Jobber News December 2012

Jobber News Positive Signs of Recovery in the Automotive Aftermarket • New Title for Marc Brazeau • Saskatchewan Jobber Honoured

MAGAZINE

DECEMBER

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Serving the Automotive Aftermarket Since 1931

Cashing in on the New Mobile Economy Automotive Aftermarket Industry Week: Highlights of a Spectacular Week AIA Celebrates 70 Years Reman Opens the Door on Electronic and Mechatronic Component Sales Year in Review: Positive Signs of Economic Recovery

Going Beyond Customer

Expectations

2012 Jobber News Counterperson of the Year Vicky Forrester of Parry Automotive, Orillia, Ont.

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This Month

Contents

December 2012

Vol. 80,

No. 12

18 COVER In just seven short years in the automotive parts industry, Vicky Forrester has made a strong impression on both her co-workers and her customers.

Going Beyond Customer

Expectations 2012 Jobber News Counterperson of the Year

Vicky Forrester of Parry Automotive, Orillia, Ont.

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Over the Counter

Positive Signs of Recovery in the Automotive Aftermarket; Business Hall of Fame Award Presented to Saskatchewan Jobber; CSN Collision & Glass partners with Quebec-based Carrossier ProColor; New Title for Marc Brazeau of AIA Canada; Denso Announces Aftermarket Product Line Expansion; Federal-Mogul Introduces Interactive Local Market Technician Support Platform; National Sales’ Glenn Bragg Among Timken Automotive Aftermarket Honourees; more.

Year in Review: Positive Signs of Economic Recovery A review of the cover stories, headlines, and other news from 2012.

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AIA Celebrates 70 Years The Automotive Industries Association (AIA) of Canada

pulled out all the stops to celebrate its 70th anniversary with past and present staff and members from across Canada.

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Market Tracker: Cashing in on the New Mobile Economy While computer technology has been streamlining business practices for decades, the recent introduction of mobile apps has cranked this evolutionary process up to warp speed. Find out how you can cash in.

Aftermarket Industry Week 28 Automotive Despite the nasty weather that affected the East Coast – a.k.a. Hurricane Sandy – AAPEX and SEMA show exhibitors experienced a fairly steady flow of activity. While traffic flow was down, it was clear the activity from buyers in attendance was positive.

32 PRODUCTS: Bodyshop Equipment 34 Knowledge Building: Reman Opens The Door On Electronic And Mechatronic Component Sales

Reman has long been an eco-innovation driver, with benefits on both the economic and environmental fronts. The recent expansion into automotive electronics and mechatronics is opening the door wide for jobbers to sell an assortment of reman components.

37 Autoserviceworld.com Internet Directory 38 Comment A Warm Outlook for a Cold Winter

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Mythbuster Winners Congratulations to the winners in this month’s Motor Oil Mythbusters Quiz, presented by Valvoline. All winners were drawn from the correct answers received and will receive a Valvoline prize pack. The winners are: Dominic Frechette, Garage Ubald Frechette, Asbestos, Que. Marc Andre Girard, Pièces Auto Elan, Jonquière, Que. Michelle Gale, Gale’s Automotive Supply, La Ronge, Sask.

Carl Lucelle, Hawkesbury Auto Parts, Hawkesbury, Ont. Martin Vigneault, Les Pneus P.R. Ltée, Plessville, Que.

Positive Signs of Recovery in the Automotive Aftermarket The Automotive Industries Association of Canada’s 2012 Outlook Study shows the industry is beginning to recover from the 2008 economic downturn, both in terms of consumer spending and employment.

Overall, employment rates have since increased, which bodes well for the aftermarket given that both vehicle ownership and usage are correlated with employment rates. In addition, the study indicates that the surge in new vehicle sales prior to 2008 will define the distribution of Canadian vehicles in the older age segments in the coming years, to the benefit of the aftermarket industry.

Highlights from the study are as follows: The aftermarket is now estimated to be worth $19.4 billion and employs 420,000 Canadians, representing 50% of all employment in the automotive industry.

54% of all vehicles registered in Canada are now over the age of eight years, with the average age of a vehicle on Canadian roads now standing at 8.54 years.

There were 22.2 million vehicles registered in 2011 with total annual vehicle kilometres driven measured at 469.8 billion kilometres, or an average of 21,995 kilometres per vehicle.

Used vehicle sales represented 65.6% of all vehicles sold in Canada in 2011.

The average mileage recorded on a retired vehicle is now estimated at 320,000 kilometres.

“Improved vehicle reliability, the ratio of doit-yourself versus do-it-for-me repairs, and the growing number of imported vehicles in the Canadian market will have profound impacts on the industry moving forward,” says Marc Brazeau, president, AIA Canada. “Though recovering from an economic slump always takes time, being aware of the factors that influence growth potential, like those outlined in this study, can help members of the aftermarket stay on the right track.”

CSN Collision & Glass partners with Quebec-based Carrossier ProColor

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CSN Collision & Glass has announced it will be partnering with Quebec-based Carrossier ProColor to create Canada’s largest national collision network.

Carrossier ProColor will now represent the interests of CSN in Quebec as a proud member of CSN Collision & Glass. This new strategic alliance will create the largest network of collision repair facilities in Canada with over 265 locations.

“It is with great pleasure and excitement that we share this news,” says CSN chief operating officer Flavio Battilana. “The cultures and synergies of our two networks are an excellent

This biennial report, produced for AIA Canada by DesRosiers Automotive Consultants Inc., provides an in-depth look at the various factors that influence the success of Canada’s automotive aftermarket industry. By examining the state of the industry over the last two years and making calculated projections of future growth, this report paints an accurate picture of the industry that helps members in their business planning activities.

The 2012 Outlook Study is available to all AIA members free of charge to give them greater context for the overall state of the aftermarket.

Members can access the report by logging onto AIA’s website and visiting the Publications section. The study can also be purchased by nonmembers in the Publications section of AIA’s website, www.aiacanada.com.

match, and this alliance will not only help to strengthen and grow both CSN and Carrossier ProColor, but will also allow us to provide a complete national solution to our national insurance partners.”

“This alliance will allow us to grow our market and give us the power of a major network,” emphasizes Michel Charbonneau, CEO of Carrossier ProColor in Quebec. “Consumers will also be happy with the fact that all businesses making up the new network are collision repair facilities selected for their high levels of performance and their standards of excellence, which provides a superior quality of service.

Customer satisfaction is the highest priority for Continued on page 6 JOBBER NEWS / DECEMBER 2012

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both networks, and we will continue to offer a high standard of service across the country,� adds Charbonneau.

A national network of collision repair facilities is excellent news for insurers. Increasingly,

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Beck/Arnley Recognized For Its Marketing Initiatives Beck/Arnley won several awards during the Automotive Aftermarket Industry Week in Las Vegas. Beck/Arnley, UniSelect’s foreign nameplate division, won the Auto International Association award for best packaging of a new product for the second consecutive year, for its European Coolants Packaging.

Jobber News FOUNDED 1931

Jobber News is Canada’s longestestablished 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.

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insurance companies are becoming national in scope, and with this new alliance the same standards of quality and customer satisfaction will be guaranteed at all network locations across the country.

Business Hall of Fame Award Presented to Saskatchewan Jobber

Great West Auto Electric receives Swift Current Business Hall of Fame Award (left to right): Randy Wiebe and Leanne Wiebe, Swift Current mayor Jared Schafer, George Wiebe, his wife Margaret Wiebe, daughter Sharon Walde and Jennifer Lyster, host of Spirit of Swift Current Awards.

Great West Auto Electric has received the Business Hall of Fame Award from the City of Swift Current, Saskatchewan.

The family-owned jobber is a Uni-Select member and has been serving the southwestern part of Saskatchewan for 61 years, supplying a vast array of automotive and agricultural parts, along with quality tools, and thousands of miscellaneous items.

George Wiebe, who is turning 81 this year, answered an ad in the newspaper in July of 1951 when Great West opened its doors. He never looked back, learning the business from the ground up and earning his way up

Editor and Publisher Andrew Ross (416) 510-6763 E-Mail: aross@jobbernews.com Associate Editor Steve Pawlett (416) 510-6839 Contributing Editor Emeritus Bob Blans Contributing Editor Martha Uniacke Breen Contributing Writers Mark Borkowski, John G. Smith Nate Hendley, Peter Diekmeyer Sales Manager Jay Armstrong (416) 510-6745 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

to manager and owner. George still works five days a week and his wife Margaret Wiebe also worked in the office and was instrumental in getting the company computerized in the 80s.

George’s son Randy bought into the business, followed by his daughter Sharon Walde. Great West’s success is due in part to the importance that the Wiebe family has put on customer service. George continues to hold firm to the belief that “you can’t sell what is not on the shelf,� and has always made it a priority to carry sufficient stock to meet the needs of customers.

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, 80 Valleybrook Drive, Toronto, ON M3B 2S9 Jobber News Magazine (ISSN#0021-7050) is published monthly by the Business Information Group, 80 Valleybrook Drive, Toronto, ON M3B 2S9 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.

From time to time we make our subscription list available to select companies and organizations whose product or service may interest you. If you do not wish your contact information to be made available, please contact us via one of the following methods: Phone 1-800-2687742, Fax 416-510-5140, e-mail: jhunter@businessinformationgroup.ca. Mail to: Privacy Officer, Business Information Group, 80 Valleybrook Drive, Toronto, ON M3B 2S9 Business Information Group 80 Valleybrook Drive, Toronto, ON M3B 2S9 We acknowledge the financial support of the Government of Canada through the Canada Periodical Fund (CPF) for our publishing activities.

ISSN 0021-7050 Online 1923-3477

JOBBER NEWS / DECEMBER 2012

New Title for Marc Brazeau of AIA Canada

The Automotive Industries Association (AIA) of Canada has announced that its president, Marc Brazeau, was promoted to president and chief executive officer of the association.

“The Board could not be more pleased to announce this change to Mr. Brazeau’s title,” says John MacDonald, chairman of the board, AIA Canada. “Marc has been a strong leader, with his national office team by his side, for our over 900 members coast to coast. He has been a competent member of the association for 16 years now, and his new role as CEO will better allow him to steer the direction of AIA moving forward and communicate the needs of our many industry partners as one voice.”

Want More?

