Jobber News December 2010

Jobber News Preparing Tomorrow’s Leaders • New Quality Parts Initiative • Canada’s Strong Dollar Hurts Uni-Select Results MAGAZINE

DECEMBER

2010

Serving the Automotive Aftermarket for more than 75 Years

Remanufacturing Association Formed Notable Industry Week Introductions

Tech: Semi-Active Ride Control Year of Transition: 2010 In Review

Lorne Johnston, General Auto Parts, Toronto, Ont.

Mister Cool 2010 Counterperson of the Year

Canada Post Canadian Publications Mail Sales Agreement No. 40069240

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This Month

Contents

December 2010

Vol. 78,

No. 12

14

COVER

For Lorne Johnston, the many daily challenges of working the counter are taken in stride. It wasn’t always so for the 30-year veteran of inside sales, but don’t mistake his calm exterior for a lack

Lorne Johnston, General Auto Parts, Toronto, Ont.

Mister Cool

of caring. You’d be surprised how far he’ll go to help out.

2010 Counterperson of the Year

4

Over the Counter

Aftermarket Descends on Barrie, Ont., to Help Tomorrow’s Leaders; Supplier Evaluation Standards and International Effort to Promote Quality Parts Announced; Avenue Motor Works Joins Bestbuy Distributors; Uni-Select Results Affected by Strong Canadian Dollar, Closure of Corporate Stores; Barbecue Promotion Winner Announced

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It has been an active year on many fronts, but without much doubt the story of the year has to be the access to OE repair information.

23

New Products

26

Knowledge Building: Semi-Active Ride Control

10 Bodyshop News:

Collision Industry Outlook Survey

The results of the latest Bodyshop Magazine Outlook Survey reveal little enthusiasm in the field, but reason for some optimism looking ahead.

Jobber News contacted Bob McKenna, president and CEO of the Motor Equipment Manufacturers Association, about its newest affiliate, the Motor Equipment Remanufacturers Association, and the industry challenges it is meant to address.

Notable Introductions from AAIW 2010 We rush a few notable introductions from Automotive Aftermarket Industry Week 2010 into print.

The arrival of service parts in the aftermarket for this technology makes it a prime topic for counterpeople to familiarize themselves with.

12 Market Tracker: New Remanufacturing Industry Group

Year In Review: A Year of Transition And Possibility

29 30

Autoserviceworld.com Internet Directory Comment

EXPERIENCE AT THE HELM

Departments Appointments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 JOBBER NEWS / DECEMBER 2010

Advertisers Index . . . . . . . . . . . . . . . . . . . . . . . . . . 29 3

OVER THE COUNTER NOW SERVING

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Motor Oil Mythbusters Winner Here is the final 2010 winner of the Jobber News Motor Oil Mythbusters Quiz presented by Valvoline.

Winners correctly answered the quiz questions. All winners receive a prize pack including an Auto Enginuity PC-based Scan Tool, generously provided

by Valvoline Canada.

The winner this month is Maria Melnik, NAPA Auto Parts, Whitby, Ont. Check out the correct answers to the quiz on page 14. Thanks for playing!

Nearly 100 students from the Canadian Automotive Institute gathered to learn from aftermarket executives at the third annual Student Aftermarket Day.

Follow us on Twitter.

Get AutoServiceWorld.com News and more by following JobberNews on Twitter.

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Aftermarket Descends on Barrie, Ont., to Help Tomorrow’s Leaders determine those who have The aftermarket recently the potential and preparing descended on Barrie, Ont., them for more. It is as much for two pivotal events, both good luck as good managefocused on building leaderment, as much black art as ship for tomorrow. science.”

The Automotive Industries He said that he has never Association’s Young Executive had much luck hiring peoSociety (YES) held a wellple for senior positions from attended workshop focused on building leadership and Aftermarket veteran Robert Blair shares outside the organizations he his wisdom on mentoring at the Young worked for. Too often, he management skills among Executive Society Workshop in Barrie, said, they didn’t live up to the younger members of the aftermarket, and then hosted Ont., while moderator and YES chair Linda their resume. And he offered Donnini looks on. His presentation wrapped this advice: “If someone you the Canadian Automotive up a half-day workshop on leadership. know has 50% of the qualities Institute’s Aftermarket Day, you need, give them the job. which brought nearly 100 students to hear presentations and panels by You already know more about them.”

He also told of his first big break. industry executives, and to make a few of their “Luck plays a role, but you have to be preown presentations too.

The YES event focused on building a greater pared. My boss got into a fight with his boss and understanding of leadership and management resigned. So they looked up and down the line skills by bringing in Human Performance and made me vice-president. It was luck, but I Consultants Inc. for an interactive workshop was prepared because I had already managed a that engaged attendees in “Leadership—From distribution centre.”

In closing, Blair said that his father, his most Intentions To Results With And Through People.” Among the issues the workshop important mentor, left him with many lessons, but one above all others: treat people with respect. addressed were: “Treat everybody who works with you with • Understanding the importance of leadership and how to exercise effective leadership, respect. I have tried to do that and it has paid off over time. [My father] would talk to the sales regardless of hierarchical authority; • developing leadership skills and strategies to manager the same way as the janitor.”

Further to the youth theme, Aftermarket Day improve teamwork and to effectively lead a attracted nearly 100 students from Georgian team; College’s Canadian Automotive Institute.

• recognizing the four universal motivators; In addition to student presentations, panels • ensuring that the participant cultivates more of these motivators for him/herself were convened on marketing and technology; and provides them to employers. a highlight of this third annual event is the netThe program thoroughly working luncheon where students rotate through engaged attendees, who then tables to meet aftermarket executives.

The Environmental Sustainability panel was had the opportunity to listen to aftermarket veteran Robert among the more interesting, and gave aftermarket Blair and his views on mentor- executives the opportunity to discuss industry ship. Blair, who grew up in the advancements that benefit the environment.

Tony Canade, chair of the Canadian Collision aftermarket—his father, Al Blair, started as a wagon jobber and Industry Forum and vice-president of Assured rose to be a senior executive Automotive, gave a brief outline on the transiwith UAP—spent many years tion to waterborne technology; Mark Reed, in the aftermarket, most recently as executive Shell Lubricants, spoke of fuel-saving developvice-president with General Parts Inc., until his ments and the move to ultra-low sulphur diesel.

Mark Degli Angeli of Mister Transmission retirement.

“Having a mentor is absolutely essential. It’s told students that the organization recycles not that complicated to do, and you may find that 80,000 litres of transmission fluid a year and you have one without even knowing it.” Blair says 6,000 kg of oil-soaked filters, all kept out of that having a teacher who can inspire you can be landfills. And Bob Twidle, Exide Technologies, an important factor. “I certainly had several who spoke of the recyclability of batteries and developments that will continue to improve lead acid ignited my imagination.

“You can all relate to people who have been battery technology, still the most viable energy influential. There is the servant leader, who leads storage technology. New carbon technology by showing the way. Whether you recognize them makes batteries faster to charge and more efficient, and longer lasting too, he said. as leaders or not, they are.”

“From a technology standpoint, the times are And, of course, there is the classic “coach” who very exciting; it has brought us ways to improve will show you the ropes.

“The most difficult thing in business is to the products we use today.”

JOBBER NEWS / DECEMBER 2010

OVER THE COUNTER NOW SERVING

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Avenue Motor Works Joins Bestbuy Distributors Having decided to expand into a fifth Ontario market, Avenue Motor Works has ended its affiliation with the Uni-Select network and has joined the Bestbuy Distributors Group.

“With our expansion into a fifth store, we decided to make the move with a group that we feel better fits our growth and profit plans,” states Avenue president John Bosschaert.

“We had done business with Bestbuy as an outside warehouse account and found their service, availability, and support to be exemplary, and we made the choice to join Bestbuy as a full shareholder.”

Avenue has four locations situated in Woodbridge, Barrie, Newmarket, and Bradford, Ontario.

The fifth location opened in Orangeville, Ont., in November. Its head office is located at 681 Rowntree Dairy Road, Woodbridge, Ont.

Supplier Evaluation Standards and International Effort to Promote Quality Parts Announced

Know Your Parts, the industry awareness and education campaign launched by the Automotive Aftermarket Suppliers Association (AASA) in 2009, has introduced its latest tool to combat the spread of low-quality aftermarket parts.

