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PROFESSIONAL
MOTOR FACTOR
WINTER PRODUCTS & LIGHTING Lumileds reveals a ‘win-win’ situation
BRAKES & CLUTCHES TMD Friction ‘brakes’ down the importance of quality
JANUARY 2022
IN THE PALM OF YOUR HAND! Is Connect+ the future for enquiry and order processing methods?
news ■ appointments ■ expert opinion ■ interviews ■ products
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VOLUME 22 ISSUE 1 JANUARY 2022
CONTENTS
6-7
9-11
NEWS
12-16
BUSINESS & TRAINING
PEOPLE & INDUSTRY
18-21
MARKET TRENDS & ANALYSIS
REGULARS
BRAKES & CLUTCHES
Viewpoint ...........................5
Blue Print stresses importance of its ‘strict internal quality criteria’ ..........................................25 Juratek 'offering performance without costing the earth' ............................................................26
News....................................6 TMD ‘brakes’ down the importance of stocking quality ..............................................................28 Appointments ...................9 Talk of the Trade.............18
WINTER PRODUCTS & LIGHTING Autoelectro more than winter products! ............................................................................................30
Environmental Insight ..22 Exide Premium: ‘The greenest black ever’ ........................................................................................31 Product Spotlight...........33
Lumileds reveals ‘win-win’ situation ....................................................................................................32
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VIEWPOINT
Editor TOM HENMAN Group Editor KIERAN NEE Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Design ADEEL QADRI Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH
Professional Motor Factor is an essential business magazine for those with decision-making responsibilities within motor factors. To be removed from this magazine’s circulation, please call 01923 237799 or email circulation@hamerville.co.uk. Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk tom@pmfmag.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2022
Professional Motor Factor: Certificate of Average Net Circulation for the 10 issues distributed between July 2020 and June 2021 Net total: 3,297 United Kingdom: 3,297
Did you recharge the batteries? There’s some great content in this first edition of 2022! As we all look to start a new year, fully charged and raring to go, the same can be said of some fantastic companies, with enthusiastic professionals from those businesses creating some unique, clever and, most importantly, useful stories for you to digest and use to your advantage. I used the words “fully charged” a moment ago, which is rather apt for the ‘winter products & lighting’ feature, as it includes battery manufacturer, Exide, and its Premium range. If you turn to page 31, you’ll notice something slightly different about this particular line of battery products. Sticking with the aforementioned feature, Lumileds reveals why ‘lighting season’ isn’t as straightforward as it once was (pg 32), while Autoelectro’s Nick Hood goes down the route of explaining why the ‘winter products & lighting’ feature puts a wry grin on his face (pg 30). Just before the chimes of Big Ben rang to bring in a new year, the spotlight was on Halfords, as it announced a deal that would see the likes of National Tyres and Autocare come under its stewardship and accelerate Halfords’ plans to surpass its target of 550 workshops and 200 consumer vans. It means the majority of UK motorists will be within a 20-minute drive of a Halfords workshop. Halfords Chief Executive Officer, Graham Stapleton, said: “This acquisition helps cement our position as the UK’s largest vehicle service, maintenance and repair business. It will also see us deliver on our established strategy of evolving Halfords to become a Motoring Services focused business, with Motoring revenue set to represent more than 70% of our pro-forma revenue following the acquisition.” This is a significant development, leaving one to wonder how it might change the landscape of the fast-fit sector – what do you think of this news? Get in touch to share your thoughts! Meanwhile, GSF Car Parts continues its “growth and expansion” strategy, while LKQ Euro Car Parts predicts a “demanding winter of brake checks”. There’s never a dull moment in this industry; details of all three of those news stories can be found on page six. Have a great start to 2022 and enjoy the issue.
Tom Henman Editor
The publishers and editor do not necessarily agree with the views expressed by contributors, nor do they accept responsibility for any errors of translation in the subject matter in this publication.
Front Cover ©tippapatt/AdobeStock Pg 20 ©ra2 studio/AdobeStock Pg 26 ©Esa/AdobeStock
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NEWS Halfords acquires National group Halfords has acquired the group that includes National Tyres and Autocare, in a deal that “accelerates Halfords’ Motor Services strategy” and surges past its initial target of 550 workshops and 200 consumer vans. The acquisition means the majority of UK motorists will be within a 20-minute drive of a Halfords workshop. Halfords Chief Executive Officer, Graham Stapleton, said: “This acquisition helps cement our position as the UK’s largest vehicle service, maintenance and repair business. It will also see us deliver on our established strategy of evolving Halfords to become a Motoring Services focused business, with Motoring revenue set to represent more than 70% of our pro-forma revenue following the acquisition. "National has a high quality, UK-wide network of garages and mobile tyre fitting vans, and 1,400 highly skilled colleagues, providing a complementary fit with Halfords’ existing operations.” The agreement has prompted Halfords to re-think its growth strategy, with more than 800 workshops, 300-plus consumer vans
and over 500 commercial vans the new aims. Viking Wholesale Tyres and Tyre Shopper also make up the group.
GSF Car Parts opens two new branches GSF Car Parts has opened two new branches, as part of the company’s focus on “growth and expansion” following its recent rebrand. GSF Bournemouth and GSF Warrington opened on the 29th November and 1st December respectively, with GSF Car Parts President and COO, Mark Eburne, “delighted to bring our outstanding service, excellent range and quick delivery” to customers in the two towns. Mark continued: “This is an exciting time for GSF Car Parts, as we forge relationships with customers in new areas to help them capitalise on the strength of the aftermarket. “GSF Bournemouth is in a prime central location that’s perfect for servicing independent and national customers in this thriving seaside town. We’ve got an experienced team onboard, who are eager to put their knowledge and passion to good use in order to position GSF as the best option for customers in the area.” On Warrington, he added: “We’ve historically had a fantastic relationship with customers in the North West, so we’re confident that we can build on this with the opening of our GSF Warrington branch.”
LKQ Euro Car Parts: ‘Get ready for busy winter of brake checks’
LKQ Euro Car Parts Marketing Director, Colin Cottrell
LKQ Euro Car Parts has advised workshops to prepare for a demanding winter of brake checks, citing the threat of a combination of potential piston damage and rust buildup as the catalyst to create a “perfect storm”. The parts provider has warned that, as vehicle use gradually increases following the UK’s national lockdowns, rust build-up caused by long periods of sitting idle – known as stiction – will take its toll on pads and discs, resulting in premature wear. The news comes as workshops move into what is already “peak time” for brake caliper replacements, as salt and grit used to treat icy roads kicks up into braking systems, causing piston seizures.
