Jobber News April + May 2019

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MAY 2019

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MACEWEN PETROLEUM INC 18 Adelaide St. Maxville ON K0C 1T0 Toll Free: 1 (800) 267-7175 macewen.ca

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2019-03-13 10:25 AM 2019-04-17 1:14 PM

Jobber News

contents | may 2019 » vol. 87 no. 02

Serving the Automotive Aftermarket Since 1931

COVER STORY

news

Jason Best, incoming AIA chairman The Automotive Industries Association of Canada’s incoming chairman wants more voices at the table as the automotive aftermarket navigates the future. That’s why Jason Best is excited about the new service provider program the association rolled out. Their input can help find solutions to issues facing the industry.

6

16

Vehicle Technology & Innovation What’s the key threat to connected cars? What popular consumer tech can apply to the aftermarket?

Explore these hot button topics in our special report.

12

10

9

Lordco’s show

10

AIA lobbies

33

Vision’s focus

AIA Canada visited the Ontario and federal governments to advocate for the industry recently. Topics like telematics and right to repair were discussed.

Rapid growth BIZ TECH REPORT

Familiar faces

B.C. auto parts retailer Lordco held its annual two-day tradeshow in Vancouver. As usual, thousands of people packed the Pacific Coliseum to attend.

ELECTRIC VEHICLES |

Consumers are warming up to electric vehicles and sales are expected to follow suit. Might this be the start of a new era? If so, the aftermarket needs to pick up the pace when it comes to learning about new drivetrain technologies.

16

8

Linda Donnini and Sean Corcelli, a pair of aftermarket veterans, have joined AIA Canada in senior leadership roles.

9

SPECIAL REPORT |

Trico grows

Trico swung a number of major deals. The company agreed to buy Fram Group in February, one month after acquiring ASC Industries and Airtex. It capped off the spring with a deal to buy Anco Wiper Blades from Tenneco.

in this issue

25-32

6

12

Suppliers gathered in Detroit for the AASA’s Vision conference where issues like the ‘new retail’ and the evolving consumer channel were hot topics. Check out photos from the event and find stories on our website.

AUTONOMOUS VEHICLES |

Connecting the dots The path to an autonomous vehicle future is being paved. But connecting existing infrastructure and technology with demand is a challenge. But it’s not insurmountable. Many are investing in solutions.

16

columns

34

5 Leading off

WHEELS |

So much confusion Many technicians are confused when it comes to programming and relearning TPMS sensors to vehicles.

They’re confused by terminology, first and foremost.

Jobber can help them understand the difference.

11 Business Management

33 Cover image: Adam Malik

Twitter: @JobberNews |

JOBBER NEWS / MAY 2019 | www.autoserviceworld.com

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Investment blueprint

39 New products

The latest offerings

46 Stock in Trade

|

Industry makeover

Helping your customers

www.facebook.com/JobberNews

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2019-04-16 9:50 PM

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leading off |

Jobber News

with adam malik, editor » adam@newcom.ca

FOUNDED 1931

Jobber News is Canada’s longest-established publication serving the distribution segment of the Canadian automotive aftermarket.

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

Editor | Adam Malik (416) 510-6763 E-Mail: adam@newcom.ca Contributing Writers | Bob Greenwood, Allan Janssen Art Director | Barbara Burrows Editorial Director | Allan Janssen, (416) 614-5814 E-Mail: allan@newcom.ca Director of Business Development | Peter Bulmer, (416) 605-5346 E-Mail: peterb@newcom.ca Quebec & Eastern Canada Sales Director | Denis Arsenault, (514) 947-7228 E-Mail: denis@newcom.ca Advertising Production Manager, Print/Digital | Alicia Lerma (416) 510-6845 E-Mail: alicia@newcom.ca Circulation Manager | Lilianna Kantor, (416) 614-5815 E-Mail: lily@newcom.ca

Jobber News is published by Newcom Media Inc. 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. 40063170 “Return Postage Guaranteed” Send change of address notices, undeliverable copies and subscription orders to: Circulation Dept., Jobber News, 5353 Dundas Street West, Suite 400, Toronto, ON M9B 6H8 Jobber News Magazine (ISSN#0021-7050) is published six times per year by Newcom Media Inc., 5353 Dundas Street West, Suite 400, Toronto, ON M9B 6H8 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.

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TIME FOR AN INDUSTRY MAKEOVER

JOBBER NEWS / MAY 2019 | www.autoserviceworld.com

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S

eeing the way the general public looks down on the automotive aftermarket is probably nothing new for many of you, but it still surprises me after being here for more than two years.

A friend recently told me her teenaged son loves cars and is thinking about becoming a technician – but made a face as she said this. She obviously didn’t think it was a good career choice, saying she hoped he would “do more.”

I, of course, defended the profession, saying it requires a lot more skill and insight than people think. In fact, Clearly, there’s tomorrow’s technician will need a lot more diagnostic ability an image with electric vehicles expected to be far more common. problem Today’s repair shops are already searching high and low for to contend capable employees. That’s only going to get harder. with. There’s Still, I got where she was coming from. I was like her before nothing I got involved with the aftermarket. I dreaded having to take sexy about my car to the shop. Sure, I might need just an oil change, changing your but what else would they find? I’d have Seinfeld’s George brakes. Costanza playing in my head, fearing that a new ‘Johnson rod’ would be needed. Of course, there is no such thing, but what does the average customer know?

“Oh, a Johnson rod. Yeah, well, you better put one of those on,” Costanza imagines the unwitting customer saying.

The stereotype of the crooked mechanic has probably been around since the Model T first rolled off the assembly line. Times have changed but perceptions have moved only slightly. Seinfeld is just one example of where stereotypes are perpetuated.

My attitude has swung dramatically. I now see the value in regular and preventive maintenance. I make sure my oil change is performed on time, that my wipers are changed regularly and that quality parts are used. My respect for technicians has grown.

Clearly, there’s an image problem to contend with. There’s nothing sexy about changing your brakes. As incoming AIA Canada chairman Jason Best put it, no one wakes up excited to get their car repaired.

The industry needs a makeover. Take notes from the accounting industry, which faced similar stereotypes of being crooked and expensive, not to mention boring.

There were two wars they needed to fight: talent and public image.

The national body embarked on a new marketing campaign. You may have seen the commercials on TV – changing the music industry, brokering major business deal, running businesses and the like. Sure, they do your taxes, but that’s just a small part.

Even when they do, you’re not sitting in a dingy room watching them work.

It paid off. The profession is growing on both intended fronts – membership is swelling and people trust them more. It’s a formula the aftermarket can replicate – especially by showcasing all the cool technology available.

While consumers still won’t be excited to visit a shop or jobber – just like you’re not excited about doing your taxes – they can at least better appreciate what you do.

And maybe they’ll give some thought to working in one. n JN 5

2019-04-16 9:50 PM

Bestbuy expands in Quebec

TRICO ACQUIRES FRAM GROUP, ANCO WIPERS

Bestbuy Distributors has added a new store in Quebec.

Trico Group was wheeling and dealing to start the year.

The company, known for its wiper blades, fuel systems and lift supports made three separate acquisitions to expand its offerings.

In January, Trico bought ASC Industries and Airtex Products for $75 million. The company then expanded its portfolio by acquiring Fram Group. The deal, reported to be worth $310 million, includes Fram filters and the Autolite spark plugs brands.

On March 1, the company bought Anco Wiper Blades from Tenneco. Terms of that deal were not disclosed.

The Fram deal was met with some scrutiny. Financial analyst company Moody’s reported the deal will be funded through loans that the agency finds risky because Trico is taking on “significant” debt and doesn’t see filters as a growth category.

“While the company is taking definitive steps to increase scale and diversify its portfolio with three acquisitions, doing so in a relatively short time frame is credit negative because it exacerbates execution and integration risk,” said Moody’s analyst Inna Bodeck. “In addition, Trico is funding the acquisition of Fram with a significant amount of debt and acquiring a business whose product category is stable at best as the life cycle of oil filters continues to lengthen and persistent price pressure from a customer base with significant scale weakens margins.”

Mes Pieces Autoparts has joined the family of Bestbuy shareholders. The store in Gatineau, Que., was opened in December 2013 and is owned by business partners Eric Picard and Marc Meunier Mes Pieces specializes in consumer vehicles as well as commercial, industrial and agricultural. They offer mechanical and bodywork parts in addition to paint, grease and oil.

With three delivery drivers on hand, the company serves the Gatineau area and is already thinking about expansion.

“Bestbuy continues to be highly focused on growing our network of independent automotive jobbers, and we are very pleased to welcome Mes Pieces Autoparts to Bestbuy,” Andy Murphy, vice president sales and marketing, said in an announcement. nJN

In its quarterly earnings report, Tenneco said the decision to sell was part of rebalancing the portfolio of Driv, it’s new aftermarket parts and OE ride performance company spun off from Tenneco’s acquisition of Federal-Mogul. Anco was under the Federal-Mogul banner.

Tenneco saw wipers as tangential to its core operations, co-CEO Brian Kessler said during a conference call in mid-March to discuss its quarterly results.

“The wipers product category represented a very small portion of our portfolio and the sale of this business will help strengthen our focus on our core product offerings related to chassis and suspension systems, and engine and powertrain aftermarket,” he said. nJN

Photo: sorbetto, iStockphoto.com

over the counter |

NAPA PICKS GROTE AS TOP SUPPLIER Grote Canada is now a three-time winner of NAPA’s top supplier recognition.

UAP announced that the lighting supplier was the unanimous pick in all of NAPA’s regions across the country to win the 2018 Supplier Excellence Award, saying the company met all of NAPA’s measurements and expectations.

“Grote earned this prestigious recognition by meeting consistently high levels of service and performance in support of a record-setting sales growth year,” said Tom Hunt, NAPA Canada’s vice president of product development.

But that wasn’t the end of Grote’s accolades. The company was named part of Club 95 for the year, given to suppliers that deliver a fill rate of 95 per cent or more.

“Since Club 95 was first introduced 21 years ago, only one supplier has hit 20 or more awards and that is Grote Canada,” Hunt said.

“We are honoured to be not only recognized for the Supplier Excellence Award, but also for the importance of our partnership that goes back 35 years,” said Brad Morris, General Manager, Grote Canada. “The entire Grote team is extremely proud to work with NAPA Auto Parts and to be a supplier of choice.” nJN 6

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www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-16 9:56 PM

FOUNDATION GIVES A LIFT TO LOCAL HIGH SCHOOL high school automotive program is in desperate need of new tools and has a lift that doesn’t work.