“AASA developed the Supplier Evaluation Standards in an effort to provide all channel partners with standardized criteria for supplier selection,” says Steve Handschuh, president and COO of AASA. “By using this form to query suppliers before making a final buying decision, aftermarket channel partners and resellers can ‘know their parts,’ and protect their business’s good name as well as the good reputation of the entire aftermarket,” he adds.

Handschuh also discusses the expansion of Know Your Parts internationally through AASA’s cooperation with European organizations.

“We are very pleased to work with our counterparts, CLEPA and the German Automobile Industry Association (VDA), to promote the campaign globally and to demonstrate to European parts suppliers, repair shops, and drivers alike the importance of quality name brand parts,” he adds.

The standards focus on these specific question categories, including: • Product specifications and quality • Line content and completeness • Application research and catalogues • Product availability and distribution • Sales representation and manpower • Marketing programs and support • Technical support and training • Product liability and warranty • Intellectual property protection • Terms and conditions “Determining a part’s quality can be difficult. Generic, lowquality parts may appear identical to quality parts—but it’s impossible to see the poor quality inside,” Handschuh continues. “These parts pose a potential threat to the safety of the motoring public and repair professionals.

“We address these safety concerns, as well as the irreparable damage low-quality components can cause to the entire aftermarket industry’s image, in our latest Special Report, Aftermarket Industry Image: Why Premium Aftermarket Products Deliver the Best Value. We are releasing this report at AAPEX 2010 to help spread the word about the importance of quality parts backed by Full Service Aftermarket Suppliers,” Handschuh says.

Copies of the report can be downloaded at http://aftermarketsuppliers.org/knowyourparts/.

Uni-Select Results Affected by Strong Canadian Dollar, Closure of Corporate Stores

Uni-Select Inc. reported sales of $349 million for the third quarter of 2010, compared to $359 million in 2009, despite organic growth for the quarter.

The company benefited from organic growth of 1.7% in the quarter, but the strengthening Canadian dollar on conversion of U.S. sales had the effect of reducing sales by $12.1 million. The sale and closure of non-strategic corporate stores during the course of previous quarters decreased sales by $5 million. (All figures in Canadian dollars.)

Adjusted earnings from continuing operations reached $14.6 million in the third quarter of 2010 or $0.74 per share, compared to $14.1 million or $0.71 per share last year. Notably, the effects of the fluctuation of the U.S. dollar had an unfavourable impact of Continued on page 8

For more on these and other stories, log on daily to autoserviceworld.com 6

Jobber News Editor and Publisher Andrew Ross (416) 510-6763 E-Mail: aross@jobbernews.com Contributing Editor Emeritus Bob Blans Contributing Writers Mark Borkowski, Dennis Mellersh, John G. Smith Sales Manager Jay Armstrong (416) 510-6745 Account Manager Jim Petsis (416) 510-6842 Circulation Manager Selina Rahaman (416) 442-5600 ext 3528.

Customer Service Roshni Thava (416) 442-5600 ext 3555 Art Director Choo Hwee Kuan Production Manager Steven K Hofmann (416) 510-6757 Vice-President Alex Papanou President Bruce Creighton Jobber News is Canada’s longest-established publication serving the distribution segment of the Canadian automotive aftermarket.

It is specifically directed to warehouse distributors, wholesalers, machine shops and national accounts.

Subscription rates*: Canada $49.95 + $3.50 GST + Applicable Taxes per year; $79.95 + $5.60 GST + Applicable Taxes for 2 years; Single Copy Price $6.00 + $0.42 + Applicable Taxes. U.S.A. & Foreign: $62.95 U.S. per year; Single Copy Price $8.00 U.S. * Yearly rates include Annual Marketing Guide (single copy price $72.95 plus $5.00 shipping plus GST $5.46)(U.S. orders payable in U.S. funds). Ontario residents add 8% PST. U.S. & Foreign $77.95 +$5.00 Shipping US Funds.

Jobber News is published by BIG Magazines LP, a div. of Glacier BIG Holdings Company Ltd. a leading Canadian information company with interests in daily and community newspapers, and business-to-business information services. All rights reserved. Printed in Canada. The contents of this publication may not be reproduced or transmitted in any form, either in part or full, including photocopying and recording, without the written consent of the copyright owner. Nor may any part of this publication be stored in a retrieval system of any nature without prior consent.

Canada Post Canadian Publications Mail Sales Product Agreement No. 40069240 “Return Postage Guaranteed” Send change of address notices, undeliverable copies and subscription orders to: Circulation Dept., Jobber News, 12 Concorde Place, Suite 800 Toronto, ON M3C 4J2 Jobber News Magazine (ISSN#0021-7050) is published monthly by the Business Information Group, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2 US office of publication: 2424 Niagara Falls Blvd, Niagara Falls, NY 14304. Periodicals Postage Paid at Niagara Falls, NY. US postmaster: Send address changes to Jobber News Magazine PO Box 1118, Niagara Falls, NY 14304-1118.

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ISSN 0021-7050 Online 1923-3477

JOBBER NEWS / DECEMBER 2010

Installation kit and peace of mind included.

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Continued from page 6

nearly $0.4 million or $0.02 per share on results for the quarter. Excluding this item, adjusted earnings from continuing operation for the quarter would have been $0.76 per share, 7% more than in 2009.

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Barbecue Promotion Winner Announced

Veyance Technologies Canada, Inc., manufacturer of Goodyear Engineered Products, has announced the most recent winner in its Program 2010 Installer Incentive Program.

Leo Vaillancourt of True Centre Muffler & Brakes, North Bay, Ontario, is the most recent recipient of a Hot Rod Grill, a barbecue that is a fullsize replica of a high-performance V8 engine.

Vaillancourt participated in Veyance’s Program 2010 draw by purchasing qualified products through the PartSource store in North Bay. All entries also qualify for a Grand Prize travel voucher or trip for two to a NASCAR race. Two more Hot Rod Grills remain to be won in 2010.

APPOINTMENTS

T:10 in

Ray Osika, vice president-Brantford Operations, Gates Canada, has announced two key appointments in the marketing team. Randy Chupka has accepted the new position of director of marketing. Chupka will take on the additional responsibilities of managing the internal automotive staff in Brantford, Ont., as well as working closely with the regional sales managers to develop strategic plans. Chupka will continue to report directly to Osika. Osika has also announced that Marc Alary has accepted the position of marketing manager and will report directly to Randy Chupka. Alary holds a CMA distinction and comes to Gates with considerable experience in the automotive aftermarket industry, including an extensive and high level of experience at both Bestbuy and Carquest.

Delphi has announced that Sandy Kligman has been appointed regional sales manager, Ontario and Atlantic Canada, Canadian aftermarket, Delphi Product & Service Solutions (DPSS). Kligman will support Delphi’s Canadian expansion initiative to enhance its current market position and penetration. In this role, Kligman will be specifically responsible for growth in the Ontario and Atlantic Canada markets, and will report to Keith Gordon, managing director, Canadian aftermarket, DPSS. Kligman comes to Delphi with 13 years of experience in the aftermarket. He most recently worked for Tenneco, where he served as area sales manager for the Toronto, Ontario, market.

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8

Techspan has announced the appointment of Ken A. Irwin to the position of national sales manager - Automotive Division.

In this new position, Irwin will be responsible for business development and sales growth across Canada. Irwin has a Bachelor of Arts degree from Wilfrid Laurier University and is well respected in the heavy-duty industry. His career experience includes 10 years at Grote Canada, where he rose in the sales ranks to director, heavy duty, OES and OEM Sales, and three years at Truck-Lite Canada as Canadian area director.

Sandy Kligman

Ken A. Irwin

Federal-Mogul Corporation has announced that Bob Egan has been appointed vice-president, customer relations for the global aftermarket. Egan will report to Jay Burkhart in his new position. Also, Paul Johnson joins Federal-Mogul as vicepresident, North America, global aftermarket. Johnson will report directly to Jay Burkhart, senior vice-president, global aftermarket. He assumes the position formerly held by Bob Egan, now vice-president, customer relations, global aftermarket. In addition, the following new functions have been added to the North American sales and marketing organization, reporting to Johnson: category insight and analysis; customer transaction services; and customer supply chain planning. Individual appointments to these roles have yet to be announced.