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ProMotorFactor
@PMFmag
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tom@pmfmag.co.uk
Laser Tools joins OESAA The Original Equipment Suppliers Aftermarket Association (OESAA) has welcomed hand-tool supplier, Laser Tools, to the organisation. A brand familiar to original equipment manufacturers (OEMs), wholesalers, motor factors and technicians, Laser Tools also boasts motorsport pedigree, with Laser Tools Racing the reigning British Touring Car Championship titleholders. OESAA Chairman, Nigel Morgan, said: “I’m thrilled to welcome Laser Tools to OESAA, a company that recently supported Autoinform Live at the GTG Training Academy. With OEMs trusting the brand’s tools, OESAA is the perfect place for the company.
“Heading into 2022, with the focus on producing more synergies between OESAA members, providing immediate solutions to technicians, Laser Tools will be heavily involved in supplying the tools for members when conducting different types of replacements.” Laser Tools Commercial Sales Director, Mike Bamford, added: “Laser Tools is excited to join OESAA and looks forward to collaborating with the current membership, as the synergy of all the members offering quality fits perfectly!” Mike also highlighted one market that has grown exponentially over the last couple of years: “One of the key areas for us has been
Kerridge acquires Irish-based software distributor Kerridge Commercial Systems (KCS) has revealed the acquisition of RNH Solutions. A long-standing partner of KCS, distributing Autopart and Merchant software in Ireland, RNH now has access to the full range of KCS products, and the combined group now services more than 500 customers throughout Ireland from its offices in Dublin. The entire team at RNH will become an “integral part” of KCS Group. KCS Group CEO, Ian Bendelow, said: “As a close and longstanding partner of ours, it made perfect sense to bring together the two organisations, as we plan to expand our business in the Republic of Ireland. “The RNH team have a great business; they understand their customers and the market intimately and know our products inside out. Now as a full part of KCS, with access to more resources and solutions, I’m excited to see the opportunities accelerate, as we offer customers, present and future, the innovation that they need in a changing world.”
the work we have conducted on hybrid and electric vehicle tools and safety equipment. Many years ago, seeing the direction the market was heading, we launched this range to give workshops a clear solution and having worked in this area with OE for their requirements, we already had the expertise to launch in the aftermarket!”
Airtex revamps brand image Pump manufacturer, Airtex, has revealed its new brand identity, including the new strapline – ‘The Power in Pumps’. As part of a brand awareness campaign in the UK and European aftermarket, Airtex is overhauling its image, with the new strapline, along with product packaging and marketing materials, which Airtex hopes will make the brand instantly recognisable to motor factors, workshops and technicians. The red Airtex logo has been maintained but is now supported by “bold, industrial imagery, darker colours and the introduction of linear flow lines”, as part of company graphics that adapt and change across different media, representing flowing water and fuel. An OEM, the Airtex range encompasses fuel and water pumps, as well as water pump kits, which include an OE belt, manufactured in Italy by a recognised OE supplier. A range of new icons will highlight this OE pedigree and focus on Airtex’s three-year warranty, “Made In EU” product, and Airtex patented designs.
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PEOPLE & INDUSTRY
APPOINTMENTS
Movers & Shakers
PMF introduces this month’s movers and shakers as they begin a new stage of their career in the UK aftermarket.
ZF Services UK
Alex Acosta has been promoted to the position of partner manager, highlighting the commercial vehicle (CV) specialist’s “longstanding commitment to investing in technical expertise, sales support and its expanding Service Partner network”. Alex began his career at ZF at the age of 17 as a workshop technician. That role enabled him to explore the various products and services ZF supplies, while also studying at Central College, Nottingham, before progressing to his previous role as a sales engineer. Over the years, Alex has gained a wealth of experience and has continued to enhance his industry knowledge and expertise. Alex will also be responsible for implementing training plans for existing ZF products and for Service Readiness Orders, in conjunction with OE Sales, while ensuring that the service network is able to satisfy market requirements for the CV industry. A key part of the role is building a strong rapport with ZF’s service partners; therefore, Alex will hold annual reviews to evaluate performance and growth in business areas. Alex said: “ZF is the prime example of the perfect service partner within the bus and coach industry. I thoroughly look forward to taking on this new challenge and working even more closely with customers to communicate future technologies and how ZF can work alongside them to overcome the challenges of tomorrow.”
LKQ Collision & Coatings LKQ Collision & Coatings has announced a raft of senior appointments, designed to “strengthen its relationships with LKQ Euro Car Parts and LKQ Europe”, and “enhance the products and solutions it offers”. Justin Elliot (pictured) now heads up LKQ’s Collision & Coatings business across the whole of Europe, a role in which he will oversee the strategy of the UK and Ireland division. Justin’s promotion is the latest move in a Europe-wide programme of integration at LKQ, designed to increase its buying power and ability to collaborate with suppliers, while encouraging the sharing of best practice – ultimately, to deliver a better customer experience, according to a statement from the company. Justin said: “We’re proud of everything we’ve achieved over the last few years in the UK and Ireland, and I look forward to being a part of this exciting new chapter. “Strengthening the relationship between our UK and European businesses means that together with our customers, we’re in the strongest possible position to navigate the months and years to come.” Andy Southby has been appointed managing director of LKQ Collision & Coatings in the UK and Ireland, working closely with Justin. Andy’s background covers automotive retail, dealership management and parts supply, most recently as a divisional director for LKQ Euro Car Parts. Finally, industry veteran Mike Davis will take up the position of sales director, bringing with him more than 35 years of experience across the automotive supply chain. Mike will be working on the LKQ Collision & Coatings UK and Ireland management team alongside others, including Mark Leeming, who will continue to lead the business’s insurance and work provider offerings.
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PEOPLE & INDUSTRY
INTERVIEW
Craig McCracken: ‘Speed of delivery is crucial’
Racking up 30 years of motor factoring, one might assume there’d be a big buildup to the anniversary, but for Arnold Clark Autoparts Group Manager, Craig McCracken, that’s not his style. In an interview with PMF, he reveals that he wasn’t even aware of the anniversary until a colleague pointed it out but does explain how times have changed and what keeps the motivation strong.
actually started the interview in an apologetic mood, as I realised that Craig was sitting proudly and smartly in a crisp white shirt and Arnold Clark tie neatly attached – I was in tatty jeans and a poorly ironed chequered shirt. Craig’s professionalism, aura and respect was instant, but a person of his authority also came across softly spoken, candid and, at times, humorous when asking about his role, company and industry as a whole: “When you first start a motor factor, you’re only looking two or three years ahead. I actually didn’t know until someone looked at
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the calendar recently and said: “Did you know you’ve been factoring for 30 years?” “Time goes by, you don’t pay much attention, but there have been so many changes over the years.” Not a tough follow-up question, is it? Craig revealed how factoring has changed during the last three decades: “Deliveries. Thinking back to the early days, we were doing three deliveries per week to places 25 miles away, but now, we have 10 vans that do a ‘rapid service’ – as soon as the parts are picked, they go! “The downside is that sometimes there may not be much in the van, but, from the
customer’s point of view, it’s essential they have the parts quickly. Also, we’ve got to make sure they get the right part, first time. “Price is important, of course, but maybe number three on the list because technicians are likely charging upwards of £50 per hour, so if we delay the delivery, saving a few pounds for a part is neither here nor there. It’s about getting the customer’s car back on the road.”
