rainbows) For years, we have been trying to play this hand attached to the second most expensive product differently than how we handle our “regular” walka consumer will likely ever purchase. So, at the in, appointment over the phone, or emergency forefront of the transaction is suspicion.

By Dennis McCarron customer. I’m here to tell you to stop.

You must provide transparency and predictThe internet of commerce is no different ability. Online is no different. Make the web page fundamentally than a customer walking through the front look and act like a store. Make it intuitive to the buying door (ding a ling a ling) or a customer calling for a quote experience. A customer walks into your store, hopefully over the phone (ring ring ring). What is retailing anyway? there are cues like a counter or pod that help the customer By various definitions it ultimately is the selling of goods navigate to a sales associate. What cues are online to do and services to the public for consumption, not for resale. the same? It will be a long while before tire purchases will How that transaction takes place is not mentioned in the be done start to finish without human interaction, so it definition and to me, that is significant. must be online as well. Does your web page have the little pop up for live assistance?

Time. The new world currency. How long for an oil change? How long does it take to make a transaction online? How hard is it to find the things I need? Pricing not available? Back to Google search page. People don’t tolerate wasted time anymore. Buying tires online needs to be as easy as it is (should be) in person. The internet isn’t different, it’s a new way of doing an old thing: selling.

Are there some differences? Yes, but they are superficial.

The customer is a little more in charge because it’s easier to do comparison shopping. It’s at least faster to do so.

But they always have had the ability, which means we just must get better at retailing. Selling value: Why is my price better? Because of all the things attached to it that nobody else delivers: speed, convenience, warranty, my brand promises... people are willing to pay for these things if they are explained in a way that makes sense to them.

Your brand online should not be represented differently than in store. Your brand just is. And customers today expect that interaction to be the same over any medium.

As an industry, we are at a very curious time. We are behind many other retailers in our tactics, but I also don’t think any retailers have perfected how to do it. But the gap is Your front door is any way a customer enters your store. getting wider, so making the jump is getting harder.

I beg you to get on board. If you make mistakes online It makes no mention of where the customer is during with your business you can easily correct them, the internet the transaction. You should no longer think of your front is forgiving. But if you don’t get online, there will come a door as the swinging piece of metal and glass attached to point where you are too far behind to catch up. It’s time the front of your building. Your front door is the way a to take the leap. ■ customer enters your business. It matters not if they enter your business from the parking lot, from the phone (call Dennis McCarron is executive director of Dealer Strategic or smartphone interaction), or from their living room.

Planning Inc., a company that manages multiple tire dealer What do all types of consumers want in a tire or service 20 Groups in the U.S. (www.dsp-20group.com). To contact transaction?

McCarron, email him at dennis@dsp-20group.com.

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MTD August 2017

Focus on industry

Triangle makes a statement Sources say U.S. plant is one step closer to reality

By Greg Smith

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hinese tire manufacturer Triangle Tyre Co. Ltd. has taken the next step toward building its first tire factory outside of China.

The company held a formal signing ceremony with the Shandong branch of the Export-Import Bank of China in June at its Global Brand Summit. In effect, this strategic agreement allows Triangle to invest funds outside of China, something that would be necessary for the building of a plant.

Well-placed sources are telling MTD that the plant will be built in the U.S. and a formal announcement is forthcoming yet this year.

The company currently operates four factories in China.

Current total production of tires is roughly 25 million units per year. Last year, Chairman Yuhua Ding said the company wanted total production of 30 million units within five years.

During his speech at its Global Brand Summit, Ding discussed the strategy to growing and working on a global basis. “In the process of global brand construction, we need: 1. To position the manufacturing model properly to upgrade the old model.

2. To speed up and take full use of the science and technology research.

3. To improve the market supply and customer service.

4. To establish and develop the company culture and market culture on global brand development.”

More than 500 attendees from 100 countries were at the day-long event. A theme that developed early during the conference came from Chinese government officials who spoke of wanting to transfer from a “China manufactured” to a “China created” mentality.

Triangle is intent on global brand building and has been in the process of building teams throughout the world. Six of the regions are controlled directly by the company, while North America stands alone as a separate sales and distribution company, established in 2015.

The company is undergoing an overhaul of its product portfolio, concentrating on new products and “making tire names that are understandable”, according to Wayne Foster, Chief Marketing Officer for the Triangle Group. This year the company has been consolidating and renaming its passenger tire line-up under the Advantex, Performex, Sportx, Milex and Tourex banners.

Foster said the reason for the renaming is to help retailers position Triangle tires easily with the consumer. He believes that tires using combination names with letters and numbers doesn’t work.

