Professional Motor Factor April 2022

001_PMF_APR22_Layout 1 24/03/2022 09:58 Page 1

PROFESSIONAL

MOTOR FACTOR

AIR CONDITIONING & THERMAL MANAGEMENT Autoair Gloucester highlights oil types for AC systems

OILS, LUBRICANTS & ADDITIVES Lucas Oil looks to influencers and brand ambassadors

APRIL 2022

PMF Page Grid_Layout 1 13/12/2021 11:10 Page 1

003_PMF_APR22_Layout 1 24/03/2022 10:00 Page 3

VOLUME 22 ISSUE 4 APRIL 2022

CONTENTS

6-7

9-11

NEWS

12-16

BUSINESS & TRAINING

PEOPLE & INDUSTRY

18-19

MARKET TRENDS & ANALYSIS

REGULARS

AIR CONDITIONING & THERMAL MANAGEMENT

Viewpoint ...........................5

Dayco and Alan Skuse partnership illustrates importance of relationships ..........................20

News....................................6

What does air conditioning system servicing mean for you? ......................................................23

Appointments..................10

Make a real difference this AC season, urges Nissens ................................................................24

Product Spotlight...........32

Autoair Gloucester highlights oil types for AC systems ................................................................26

What’s New? ...................33

OILS, LUBRICANTS & ADDITIVES Lucas Oil looks to influencers and brand ambassadors ‘to highlight depth’ of products ..27 Continued delay to ACEA heavy-duty sequences – what’s the hold up? ..............................28 Don’t make assumptions on your customer’s behalf, advises Gulf Lubricants UK ..............30 Prolan Extreme ‘perfect as a cavity wax’..............................................................................................31

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 3

PMF Page Grid_Layout 1 29/03/2022 11:57 Page 1

005_PMF_APR22_Layout 1 24/03/2022 18:42 Page 5

VIEWPOINT

Editor TOM HENMAN Group Editor KIERAN NEE Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Design DONNA BOOTH 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

Adopting new practices in light of fuel price hike?

Professional Motor Factor is a business magazine dedicated to providing you with the latest news, product updates, business and technical support. You can stay up-to-speed with what’s occurring in your industry and have the information at your disposal to, hopefully, help with your buying decisions.

For the suppliers that share their products and services with you, whether it be in the shape of an advert or article, the magazine acts as an additional salesperson for them.

The magazine tries not to interfere or comment on geopolitical issues, even if, on a human level, one can’t help but be horrified by the images emanating from Ukraine and circulating around the world.

In this instance, what I think is appropriate to assess is how the conflict is affecting this industry. As we all know and have likely felt in recent weeks, petrol prices have soared, as oil and gas costs increase amid the uncertainty and growing fears of a global economic shudder.

Brent crude oil hit $139 a barrel at one point, the highest level for more than decade, and while that surge has receded, it is a fluid and unclear situation; for example, at the time of writing, in late-March, the RAC reported that average fuel prices had dropped for the first time that month.

The chancellor, after coming under increasing pressure to slash fuel duty, obeyed and delivered the news of a 5p cut in his spring statement; however, how much of a difference will that really make?

I approached a couple of my factor contacts for their thoughts and what the implications were for their businesses (pg 6).

Craig McCracken, group factor manager at Arnold Clark Autoparts, told me: “The heightened fuel prices at the moment are a huge issue for motor factors, as with many other businesses and other sectors. Compounded by rising energy and raw material costs, the sector is having to cope with extreme volatility.

“Initiatives, such as minimum order quantities and delivery charges, have been mooted previously, and it’s looking more likely that the industry will adopt new practices while maintaining the exceedingly high levels of service to independent garages.”

Hopefully, by the time I talk to you in May, we’ll have seen a further reduction in the price at the pump, as well as a brighter and improved picture in Ukraine.

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.

Pg 16 ©Studio Romantic/AdobeStock Pg 19 ©Bits and Splits/AdobeStock Pg 19 ©alswart/AdobeStock Pg 26 ©benjaminnolte/AdobeStock

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 5

006_PMF_APR22_Layout 1 24/03/2022 18:42 Page 6

NEWS Remy Automotive UK goes into administration – administrators hopeful of rescue deal Administrators are “dedicated to rescuing” Remy Automotive UK Ltd and have “received a number of expressions of interest” after the supplier went into administration, it was announced on the 15th March.

The Remy group was funded by US corporate and private investors, enabling it to accelerate growth plans; however, after injecting a “substantial amount of emergency working capital” during the COVID-19 pandemic, investors were “unable to continue funding” and withdrew their support earlier this year.

Paul Zalkin, lead administrator and a managing director at Quantuma Advisory Ltd, said: “There is, undoubtedly, a fundamentally sound and viable remanufacturing sales and distribution business within the Remy group, of which Remy

Hike in fuel prices a ‘huge issue’ for motor factors Motor factors have expressed their concerns and shared what the implications are likely to be as a result of the surge in fuel prices.

Brent crude oil hit $139 a barrel in early March, the highest level for more than decade. Records were broken, as a full tank of either unleaded or diesel for a family car hit almost £91 and £97 respectively, according to the RAC. At the time of writing, while that surge has receded and the chancellor announced a 5p cut in fuel duty in the spring statement, the situation remains tough.

Craig McCracken, group factor manager at Arnold Clark Autoparts, told us: “The heightened fuel prices at the moment are a huge issue for motor factors, as with many other businesses and other sectors. Compounded by rising energy and raw material costs, the sector is having to cope with extreme volatility.

“Initiatives, such as minimum order quantities and delivery charges, have been mooted previously, and it’s looking more likely that the industry will adopt new practices while maintaining the exceedingly high levels of service to independent garages.”

Autosupplies Group Managing Director, David Clarke, added: “The surge in fuel costs has made us focus on more efficient journey planning with our van drivers and area sales managers.

“We are also scrutinising the invoice values to certain customers and asking the customers to increase the value where possible to make certain deliveries more viable. Any increase to bottom line expenditure (could) have serious implications to a business if it’s not accounted for.”

How are you adjusting your business as a result of high fuel prices and rise in energy costs? Get in touch today.

I

6 PROFESSIONAL MOTOR FACTOR APRIL 2022

Automotive UK is an important part. Historic group wide balance sheet issues can now be overcome using insolvency processes to restructure the assets.”

The UK subsidiary operates as the group’s sales and distribution channel for the UK, alongside its sister company in Belgium, which supplies and distributes Remy products across Europe.