Quality and brand names
I was keen to know whether price was ever top of the priority list, but, as a matter of fact, it was something totally different:
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PEOPLE & INDUSTRY
“When we first started, it was quality and brand names that customers wanted; however, after a few years, companies starting sourcing parts from outside the UK, and some of these parts were questionable in terms of quality. We tried them, but we had problems; the warranty rates were poor and that’s where, early days, brand name was essential. “Today, the vast majority of aftermarket suppliers – 99%, I would say – are supplying parts of good quality.” Of those suppliers, I was keen to know what Arnold Clark Autoparts’ strategy was in terms of picking and stocking suppliers – Craig, not for the first time, gave a comprehensive response: “Looking back, we would have five different brake manufacturers; at this moment, we have two braking brands as number one and number two. “We try to make a price differential of around 20%, and we try to do that with every line we have in stock, which means we ‘double stock’ everything, but you need to offer that alternative to the customers.”
Arnold Clark trying to go 'green' but pandemic has made that difficult
I was talking to Craig in the midst of COP26, held in Glasgow, so with Arnold Clark Autoparts’ office in the heart of the city, I felt compelled to ask him about how the group is trying to cut down on the likes of plastic and cardboard: “We go through thousands of screenwash cans every year, but we’ve changed the design to a blue pod that looks similar to one thrown into a washing machine. These still produce five litres of screenwash. “This takes away cardboard, plastic, pallets and we’ve done away with 13,000 five-litre plastic cans. It’s easier to handle and stock, plus it’s 30% cheaper." However, Craig admitted the pandemic hasn't helped the cause: “We started using reusable seat covers, but we had to go back to single-use, due to the pandemic. During that time, we were forced to buy thousands of plastic container sanitisers, which was quite worrying and frustrating when trying to cut plastic usage.”
INTERVIEW
Arnold Clark isn’t just looking at itself either: “We’re now focusing on suppliers,” Craig revealed. “We get a BSI audit done with every supplier, so we look at ethical sourcing, anti-slavery and anti-bribery policies etc, and we’re about to add green credentials to that audit. It will be very interesting to see how UK suppliers are dealing with overseas sources.”
Last word
Before ending the chat with Craig, I wanted to know what keeps the fire going after 30 years. Once again, Craig didn’t disappoint: “There’s always something new; whether it’s buying new sites, bringing new lines or parts in, that's our main focus, and I imagine that when I’m long gone, that will still be going strong. “We’re looking at south of Birmingham and Birmingham itself, through either buying another motor factor or building one – if anyone in that area is interested in selling up, give me a call!” For more information about Arnold Clark Autoparts, www.rdr.link/FF001
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BUSINESS & TRAINING
BUSINESS MANAGEMENT
Connect+ app launched to counter enquiry and order processing challenges Automotive Automation (AutoMM) Director, Luke Bettles, speaks confidently about Connect+, an addition to the Vision platform, designed to solve 'inefficient, slow and inaccurate' enquiry and order processing methods. ypically, workshop customers phone in their orders, which can be timeconsuming for both factor and workshop, especially if the part look-up is done while the workshop is waiting on the call. Increasingly, workshops are now sending in enquiries via WhatsApp or text, often to the personal phones of individual sales operators. On top of the inefficiencies in terms of the time it takes to answer enquiries, there is also the issue of factor owners not knowing whether all enquiries are being logged, how quickly they are being responded to or how many enquiries aren’t converted to orders. Some factor owners provide a communal phone for receiving WhatsApp messages, which does at least mean that the key relationship is with the factor rather than the individual. This can, however, lead to issues working out who should be dealing with the enquiries and opens up the possibility of errors. Potentially, the information on how many enquiries were received and converted could be calculated, but it would be a lengthy exercise.
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Introducing Connect+
Connect+ is a direct link from a factor to its workshop customers, enabling them to use an app on their own mobile device to place enquiries and orders. The app is branded with the factor’s colours and logo and, in
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effect, looks like it belongs to the factor. Workshop customers enter a vehicle registration and a brief description of what is required. They have the option of attaching images and text if additional information is required for part identification. The workshop then has the choice of sending this as an immediate order or as an enquiry requiring a list of suitable items to be returned. If the customer chooses to send an enquiry, when the quote comes back, they confirm any or all of the parts on the quote and then click to confirm the order. With every update to the enquiry/order process, the workshop user receives a native push mobile notification straight to their device, keeping them up-to-date without the need to chase the factor. The app also keeps track of all parts ordered or with open enquiries, so workshops can look through their history and view their status. Factors using the app have seen workshops stop sending messages or making phone calls, as they find the Connect+ app straightforward and quick to use. As enquiries and orders are received by the factor, sales team members can view them immediately, via a desktop-based web portal, and then investigate part requirements. Operators can manage more enquiries and orders simultaneously, with greater precision and company-wide transparency.
Since September, Titan Motor Factors has been using the Connect+ app with its workshop customers. Co-owner, Mark Boobyer, said: “Having our customers using the Connect+ app has led to getting back to them quicker than before. The app is sending notifications to our customers, so they always know where the order is. “Being able to see the quote to invoice rate has improved us massively, freeing up time from the phones. It’s definitely the future, using the Vision platform, with Luke and the team doing a brilliant job.” AutoMM is so confident in the benefits and value of Connect+, it is offering a free three-month trial to new customers. Multiple parts with notes, prices and due dates can be pushed back to the workshop; it can then select what is required and confirm the order. Crucially, all enquiries and orders are logged, and the reporting section allows factor owners to see how efficiently, quickly and easily enquiries are being dealt with. Other reports include traffic stats and details on enquiries and quotes that weren’t converted into orders. For more information about AutoMM, www.rdr.link/FF002
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BUSINESS & TRAINING
FAQs
‘Help! My DPF warning light is on’: JLM Lubricants to the rescue! Concerned customers about their DPF warning light? Need advice on which direction to put them in? Kalimex Managing Director, Mike Schlup, answers the most common questions that should send non-trade customers away satisfied and educated. ou’ve probably had more than your fair share of customers walking through the door, concerned that the DPF warning light inside their vehicle is on and then asking what they should do next. Kalimex has supplied JLM Lubricants’ iconic and global bestselling DPF range of products to professional motor technicians, via professional motor factor stockists, for more than nine years. Its team of experts talk to motor factors every week about the JLM DPF cleaning product range, answering the questions they are asked by customers – customers that know they have a problem, but don’t know which DPF products to buy
and at what stage they should take their car to a DPF specialist. Here are the five questions motor factors are asked most by their non-trade customers and Kalimex's answers:
The DPF warning light has come on – what does this mean? Mike Schlup (MS): “It could mean that the DPF has become blocked with soot, or there may be a fault within the emissions control system. If their driving patterns have been short, stop-start journeys, and the car has not been serviced regularly, the DPF may not be regenerating properly.”