Foster said Triangle’s research shows that worldwide, 70% of all tire purchases are made at the recommendation by the tire retailer.

Foster added that the renaming process will continue to

66

Triangle Tire USA Chairman Manny Cicero, left, and Tredroc Tire Services Inc. CEO John Boynton check out the general purpose TRD02 drive tire in China. Triangle can deliver tires to Tredroc from its new warehouse in Madison, Tenn.

Rick Phillips, vice president of sales for Triangle Tire USA, outlined the company’s growth strategy, which includes a brand-building campaign to dealers and distributors.

its light truck line during 2018 under the AdvantexSUV, PerformexSUV, AgilxAT and GripxMT names.

Rick Phillips, vice president of sales for Triangle Tire USA, outlined the company’s growth strategy, which includes a brand-building campaign to dealers and distributors to help them promote Triangle to the consumer. He said the campaign revolves around Triangle’s world class products, great support team and its efficient delivery to the market.

MTD August 2017

More than 500 people from 100 countries, including Triangle Chairman Yuhua Ding, attended the Global Brand Summit.

Phillips said the focus on independent dealers is due to the fact that in the U.S., they influence the tire purchase 85% of the time. He also noted that the U.S. GDP in 2016 was $18.5 trillion and the U.S. population now stands at 326 million, or 4.5% of the global population.

It is still the largest market for tires in the world, Phillips

said. MTD statistics were used to show 205 million replacement passenger tires and 31 million replacement LT tires were shipped in 2016.

Phillips said projections are for passenger tires to be down 1.7% in 2017 while LT tires will be up 7%.

On the truck tire side, replacement tires were up 2.2% to 18.4 million units, but OE shipments dropped 14.2 % to 5.4 million units.

Manny Cicero, CEO of Triangle Tire USA, said the company’s distribution plans in the U.S. are progressing nicely. “We specifically set out a goal to sign on with only those distributors or servicing commercial dealers who would partner with us in growing the Triangle brand. That is a slower process than signing and selling to anyone who will buy.

“Today we have coverage in the Northeast, South Central, Midwest and Southwest United States. We are actively seeking additional partners in open areas and, to that purpose, we have added additional outside sales professionals to our team recently.”

With Triangle’s new 53,000-square-foot warehouse in Madison, Tenn., up and running, the company has begun looking for the next warehouse location, he added. ■

How Triangle Tyre Co. views other tire markets Triangle Tyre’s management makes it clear that the company wants to be known as a world-class player in the tire industry with high quality products in all segments of the market.

Here’s a look at how Triangle’s Tony Nobilo, Executive VP and GM of International Sales, views the world tire markets, region-by-region.

Europe: It is a 300 million tire market with a very wide variety of languages, cultures and consumer behavior, not to mention temperature and road conditions that are extremely diverse. He considers this region to have the most advanced tire regulations.

Nobilo also feels that Europe has the most premium and prestigious car manufacturers in the world. Imported tires now make up 32% of the total replacement market for PLT tires with imports standing at 25% of the TBR replacement market. Imported OTR replacement tires are at 48%.

Russian and the CIS region: It is a 54 million tire market that is highly dependent of the price of oil. Nobilo believes there is high volatility of the Ruble versus the US Dollar which makes for a very high credit risk. There are import duties for Chinese produced tires but it is a very important region for the sales and development of OTR tires.

Winter tires, mainly studdable, are an important part of the PCR segment.

www.moderntiredealer.com

Middle East and Africa: It is a 118 million tire market under which tires operate in very hostile conditions. The Middle East has extremely high temperatures while African roads are over 50% unpaved, combined with overloading and poor operating conditions. Like Europe, the region is very diverse, with Africa comprising 54 different markets with differ-

Triangle Tire’s Tony Nobilo says antidumping regulations are prevalent within the Latin American region.

ent languages, economic and political conditions.

Southeast Asia (ASEAN) and Indian Subcontinent: The ASEAN market is 55 million tires while India has a market

size of 47 million units. Nobilo points out there is a large automotive manufacturing base and anti-dumping regulations are very prevalent. The ASEAN segment is OE driven with over 50% of replacement sales driven by OE preference, coupled with a high branded retail environment.

In India, Nobilo notes there is a poor road infrastructure along with similar road conditions. Severe overloading of vehicles compound the abuse tires take in that region.

Australia and New Zealand: It is a 23 million tire market with miles driven per capita being one of the highest in the world due to the large land mass. The region has one of the highest rates of vehicle ownership with the SUV/LT market being the fastest growing segment of the PCR market, now standing at over 50%.