The group’s manufacturing facilities are based in Tunisia and Hungary. Quantuma said it has also been engaged as restructuring and M&A advisor to Remy in Tunisia and is working closely with colleagues in Belgium and Hungary.

Mr Zalkin added: “Working alongside my counterparts in Belgium, Hungary and Tunisia, I remain hopeful that it will be possible to rescue significant parts of the group.”

006_PMF_APR22_Layout 1 24/03/2022 10:07 Page 7

Professional Motor Factor

ProMotorFactor

@PMFmag

www.pmfmag.co.uk

tom@pmfmag.co.uk

LKQ Euro Car Parts completes International Women’s Day celebrations with Automotive 30% Club patronage announcement Annick Jourdenais, CFO of LKQ Euro Car Parts, has become a patron of the Automotive 30% Club, to conclude the business’s International Women’s Day celebrations.

The Automotive 30% Club was set up to improve gender balance in the automotive industry, specifically by filling at least 30% of key leadership positions in its member organisations with diverse women by 2030.

This is known as the ‘30 by 30’ strategy.

Annick said: “Encouraging and enabling talented women to progress up the automotive career ladder isn’t just the fair, moral thing to do – it’s also good for business.

“Gender-diverse groups make better

decisions, and form companies that are more likely to succeed. And in times of unprecedented technological and regulatory change in automotive, the need for strong, effective, diverse leadership is arguably greater than ever.

“I’m incredibly proud to be working alongside likeminded peers to increase female representation in our industry.

Together, we can pave the way for more women to successfully develop their careers, improve the way the automotive sector is perceived, and, ultimately, better serve our customers.”

The Automotive 30% Club is powered by the social enterprise company Gaia Innovation Ltd.

GSF Car Parts’ Servicesure launches IMI-accredited EV initiative for members GSF Car Parts’ garage model, Servicesure, has launched a new scheme to help its network of 548 members become trusted traders for the electric vehicle (EV) & hybrid aftermarket.

EVsure is available as an add-on scheme for existing Servicesure members, and it offers benefits to support these garages in “unlocking the potential of EVs” for their business. At the time of writing, there are 19 Servicesure members operating as EVsure garages.

The scheme is available to Servicesure members who have at least one technician qualified to the IMI’s Level 3 Techsafe standard, which enables them to work safely on EVs. Members who become EVsure garages will have access to national branding and promotions, discounted technical advice and equipment, and exclusive, professionally accredited training and development.

GSF Car Parts Head of Garage Programmes, Paul Dineen, said: “We believe EVsure is going to be a gamechanger for the aftermarket. Main dealers have held a monopoly on EV maintenance and repair for too long, and we know from experience that independent garage owners can offer excellent value for money alongside outstanding service that matches and often exceeds main dealers.”

Steve Nash, CEO of the IMI, added: “The launch of EVsure is an important development, not only for Servicesure’s network of independent garages but also the aftermarket sector as a whole.

Consumer appetite to embrace the UK’s EV transition is gathering pace, and the industry must step up to ensure the skills are there to

meet the service and repair needs of its EV customers.”

GSF Car Parts currently operates 175 branches across England, Wales and Ireland, and it is currently investing in expanding its footprint through new branch openings and increasing its head count to better support customers.

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 7

PMF Page Grid_Layout 1 20/03/2022 09:35 Page 1

009_PMF_APR22_Layout 1 24/03/2022 10:08 Page 9

PEOPLE & INDUSTRY

Never has the world been so unpredictable, according to European Exhaust & Catalyst (EEC) Commercial Director, Paul Newby, from the global impact of COVID-19 to the situation in Ukraine.

Global instabilities have led to spiraling costs, commodity shortages and other challenges that no short-term stratagem can feasibly outweigh, but while paradigms are shifting, Paul says EEC has focused on circumstances it can control: uring the pandemic, we worked hard to expand our portfolio of must-have Euro 5 and 6 catalysts, diesel particulate filters and selective catalytic reduction systems, along with a plethora of exhaust and complementary items, enabling us to release more new products than at any time in our 25-year history as a manufacturer.

Over the last couple of years, laboratory capacity for type approval testing has been extremely limited, largely due to the backlog of vehicle manufacturer testing following closures during the pandemic; however, our product development team has managed to navigate us through the roadblocks and successfully completed multiple type approval test phases over the last year or so.

Of course, having desirable, innovative aftermarket products is only one facet of a great customer experience, so we recognised the need to look inwardly and question what we feel makes for an exceptional customer experience and capitalise on what differentiates our company within our peer group.

INSIGHT

European Exhaust & Catalyst ‘proud to walk the talk’

D

“Constantly bolstering our knowledge base”

Our customers already speak very highly of our product quality and our aftersales technical support, and our teams all appreciate the importance of sustaining exacting standards. Employee involvement is valued strongly within our company, and all are actively involved in reducing the eight types of waste that we collectively recognise.

Our manufacturing teams have engaged in activities to improve errorproofing, repeatability and reproducibility, along with enhanced defect detection. With an ever-expanding range, the importance of quick changeover times is paramount; in short, as the number of active parts in range increases, the time we have to produce each batch decreases, so

minimising non-value-added activity is crucial. Taking inspiration from pitstops in motorsport, our teams have systematically improved performance in this area.

Our product is technical in nature and customer feedback suggests that our capabilities in relation to technical support and problem resolution are qualities held in high regard. We do not outsource the most technical element of our product, so the unique processes we employ facilitate a deeply intimate comprehension. Despite our technical team being underpinned by decades of experience from within the sector, we appreciate that our expertise must evolve as vehicle technology progresses. We are constantly bolstering our knowledge base to ensure we’re equipped to provide the best possible levels of both technical support and training.

The entire EEC team are proud to walk the talk, and we are more than happy to share our story. If you’re interested in a tour of our facilities, please contact sales@eurocats.co.uk.

For more information about EEC, www.rdr.link/FFI001

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 9

010_PMF_FEB22_Layout 1 24/03/2022 10:09 Page 10

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.

I

Ring Automotive

NGK Spark Plugs Ignition and sensor specialist NGK Spark Plugs has appointed Rob Hope as a new sales representative. He will cover an area that includes parts of Suffolk, Norfolk, Cambridgeshire, Leicestershire, Nottinghamshire and Lincolnshire.