If the DPF is blocked, will a ‘fast blast’ on the motorway help? MS: “This will not always work as a longterm strategy, especially if most of their driving is inner city/stop-start journeys. The problem will tend to come back. Driving at breakneck speeds should be avoided and replaced with a regular 20 or 30-minute normal drive on a long stretch of road within the speed limit.”
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What over-the-counter products should the motorist use? MS: “First, check if they have already used any DPF fuel additives, especially any with a high iron content, on previous occasions. If not, then try JLM Lubricants’ DPF ReGen Plus. Added to the fuel tank, this product uses cerium as a catalyst to
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help burn soot at a lower temperature, reducing ash and protecting the filter. Iron-based additives actively raise the temperature in the filter and misuse can lead to hidden damage. Follow the instructions carefully and, if in doubt before using it, contact the team at Kalimex for guidance.”
They have tried this product, but the warning light is still on – what next? MS: “Stop driving the vehicle and get help! Continuing to drive will result in the vehicle going into limp mode, or chasing the problem with too many additives or forced regens could cause irreversible damage to the DPF. A workshop that has not been fully trained in how to evaluate, maintain and repair DPFs may resort to one or more forced regenerations, believing this is the universal cure to the problem – just three forced regenerations can lead to the temperature of the DPF raising to a level that causes it to melt from the inside! “It may be that the cause of the DPF light coming on indicates there is a problem with other parts of the car’s system, so a forced regeneration is the last thing to conduct. A DPF specialist workshop will undertake a thorough diagnosis, which should start with a pressure reading of the DPF, followed by specialist tools to monitor the car’s data.”
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BUSINESS & TRAINING
What can the motorist do to stop this problem from happening again? MS: “Using low quality fuel and running the car frequently on a low fuel level can damage the DPF because it will avoid regenerating to save fuel. Keep the tank topped up with decent quality diesel. “Using the car for short journeys and stop-start driving may suit the motorist’s lifestyle, but the DPF is unlikely to reach the temperature required for it to regenerate naturally. Recommend they take the car out
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for longer journeys regularly to assist in the DPF regeneration process. “Encourage the motorist to have their car serviced at the recommended intervals, especially when it comes to oil changes, and make sure that they can provide a full and detailed history to any DPF specialist they take the car to. If the car has had previous forced regenerations by a workshop and/or they have used over-the-counter products with a high iron content, any workshop they take it to must be made aware of this. If
FAQs
they attempt more of the same, the DPF is at risk of melting and becoming damaged beyond repair. “Recommend they choose a DPF Doctor network member because they will ask all of these questions as part of their unique diagnostic process! And DPF Doctors never undertake forced regenerations for good reasons!” For more information about JLM Lubricants, www.rdr.link/FF003
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BUSINESS & TRAINING
DISTRIBUTION BOOST
SHW Performance: TecDoc facilitates entry into the aftermarket
Under the SHW Performance banner, SHW sells more than 290 brake disc types for the 'high performance' segment of the independent aftermarket. TecDoc is supporting the company in launching the brand and establishing an international sales structure within the industry. e have started talking to European distribution players. Easy onboarding, data quality, product availability and on-time delivery are the key expectations from their side,” said SHW Key Account Manager, Matthias Reckziegel. On the UK specifically, Matthias revealed: “Of course, we recognise the UK as an important target market for our product range; therefore, our ambitions for the UK are to enter this market and become a well-known brand for premium high-performance brake discs. “Currently, we are in discussions with established distribution players, in order to introduce our brand and product portfolio.” And on TecDoc’s involvement, he said: “TecDoc will help them (distributors) sell, offering the ideal end-to-end system for accurate part identification to match the vehicle. With TecDoc, the onboarding of
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our product into distributors’ own systems is easier to manage because TecDoc enables smooth cooperation among parts manufacturers, traders and workshops. That’s why TecDoc is a vital factor for distributors; they are no longer able to handle and manage offline suppliers.”
Industry standard enables rapid market entry
Using a product range that is identical to the one for original equipment manufacturers, SHW delivers parts for the likes of the Porsche 911 GT3, BMW M models and Audi RS models, including the R8 with the wave disc which SHW developed. Matthias concluded: “We believe that if you are not present in TecDoc, you are not present in the independent aftermarket. It is important for us to introduce our brand
and product range, so that our customers can easily find everything in the best possible way. “Thanks to TecAlliance’s onboarding training, we were able to submit the product data for our full range of brake discs into the TecDoc Catalogue very quickly. Linking to the standardised product descriptions and the conversion to the TecDoc standard went smoothly. “As a result, our products can now be found by distributors and end customers in TecDoc Solutions! By building on TecDoc’s extensive industry knowledge and technical expertise, we can showcase our product portfolio to the entire aftermarket network (including part numbers, product and maintenance descriptions).” For more information about SHW Performance, www.rdr.link/FF004
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MARKET TRENDS & ANALYSIS
INDUSTRY INSIGHT
TALK OF THE TRADE O E T H T
JANUARY 2022
E E E D R RA F T
PROFESSIONAL
MOT OR
S E R V I C I N G ■ R E P A I R ■ D I A G N O S T I C S ■ M O T THE TRADE MAGAZI NE FOR SERVICING AND REPAIR PROFESS IONALS
SMART
WORKING PMM looks at the role your workshop could play in fighting catalyti c converter theft
Also inside... Q&A with OESAA’s Nigel Morgan TECHNICAL TIPS AND CLINICS ‘HOW TO’ GUIDES AND BEST PRACTICE ADVICE BUSINESS ESSENTIALS AND TRAINING UPDATES
Professional Motor Mechanic Editor, Kieran Nee, has flicked through the previous edition and picked out an eclectic mix of stories that should catch the eye of readers this month.
PMM heard how one workshop is reaping the rewards after turning to Garage Services Online to get them visible on the web. Gateshead-based Team Valley Service & MOT Centre announced larger than expected interim growth figures to August 2021. The company, which specialises in providing an alternative to main dealers for vehicle repairs, servicing and maintenance, saw turnover increase by £125K in just eight months. Owner, Marvin Campbell, attributed the unprecedented growth to its new website launch. He said: “As a leading independent garage, we’re continually looking at ways to invest in and grow the business whilst making our customers’ experience as easy as possible. This also means making it fool proof for them to find us online. “It’s estimated that 70% of UK motorists would rather use an independent garage than a main dealer and given the best way to reach those customers is online, we knew we had to overhaul our website and make it really work for us. It’s safe to say it’s certainly done that. Business is snowballing.”