JOBBER NEWS / DECEMBER 2010

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BODYSHOP NEWS

The 2011 Bodyshop Outlook Survey

Collision Industry Survey Results Reveal Cautious Outlook

By J.D. Ney, editor, Bodyshop Magazine

The results of the latest Bodyshop Magazine Outlook Survey reveal little enthusiasm in the field, but reason for some optimism looking ahead.

A myriad of factors combined to make the last two years difficult for the collision repair industry, a fact reinforced after polling of the industry from coast to coast by Bodyshop Magazine, Jobber News’ sister publication.

And, as noted, the numbers and the responses simply don’t warrant much enthusiasm.

While technically speaking, the recession is a distant memory, many shop owners are still feeling the effects of a dour economy. Whether it’s the result of drivers being more reluctant to report or fix small damage, insurance companies being faster to hit the write-off button, or even something as simple as weather patterns, the overall mood of the industry appears to be cautiously optimistic at best.

What’s more, shop owners continue to feel the squeeze of tight profit margins for the year, particularly as the final stages of the government’s ban on waterborne paint come into their final stages of implementation and the capital expenditures of a 2010 conversion act as an anchor on the ledger.

The annual Bodyshop Outlook Survey seems to reflect those moods. But on the positive side, when asked whether owners and managers thought 2011 would be better than 2010, a slim majority (51.7%) felt that it would be (Fig. 1). However, as is becoming common these days, there is no clear, overwhelming consensus, as the survey also showed that 48.3% felt that 2011 would be no better, or even worse, than an admittedly difficult 2010.

Perhaps more telling in terms of confidence levels throughout the industry, however, comes when the question is shifted to capital expenditures. Much like the broader consumer confidence surveys circulated by Stats Canada, shop owners’ plans to make capital investments in 2011 appear to be something of a “money where your mouth is” proposition.

As in years past, the results are conflicting. While almost half of respondents said that they predicted brighter times in 2011, only 8.6% of those who took the survey said that they would definitely be upgrading their equipment in 2011 (Fig. 2).

Now, there are a number of possible explanations for that low result, not least of which is the fact that many shops have significantly upgraded their paint equipment over the last 18 months in order to comply with the new waterborne legislation. However, over 63% of respondents say that they will either take a wait-and-see approach, or simply make do with what they’ve already got in 2011.

10

In the end, it appears that the collision repair industry remains in flux in the first post-recession year, and moving forward into the next decade. While attitudes certainly were not as dour in this year’s edition overall—last year, some owners suggested “quitting the business” as their strategy suggestion—this year’s crop of responses revealed some significant and lingering concerns.

Employee attraction and retention remains a constant challenge; accelerating vehicle technology means continuous training demands; and when the surveys were anonymous, the opinions expressed regarding the insurance business were decidedly less cordial than during the discussion sessions at a recent CCIF meeting. However, there is also a marked sense of optimism, with owners encouraging industry colleagues to improve customer service, go the extra mile, and modernize business practices.

It’s that positive outlook and constant drive for improvement that drive the industry’s potential for a rebound in 2011.

Well, that and some snow in Eastern Canada.

JOBBER NEWS / DECEMBER 2010

MARKET TRACKER

New Industry Group to Focus On

Remanufacturing Motor Equipment Remanufacturers Association to Focus on Quality Question

T

here is little argument that the remanufacturing industry has played a crucial role in the aftermarket for many decades. There is also little doubt that it is a sector that is in transition.

And, because change often begets change, it was with interest that Jobber News contacted Bob McKenna, president and CEO of the Motor Equipment Manufacturers Association, about its newest affiliate, the Motor Equipment Remanufacturers Association, and the industry challenges it is meant to address.

MEMA has more than 100 years’ experience addressing challenges and opening doors to new business opportunities for its members. Its newest affiliate association, the Motor & Equipment Remanufacturers Association (MERA), has been established as “The Voice of the Motor Vehicle Remanufacturing Industry.”

JN: How do these challenges affect the aftermarket at the distribution level? At the installer level?

McKenna: Both the incorrect perception of poor quality and competition from low-quality, low-cost “new” products can influence both the distribution and repair professional’s buying decision. These afterBob McKenna, president and CEO of the Motor Equipment Manufacturers market supply chain partners may be reluctant Bob McKenna: While the motor vehicle Association to sell or recommend remanufactured component remanufacturing industry components. They may be uninformed faces many of the same issues challenging on how to educate their customers on the quality and reliother manufacturers—onerous taxes and regulations at the ability of remanufactured parts, or apprehensive about core national, state/provincial, and local level; the rising costs of deposit carrying costs. They also may suffer from unfounded logistics and supply chain management; and competition fears of “come-backs,” or returns due to remanufactured from low-cost, low-quality imported products—it also faces parts’ failure. compelling challenges unique to the segment.

Yet the same distributors may mistakenly recommend Full-service motor vehicle component remanufacturers low-cost, low-quality aftermarket parts as an alternative. As strive daily to address the incorrect perception within the the industry awareness and education initiative mounted industry and among consumers that their products are lower

by AASA—the AASA Know Your Parts campaign—has demquality and not as reliable as “new” parts. This prejudice has onstrated, these poor-quality parts can pose serious safety created another major challenge to remanufacturers: resistance threats. High-quality remanufactured parts from full-service to the use of remanufactured components by original equipment suppliers are a better alternative, due to the vital testing and manufacturing and service providers. quality control processes conducted by full-service remanuOne factor feeding this mistaken view of poor quality facturers. remanufactured parts is the lower-end remanufacturers, the so-called “spray and pray” segment. These businesses clean JN: Where in the remanufacturing sector is the most significant and paint recovered parts, then sell the components for a upward/positive trend occurring? quick profit—without any of the rigorous remanufacturing and extensive testing done by full-service remanufacturers.

McKenna: There are many positives in the component These challenges are why the Motor & Equipment remanufacturing industry now. Quality remanufacturers are Manufacturers Association (MEMA) stepped forward benefiting from their products’ price point, vehicle life cycle to speak out on behalf of full-service remanufacturers.

Jobber News: What are the key challenges facing the remanufacturing industry right now?

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JOBBER NEWS / DECEMBER 2010

maintenance, the creation and retention of local jobs, and quality alternatives to replacement parts produced in lowcost countries.

But the biggest story that motor vehicle component remanufacturers have to tell is the industry’s environmental friendliness and responsibility. Motor vehicle component remanufacturers are the ultimate “green” industry. Quality remanufacturing facilities have one of the manufacturing industry’s lowest carbon footprints. Its products represent recycling at its best—motor vehicle component remanufacturing produces quality products, while helping reduce the amount of vehicle scrappage and lowering the volume at our nation’s landfills.

JN: How does the creation of the new MERA group assist the remanufacturing sector in coping with these changes?

McKenna: As noted earlier, the creation of MERA gives the quality full-service remanufacturing industry a voice to promote its contributions to the environment, to vehicle safety, and to the motor vehicle industry. MERA exclusively represents remanufacturers and will speak out on their behalf before elected officials and government regulators.

MERA also will draw on MEMA’s long history as the advocate for motor vehicle parts suppliers in seeking cooperation between the supplier industry segments and exploring new markets for remanufactured products.

JN: What is its mandate?

McKenna: MERA’s sole mission is to help its members be more profitable, innovative, and competitive on a global scale. It will concentrate on five areas of strategic focus: • exclusive representation of remanufacturers; • legislative and regulatory advocacy; • vital market research and analysis; • technology and data leadership; and • member engagement through collaboration, networking, and education.

Cardone Jr., chief executive officer of Cardone Industries Inc., has been selected as its first chairman. Michael has been a driving force in MERA’s development, and his insights and leadership will be invaluable to its growth.

The recently appointed MERA Board of Directors is comprised of the top executives in the industry: • David Coolidge, executive vice-president, Americas, global automotive aftermarket division, Bosch Group • Selwyn Joffe, president, chairman and CEO, Motorcar Parts of America • Steve Mance, vice-president and general manager, Bendix CVS • Bob McKenna, president and CEO, MEMA • David Overbeeke, president, global brake and chassis, Affinia Group Inc. • Mark Shasteen, vice-president global service and engineering, Delphi Corp.