Interestingly, Nobilo notes that there are no tires manufactured in either country.

(Bridgestone closed its last tire plant in Australia in 2010, with its last plant in New Zealand closing the year prior.) The Australian market has a very large truck tires segment due to its heavy reliance of road transportation.

Latin America: It is a 83 million tire market serving 36 countries mostly underdeveloped or in early development stages.

Anti-dumping regulations are prevalent, particularly in Brazil and Columbia. Due to its geographic size, the road conditions and climate are widely varied.

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Focus on industry

Michelin focuses on regional fleets X Multi D features a confidence guarantee

By Joy Kopcha

M

ichelin North America Inc. is targeting a fast-rising segment of the truck tire industry with its new Michelin X Multi D, a regional drive-position tire designed for trucks and fleets making shorter, more regional urban hauls.

Michelin expects the regional and urban applications market — which includes delivery services, beverage companies and even energy and construction industries — “to continue outpacing the market by 3%” through 2018. “The fleets operating in these segments have unique needs,” says Adam Murphy, vice president of marketing for Michelin Americas Truck Tires, a division of Michelin North America.

And Murphy says the X Multi D offers the key qualities regional fleets need: long lasting tread life, all-weather traction, scrub resistance, a durable casing and driver satisfaction.

The tire’s tread is made up of a combination of specialized rubber compounds. The top layer provides scrub resistance, and the bottom layer compound allows the tire to operate while keeping the casing cool.

The tread also is maximized by teardrop grooves at the bottom of the siping which help prevent torque cracking, while also decreasing heel-toe wear.

In every size, the X Multi D comes with 28/32nd tread depth.

As for traction, Michelin says the tire offers “more grip, less slip.” The pass-through open shoulder allows for quick evacuation of material, whether it’s water, mud, snow or slush. The X Multi D features tread regeneration. As the tire wears, matrix siping evident at 28/32nd opens up to create a tread groove at 14/32nd, and it opens even wider at Michelin says 6/32nd. That tread regeneration provides the X Multi D’s traction throughout the tire’s life, the targeted market grew 3% from company says.

2014 to 2016, a The casing is double treated to help rate that exceedresist ozone damage and weathering, ed the overall and the full width protector ply provides market by 2.1%. a guard against penetrations.

Michelin says the X Multi D’s biting edges help the tire grip onto surfaces quickly, even in snowy conditions. In a standardized snow test, Michelin says its tire traveled 80% farther than the Bridgestone M726ELA in the same size, 11R22.5.

The X Multi D will get 65% better mileage than its predecessor, the Michelin XDE M/S tire, says the company.

“This next-generation regional drive tire offers first-class performance and is designed to excel in high torque applica-

68

The pass-through open shoulder on the X Multi D tire provides traction in all weather and road conditions.

tions and delivers all the key performance benefits needed in a regional tire — traction, high removal mileage and scrub resistance — with no trade-offs,” says Murphy. “With an aggressive open-shoulder design that contributes to outstanding water evacuation for an optimized contact patch in all-weather conditions, the new Michelin X Multi D delivers the maximum tread life, traction and casing durability fleets demand.”

Sizes and retreadability The X Multi D initially is coming to market in two sizes and three load ranges. Size 11R22.5 will be available in both load ranges G and H, and size 11R24.5 will be available in load range H. A fourth size, 275/80R22.5, load range G, will be available in the third quarter of 2017. Two more sizes are coming in the first half of 2018. The tire is available in the U.S., Canada and Mexico.

The tire is retreadable, Murphy says. “We are actively working on an X Multi D retread. We’re not ready to announce the launch of the retread, but it’s absolutely in development as we speak.”

The Confidence Guarantee Michelin is standing behind the X Multi D with the Confidence Guarantee. “If the tire does not meet expectations for mileage, traction and driver satisfaction, then Michelin will reimburse any cost difference for a competitive drive tire,” the company says.

“We absolutely recognize the fact that we command a premium for the Michelin brand,” Murphy says. “We think the guarantees like the Confidence Guarantee are helpful in giving the fleet (and driver) confidence.”

Murphy provided an example of how the guarantee would work, using round figures for easy calculations. If a customer pays $500 for the Michelin X Multi D and isn’t satisfied, and a competing drive tire is $425, Michelin would reimburse the customer $75 for each tire purchased. ■

MTD August 2017

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Focus on dealers

Changing of the guard Grandson takes over at West Coast Tire and Service

By Lori L. Mavrigian

C

ool it with the direct mail.” That was the advice given

by Tom Eisenberg to Bob Mirman, his mentor at West Coast Tire and Service Inc. in Los Angeles.