Original Equipment Suppliers Aftermarket Association (OESAA) Chairman, Nigel Morgan (left), sat down with Kieran at Autoinform Live, a hands-on training event held in Wolverhampton, and revealed the common goal that drives members to come together: “All OEMs that exhibit at Autoinform Live all have the same objective: share their expertise and experience with technicians, helping them improve their technical and business skillsets, and, as a consequence, enabling them to offer a better service to their customers. “During November’s event, for example, Schaeffler presented IMI-accredited courses on double clutch systems. These training courses have been available for several years now, so I was surprised to learn that many technicians were still sending customers to another workshop or back to the main dealer, as they weren’t able to undertake the work – that’s something we’re desperate to avoid! “They’re united in their goal of education, illustrated perfectly by Schaeffler (FAG) and Brembo: in an Autoinform Live first, they collaborated to offer an insight into current and future developments in braking and chassis systems.”
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David Kaiser, head of research and development at Liqui Moly, discussed best practice when it comes to engine oils in hybrid vehicles: “If a hybrid vehicle is often driven on electric power, car owners often neglect to change the oil. After all, the combustion engine was rarely used. Garages should ensure that the oil change intervals specified by the manufacturer are actually adhered to. “There is a good reason why the oil change intervals are not only determined by mileage but also based on the time that has passed: even if a car is not driven much or is mainly used in electric mode if it is a hybrid, the oil in the engine ages as the days go by. It gradually oxidises and becomes less effective. “There is another problem with hybrid vehicles, too: water condensation and fuel residues accumulate in the oil circuit due to the fact the combustion engine undergoes frequent cold starts and short periods of use. In a pure combustion engine this is not an issue, because as soon as the engine oil has reached its operating temperature, the water and petrol vaporise in the oil. In hybrid vehicles, the engine oil rarely
It’s been a busy time for Kieran, who recently spent a day at the racetrack with Comline and one lucky competition winner… Avid PMM reader, Ash Singh, realised his dreams last autumn, as he won the opportunity to become a race mechanic at Brands Hatch. With Ash busy getting
reaches the operating temperature, so more water and petrol can accumulate in the oil circuit. This increases wear and tear – and it is conducive to corrosion, too.”
Richardson Racing’s Will Bratt’s Porsche 911 GT3 ready for the season finale of the Porsche Carrera Cup, Kieran recounts one particular conversation with a member of the team: “I ask team leader for the Porsche Carrera Cup programme at Richardson Racing, Richard Minarik, what are some
things that a technician used to working on ordinary passenger cars must consider when working on a race car: “Actually,” he begins, “if anything, these cars are easier to work on, as they are just a simplified version of a passenger car. Anything unnecessary has been removed, in order to reduce the weight of the vehicle. The components involved are of a very high quality, but often they will be replaced after a very short time.”” What is different from working in a dayto-day workshop is the speed at which everything must be done. Whilst there will certainly be times – most of the time, that is! – when the pressure is on to get things finished up on time for a customer, it’s a different level of speed needed when a driver comes in for a pit stop and the pressure is on to change four tyres in a matter of seconds. Kieran asked Ash if it would all be a little too quick for him? “Oh no,” Ash replied, “I love speed. In fact, you could say I have a need for speed. That’s why I entered this competition. I’ve always wanted to come along to the races, but I’ve never had the chance, as I’ve always been too busy working. But when I saw this opportunity with Comline, working on the cars themselves, I thought it was too good to pass up. It’s a once in a lifetime opportunity, really.”
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MARKET TRENDS & ANALYSIS
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FAG steering & suspension range celebrates first anniversary with a surge in demand In late 2020, Schaeffler, the global original equipment (OE) component and system manufacturer, introduced a steering & suspension range under its FAG brand. The aim was to provide the aftermarket with a compelling alternative to other OE quality products, by incorporating unique technical features alongside the company’s customer service and support. So, a year on, what’s been the response?
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antastic!” replied Schaeffler Sales & Marketing Director, Matt Selby. “Steering & suspension components are obviously safety critical, so as with every other Schaeffler product, quality is always our first concern. “As a technical partner of vehicle manufacturers around the world, as well as a leading innovator with more than 130 years of chassis expertise, FAG has an
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uncompromising approach to quality. As a result, every single component in the range has been approved by Schaeffler’s own engineers, using the most stringent testing standards, right down to the last nut, bolt and washer. This unwavering attention to detail has clearly inspired garage owners and mechanics, as it allows them to have complete confidence in the
quality of every part in the steering & suspension range.”
“OE know-how and engineering excellence” Designed for all key applications in the European car parc, the market-oriented range follows Schaeffler’s philosophy of providing installers with a complete repair solution. This means that as well as being
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MARKET TRENDS & ANALYSIS
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The motor factor view What have distributors made of the range so far? Matt Selby replied: “BMF in Leeds was the first distributor to put a stock pack on their shelves. From the very beginning they were impressed by all aspects of the offer, from the unique technical features and the packaging quality to the marketoriented range and the fact that all the OE ancillary components needed for a professional installation are included in the box.” BMF Director, Mohammed Riaz, said: “We were proud and pleased to be the first distributor of FAG steering & suspension components in the UK. “It was an easy decision to make, as you can see the quality in every part, which are all packed in smart, strong cartons, and the support we’ve had from the Schaeffler team is second to none. “The feedback from our garage customers has been overwhelmingly positive, which has simply confirmed that we made the right decision by choosing to stock a premium range from an already trusted supplier.” manufactured to the company’s OE quality standards, every component comes complete with all ancillaries – nuts, bolts, washers and clips etc – so technicians can complete a safe and professional repair from the contents of just one box. Drawing upon its chassis expertise, Schaeffler said it used its OE know-how and engineering excellence to create the range, which provides professional installers with a genuine, premium quality option.
The FAG range benefits from Schaeffler’s “intelligent repair solution ethos”, which means the company’s product engineers demand the highest material standards and manufacturing specifications to ensure consistent quality. As a result, ball pins are nitride treated to maximise longevity, whilst all exterior surfaces boast zinc flake coating technology to resist corrosion. They are further protected by clear thermoplastic
The workshop view “Well, the early signs looked very good when we introduced a steering & suspension module to our online tea-break training sessions, where it became obvious that the FAG range was one that technicians were keen to get their hands on and install,” Matt Selby explained. “Now that the distribution level continues to grow, more workshops are getting the chance to fit the products, and technicians and workshop owners around the country are coming back to us with glowing reports.” Matt Wiseman, of Wiseman Motor Services, added: “FAG gives us the confidence that when we open the box, we will have all the components required to complete the job first time, and that the part we are fitting will meet or exceed the quality of the part being removed – with no downtime waiting for a nut or bolt to arrive.”
polyurethane boots with a micro-sealing lip design that adapts perfectly to the ball contour. As well as being unique to the UK market, they are also highly resistant to liquids and mechanical loading, whilst the transparent material allows the mechanic to see the quality and quantity of the grease inside.