Rob has held a variety of senior roles over a 27-year career in the automotive industry, with his last role being aftersales manager for a Ford dealer. He also boasts spells working for a Nissan main dealer, as a vehicle manufacturer parts manager and area trade parts manager, and for motor factors, including Andrew Page.

He said: “I have obviously known of NGK for a very long time. The opportunity to join a company such as this does not come up very often, so I grabbed it with both hands.”

10 PROFESSIONAL MOTOR FACTOR APRIL 2022

Ring Automotive has enhanced its team with the addition of area sales manager, Kevin Petrie, who will support all trade customers in Scotland and Northern Ireland.

Kevin brings a wealth of experience to the team, having worked in the automotive industry for 32 years, and, focusing on trade business, he will use his industry expertise to build and strengthen existing and new customer relationships.

He said: “It’s been a difficult year for the trade, as there are ongoing challenges affecting the supply chain. This is an issue shared throughout many industries, and with everyday being different, my new

role looks set to be challenging and rewarding in equal measure.”

Autogem An “energetic, focused and highly-respected” aftermarket expert has strengthened Autogem’s sales team at the perfect time, to coincide with one of the busiest periods in the company’s history.

The award-winning automotive supplier has appointed Richard Neads (pictured (left) with Autogem Managing Director, Prashant Chopra) as business development manager for the South West.

He has worked in the trade since the age of 18 and arrives with experience at Vauxhall Motors, Euro Car Parts and Spartan Motor Factors, where he worked as business development manager, parts advisor and assistant manager, respectively.

Richard said: “Autogem is such a respected brand, and its solutions have always been amongst the most advanced in the industry. Not only do its products speak for themselves, but the company is extremely progressive with one eye on the future.”

011_PMF_APR22_Layout 1 24/03/2022 10:10 Page 11

PEOPLE & INDUSTRY

NGK Spark Plugs’ Tim Ward to retire after 21 years’ service!

F This month, Tim retires from the position of deputy general manager – key accounts, and he plans to devote more time to his hobbies of watching his beloved Leeds Rhinos, playing golf, walking and cycling; in fact, he is planning on an epic 500mile bike ride in the USA to raise funds for the Rugby League Cares charity.

irst appointed as a sales representative for the North East in December 2000, more than two decades on, Tim said: “I owe NGK everything professionally; I will forever be grateful to the company for allowing me to develop and progress my career.

“I will miss many of my colleagues and many of the people I do business with a great deal. I have always appreciated how well NGK has been received in the automotive aftermarket. I have thoroughly enjoyed the interaction I have had with my customers and have also enjoyed the good relations I’ve had working with the other departments within NGK.” Over the years, Tim has progressed to a number of positions within NGK, including that of national sales manager and deputy general manager – sales & marketing.

NGK Spark Plugs Managing Director, Marko Wowczyna, paid tribute: “Tim has

FAREWELL

been the face of NGK for many years and has made a significant contribution to the success of the brand during his 21 years with the company. He has forged strong relationships with our valued customers and with his colleagues at NGK, who will, I’m sure, miss his direct approach, integrity and great sense of humour.

“From a personal perspective, I have valued Tim’s support since my joining NGK and will miss someone whom I consider a personal friend and not just a colleague. I wish Tim and (his wife) Tina a wonderful, happy and healthy retirement!”

PMF wishes Tim a very happy retirement!

012_PMF_APR22_Layout 1 24/03/2022 14:13 Page 12

BUSINESS & TRAINING

SOFTWARE

Titan Motor Factors full of praise for MAM Software’s Autopart Online Autopart Online is a business management software combining sales, stock management, accounting and reporting into one package, and Titan Motor Factors Director, Jason Farrugia, has spent years using it.

H

e said: “When we’re planning a new site, the call to MAM Software is the first one we make. We want to know what internet connectivity will be like, plus the estimated timescale for getting the system live. Because, in reality, Autopart Online is critical to our business.”

Titan’s philosophy of building customer relationships In order to achieve the highest level of customer service, the software utilised needs to be smooth and efficient throughout. Jason noted: “From the point of a phone call, the parts are usually booked out within a minute, warehouse has seen the parts within another minute. The parts could be on the road within 15-20 minutes.”

All businesses need to be conscious of costs and expenditure; thanks to Autopart Online, these worries can be alleviated, according to Jason. He advised: “The major cost it allows us to save on is personnel.

Without such a user-friendly and fast piece of kit we would need more sales staff, we would need more drivers.”

Maximising Autopart Online’s offering Staff can be trained to use the ledgers package and when trying to view the business-critical data, Jason added: “The

I

12 PROFESSIONAL MOTOR FACTOR APRIL 2022

reporting is so extensive; there isn’t a single report I’ve imagined that that system doesn’t hold.”

Titan Motor Factors has taken this utilisation one step further and enhanced its package with additional modules, like Automotive Automation and Driversboard.

Driversboard is a vehicle load planning and delivery despatch module that integrates directly into Autopart. This has been critical to Titan, as Jason testified to: “No invoices and no deliveries are missed!”

From a managerial standpoint it has allowed Jason to keep track of the transaction from point of sale, to delivery to the customer.

Automotive Automation is the live reporting tool for Android and iOS, and is for sales reps who are visiting customers face to face. Jason said that due to its real time reporting functionality, the sales reps have access to critical data on what their customer has bought or potentially not bought, which allows them to go into sales meetings fully prepared.

In the fast-paced world of the automotive industry, a software you can rely on is pivotal. Autopart Online has provided Titan Motor Factors a place to view everything that it needs to run its business.

Titan Motor Factors Limited was formed by experienced motor factor managers and trade professionals with decades of combined experience. The aim was to collate the strengths from past experiences and avoid previous issues that may have arisen – this analysis concluded that Autopart Online was the software that was to be implemented across its business.

For more information about MAM Software, www.rdr.link/FFI002

PMF Page Grid_Layout 1 20/03/2022 09:41 Page 1

014_PMF_APR22_Layout 1 24/03/2022 10:14 Page 14

BUSINESS & TRAINING

POINT OF SALE

Saxon Brands brings McLaren Car Care to life Saxon Brands is thrilled to reveal details of the McLaren Car Care products, as well as a full complement of point of sale (POS) materials, it has been entrusted to distribute. The company shares what you can offer your customers and how you can display the range.