• Jack Vollbrecht, senior vice-president, business development, Remy Power Products • Doug Wolma, general manager, remanufacturing, ArvinMeritor The next step will be the hiring of a staff executive for MERA to handle the day-to-day operations of the association.

An executive search is underway now to fill this position.

Once the MERA leadership is fully established, its top priority for the next year will be development of its membership value proposition and member recruitment. Other association initiatives in 2011 will include the launch of its website and publication of a remanufacturing environmental and economic market research and analysis report.

JN: This is neither the first nor the only industry association or group to focus on remanufacturing. What does it bring to the table to make it a worthwhile endeavour? What’s changed to make its creation necessary?

McKenna: MERA is committed to working with other organizations representing the remanufacturing industry, but will remain committed to its members: the quality, full-service remanufacturers.

What makes MERA unique from the other associations representing this industry sector will be its focus on the issues facing large, major remanufacturers exclusively. It also draws from MEMA’s long tradition of service to all motor vehicle component suppliers and has the added advantage of MEMA’s high profile and respect in Washington, D.C. MERA also will advance the business interests of its members by: • providing a forum to address issues of common interest; • serving as a resource for industry information and analysis; • promoting the interests of the global remanufacturing community; and • serving as a voice and positive change agent for the industry.

JN: Over the next 12 months, what is the plan and focus to be? Longer term?

McKenna: The immediate goals of MERA have been accomplished: identifying its volunteer leadership. Michael JOBBER NEWS / DECEMBER 2010

13

COVER STORY

Lorne Johnston, General Auto Parts, Toronto, Ont.

Mister Cool 2010 Counterperson of the Year

By Andrew Ross

F

or Lorne Johnston, the many daily challenges of working the counter are taken in stride—but it wasn’t always so for the 30-year veteran of

inside sales.

In his early years behind the counter, Mister Cool was a moniker that would have been used only in irony. “I have learned over the years that you just have to let some things go in one ear and out the other,” he says with a smile. “Not to let it get to you. But there were times when things would get to you, parts went flying and phones got busted. But I’m older and more mature now.”

14

Continued on page 16

JOBBER NEWS / DECEMBER 2010

Congratulations, Lorne Johnston!

2010 Jobber News Counterperson of the Year

Lorne Johnston General Auto Parts Toronto

Your on-the-job achievements are legendary, and we’re honoured to be your technology provider.

800.380.9015 | www.activant.com | automotive.marketing@activant.com Š2010 Activant Solutions Inc. Activant and the Activant stylized logo are registered trademarks of Activant Solutions Inc.

COVER STORY Continued from page 14

Lorne Johnston has learned some simple truths over the years: “You have to understand that we’re under pressure and they’re under pressure.

Everybody is under pressure, all because the customer wants his car fixed. The biggest problem is the garage is afraid they’ll lose the business if they say the car won’t be ready in the afternoon.”

And at least part of that calmness he credits to the other half of the business relationship: the customer.

“The customers we have now seem to be a pretty good bunch. There’s not much yelling goes on.” And there’s a lesson in here for those starting out.

“You have to understand that we’re under pressure and they’re under pressure. Everybody is under pressure, all because the customer wants his car fixed. The biggest problem is the garage is afraid they’ll lose the business if they say the car won’t be ready in the afternoon.”

And that, he adds, is the way it has always been.

This ongoing reality goes hand in hand with the daily struggle to get the information he needs to serve the customer.

“Still, after all these years, these guys still come to the phone with no information. I had one guy who wanted a track bar for a pickup. I asked if it was a half-ton, or threequarter-ton. He says, ‘I don’t know, but it takes 10-ply tires.’

That’s the kind of stuff you have to put up with every day.

And you seem to survive and get to the next day to see what happens.”

Of course something has changed over the years: technology.

He has seen the counterperson’s most valuable tool evolve over the years.

“When the computer first came out, it was, ‘What’s going to happen? What if we sent the wrong part? How do we redo bills and credits?’” It was, he says, a tool that took some getting used to, but now it’s invaluable.

“The cataloguing has made a real difference, especially with the addition of pictures. That helps immensely. Sometimes you have two different part numbers for the same application; maybe [it’s] the way it was mounted, or a part has five bolts or six. Being able to describe the parts to a customer saves on returns, and helps counterpeople serve customers better.”

Still, he says, the tool doesn’t do away with the need to have a strong automotive knowledge—advice that’s wise for young, aspiring counterpeople to take to heart.

16

“You need a basic knowledge of the automobile. In order to keep the customer in line, you have know what questions to ask right away. Don’t send them to the car three or four times,” he says.

Johnston gives the impression of a man who deals with adversity with a wry smile and just a touch of humour. Not the kind of person to be overtly demonstrative, his patient manner keeps him and his customers on an even keel when finding information gets tough.

But don’t mistake his calm exterior for a lack of caring.

He will patiently search for what a customer needs—he held patiently onto the phone for 10 minutes during my visit as the customer tried to find out what pitch of thread he needed on a cylinder pressure tester—and will go the extra mile.

Perhaps the best illustration of how far he will go, and how calm he can be, is an incident from five years ago. He was a counterperson at British Auto Supply in Toronto when a fire started mid-morning. His reaction? “We just calmly walked out of the building.”

But what he did next, as the business struggled to find a temporary home, was extraordinary. That temporary home ended up being his home.

“It was only supposed to be for a month, but it ended up being six months. We put the computer on the table and away we went,” he remembers.

And yet he doesn’t see it as extraordinary. “They’d always been good to me, and I thought I would try to help them.” Eventually, after a new location was found, the business collapsed under the weight of financial pressures, but that, as they say, was then and this is now.

Today, he is enjoying the much larger environment at General Auto Parts. There’s a great, experienced crew there, he says, and everybody helps each other out.

“I started out as a driver; I think pretty much everybody in this business has. Do you know what? They are the guys who see the parts these days. We never see parts anymore.

JOBBER NEWS / DECEMBER 2010

General Auto Parts provides a calm, comfortable environment for its counterpeople, who can focus on talking to customers rather than picking orders.

Waiting . . . waiting.

Lorne Johnston has developed tremendous patience over the years; a 10 minute wait on the phone for the customer to find more information turned into a significant sale.

Continued on page 18

About the Counterperson of the Year Award

The Jobber News Counterperson of the Year Award was created in honour of Abe Schwartz, who spent more than 50 years behind the counter as owner of hundred-year-old British Auto Supply in Toronto, Ont. It was presented for the first time in 2005. Jobber News has served the Canadian automotive aftermarket for almost 80 years. The award is sponsored by Activant Solutions and recognizes the importance of the front-line worker to the success of the automotive aftermarket parts wholesaler as well as the aftermarket at large.

JOBBER NEWS / DECEMBER 2010

CMG MARKETING • 1125 Leslie St, Toronto, Ontario M3C 2J6 • T 416.646.3050 • F 416.646.3051

Docket#: 99-5259 I Client: ACDelco I Project: Counterperson Ad Date: 10-11-26 I Size: 2.125 x 7” I Colours: C M Y K AD# ACD-MISC-Cong-10-4CF-602EN

CONGRATULATIONS COUNTERPERSON OF THE YEAR

LORNE JOHNSTON GENERAL AUTO PARTS FROM YOUR FRIENDS AT HONEYWELL

car care products

© 2010 Honeywell International Inc.

17

COVER STORY

Continued from page 17

While General Auto Parts is strongly focused on trade customer, some walk-in does occur, and the storefront, signage, and showroom are clean and bright. A large mural serves as a teaching tool for the uninformed consumer.

Distributors wanteD to sell Lubrication equipment and accessories in western Canada.

Eurolube is a Worldwide Manufacture of Bulk Fluid Dispensing Packages,Lubrication Equipment,Control Handles, Oil Drains, Hose Reels, Extraction and Evacuation Products.

In Canada Eurolube Products are Marketed through Toronto Garage Equipment

EUROLUBE LUBRICATION EQUIPMENT

For more information please call Keith robinson at 416 458-5573 or krobinson@torontogarage.ca

www.eurolube.com 18

Our place is more in the position of being in sales, as opposed to being hands-on with the part.”

He still believes that the path upward from driver is valuable for the aspiring counterperson.

“If they are on the ball, they can move up in this business. They are inside the warehouse and see what’s going out.” And the observant ones will wonder why they sell one of these, but two of those. And, he adds, the drivers are a valuable part of the business.