Federal-Mogul Introduces Interactive Local Market Technician Support Platform

Federal-Mogul unveiled an extensive new in-market product, brand, and technical support platform for vehicle service providers during the Automotive Aftermarket Products Expo (AAPEX) in Las Vegas.

Federal-Mogul has unveiled an extensive new in-market product, brand, and technical support platform for vehicle service providers.

The new platform features a team of ASE-certified specialists and sophisticated technical support vehicles that will be deployed throughout North America, with the capability to reach thousands of service professionals each year.

The interactive local market platform is the latest in a series of investments by Federal-Mogul in new programs and tools designed to help service dealers and other customers leverage the value of the company’s industry leading technologies.

“These in-market support teams will take our technical, product, and brand messages directly to the professionals who benefit most from them, while at the same time gaining feedback on their most pressing needs,” says Jay Burkhart, senior vice-president, global markets. “Technicians will be able to hold our products in their hands and see how and why they’re the best choices for their customers’ vehicles.

This one-to-one connection has been missing for too long in the aftermarket, yet it’s more important than ever given today’s increasingly sophisticated vehicle systems and rising consumer expectations.”

The Federal-Mogul in-market teams will be positioned in major markets across the U.S. and Canada, with the flexibility to deploy multiple vehicles to specific areas in conjunction with special training initiatives and regionally targeted programs.

Do you want more of the latest technology?

More products to sell? More support, training, and profit for your business?

More than just the world’s leading clutch company, Schaeffler is a leading partner of engine, chassis and drivetrain products to the automotive vehicle original-equipment and replacement parts markets in North America.

Let us show you how we can keep your business on the road.

5370 Wegman Drive Valley City, OH 44280 Phone 800 274 5001 Fax 330 273 3522 www.Schaeffler-Aftermarket.us Certified to ISO 9001:2008

Continued on page 8 JOBBER NEWS / DECEMBER 2012

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National Sales’ Glenn Bragg Among Timken Automotive Aftermarket Honourees

ProMax Adds More Than 100 SKUs ProMax Auto Parts Depot has added more than 100 SKUs on all its product lines.

These include Positive Mold Ceramic Pads, Positive Mold Metallic Pads, Brake Shoes, Chassis Parts, Disc Brake Rotors, and Brake Drums, covering many 2012-13 models. * * * G.K. Industries Appoints Zurawel Patton Sample As Sales Agency G.K. Industries has appointed Zurawel Patton Sample to represent GKI Branded Filtration Products across Canada.

ZPS provides sales and marketing support throughout the Canadian market.

The Timken Company announced the recipients of its Automotive Aftermarket 2012 Manufacturers’ Representative Awards during the Automotive Aftermarket Products Expo in Las Vegas, with Canada’s National Sales’ own Glenn Bragg among the award recipients. Bragg was honoured as achieving membership in the multi-year Million Dollar Sales Club.

Other representatives achieving multi-year Million Dollar Sales Club recognition were: Alan Tieges – RepWorks Marketing, LLC; Ben Rawls – Hirsig National Sales’ Glenn Bragg (centre) Frazier Co.; Ed Palnau and Glenn Cattanach – Kitchin was honoured as a Timken multi-year Million Dollar Sales Club member. Here & Sons; Jerry Spexarth and Jim Connolly – Connolly he is flanked by Frank States, regional Sales & Marketing; Ken Brandt – Sherman Pearson sales manager, Timken (left), and Tom Co.; Mike Glazier and Jim Broderick– Glazier Sales Tecklenburg, director of automotive and Associates; Jim Atchley – N.A. Williams; and Larry commercial vehicle aftermarket, Barston – Siskel Sales.

Timken (at right).

The top award for organizations, 2012 Manufacturers’ Representative Agency of the Year Award, went to Connolly Sales & Marketing for its winning combination of growth, professionalism, brand communication, and visibility.

Mike Peace, Timken national sales manager for the automotive aftermarket, says, “Timken greatly values its relationship with the Connolly team. They understand the selling of premium products and [represent] Timken with incredible enthusiasm.”

Also recognized for joining the Timken Million Dollar Sales Club for the first time are Don Gustafson – N.A. Williams Co.; David Meyers – RepWorks Marketing; and Dennis Rosinski – Glazier Sales Associates.

Vast-Auto Distribution Ontario Raises $5000 for “High Five For Kids” Vast-Auto Distribution Ontario raised $5000 for High Five for Kids at its first annual golf tournament. Above: Bob Bobert, Tony Del Vasto, Jack Brooks and Ken Coulter.

* * * Mahle Clevite Inc. Announces The Introduction Of 95 New Part Numbers Mahle Clevite Inc. has introduced 95 new part numbers for various types of bearings, cylinder components, filters, gaskets, engine timing products, piston rings, and new turbocharger part numbers. The part numbers are available for light vehicle and heavy-duty applications.

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Vast-Auto Distribution Ontario held its first annual golf tournament in September at Nobelton Lakes Golf Course. Although, unfortunately, Mother Nature did not cooperate and the event was rained out, the 92 participants enjoyed a fantastic lunch and still raised $5,000 for the “High Five For Kids” obesity prevention awareness program.

APPOINTMENTS

Beck/Arnley announces that Matt Lundh has been appointed to vice-president of sales. In this position, Lundh will lead sales growth in support of Beck/ Arnley’s retail and traditional WD customers, as well as managing responsibility for sales to Matt Lundh Beck/Arnley’s OE customers.

Lundh will report to Max Dull, vice-president and general manager of Beck/Arnley.

Lundh has been a part of the Beck/Arnley team for more than three years. Prior to his promotion, Lundh served as director of pro-

gram groups and strategic markets, in addition to serving as Beck/Arnley’s North and Midwest regional manager. From 1999-2010, Lundh worked for General Parts International Inc./ Carquest, where he held various roles including district manager for the central region, regional director of store operations for the Charlotte, N.C. region, and regional director of store sales for the central region. From 1997-1999, Lundh was the Maine-New Hampshire territory manager for the Gates Rubber Company. Earlier in his career, he spent three years with Dana Corporation as the Southern Ohio district sales manager.

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Thank You! FROM JOBBER NEWS A special thank you on behalf of the entire Jobber News team to the many, many aftermarket industry professionals who have made what we do at Jobber News possible.

To the many people who have offered their wisdom and guidance in the many articles throughout the year, thank you.

To those who have trusted us with their advertising investments, thank you.

To the great many among you who have taken the time to read and to offer us your knowledge and perspectives, on the phone, in writing, and at the many industry events we attend, thank you.

Together you keep Jobber News Magazine current, relevant, and successful, even after more than 80 years.

Thank you and here’s wishing everyone a safe and happy holiday season and great year ahead.

Jobber News MAGAZINE

Andrew Ross, Publisher and Editor

TIME FOR A TECHNOLOGY

UPDATE?

Jobbers talk about what happened when it was time for them to update and upgrade.

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Plus: Free-Cat is out of the bag.

What’s it all about?

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YEAR IN REVIEW

From credit card scammers to an explosion of import part SKUs, it’s clear the recessionary times are behind us and the future holds a great deal of technology-driven opportunity. Whether it’s new apps developed to improve customer service and thus sales, or strong growth in young markets such as remanufactured electronics, we’re in for an exciting, knowledge-building roller-coaster ride. Not bad for 81 years young.

JANUARY On the Cover Driving Driveline Sales, Keeping Pace With Change The recent shift towards electronic control of torque distribution is a significant trend for 4WD technologies. Torque-sensing devices are now being replaced with electronics that reduce weight and boost efficiency.

Lead Story Toronto Jobbers Victims of Credit Card Scam Credit card scammers target jobbers, leaving them on the hook for the cost

of the equipment.

ALSO IN THE NEWS: Ontario College of Trades Chair Takes Hudak to Task; Aftermarket Auto Parts Alliance Selects FederalMogul as Vendor of The Year; Alldata Expands its Presence in Canada; Greater Toronto Area Jobber Helps Family in Need; Canada Pushing to Open Indian Auto Parts Market.

FEBRUARY On The Cover Dynamic Duo: Selling Brake Friction and Rotors The importance of both brake friction and rotors for the proper and safe performance of a brake system would seem obvious. What is not so obvious is how performance can be affected by factors that aren’t so apparent to the naked eye.

Lead Story U.S. Consumers Not as Hot On Do It Yourself (DIY) Vehicle Maintenance A study by the Automotive Aftermarket Suppliers Association indicates that all types of Do It Yourself activity decreased in the U.S. in 2010.

ALSO IN THE NEWS: Bestbuy Signs Two Shareholders; Cardone Family to Retain Control of Company; Total Lubricants Sees Distribution Change in B.C.; Federal-Mogul Launches Information Site; Tenneco Introduces Ride Control Sales Tool; ACDelco Approves V2V Management for TSS Members; Saskatchewan Technician Award Announced.

MARCH On The Cover They Want The Good Stuff: How to Sell Quality First How jobbers and counter staff can promote the benefits of using quality undercar parts over price-leader products.

Lead Story Toronto’s Central Tech Students Win Big Auto Show Skills Competition Central Tech students Jonathon Goldhar and Peter Romeo represented Canada at the National Automotive Technology Competition in New York City.

ALSO IN THE NEWS: MACS Announces Toronto Mobile A/C 2012 Update; Transmission Training Sessions Announced; Moog Rewards on Complete Strut Assemblies, Control Arms; Bestbuy Makes Solid Contribution to Sick Kids, Names FAG Supplier of 10

the Year; Wakefield Canada Inc. Ranks Among Canada’s Best Employers; NAPA Filters Wins Coveted Spirit of NAPA Award.

APRIL On The Cover John MacDonald, Incoming Chair, Automotive Industries Association of Canada John MacDonald is a man on a mission: to communicate the value of getting involved with the Automotive Industries Association of Canada.

Lead Story Georgian College Renames Automotive School The Automotive Business School of Canada is the largest automotive business program offered in Canada and receives tremendous support from the industry.

ALSO IN THE NEWS: TRW Launches Aftermarket Program in North America; Raybestos Kicks Off Sweepstakes Promotion; Auto Parts Centres Announces Charity Tourney; Uni-Select Reports Results; Castrol Rebrands Syntec.

MAY On The Cover The Push For Preventative Maintenance There are more older vehicles on the road in Canada than ever before. Indeed, vehicles are lasting longer, and research shows many drivers are opting out of preventative maintenance.