I

14 PROFESSIONAL MOTOR FACTOR APRIL 2022

R

anking their highest points finish in over a decade, 2021 was a great year for McLaren in the Formula One World Championship. Whilst their two drivers, Lando Norris and Daniel Ricciardo, will be returning for 2022, nothing else is standing still. Having just unveiled their new racing car, featuring an updated build and livery design, described by the team as both elegant and aggressive, there is a clear and focused determination to lead the pack.

This meticulous research carries through to its McLaren Car Care range, a comprehensive line-up of cleaners, polishes and waxes, all designed to give precision, performance and protection. The range also has the highest possible seal of approval, being used by the McLaren team on their track cars!

With general enthusiasts and die-hard fans alike bound to be enthralled in the current Formula

One World Championship, now could be the perfect time to build on that interest by stocking the McLaren Car Care range.

Available through the automotive distribution expert, Saxon Brands, Laura Barnett, its product & commercial manager, told us: “It’s great to have a prestigious brand, such as McLaren, within our brand portfolio. Their dedication to excellence and desire to innovate mean that our customers will instantly know they’re making an informed choice when using any one of the wide ranges of McLaren Car Care products.”

Sales support bolstered

To support the new Formula One season, Laura has worked directly with the team at McLaren to strengthen the sales support available. This starts with a full suite of POS materials, such as shelf wobblers, posters and custom display units, all carefully designed to bring the distinctive papayacoloured packaging to life on the shelf and straight into a customer’s eyeline.

014_PMF_APR22_Layout 1 24/03/2022 17:52 Page 15

BUSINESS & TRAINING For car interiors, the bestselling products are: 씰

MCL3102 Dashboard Cleaner – In addition to cleaning, it leaves a deep matt finish, complete with UV protection. Easy to use with a great fragrance, this is a real customer favourite and the top selling line.

씰

MCL3010 Leather Cleaner and MCL2952 Leather Cream – Both are formulations used in the professional market, able to remove even the toughest stains on all automotive leather upholstery. The Leather Cream contains lanolin to nourish the leather and prevent cracking and drying from the sun and UV light.

And for car exteriors: 씰

MCL3034 Waterless Wash & Wax – Specifically designed for timeconscious consumers who want to easily remove light soiling and dirt.

Safe for all exterior surfaces, it includes a specially formulated lubricant that ensures dirt is removed without scratching paintwork and leaves a clean, high gloss finish.

씰

MCL3072 Hydro Seal – Uses a special blend of ceramic properties, which bond with the paintwork, leaving a hydrophobic water beading effect and deep gloss shine. Can be applied in all conditions.

POINT OF SALE

No aspect of the sales journey was off the table, according to Laura: “We’ve worked hard to make these premium products available at the most competitive prices, giving excellent value for money.

We’re also currently working on building up specific product bundles, delivering a full car care solution in one easy purchase.”

So, which products from the existing range should you be looking at to excite your customers (left)?

More to come…

The Car Care range will be expanded this summer, to include several new ceramic coatings, waxes and a headlight restoration kit.

Specially formulated to give long-lasting protection for the home enthusiast, whether it’s the Ceramic Hydro Seal, a product in testing for months and delivering durability, or the Ceramic Dura Coating, with a molecular structure offering up to 12 months protection, Saxon Brands is sure that the full McLaren Car Care range will be a winner for you on the shelf in 2022!

For more information about Saxon Brands, www.rdr.link/FFI003

016_PMF_APR22_Layout 1 24/03/2022 10:16 Page 16

BUSINESS & TRAINING

RECRUITMENT

Glen Callum Associates offers advice on hiring and candidate engagement strategy With businesses feeling the impact of a tight recruitment market, according to Glen Callum Associates (GCA), it is offering guidance on how to develop hiring and candidate engagement strategies, while also looking at creative solutions to introduce candidates to the aftermarket from allied sectors.

W

ith almost two-thirds of employers expected to experience difficulties when hiring in the next six months, according to a survey of more than 1,000 recruitment and human resources workers by YouGov for the Chartered Institute of Personnel and Development (CIPD), GCA has put together a number of key points for businesses to absorb, to ensure they not only find the right candidates but hold onto them too.

Glen Shepherd, director at GCA, explained: “The pandemic brought about new ways of working, and with it, a change in expectations from potential candidates.

It’s important that businesses implement a clear strategy if they are to be successful in the recruitment market.”

With this in mind, the recruitment specialist is urging the aftermarket to be flexible. Glen continued: “Being able to offer remote working, flexibility, a healthy work life balance, or other unique working environment vibes as part of your culture, is a key benefit, and one that will set you apart from other companies.”

“Be an enabler” The company is also highlighting the

I

16 PROFESSIONAL MOTOR FACTOR APRIL 2022

importance of considering each candidate’s unique requirements, explaining that taking the time to do so can go a long way in developing a consistent approach to hiring in, what GCA described, today’s passive and difficult-to-source candidate market.

“Be an enabler and change your strategy to focus on the candidate’s needs, while also qualifying what you need,” Glen said.

Another key point for businesses to highlight to potential candidates is their culture – Glen explained: “Every company has its own unique offering, and it’s important to highlight this if you’re to become the employer of choice.

Candidates are becoming very savvy when considering moves right now, so you need to showcase what it is your company has to offer.”

GCA is constantly assessing market trends and data, and is listening closely to business and customer experiences.

Glen said: “Trends are telling us that candidates are uploading their CV and waiting to be found. Currently it’s very passive – engagement is key.

“To be successful in becoming the

employer of choice, you need to work with a partner that focuses on engagement. It’s a labour-intensive process, which is not easy but essential. If you have the resource, develop your own engagement plan, but be thorough.”

Competition is rife GCA is urging businesses to move quickly to avoid disappointment, advising that once the right person has been sought, it’s important that the hiring company acts fast to secure them and not lose out to competitors.

Finally, Glen advised that having a strong onboarding process is crucial so as not to squander their investment once the candidate has been secured: “Take the time to invest in a detailed onboarding process, and plan to ensure that once you’ve secured your candidate, you keep them engaged and motivated.”

Glen Callum Associates’ video on how to attract the best candidates can be found at: https://youtu.be/2eSQ_wjlFU www.rdr.link/FFI004 For more information about GCA, www.rdr.link/FFI005

PMF Page Grid_Layout 1 28/01/2022 10:32 Page 1

018_PMF_APR22_Layout 1 24/03/2022 17:53 Page 18

MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE

We've picked out some intriguing stories from the most recent edition of our sister title, Professional Motor Mechanic, which this month features WD-40 and Apollo Tyres, as well as columns from Steve Carter and Andy Horwat.