“A driver is probably your number-one salesperson on the road. It helps if you have good drivers, and most of our guys have been here a long time.”

Also on the plus side of the General Auto Parts environment is the hands-off approach of owner Harold Baker. He leaves you to do your job without interference, says Johnston.

But that doesn’t mean Baker doesn’t know what’s going on.

He certainly knows very well the qualities that Johnston brings to the job.

One example offered by Baker is how Johnston has embraced the newer technologies at his disposal, despite the years he has spent behind the counter.

“You know how you have younger counterpeople who can adapt to the new technology easily, and you can have some older counterpeople who are great but don’t adapt so easily? Lorne’s not like that. He really embraces all the new tools. And that really helps us.”

That’s a pretty heady endorsement for someone who never imagined he would spend a career honing his skills in the aftermarket. He was really just looking for a job when he landed in the aftermarket; and he didn’t even look to the aftermarket initially.

Way back in 1975, he was studying air conditioning system design, but found that experience was a must before he could get a job; and then he found a home in the aftermarket. Their loss was our gain.

And considering that, maybe Mister Cool is a more apt nickname than one could have imagined.

JOBBER NEWS / DECEMBER 2010

Who says the world is getting smaller?

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And a lot better!

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• Page views rose 55% December to January even before the new site launch.

• E-Newsletter: 17,000 AutoServiceWorld.com readers (70% in Executive Management Positions) *Page views and other statistics verified by Web Trends 8 v9.1.

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From The Automotive Group, publishers of Jobber News Magazine, Service Station & Garage Management, Bodyshop Magazine, and l’Automobile.

The Automotive Group, Business Information Group, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2

YEAR IN REVIEW

2010: A YEAR OF TRANSITION I

AND POSSIBILITY

t has been an active year on many fronts, but without doubt the story of the year has to be victory in the access-to-OErepair-information battle.

Right-to-repair access has been the Holy Grail for years in Canada, and the establishment of a cooperative, voluntary agreement, the Canadian Automotive Service Information Standards, proves just what can be accomplished when the will and endurance exists.

The fact is, however, that the impact of changes such as this can take years to be realized. In many ways, the industry and its customer base are going to have to catch up to the development, which should in no way be taken to suggest that it will not prove to be among the most important developments in the contemporary aftermarket.

From an industry-trend standpoint, the high point has to be the general rebound of the aftermarket business. While a light winter in many parts of the country didn’t help the first quarter much, on the whole the industry has been logging strongly positive year-over-year results.

Not to be left out, of course, are some other issues that may have long-term implications, such as the closure or conversion to independent status of many car dealers across Canada and the U.S. And while the impact of that change continues to work its way through the aftermarket economy, it is sure to have longlasting, positive effects for the local markets affected as well as the industry at large.

From a distribution perspective, consolidation continues to be the overriding trend. Driven by the need to reduce, or at least control, administrative and inventory costs as a percentage of the overall business, the big will continue to get bigger.

This trend has manifested itself in a variety of ways: jobbers adding branches and remote inventory locations; jobbers adding delivery capabilities to extend their reach; warehouse distributors acquiring competitors; smaller and medium-sized warehouse distribution organizations making dramatic expansions. While this is not, strictly speaking, a new trend, it is particularly notable in that it is happening in the midst of a deep recession, north and south of the border.

Against this set of larger trends occurred many news items, some of great importance, others of smaller status, but all combining to make 2010 a very active year for the Canadian automotive aftermarket.

JANUARY 2010 Vehicles Need $200 More Work Per Visit, Says “Most Important Study to Date”

The Automotive Industries Association of Canada’s Aftermarket Demand Study says consumers are chronically under-maintaining their vehicles. The study, “Hidden Potential Unmasked,” was officially released at a press conference during the Las Vegas AAPEX show. Association president Marc Brazeau called the study “the most important study to date” for the association.

Half-Century of Safety Improvements Revealed in Crash Test

Results were like “night and day” in a 65-kph offset crash demonstration between a 1959 Chevrolet Bel Air and a 2009 Chevrolet Malibu.

Also: Auto-Camping Acquires N&D Automotive; AutoZone Registers Strong First Quarter Results; Canadian Tire Signs Agreement with Costar; VastAuto Announces Second Ontario Distribution Centre Opening in 2010; Uni-Select

20

Atlantic Tops $25,000 for Canadian Cancer Society; Beck/ Arnley Announces New North American Sales Organization.

FEBRUARY 2010 AIA Canada and I-CAR Finalize Deal

Canadian Association to Take On Collision Repair Training Role May 1 The Automotive Industries Association of Canada and I-CAR announced that the Canadian national aftermarket association would be managing the delivery of I-CAR collision industry training in Canada.

Also: Uni-Select Leaves Automotive Distribution Network; MIS Council Reprograms to Reflect Expanded Focus; Standard Motor Products Creates GAAS Scholarships; ACDelco Announces Banner Program Enhancements.

Obituary: Morton Krieger, Barton Auto Parts, Hamilton, Ont. JOBBER NEWS / DECEMBER 2010

MARCH 2010

Obituary: Jack Banks, Aftermarket Executive, Passes at 75.

Who Buys Hybrids? Pencil Outers, Techies, Firsties, and Statement Makers, That’s Who

JUNE 2010

If you have ever wondered why so many hybrid vehicles on the roads look, well, a bit odd, maybe it’s because of the people who buy them first.

Also: StatsCan Reports Automotive Sector Driving November Wholesale Gains; Nucap Extends Exclusive Nu-Lok Agreement with NAPA; MEMA Acquires Stake in OptiCat; Scarborough, Ont. Team Triumphs in Tech Competition; Automotive Industries Association of Canada Ushers in New Board; Wakefield Canada Named One of Canada’s 50 Best; Cross Canada Acquires Distribution Company, Builds Bumper Offering.

Obituary: George Clark, Veteran of Aftermarket Publishing.

APRIL 2010

Right to Repair Agreement Arrives On Time

The National Automotive Trades Association announced that the Canadian Automotive Service Information Standard (CASIS) has been implemented on schedule.

Also: Mahle Clevite Amalgamates Ontario Facilities; AutoZone Introduces Online Ordering, Store Pickup; Eric Boutin Named Young Executive of the Year; Barton Auto Parts Show Breaks Out; Vast Automotive Plans Massive Expansion in Ontario; Lordco Kicks Sand in the Face of Competition, Again; Slapshots for a Cause Raises $9,000; Bosch Reiterates Commitment to the Aftermarket, Stands Firm on Protecting R&D Investments; Survival and Change in a Changing Economy: Auto Parts Central of Thunder Bay, Ont. Obituaries: Leslie A. Buzzell, R.K. Buzzell, Passes at 88; Rick Berg, Dedicated Industry Supporter, Passes at 47

Parts Supplier Awareness Campaign Moving Ahead

Automotive aftermarket supplier members of the Automotive Aftermarket Suppliers Association (AASA) have committed to the next steps in the association’s industry awareness and education campaign, “Know Your Parts.”

Also: Technology Advancements Will Drive Skills Requirements; Bestbuy Signs New Shareholder in Hamilton Area; Tracerline Appoints Merithian Products as Master Distributor for Canada; Bestbuy Ushers in New Board, Honours Outgoing Chairman; Transit Warehouse Opens Calgary Warehouse; NAPA Rally 5000 Returns; Ice Racing and Good Intentions Aid Charities.

Obituary: Paul Dossman, general manager, KC Automotive Parts, Owen Sound, Ont. MAY 2010 John Cochrane Honoured with Prestigious AIA Distinguished Service Award

John Cochrane, a pivotal figure in bringing the Right to Repair issue to light and a former Jobber News Jobber of the Year, has been presented with the Automotive Industries Association of Canada’s prestigious Distinguished Service Award for 2010.

Also: Canadians Among Industry Professionals at Executive Development Program; Alldata Surpasses 75,000-Shop Milestone; Delphi Teams Up On Charging Systems; UniSelect Reports Sales Up, Net Earnings Down; I-CAR Finalizes Agreement with AIA Canada; Prenco Announces Launch of New Website and New Head Office Location.

JOBBER NEWS / DECEMBER 2010

JULY 2010 Jobber of the Year: KC Automotive Parts, Success and Succession What Does The Future Hold for China in Face of Rising Labour Costs?