But thanks to the Ed Coates Memorial Foundation, Pitt Meadows Secondary School – less than 15 minutes west of Maple Ridge, B.C. – received $25,000 in tools, welding machines, spray guns and a new hoist, and is now able to showcase opportunities in the auto repair industry.

Steve Wiebe, principal of Youth Train in Trades and Work in Trades programs, thanked the foundation for its support.

“They have gone above and beyond with their donations of high-quality tools and equipment to all of our secondary schools,” he said, adding that the donations “have enhanced these programs immeasurably.”

The foundation was started by the family of Ed Coates, Lordco’s co-founder, after his sudden death in 2014 in order to carry on his legacy through supporting local communities. nJN

GILBERT FAMILY EXPANDS, REBRANDS IN B.C. British Columbia’s jobber community in the Okanogan Valley looks a little different.

The Gilbert family acquired a pair of locations in the region from West-Can Auto Parts on April 1.

That takes them to three auto parts stores and two industrial locations.

As a result, Trevor Gilbert, who owns the business with his wife Sherryl and sons Tage and Tyce, announced that the company has restructured into two corporations serving the automotive and industrial sectors separately.

Its three auto parts stores – located in Vernon, Kamloops and Merritt – will be renamed Bumper to Bumper while the two industrial locations in Vernon and Kamloops will be Gilbert Supply Co. West-Can in Kamloops and Merrit was owned by Ron Jhaj. Both West-Can and the Gilbert family are members of Uni-Select.

“The Gilbert family is very excited to add these stores to our group,” Gilbert said. “We would like to thank Ron for this hard work over the years and we are looking forward to the future with the current staff, suppliers and customers.” nJN

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Students can only learn so much when their

Time to focus on FEAD! INA sets new repair benchmark.

Perfectly tailored to each respective vehicle, the INA Front End Accessory Drive KIT contains everything you need for a sustainable repair.

Nothing more, but nothing less.

Further information: www.repxpert.ca JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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over the counter | INDUSTRY VETS JOIN AIA CANADA Familiar faces have

joined the Automotive Industries Association of Canada.

Linda Donnini and Sean Corcelli were recently appointed to senior positions with the association.

After spending 15 between NAPA Auto Linda Donnini Parts and Uni-Select, Donnini is now vicepresident, member relations while Corcelli will lead the Alberta division as its executive director.

“Being passionate about the automotive aftermarket, I am excited to be joining such a dynamic team to represent all the players in this important market in Canada,” Donnini said. “I look forward to working with all stakeholders involved to ensure continuous

engagement and value.”

In 2012, she was named the Young Leader of the Year Award winner from the Young Executive Society (now called Young Professionals in the Aftermarket).

Corcelli has a long Sean Corceli history with the AIA, serving on the board of directors from 2000-2003, including as its chairman in 2002.

“My objective as executive director, Alberta division shall be to support our very able northern and southern division volunteers,” Corcelli said. “I hope to play an integral role in the formation of the Automotive Service Associate Program (ASAP) within AIA Canada.”

Corcelli has been in the aftermarket

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since 1980 when he joined Acklands.

He moved to Uni-Select following its acquisition of the Bumper to Bumper brand from Acklands-Grainger in 2002 before retiring as its regional vice president, Prairies division in 2017. That same year, the AIA recognized him with the Distinguished Service Award.

“Both Linda and Sean will bring years of industry experience to AIA Canada,” said Jean-François Champagne, AIA Canada’s president. “They come with an already well developed network of contacts and partnerships within the aftermarket. They know the game and they know the players. They will be invaluable assets to the association and its members.”nJN

GROUPS FIGHT BACK AGAINST LAW TARGETING AFTERMARKET PARTS A proposed law to discourage the sale of aftermarket parts is facing backlash from industry association groups.

A recently proposed bill in Nevada calls on insurers to not use aftermarket parts when repairing physical damage to a motor vehicle that is less than five years old.

Should the law go into effect, the damage to the aftermarket industry would be severe, said the Motor & Equipment Manufacturers Association in a letter to Nevada lawmakers on behalf of its Automotive Aftermarket Suppliers Association division. The letter was included as part of testimony on the legislation in March.

“If this bill passes, consumers will be faced with higher repair costs and fewer repair choices, and supplier manufacturing jobs would suffer due to less demand for aftermarket products,” the letter said, highlighting the fact that the light vehicle aftermarket is worth $246.7 billion. “There is also a significant ‘do-it-yourself’ market, which comprises individuals who perform their own vehicle repair and maintenance.”

If passed, the bill would be effective Jan. 1, 2020. n JN

www.autoserviceworld.com | JOBBER NEWS / MAY 2019 4/5/19 1:38 PM

2019-04-17 1:20 PM

on the road with Lordco 29th Annual Tradeshow

April 1-2, 2019 Vancouver, British Columbia Canada’s largest tradeshow was another hit. Around 15,000 people took part in Lordco Auto Parts’ annual show, now in its 29th year.

Held at the Pacific oliseum, the two-day event drew crowds from all over the province to speak with vendors, place orders and take a peek at the latest and greatest innovations from suppliers covering 11 of Lordco’s divisions, including automotive, high performance, truck accessories, paint and body, and engine parts. Next door at the PNE Agrodome, visitors could check out tools, storage carts, lifts and more.

Find more photos at AutoServiceWorld.com/gallery JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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over the counter | AIA LOBBIES FEDERAL, ONTARIO GOVERNMENTS Automotive aftermarket collision and repair members got their change to raise issues with leaders in Ontario’s government as well as those in Ottawa.

The Automotive Industries Association of Canada was on Queen’s Park in late February for its 2019 Ontario Advocacy Day. The event focused on exposing the industry to the Conservative government. They raised issues around the industry’s importance and challenges such as the future of vehicle connectivity and telematics, right to repair, and education and workforce development.

“Taking the automotive aftermarket’s message directly to politicians and policy makers through events like this is a vital part of AIA Canada’s mission,” said Jean-François Champagne, AIA Canada’s president. “The day was a resounding success.

Especially well received was the messaging on access to vehicle data, since it touches on multiple issues such as jobs, consumer choice, innovation, and a fair and competitive marketplace.”

Then it was off to Ottawa where members met with members of the federal government on Parliament Hill to discuss key issues vital to the automotive aftermarket.

AIA spoke with automotive caucus vice chair and Liberal MP for Cambridge Bryan May, and Conservative transport critic Kelly Block, MP for Carlton Trail-Eagle Creek, on topics including telematics and right to repair. nJN

(above photo) AIA members met with members of Ontario’s government as part of the association’s advocacy day. (left photo) During meetings in Ottawa, members met with federal representatives. From left, Carey Browning of Part Source and Canadian Tire; MP Brian May; Ryan Bruno, of CSNCollision Centers; and AIA president J.F. Champagne.

Vast-Auto, L’entrepôt pièces d’autos join forces

UNI-SELECT INSTALLS NEW BOARD MEMBER, LEADER FOR PARTS ALLIANCE

Vast-Auto Distribution has struck a deal with L’entrepôt pièces d’autos to form a joint venture partnership.

The agreement was expected to close May 1. It will see a new business created to serve Montreal’s north shore. The companies said the new partnership will focus on customer service and finding new ways to grow market share.

“This partnership ties very well into our strategic plan and supports our commitment to improve our services to professional installers through our parts stores. We will also be relying heavily on our channel partners to help us through the transition,” said Mauro Cifelli, president and CEO of Groupe Del Vasto.

“This strategic partnership will position us to deliver on our commitment to service, through broad assortments, depth of inventory, latest technology, rapid delivery and competitive pricing,” said Marc Lafleur, a co-owner of L’entrepôt pièces d’autos.

Four locations – L’entrepôt pièces d’autos Sainte-Thérèse, Auto Value Sainte-Thérèse, Auto Value Blainville and Auto Value Prévost – will operate as a combined business unit under the Auto Value brand. nJN

Changes are happening

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at Uni-Select as the company has added a new member to it board of directors, while naming a new head in its U.K. business.

Pierre Raymond is the newest member of the board and Neil Croxson will replace the retiring Neil Croxson Peter Sephton to be the new president and chief operating officer of The Parts Alliance.

A lawyer and former chairman of business law firm Stikeman Elliot from 2006-2012, Raymond’s background includes public and private mergers, acquisitions and securities.

His addition brings Uni-Select’s board up to 10 members. The company has undergone a board renewal process with half of its members joining since May 2017.

“As we progress with the strategic alternatives review, Pierre’s extensive depth of experience in advising public companies will complement our board expertise and bring an additional insightful perspective to our strategy,” said Michelle Cormier, board chairwoman.

Croxson, meanwhile, served as chief financial officer of The Parts Alliance since he joined in 2015. He will work closely with Sephton during a three-month transition period.

“I wish to thank Peter for building The Parts Alliance into a formidable force and market leader in the U.K. auto parts distribution industry and help us grow the business further after Uni-Select acquired it in 2017. We are glad that Peter will continue to work with us as a special advisor and represent our interests in associated trade bodies, such as Nexus International,” said André Courville, interim president and CEO of Uni-Select, in an announcement.

Sephton thanked his colleagues and wished Croxson the best in a statement.

“I am honoured to be taking on this new role,” Croxson said. “We had an excellent performance during our first full year under the Uni-Select umbrella, and under Peter’s leadership, we implemented strong foundations to enable us to capture future market opportunities. I look forward to building on this momentum.”

An interim CFO will be named to serve in the role until a permanent replacement is found.

www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-16 9:57 PM

business management |

THE BLUEPRINT FOR INVESTMENT

J

obbers can help their clients more than they may think when it comes to a shop being properly stocked.

The problem, however, is that most shops don’t stock. There are unrealized benefits: eliminating wait times for deliveries, more on-hand products for quick sales, better customer service and a better image because a professionally-displayed shop looks great.

As a jobber, you can help your customers make this happen. Here are four ways to help.

1

Need: Does the shop need the item? In your

mind, your client needs everything you carry.

Not so. Evaluate: Are there other lines that cover the same need for the shop? Is the item being recommended to customers? Do enough clients need this item? Will the shop lose any clients if they don’t carry the item?

2

Facility: Does the shop have the space to

stock, display and install the item? Many were not designed to carry inventory. Consider the following: Is display space available or would it be more profitable for the shop to display a faster moving item of the same line? Is adequate back-up storage space available? Is the shop willing to assign space to store the item? If space is restrictive, is it possible to purchase a trailer, put it behind the shop and attach an alarm system to it for adding stocking capacity? Don’t necessarily blame the shop owner for not stocking if the facility is not conducive to do so.