There are moves on several fronts to reverse this trend.

Lead Story Saskatchewan Jobber Named Jobber of The Year Jobber News Magazine presented the Jobber of the Year Award to Eric and Teresa Knogle of Sutherland Automotive, Saskatoon, Saskatchewan. Knogler is a self-professed “car guy” and still has the maize yellow ’65 GTO convertible he bought when he was in high school.

ALSO IN THE NEWS: Uni-Select’s Linda Donnini Receives Young Leader of the Year Award; AIA Ushers in New Board; Changes at Federal-Mogul; Dunn Named Sales Person of the Year; Aftermarket Suppliers’ Outlook Most Positive Since 2010; NGK Spark Plugs Celebrates 30 Years in Canada; Beck Arnley Treats Prize Winners to Full Nashville Experience.

JUNE On The Cover: 9th Annual Detail Intelligence Issue: What Else Can You Sell ’Em? Effective Showroom Diversification Strategies Jobbers are learning that effective retail strategies might mean going beyond automotive. In fact, doing just that has its unexpected benefits, provided you’re prepared to think outside the “automotive parts box.”

Lead Story Canadian Study Reveals Importance of Automotive Service to Customers The Canadian Automotive Service Sector Consumer Behaviour Study, conducted by the Automotive Industries Association, reveals that there is a significant decline in the frequency of service visits as well as a significant increase in the amount spent per visit.

JOBBER NEWS / DECEMBER 2012

ALSO IN THE NEWS: Ideal Supply’s Trade Show a Hit; Monroe Gives Truck/SUV Owners $30 Mail-in Rebate; Global Temperature Control Completes Acquisition of Santech Industries; Leadership Award Nominations Open; Automotive Industries Association of Canada Executive Vice-President Deborah Moynes-Kesher Announces Departure; Vast Auto Ontario Names Gates Supplier of The Year.

JULY On The Cover 2012 Jobber Of The Year More Than Bricks and Mortar – Sutherland Automotive, Saskatoon, Saskatchewan When Saskatoon’s Eric and Teresa Knogler took on the challenge of owning and operating a jobber store, they had to rely on their own faith that they would succeed. Together they and the team they built continue to succeed and grow, and help their customers succeed too.

Lead Story Most Canadians Unaware of Vehicle Safety Technologies A poll by the Traffic Injury Research Foundation (TIRF) shows that Canadians would benefit from more knowledge about the many vehicle safety features rapidly becoming standard on new vehicles across the automotive industry.

ALSO IN THE NEWS: Industry’s Largest Fundraiser Surpasses $4 Million Mark; Automotive Industries Association of Canada To Manage Heavy Duty Distributor Council; Athabasca Service Provider Wins Automotive Business Award; Bestbuy Adds Jobbers in Brantford and London; Winners of Raybestos ’64 GTO-R Get The Keys; Vast Auto Distributor Announces Opening of Quebec Distribution Centre.

AUGUST On The Cover Import Impact Why You Need the Right Parts And The Right Partners Increasing sales on brake and chassis components in today’s rapidly growing import car market requires inventory savvy. With import cars outpacing domestics, the constant proliferation of part numbers means inventory creep is now a way of life.

Lead Story Ontario Premier Visits Brake Friction Manufacturer Premier Dalton McGuinty recognized ABS Friction as a strong business model, and congratulated staff on their efficiency and productivity, which has allowed the company to continue to flourish in difficult economic times.

ALSO IN THE NEWS: Altrom Names Top Performer at Sales Summit; Western Forum Scheduled for Sept. 5; Mevotech Celebrates 30 Years in Automotive Market; Professional Technicians Can Earn up to $150 From Moog; Uni-Select Raises more than $100,000 to Aid Autistic Children; Beating The Heat For a Good Cause; New Refrigerant Identifier Details Dangerous R40 Contaminant; Deeza Chassis Parts Signs With Marathon Sales for Canada.

SEPTEMBER On The Cover Jobber U Part Sales Training In a market where technology and business conditions are changing faster than ever before, it’s important to stay at the top of your game. Keeping up with day-to-day changes is important, but building a habit of training will keep customers satisfied well into the future.

Lead Story Report: Extended Terms Could Put Aftermarket At Risk In the face of potential shifts in financial markets, the impact of extended terms for the aftermarket industry is cause for concern, according to a recent study by KPMG. ALSO IN THE NEWS: Saskatchewan Industry Award Presented; Uni-Select Posts Second-Quarter Results, Announces Intention to JOBBER NEWS / DECEMBER 2012

Reduce Operating Costs; Bosch Updates Part Finder App; Advics North America, Inc. Commemorates 10 Years; Toyota Launches Certified Used Hybrid Vehicle Program; Epicor Helps Florida Jobber Get Established on eBay Motors; AutoZone Heads North; Mr. Lube Canada Hits Support Milestone; Cardone Names New CEO. BREAKING NEWS: Carlyle Group to Acquire DuPont Performance Coatings.

OCTOBER On The Cover Raising the Bar On Undercar After years of battling a downward spiral in profitability, the brake and chassis categories have more recently seen an increase in the popularity of premium quality products – and with good reason.

Lead Story ASRW Forums Deliver Valuable Solutions Automotive Service & Repair Week’s first event outside of Las Vegas has proven successful.

ALSO IN THE NEWS: Uni-Select Expands in Florida Market; Good Times Roll for Winners of the Raybestos Brake Contest; Maslack Marks Milestone Anniversary; Wakefield Opens DEF Facility; Bestbuy Shareholders Upbeat Down East.

NOVEMBER On The Cover Web-Based Technology Driving Jobber Growth Lead Story: Vehicle Security Professional (VSP) Launches in Canada, MACS publishes new HVAC textbook The Vehicle Security Professional (VSP) is a data exchange system, conceived and designed by the independent repair community with the insurance and law enforcement communities to allow eligible automotive professionals and locksmiths to gain access to vehicle-specific security information.

ALSO IN THE NEWS: Join the AIA Canada 2012 Grey Cup Party; KYB America’s Corp. Registers New Trademark; NAPA Sends Lucky Winner to the Grey Cup; Engine Rebuilders Inc. Holds Annual Meeting and Presents Awards; Canadian Repair Shop Receives AAIA Head of Class Award; Bestbuy Show a First Class Event; Timken Introduces Inventory Tool to Canada; Apex Tool Group Sold to Bain Capital; NAPA Auto Parts Selects Whatsnexx for New Marketing Initiative.

DECEMBER On the Cover Going Beyond Customer Expectations 2012 Jobber News Counterperson of the Year: Vicky Forrester In just seven short years in the automotive parts industry, Vicky Forrester has made a strong impression on both her co-workers and her customers. Coming from the demanding food service industry where multitasking is the norm, Vicky came to Parry Automotive equipped with fantastic people skills and very little automotive knowledge.

Lead Story Positive Signs of Recovery in the Automotive Aftermarket The Automotive Industries Association of Canada’s 2012 Outlook Study shows the industry is beginning to recover from the 2008 economic downturn, both in terms of consumer spending and employment.

ALSO IN THE NEWS: Business Hall of Fame Award Presented to Saskatchewan Jobber; CSN Collision & Glass partners with Quebecbased Carrossier ProColor; New Title for Marc Brazeau of AIA Canada; Denso Announces Aftermarket Product Line Expansion; Federal-Mogul Introduces Interactive Local Market Technician Support Platform; National Sales’ Glenn Bragg Among Timken Automotive Aftermarket Honourees; BorgWarner Reaches Agreement With Federal-Mogul On Aftermarket Distribution; New Canadian Website to Promote Careers in Trades.

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AIA GALA

AIA Celebrates

70 Years in Style

T

he Automotive Industries Association (AIA) of Canada pulled out all the stops to celebrate its 70th anniversary with past and present staff and members from across Canada.

Over 500 individuals attended a gala soirée at the Westin Harbour Castle Hotel in Toronto to celebrate AIA’s accomplishments. The evening kicked off with a cocktail reception,

where attendees had their pictures taken on the red carpet.

Members were then piped into the formal ballroom. The evening events included salutes to past presidents and chairpersons, and to recipients of the Diamond Jubilee Medal.

Following the dinner, attendees enjoyed André-Philippe Gagnon’s impersonations of famous musicians from the 1950s to the present day. Guests then danced the night away to the wonderful sounds of the George St. Kitts Band.

“It was an honour to be involved in such a wonderful event and to highlight the accomplishments of my colleagues and the AIA staff. I couldn’t have hoped for a better evening and am so happy that I was able to share this celebration with my friends, family, and colleagues. It was certainly a night that no one will forget,” said John MacDonald, AIA Chairman of the Board, after the event.

AIA also hosted a Grey Cup tailgate party on Sunday at the Real Sports Bar & Grill located in Maple Leaf Square. More than 100 members came to network, host clients, and have some fun.

The event also raised $400 for AIA’s charity, High Fives for Kids.

“This has been a fantastic weekend and an incredible way to celebrate such a huge milestone,” said Marc Brazeau, president and CEO of AIA. To see more photos and video from the events, go to AIA’s Facebook page.

You can also find the AIA tribute video and the red carpet interviews video on the AIA website.

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12-12-06 10:29 AM

JOBBER NEWS / DECEMBER 2012

p12,13 DEC AIA.indd 13

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MARKET TRACKER

Cashing in on the New

Mobile Economy W

hile computer technology has been streamlining business practices for decades, the recent introduction of mobile apps has cranked this evolutionary process up to warp speed. Today, mobile apps are putting a premium on business model innovation. Understanding this model is crucial to businesses that want to remain competitive. In 2008, the mobile economy was valued at $1.1 trillion; by 2012, it had grown to $1.7 trillion, and by 2016, it is predicted this sector will be worth $2.9 trillion, according to a recent mobile economy report by the Yankee Group.

The mobile market is driven by continuous improvements in mobile broadband connectivity, which in turn has led to increased mobile data adoption. This has led to

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more content production for mobile devices – which then feeds the rapid growth in users who demand great connected experiences.

According to the Yankee Group report, customers are spending more time with mobile devices to surf the Web, access social networking sites, get driving directions, perform banking transactions, find points of interest while travelling, shop for coupons, and watch TV programming.

Some 63% of users say they need to be connected at all times, while over half say connectivity is important not only to their work life, but also their social life.