China has been making hay in the automotive industry while the exchange-rate sun shines for some time, but the world may be seeing the early stages of its end as the low-cost leader.

Also: Wells Vehicle Electronics Brand Launched; AutoServiceWorld.com Surpasses 100,000 Page Views in 2010; European Union Improves Access to Repair Information and Parts; Pennzoil Announces October Canadian Launch of Advanced Synthetic; Shad’s R&R Fundraiser Tops $3.6 Million; Exide to Offer Autolite Brand Batteries.

AUGUST 2010 Copper Issue to Dominate Year for Brake Manufacturer Council’s New Chair

As newly minted chair of the Brake Manufacturers Council, Rick Jamieson will have his hands full.

Also: Mobile A/C Best Service Practices Checklists Available to the Industry; Uni-Select becomes OptiCat Strategic Continued on page 22

21

YEAR IN REVIEW

Continued from page 21

Data Partner; Fall Technology Conference Adds Uni-Select Presenters; Wakefield Canada Celebrates Fifth Anniversary; Tenneco’s Technology Tour Hits Toronto; Uni-Select Ontario Fetes Its Members and Customers.

NOVEMBER 2010

SEPTEMBER 2010

It was a big risk to move Automotive Service & Repair Week to new dates, but organizers say it paid off. “It was a toss-up, but it has proven to be a successful event,” said Ron Pyle, president and chief staff executive of the sponsoring Automotive Service Association, at the show’s conclusion.

J.D. Power Reports Decline in Routine Maintenance by Canadians

Certigard Tops Customer Satisfaction Rankings Consumer-reported average annual expenditures on vehicle maintenance and repair services decreased to $9.8 billion in 2010 from $11.2 billion in 2009, largely due to a significant decline in routine maintenance spending among owners of four- to seven-year-old vehicles, according to the J.D. Power and Associates 2010 Canadian Customer Commitment Index Study.

Also: New Quebec Shareholder for Bestbuy; Motorcar Parts of America Makes Strategic Investment in Toronto-Based Fenwick Automotive; Monroe “Shocktober” Program Returns; Evening at the Ballpark Charity Event Tops $14,000; Affinia Reports Higher Sales For The Second Quarter of 2010; Continental Introduces “Game Changing” TPMS Sensor.

Obituary: Jim Ashton, veteran salesperson, Britton Automotive.

OCTOBER 2010 Collision Repair Industry Needs to Commit to Training

I-CAR Canada director Andrew Shepherd says the industry needs to learn that training should be planned for, even if just a few days in advance.

Also: Delphi Awarded 2009 NAPA Under Hood Supplier of the Year; Mister Transmission Renames Head Office; The Young Automotive Professionals Celebrates its 25th Anniversary; AAM Group’s Expansion Takes Hold; Brandon Jobber Store Hosts FirstEver Show; Arizona Parts Professional Wins Activant Story Contest; Tony Canade Appointed to AIA Board of Directors.

22

Automotive Service & Repair Week Move Pays Off, Opens Door to New Location

Also:BusinessandNetworking Make Buy & Sell 2010 a First-Class Event; Ontario Associations Partner on Workshop Series; Chrysler Honours Federal-Mogul for Outstanding Performance; Keystone Automotive Operations of Canada’s Annual Customer Appreciation Event; Peterson Celebrates its 65th Anniversary; Genuine Parts Gets Thumbs-Up for Solid Third Quarter; Saudi Judge Says Counterfeit Auto Parts Take 3,000 Saudi Lives a Year; SPX Selected By Chevrolet As Home Charging Installation Partner for Volt.

DECEMBER 2010 Lorne Johnston, General Auto Parts, Chosen Counterperson of the Year Aftermarket Descends on Barrie, Ont., to Help Tomorrow’s Leaders

The Automotive Industries Association’s Young Executive Society (YES) organized two pivotal events, both focused on building leadership for tomorrow.

Also: Supplier Evaluation Standards and International Effort to Promote Quality Parts Announced; UniSelect Results Affected by Strong Canadian Dollar, Closure of Corporate Stores; GM and Nissan Honoured for Launching First Mass-Market Plug-in Electric Vehicles in the United States; Avenue Motor Works Joins Bestbuy Distributors; New Facility Will Increase Used Oil Re-Refining Capacity by 25%; Bosch Diagnostics and Wheel Service Announces Ontario Distributor; FederalMogul Announces Changes to Aftermarket Organization.

JOBBER NEWS / DECEMBER 2010

Notable Introductions from AAIW 2010

NEW PRODUCTS

Intelligent SKU Management Solution

Delphi’s Intelligent SKU Management Solution is an easyto-use software application Delphi sales teams use to help distributors quickly evaluate and assign the right product inventory in local markets, as well as lower their inventory investment. This user-friendly analytical tool can be used as a standalone application or as part of a robust category management process. The Intelligent SKU Management Solution uses Delphi proprietary research data, market trends, and customer-provided information to perform realtime analysis and provide customers with optimal inventory scenarios, plus ongoing support and flexibility to adjust to local market shifts, strategy changes, investment capacity, and parts need.

Throughout 2010, several pilots were conducted with Delphi distributors to test for program flexibility, speed, and accuracy. The results were well received. Currently, the Delphi Intelligent SKU Management Solution is available for hundreds of local markets in the United States and Canada.

Delphi www.delphi.com

innovative microfibre media technology that provides better filtration in a filter that is smaller and easier to install than other filter designs.

This design makes ProMotive by Purolator easier to install in newer cars which have limited access space. Furthermore, with innovative engineering behind it, this line becomes more profitable for warehouse distributors and jobbers to sell because consolidation allows fewer part numbers to cover more applications, reducing inventory needs.

Purolator www.promotiveautofilters.com

Ceramic Pads for European Applications

POS, Inventory Management, and Purchasing Capabilities

Activant Solutions Inc. has added 24 new features to its popular Activant Eagle business management system. These new point-of-sale, inventory management, purchasing, accounts receivable, and reporting capabilities are designed to help store owners reduce costs, streamline operations, and increase customer satisfaction and loyalty. The new software, Release 19.2, is now available for all Activant Eagle aftermarket customers on support. Key features include: the ability to view part images from Activant Cover-to-Cover module directly from POS and Inventory screens; automatic purchase order creation at time of order; a “Best Buy� option that quickly determines lowest-cost provider for a part; enhanced core management features; and automatic credit hold and release capabilities based on days past due and balance.

Activant Solutions www.activant.com

Enhanced Oil Filter Technology

Purolator is announcing the newest breakthrough in oil filtration technology within the ProMotive by Purolator brand, and is offering this technology first to automotive service professionals in the U.S. and Canada. Specifically, this first-in-the-industry oil filter design features JOBBER NEWS / DECEMBER 2010

Continental Commercial Vehicles & Aftermarket has just launched its new line of ATE Ceramic Brake Pads, which are now available for a wide variety of European vehicles. These brake pads are based on a new, high-technology friction formulation that, when compared to conventional compounds, produces almost no wear debris.

The low-dust operation of these brake pads ensures that valuable rims retain an attractive appearance for a longer period. The innovative compound used in ATE Ceramic Brake Pads also reduces noise during braking and helps provide ultra-quiet performance. Extensive comparison tests under tough daily operating conditions have shown that ATE Ceramic brake pads last longer than standard brake pads and significantly extend the service life of the brake rotors. This reduction in wear reduces repair costs and saves Continued on page 24

23

NEW PRODUCTS

Continued from page 23

money for motorists. ATE Ceramic Brake Pads are engineered to OE specifications for optimum fit, form, and performance. They are applicationmatched to meet specific vehicle requirements.

All pads include shims, chamfers, and wear sensors based on OE vehicle specifications, as well as the applicable OE hardware for fast and easy installation. ATE Ceramic Brake Pads meet strict European ECE R90 standards. This assures quality equal to or better than the original equipment they replace.