I

18 PROFESSIONAL MOTOR FACTOR APRIL 2022

PMM ran a product test on WD-40 Specialist Silicone, after Dixons of Pudsey put the lubricant through its paces: “First opportunity to use the spray was on a BMW i3 that was booked in for a sticking door handle. Having an i3 ourselves, we knew that handles on these can pose a problem for owners and can be costly to repair, not to mention the time the customer could potentially be without their car while we wait for BMW to order the parts in.

“The exterior handle mechanism was creaking and sticking on opening the door. We didn’t want to use other greases or compounds and have it getting everywhere. So out came the WD-40! We coated the mechanism using the straw, which penetrated and eliminated the noise and stiffness – a winner for us and the customer, as it saved us time by not having to strip it down and replace the handle. More importantly it saved the customer the money for a new handle – fantastic result!”

Earlier this year, PMM’s Kieran Nee travelled to Budapest to visit Apollo Tyres’ factory – the editor picks up the story: “Since 2009, Indian tyre behemoth Apollo Tyres has been the proud owner of Vredestein Tyres, the respected Dutch tyre maker. The firm has done a good job of retaining Vredestein’s reputation for quality within the market, and at its tyre production facility in Gyöngyöshalász, Hungary, the two brands’ wares are produced side by side. Apollo’s largely for commercial purposes, while Vredestein’s still faithfully serving the passenger vehicles of Europe.

“As difficult as its Central European location’s name might be for the average Briton to pronounce, it is matched by the level of complexity and research that sits behind the deceptively simple looking tyres produced there. Indeed, the exploits of over 380 research & development employees are put into practice at the plant. This vast investment in research is paying off, clearly, as the brand has received a wealth of accolades from the tyre industry for its all-season and winter ranges in recent years.”

018_PMF_APR22_Layout 1 24/03/2022 18:45 Page 19

Steve Carter, electric vehicle (EV) training consultant for GROUPAUTO & UGS, outlines some of the charging problems and solutions facing the EV market: “The next challenge for our vehicle manufacturers (VMs) running 800V systems is compatibility; at present, the number of 800V charging stations is limited with the majority still only 400V – how are we going to charge our 800V vehicles on 400V charging systems? We could equip the car with an on-board DC charger, and this is indeed what Audi and Porsche have done; however, this comes with significant drawbacks: there is a cost to the VM for this charger, there is a weight

penalty, and you will probably have to limit this charger to a modest charging speed of about 50kW, even if the station supported charging outputs of 150kWh at 400V. “So, you may have an 800V system, but if you connect to a 400V charger, you will charge no faster than our Nissan Leaf from 2011.

“So, what has Hyundai and Kia done with their 800V systems to cover these lower voltage chargers?

These vehicles use the warnings of the motor and the inverter to boost the voltage from the 400V of the charger to the vehicle’s 800V system, charging the battery. Clearly there is no additional component because the motor and the inverter are already present. Given that these motors and inverters are rated at well over 150kW, they are more than capable of charging within the 150kW of the current majority 400V chargers.

“You could now get an 80% charge in around 23 minutes on this type of station.”

INSIDE THE ISSUE

Recently, PMM troubleshooter, Andy Horwat, tackled a Range Rover Evoque whose battery issues were causing its owner considerable stress. He discovered the solution after noticing the interior ambience light was still on, despite closing the door: “I waited five minutes and the light was still blinking. I opened the door and tapped the light – bingo out it goes. I immediately checked my meter reading; as soon as I closed the door the light blinked on again – time to experiment with this newfound information.

“I turned the light off and checked the meter – a drop to 60mA, still too high. I removed the unit, disconnecting the main harness and bingo! The draw was now around 6mA, and the fault was found. According to my network, the ambient lighting or illuminator console wiring diagram displayed that it is wired to the central body control module. Perhaps I was fortunate that the problem wasn’t deeper? I wondered at this point why it had stumped so many people before me. Once the problem was sorted, I connected the battery for the remainder of the day and overnight, and the following morning the car started promptly – I knew I had successfully pinpointed the issue.

“The next day, I informed my customer of my findings and informed her that a replacement part could be expensive, so for the time being, it was decided to keep the unit disabled. She expressed her thanks for the fault being detected so quickly, especially after waiting so long for a real solution to be discovered.”

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 19

020_PMF_APR22_Layout 1 24/03/2022 17:58 Page 20

AIR CONDITIONING & THERMAL MANAGEMENT

Dayco and Alan Skuse partnership illustrates importance of relationships Dayco, an original equipment (OE) engine products and drive systems supplier, says it is constantly reviewing its product portfolio to reflect the needs of the independent service and repair sector, with focus on the shift in momentum from internal combustion engines toward hybrid & electric powertrains.

I

20 PROFESSIONAL MOTOR FACTOR APRIL 2022

A

s a result, its offering has grown from just power transmission-related products, to include thermal management with a comprehensive range of water pumps (mechanical and electric) and thermostats, as well as wheel bearings and recently, steering & suspension.

Dayco said it appreciates the importance of the working relationships it has with its many wholesaler partners and how these allow both parties to benefit when the company introduces new product groups that it wasn’t previously supplying to the aftermarket.

One of these partners is Alan Skuse, a four-branch independent motor factor based in the South West and aligned with GROUPAUTO. “We must have been working with Dayco since around 2004, when the company was still quite a small operation,” explained Company Buyer, Chris Sandison.

“However, we’ve grown a lot over the last few years and now have branches in Plymouth, Kingsbridge, Saltash and Ivybridge, and turned over more than £5 million last year, and as we’re very, very busy, we hope to do over six this year, so it sounds like a success story, which is nice.

“Dayco has been an important, longterm partner supplying us with OE quality belts, tensioners and timing belt kits, as

020_PMF_APR22_Layout 1 24/03/2022 18:46 Page 21

AIR CONDITIONING & THERMAL MANAGEMENT

Chris Sandison: “Dayco has been an important, longterm partner supplying us with OE quality belts, tensioners and timing belt kits, as well as auxiliary drive components. So, when the company introduced water pumps and thermostats a couple of years ago, it was an obvious step to take...” well as auxiliary drive components. So, when the company introduced water pumps and thermostats a couple of years ago, it was an obvious step to take on these parts because we’d previously used a bit of a mish mash of other suppliers and sometimes had quality issues, so wanted to supply a premium product.