Continued on page 16 JOBBER NEWS / DECEMBER 2012

12-12-06 10:32 AM

AIA p15.indd 15

12-11-26 10:01 AM

MARKET TRACKER

Continued from page 14

The ability to deliver an optimized mobile customer experience is the ultimate game changer in today’s economy.

The most successful players understand this concept and anticipate shifts in user behaviours, desires, and attitudes to optimize the experience and seize revenue opportunities.

So what is driving the consumer experience?

Over 80% of consumers are now interested in mobile transactions, and some 70% of businesses are answering that call by creating a mobile application or website for customers. Some 60% of businesses are investing in mobile coupons, location-based offers, or enabling access to customer support experts. Progressive businesses are using mobility to improve responsiveness to customers and improve productivity. Consumers see mobile apps as a way to improve work-life balance.

BYOD (Bring Your Own Device) puts power in the user’s hands, and IT has finally recognized this trend and has jumped on the bandwagon – hence the explosion in apps.

Savvy businesses are changing their focus from managing mobility to finding real strategic value.

The key for jobbers is to change focus, from one of just managing apps and devices to leveraging apps and app-centric platforms for business value. Manage device and app life cycles, rather than looking at them as a one-off. You now need to view

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mobility from an enterprise-wide perspective, rather than from a vertical market perspective.

According to the Yankee Group report, by the year 2015, five billion people will be directly touched by connectivity, generating over $46 billion in revenue worldwide purely through mobile apps.

This mobile revolution is not happening in a vacuum.

Government action and public policy will drive how the mobile market evolves, and will set the rules of the mobile playing field. At the same time, the ability of nations and regions to compete in areas like 4G and workplace mobility enablement will impact global competitiveness. Tomorrow’s mobile leaders will invariably become tomorrow’s economic leaders.

So who are the leaders of this new mobile economy? Amazon, Apple, Facebook, and Google. They have great brands with large, engaged user bases. Interestingly, though each one comes from different revenue models, their growth is driven by mobility.

Jobbers looking to become a mobile-based company could do well to track these four mobile leaders. By focusing on mobile apps as an engine of future growth, you can set a steady pace of innovation that matches that of underlying mobile technologies such as 4G networks, cloud-based services and mobile payments.

In this burgeoning mobile economy, those players that build the best network, device, content, and payment ecosystem will be the winners.

JOBBER NEWS / DECEMBER 2012

12-12-06 10:33 AM

Proforce p17.indd 17

12-12-06 6:43 AM

COVER STORY

Going Beyond Customer

Expectations 18

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12-12-06 11:40 AM

r

ns

2012 Jobber News Counterperson of the Year Vicky Forrester of Parry Automotive, Orillia, Ont.

V

By Steve Pawlett

icky Forrester epitomizes everything a jobber could want in a counterperson in today’s demanding marketplace. She is highly personable, possesses strong computer search skills, and has a never-quit attitude that serves her well, both at work and in her personal life.

With just seven years in the automotive industry working for Parry Automotive in Orillia, Forrester has made a strong impression on both her co-workers and her customers. Coming from the food service industry, where over the course of ten

years she worked her way up to assistant manager of a Pizza Hut, she came equipped with strong people skills and very little automotive knowledge.

But it was when she gave birth to her son Jaxson, who is now eight years old, that she realized the demanding hours of the food service industry were no longer suitable for a new mom.

“That’s when my dad told me about the opening at Parry Automotive. They were looking for a dispatcher so I applied, because I was looking for something with more regular hours,” explains Forrester.

Wayne Forrester, Vicky’s dad, is the parts operations manager for Parry Automotive.

Described as a walking encyclopaedia of automotive parts, Wayne joined Parry Automotive back in 1979, which, coincidently, was the year his daughter Vicky was born.

After a year in dispatch, an opening came up on the counter when counterperson Emily Oakley went on maternity leave. “The first minute I began working on the front counter, I knew it was the thing I liked to do,” says Forrester.

“Over that year I got to know the customers a lot more and just develop a rapport with so many of them. It would have been tough to go back to dispatch. I think some of my customers would have had a tough time as well – they would have still asked for me, and it would have been more chaotic if that happened,” she laughs.

Continued on page 20

19

COVER STORY

Continued from page 19

Fortunately, she never looked back, as an opportunity came up that allowed her to remain on the front counter.

Forrester exudes a quiet confidence and an eager, can-do attitude with every customer encounter. “I think it’s the same in any industry: if you are good with customers and able to help them, it’s very rewarding,” smiles Forrester.

“She’s caught on quicker than most and she has a fantastic personality that just brightens your day,” says Joe Trombly of Joe Trombly Automotive Services in Orillia.

“I’ve been in this trade for over 30 years and I have dealt with a lot of parts people over those years. Vicky is one of the best.

She has this innate ability to quickly solve a problem. For example, if I get a part that is wrong, she will immediately be on the case and will go up or down a [model] year and find the right one. I have had experiences with other parts suppliers that just keep sending over the wrong parts. They just don’t put in the due diligence that Vicky does,” adds Trombly.

“I told her dad, whom I have known for years, that she is just awesome. She has that ‘Forrester knack’ for figuring things out and solving the problem quickly, saving me a whole lot of time,” says Trombly.

The Forrester family runs deep at Parry Automotive. In

A close knit family: Vicky Forrester with her dad Wayne Forrester, at Parry Automotive in Orillia.

addition to Wayne and his daughter Vicky, Al Forrester, Vicky’s uncle, has worked in the machine shop for over 20 years and is the resident expert on troubleshooting both marine and automotive engines. Vicky’s cousin Jason Beers has been with the company for 11 years and works as an accounts assistant, and her aunt, Laurie Picavet, is the delivery department supervisor. In addition, her grandfather just retired as a parts delivery driver at the age of 85 – and her stepgrandfather still works as a parts delivery driver.

“Vicky has proven to be an extremely valuable member of our team over the years. She is a consistent top performer and has earned a loyal following of automotive service providers in the industry that have come to rely on her for fulfilling their parts procurement needs,” explains Steve Van Kessel, co-owner of Parry Automotive with his sister Susan Peacock.

“She’s very thorough and she usually gets the right part the first time. If there is a problem getting a part, she can solve it quickly without guidance, which is a big plus when you’re having one of those days. Vicky always goes that extra mile and that’s what counts in this business,” says Rob Attridge of Elite Technical Assistance.

Continued on page 22

On behalf of all your friends at MSC and Parry Automotive

Congratulations Vicky!

Your commitment, dedication and perseverance are inspiration to us all.

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JOBBER NEWS / DECEMBER 2012

12-12-06 11:42 AM

Congratulations, Vicky Forrester!

Canada’s No. 1 Parts Counterperson We’re proud to count you among the thousands of top-performing parts professionals who have chosen the Epicor® Eagle® business management system and Epicor LaserCat® 3 eCatalogue!

www.epicor.com

Vicky Forrester Parry Automotive Orillia, Ontario

1.888.463.4700

automotive.marketing@epicor.com

Copyright © 2012 Epicor Software Corporation. Epicor, Business Inspired, Epicor Eagle, Epicor LaserCat 3, and the Epicor logo are trademarks or registered trademarks of Epicor Software Corporation.

EPICOR p21.indd 21

12-12-03 9:00 AM

COVER STORY

Continued from page 20

Going that extra mile, Vicky takes a battery out from the warehouse to a customer`s waiting truck.

“My customers want their vehicles back as soon as possible, so speed and efficiency are key and my parts person plays an integral role. It’s nice to know I can always count on Vicky to come through. The last thing you want to hear is ‘I don’t have the part,’ and she’s never told me that,” adds Attridge. “Every time I call, I ask for Vicky.”

“When I first started on the counter, they sent me to work with a technician for a few weeks to gain industry knowledge.

At that time I didn’t even know what a tie rod was,” laughs Forrester.

“This experience was so helpful to me. I always joke now that it would be helpful to have a complete car taken apart in our showroom, because there are so many customers that come in and ask, ‘Can you come out and look at this part and tell me what it is?’ It will be pouring rain and I say yes, of course, and out I go,’” says Forrester.

“In addition to the training benefits, Vicky has developed a strong bond with the staff at the garages that will last a lifetime because of her personality and her willingness to learn,” adds Van Kessel.

“Vicky is my main counterperson at Parry Automotive.

She always goes out of her way to make sure I get the right parts the first time. If it’s a unique, hard-to-find part, she takes on the challenge and digs and digs until all possibilities are exhausted, and you can tell she enjoys the challenge because she is so pleased when she finds the part,” says Neal Jolly of Jolly Automotive Services.

Parry Automotive also sells a great deal of marine parts, due to its location on the Trent Severn Waterway. “I am not

as knowledgeable in this area so I often turn to [fellow counterperson] Chris Mallon who is very knowledgeable on marine. What’s nice here is that because there are five of us on the counter, chances are very good that one of us will have heard of the part the customer is looking for.

It’s not just about computers and catalogues. It’s also years of building up personal knowledge that we share with our customers,” says Forrester.

“With the diversity of our team, they all have their unique knowledge base. In Vicky’s case, she has become versed in health and safety and we focus on that with our customer base. She has really revved up her knowledge in this area and she passes this information along to our customers, because they are facing the same issues and concerns with the Ministry of Labour. It provides good sales opportunities and improves rapport as she provides a kind of consulting service to those clients who want to utilize her expertise in this area,” adds Van Kessel.

Even though she still has several catalogues filed under her desk for quick reference, Forrester says she has seen a great deal of change in the six years that she has worked as Continued on page 24

waKEFIEld

COngRaTulaTES

VICKY FORRESTER

on being named jobber news counterperson of the year!

Wakefield Canada Inc. is the exclusive marketer, manufacturer and distributor of Castrol® lubricants in Canada.

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JOBBER NEWS / DECEMBER 2012

12-12-06 11:42 AM

Congratulations Vicky!

You are an inspiration to us all.

You truly deserve to be named Counterperson of the Year From All Your Friends at

Specialty Sales & Marketing and These Fine Suppliers

TM

SPECIATLY SALES P23.indd 23

12-12-06 7:42 AM

COVER STORY

Continued from page 22

Al Forrester, the go-to-guy when troubleshooting engine problems, is proud of his niece’s never-quit attitude.

a counterperson. “I will use the catalogues occasionally as a resource tool, for pictures and sometimes listings in the computer are not the same so you can go to your hard copy for reference.