Illustration: exdez, iStockphoto.com

3

Finance: Does the shop have the money necessary? Many shops have huge accounts receivable problems. The first order of business would be to see what you can bring to the table to assist them in reducing their receivables. Second, measure their inventory turnover line by line. As a guide, an independent shop should turnover their parts inventory between six and eight times per year. If below this range, then the shop has money tied up that is not working properly. Clean the lines and make sure they get the right parts.

This review may also discover that there are other lines that could be added to the inventory, thereby expanding the business.

4

People: Does the shop have the staff to

properly sell and counsel clients? Are they

This “Blueprint for Investment” – need, facility, finance and people – can help your clients ensure the right stock is being carried and that they see a good return on their investment. properly trained on the items in stock? Do they know when to bring a product to the attention of the client? Are staff even aware of the items?

Review what training the shop owner has done with staff to ensure they all know what the shop is stocking. Do they know how to install it properly?

If not, the shop may be too embarrassed to admit it and end up making a warranty claim. This is wrong. It’s a cost the industry can’t afford.

BY BOB GREENWOOD

This “Blueprint for Investment” – need, facility, finance and people – can help your clients ensure the right stock is being carried and that they see a good return on their investment. It also helps you make sure you are carrying the right stock for them. Many jobbers lose business because they carry what the jobber wants, not necessarily what their shop customers want.

It may be a key relationship builder if approached from the shop owner’s point of view. nJN

Bob Greenwood is an Accredited Master Automotive Manager (AMAM) who offers personal business coaching and ongoing management training for aftermarket shops, focusing on building net income. He can be reached at 1-800-267-5497 or greenwood@aaec.ca.

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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biz tech report | electric vehicles

electric vehicles POISED FOR RAPID GROWTH

W

e might look back on 2019 as the beginning of the rise of the electric vehicle era.

A survey from Volvo entitled The State of Electric Vehicles in America found that nearly three-quarters of respondents believed that EVs are the future of driving. Nearly 80 per cent of those who already owned an EV felt that way.

Sales are expected to correspond.

Electric vehicle purchases should reach around 2.8 million globally in 2019 – and that might be on the conservative side.

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“Personally, I have to say that I’m more in agreement that this will exceed three million but the analyst team at Frost & Sullivan [overruled me on] this one,” said Frost & Sullivan senior partner Sarwant Singh.

Another signal that times are changing: The Automobile Journalists Association of Canada named the Jaguar I-Pace the 2019 Canadian Utility Vehicle of the Year – the first time a fully electric vehicle won an overall award from the group. It also won Car of the Year in Europe.

Drivetrain mix equals challenges Electric vehicle technology takes on many forms. A survey by business advisory firm KPMG found that global automotive executives believe we will see a roughly even mix of drivetrain technologies by 2040 – 30 per cent will be battery electric, 23 per cent will be fuel cell electric, 23 per cent will be traditional internal combustion engines and 25 per cent will be hybrids.

James Carter, principal consultant at Vision Mobility in Toronto disagreed with the potential popularity of fuel cell

Photo: PlargueDoctor, iStockphotos.com

Challenge will fall to repairers to understand the different drivetrain technologies

www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-17 12:39 PM

BY ADAM MALIK

“

OEMs will start looking more holistically and start comparing, ‘If I have to introduce a technology for the U.S. and it’s gasoline, how do I do that when the European market is being more stringent?

”

– KEVIN KELLY, FROST & SULLIVAN

74

%

Number of drivers who believe EVs are the future of driving

2.8 MILLION

Photo: PlargueDoctor, iStockphotos.com

Number of EVs Frost & Sullivan predicts to be sold in 2019 technology, believing it will only have a place in specialized areas like heavy duty. He noted that fuel cell electric vehicles require more maintenance, it’s more expensive technology and there’s poor infrastructure.

“In general, my viewpoint is that fuel cell is not really something that the aftermarket should worry about,” Carter said.

Still, the aftermarket needs to focus its efforts on getting the repair industry trained on the variety of drivetrain technologies technicians will need to master.

“The aftermarket should be worried about ensuring that their hybrid skills are up to date now and, as we move forward, learning much more in detail about fully electric vehicles and understanding what the maintenance requirements for all of them are,” Carter said.

For jobbers, that also means learning what parts repair shops are going to need in order to service vehicles in the future, learning what they need more of, what they can do away with and how the pieces work together.

“As electrification becomes more pronounced, there will also be a parallel increase in the sophistication of the electronics, the control systems and things like autonomous and ADAS systems that will need to be troubleshot,” Carter said.

One of the most startling changes to the aftermarket will be the elimination of a need for an oil change in an electric vehicle. That eliminates the automatic semi-annual visit to the shop for repairs.

“There’s going to be a lot more pro-activity needed in the aftermarket,” Carter said.

“The awareness of what are going to be wear points and what are going to be trouble points of the future are important.”

The issue of a drivetrain mix extends to the carmakers as well. Will OEMs offer a variety of drivetrain options under each platform?

“There is no silver bullet technology.

There is no one technology for every OEM to utilize going forward,” said Kevin Kelly, senior consultant at Frost & Sullivan.

Further complicating the matter is the different attitudes towards electrification

“

Why so optimistic?

It took the hybrid Toyota Prius 15 years to reach one million sales. It’s taken eight years for electric vehicles to reach the same milestone. That type of growth tells Anjan Hemantha Kumar, research manager at Frost & Sullivan, vehicle manufacturers are increasingly confident in offering electric vehicles to their customers as the latter are showing that they’re comfortable investing in the technology.

“I would say the era of electric mobility is already here and is the future,” he said.

By 2030, most analysts figure battery electric vehicles will hit on or around the 30 per cent mark of all new vehicle sales.

By 2040, predictions go as high as 65 per continued cent.

There’s going to be a lot more pro-activity needed in the aftermarket. The awareness of what are going to be wear points and what are going to be trouble points of the future are important.

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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in different parts of the world.

“OEMs will start looking more holistically and start comparing, ‘If I have to introduce a technology for the U.S. and it’s gasoline, how do I do that when the European market is being more stringent?

How do I view this in the mix with electrification?’” Kelley said. “So instead of just having an evolutionary advancement of their combustion technology, they may go for a big revolutionary change and shift towards electrification.”

The good news is that the aftermarket has some extra time to figure things out.

“It really gives the aftermarket a bigger window to figure out what’s going on in OEM land, figure out what those technologies are and figure out how to react to it,” Carter said. “That’s a major time advantage that the aftermarket has.”

”

– JAMES CARTER, VISION MOBILITY

13

2019-04-17 12:39 PM

Global automotive executives believe that by 2030 battery electric will make up 30 per cent of vehicles; 23 per cent will be fuel cell electric; 23 per cent will be traditional internal combustion engines; 25 per cent will be hybrids.

The biggest growth is expected in China as consumers there are choosing EVs in numbers that dwarf the rest of the world, thanks in part to the government playing a key role in pushing vehicles with new technologies. In addition to consumer preference, bets from automakers and environmental policies are also expected to fuel EV growth in Europe.

“There’s a push from the government and the general population to clean up their cities after 30 years of diesel created very bad

Charging infrastructure grows Holding people back from buying electric vehicles are the usual concerns around the technology – lack of range and few options to recharge.

However, in its study “The State of Electric Vehicles in America,” Volvo found that these barriers were less of a concern once people bought an EV – 65 per cent of those who reported they had range anxiety when the bought the vehicle said the feeling went away after a few months.

That doesn’t change the fact that more charging stations would increase consumer interest in buying EVs – 58 per cent of respondents told Volvo just that.

Industry is listening. Petro Canada is planning on installing more than 50 EV charging stations across its gas station network. The first one opened earlier this year in Milton, Ont. Electric vehicle charging network Flo has installed a charging corridor in Alberta, put in chargers at a number of Canadian Tire gas stations in Ontario, Polo Park mall in Winnipeg and other areas across the country.

Natural Resources Canada has been regularly announcing expanding vehicle charging infrastructure as part of a $182.5-million initiative to support establishing electric vehicles charging stations, hydrogen fuel cell stations and natural gas stations.

pollution in those cities,” Carter said.

But North America is a bit of a different story. Low fuel prices here are expected to support consumers’ desire for internal combustion engines and continue to shift them to larger light trucks from smaller passenger cars instead of cleaner and greener technology.

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Without stricter emissions rules – and in the case of the U.S., softening rules – EV sales will struggle to grow as rapidly.

The notable exception being California, the biggest proponent of such technologies. The state is able to set its own rules around emissions standards and about a dozen other states follow its lead. However, the White House is currently in a battle with California over that ability.

In Canada, Quebec and British Columbia are taking the lead on clean and green technology. Quebec offers up to $8,000 in rebates for EVs; in B.C., it’s $5,000. Auto retailer Montreal Auto Prix launched its first Electric Vehicle Week at the end of March to promote EVs. By contrast, one of the first orders of business from Ontario’s newly elected Progressive Conservative government last summer was to scrap rebates for EVs. “We’re seeing the other two provinces keep their push towards BEVs and in some cases increase their movement towards strengthening vehicle electrification,” Carter said. “I would expect that if there’s a change of government in Ontario, you would see that particular government adopting similar types of legislation and requirements as B.C. and Quebec.”

And that will ultimately be the driving force behind EV sales – legislation.

“The main conclusion I will draw for 2019 is that electric vehicles are no longer incentive driven,” Kumar said. “It will be regulation driven or mandate driven …

Incentives are going to get phased out soon.” nJN

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biz tech report | autonomous

While support stalls, companies are working towards a driverless future

A

number of high-profile crashes involving autonomous technology have pumped the brakes on excitement levels for such vehicles.

Support for autonomous vehicles has stalled around the world. According to the 2019 Deloitte Global Automotive Consumer Study, opinion is split right down the middle in the United States with 50 per cent believing autonomous vehicles are not safe. The same goes for Japan, with similar numbers in Korea (49 per cent), India (48 per cent) and Germany (47 per cent).

One year ago, the same survey showed that fewer people (47 per cent) in the U.S. had concerns. In 2017, 74 per cent 16

16-19_May2019_Biztech_Autonomous.indd 16

autonomous G “

One of our firm beliefs is that our focus is far too great on isolated technologies and not great enough on ecosystems.