Plenty left to be accomplished
The final word comes from Schaeffler Sales & Marketing Director, Matt Selby, who explained why there’s still lots of work to do: “We are really pleased that the number of stockists is growing, but the range is not yet stocked by every Schaeffler distributor, so we encourage more factors to get involved with the programme. “If a garage owner is reading this article and is keen to try FAG, but their local motor factor does not have it on the shelf, they can still ask them to order the parts that are needed direct from the Schaeffler warehouse on an overnight service, which will allow the garage to fit the highly engineered part they want, and the factor to realise the obvious demand from installers.” For more information about FAG, www.rdr.link/FF005
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ENVIRONMENTAL INSIGHT
DENSO TARGETS EV CHARGING – WITH VEHICLE ON THE MOVE! THE ELECTRIC VEHICLE (EV) REVOLUTION, WHICH IS OBVIOUS ON THE STREET, IS ALSO SETTING THE PACE IN WORKSHOPS, WITH TRAINING AND KNOWLEDGE OF EV TECHNOLOGY NOW A MAJOR AFTERMARKET TREND, ACCORDING TO DENSO PAN EU STRATEGIC MARKETING MANAGER, FATIHA LAAUICH, WHO SHARES HER VIEW OF WHERE CHARGING THESE VEHICLES IS HEADED.
he growing popularity of EVs is largely driven by environmental issues and principally the shortterm gain they provide in terms of the reduction of exhaust emissions and the consumption of fossil fuels, primarily in the form of petrol and diesel; however, although the range they can travel is improving with every new model, charging the batteries they rely on can still be problematic, particularly as competition for public charging points is likely to intensify – so, is there a solution? Well, a team of engineers at DENSO’s Electrification Systems Engineering Division believe there is and can picture a future when EVs will be charged while on the move and are now hard at work to make the chore of plugging in a thing of the past! Wireless power transfer technology is already widely used to charge devices, such as smartphones and electric toothbrushes. By applying it to the world of electric mobility, EV batteries will be able to be charged on the move, or more precisely, when the vehicle comes to a stop during a journey, which will enable EVs to keep running without having to stop for a charge. With this development, not only does driving an EV have a less harmful impact on the environment, but it also avoids competition to find and use – often for lengthy periods – a public charging point and provides an advantage that is just not possible with a traditionally fuelled vehicle. Although the concept would be able to operate wherever the technology is integrated into the infrastructure, it really comes into its own when city driving, where in busy areas many vehicles spend time sitting at red lights or are stationary due to congestion.
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Although sophisticated control systems are required to develop this type of technology, DENSO is a major supplier of control technology and possesses knowledge and experience in the field of mobility-product control technologies, to enable it to build systems that effectively coordinate mobility with infrastructure to harmonise the complex mechanisms as one system. DENSO has been conducting collaborative industry/academia demonstration testing based on an open innovation approach and from 2022, will gradually start the social experiment. Around 2025, it plans to start practical applications of the technology in compact mobility systems within DENSO’s plants. The technology is expected to work particularly well with vehicles that serve distribution centres, plants and other facilities that operate nonstop throughout the day. By installing electric power charging systems in these locations, the potential use of automated guided vehicles and greatly improved task automation and efficiency can be expanded. Through development of this technology, DENSO will continue its aim of achieving seamless interconnection of infrastructure and mobility to deliver a better future for people everywhere and a better future for the planet.
For more information about DENSO, www.rdr.link/FF006
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BRAKES & CLUTCHES
Blue Print stresses importance of its ‘strict internal quality criteria’ Pointing to its Clutch Competence Centre in Germany, in place since 2017, Blue Print explains how the centre ensures the company strives every day to optimise processes and expand its range. As a result of extensive testing, this allows the company to offer ‘modern, original equipment (OE) matching standards at every level’. very part from the Competence Centre must meet Blue Print’s strict internal quality criteria, with all clutch components undergoing stringent quality tests. With the aid of automated measurement tools (FARO Gage), all product dimensions are checked to the accuracy of a thousandth of a millimetre to guarantee a perfect fit. This precise checking is not only used during the development of new products either; it also forms an integral part of the incoming goods inspection. To ensure flawless function and excellent driving comfort, the company said special testbeds are used for all clutch components. Measuring programs developed internally ensure adherence to tight tolerances. All clutch discs and clutch pressure plates pass durability and performance checks through in-house test benches to guarantee consistent quality.
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Strong development and competence
Blue Print offers the “highest degree” of development competence for all types of clutches, ensuring that all products are specified to exacting standards to guarantee a direct replacement to the original fitment. The selection partners and
manufacturers are subject to inspections by fully qualified auditors, to ensure that a minimum ISO manufacturing standard and process is followed. Such is its confidence, Blue Print provides a three-year manufacturer's guarantee for all replacement parts – exceeding the statutory warranty. Blue Print only supplies new parts in OEmatching quality; the company said only high-quality components are used in the manufacturing processes at its partners' facilities, with clutch linings, diaphragm springs, torsion springs, washers, cover plates and cast parts all sourced from leading manufacturers.
Quality begins before the product is fitted
For Blue Print, quality begins with the packaging; every single clutch is delivered in specially manufactured, sturdy packaging
The Blue Print range consists of more than 24,000 parts, over 160 product types. The company said that, since 1994, the programme has exceeded expectations through dedication to consistently delivering the five key areas of accuracy, identification, quality, range and cataloguing. New products and the latest vehicle releases are continually being researched. This ensures that Blue Print is fast to market and continues to provide motor factors with the right parts to meet customer demand. Built upon the strong coverage for Asian vehicle parts, Blue Print offers an all-makes range for clutch, as well as filtration and braking. Motor factors can find the complete overview of Blue Print Clutch components at partsfinder.bilsteingroup.com. that not only includes high-performance grease for lubricating the connection between hub and transmission shaft, but also technical bulletins and instructions for quick, technically correct installation. For more information about Blue Print, www.rdr.link/FF007
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BRAKES & CLUTCHES
Juratek ‘offering performance without costing the earth’ In 2019, the government's Air Quality Expert Group said particles from brake, tyre and road surface wear directly contributed to over half of particle pollution from road transport, so what measures are Juratek taking to reduce the harmful particles in friction materials? Bradley Hill, the company’s engineering and quality assurance manager, explains. t is obvious that the action of two surfaces rubbing together, like brake pads on brake discs or tyres on the road, will cause wear to both surfaces. In the case of brakes, about half of this wear debris is released into the air, some of it is dispersed to the roadside and the rest sticks to the wheels of the car and vehicle body in close proximity to the car’s wheels – we have all experienced the ‘dirty wheel’ problem with our alloys! As a result of this, both California and Washington states have imposed regulations to reduce copper and other heavy metals from being present in braking products. The first level of the legislation began in 2014 in California and 2015 in Washington. All brake manufacturers and importers were required to self-certify that their brake pads contained no more than 0.1% by weight of asbestos, cadmium, chromium, lead, and/or mercury. In January 2021, the second phase of the legislation came into effect; brake manufacturers and importers must selfcertify that their brake pads contain no more than 5% by weight of copper. By 2025, this must be less than 0.5%. This law does not apply in Europe;
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however, the principles behind this law are to everyone’s benefit – reducing harmful pollution is good news for everyone.