But now we have online catalogues. I always have several Internet windows open at the same time – and luckily, I am good at multitasking because I can be flipping back and forth between a lot of screens. While the technology does give us easier access to more information, it also means we do a much higher volume of work in less time,” explains Forrester.

Dealing with difficult-to-find parts or just customers who happen to be difficult, is where Forrester’s people skills really shine. “First off, there is nothing I can’t handle. But with some customers I find the information isn’t always there.

The first time you talk to them it’s a ’95, and the next time it’s a 2005. They don’t always give you the right information, but the customer is always right so I just say, ‘Sorry, I must have looked that up under the wrong year, let me try again, or let’s see what looks different about that part if it didn’t fit right the first time,’” explains Forrester.

“When a customer calls me with something I don’t

Vicky Forrester is a shining example of the new breed of counterperson needed in today’s service-oriented market. (L-R): Wayne Forrester, Susan Peacock, Vicky Forrester, Steve Van Kessel.

know, I will ask them what it does, where it is located on the vehicle, because depending what they tell me, it could be something totally different than what my computer calls it or the dealer calls it. I ask those questions so when I pick up the phone and call the dealer I can tell them, then we can cross-reference it back. I like to get the VIN, if not on the first call definitely on the second call. It’s a matter of doing the legwork for them. We do our best to have them get the part through us,” she adds.

CONGRATULATIONS TO VICKY FORRESTER, PARRY AUTOMOTIVE, ORILLIA, COUNTERPERSON OF THE YEAR, FROM YOUR FRIENDS AT GOODYEAR ENGINEERED PRODUCTS The GOODYEAR (and Winged Foot Design) trademark is used by Veyance Technologies, Inc. under license from The Goodyear Tire & Rubber Company. Goodyear Engineered Products are manufactured and sourced exclusively by Veyance Technologies, Inc. or its affiliates. The Gatorback trademark is licensed to Veyance Technologies, Inc. by The Goodyear Tire & Rubber Company. y echnologies, Inc. All Rights Rese ©2012 Veyance Technologies, Reserved.

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JOBBER NEWS / DECEMBER 2012

12-12-06 11:44 AM

Part of the crew Vicky works with at Parry Automotive: (L-R) Susan Peacock, Emily Oakley, Laurie Picavet and Tiffany McEachern.

“Vicky always goes that extra mile for the customer,” adds Susan Peacock, co-owner of Parry Automotive. “I think a really important factor too is how she handles herself and carries everything through. Working with and for family, they are all so professional with each other, you could write a textbook on how they treat each other with respect. With her father being her manager and working with other members of her family, it is a testament to her character as well,” adds Van Kessel.

“Vicky handles all my day-to-day parts ordering. I find her knowledgeable, efficient, and always pleasant to deal with. She always goes beyond my expectations. I think of her like an employee of mine because she works so hard for me every day,” says Mike Madill of Extreme Automotive Services.

“She has always been eager to learn. She likes to do everything herself,” says Vicky’s uncle, Al Forrester.

“She will come back here in the machine shop and ask me how to do something, then she will do it herself. She is a quick learner and has said she would love to work in the shop sometime. And when a customer asks for something really odd, she will dig right in and go to any lengths to find the part they are looking for. Not many would put that kind of effort into something like that,” he adds.

“No, but the Forresters do,” adds Peacock.

Handling the full spectrum of customer personalities and ensuring the outcome is always positive can take a warehouse-full of people skills that few have at their disposal.

Vicky Forrester is definitely a member of this elite group.

“Four years ago, there were a lot of customers who intimidated me. Today, they are my best customers. It just took a little time to figure out the best way to approach them. For instance, some customers want you to yell at them, while others you have to handle with kid gloves and be very careful what you say. The last thing you want to do is offend them. And then you have the fun customers who like to joke around,” explains Forrester.

“Vicky’s people skills are incredible. She definitely knows how to talk to people and she is great with really difficult customers. I watch her at work and think how amazing she is when handling a particularly difficult customer,” says accounts manager Tiffany McEachern.

In addition to handling the daily challenges of her job with aplomb, Vicky Forrester also faced a challenging health issue earlier this year.

She was diagnosed with a form of lung cancer early in 2012, but due to her tenacity and dedication, she insisted on JOBBER NEWS / DECEMBER 2012

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COVER STORY

Continued from page 25

coming to work while going through many weeks of extensive chemotherapy.

“They were able to catch it before it hit my lungs, but I had to go for both chemo and radiation treatments. The chemo was first. Every three weeks I had to go in and take a week off to recuperate, and Susan and Steve let me come back into work so I would come back in between treatments,” explains Forrester.

“I couldn’t believe how dedicated she was coming in here every day. She made everybody very comfortable. You know, you don’t always know how someone is feeling, but Vicky would come and be very open about it and very positive,” adds Peacock.

The day she went with her dad to find out the diagnosis, she came right back to work without skipping a beat. “The truth be told, I could have used the day off after that news, but Vicky was determined not to let it interfere with her job – or her baseball,” says Wayne Forrester, smiling.

“Working helped me stay focused on my job and my family, rather than sitting at home feeling sorry for myself,” Vicky continues. “It really helps to keep your life normal rather than being turned upside down.”

“Vicky continued to come in and work as if nothing was different. The inspiration and motivation that she provided her co-workers cannot be explained in words. She is a shining example of strength and courage while asking nothing in return,” adds Van Kessel.

Vicky has also participated in numerous Cancer Charity events in the Orillia area and successfully raised both donations

An expert at multitasking, the minute she started on the front counter, Vicky knew this was the job for her. “If you are good with customers and able to help them, it’s very rewarding.”

and awareness to help beat this terrible disease.

After nearly a year of treatments, Forrester has been cancer-free for three months. “My son has been my rock through all of this. It teaches you to be strong when you have someone to be strong for,” adds Forrester.

Looking to the future of the parts business, Forrester feels confident in her skillset, but has some reservations about the future.

“I’m strong on multitasking, so computer-wise I have strong knowledge and skills, but as technology progresses in cars, I can’t help but wonder how much need there will be

Congratulations Vicky

on Being Named Counterperson of the Year!

You Deserve It!

On behalf of Spectra premium,

From Your Friends At Zurawel Patton Sample and All The Great Brands We Represent

we would like to congratulate Vicky Forrester from parry automotive on being awarded the 2012 Jobber News counterperson of the Year.

www.zps.ca

1 888 910 8888 w w w.spectr apremium.com

the premium choice 26 Jobber News CounterPerson.indd 1

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JOBBER NEWS / DECEMBER 2012 12-11-29 08:51

12-12-06 11:45 AM

down the road. There are so many new vehicles coming out that they say won’t need as many parts and they won’t need them as often. That aspect is a little worrisome from my perspective,� says Forrester. “That’s one of the reasons why our focus has been on diversification here as well,� adds Van Kessel. “There is always a need for stuff and we have the infrastructure to sell stuff.�

Parry Automotive is a diversified jobber selling automotive, marine, agriculture, and industrial components. “Twenty years ago people were having the exact same conversations about progress in vehicles, but we have yet to see flying cars. For example, spark plugs last several years now, but when you do sell them it’s no longer $2 a plug; it’s a $14 item. So it’s relative to the natural growth and evolution of the market,� adds Peacock. “Access to knowledge through the computer and the Internet is phenomenal. When you can’t find the part in the catalogue or electronic catalogue, you’re looking at websites to find the part or you are Googling to find the information you need. The Internet gives us so much access to information to learn from and gain more product knowledge than ever before,� explains Forrester.

Not that many years ago, counter staff relied on years of experience and manufacturer-sponsored courses to keep up to date on new products. Today, all this knowledge is at their fingertips. With the proliferation in part numbers and the speed at which customers expect to have their parts in hand, the skillset of a counterperson has changed. Customer service is now at the top of the list, followed closely by strong computer multitasking skills – those, and a never-quit attitude to hunt down and secure that obscure part. Vicky Forrester is a shining example of this new breed.

from your friends at Federal-Mogul Canada Ltd.

Congratulations Vicky!

It is dedication, hard work, and commitment of Professionals like you that keeps this industry connected.

And we know a thing or two about connecting!

From Your Friends at Pico.

www.picocanada.com JOBBER NEWS / DECEMBER 2012

27

SEMA/AAPEX REPORT

SEMA/AAPEX Report:

AUTOMOTIVE AFTERMARKET

D

INDUSTRY WEEK 2012

espite the nasty weather that affected the East Coast in the form of Hurricane Sandy, AAPEX and SEMA show exhibitors experienced a fairly steady flow of activity. While the show floor was less congested this year due to the number of flights cancelled on the East Coast, exhibitors were kept busy. Pre-registration by attendees was actually up over last year’s show.

“Booth activity was up from last year by about 15 to 20%,” says Greg Duchinsky of Sharpline, noting, “But the weather has definitely lowered the attendance for the show overall.”

Overall, show attendees were impressed with the quality and selection of products on display. While traffic was down due to the hurricane, it was clear that the activity from the buyers in attendance was very positive.

Event organizers reported an attendance of 135,000 attendees, 60,000 buyers, and 3,000 members of the press at both SEMA and AAPEX. SEMA hosted 2,250 exhibitors, including 500 first-time exhibitors, while AAPEX hosted 2,069 exhibitors, compared to 2, 292 exhibitors in 2011.

Several exhibiting manufacturers hosted product training seminars where participants could see and hear first-hand about technical applications of the products. More than 12 members of the Professional Restylers Organization (PRO) joined together to present the Technical Skills & Training Conference, where attendees took part in hands-on training sessions and demonstrations that covered critical growth markets such as custom interiors, heated seats, mobile electronics, paint protection, window film, and sunroofs.

“Cutting-edge education has always been a primary staple of the SEMA Show,” says Peter MacGillivray, SEMA VP of events and communications. “As the industry’s largest gathering, we bring leading experts to the SEMA Show to help the industry learn new skills and strategies.”

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New for 2012 was the Off-Road Success Center, presented by OMIX-Rugged Ridge, at which attendees were able to learn about the dynamic Jeep and off-road lifestyle market.

The Success Center featured a cast of speakers and case studies as part of its twice-daily business seminar series.