“I think it also helps that as more vehicles have timing belt driven pumps, they want a quality pump to replace it with, so a Dayco pump, in a complete kit that has all the replacement parts, is the perfect solution.

“I think, going forward, we will probably be selling a lot more kits complete with a pump, and this is part of a transition in the

same way that years ago we used to sell timing belts without the other components and now, no-one ever really buys anything other than a kit.

“In terms of thermostats – although they’re a bit more reliable than they used to be, so we don’t sell lots of them – because they are much more complex, when we do, they are now a higher value item, so are more profitable. So, in short, Dayco thermal management parts have started very well for us because we tend to try and offer the best quality parts from a tier one supplier.”

Additional support

Chris concluded: “Dayco is very, very

proactive and area sales manager, AnnMarie, visits us regularly; in fact, I think she’s scheduled again next month for two or three days, when she’ll go into garages and provide the education they need to fit parts properly or learn a bit more about what’s changing in the industry.

“It’s this kind of thing that makes the partnership, and I’m sure that’s one of the things that has helped us to be able to grow as much as we have, which is why we are so keen to keep working with such a great brand and a helpful team.”

For more information about Dayco, www.rdr.link/FFI006

ADGRIDS_PMF_ad grids_PBM_april_04 22/03/2022 08:33 Page 22

023_PMF_APR22_Layout 1 24/03/2022 10:30 Page 23

AIR CONDITIONING & THERMAL MANAGEMENT

What does air conditioning system servicing mean for you?

Original equipment manufacturer (OEM) and system supplier, DENSO, says ensuring these systems are functioning correctly is an important responsibility for both your business and your workshop customers.

D

ENSO said its expertise and innovation is at the heart of its air conditioning (AC) products for both vehicle manufacturers and the aftermarket; however, to ensure they continue to perform effectively for as long as possible, it’s crucial that the AC system is maintained and serviced correctly, and here you can help your workshop customers with not only the quality replacement components they need, but with sound advice too.

Why is AC servicing important?

Although the AC system keeps the vehicle’s occupants comfortable whatever the weather, obviously it is particularly important that it’s running well in hotter conditions.

DENSO said that while the AC system may not be hugely complex, a fault in just one of the components can cause a significant drop in performance, leading to uncomfortable conditions in the cabin, as well as other, less obvious side-effects, such as a decrease in fuel efficiency.

AC overview

AC operation relies on taking heat out of the passenger compartment by absorbing the heat into a refrigerant that transports the heat away from the occupants, so that it can be released outside the vehicle.

The main components of the AC system are the compressor, condenser, expansion valve and evaporator, as well as the refrigerant used to absorb the heat, which in most existing systems, is known as R134a; however, for environmental reasons,

vehicles manufactured from January 2017 have had to use R1234yf refrigerant.

A fault with any of the AC system’s main components can often have a big impact on the condition of one of the others, so you need to respond to any request for a replacement compressor, for example, by highlighting the interdependence of these parts and to check/replace related items at the same time. In addition, it’s an opportunity to remind your customers that the cabin filter is a scheduled service replacement item and the correct quality and quantity of oil in the system is also crucial.

What your trade customers should look out for

The two most regular concerns owners tend to raise, which should point workshops to issues with the AC systems, are that the air coming into the cabin

DENSO’s AC range

Every DENSO AC component is manufactured to meet OE standards, and the complete programme caters for more than 750 applications; therefore, alongside its cabin filter range that includes both standard particle filters and enhanced combination filters, which have an additional, activated charcoal layer located inside the filtration material, as well as technical support and advice, DENSO is the partner of choice for many aftermarket professionals.

doesn’t get cool enough or there is an unpleasant odour in the vehicle, which is often accompanied by misty windows that do not clear effectively.

On hearing of either of these issues, workshops must first look at the performance of the AC system and the condition of the cabin filter, to confirm the customer’s complaint.

As mentioned before, the refrigerant is a key element within the AC system, as its constant recirculation removes heat from the air, so, to cool the incoming air effectively, it needs to be at the right level and clean enough to run through the system’s components efficiently. When it comes to the odour and misting issues, it’s the cabin filter that must be considered because, over time, the performance naturally drops as it becomes contaminated by the pollutants filtered out.

Regular maintenance is key

Particularly at this time of year, DENSO encourages motorists to have their vehicle’s AC system serviced preferably every year, but certainly at a minimum of every two years, which should include the replacement of the cabin filter.

For more information about DENSO, www.rdr.link/FFI007

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 23

024_PMF_APR22_Layout 1 24/03/2022 19:11 Page 24

AIR CONDITIONING & THERMAL MANAGEMENT

Make a real difference this AC season, urges Nissens During the busy season, replacement parts play a crucial role, and Nissens Automotive says it provides a comprehensive, yet competitive solution.

N

issens offers a range of around 3,500 replacement air conditioning (AC) parts that cover the system’s key components and caters for more than 15,000 original equipment (OE) references, meaning the programme provides a comprehensive solution for nearly all makes and models. It also crosses vehicle segments to cover numerous commercial vehicles, alongside a multitude of passenger car applications.

Nissens reported that new parts are being added to the range on a regular basis and more than 200 have been introduced since last summer, meaning it can support you with the products your customers need, particularly when they are servicing newer vehicles and models, which will obviously include a growing number of hybrid and electric cars as their popularity increases.

However, it’s not just the number of parts in the range that is important; it’s also

I

24 PROFESSIONAL MOTOR FACTOR APRIL 2022

the overall coverage that makes a difference, according to the company, and it’s here where Nissens said it hits the mark. As an AC specialist, the company said it realises the need for you to have access, not just to the fast-movers, but to those that are far less familiar. As a result, for components such as condensers, Nissens provides close to 95% coverage of the European vehicle parc.

Product manager for the climate category at Nissens, Jonas Evald Kristensen, elaborated: “The obvious objective for wholesalers in the replacement parts business is to be able to supply the right product and deliver it on time, at the right price. Therefore, our priority is to support them by providing the solution that allows them to source the premium quality, fit first time parts they need, combined with the vehicle coverage required to enable them to fulfil that objective.”

Offering full support to your workshop customers At the other end of the chain, workshops want happy customers, which is made possible through successful, no-return AC system service and repair; therefore, their objective is to be able to fit quality parts that optimise the system’s performance and provide a long, trouble-free lifespan.