Juratek worried about health and environment effects
Like others in industry, Juratek has been rightly concerned about the health hazards that might be posed by this brake wear debris, and for some years now our range of brake pads has been fully environmentally friendly, with all of our pad materials being free from heavy metals and copper. This presented our product development team with a significant challenge: to ensure our products still had excellent standards of performance and freedom from noise and judder, whilst retaining reasonable pad and disc life. In summary, our aim was to ensure Juratek pads provided premium service performance, without costing the earth! Governments are looking to go further than just restricting the use of some of the more problematic ingredients of brake pads; it has been established that this wear debris, or particulate matter, which is a mixture of both pad and disc debris, ranges in particle size from > 100 µm to approx. 0.1 µm, with some of it falling in
the critical respirable range of 10 µm to 1µm. (PM10 & PM2.5) To reduce particle emissions further will require a much broader approach across a number of fronts, so we are seeing special hard coatings being applied to the surface of brake discs to reduce their wear rates and, of course, carbon-ceramic discs offer reduced wear, albeit at a significantly higher cost. The automotive industry is also exploring partially enclosing brakes and fitting them with filters, in order to capture the bulk of particulate emissions, so the likely final outcome will be a combination of measures. For more information about Juratek, www.rdr.link/FF008
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BRAKES & CLUTCHES
TMD ‘brakes’ down the importance of stocking quality As an established braking manufacturer, TMD Friction recognises that, as a safety-critical component, braking is a product category you cannot take chances with. ith the global transport infrastructure facing extraordinary pressures, TMD Friction is working collaboratively with customers to ensure their braking offering is of the best quality. TMD Friction IAM Head of Technical Training, Scott Irwin MIMI, believes that motor factors must be confident that they are supplying an original equipment quality part, providing technicians with full traceability and support, so that they can be fitted in the correct manner. As vehicle speeds continue to increase, the demands placed on brakes become greater; however, there are not only higher performance requirements, as comfort aspects have also become more important, with driver expectations rising as technology develops: “Product development is an ongoing process for TMD Friction. Quality and reliability are our number one priorities, which is why we invest more than €30 million each year to make sure our products are fit for every new demand, now and in the future,” Scott said. Via its brands, Textar, Mintex and DON, TMD Friction’s braking products are engineered to provide “friction stability, comfort and consistently high-performance
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over a wide temperature range and stopping distances”.
How does TMD Friction collaborate with its motor factor customers?
By working closely with its stockists, the company looks to help develop a motor factor’s business by supporting them with training and marketing that can be shared with its customers. TMD Friction regularly updates its range with new references, while another key area of support offered to motor factors is ensuring each product comes with a fitting instruction, which can also be found and downloaded from the brand’s website. What’s more, TMD Friction offers a training programme across pads, discs, chemicals and tooling, so workshops can guarantee that products have been fitted safely. This also means customers are less likely to return to the motor factor requesting a refund on parts if they have been fitted correctly. TMD Friction’s new programme is part of its dedication to training and upskilling the next generation of technicians worldwide, while also supporting distributors with technical workouts. Customers can also find useful support and information in TMD Friction’s online catalogues. These digital tools make it easy and reliable to find all braking products and matching accessories. This also helps to carry out maintenance and repairs quickly and efficiently. By
offering as much information as possible to its customers, TMD Friction said it can demonstrate both its responsibilities as a trade and their responsibilities as a motorist. TMD Friction ensures rigorous performance testing takes place in accordance with not just R90 legislation, but more: testing on its own dyno machines, as well as on roads and test tracks, which the company said covers more parameters than the minimum R90 standard, such as durability, stopping distances, high temperature/speed and friction stability. TMD Friction believes that stocking and supplying high-quality braking components is key for any motor factor, and, therefore, by highlighting its commitment to product development and by providing training and support, which can be passed on to the technician, it is able to offer added reassurance to its customers and the aftermarket supply chain. For more information about TMD Friction, www.rdr.link/FF009
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WINTER PRODUCTS & LIGHTING
Autoelectro more than winter products! Autoelectro UK Sales Manager, Nick Hood, reveals why the feature of ‘winter products & lighting’ always makes him smile! ore times than not, Autoelectro is approached for comment because starter motors and alternators are cast as typical winter products – and while that is indeed the case, Autoelectro doesn’t put its feet up in the summer! At the end of last winter, we reported the anticipated surge in sales as temperatures plummeted in January and February, even if the diversity of the orders surprised us! Less daylight and generally harsher weather conditions equate to an increase in wiper blade, heater and headlight usage, to name but a few, which increases demand on the alternator. This demand, dependent on the age and wear of the alternator, can result in failure. However, the demands on the alternator have increased exponentially over the years – air conditioning and climate control are standard on a lot of vehicles – meaning the alternator is worked hard throughout the warmer months as well. Dashboard electronics, daytime running lights, USB ports and charging docks all add to those pressures.
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It’s not just the alternator that has a tough time either; the prominence of emission control, with the addition of stopstart, for example, means the starter motor is put under more duress. The seasonal surge in sales of starter motors and alternators is still apparent, but motor factors should be wary of greater sales coming through the spring and summer months.
More demand, more expectation
With customers wanting an all-round service, 12 months of the year, we have to ensure we’re top of our game with range and availability. In 2021, we put our own confidence to the test, to see if we stocked starter motors and alternators for each of the UK’s top-10 bestselling vehicles – we held every single one!