”

– 2019 GLOBAL AUTOMOTIVE EXECUTIVE SURVEY

felt AVs were not safe – so, despite a significant drop from 2017 to 2018, the number of people who were skeptical of AVs went up in 2019. Germany and India saw similar patterns. While concern did fall in Japan, Korea and China – where only 25 per cent feel AVs are not safe – the year

over year drop was nowhere close to the huge drops seen previously.

In March 2018, an Arizona woman was killed after she was struck by a self-driving Uber vehicle – 65 per cent of Americans said media reports of incidents like that made them more cautious of the technology, second to Koreans where 68 per cent said the same.

Trust is also a question. In all almost major markets, faith in traditional automakers to bring fully autonomous technology to market was down. And only in Japan (68 per cent) do a majority trust them to follow through successfully. The U.S. (39 per cent), Korea (37 per cent) and Germany (33 per cent) followed.

“There are a lot of problems that they

Photo: metamorworks, iStockphotos.com

REACHING

www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-17 4:21 PM

BY ADAM MALIK

What’s trending Canadian automotive executives see the following as the biggest trends until 2030:

86 57 57 43 43 %

Connectivity & digitization

%

Battery electric mobility

%

%

%

Understanding the mobility ecosystem

Hybrid electric mobility

Market growth in emerging markets

“

What they’re trying to do is really a very complicated system. So there’s a lot of research and development that’s needed to make it happen.

”

– JAMES CARTER, VISION MOBILITY

Photo: metamorworks, iStockphotos.com

s GOALS do have to get over,” said Toronto-based James Carter, principal consultant at Vision Mobility, of autonomous vehicles.

Issues around legislation and who is liable in the event of a collision are just two concerns. Figuring out the logistics of making autonomous technology work together is another. There’s a bigger picture that developers need to be looking at.

“One of our firm beliefs is that our focus is far too great on isolated technologies and not great enough on ecosystems,” said the 2019 Global Automotive Executive Survey, put out by KPMG. The implementation of an ecosystem able to handle autonomous technology may be the biggest delay of seeing self-driving vehicles on our roads. The

challenge remains on how to integrate the needs of those in cities, suburban areas and rural communities with CASE (connected, autonomous, shared and electric) technology and the infrastructure needed (5G connectivity, electricity grid and traffic infrastructure) to make it work.

“What they’re trying to do is really a very complicated system,” Carter said. “So there’s a lot of research and development that’s needed to make it happen.”

But that doesn’t mean these issues are insurmountable either. In fact, when weighing the cost vs. benefit, the latter comes out way ahead in many of the experts’ minds. For society, there’s the ultimate goal of zero vehicle collisions thanks to self-driving cars. For corporations, there’s the reduced costs of having to pay a driver for deliveries, hence the push from Uber and Lyft to develop an autonomous ride-hailing fleet.

“It’s going to take a little while for things to come into play,” Carter said. “All of those things are really worth putting tons of money into development and moving forward. Things will take a while to fall into place, but it will certainly happen.”

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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Trust levels Deloitte surveyed 25,000 consumers worldwide about their feelings of autonomous technology. The percentage of respondents who agreed AVs will not be safe:

Unites States 2019: 50%; 2018: 47%; 2017: 74% Japan 2019: 50%; 2018: 57%; 2017: 79% Germany 2019: 47%; 2018: 45%; 2017: 72%

Carter forecasted that by 2040, Level 4 or 5 autonomous driving technology will be in 55 per cent of all vehicles sold.

Paths to autonomy Strategies for having an autonomous driving society is being tackled from different directions. Google, for instance, is looking to achieve Level 5 automation first and then work its way down.

“This way, by entering the market, they will be able to dictate the right sensors, the right electronic architecture, the right redundancies, the right hard points required for the vehicle manufacturers in continued

17

2019-04-17 4:21 PM

Whom do consumers trust with their data? It’s not so clear cut. While less than a third of U.S. respondents are OK with OEMs having control, an equal amount chose no one.

“

For instance, a Starbucks customer can order from the car while it is being driven but only with a few choices based on previous orders that will be displayed.

”

31 31 27 9 %

OEM

– FRANCK LEVEQUE, FROST & SULLIVAN

order to achieve each level of automation,” said Franck Leveque, business unit leader and partner with Frost & Sullivan.

Carmakers are generally taking an incremental approach where they are starting on the opposite end and building up towards Level 5. “[They’re] improving driver assistance to achieve a higher level of automation,” Leveque said. “This process is the most cost-effective way currently to develop autonomous driving technology but one that has limitations in terms of scale.”

It also doesn’t help that different regions have different rules, opinions and

%

No one

%

Other

approaches to autonomy. For example, Ontario’s Progressive Conservative government allowed for a wider range of autonomous vehicles testing in the province on public roadways as of Jan. 1. Ontario is the first jurisdiction in Canada to allow such testing.

That doesn’t mean Ontario will have legalized autonomous vehicles on its roads while, say, neighbouring Quebec does not. Differences are likely to be country to country rather than province to province. Yet, that raises another problem. With disparate technologies, rules and ecosystems in different regions –

%

Dealer

2

%

Government

creating ‘islands of autonomy,’ as KPMG puts it – how do we come together to create a global standard?

“Connect the islands,” said Dieter Becker, Germany-based global automotive head for KPMG. “We must become aware that there is simply not only one single global answer and that the connection of islands will therefore be one of the main tasks of the automotive industry in the future.”

The car as a marketplace Until such advanced technology is sorted out, there are a few advancements that

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2019-04-17 4:21 PM

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Nearly 60 per cent of auto execs worldwide – including 86 per cent in Canada – told KPMG that they see the need for seamless, individualized, safe and ondemand technology in the future mobility ecosystem. In order for consumers to order coffee or book a hotel from their vehicles, connectivity and digitization are essential.

“The automotive industry is heading into a restructuring phase in which it becomes steadily more important to build on the core competencies and expertise developed over the last decades, while simultaneously defining the role in the new ecosystem that secures future revenue streams,” KPMG’s report said.

are expected to take control in the near future. One of them being the ability to turn a vehicle into a marketplace for the driver and the vehicle’s passengers.

“The concept of this is to bring in retail capabilities for vehicle occupants that are available directly from the vehicle,” Leveque said.

Consumers can do things like buy fuel, pay for parking, order and pay for food, book hotels and navigate while behind the wheel.

“This marketplace provides extra features in the sense that it also limits options to reduce driver distraction,” Leveque said. “For instance, a Starbucks customer can order from the car while it is being driven but only with a few choices based on previous orders that will be displayed.”

Actions that require more involvement or concentration can be performed when the vehicle is in park or through the use of a virtual personal assistant. IHS Markit expects nearly 700 million virtual personal assistants will be enabled in vehicles – whether embedded, through mobile devices or connection via home devices – by 2024. nJN

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2019-04-17 4:21 PM

cover feature | AIA incoming chairman

Jason Best PUTTING HIS BEST FOOT FORWARD AIA Canada’s incoming chairman wants more communication and feedback. The addition of service providers to the ranks is a first step

C

ommunication is essential when navigating through change. And with the amount of transformation pulsating through for the automotive aftermarket, Jason Best, the incoming chairman of the Automotive Industries Association of Canada, knows communication is going to be the backbone of the group’s success.

He’s heard many comments about the level of engagement between members and AIA Canada.

“The general comment is, ‘What do I get for my investment in AIA?’” Best said. “I think that our biggest focus over the next two to three years is going to be in clearly defining what that message is.”

It’s no secret that technological advancement is altering the landscape of the industry. As challenges add up, the AIA has to lead its members – and the industry as a whole – through times that may seem confusing and difficult while highlighting the opportunities in front of them.

“We’re at a time where the automotive aftermarket

20

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is changing – and it changes every day – but we’re really at that crossroad,” Best said. “As an association, it’s our job to make sure that people understand what those do to your everyday business model, how it impacts your everyday business model and how we can provide them information.”

Focus will be on what could derail the supply chain process and communicating those issues to members. Hence the introduction of the Automotive Service Association Program (ASAP). Engaging that www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-17 1:35 PM

BY ADAM MALIK

“

The general comment is, ‘What do I get for my investment in AIA?’ I think that our biggest focus over the next two to three years is going to be in clearly defining what that message is.

”

– JASON BEST, INCOMING AIA CHAIRMAN

area of the aftermarket is critical moving forward.

“Ultimately, they’re the end user of our product.

They’re the ones who can provide the feedback on the quality of products, on the serviceability, the impacts of online pricing, the accessibility to vehicle data – they’re the heartbeat of what happens in the automotive aftermarket,” Best said. “Including service providers within the association and expanding their involvement in the association, I think, is a very big step in the right direction.”

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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The AIA has typically been seen as a body that caters to suppliers and jobbers. Look at its members and executive board and it’s no surprise why. That can’t be the case anymore.

“It’s a shift in terms of the membership base. It’s a shift in terms of the involvement with the service providers within different levels of the association and their feedback in terms of knowing how these things impact their business model,” Best said.

The association wants to know what’s working,

continued

21

2019-04-17 1:35 PM

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cover feature | AIA incoming chairman what isn’t, where improvements can be made and more. Best compared service providers to a goalie – they see the game from a different point of view as the last line of defence and can provide a unique perspective.

“Your service providers see the distribution model probably a lot differently than

What he says about…

What does incoming AIA chairman Jason Best think about ASAP, tariffs, finding talent and more?

Here’s a snippet. For more, go to autoserviceworld.com/features for more from our interview.

ASAP: “Your service providers see the distribution model probably a lot differently than a manufacturer does.”

a manufacturer does. Having their input on what they see as derailers, inhibitor, potential roadblocks down the future – their input is dramatically needed,” Best said.

ASAP could also be the start of reshaping the association. While the program doesn’t give full membership – service providers get non-voting associate status – it’s a foot in the door that can be the building blocks to greater change. Best wants to hear different views.

“The makeup has to involve more of who really is the voice of the automotive aftermarket,” he said. “You need more diversity.”

That doesn’t mean jobbers are of any less importance. But it needs to be understood that gathering shop viewpoints is only going to help them do their jobs better.

“It’s our job then to equip them with the right information and tools that make their job easier so they can adapt their business model to whatever trends in

“

We’re at a time where the automotive aftermarket is changing – and it changes every day – but we’re really at that crossroad.

”

– JASON BEST, INCOMING AIA CHAIRMAN

vehicle repair replacement is coming,” Best said.