The Motor & Equipment Remanufacturers Association (MERA) occupied a new Remanufacturing Section on the main show floor. The new AAPEX Remanufacturing Section, which covered 8,000 square feet, featured a green carpet, to acknowledge the environmental benefits of remanufactured motor vehicle parts.

The Remanufacturing Section – co-hosted by MERA and the Engine Rebuilders Council (ERC) – featured exhibits from nearly three dozen companies in the remanufacturing industry, as well as live engine rebuilding demonstrations by Hendrick Motorsports technicians.

“Remanufacturing plays a very important role in the automotive aftermarket, and the Remanufacturing Section at AAPEX gives special recognition to leaders of this dynamic and sustainable industry,” says John Chalifoux, president and COO, MERA.

JOBBER NEWS / DECEMBER 2012

12-12-06 11:50 AM

Raybestos Awards Roush Mustang Grand Prize at AAPEX nder the bright lights of the Automotive Aftermarket U Products Expo in Las Vegas, rep-

resentatives from Affinia Global Brake and Chassis, manufacturers of Raybestos brake and chassis products, presented the keys to the Raybestos 2013 ROUSH Stage 3 Mustang to its new owner – Moe Matariyeh of Global Auto Repair in Oak Lawn, Ill. “I was in complete awe when I found out I won,” says Matariyeh.

“I kept waiting for the phone call telling me they were just kidding.” Matariyeh said he plans to make the Mustang a key visual highlight at his growing business.

The signature-edition vehicle was the grand prize in the brand’s summer 2011 North American sales promotion.

Matariyeh’s winning entry was pulled from more than 160,000 entries received.

“We couldn’t be more excited to present the keys to the Mustang to Moe,” says Jeff Stauffer, senior vice president, global marketing, Affinia Group. “The fact that Moe is a professional technician and loyal user of Raybestos brand products makes it even sweeter.”

The Raybestos 2013 ROUSH Stage 3 Mustang was a collaboration with Raybestos and ROUSH Performance. “From

the initial vehicle design meetings, right through the final production of the Raybestos Roush Mustang, the teamwork and commitment to quality between our two organizations was outstanding,” says Tim Wheeler, VP sales and marketing at ROUSH Performance. “We are excited for the winner of this one-of-a-kind performance Mustang!”

A monster on the street, the Raybestos 2013 ROUSH Stage 3 Mustang is motivated by a Roushcharged and intercooled 5.0L 4-valve DOHC TiVCT powerplant, delivering 580 rear-wheel horsepower. Race-ready stopping power is delivered by the huge Raybestos “Generation 2” NASCAR-spec short track and road course brake package specially adapted to fit the Mustang.

During the sweepstakes, the interactive website RaybestosGarage.com offered a behind-the-scenes view of the entire build process. Visitors got the inside scoop on everything from design inspiration to chassis and suspension fabrication, engine tuning, brake package engineering, custom graphics and on-track testing. Since its completion, the car has been featured in television programs, magazine articles, countless enthusiast websites, and at several high-profile car shows.

Delphi Announces Second Annual Dream Shop Winner

yan Mullin of Ouispamsis, New Brunswick, a technician from Ultimate Auto in Ouispamsis, will receive R Delphi parts, tools, equipment, and training to help

him open his own shop or upgrade his current shop to a Delphi Dream Shop. The prize is part of Delphi’s Destination: Victory Lane promotion, delphi.com/victorylane. Due to the continued excitement surrounding the “Win the Delphi Dream Shop” giveaway, the promotion will run again starting in February 2013.

“I keep pinching myself,” says Ryan Mullin, an automotive technician with Ultimate Auto.

JOBBER NEWS / DECEMBER 2012

p28,29,30 DEC AAPEX SEMA.indd 29

“I can’t believe I won. Winning this will provide me an opportunity to grow as a technician. I now have the right tools, equipment and training, everything I need, compliments of Delphi.”

Ryan was flown to Las Vegas for the October 30, 2012 announcement, compliments of Delphi, winning three days and two nights at the Venetian.

The sweepstakes drawing took place on October 15, 2012.

The Delphi Dream Shop giveaway includes equipment needed to service today’s vehicle electronics reality. Included in the prize package are a high-performance laptop with shop management software, A/C recovery machine, Delphi diagnostic scan tool, diagnostics software, OBD-II/CAN handheld reader and fuel system tester. Other items include a lift with up to 11,000-pound capacity, transmission jack, compressor and air tools, two-ton service jack, engine lift, tire changer and balancer, battery charger and tester, and brake lathe.

Delphi will also provide comprehensive training, along with its Auto IQ Service Solution for further online diagnostic support and parts from its fuel, engine management, heating and cooling, and diesel product portfolio.

In addition to the Dream Shop grand prize, technicians that signed up at the Victory Lane promotion have had the chance to win monthly, weekly, and instant prizes including 42” HD TVs, fender covers, technician gloves, BassPro gift cards, Delphi merchandise, and more.

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Continued from page 29

Hottest Car, Sport Compact, Truck and 4x4-SUV Announced at the 2012 SEMA Show Ford Mustang, Scion FR-S, Ford F-Series and Jeep Wrangler Named 2012 SEMA Award Winners his year’s SEMA Awards for the top trending vehicle models in four categories were announced at the SEMA Show in Las Vegas. The Ford Mustang T was named Hottest Car; the Scion FR-S took the Hottest Sport Compact hon-

ours; the Ford F-Series won Hottest Truck; and the Jeep Wrangler received the Hottest 4x4-SUV award.

“The SEMA Show has always been about innovative products and trends,” says Chris Kersting, SEMA president and CEO. “The SEMA Award amplifies the industry’s special ability to identify and set trends that consumers follow.”

The SEMA Award recognizes vehicle models that specialty equipment manufacturers believe are the best platforms for accessorizing, and that showcase the year’s coolest products. It also underscores the cooperative relationship between the automakers and SEMAmember companies.

AAPEX Award Winners

AAPEX presents awards for both new products and packaging.

Product Showcase award winners were selected by pre-registered AAPEX buyers.

Entries were displayed in 13 categories in the online 2012 AAPEX Product Extra, and more than 4,600 votes were cast for products in this year’s showcase, an increase of approximately 28% over 2011.

Product Showcase winners for 2012 are: *Accessories: Gold Eagle, 303 Instant Windshield Washer Tablets Automotive Lighting: Cequent Consumer Products, Highland Black Tailgate Lighted Logos – Stealth Business Tools: Alldata, Alldata Training Garage Chemical, Lube & Filter: Armoured Automotive Group, Armor All Mini Wipes Electrical: Standard Motor Products, Standard & Intermotor Clone-able TPMS Sensors 30

p28,29,30 DEC AAPEX SEMA.indd 30

General Merchandise: Permatex, Fast Orange Pumice Lotion Hard Parts: Heat n Clean Products, Automatic Heated Wiper Blades Innovation (two winners): Goodyear, Gatorback Timing Belt Replacement Kit Display, and Swiss+Tech Products, Microlight Touch Screen Cleaner Mobile Electronics: Striker Hand Tools, Simple Sucker Smartphone Mount Paint, Body & Equipment: Workshop Hero, Metal Rescue Rust Remover Bath Safety: Atlantic Safety Products, Orange Lightning Gloves Tires & Wheels: Fix-a-Flat, Fix-A-Flat Advanced Tools & Equipment (two winners): Autel, MaxiDAS DS708, and

Lemur Vehicle Monitors, Bluedrive.

The 2012 New Packaging Showcase award winners reflect the highest standards in packaging design set by the Institute of Packaging Professionals. Ben Miyares, president of the Packaging Management Institute, judged this year’s entries. The 2012 New Packaging winners are: Economics (tie): UView Ultraviolet Systems, Universal A/C Dye Cartridge Packaging, and Grote Industries, LED Work Lamp Industrial Pack & Retail Pack Environmental Impact: Valeo Service, ULTIMATE Master Connect Wiper Blades Innovation (tie): Bar’s Products, Rislone Dual-Cavity Bottle with Funnel, and Universal Lubricants, LLC, ECO ULTRA Flex Pak Marketing: Federal Mogul, Wagner Lighting Night Defense 2-Pack Capsules Performance: Spectra Premium Industries, Spectra Premium Fuel Module Packaging

JOBBER NEWS / DECEMBER 2012

12-12-06 11:56 AM

2 0 1 20 1 2 2

Thank You Aftermarket for a Great AAPEX!

facebook.com/AAPEXShow

twitter.com/AAPEXShow

AAPEX 2013 Tuesday, Nov. 5 - Thursday, Nov. 7 sands expo Center, Las vegas, Nevada usa

www.aapexshow.com

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12-12-05 7:04 AM

NEW PRODUCTS New Disposable Paint Cup System

Norton, a brand of Saint-Gobain, announces the launch of the TORQ Paint System with SpillGard. Norton TORQ Paint System is manufactured with the company’s proprietary SpillGard technology, comprised of a quick-connect lid, innovative self-sealing valve, and triple seal.

Because all components are disposable, paint technicians bring a completely clean system into the booth every time, eliminating the possibility of contamination. The quick-connect lid is simply and securely locked onto a spray gun with a click technicians can hear and feel. With the innovative self-sealing valve, Norton TORQ Paint System with SpillGard eliminates the need to use plugs for transporting, storing or shaking.

Norton www.nortonautomotive.com Celebrity Welder Jessi Combs Launches Welding Gear Line For Female Metalworkers The Jessi Combs line of welding gear is Lincoln Electric’s latest fusion of style and safety, offering welding apparel tailored – and sized – specifically for women. Combs, a popular television personality and fabricator, is the perfect choice to work with the company to introduce the new line of female personal protection apparel. A skilled welder, she has appeared on such shows as Discovery Channel’s Mythbusters and Overhaulin’. She currently co-hosts All Girls Garage and the new Overhaulin’ on the Velocity Channel. All Jessi Combs products can be found in the new Lincoln Electric Welding Gear Catalog.

The first product in the new female line is the Jessi Combs Viking 1840 Series Amp Angel Auto-Darkening Welding Helmet. The comfortable helmet has subtle graphics and features a 90 x 110 mm cartridge to keep the weight to a minimum. External continuous 9-13 shade control makes it easy to adjust on the fly and continuous sensitivity and delay offer customized responses for every application.