Continental Corporation/ATE www.ate-na.com

2011 Ride Control Catalogue

Gabriel North America has announced that its new comprehensive 2011 shock absorber, strut, and components catalogue for the North American market will be available in January 2011. Customers can register at Gabriel.com to receive one as soon as they are available. The catalogue features hundreds of new applications for late-model applications needed in today’s marketplace. The new catalogue covers the Ultra, Guardian, and ProGuard lines of conventional shocks and struts for passenger cars and light trucks. The catalogue also covers Gabriel’s specialty ride control products including high-performance MaxControl monotube shocks for light-trucks and SUVs, ReadyMount strut assemblies, Classic shock absorbers for antique and classic vehicles, Hijacker air-adjustable shocks, strut mounts, steering dampers, and load carriers. Product specifications and applications are printed in three languages within the same publication: English, French, and Spanish. The catalogue is also available on CD and is fully ACES-compliant.

Gabriel North America www.gabriel.com

Instruments and Accessories for Enthusiasts

The new 2011 VDO Instrumentation Line is now available from Continental Commercial Vehicles & Aftermarket. It features the addition of over 300 new VDO products, and represents

24

the company’s latest offering of instruments and accessories that custom vehicle enthusiasts will need for their car, truck, street rod, hot rod, show car, or kit car. All of the VDO products are showcased in the new 68-page full-colour 2011 VDO Instrumentation catalog. The new additions include a wide range of traditional and new styles with crisp graphics, innovative designs, stunning dials, and a variety of exciting bezel choices. The catalogue features the new Viewline Onyx, Ivory, and Sterling lines, Vision Silverstone, Black and Chrome, Cockpit White & Chrome, Cockpit, and Cockpit White, and a group of Retro Look instruments, which is comprised of Heritage Chrome, Cockpit Royale, and Series 1. Also included are VDO direct mount pressure gauges, senders and switches, pressure senders and switches, temperature senders and switches, speedometer senders, Alas I and II fuel senders, accessories, and service parts.

Continental Corporation/VDO www.vdo.com/usa

Auxiliary Lamps For Extreme Conditions

Hella, Inc. has introduced its Rallye 4000i series of Xenon-powered auxiliary lamps in three configurations. The line includes the Rallye 4000i, Rallye 4000i Compact, and Rallye 4000Xi lamps.

All of the lamps feature Free-Form reflector technology, internal ballast, dramatic styling, improved mounting brackets, and powdercoated housing. Rallye 4000Xi is an exceptionally powerful yet compact 12V driving lamp that features an innovative mounting bracket with a built-in position-securing lock. The 4000Xi lamp kit comes complete with one Hella 4000Xi Xenon lamp, D1S Xenon capsule, internal ballast, wiring harness, relay, and mounting hardware. Rallye 4000i is a standard sized 8.7” dia. lamp. It is available in 12V floodlight, pencil, and driving lamp beam configurations. The 4000i lamp kits come complete with one Hella 4000i Xenon lamp, D2S Xenon capsule, internal ballast, wiring harness, relay, and mounting hardware. Rallye 4000i Compact is a smaller version of the standard 4000i and measures 6.7” dia. It is available in 12V pencil and driving lamp beam configurations. The 4000i Compact lamp kits come complete with one Hella 4000i Compact Xenon lamp, D2S Xenon capsule, internal ballast, wiring harness, relay, and mounting hardware.

Hella www.myhellalights.com JOBBER NEWS / DECEMBER 2010

OE Electronic Suspension Technology

Tenneco Inc.’s Continuously Controlled Electronic Suspension (CES) technology will be introduced to the North American aftermarket in January through the company’s new Monroe OESpectrum line of replacement shock absorbers and struts. Tenneco will offer six OESpectrum replacement electronic dampers for a variety of Volvo models equipped with the sophisticated original equipment system.

Now featured on several Volvo applications as well as the Mercedes-Benz C-Class sedan, the CES system continuously adjusts damping levels according to road conditions and vehicle dynamics. At the heart of the system is an electronic control unit (ECU) that processes driver inputs and data from sensors placed at key locations on the vehicle. The ECU utilizes control software that processes this information in real time and sends signals to instantaneously adjust the damping level of each shock absorber valve, to help ensure superior ride comfort and firm vehicle control. The new Monroe OESpectrum replacement electronic dampers will be available for Volvo V60, V70, V80, and XC70 applications equipped with the electronic adjustable suspension feature.

Tenneco/Monroe www.monroe.com

Performance Catalytic Converters

Light-, Medium-Duty DPF And DOC Units

Tenneco Inc. will introduce the first line of replacement Diesel Particulate Filters (DPF) and Diesel Oxidation Catalysts (DOC) through its Walker exhaust brand. DPF and DOC products have been used in light- and medium-duty diesel trucks, SUVs, and full-size vans since the 2007 model year, when the U.S. Environmental Protection Agency reduced allowable emissions of nitrogen oxide (NOx) and hydrocarbons (HC) by 50% and particulate matter by more than 90%. Usually mounted downstream of the DOC, a DPF features a precisely engineered honeycomb structure that traps microscopic particulates within the exhaust stream. A DOC works much like a conventional catalytic converter in creating a chemical reaction that helps clean combustion gases. New Walker DPF and DOC units will be available early next year for the following applications: 200809 6.4-litre Ford F250, F350 Super Duty; 2007-08 6.7-litre Dodge Ram 2500, 3500; and 2007-08 6.6-litre Chevrolet Silverado and GMC Sierra 2500.

Tenneco/Walker www.walkerexhaust.com

Scorpion™ provide an extensive and competitive line of products, which include anti-freeze, windshield washer, lubricants, aerosols and absorbents, to name a few.

Our products are available across the country serviced from our warehouses in Moncton, Montreal, Toronto, Calgary and Vancouver.

Cherry Bomb is expanding its high quality performance line to include aftermarket catalytic converters. Cherry Bomb Catalytic Converters are available in both universal and direct-fit applications for Federal pre-OBD, OBD-I, and OBD-II vehicles. Applications are also available for California OBD-II and non-OBDII vehicles. All universal converters will be packaged in graphic retail cartons matching the Cherry Bomb performance exhaust line.

Cherry Bomb www.cherrybomb.com JOBBER NEWS / DECEMBER 2010

Contact us to grow and diversify your business!

Toronto Venture Chem Inc. Head Office 1121 Heritage Road Burlington, Ontario, Canada L7L 4Y1 Tel : 905-602-0338 Montreal (office) 3475 rue Griffith St. Laurent. QC H8T 3K7 Tel: 514-583-3363

www.venturechem.com 25

For the Counterperson

December 2010

Knowledge Building:

SEMI-ACTIVE RIDE CONTROL

By Andrew Ross

ith the recent introduction of service parts into the W aftermarket by Volvo’s Controlled

adjust the damping level of each shock absorber valve. CES dampers allow a large separation between maximum and minimum damping Electronic Suspension (CES) levels, and adjust to assure the optisupplier, Tenneco, it seems fitting mum in ride comfort and firm, safe to look in some detail at how vehicle control. this and other active suspension Technical specifications aside, systems operate.

CES achieves the continuous Technically, the systems that adjustment of damping levels find their way onto passenger according to road and driving cars are “semi-active,” which conditions. It switches from levels distinguishes them from more that are as soft as possible to prosophisticated systems that can vide maximum comfort, to levels anticipate the approaching road that are firm enough to provide surface; they are, in effect, only Tenneco’s announcement that it will be optimal road holding and hanreacting to forces rather than offering electronic shock units in the dling. anticipating them, although they aftermarket points to the need for counterTenneco’s CES shock absorbdo this very quickly. (Notably, people to familiarize themselves with the ers are used in production on the the system should not be confused technologies involved.

Image: Tenneco Volvo S60R, V70R, S60, V70, with the Nivomat self-levelling and S80 (including new S80, system found on Volvo and other model 2007), as well as other vehicles. vehicles.)

A similar-looking system from ZF Sachs that it calls ContinRather, CES incorporates continuously variable electrouous Damping Control is pictured here. Counterpeople should mechanical valves, developed by Öhlins Racing. These combe aware that this system is out there. ponents replace conventional piston valves and base valves.

In engineering-speak, the CES design delivers a ratio of 1/20 between the minimum and maximum damping force levels at 1. ECU lower-velocity ranges up to 0.2 m/s. At higher velocities above 1 2. CDC damper m/s, the ratio is reduced to 1.5. Moreover, the slope of the lowvelocity bleed curve is variable.

3. B ody acceleration These characteristics are extremely important to the overall sensor ride quality of the vehicle. In addition, the large range between 4. Wheel acceleration minimum and maximum damping force curves ensures that a sensor CES-equipped vehicle has the damping force levels necessary to 5. CDC valve control the vehicle’s dynamics.