With 35 years under our belts, we have a good understanding of what types of vehicles are likely to create early demand. We bring new references to market each week. The product development team forecast which references will sell, but more than that, work on the basis that if a vehicle exists on the roads, then there is a possibility that we can sell a starter motor or alternator for it. Of course, there is an element of risk; some parts may sit in the warehouse and not sell immediately, but these generally relate to vehicles with a lower production volume; however, we’ll have that reference ready to go. There might be a feeling that a newer vehicle is likely to remain within the dealer network in the initial stages; therefore, knowing exactly when to introduce a part in anticipation of a spike in demand is challenging, but we’re normally close! Range and availability isn’t – and should never be – a problem for Autoelectro; we carry several millions of pounds worth of stock at a time, and as a UK family-owned business, we are, most likely, overstocked, but that’s a choice we make ourselves and we control our own remanufacturing process. As a result, we have greater input control over our lead times, something which is likely to come to fruition during this winter period, something which puts in an advantageous position. For more information about Autoelectro, www.rdr.link/FF010
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WINTER PRODUCTS & LIGHTING
Exide Premium: ‘The greenest black ever’ his battery alone, each year, will save an impressive 2,700 tons of CO2, eight million litres of water and 1.2 million litres of crude oil in Exide’s manufacturing process. Exide Premium also features Carbon Boost 2.0, the original equipment manufacturer’s (OEM’s) own application of carbon additives on the negative plates, a breakthrough which means the battery will recharge twice as a fast as a conventional battery. As a result of faster charging, it reduces the risk of breakdown and extends the life of the battery. What’s more, Exide Premium will perform as normal in extreme temperatures, all of which are huge reassurances for motorists, as they embark on a tough winter out on the road. In terms of design, Exide demonstrates the expertise and pedigree trusted by OEMs, by featuring a spill and spark-proof lid with double flame arrestor, meaning aftermarket customers can be assured of a safe design that has passed the rigorous requirements of vehicle manufacturers. Recycling, sustainability and the environment play integral parts in everything Exide does – they’re core values – and is confident its consumers will buy into its ‘green strategy’. As an OEM, playing a significant role in breakthrough energy-storage developments and boasting three recycling plants of its own in Europe, Exide is well-aware of the
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responsibility at its door to ensure its batteries are as environmentally friendly as possible. Exide Technologies President and Chief Executive Officer, Stefan Stübing, emphasised that vow: “We’re committed to reducing our environmental impact across our business, and we’re pleased that the new Exide Premium design is having such a large impact on these efforts. An annual 2,700 ton reduction in CO2 is
Motor factors stocking and selling Exide batteries will notice something different about the look of its Premium range. A striking, modern black design has been incorporated, comprising of recycled materials, in a bid to reduce the environmental impact – PMF learns how this one small step is part of something much bigger. a major accomplishment, and we look forward to identifying further environmental savings into the future.”
Motor factors can use Exide Battery Finder to their advantage
Exide never sits still; it continues to explore new and improved ways to bring its knowledge to motor factors and technicians alike, which is why it has improved its battery finder tool. Free to download and use on smartphones and tablets, Exide Battery Finder allows users to find the correct battery for the job quickly and easily.
From a motor factor representative’s perspective, the battery finder is their safety net; it gives them the information they need from the palm of their hand, meaning they can check whether the battery the technician requires is the correct choice and, if it isn’t, they can steer them in the right direction. What’s more, motor factors can absorb the fitment information of each vehicle and share that practical knowledge with their own customers, demonstrating an all-round customer service. For more about information about Exide, www.rdr.link/FF011
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WINTER PRODUCTS & LIGHTING
Lumileds reveals ‘win-win’ situation
Lumileds, manufacturer and distributor of Philips Automotive Lighting products globally, tells PMF why the term ‘lighting season’ isn’t as obvious as it once was and highlights ample lighting opportunities for motor factors. raditionally, winter months were the highpoint of what was referred to as ‘lighting season’ but the reality is that, with mandatory daytime running lights, lighting is much more of a year-round topic. That said, winter and spring bring weather that is much less certain, and driving conditions are often considerably worse than at other times of the year. Not only, therefore, are nights longer, but conditions also bring notably increased use of a car’s full lights during daylight hours. Inevitably, with increased use of lights comes increased bulb failure, so what should factors be looking at when it comes to making the most of the opportunities? “Cheap is often not cost-effective when it comes to car lighting,” claimed Lumileds Business Development Manager Automotive, UK & Eire, Richard Armstrong. “The complexities and tight confines of modern car engine bays can often mean that replacing a bulb can take a few hours – not something that a workshop wants to have to undertake at its own cost if a new bulb fails prematurely. “Therefore, selling a high-quality bulb from an original equipment (OE) brand, like Philips, will offer confidence in the product to the workshop customer (and their enduser customers). It will also give both the factor and the workshop customer a higher margin on the product – and the motorist a better performing bulb that will be safer
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and almost certainly cheaper to own in the long run. It really is a win-win situation.”
The award-winning range
Philips has a range of headlamp bulbs that offers the motorist the “best possible vision for all requirements”, whether this is “superior performance, extended lifetime, exceptional durability, super eco-efficient lighting, individual styling or a combination of all of these qualities”. Every Philips headlamp bulb, including the multi award-winning RacingVision GT200, the first halogen bulb that is up to Headlamp bulbs should always be replaced in pairs! If one needs replacing, the other is also likely to do so shortly afterwards. It is also really important to ensure that both bulbs are of matching performance and quality.
200% brighter than the industry standard, according to Lumileds, and the XtremeVision Pro150, are produced to OE specification. Although Halogen remains the most common type of bulb, there is still an important opportunity with Xenon HID. There is plenty of discussion about retrofit LED lighting; Lumileds is able to boast the first road-legal H4-LED in Germany, with its Philips Ultinon Pro6000 LED retrofit. This is a range extension to the H7-LED, which was approved in Germany in 2021. The company said LEDs deliver brighter light and their plug-and-play design allows DIYers and technicians to install it on their own; however, in the UK, retrofit LED bulbs are currently only legal for off-road use. Nonetheless, the demand is there – and because of this, there are already many products available; however, reiterating the point, Lumileds advises that as a reseller it is worth checking the pedigree of the product. Finally, although the focus is inevitably on headlamps, there are also good opportunities for additional sales in positional and interior lights, so motor factors are urged to remind customers about them! For more information about Philips Automotive Lighting, www.rdr.link/FF012
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Product spotlight ‘Don’t forget steering & suspension best practice,’ advises Dayco Despite the publicity brought about by the slump in sales of petrol and diesel-powered vehicles and the surge in the sales of electric vehicles (EVs), Dayco is reminding factors that the changing landscape will have 'little effect' on the steering & suspension market.
“Recognising the global shift from traditional internal combustion towards hybrid and electric powertrains, we constantly assess our product portfolio to reflect the needs of the independent service and repair sector,” said Dayco National Sales Manager, Steve Carolan. “As a result, following the introduction of wheel bearings, Dayco now offers a comprehensive range of more than 3,300 original equipment equivalent steering & suspension components, which include axle joints, tie rod ends/assemblies and steering boots, as well as track control arms, ball joints, stabiliser links and bushes. “With all the publicity surrounding the growth of EVs, it’s worth remembering the fact that irrespective of the powertrain, all vehicles rely on steering & suspension components to drive smoothly and safely. In addition, due to the generally poor state of the UK’s road network, damage due to potholes, speed humps and aggressive curbs is an ongoing issue, as it’s these parts that generally take the brunt of an impact with any of these obstacles. “It has long been a Dayco priority to raise awareness of best practice methods when replacing components and although that often comes in the form of advice to installers, we also encourage our immediate customers, the factors, to bang the same drum when they can influence the installer too. Therefore, we’re keen to highlight the importance of replacing steering & suspension components in pairs. “This is an important safety message, because even though these items wear continuously in normal use, they also wear in unison and although that does gradually affect steering performance and ride quality, it’s obviously not noticeable to the occupants dayto-day. However, if a wishbone or stabiliser, for example, is replaced on just one side of the vehicle, it can have an adverse effect on the vehicle’s handling as, in effect, its geometry has been altered on one side and not the other, which can potentially cause problems.” For more information about Dayco,
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