Mirman, the company’s founder and co-owner, listened to his grandson, a millennial with a keen understanding of today’s market and the importance of gathering customer information.

“Data is king, and it’s the data that tells us where to look and what needs to be changed,” says Mirman.

“We have worked hard over the years to win our clients’ trust. In the past, direct mail and repeat and referral business have been the ways we generated traffic. These days, thanks to Tom’s efforts, we focus on internet marketing, SEO and review websites like Yelp and Google. We have more than 600 five-star online reviews.”

New customer counts averaged about 200 a month the Mirman way; now they are averaging about 310 new customers a month thanks to the internet efforts, notes Eisenberg.

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Passing the torch Last year after 65 years in the tire industry, Mirman handed the keys to the dealership to Eisenberg. At 87, Mirman still meets with his 27-year-old grandson at least once a week for lunch to discuss business.

Although proud of his grandson, Mirman says it is a great blow to his ego that he is running the company better than he did. With Eisenberg’s input, sales and gross profit over the last few years have risen 10% annually to $5.3 million retail at 53% gross.

“My goal was not just to increase profit,” Eisenberg says.

“I was seeing things being done old-school that could be improved, updated and done easier.”

Mirman started West Coast Tire in 1970. Eisenberg began working at the company in 2006, when he was 16. “I was a tire mounter. I would mop floors, clean bathrooms. I was a gopher. At first it was just a summer job, but then as I got older, I realized I enjoyed spending time with my grandfather and the employees who mentored me.

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Focus on dealers “I was always interested in business. And Eisenberg says his employees are the possibility of running the company was trained to perform great customer too good of an opportunity to pass up. I service, “so I never have to worry wanted to soak up all the knowledge that about that. That’s why I can pay my grandfather had.” close attention to the actual numbers Eisenberg has taken West Coast Tire, a and how they compute into dollars.

Tire Pros franchise, from just a simple tire “For instance, I switched expenses and general repair location to a one-stop to the Capital One cash back card. complete car care center that can take care of We save $40,000 a year. Insurance the customer. Seventy-five percent of the work issue? I spent one morning on the is done on the premises and 25% is sublet. internet and found a better rate and “Our customers come from Beverly Hills, saved us $10,000. We used to pay Bel Air, Santa Monica and all surrounding $20,000 for electricity annually. I had areas,” he says. “We see more high-end luxury 150 solar panels installed which are cars in an average day than most tire shops see now producing 97% of our power. in month. The more expensive the vehicle, Two percent here, 1% there, it all the more demanding the client.” adds up.”

“I take numbers very seriously,” says From fixing flats to complete restorations, Tom Eisenberg, co-owner, general Although retired, Mirman remains and everything in between, “there is never a manager and vice president of West the company’s president. Eisenberg Tire and Service in Los Angeles. reason to go anywhere else,” says Mirman. Coast runs the company as vice president, The best advice his grandfather ever Not long after taking over the company, gave him was, “Liars figure, but figures general manager and co-owner (and Eisenberg attended a four-day digital mar- never lie. It’s always in the math.” was recently named to be part of the keting seminar put on by Michelin North mission-based marketing council for America Inc. the Tire Pros network of independent tire dealers). His mother, “One thing I learned was how important your website is. I and Mirman’s daughter, Stacy, is secretary/treasurer — as well came home and scrapped our site and started over. I rebranded as a successful real estate developer. the shop. And we’ve seen huge growth in our sales numbers When asked about opening a second location, Eisenberg and car counts.” stated, “When we reach $6.5 million, we’ll talk.” ■

72

MTD August 2017

TPMS

2008 – 2017 Nissan Rogue and Rogue Select Sensor IDs must be registered in the specified order

D

uring driving 2008-2017 Nissan Rogue and Rogue Select models at speeds above 25 mph (40 km/h), the low tire pressure warning system receives the signal transmitted from the transmitter installed in each wheel, and gives alarms when the tire pressure becomes low. When the low tire pressure warning system detects low inflation pressure or another unusual symptom, the warning light in the instrument cluster comes on.

A sensor-transmitter integrated with a valve (installed on each wheel) transmits a detected air pressure signal in the form of a radio wave.

The tire pressure receiver receives the air pressure signal transmitted by the transmitter in each wheel. The body control module (BCM) reads the air pressure signal received by the tire pressure receiver, and controls the warning light and the buzzer operations. It also has a judgment function to detect a system malfunction.

light will flash for approximately one minute. The light will remain on after one minute.