Search for talent There is no secret formula to fixing hiring issues. Problem is, Best acknowledged, the aftermarket – and the automotive industry as a whole – is already working from a disadvantage as public perception of the industry isn’t high.

But all the talk about technology can continued

Talent: “The messaging long term is, we’re not just a ‘turn the wrench’ industry.

The industry itself relies heavily on data.”

Tariffs: “The sheer management of the tariffs is a big challenge for everybody and sort of an up in the air question in terms of what that impact is going to be.”

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Data: “The biggest thing is access to vehicle data. That’s this is the big hot topic in terms of the impact that can have all the way through the supply chain.”

Online competition: “I think that when you look at it, the impact that has for the price standpoint throughout the supply chain, it’s something that everybody has to watch.”

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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cover feature | AIA incoming chairman

“

Including service providers within the association and expanding their involvement in the association, I think, is a very big step in the right direction.

work out in the industry’s favour. As school put more focus on STEM (science, technology, engineering and math) education, this is a sector that needs those bright minds today, perhaps more than any other field.

“The messaging long term is, we’re not just a ‘turn the wrench’ industry. The industry itself relies heavily on data,” Best said.

Access to data The fight over data access probably won’t be resolved in the next 12 months, but continuous groundwork is being laid.

Consumers need their right to choose protected. ”It’s similar to repairing an appliance in your home – you have that choice and that choice is your right as a human being,” Best said.

To take away a repair shop’s ability to scan a vehicle and look up data to find out why the engine light is on is to monopolize the industry in favour of deal-

”

– JASON BEST, INCOMING AIA CHAIRMAN

erships – a network that is too small.

“Quite frankly there are not enough dealerships on every corner,” Best said.

“Some people don’t have the means, the access or even the money to go to back to the dealer to replace or repair a simple fix in the vehicle.”

Tackling tariffs Steel and aluminum tariffs have taken a big bite out of manufacturers’ bottom lines and there doesn’t appear to be any relief in sight.

Initially, suppliers swallowed the pill of

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rising costs but the issue has dragged on for so long now that at least some costs are starting to filter through the supply chain. Recent reports indicate that getting the United States to pass the new U.S.-Mexico-Canada Agreement through Congress before August would be ambitious. That means a possible resolution to tariffs – which was not included in the agreement – could wait until then.

“The sheer management of the tariffs is a big challenge for everybody and an up in the air question in terms of what that impact is going to be,” Best said. nJN

Change for the Best Jason Best is an aftermarket lifer.

The incoming chairman for the Automotive Industries Association of Canada started in his father’s business, Coulter Radiator Manufacturing, right out of high school in Windsor, Ont. He joined Spectra Premium in 1997 when it acquired Coulter, which had been Spectra’s distributor, and has moved up the ranks ever since.

He has spent his career in the sales and business development side of things, managing distribution channels in the United States and business operations in Europe. He is now

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the senior vice president of the aftermarket division at Spectra, based in Boucherville, Que. “The automotive aftermarket is the only thing that I have ever known in my life. I guess the thing for me that really keeps me motivated on a day to day a basis is that my two days are never the same,” he said.

What he looks forward to the most is helping solve problems, no matter where they may be.

“What I love about it is the ability to change the aftermarket, to change the perception of what the aftermarket is, to provide solutions – solutions for our customers, for our employees, for the industry and association, and look at how we can transition where we’re at today into the future in terms of

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vehicle technology what the impact is on some of the be the old pioneers of the business and how that’s adapting,” he said.

www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-17 1:36 PM

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Image: grapestock, iStockimages.com

BY JAMES CARTER

DATA & ACCESS: KEY THREATS OF CONNECTED CARS

D

id you hear about the Australian who walked into a dealer to get his car serviced?

Sounds like a joke, right? Well this true story wasn’t so funny for the car owner.

I’m the Australian who, three years ago, purchased a used Subaru WRX. It was only about a year old at the time and had been serviced and maintained at a dealership in London, Ont. When I took it to my local Toronto Subaru dealer, I asked if they could verify what services had been done on it.

“We don’t have that information,” the service advisor replied. “You have to get that mailed to you from that dealer.”

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But it must not be overlooked that the data is owned by the person who generates it

In other words, I couldn’t conveniently access my own car’s data.

It certainly seemed strange and inconvenient, but that was indeed the case. Subaru Canada does not maintain a central repository of vehicle service histories as performed by its own dealers. I verifie this with a Subaru Canada executive. He described the policy as being the result of “privacy concerns.”

Soon after, another data issue occurred. My wife’s BMW 3-Series was involved in a substantial accident. When we got the car back, the body work had been beautifully repaired, but there were strange electronic issues and warnings that CONTINUED

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All the new fault codes had to be viewed when they occurred, and then fi ed. The code could be cleared only by a dealer.

James Carter is principal consultant at Vision Mobility, a Toronto-based consultancy. You can reach him at jcarter@ visionmobility.ca.

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cropped up soon afterward. Turns out the repairer was only able to access a small percentage of the information he needed. BMW routinely locks out the vast majority of data. All the new fault codes had to be viewed when they occurred, and then fixed. The code could be cleared only by a deale This was a frustrating, time-consuming ordeal for everyone involved.

Easy (and appropriate) access to your own vehicle’s data, and the question of who has the right to repair your vehicle is rapidly becoming a huge issue. As new connected-car technologies progress, the technology and data influence of the vehicle are changing dramatically.

It’s instructive, then, to take a look at where Tesla, the industry leader in connected cars, is at.

All Teslas are able to communicate back to Tesla HQ with a status update, data on the operation of the vehicle, new captured mapping details and the driver’s driving habits and actions. I’m sure you’ve seen the news – as soon as a Tesla is involved in a serious accident, Elon Musk quickly sends out a tweet to describe what happened, according to the vehicle data.

Especially interesting is that Tesla is able to send out software updates that can be quickly downloaded to all Teslas. The fix rate approaches 100% after just one day. Every other OEM dreams of fix rates like this These over-the-air updates are computer-like in nature and approach. The idea is to let consumers beta test the OEM’s software … and the company will send out updates to fix any issues that come to light.

In the near future, connected autonomous cars may have the following capabilities: • Become an entertainment platform, with its own advertising and service subscription offering • Enable phone connection to a much greater degree than today’s Apple CarPlay or Android Auto; and • Easily enable new types of Car-As-A-Service models including subscriptions, car sharing, and traditional rentals.

So with all this going on in the background, it’s worth asking if the aftermarket could develop such a platform for continued B2C interaction as customers move away from vehicle ownership.

After all, the customer base for the aftermarket is huge. If the aftermarket owns or controls such a

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platform, they can control the data that the vehicle generates and the services that go into the car.

This data is extremely important for retail businesses, traffi controllers, land developers, and anyone else who has an interest in where and how people move.

But it must not be overlooked that the data is owned by the person who generates it.

Original equipment manufacturers (OEMs) want to control the data platform and connected car space for themselves. Under the banner of “cyber security threats,” they’re moving to ensure they are the only ones that have access to the platform. In other words, you buy their car, use their services, and only their dealers can fix or service the vehicle The aftermarket could easily be locked out AIA Canada prepared a detailed submission to the Senate’s Standing Committee on Transport and Communications for a report called Driving Change: Technology and the Future of the Automated Vehicle.

The report highlights a situation that should concern all drivers: “If you use these technologies, automakers will be able to track your routes, beam targeted advertisements directly to your car, and potentially sell your data for profit.

I had two reactions to this statement: » Why can’t others, such as the aftermarket, also profit from such new connected-car technologies and data? After all, it would be an uncompetitive monopoly otherwise. » Shouldn’t it be the choice of the consumer who is allowed to access that data? If they want the aftermarket to access that data, the aftermarket should have access.

These are key questions that must be answered AIA Canada seemed to be successful in getting its point across. Here’s Recommendation 11 from the report: “That Innovation, Science and Economic Development Canada monitor the impact of automated and connected vehicle technology on competition between the various sectors of the automotive and mobility industries, in order to ensure that sectors such as the aftermarket and car rental companies continue to have access to the data they need to offer their services.

What does all this mean? Connected cars are coming en masse, and whether the aftermarket likes it or not, they’ll be the majority of vehicles on the road. You must know what the effects will be and how to ensure that your business is not sidelined.

It’s nice to know that the potential negative impacts on the aftermarket have been identifie and the federal government seems to be aware of them as they develop policies and regulations moving forward. nJN Sponsored by Chevron

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Image: Zapp2Photo, iStockimages.com

BY JAMES CARTER

COMING TECHNOLOGIES THAT COULD CHANGE YOUR BUSINESS I

f there’s one thing is for sure, we in the automotive industry – particularly the independent aftermarket – have operated in a pretty siloed world.

Our industry has been running relatively unchanged for a long time and business follows very familiar patterns. Moreover, most of the leading players have been around a long time. They’r starting to celebrate their 100th anniversaries.

They are very familiar names to us by now We’ve been conditioned to think a certain way, only looking for new solutions within the boundaries we already operate under. But the technology that you may have looked at in other contexts and thought, “That’s cool!” may actually be directly applicable to your business in the future.

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Popular consumer trends have a place in the aftermarket

Here are four that have a high chance of being applied to the automotive aftermarket.

Augmented reality

One of the hardest and most time-consuming jobs that a technician has is how to translate the repair manual instructions into reality. It’s sometimes difficul visualising and interpreting what the manual says.

Something like the much-maligned Google Glasses might just do the trick. Google Glasses were a set of odd-looking spectacles that superimposed additional images on one of the lenses with suggested information within your fiel of view. It could be arrows for navigation, speed CONTINUED

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The technology that you may have looked at in other contexts and thought, “That’s cool!” may actually be directly applicable to your business in the future. limits, restaurant ratings or whatever you found useful. Unfortunately, many found it weird to wear every day.

This display of additional information to what you already see is called augmented reality (AR).

Imagine wearing shop safety glasses where added images guide you through the process of repairing or maintaining vehicles. This could speed up reading the manual, guide you to the source of a problem, suggest the required tools and allow you to complete the task without having to move away from the vehicle.

For an apprentice or anyone learning a new vehicle or system, this would be of huge benefit It would also suit the digital world that millennials live in, allowing them to become more comfortable with what they are working on, more quickly.

Blockchain

You’ve probably heard of bitcoin and other cryptocurrencies that have experienced rapidly fluctuating fortunes. However, it is the technology behind it, a digital crypto solution called blockchain, that makes them really interesting.