The Jessi Combs Women’s Shadow Welding Jacket, tailored especially for women’s sizing, features a cooling front and back flame-retardant panels. A flip up collar, adjustable snap sleeves and a snap cinch waist keep spatter out, while two horizontal flap pockets secure personal items.

Lincoln Electric www.lincolnelectric.com 32

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New Repair Adhesive Lord Corporation, maker of Fusor Automotive Repair Adhesives, metal and plastic bonding solutions for the automotive collision repair market, recently launched the Fusor 132/133 Sand in 10 Bumper Repair Adhesive. Developed for collision repair professionals, Fusor 132/133 repair adhesive can be used on bumpers, bumper tabs, emblems, door trims, interior and exterior plastic repairs and cosmetic repairs.

With capabilities to be used on all types of plastic (doesn’t require plastic identification), this product sands to a perfect feather edge without roll up in just 10 minutes. With quick sand and clamp times, touch time is reduced.

Lord Corporation www.lord.com Lincoln Electric Launches New Welding Safety Interactive Guide The Lincoln Electric Company’s new Welding Safety Interactive Guide converts Lincoln Electric’s award-winning Welding Safety Interactive DVD into an online format that is easily accessible and viewable on computers, tablets, and mobile phones. Designed to educate arc welders about potential arc welding safety hazards and the safe practices they should follow, the guide offers information on a wide variety of topics, including how to avoid electric shock, prevent fire and explosions, and choose appropriate personal protection equipment. The program’s content is designed to be understood by welders at all experience levels, providing a valuable resource for everyone from welding students to professional welders out on the jobsite.

Lincoln Electric www.lincolnelectric.com Paint Coating Packaging Innovation AkzoNobel Automotive & Aerospace Coatings Americas announces the introduction of click&go—a patent pending “pouch and frame” packaging solution designed for bodyshops, designed to enable the refinish process to become less complex, more efficient, and more sustainable. The North American introduction of click&go will initially be designated for use with Sikkens clearcoat products.

Packages will be offered in multiple sizes with products that provide choices suitable for a variety of application needs. The unique design enables painters to simply open the package to combine the clearcoat and hardener. Once the package is closed and given a quick shake it is immediately ready to be secured on the paint gun.

AkzoNobel www.AkzoNobel.com JOBBER NEWS / DECEMBER 2012

12-12-06 10:42 AM

Popular Hobart Handler 140 Wire Feed Welder Receives Upgrades

Hobart Welding Products announced that it has added several new upgrades to its popular Hobart Handler 140 wire feed welder. The upgraded welder now features an industrial cast aluminum wire drive system that provides durable, consistent wire feeding performance, along with a new five-position voltage control selector that increases arc control and a thermal protection indicator light that alerts the user if the welder is becoming overheated. A heavy-duty 200-amp work clamp rounds out the upgrades.

The work clamp features a rugged, plasticdipped handle to improve the user’s grip and a wide opening for attaching to thick materials.

Hobart Welding Products www.hobartwelders.com Four-Stage Filtration From Your Air Compressor

Cleaning, drying, and heating the atomizing air from your existing compressed air source can be accomplished with The Solution by Martech Services Company. The four-stage filtration is outfitted with an automatic moisture discharger.

Then the clean air is further filtered to remove moisture content for super dry air. A controller, with digital outputs, allows user to set the temperature of the atomizing up to 165 degrees F. The Solution is shipped complete with a 3/8” x 35” foot spray air hose. It is easy to use, simple to install, and affordable to maintain. The Solution works well with both waterborne and solventbased paint systems.

Martech Services Company www.breathingsystems.com JOBBER NEWS / DECEMBER 2012

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Measuring Gauge Module for Inclination Changes Autorobot Finland has developed a new additional module for the EzCalipre 2/3D measuring gauge called Autorobot Tracker, for tracking the inclination changes of the vehicle during the measuring process. Autorobot Tracker uses also wireless WLAN technique to communicate with the measuring computer and reports all the changes in vehicle inclination after EzCalipre has been calibrated to the vehicle. If inclination of the vehicle is changed, measuring software will change the calibration of the EzCalipre accordingly. With Autorobot Tracker unit it is possible to measure the whole vehicle including body, chassis and side structures using the same calibration of the EzCalipre tram gauge.

Autorobot Finland www.autorobotfinland.com On-Line Calendar and Scheduling Platform Summit Software and Marketing Solutions has introduced CalCentral, a universal calendaring and scheduling platform. This new calendaring and scheduling solution is designed to connect all participants in the claims and repair process.

According to Summit, CalCentral will allow consumers, shops, insurers, agents and other industry participants to view, share and manage appointments, deliveries, services and communications from a single, integrated platform.

Summit Software Solutions Summitsoftwaresolutions.com Hobart Welding Products Introduces New Online Product Selector Hobart Welding Products has launched its new EZ Selector, an easy-to-use, web-based tool that allows consumers visiting Hobartwelders.com to select the best Hobart equipment solution for their welding or cutting needs. Simple search criteria prompts users to select their material thickness and available input power, for example, and receive quick, accurate product recommendations. Visitors can obtain more detailed information about the recommended products with just a click of a button, and will also receive to up to two alternative product recommendations. Hobart makes it “EZ” to find the right product for most welding or cutting projects.

The EZ Selector is even compatible with Smartphones.

Hobart Welding Products www.hobartwelders. com/products/selector

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12-12-06 10:44 AM

For the Counterperson

December 2012

Knowledge Building:

Reman Opens The Door On Electronic And

Mechatronic Component Sales R

emanufacturing has long been an eco-innovation driver, with benefits on both the economic and environmental fronts. The recent expansion into automotive electronics and mechatronics is opening the door wide for jobbers to sell an assortment of reman components. Computer controls are now used to operate vehicle engine and power train management systems, and assist driving, steering, braking, suspension, and many other safety and comfort functions.

The strongest driving force in the automotive marketplace is that consumer and remanufacturing technology matters to the consumer – with half of the $86 billion aftermarket going to the doit-yourself market, which is pricesensitive. Plus, consumer research indicates a rising awareness towards protecting the planet, particularly if consumers can save money in the process. Remanufacturing offers opportunities on both these fronts.

Given these facts, remanufacturing answers many of the most interesting economic, environmental, and employment challenges of the present day. From a global perspective, North America is the largest market, followed

by Europe. In North America, remanufacturing has been around since the 1940s. Today the market is mature and remanufactured products have established a dominant position against new, used, or repaired products.

Savvy jobbers can capitalize on the growing electronic and mechatronic reman market by understanding the differences in the quality of supplied remanufactured components, and by looking ahead and identifying new sales channels. “Quality levels are determined by the amount of effort the remanufacturer invests into the development of their product.

This not only includes up-front engineering work to determine

what specifications a functioning unit should meet, but also having a standard way of implementing those specifications on a repeatable basis. The manufacturing team also needs to be held accountable to follow the repeatable processes developed by the implementation team,� explains Steve Eichmann, head electronics engineer for Cardone Industries.

Continued on page 36

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12-12-06 11:29 AM

JOBBER OF

THE YEAR AWARD

Named after the founders of Jobber News Magazine, E.J. & A.E. Wadham Memorial Award recipients are a who’s who of the best in the Canadian automotive aftermarket, representing aftermarket auto parts wholesalers from across Canada, from businesses large and small, and of all affiliations.

Since 1984, the award has recognized those who epitomize the values of the automotive aftermarket through business excellence, community service, and industry contributions.

NOMINATE SOMEONE TODAY!

YOUR NAME:_________________________________ YOUR COMPANY NAME:____________________________________________ YOUR COMPANY ADDRESS:_____________________________________________PHONE NUMBER:(____) ____________________ I NOMINATE_________________________________________ WHO OWNS______________________________________________ AND IS LOCATED AT THE FOLLOWING ADDRESS:____________________________________________________________________ BUSINESS PHONE:(____)_________________________ HE/SHE HAS BEEN IN BUSINESS FOR APPROXIMATELY___________YEARS AND I NOMINATE THIS PERSON FOR THE FOLLOWING REASONS: (attach a separate sheet if necessary) BUSINESS SUCCESS: ___________________________________________________________________________________________ ____________________________________________________________________________________________________________ ____________________________________________________________________________________________________________ INDUSTRY INVOLVEMENT: ____________________________________________________________________________________________________________ ___________________________________________________________________________________________________________ COMMUNITY SERVICE: _________________________________________________________________________________________ ____________________________________________________________________________________________________________ ___________________________________________________________________________________________________________

(Your Signature) _________________________________

(Date) ____________________________________________

a l s o o n l i n e a t w w w. a u to s e r v i c ewo rl d . c o m

Continued from page 34

information from the vehicle. The odometer, VIN, and vehicle Jobbers should be aware that some remanufacturers may only be concerned with the appearance of the unit. Some out- options are a few types of information stored in the vehicle. If fits may just resell items from the junkyard, taking a chance on the remanufacturer does not have a process for removing this unit functionality. Others may offer partial functional testing, personalized information from a core, the new user will have with LEDs for loads rather than actual or comparable loads problems. If the remanufacturer can’t clearly explain the process for installing the customer’s information, this can also lead from the vehicle.

“It’s moving in the right direction, but there is still a signif- to problems for the new user.

The electronics segment is very important moving foricant quality risk. Many of today’s Electronic Control Units (ECUs) are equipped with current-sensitive output devices. ward. Automotive electronics continue to expand at a rapid pace. Virtually all of today’s vehicles have a powertrain conThe ECU can set Diagnostic Trouble Codes (DTCs) if the incorrect load is applied. The best approach is to use loads trol management system comprised of several key electronic with the same resistance and inductance as the load on the modules. Body Control Modules and Electronic Throttle vehicle, or use the actual loads. This approach insures that the Bodies applications continue to expand as well, and electronics ECU is capable of actuating the load on the vehicle, but does are expanding into traditional mechanical parts like steering and braking. Also, the navigation and infotainment markets not overstress the ECU output device,” adds Eichmann.

Another area of concern would be how the remanufacturer continue to grow, as consumers grow more dependent on performs repairs. Are they proactive about repairing known Internet-enabled devices.

The best opportunity for jobbers exists in customer educafailure modes, even before diagnostic testing? What kind of solder training do the technicians receive? Is there a systematic tion. There is more to removing and installing an ECU than approach to repairing units for all the technicians to follow, or just three bolts and three connectors. Special diagnostic tools and website subscriptions are required to perform ECU instalare individual technicians making their own repair decisions?