The TPMS illuminates a low tire pressure telltale when one or more tires is under-inflated. If the system detects that air pressure is less than 27 psi (189.6 kPa) it will also sound a buzzer for 10 seconds and a “LOW TIRE PRESSURE” warning light will turn on in the instrument cluster display. The vehicle is also equipped with a TPMS malfunction indicator to indicate when the system is not operating properly. The TPMS malfunction indicator is combined with the low tire pressure telltale. When the system detects a malfunction, the telltale will flash for approximately one minute and then remain continuously illuminated. This sequence will continue upon subsequent vehicle start-ups as long as the malfunction exists. See the appropriate manufacturer service information.

Illustrations courtesy of Nissan Corp.

SUBJECT VEHICLES: Nissan Rogue and Rogue Select – 2008-2017 RELEARN PROCEDURE? Yes. SPECIAL TOOLS NEEDED? Yes. A Nissan Signal Tech II scan tool or CONSULT scan tool can be used. A transmitter activation tool ( J-45295) is used in the wake-up procedure and can aid in the registration procedure.

Tire pressure monitor warning light NOTE: When a spare tire is mounted or a wheel is replaced, the TPMS will not function and the low tire pressure warning

www.moderntiredealer.com

Figure 1: Identifying the transmitter activation tool (J45295) – typical.

73

TPMS When the tire pressure warning light comes on, immediately check the air pressure of all tires and adjust to the specified pressure. Make sure the warning light goes off. The warning light does not automatically turn off when the tire pressure is adjusted.

After the tire is inflated to the recommended pressure, the vehicle must be driven at speeds above 25 mph (40 km/h) to activate the TPMS and turn off the low tire pressure warning light. If the warning light stays on or flashes, there is a malfunction in the TPMS. See the appropriate manufacturer service information.

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

The low tire pressure warning light does not automatically turn off when the tire pressure is adjusted. After the tire is inflated to the recommended pressure, the vehicle must be driven at speeds above 25 mph (40 km/h) to activate the TPMS and turn off the low tire pressure warning light.

Tire pressure sensor registration NOTE: If the tire pressure sensor was replaced, the new sensor will be in an “asleep” mode. To wake up the sensor, see Transmitter wake-up operation.

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

NOTE: If a CONSULT-II is used without also using the CONSULT-II CONVERTER, a malfunction might be detected during self-diagnosis, depending on which control unit carries out CAN communication.

NOTE: The Signal Tech II Tool ( J-50190) can be used to perform the following functions:

• Activate TPMS transmitters.

• Display TPMS transmitter IDs. • Display the tire pressure reported by the TPMS transmitter.

• Read TPMS DTCs. • Register TPMS transmitter IDs. ID registration with the transmitter activation tool 1) With the ignition switch in the OFF position, connect the CONSULT scan tool to the Data Link Connector (DLC).

Turn the ignition switch to the ON position.

2) Display the “WORK SUPPORT” screen, and select “ID REGIST.” 3) With the transmitter activation tool ( J-45295) pushed against the left front tire air valve, press the button for five seconds (see Figure 1). NOTE: Be sure to register the sensor IDs in the specified order, or the self-diagnostic results display will not function properly.

4) Register the IDs in the order specified: left front, right front, right rear, left rear.

74

As each sensor ID is registered, the turn signal lights flash twice and the scan tool indicator light changes from red to green.

6) After completing all ID registrations, press “END” to complete the procedure.

ID registration without transmitter activation tool 1) With the ignition switch in the OFF position, connect the scan tool to the Data Link Connector (DLC). Turn the ignition switch to the ON position.

2) Display the “WORK SUPPORT” screen, and select “ID REGIST.” NOTE: On 2008 models, if the ID registration is unable to be completed, a buzzer sounds.

3) Set the tire pressure of each wheel to the specification shown in the Sensor ID Registration Tire Pressure Specifications table. Then drive the vehicle at 25 mph (40 km/h) or above for more than three minutes.

4) After completing all ID registrations, press “END” to complete the procedure.

5) Inflate all tires to specification.

Transmitter wake-up operation NOTE: New replacement transmitters are provided “asleep” and must first be “woken up” using transmitter activation tool J-45295 or Signal Tech II Tool J-50190 before ID registration can be performed. Use the following procedure when using the transmitter activation tool J-45295.

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

2) Display the “WORK SUPPORT” screen, and select “ID REGIST.” 3) With the transmitter activation tool ( J-45295) pushed against the left front tire air valve, press the button for five seconds (see Figure 1). Sensor activation must be performed in the order listed: left front, right front, right rear, left rear.