Blockchain was initially designed so that these types of currencies always remain secure. and is based on a digitized and decentralised public ledger with a list of records, or blocks, that are highly resistant to modification. Other blocks can be added to each other in a chain to form a process – hence blockchain. This creates a highly secure digital structure for payments and transferring sensitive information and therefore its usefulness extends to any digital application where trust is an issue.

For the automotive aftermarket, the most immediate application is payments both to the shop and for paying invoices that the shop incurs, especially through non-traditional means, such as apps.

While most of today’s payment systems work fine for today’s business, an application for the future might be pay-per-mile maintenance, or where a shared (or soon an autonomous) vehicle may send a maintenance or repair alert, followed by an instant payment to the requested shop.

Blockchain will also be very useful in transferring customer data, or other data that needs to be secure, such as vehicle and driving records; and I could see OEMs requiring crypto protection for transferring service and repair information.

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Voice Control

While voice control has been around a while, it has only in the last few years that it has become really useful. Until recently, it wouldn’t understand accents and had only a few basic commands or skills. They were pretty useless But today Amazon Alexa and other digital assistants have begun to change that, and they’ve become popular. Their recognition abilities are pretty good and the things they can search for is much more comprehensive.

Imagine the application for the shop. A tech can simply say, “Alexa Toolbox, pass me the 12mm socket, as well as a multimeter.”

The voice operated toolbox selects the correct tools and passes them on a small tray.

It also may be useful for paperwork automation and administration. “Alexa, find the electronic service manual for a 2023 Jeep Wrangler Hybrid.”

Artificial Intelligenc

What if your toolbox and digital shop assistant already knew what to do before the vehicle even arrived? As artificial intelligence (AI) greatly expands its usefulness, it is highly likely that an AI system will be able to diagnose a problem much more quickly and accurately.

Artificial intelligence, and derivatives like ‘deep learning’ and ‘machine learning’ use highly complex programs to sort very large amounts of data and look for patterns. In industrial applications, such programs are used to pin-point faults in manufacturing and production lines, enabling much faster problem identification and rectification In our world, having a centralized repair and maintenance record of many different vehicles will create a data set that an AI system can use.

A vehicle’s onboard diagnostics can be entered as inputs and therefore enable such a system to quickly isolate a fault. From there, it could order required parts, pull up an appropriate instruction manual, pre-select appropriate tools and schedule a technician according to the labour hours required, all before the vehicle has even arrived at the shop.

The shop of the future is going to be a very exciting place, and many new systems will be introduced that we’ll wonder how we ever lived without.

These technologies, which may seem like a narrow-use case in a different industry today, will likely have strong application and benefi to the aftermarket. Interestingly, three of the four technologies highlighted above have the ability to streamline and improve shop process, leading to cost reductions and improved customer satisfaction. nJN Sponsored by Chevron

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ADVERTIS EM ENT

TRENDS IN PASSENGER CAR MOTOR OILS Evolving engine technology driving change

BY DAVID LEE, PHD

T

hink about how much vehicles have changed in the past few years. What may come to mind are all the new electronics, smart sensors, assisted driving features and more, but what’s less noticeable are the significant changes taking place unde the hood.

Engine technology is evolving rapidly in response to three factors: 1. Legislated and social pressure to reduce carbon emissions 2. Consumers’ desire for lower fuel consumption which leads to cost savings 3. Demand for more engine power while still fulfilling numbers one and two By 2025, U.S. federal mandates call for a Corporate Average Fuel Efficien (CAFE) of 54.5 miles per gallon. Tha doesn’t mean every car has to meet that standard, but that every manufacturer must meet that as an average across their entire fleet, which may span range of vehicles from large SUVs and pickups to small hybrids and electric cars. (For comparison, the average today is 35.5 mpg.)

The necessity to achieve greate fuel economy has driven new engine technologies. Three technology trends i particular stand out:

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Gasoline direct injection (GDI) – involves the high-pressure injection of fuel directly into cylinder combustion chambers rather than through intake valves. GDI is increasing in popularity and is expected to dominate the market within a few years. By 2021, GDI-equipped light vehicles are projected to account for 71 per cent

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of the production market in North America. n

Turbochargers – used to be found exclusively in racing and highperformance sports cars, essentially, they recycle hot exhaust gasses to increase power. They are increasingl commonplace, appearing in 21 per cent of new vehicles as of 2015 and are expected to be in 80 per cent of new cars by 2025.

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Engine downsizing – some engines are going down as small as one litre (which is small enough to fit in a suitcase) in efforts to reduce mass and weight to improve fuel efficiency What’s important though, is that these engines don’t sacrifice power.

New six-cylinder engines are the horsepower equivalent of yesterday’s eight-cylinder and the modern fourcylinder provide the power of what once took six.

As with all new technology, there are often hiccups discovered along the way as the technology matures; this is true of evolving engines. In the course of trying to develop more fuel-efficie engines without compromising power, manufacturers encountered something called LSPI (low speed pre-ignition) – this is unwanted and uncontrolled

pre-ignition in the combustion that can severely damage an engine over time.

It is resulting in many warranty claims, and as you can imagine, a huge issue that OEMs globally have acknowledged and are working on alongside the American Petroleum Institute and major lubricant producers including Chevron. LSPI is largely a result of combining the major engine advancements into one package. Thi combination of technologies stresses the engine to a higher degree and leads to a need for improved motor oil to provide greater protection.

The smaller, GDI and turbocharge engines run hotter, experience more stress and have a higher power density; meaning the oil has to work a lot harder to protect the parts. That is why w have been seeing major development in the types of oils that are required for newer engines. OEMs have been moving towards ever thinner viscosities because they produce less fluid frictio or resistance and therefore deliver better fuel economy.

Though a 5W-30 weight oil may be th most popular now, that is changing and in a big way. The industry is forecastin the 0W viscosity grades (now several per cent of total North America PCMO demand) to constitute approximately 35 per cent of total North America demand by 2025.

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on the road with Patricia Mooradian, president and CEO of The Henry Ford, welcomed attendees to The Henry Ford Museum and to experience some automotive history.

From left, moderator Donny Seyfer of NASTF, Chris Chesney of Carquest and Jeff Flood f om GM listen to ZF Service’s Dirk Fuchs talk about the knowledge gap in the vehicle repair sector of the aftermarket.

AASA 2019 Vision Conference A record crowd came out for the conference, taking in numerous networking opportunities.

Nathan Shipley of The NPD Group gave the industry perspective during the ‘Three Dragons’ presentation. Natalie Soroka, left, of the U.S. Department of Commerce, acted as the economist and Bret Jordan of Jeffries LLC shared the investor perspective.

April 1-3, 2019 Dearborn, Michigan The premier event for aftermarket suppliers took place near Detroit. The annual Vision Conference hosted by the Automotive Aftermarket Suppliers Association was themed “Building New Roads” and saw discussions centred around freedom of choice and data access for the aftermarket; the effects of tariffs set in pla e by the U.S. government; how high-tech vehicles can be repaired; and perspectives on the future of the aftermarket from an economist, Wall Street analyst and an aftermarket expert. The conference also featured a preview on the “new retail” environment and how the aftermarket can win, along with a presentation from an Amazon executive on the company’s point of view of the aftermarket and its place in the industry. The night before, attendees gathered at The Henry Ford Museum to explore pieces of automotive history and network.

Find more photos at AutoServiceWorld.com/gallery JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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wheels | TPMS

Programming vs. relearning WHAT’S

THE DIFFERENCE?

I

t’s enough to make some people want to pull their hair out.

Lighting up support lines at tire pressure monitoring system manufacturers is the confusion around programming and relearning sensors to vehicles. It can be confusing to set up a vehicle’s TPMS, but there are many ways jobbers can help technicians make the process run smoother.

First, when a shop calls its jobber for TPMS sensors, counterstaff should be asking a few key questions: Is their programming tool up to date? Do they know the model year of the vehicle? Do they know all the steps required for a relearn? Do they even know what a relearn is?

Understanding terminology is a crucial 34

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“

I was in four shops yesterday two of those four shops referenced programming when they were actually talking about relearn.

”

–SEAN LANNOO, CONTINENTAL

first step.

“I was in four shops yesterday. Two of those four shops referenced programming when they were actually talking about relearn,” said Sean Lannoo, sales technical training specialist at Continental in

Allentown, Penn., which makes the VDO Redi-Sensor brand. “These are two terms that are highly mixed up in the industry all the time.

“I think it was just misused in the beginning and it just avalanched since.”

Understanding terminology is also critical to having a successful phone call with a support line. Technician calling about programing problems when they really mean relearning creates frustrations on all sides.

A sensor that comes blank needs to be programmed to the specific make, model and year of the vehicle using a properly up-to-date tool. Once that’s done, the sensor has a new ID and the vehicle needs to relearn it so it knows which sensor is

Photo: MorePixels, iStockphoto.com

Jobbers can help end confusion when it comes to TPMS

www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-16 10:01 PM

BY ADAM MALIK

“

Keeping the tools charged with up to date software will dramatically increase the success of TPMS service.

”

–LINDSAY SMITH, CONTINENTAL

Changing the service kit

We’ve had some heated arguments over the phone.

And I say, ‘I’m not asking for the world, man, just go check the VIN and tell me.

Photo: MorePixels, iStockphoto.com

–W RIPPETOE, SCHRADER PERFORMANCE SENSORS

where, along with tire pressure.

Whether it’s a programmable sensor or one that is already programmed to the vehicle out of the box – all vehicles need to be relearned.

“I think it goes back to education in the marketplace,” said W Rippetoe, Troy, Mich.-based team leader for technical support in North America at Schrader Performance Sensors, which makes the EZ-sensor.

There’s a lot of confusion out there.

Jobbers can help make sure technicians know what to look for. Having a tool with the latest software is essential. It may seem obvious, but it’s not.

“I walked into a shop yesterday and the last update for the tool was a release from 2013,” Lannoo said. “And this is this is a major tire [company]. It’s so critical that they keep their tool updated.”

Since time is money, a lot of both is wasted by missing this critical step.

“Keeping the tools charged with up to date software will dramatically increase the success of TPMS service,” said Lindsay Smith, Continental’s TPMS product manager.

If a technician is breaking down the tire and wheel, they should also be changing out the TPMS service kit.

If this was done in the old days before sensors, a technician would put in a brand new rubber stem.

“And you wouldn’t even think twice about it,” said W Rippetoe, team leader for technical support in North America at Schrader Performance Sensors.

Today, though, all Canadian technicians should be replacing service kits when doing this type of job, even though TPMS is not mandated here like in the United States.