By fitting Nissens products, the company argued, workshops can fulfil this objective because all its products follow the same genuine Nissens quality standards. This ensures that all parts match or exceed the performance of the OE component and allow for fast, trouble-free installation. In addition, unique features, such as corrosion protection, guarantee a long lifespan. They can also take advantage of the technical support available – which is essential for many modern AC systems, particularly in new energy vehicles – that Nissens also

024_PMF_APR22_Layout 1 24/03/2022 10:33 Page 25

AIR CONDITIONING & THERMAL MANAGEMENT

provides to technicians across Europe.

Jonas continued: “As a premium quality aftermarket brand, our mission is to set technicians up for success. This is made possible first by developing excellent

products, which are highly engineered, thoroughly tested and match the performance characteristics of the OE component.

“In addition, each item is easy to install, Earlier this year, the company launched its new product support portal – www.nissens.com/support – where access to the service is free and users can scan a QR code from a Nissens product box to start browsing the technical information required. Everything is searchable by make and model and can be further filtered by several vital criteria. The portal is available in many languages and all materials can be downloaded or shared.

thanks to the first fit concept that ensures that all the parts necessary for the installation are included in the box. Second, we share valuable and up-to-date technical knowledge, which provides technicians with the resources they need to carry out their service and repair responsibilities to the highest standard. We also help them address the technological evolution seen with more advanced AC designs, such as heat pump systems.”

Nissens offers tech support solutions through a wide variety of literature: technical training, self-learning modules, technical bulletins, repair tips and detailed installation and troubleshooting guides are available online and in print.

For more information about Nissens, www.rdr.link/FFI008

026_PMF_APR22_Layout 1 24/03/2022 18:03 Page 26

AIR CONDITIONING & THERMAL MANAGEMENT

Autoair Gloucester highlights oil types for AC systems One of the key ingredients to a well-functioning air conditioning (AC) system is having the right lubricant in place, according to Autoair Gloucester. Here, the company goes through the different types of oil available and the failures your customers can expect to encounter if the wrong type of oil is used.

O

il is as important as refrigerant in an AC system, the company said. The refrigerant is subjected to extreme pressure changes, which generates heat, the oil absorbs the heat and keeps the AC components lubricated.

Autoair Gloucester advised that using the wrong type and viscosity of oil in a car engine will only spell bad news – the same rule applies to the AC system!

Below, the company gives an overview of the types of oils:

PAG (Polyalkylene glycol) oil

POE/Ester oil

MRL 85 (POE based)

HFO-PAG 46e & HFO-PAG 100e

PAG oil is a synthetic oil that is available in different viscosities: PAG 46 – which is the most common – PAG 68, PAG 100, PAG 125 and PAG 150. The PAG oil viscosity used in each vehicle is determined by the manufacturer.

This oil is safe to use in hybrids & electric vehicles (EVs) when the manufacturer has specified the use of a POE lubricant in the AC system. It can be used in both R134a and R1234yf; however, it is better suited to the R1234yf systems.

Top tips to share with your garage customers and keep in-mind If a PAG and POE oil has been mixed, it will separate when the system is not in use. As a result, once the system is switched on, the separated oil will not properly lubricate the internal pistons/scroll of the compressor. This will cause abnormal wear and, eventually, seizure of the unit, which, on some vehicles, will halt the use of the vehicle until the unit has been replaced.

Autoair Gloucester said all OE compressor manufacturers

I

26 PROFESSIONAL MOTOR FACTOR APRIL 2022

Ester oil is also a synthetic oil. It is typically used in systems that have been retrofitted to R134a or as a ‘drop in’ oil. Ester oil provides excellent performance in both high and low temperature environments. It reduces friction, prevents wear and acts as a seal between the low and high-pressure sides.

Safe to use in hybrid vehicles.

These types of oil have recently become available on the market. Like the MRL 85, this type of oil can be used in hybrids & plug-in EVs when the vehicle manufacturer (VM) specifies the use of a PAG based lubricant. These have been manufactured with low hygroscopic properties to minimise moisture ingress and retention. It can be used in both R134a and R1234yf systems.

highlight the use of the correct oil; therefore, if a mix of oils has been found in any warranty inspection specific to a compressor, most will automatically reject the claim due to incorrect fitting of the unit.

To safeguard against any possible future issues, technicians must identify which oil is recommended by the VM and ensure only that oil is used.

For more information about Autoair Gloucester, www.rdr.link/FFI009

027_PMF_APR22_Layout 1 24/03/2022 18:04 Page 27

OILS, LUBRICANTS & ADDITIVES

Lucas Oil looks to influencers and brand ambassadors ‘to highlight depth’ of products Partnerships with motor racing teams, social media ‘influencers’, as well as brand ambassadors drawn from the automotive sector, will be at the heart of Lucas Oil’s latest campaign to promote sales of its US made oils, additives and workshop lubricants: “

I

t’s a strong promotional campaign, in which we are focusing on the high performance, preventive maintenance and emission reducing qualities of our products. We will continue the campaign and sales momentum developed in 2021 throughout 2022,” said Dan Morgan, director of sales and operations for Lucas Oil Products (UK).

Partnerships with motorsport teams and associations will be key to this…

from F3 racing. The two cars will be prepared for each race using a selection of products from the Lucas Oil range.

Each race in the 14-round competition supports a F1 weekend, with a 45-minute sprint race on Saturdays and a 60-minute feature race on Sundays.

Every F2 car is based on a Dallara chassis, powered by Mecachrome engines and race on Pirelli tyres.

Dan said: “The Lucas Oil brand has a reputation for high performance under extreme conditions. I’m delighted to be able to continue our F2 partnership with the DAMS team, now under the guidance of Christopher Pic. We are all looking forward to some exciting racing.”

Wide product range Lucas Oil and the French F2 racing team, DAMS, will continue their partnership throughout the 2022 season.

The deal was confirmed shortly after former racing driver, Christopher Pic, signed an agreement to take control of one of F2’s most successful motor racing teams. DAMS has won 15 driver championships, 16 team championships and accumulated 168 wins.

In his second season with the team, Williams’ test driver, Roy Nissany, will drive the #16 car. He will be paired with Ayumu Iwasa in the #17 car, who takes the step up

A select group of influencers and brand ambassadors have already received their ‘welcome packs’ from the US oil manufacturer. These packs contain oils, core additives, plus lubricants from the wider range of Lucas Oil’s workshop products.