As each sensor ID is activated, the TPMS warning light flashes in the pattern shown in Figure 2, and the scan tool indicator light changes from red to green.

5) Check that the turn signal lights blink twice when the transmitter wake-up procedure for all wheels is completed.

6) After completing the wake up of all transmitters, make sure the TPMS warning light goes out.

Figure 2: TPMS warning light wake-up blink timing graph.

MTD August 2017

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TPMS Demounting/mounting 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.

CAUTION: Ensure there is no metallized film or any metal parts (antenna, etc.) on the windows, as this may cause poor reception of the signals from tire pressure sensors, and the TPMS will not function properly.

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

Figure 3: Positioning the tire on the turntable.

Tire pressure sensor CAUTION: Do not inject any tire liquid or aerosol tire sealant into the tires, as this may cause a malfunction of the tire pressure sensors.

Removal 1) Deflate the tire. Unscrew the transmitter retaining nut, and allow the transmitter to fall into the tire.

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

3) Turn the tire so that the valve hole is at the bottom, and gently bounce the tire to ensure the transmitter is near the valve

SCHRADER’S SINGLE SKU SOLUTION TO TPMS

Figure 4: Removing and installing the tire pressure transmitter.

hole. Carefully lift the tire onto the turntable, and position the valve hole (and transmitter) 270 degrees from the mounting/ demounting head (see Figure 3).

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

Reach inside the tire and remove the transmitter (see Figure 4).

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

Installation 1) Place the first side of the tire onto the rim.

NOTE: Ensure no burrs exist in the valve stem hole of the wheel.

2) Mount the transmitter on the rim and tighten the nut to 68 in.-lbs. (7.7 N.m) – (see Figure 4).

NOTE: Do not touch the transmitter with the mounting head.

3) Place the wheel on the turntable of the tire machine.

Ensure that the transmitter is 270 degrees from the mounting/ demounting head (see Figure 3).

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

5) Inflate the tire. Balance the wheel and tire assembly.

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

7) Register the tire pressure sensor. See Reset procedures. ■ Torque specifications Component Ft.-lbs. (N.m) Wheel nut . . . . . . . . . . . . . . . . . . . . . . . 80 (108) In.-lbs. (N.m) Tire pressure sensor nut . . . . . . . . . . 49 (5 .5)

Information for this column comes from Mitchell 1’s “Tire Pressure Monitoring Systems Guide” for domestic and import vehicles. Headquartered in Poway, Calif., Mitchell 1 has provided quality repair information solutions to the automotive industry for more than 80 years. For more information, visit www.mitchell1.com.

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

76

MTD August 2017

INTRODUCING THE ALL-NEW

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

8% LONGER TREAD LIFE

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2.3 dB QUIETER ON THE ROAD

STOPS 51’ SHORTER ON WET ROADS

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

© 2017 Yokohama Tire Corporation

Products Horizon Tire unveils Supermax Touring TM-1 Horizon Tire has released the Supermax brand’s first passenger/CUV product line, the Touring TM-1. The T-, H- and V-rated Supermax Touring TM-1 is offered in 42 sizes ranging from 13 inches through 18 inches. The Touring TM-1 has both mileage and road hazard warranty coverage. Horizon says the Touring TM-1’s unique tread pattern design provides excellent driving performance in wet and dry conditions. The Touring TM-1 is the Supermax brand’s initial consumer product offering and will provide extensive market coverage in the economy segment.

The company says the Touring TM-1 will be complemented by future light truck all-terrain and highway additions to the Supermax brand.

HORIZON TIRE INC. www.horizontire.com

SMP expands Standard and Intermotor lines Standard Motor Products (SMP) has added 109 part numbers to its Standard and Intermotor lines. The release spans 24 categories and expands coverage through the 2017 model year by more than 61 million vehicles in operation (VIO). The release includes 61 sensors covering 27 accelerator pedal, 12 vehicle speed, and 12 ABS speed sensors. SMP also added 26 switches. Examples include headlight, ignition starter, multi-function, neutral safety, power window, and windshield wiper switches. Also new are 10 transmission control solenoids, eight vacuum pumps, and two variable valve timing components.

STANDARD MOTOR PRODUCTS INC. www.smpcorp.com

Torque fin is designed to speed truck wheel service

New Raybestos Opti-Cal brake calipers eliminate core returns The new Raybestos Opti-Cal line from Brake Parts Inc. features all new components and no core returns. The company says that unlike traditional calipers, Opti-Cal requires no core return.