“It’s in the customer’s owner’s manual. It’s been highly suggested through the Tire Industry Association,” Rippetoe said. “I lose my head over it because it’s the same thing as putting in a TR413 valve.

“You’re not doing what you should be doing.”

If programming is required, knowing the correct make, model and year of the vehicle is a must. But it’s where most technicians trip up.

Carmakers can introduce split model years; sometimes a 2011 vehicle is actually a 2012. Small changes mean big

THE DIFFERENCE IS… Programming is when a blank sensor must be programmed to the specific ma e, model and year of the vehicle using a programming tool.

Relearning is required when a new sensor ID is introduced to the vehicle or when tires are rotated.

There are three types of relearn: OBD, auto and stationary.

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problems. A technician may swear up and down that a vehicle is a certain year when in fact it’s not.

What they have to do is check the 10th character of the VIN for the vehicle’s model year. It’s a simple task but too many technicians ignore it. Then they end up calling a support line to find out why they can’t get the sensors to work.

“We’ve had some heated arguments over the phone,” Rippetoe said. “And I say, ‘I’m not asking for the world, man, just go check the VIN.’” After the technician has checked for the correct model year – along with make and specific model – the sensor can be properly programmed.

But that’s not the end of the fun. The relearning can also be a tricky process.

There can often be a lot of steps and each one must be followed in order to have the system working properly.

There are three types of relearn – OBD, auto and stationary – and technicians may need to do a combination of all three to complete the relearn of the vehicle.

The first two are fairly simple. After IDs continued

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wheels | TPMS

are created for the sensors, technicians write them to the vehicle through the OBD-II port. For auto relearn, the sensor is installed and the vehicle is driven at highway speed for 10-15 minutes until the light on the dashboard goes off. This method is falling out of favour since it takes up a lot of time for techs to get far enough out of the city where they can get to the required speed.

“Then there’s a stationary relearn which you have to pretty much do the hokey pokey to get the vehicle in to relearn mode,” Rippetoe said.

This involves taking the vehicle through a series of steps that includes cycling the ignition between on and off, pressing brake pedals, cycling again and waiting for the horn to honk. If it does, success.

But that also only indicates the front left one is done. The process must be repeated for the front right, rear right then rear left. And don’t forget about the spare

“

Then there’s a stationary relearn which you have to pretty much do the hokey pokey to get the vehicle into relearn mode.

”

–W RIPPETOE, SCHRADER PERFORMANCE SENSORS

if it’s equipped with sensors.

“Just GM alone at last count was about 21 different relearn procedures. Ford has about two or three, Chrysler has two or three. So that’s just the Big 3. Then you add in all the imports, which are confusing, to say the least,” Rippetoe said.

“Unfortunately, I’ve managed to memorize most of them and I’ve kicked out my child’s first name from my memory.

There’s a lot of stuff to remember.”

That still seems to be the easier part of the whole process. It all comes back to

getting past the first issue of programming and relearning.

“Getting them to understand relearn vs. program is something that I present on all the time. I even talked about it yesterday. I know on our tech line, we get it all the time. We have done a video on our website to explain the difference between the two. Other companies have done the same thing. Tool manufacturers have done the same thing and we still hear it out there today,” Lannoo said. “I never thought when I started doing TPMS many years ago that you’d still walk into shops and hear the term misused.”

But that doesn’t mean techs should be afraid to call when stuck.

“If you’re standing there looking at a vehicle with a TPMS problem for 10 minutes, standing there for another 10 minutes probably isn’t going to fix the problem – give us a call and we’ll help you out,” Rippetoe said. nJN

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www.autoserviceworld.com | JOBBER NEWS / MAY 2019

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new products |

Suspension Sales Builders

Mevotech adds parts

Headlight restoration wipes

Mevotech has announced 50 new parts have been added to its catalogue, The additions expand coverage of its Supreme and TTX: Terran Tough Xtreme brands, with 37 parts featuring engineered enhancements for added strength and durability. Supreme added 31 new parts with 22 of them featuring engineered enhancements that are application-specific. These latest releases from the brand feature 11 first-to-market parts including the front lower control arm and ball joint assemblies for the 2016-2018 Honda Civic. The TTX line of chassis parts has 15 new additions, including eight control arms, four tie rod ends, and three ball joints.

Mevotech partsonline.mevotech.com

Detour Auto Care has launched its first product. Instant Headlight Restoration Wipes are a one-step solution – wipe the headlight lens with the premoistened applicator cloth and let it dry for five minutes. No need to sand, polish or tape. The wipes are disposable, non-toxic and odour free. Each wipe does two lenses – one set per car. the finish offers UV protection while also being resistant to normal weather conditions, including snow and extreme temperature ranges. Each box comes with 10 wipes ready to use wet wipes.

Cerpak Solutions www.cerpaksolutions.com

Raybestos realigns product offerings Raybestos has realigned its products into three distinct lines. The new categories – Element3, R-Line and Specialty – give straight forward and easier to manage inventory, fewer comebacks thanks to clear product families that work together and help increase sales by selling the complete braking system. The Element3 line offers upgraded product attributes for increased performance and longer life. Components such as brake pads, coated rotors, new plated brake calipers, shoes and hydraulics are included for complete braking coverage. The R-Line is now packed in easy to match packaging so technicians can quickly select brake pads, reman plated brake calipers, professional grade rotors and hub bearing assemblies for a complete brake job. The Specialty line offers full coverage for niche market needs, including police, school bus, truck and medium duty, performance and European.

Raybestos | www.raybestos.com

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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Restoring damaged suspension does not have to be expensive. QBA struts and shocks offer an industry leading coverage of replacement product that restores the vehicle ride and handling, at a price that a repair facility can offer vehicle owners, that they can afford..

Built and tested for the North American climate, by a Canadian company, QBA product exceeds those demands.

71 Whitmore Rd. unit 3, Vaughan Ont., L4L 8G5, 416-897-6811 www.qbainternational.com

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new products |

X-tremeUltinon LED headlights Philips has announced the introduction of the Lumileds X-tremeUltinon LED headlights in Canada, offering an arctic white light that is 200 per cent brighter than traditional halogen bulbs. To manage heat, it comes with AirCool or AirFlux technology – a small fan that cools the modules. The kit uses an external driver box to control the current powering the LEDsto ensure brightness stays the same, rather than being affected by changes in the vehicles charging system. The company recommends that the headlights are installed by a professional.

Lumileds | www.philips.com/automotive

INTRODUCING A BIGGER, TOUGHER, AND WATERLESS WAY TO WIPE OUT GREASE.

New Delphi products Delphi is bringing in broader options in fuel handling, planning to reach a full-line steering and suspension offerings by 2020 and introducing a more comprehensive suite of engine sensors. For fuel handling, Delphi added 534 new fuel handling SKUs in 2018 and expanded into GDi highpressure pumps and other accessories including nearly 300 fuel pressure regulators. New releases in 2018 included 95 first-to-market parts. In steering and suspension, Delphi will have increased its SKU count in North America by over 40 per cent, with plans to double it in 2019. The company also announced plans to grow in the engine sensors area by the end of 2020. It will focus on the most popular applications on the road today to suit specific market demands. Delphi plans to increase its engine sensor offering to 75 per cent sales coverage by the end of 2019, taking it to 90 per cent by the end of 2020.

Delphi Technologies Aftermarket www.d elphiaftermarket.com

CHOOSE A SIDE. Water pump expansion New electric water pumps from AirtexASC will provide coverage for 40 million million vehicles in operation (VIO).

Coverage includes BMW, Toyota, Lexus, Volkswagen, Audi, Ford and Lincoln. Like its OE counterpart, each electric water pump is engineered to keep the engine cooling system in peak running condition, delivering maximum coolant flow and durability.

Airtex-ASC | www.airtexasc.com

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www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-17 7:42 PM

46 years of making a difference Your continued support (More than $5 million in donations) has had a profound impact on Muscular Dystrophy Canada. In honour of our efforts, and yours, Muscular Dystrophy Canada has created the Annual Fred Shaddick Community Service Award recognizing outstanding contribution to the community.

Since 1954, Muscular Dystrophy Canada has been committed to improving the quality of life, mainly through donations, for the tens of thousands of Canadians with neuromuscular disorders and taking the lead in research for the discovery of therapies and cures. Shad’s R&R has continually supported these efforts since 1973 by donating over $5 million dollars to Muscular Dystrophy Canada. Now entering our 46th year of support, the automotive aftermarket continues to fulfill founder Fred Shaddick’s original mission of FOR THE KIDS.

Mark your calendars for the 46th Annual Shad’s R&R Golf Tournament on Thursday, June 13, with all proceeds to Muscular Dystrophy Canada.

START TIME 10:00am SHARP!!

Station Creek Golf & Country Club - Stouffville, Ontario If you would like to become a sponsor or make a donation to SHAD’s R&R For the Kids, please contact one of our board members directly.

Shad’s Board of Directors Chairman

Brad Shaddick

• Luc Champagne • Mike Fazackerley • Steve Gushie • Bill Hay

luc.champagne@autosphere.ca mike.fazackerley@matthewscott.com steve.gushie@carquest.com bhay@uni-select.com

brad.shaddick@fmmotorparts.com • Shaun Keogh • Dave Fifield • Scott Stone • Cameron Young

skeogh@eastpenncanada.com dfifield@wakefieldcanada.ca s.stone@bestbuydistributors.ca cameron.young@ca.bosch.com

This ad space generously donated by the media partners.

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2019-04-17 1:17 PM

HR forTOOLKIT the automotive industry Written with the automotive aftermarket industry in mind, this first-of-its-kind HR toolkit is perfect for the hiring needs of small and medium sized businesses across Canada!

Download your FREE copy here: www.aiacanada.com/our-blog/HR-Toolkit

RIGHT PERSON

RIGHT SKILLS

Withple samlates! temp

RIGHT TIME

AUTOMOTIVE INDUSTRIES ASSOCIATION OF CANADA For more information, please contact us at: 1-800-808-2920 | communications@aiacanada.com

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4/2/2019 8:52:47 AM 2019-04-17 1:18 PM

new products |

New wheel sensors from Continental Continental has brought in ATE Wheel Speed Sensors that are genuine OE parts. The sensors detect rotational direction for hill start assist and park assist systems, as well as provide wheel speed inputs to ABS, TCS, and ESC control systems. Applications for ATE Wheel Speed Sensors include Audi, BMW, Chevrolet, Jaguar, Land Rover, Mercedes-Benz, Mini, Mitsubishi, Opel, Saab, Volkswagen, and Volvo vehicles. There are 123 Wheel Speed Sensors in the ATE program, covering more than 45 million vehicles in operation across the United States and Canada.