CES valve adjustments occur very rapidly to produce different damping forces. Typically, adjustments take place within 10 milliseconds. This adjustment speed provides Another system that will be entering its aftermarket years effective control of wheel resonant vibrations up to 20 Hz. As soon, if not already, is the Delphi-developed MagneRide system. a result, wheel hop frequency control is achieved in addition In contrast to valve-based systems, the MagneRide semi-active to body frequency control. suspension system has a An Electronic Control Unit (ECU) lies at the heart of monotube design with the CES System to exploit the full potential of the electrono electromechanical mechanical valve system. The ECU processes data sent by a valves or small moving group of sensors placed at key locations on the vehicle. The parts. GM has referred sensors include three acceleration sensors mounted on the to the system as GM vehicle body and four displacement sensors. These devices Magnetic Ride Control. feed data to the ECU regarding steering wheel angle, vehicle (MagneRide is now speed, brake pressure, and other chassis control information.

The ECU utilizes control software that processes the sensor information in real time, and sends signals that independently Continued on page 28 26

Season’ s Greetings and a Happy New Year

To All In The Canadian Automotive Aftermarket And a special thank you to all those companies and individuals who supported Jobber News Magazine in 2010 and who contributed their resources, their time, and their expertise for the benefit of our readers.

It is these efforts and commitments that have kept us the leading source of information for the Canadian automotive aftermarket for 80 years.

Thank you again from: Andrew Ross Publisher and Editor

Jay Armstrong Sales Manager

Jim Petsis Account Manager

And everybody who helps bring Jobber News Magazine to you every month.

Continued from page 26

Beijing West Industries Group of China (BWI), Inc.’s proprietary name for its magneto rheological suspension system. Delphi sold its Brakes and Suspension business to BWI in 2009.)

MagneRide consists of magneto-rheological (MR) fluid-based monotube struts and shock absorbers; a sensor set that consists of a relative position sensor between each control arm and the body, as well as a lateral accelerometer and a steering-wheel angle sensor, which are also part of the Stabilitrak system (a yaw rate sensor is used indirectly by the MagneRide system in active-brakeapply events); an onboard controller; and an optional levelling compressor module.

Delphi and Lord Corp. co-developed the MR fluid, which consists of suspended iron particles in a base fluid of synthetic hydrocarbon, specifically for the shock-absorber application.

In its “off” state, the MR fluid is not magnetized, and the iron particles are dispersed randomly; however, in the “on” state, the applied magnetic field aligns the metal particles into fibrous structures, changing the fluid rheology and thus regulating the damping properties of the monotube struts.

Based on the wheel inputs from the road-sensing suspension— as well as driver inputs such as steering and braking—the system’s onboard computer sends electrical currents up to 1,000 times per second to the electromagnetic coils in each damper to change the flow properties of the damping fluid. According to Delphi, the MR fluid can change from a mineral-oil-like consistency for low damping forces to a jelly-like one for high damping within 1 ms.

The result is continuously variable, real-time damping.

In its basic mode, the suspension allows for a more comfortable vehicle feel. In sport mode, the vehicle offers a more responsive ride thanks to a push of a button.

Because of the greater emphasis on ride comfort in the basic mode, maximum comfort is assured when driving over long distances or uneven surfaces.

The greater emphasis on precise and responsive handling in the sport mode results in even better control at the limit. It also optimally suppresses the transient rolling tendency of the car’s body in corners.

I drove a Cadillac equipped with a pre-production system some years ago and the ability of the system to transition between a supple ride and a firm cornering situation was noticeable, and has been refined since.

In any case, it is wise for counterpeople to familiarize themselves with which models are equipped with such semi-active ride control systems, as well as where the replacement components can be sourced.

Information from Volvo, Tenneco, ZF Sachs, and Delphi was used in this article.

Enter the Jobber News

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28

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FALSE FALSE FALSE FALSE FALSE

Automotive Internet Directory

Visit these companies directly at their web addresses or check out the growing list of Hot Links at www.autoserviceworld.com. To find out how your organization can be included in this directory and on the web, contact aross@jobbernews.com

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NGK Spark Plugs Canada Limited www.ngksparkplugs.ca The World Leader in Spark Plugs, Oxygen Sensors and Ignition Wire Sets.

Used by 87% of the World’s OE Manufacturers S.B International Inc. www.sbintl.com “We keep engines humming”

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HAND CLEANERS GOJO Industries, Inc. www.automotive.gojo.com GOJO is a leading manufacturer of skin care products and services for many marketing including automotive and manufacturing. GOJO continues to pursue a commitment of creating well-being through hand hygiene and healthy skin.

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The E.R.I. Group www.theerigroup.com Canada’s Premier Machine Shop Buying Group

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ADVERTISERS INDEX Company

Page #

Activant Solutions (www.activant.com).................................................15 Agna Brakes (www.agnabrakes.com).................................................IBC Automotive Industries Association of Canada (www.aiacanada.ca)......... 11 AutoServiceWorld.com (www.autoserviceworld.com)..........................19

Marketplace

Dixie Electric (www.dixie-electric.com).................................................13 GE Lighting (www.gelighting.com)......................................................8, 9 Honeywell CPG (www.honeywellcpg.com)...........................................17 Nova East (www.novaeast.ca)................................................................7 Promax Auto Parts Depot (www.autopartsdepot.ca)..............................5 Valvoline Canada Limited (www.valvoline.com)..................................IBC Valvoline Canada Limited Motor Oil Mythbusters Quiz (www.valvoline.com).............................................................................28 Venture Chem (www.venturechem.com)..............................................25 Veyance Technologies (Goodyear Engineered Products, www.goodyearep.com)................ OBC

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29

Editorial Comment

EXPERIENCE AT THE HELM

L

NEXT MONTH

We’ll kick off the new year with Clutch and Transmission Parts, Chassis Components, and Starting and Charging Systems.

30

ooking at where we are as an industry right now has to fill all of us with at least some sense of pride.

I know that I do hammer away at some of this industry’s shortcomings from time to time, but that is often a reflection of the fact that I know that it can and will respond to the challenges of the day. It certainly should never be taken as an indication of pessimism or its kissing cousin,

antipathy.

It is, to be sure, an industry in transition, as is the case with every industry. Some of these have been brought about, or at least accelerated, by the economic shifts that we continue to see. Others are simply the result of a natural shift in the market, vehicle technology, and the technology that we have at our fingertips.

Some of these changes are occurring at a faster rate than many of us would prefer, but also at a slower pace than the most gloomy predictions would have us believe.

And, of course, at the centre of all of these shifts is you, the reader, the business owner and manager, and those who keep every business humming every day.

One of the most encouraging observations most perfectly embodied in this year’s Counterperson of the Year is the fact that all of these shifts and changes through evolving technologies will, for the most part, be navigated by those with more than a few miles under their feet, and not by those of the much-lauded Millennial generation.

This is in no way a criticism of those yet to see their 30th birthday, but they are, for the most part, neither in the corporate positions to make the decisions for a company, or, again with a few exceptions, equipped with the level of experience to make the right ones.

And, while it may not make great copy—if I ever have to read another popular magazine article telling us all that 20-somethings are here so get out of the way it will be too soon—the fact remains that the folks whom I see at the head of Canada’s strongest aftermarket companies are doing an excellent job of wrestling with new technology and keeping the balance sheet balanced.

Of course the best ones have talented young managers who can serve as a valuable resource, but experience has also taught them that technology mistakes can cost more than just a few dollars. I recall one case in the not-too-distant past where the inability of one company to get its technology to talk to another one it had acquired cost both companies their existence. And the fact that that is the only example from this industry I can think of is equally inspiring.

I guess what I’m saying is that when I look around at who is driving this industry, I really like what I see, in terms of the people, their outlook, their innovation and their commitment to their business and their industry. And I like the confidence they have in their own ability to make the right decisions too.

So, have a good holiday season, enjoy a break if you can, and I’ll see you in the new year.

Andrew Ross, Publisher and Editor aross@jobbernews.com

JOBBER NEWS / DECEMBER 2010

Š 2009, Ashland Canada Corp. *Source: Thomas Penway Research Poll of ASE Mechanics in the United States

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