Raybestos Opti-Cal calipers are manufactured with a new caliper body, brackets and components, including pistons, lubricated guide pins and pad mounting hardware, to ensure they fit and function correctly. Aluminum or zinc-plated castings deliver superior corrosion prevention, and the zinc finish provides all-weather protection, inhibits rust and maintains a pristine appearance.

BRAKE PARTS INC. www.brakepartsinc.com

VDO TPMS sensor has rubber snap-in stem design Continental Commercial Vehicles & Aftermarket offers its VDO REDI-Sensor TPMS sensor in a familiar, rubber snap-in stem design.

The sensor snaps together without any threaded components and follows the OE vehicle relearn procedures just like the original metal clamp-in VDO REDI-Sensor sensor. All VDO TPMS sensors are OE designed and validated, and ready to install right out of the box. No need for programming, training, cloning or special tools.

CONTINENTAL COMMERCIAL VEHICLES & AFTERMARKET www.redi-sensor.com

78

AME International has introduced the Torque Fin, a torque wrench-stabilizing accessory for commercial fleet tire service.

The company says the Torque Fin is the fastest way for one person to torque wheel nuts; it is ideal for service technicians to get off the roadside, yet still provide proper torque. The Torque Fin links to commercial torque wrenches to enable a single person to torque large truck tires.

Made in America out of recycled plastic, the Torque Fin is both durable and lightweight.

AME INTERNATIONAL LLC www.ameintl.net

Clore adds 12-volt jump starter Clore Automotive Inc. has added a 12-volt jump starter and power supply to its Jump-N-Carry brand. Model No. JNC318 12 is designed to offer robust jump starting power with numerous utility and convenience features. Features include preheat capability for improved performance in extreme cold temperatures, USB outlets to power small electronics, 12-volt power supply capability and a high intensity LED (light emitting diode) work light. Safety features include reverse polarity protection, backfeed protection, overvoltage protection, short circuit protection and overheat protection.

CLORE AUTOMOTIVE INC. www.cloreautomotive.com

MTD August 2017

Products Bosch introduces heavy-duty scan tool Robert Bosch LLC’s new HDS 200 heavy-duty scan tool is designed for aftermarket repair shops that sometimes service Class 4 to 8 trucks and for heavy-duty shops that need a second triage tool or to equip their mobile repair trucks.

The tool offers Global OBD II Quick Test for gasoline and diesel engines. Display language can be selected from English, Spanish and French, with data readouts in English or metric. The HDS 200 meets SAE (Society of Automotive Engineers) J1587/J1708 and J1939 standards and specifications.

ROBERT BOSCH LLC www.boschdiagnostics.com

New GearWrench hand tool sets are easy to transport The two new GearWrench mechanics’ hand tool sets from Apex Tool Group LLC include 72-tooth combination ratcheting wrenches and 84-tooth teardrop ratchets. The new sets are a 168-piece metric set and a 232-piece metric/SAE set (pictured). The company says both three-drawer tool sets are easy to transport and allow automotive technicians and industrial mechanics a way to easily access tools to get the job done no matter where they are needed. Features include standard and deep sockets with off-corner load fastener anti-rounding design, Allen long arm hex keys and magnetic bit driver with 30-piece screwdriver/ nut driver bit set.

APEX TOOL GROUP LLC www.gearwrench.com

80

New Sumitomo Ice Edge winter tire will be available in 57 sizes TBC Brands has introduced the first studdable winter tire for the Sumitomo brand. The new Sumitomo Ice Edge from TBC Brands is certified for severe snow performance and will be available in 57 passenger, CUV and SUV sizes for the 2017 season.

TBC says the Ice Edge provides an outstanding combination of cold weather grip, superior stability, handling performance and smooth ride comfort. Features include a specially formulated tread compound for superior performance in low temperatures and unique Sumitomo 3D sipe technology that maximizes tread bite on snow and ice.

TBC Brands LLC www.sumitomotire.com

Midtronics has new battery diagnostic service system Midtronics’ new DSS-5000 Battery Diagnostic Service System features Conductance Profiling, a patented technology designed to provide more, and deeper, information about battery state of charge (SOC) and state of health (SOH) than available via either traditional load or conductance testing. The company says the technology delivers significantly fewer charge and retest decisions, in addition to battery reserve capacity warnings.

The DSS-5000 supports diagnostics for conventional lead-acid, AGM, and EFB batteries and advanced vehicle systems, including start-stop. The touchscreen provides easy system navigation and displays a series of pre-programmed service apps that promote quick, error-free testing.