Continental | www.ate-na.com

Revised app from Liqui Moly

Rancho sport suspension system

Centric Posi Quiet Pro

Rancho has released an innovated sport suspension system for Jeep Wrangler JL 3.6L V6 Unlimited Series using new dynamic rebound spring (DRS) technology. The kit features an internal system that includes a tuned metal spring and fortified interior construction, pair of front and rear RS5000X shocks, pair of corner-specific progressive rate coil springs, and coil springs to ensure a level stance and ride. The system also has front and rear 2-inch bump stop extensions, front sway bar adapter brackets, rear extended sway bar end links, and an emergency brake line relocation bracket.

Rancho www.gorancho.com

Centric Parts has brought in its next generation of premium performance brake pads, Posi Quiet Pro. The pads were developed to address key service issues that plague many technicians and customers, such as brake fade, weak braking response, excessive noise and time-consuming break-in procedures. It features the company’s Mu500 friction coating technology which provides instant stopping power right out of the box, conditions the rotor swept area and eliminates the need for time-consuming break-in procedures. PQ PRO also quickly removes Geomet or thermal paint from the face of a fully coated rotor. The pads feature NVH and low-dust performance and are fully compatible with both coated and uncoated rotors.

Centric Parts | www.CentricParts.com

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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Liqui Moly has redesigned its app. At the At the centre of the redesign is the oil guide. In it, the user enters the brand, model and engine type and the guide indicates which oil to choose. As oil is specialized these days, it must match the engine or risk facing engine damage.

The app also provides details of the other operating liquids the vehicle requires such as oil for the transmission and power steering, brake fluid and antifreeze. It is available free of charge in English, German, French, Spanish, Dutch, Norwegian, Finnish, Swedish, Portuguese, Russian and Italian from the Apple App Store and the Google Play Store.

Liqui Moly www.liqui-moly.com

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new products |

AAE Remanufactured Steering Racks CRP Automotive announced the addition of AAE Remanufactured Steering Racks for Chevrolet, Ford, and Toyota applications to its offerings.

These new items include electronic power steering (EPS) racks for 2011-2016 Chevrolet Cruze, 2012-2017 Buick Verano (CRP P/N ER1015) and 2011-2014 Ford Mustang (CRP P/N ER1074).

CRP Automotive | www.crpautomotive.com

NEED MARKETING?

Reman EPS from Cardone Cardone Industries announced that it has expanded itd line of remanufactured electronic power steering (EPS) solutions.

The expansion is to deal with the oncoming wave of demand as more automotive manufacturers transition from hydraulic power steering to EPS.Cardone launched EPS in 2016 with the Ford Fusion. The company has since added more than 40 additional products under the line. For now, Cardone is focused on rack-assist EPS but plans to expand with more column-assist and electro-hydraulic-assist technologies this year.

Cardone | www.cardone.com

A DV E R TISING STR ATE G Y ❘ P R O M O TIO NS ❘ D E SIG N ❘ V I DE O

USE THE INDUSTRY’S CREATIVE EXPERTS! Whether you need impactful branding, well thought-out advertising, lead generating promotions, videos with “wow” or SEO, we’ve got the talent, know-how, and expertise to meet your marketing objectives. Not only do we publish Truck News magazine, our experts can apply their knowledge to connect you with your target audience.

SEE WHAT WE CAN DO FOR YOU NEWCOM.CA/CREATIVE C R E A T I V E@ N E W C O M . C A

Added coverage from Raybestos Caliper coverage has been boosted by Raybestos for its premium Element3 new plated brake calipers and R-Line remanufactured plated calipers. The company announced more part numbers are now available for both lines. Element3 is ideal for high VIO and problem applications, and includes plated brackets, where required.

R-Line plated calipers are remanufactured calipers that are engineered to ensure safe, leak-free operation and includes bracket, seals and bleeder screws.

Raybestos | www.raybestos.com TruckNews_CreativeServ_Promo.indd 1

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www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-17 7:43 PM

Do you have to share?

advertiser index |

news

AAPEX.. . . . . . . . . . . . . . . . . . . . . . . 38 www.aapexshow.com

An upcoming event? A letter to the editor?

AIA Canada.. . . . . . . . . . . . . . . . 42 www.aiacanada.com/asap. html

Send it to jobbernews@newcom.ca.

Arkema.. . . . . . . . . . . . . . . . . . . . . . 36 www.forane-us.com AutoServiceWorld.. . . . . . . . . . 45 www.autoserviceworld.com BestBuy Distributors.. . . . . . . 15 www.bestbuydistributors.ca Brake Parts Inc. – Raybestos.. . . . . . . . . . . . . . . . . . . 48 www.raybestos.com Chevron – Havoline.. 2,26,32 www.canada.havoline.com/ en-CA/pit-pack.html

GET THE FULL AFTERMARKET PICTURE! MORE NEWS, MORE PRODUCTS, MORE FEATURES

Continental – ATE.. . . . . . . . . . 14 www.ate-na.com Continental – VDO.. . . . . . . . . . 8 www.vdo.com/usa

MEDIA INC.

Creative Services.. . . . . . . . . . 44 www.fram.com Ford.. . . . . . . . . . . . . . . . . . . . . . . . . . 37 www.ford.ca/wholesale HotSpot Auto Parts.. . . . . . . . . . 4 www.hotspotautoparts.com

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NAPA.. . . . . . . . . . . . . . . . . . . . . . . . 18 www.napacanada.com NGK Spark Plugs.. . . . . . . . . . . 22 www.ngksparkplugs.ca QB Automotive.. . . . . . . . . . . . . 39 www.qbainternational.com RSC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 40 ww.rscbrands.com Schaeffler.. . . . . . . . . . . . . . . . . . . . 7 www.repxpert.ca Shads.. . . . . . . . . . . . . . . . . . . . . . . . 41 Tungsram.. . . . . . . . . . . . . . . . . . . 23 tungsram.com Uline.. . . . . . . . . . . . . . . . . . . . . . . . . 24 www.uline.ca Valvoline.. . . . . . . . . . . . . . . . . . . . 47 www.valvoline.com

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TO OUR E-NEWSLETTER AND STAY CURRENT! DELIVERED TO YOUR INBOX 2X WEEK Watch Greenwood’s Garage a video series with business tips and advice for shop owners.

See our NEW EyeSpy video series featuring a collection of creative repairs sent in from our readers.

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Wakefield – Castrol.. . . . . . . . 19 www.wakefieldcanada.ca

JOBBER NEWS / MAY 2019 |www.autoserviceworld.com

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Stock-in-trade |

YOUR CUSTOMERS NEED HELP

Photo: akindo, iStockphoto

I’d like to create a panel of engaged jobbers to improve communication and solve some problems

Tell me what you see as being the biggest repair shop challenges, and where too many shop owners fall short.

BY ALLAN JANSSEN

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T

he list of challenges facing the automotive aftermarket is long and familiar. It starts with rapidly advancing technology and a shortfall in skilled labour. For owners and managers of repair shop owners, those are the first two action items on the daily to-do list.

But as consumer behaviour changes and margins get even tighter, repair shops are facing a whole new set of operating demands, including mastering complex human resources issues, improving business forecasting and planning, achieving higher efficiencies, and implementing advanced marketing strategies.

It’s safe to say these things don’t come naturally to most shop owners – particularly those who started out as an apprentice, worked their way up to become a journeymen technician, and eventually inherited or bought the business.

When these homegrown shop owners transition out of the bay and into an office, it often takes them years to come to the realization that they need real business training.

That’s where you come in.

If you truly want to help your customers, you have to be ready with much more than well-made, well-priced, and quickly delivered parts. Quite frankly, repair shops will be buying less, not more, if they can’t meet the evolving demands of modern business.

You need them to be productive and profitable.

Your store is a bigger fish in the aftermarket

pool, probably three to five times bigger than your best wholesale customer’s operation. You buy more, sell more, and face greater market complexity than they do. You also have a better sense of business trends and have access to a wider array of resources.

For the sake of your own business, you need to apply some of those resources to ensuring that your wholesale customers are fiscally sound.

I know this is not a new message to you. But here’s a new twist: perhaps we can work together to deliver rock-solid business advice to service providers.

I’d like to create a panel of engaged jobbers who wish to share their views and knowledge in the pages of CARS magazine, the sister publication to Jobber News. Together we could discuss a wide variety of best practices and business improvements: w Optimizing inventory w Streamlining workflow w Understanding local vehicle demographics w Minimizing part returns w Maximizing profitability w Rightsizing w Improving team dynamics w Developing effective selling techniques You are the experts in these areas, and I know you have a lot of wisdom to impart.

If you’re interested in joining a panel, please send me an email and tell me a little bit about your operation. I’m looking for a wide assortment of members, with a range of affiliations, from all parts of Canada.

Tell me what you see as being the biggest repair shop challenges, and where too many shop owners fall short.

I’m not expecting easy answers. Like I said, it will be a discussion … and at times, probably a debate.

But a multiplicity of views is sure to unearth some useful nuggets for shop owners who are looking for help.

Let’s work together to give them what they need to thrive. nJN

Allan Janssen is the editorial director of Newcom Media’s automotive division.

You can reach him at allan@newcom.ca.

www.autoserviceworld.com | JOBBER NEWS / MAY 2019

2019-04-16 10:02 PM

OUR MISSION TO MAKE EVERYTHING WE TOUCH RUN BETTER

At Valvoline™ we believe everything should run at peak performance. For us, that means supplying best-in-class automotive and engine maintenance products and services to our customers. It means being relentlessly focused on innovating through our hands-on approach. That also means driving profitability for you; our trade customers and channel partners.

FILTERS

POWER STEERING SERVICES

WIPERS

FUEL SYSTEM ADDITIVES

ENGINE SERVICES + ADDITIVES

BRAKES SERVICES

DRIVELINE

TRANSMISSION SERVICES + ADDITIVES

COOLING SERVICES + ADDITIVES TM

©2018 Valvoline

JN_May2019_ad pages.indd 47

VALVOLINE GREASES

Trademark. Valvoline and its subsidiaries, registered in various countries. All trademarks shown are used with the permission of their respective owners.

2019-04-17 1:18 PM

1349 MA 2019 copy.pdf

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JN_May2019_ad pages.indd 48

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