What about components? Are repairs made with auto- lation procedures. Jobbers need to be aware of the additional motive-grade components or with general-purpose com- equipment and steps required for installation. Educating your ponents? Using general-purpose components will decrease customers on this market and keeping up to date on the latest remanufactured offerings will ensure steady sales growth for the operating life of the ECU, as they are not rated for the this sector. same temperature as automotive grade components. Are the replacement output components capable of handling the amount of current required by the load?

What kind of support does the remanufacturer offer on their products?

“Although today’s ECUs are relatively simple to physically remove and install from the vehicle, the challenge is in the echatronics is the combination of a mechanical component with an initialization process, to match the ECU electrical actuator that is electronically controlled. The word “mechato the vehicle. Familiarity with the reprotronics” is a combination of the words mechanics and electronics. Basically, gramming process, setting up vehicle options, and re-initializing vehicle antia mechatronic unit is also a control system that, in automotive applications, theft systems are crucial functions that is often a part of an entire vehicle’s interconnected network. One of the first remanufacturers must be able to undermechatronic automotive components that found its way into remanufacturing stand and communicate clearly to their customer base,” advises Eichmann. is electrical power steering. During driving, power steering components are Jobbers risk a loss of customer satisfacconstantly actuated and therefore the need to service or replace often becomes tion and potential future sales when using necessary. This makes these components very attractive to the remanufacelectronic remanufactured parts from questionable sources. The unit may simply not turing business. The major Tier-One manufacturers of these components inwork right out of the box, or it may fail preclude ZF, Bosch, TRW, NSK, and Koyo. These companies have all designed maturely. There is always the possibility of a different systems for different vehicles that have been in production for a fit issue, whether from mounting locations or harnesses not latching properly on the number of years now. connector. It is also possible for the ECU to ABS is a mechatronic braking system that has existed for years, but not cause more damage to the vehicle. many remanufacturers are interested in this component because the number “Aggressive consolidation of ECU calibrations can also cause customer satisfaction of service incidents are so low. However, issues. Some remanufacturers have conthe recent introduction of a combined hysolidated Exhaust Gas Recirculation (EGR) draulic/electrical brake caliper that is also and non-EGR calibrations. The customer could (and has) installed the EGR calibraa parking brake is of high interest to retion ECU for a non-EGR vehicle. When manufacturers. Calipers are a component the ECU runs the EGR and the EGR does that is typically highly stressed, and the not respond (because it is not there), the DTC for the EGR will set. This results in a frequent service and repair that they refrustrated mechanic as he tries to replace an quire makes them an important mechaEGR valve that the vehicle does not have,” tronic component for remanufacturing. explains Eichmann.

Many of today’s ECUs have their own personality – meaning they store custom

M

What is Mechatronics?

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12-12-06 11:29 AM

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

AUTOMOTIVE ELECTRONICS Allan’s Automotive Electronics Ltd.

www.allansautomotive.com Phone: 780-469-8060 Your Automotive Test Equipment Repair Specialist Tool Sales and Service.

We provide service and warranty for most makes of automotive test equipment.

AUTOMOTIVE PARTS & ACCESSORIES Aisin World Corp. of America, Inc. (AWA), a leading Tier One automotive components supplier and one of the world’s largest manufacturers of aftermarket parts. AISIN’s original equipment technology and know-how is used to ensure product quality and reliability.

To learn more about our products, request a catalogue today. www.aisinaftermarket.com Goodyear Engineered Products www.goodyearep.com/aftermarket www.goodyearbeltsandhose.com The officially licensed belt of NASCAR. Gatorback, the quiet belt. You can never replace Goodyear quality.

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”

AUTOMOTIVE RECYCLERS Carcone’s Auto Recycling and Wheel Refinishing www.carcone.com With over 32 years of experience Carcone’s Auto Recycling & Wheel Refinishing is your one stop for quality recycled products and wheel refinishing needs. Call today at 1-800-263-2022 or visit us on line at www.carcone.com Standard Auto Wreckers View Our Online Inventory @ www. standardautowreckers. com or call 416-286-8686.

Experienced Shipping Department to Ensure Parts Arrive Safely.

BUSINESS MANAGEMENT SERVICES

HAND CLEANERS

p37 december INTERNET.indd 37

TOOLS & EQUIPMENT AIR LIQUIDE CANADA INC. www.airliquide.ca Your one-stop shop for all your industrial gases and welding supplies.

WAREHOUSE DISTRIBUTORS & BUYING GROUPS

Kerr Machine Shop Group Inc.

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.

Page #

AAPEX (Automotive Aftermarket Products Expo, www.aapexshow.com) . . . . . . . . . . . . . . . . . . . . . . 31 ACDelco Canada (www.acdelcocanada.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 AIA Canada (www.aiacanada.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Epicor Software Corporation (www.epicor.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Federal-Mogul Corp. (www.federalmogul.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 G.E. Lighting (www.gelighting.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 (IFC) Jobber News Jobber of the Year Nomination Form (www.autoserviceworld.com/awards/jobber) . . . . . 35 Mevotech Inc.(www.mevotech.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39 (IBC) Modern Sales Cooperative (www.modernsales.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Pico of Canada Ltd. (www.picocanada.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Proforce Automotive (www.proforceautomotive.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Promax Auto Parts Depot (www.autopartsdepot.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Schaeffler Group USA Inc. (www.Schaeffler-Aftermarket.us) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Spectra Premium Industries (www.spectrapremium.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Specialty Sales and Marketing (www.specialtysales.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 The E.R.I. Group (www.theerigroup.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 UCI-FRAM Group (www.framgrp.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 (OBC) Veyance Technologies (Goodyear Engineered Products, www.goodyearep.com) . . . . . . . . . . . . . . . 24 Wakefield Canada (www.wakefieldcanada.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 W-D 40 Company (www.wd40.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Zurawel Patton Sample (www.zps.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 JOBBER NEWS / DECEMBER 2012

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Marketplace

Buy. Sell. Employ.

Search.

Jobber News Marketplace Classifieds Reach Key Aftermarket Players.

Across Canada.

Every month.

From less than $150 a month.

For more info, contact the publisher at aross@jobbernews.com or call toll free from Canada 1-800-268-7742 ext. 6763, or from the U.S. 1-800-387-0273 ext. 6763.

37

12-12-06 11:57 AM

Editorial Comment A WARM OUTLOOK FOR A COLD WINTER

I

t might take a robust set of booster cables to jump-start the optimism of business owners who are still waiting to see evidence of the economic recovery, but the fact is that every indicator is pointing upward for the coming months and years for the aftermarket.

The just-released Automotive Industries Association of Canada’s Outlook Study is certainly among the attention-getters: “The overall size of the aftermarket is expected to increase by 3.5% annually, from $19.4 billion in 2011 to $22.2 billion in 2015. On the other hand, the rate of growth for installed labour is anticipated to reach 4.2% annually, partly due to anticipated shortage of skilled labour over the upcoming years,” say DesRosiers Automotive Consultants, authors of the study.

Those are pretty solid numbers. And, looking deeper, there’s even more good news down the road.

“Due to heightened levels of new vehicle sales from 1997 to 2008 and improved vehicle reliability, the proportion of vehicles in the 6-7-, 8-11- and 12-14-year-old age segments has grown tremendously. The growing size of the number of vehicles in these prime maintenance years will translate to a larger potential market size for the aftermarket industry over the next several years.”

The expected rise in vehicles in the installed aftermarket’s “sweet spot,” seven to 11 years old, won’t go unnoticed by aftermarket professionals. But demographics aside, there is another forecast that can be expected to generate some real returns in the near future.

Enter a recent letter by BB&T Capital Markets, which provides ratings and analysis for stocks. It offered its overall assessment of the 2013 U.S. market.

“With recent temperatures trending below seasonal averages, we appear to be kicking off what could be a much colder winter than last year’s record-breaking warm season. In conjunction with expected increases in Q4 miles driven due to declining fuel prices and higher forecasted holiday travel, we believe early ’13 aftermarket demand is positioned for a rebound in increased failure rates and seasonal product demand.”

The analysis went on to say that it expects the upswing to be regional, as those areas that have been doing well all along, the southeastern regions and west-coast U.S., won’t see the rebound expected in areas that have endured softer market conditions.

I hesitate to guarantee that we’re going to be socked in this winter, but I will suggest that you be at least prepared if (or when) bad weather arrives.

I can certainly understand the tendency to keep inventories lean, especially as the year winds down, but too often over the years I have heard tales of jobbers coming up short and missing key opportunities.

And you can miss big. The fact of having pent-up demand that was not unlocked by a mild winter last year – and a not-so-hot-summer for many this year – is that many systems are on the verge of failure. And when that car ends up in the bay, the jobber, or the dealer, that can provide the parts right away wins big. Everyone else will be left wanting – probably forever, as far as that specific vehicle is concerned.

On any given vehicle, you get one or possibly two chances at an alternator replacement.

One chance at a heater core. Maybe two chances at a battery. Maybe one chance or two for hoses. The same for suspension parts and many other categories.

Once they’re replaced this winter, you and your customers may never see that car again.

Make sure you don’t miss out.—Andrew Ross, Publisher and Editor

NEXT MONTH

Driveline and Undercar Tech headline our 2013 kickoff issue. Plus, Starting and Charging market info, and Engine Rebuilding Tips.

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BEST WISHES AND A SPECIAL THANK YOU A special thank you from all of us to the many industry professionals who have made what we do at Jobber News possible: Those whose names and wisdom have appeared in articles, those whose advertising decisions have kept our printing presses and Web presence rolling, and others who have simply taken the time to offer us their knowledge and perspectives on the industry that keeps us informed.

Thank you, and here’s wishing everyone a safe and happy holiday season and a great year ahead.

JOBBER NEWS / DECEMBER 2012

12-12-06 11:57 AM

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Harness the selling power of the number one oil filter brand in North America and the #1 preferred oil filter brand in the DIFM channel* with the FRAM Advantage Program. Get exclusive access to the latest technological information and training videos. Not only will your customers be better off, your business will be too. Take advantage of the FRAM Advantage.

Visit framadvantage.com for more details. *Source: Proprietary Study by Harris Interactive, Sept. 2008 Š 2012 Fram Group Operations LLC

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12-11-26 9:55 AM