MIDTRONICS INC. www.midtronics.com

Hunter adds compact Quick Tread console

Arnott offers new front air strut for Mercedes-Benz S-Class

Hunter Engineering Co. has released a space-saving console designed to run a fully automatic Quick Tread inspection lane. Hunter’s Quick Tread inspection technology automatically measures tire tread depth and captures vehicle identification in seconds as motorists drive into the service lane. The compact console provides a clean installation virtually anywhere in or nearby the service drive. The console can be connected to a network printer at the service desk to provide customers inspection result printouts.

The system can also be integrated with multi-point inspection providers to supply digital inspection reports and tire offers to customers.

HUNTER ENGINEERING CO. www.hunter.com

Arnott has released a new, not remanufactured, aftermarket air suspension strut (AS-2820) for the front of the 2007-2013 Mercedes-Benz S-Class (W221 chassis) with AirMatic and without 4Matic. The AS-2820 features a new custom-valved shock absorber assembled with a durable new Continental ContiTech rubber air spring bladder. The strut has no lower isolator seal, which is subject to failure on the original equipment, according to Arnott. The fully assembled air strut plugs directly into the vehicle’s electronic connector and eliminates fault codes.

ARNOTT INC. www.arnottindustries.com

MTD August 2017

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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

82

ADVERTISER

PAGE

WEBSITE

31 Incorporated

43

www.31inc.com

AAPEX Show

81

www.aapexshow.com

ACDelco

13, 15

www.acdelco.com

Aftermarket Auto Parts Alliance Inc.

61

www.alliance1.com

Autel Intelligent Technology Inc.

41

www.autel.com

Bartec USA

73

www.bartecusa.com

BFGoodrich Tires

29

www.bfgoodrichtires.com

BKT USA Inc.

11

www.bkt-tires.com

CEAT Specialty Tyres Limited

51

www.ceat.com

Continental Tire, Commercial Vehicle Tires

59

www.continental-truck.com

Falken Tires

39

www.falkentire.com

Firestone Tire

57

www.firestonetire.com

General Tire

19-24

www.generaltire.com

Greenball Corporation

65

www.greenball.com

Hankook Tire America Corporation

48-49

www.hankooktireusa.com

Hunter Engineering Company

45

www.hunter.com/mtd

K & M Tire Inc.

79

www.kmtire.com

Kenda Tire USA

IBC

automotive.kendatire.com

Kumho Tire USA Inc.

27

www.kumhotireusa.com

Linglong Americas Inc.

7

www.linglongtire.com

Marangoni Tread North America Inc.

53

www.na-marangoni.com

Nexen Tire America Inc.

IFC, 71

www.nexentireusa.com

Nitto Tire U.S.A. Inc.

OBC

www.nittotire.com

Road Ready Wheels

63

www.roadreadywheels.com

Rotary Lift

69

www.rotarywheelservice.com/mtd

Schrader Performance Sensors

76

www.schraderinternational.com

SEMA Show

33-36, 75

www.SEMAshow.com

Sentury Tire Americas

31

www.senturytireusa.com

STEELMAN Select TPMS, by JS Products

70

www.steelmanselecttpms.com

Sumitomo Tire

5

www.sumitomotire.com

Sumitomo Tire

55

www.sumitomotrucktires.com

TBC Brands

47

www.tbcbrands.com

Travel Centers of America

17

www.ta-petro.com

Triangle Tire USA

9

www.triangletireus.com

Vee Rubber America Inc.

72

www.veerubberus.com

Yokohama Tire Corporation

77

www.yokohamatire.com

ZC Rubber America Inc.

52

www.arisuntires.com

MTD August 2017

Advertising information (330) 899-2217, FAX (330) 899-2209

MTD Classifieds

Used Tires For Sale USED PASSENGER TIRES All Sizes Available KY, TN, GA & AL TRAILER LOADS AVAILABLE

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2017 ADVERTISING DEADLINES

October Issue closes Sept. 6th November Issue closes Oct. 2nd December Issue closes Nov. 15th

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Call for more information (330) 899-2200, ext. 2217

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83

MTD Classifieds

Advertising information (330) 899-2217, FAX (330) 899-2209

Tools & Equipment Tire Dealer Tools & Equipment Air Tools • Battery Chargers Compressors • Hose Reels Impact Sockets • Jacks Lube Equip • Tire Equip 5 gal. - 10 gal.

Push Buttom Trigger, lightweight aluminum tank

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

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84

MTD August 2017

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

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

50K Mileage Warranty 43 Sizes Available Eligible for Kenda Traction Rewards 500 AA A UTQG 16”, 17”, 18”, 19” & 20”

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Automotive.KendaTire.com

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