Dan commented: “We have included items, such as White Lithium Grease, Red ‘n’ Tacky Grease, Air Tool Lube, as well as Chain Lube Aerosol and the rust-busting Toolbox Buddy Aerosol, to demonstrate the wider application of the lubricants range.”

Strong influence

Dan continued: “Our influencers and

ambassadors will be able to highlight the true depth of our oils, additives and lubricants. Our core products will be key to this; for example, Safeguard Ethanol Fuel Conditioner has made a significant impression on the sales and revenues of our distributors since the introduction of E10 fuels last September. That’s largely because it was a readily available protector for the engines and components in vulnerable vehicles. Our team will be able to broadcast its wider applications, as well as all the other products in the pack, to the garage trade in a variety of garage workshop situations.”

These activities will be varied, anything from a website post or a story on Instagram, to product displays at the trackside, workshop demonstrations, appearances at trade shows or the publishing of videos via their online channels.

For more information about Lucas Oil, www.rdr.link/FFI010

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 27

028_PMF_APR22_Layout 1 24/03/2022 10:42 Page 28

OILS, LUBRICANTS & ADDITIVES

Continued delay to ACEA heavy-duty sequences – what’s the hold up?

We’ve spoken to David Wright, company secretary of the independent industry body Verification of Lubricant Specifications (VLS), about the continued delay to the European lubricant specifications for heavyduty vehicles:

T

he European Automobile Manufacturers Association (ACEA) sequences identify relevant performance standards for lubricants, specifically tailored to the European market, based on the vehicle’s engine type.

When mechanics or end-users select an engine oil, the ACEA sequences are an essential piece of information, providing reassurance that a particular engine lubricant meets the minimum quality levels for the vehicle and is suitable for use in that application.

ACEA reviews the sequences regularly to ensure they align with lubricant and original equipment manufacturer (OEM) development. In April 2021, ACEA published new light-duty sequences, known as ACEA 2021. These replaced the previous sequences, dating back to 2016.

According to ACEA, the new sequences were released to “address engine developments” over the past four years “driven by a combination of regulatory and

performance needs, complemented by necessary test maintenance requirements”.

Many of the changes were due to modifications to engine tests, as old models become obsolete and new models are released. The new sequences must use engines currently in production to reflect current vehicle developments, so changes have to be made. The revised sequences also catered for the trend towards ultra-low viscosity fluids, typified by Asian vehicle manufacturers.

New claims can already be made against the 2021 sequences for light-duty applications, which will become mandatory for all new claims from 1st May 2022 onwards. ACEA usually releases new sequences for both light and heavy-duty engines at the same time, but for the 2021 sequences, only the light-duty categories have been published so far.

Back in April 2021, ACEA said that “because the heavy-duty oil sequences are not at the same stage of readiness, at this time we have decided to split the light-duty and the heavy-duty sequences into two separate documents….”

ACEA said they expected to publish the 2021 ACEA heavy-duty oil sequences (replacing the updated 2016 version) no earlier than June 2021. They have yet to be published.

What can we expect from the new heavy-duty sequences?

Like light-duty engines, heavy-duty engines have evolved to deliver increased efficiency with lower emissions.

I

28 PROFESSIONAL MOTOR FACTOR APRIL 2022

028_PMF_APR22_Layout 1 24/03/2022 10:42 Page 29

Consequently, lubricants are working harder than ever and must be designed to provide adequate protection to engines operating at higher temperatures and under increased pressure. As service intervals are extended, lubricants must deliver continued protection over longer periods of time and/or mileage without suffering from degradation, build-up of soot, and other issues.

New categories E8 and E11 are likely to be introduced in the new heavy-duty sequences, replacing E6 and E9. These upgrades will focus on enhanced oxidation performance and piston cleanliness with the inclusion of established ASTM engine tests developed for API CK-4, the latest American lubricant standard for diesel engines. Two new categories for fuel efficiency, F8 and F11, are also being developed, as the industry strives to help lower emissions through fuel efficiency gains.

Impact of biodiesel

The ACEA E8 and ACEA E11 categories are expected to see increased limits in the existing OM646BIO test. This test ensures the lubricant can perform effectively in the presence of biodiesel.

According to government data, the use of UK sourced biofuels, including biodiesel, is rising – up 5% in 2020 vs 2019. In 2020, the volume of UK-sourced biodiesel for UK road transport was 126 million litres. Although this still represents only a small proportion of overall fuel use, biodiesel is another way of tackling emissions challenges. By testing products to perform in these conditions, operators can be reassured that a lubricant can still perform effectively in this application.

Will these be the last ACEA sequences?

Industry debate has begun about whether this latest release of sequences, whenever the heavy-duty ones are published, will be the last for an industry facing unprecedented change.

Governments around the world are moving to phase out the internal combustion engine over this decade.

Discussion continues between OEMs and the industry, but the ACEA sequences will undoubtedly need to adapt to a rapidly changing market, including developing specifications for electric and hydrogen-powered vehicles to ensure these are adequately protected with quality fluids. Though OEM specifications may lead these innovations, there should be a level playing field for all lubricant manufacturers and blenders to compete on.

In the meantime, you must continue to assist customers, to service an increasingly wide range of petrol, diesel, hybrid, electric and even hydrogen fuel or fuel cell engines.

For more information about VLS, www.rdr.link/FFI011

030_PMF_APR22_Layout 1 24/03/2022 18:48 Page 30

OILS, LUBRICANTS & ADDITIVES

Don’t make assumptions on your customer’s behalf, advises Gulf Lubricants UK Many of your trade customers are likely to remember the long-gone days of oil simplicity – one bulk tank, one engine oil requirement, usually a 10w40, says Dave Woodman, General Manager of Rossmore Lubricants, the sole distribution partner for Gulf Lubricants in the UK & Ireland. He recognises that the oil market has long since changed:

W

ith the continuous development of engine technology by original equipment manufacturers, engine oil has become an integral component, helping achieve manufacturer targets towards improvements in emissions, economy, and power output.

This means there is now an increasing array of oil requirements, each with their own complexities yet, often, the lubricant in a car is still treated with a degree of commoditisation – often with little or no value placed on it.

This is no different to the old 10w40 days, and, therefore, the key focus can often become all about price rather than the quality, manufacturer approvals or, still important to many consumers, the brand.

Admittedly, many consumers are price sensitive; however, if this was the case for all, brands wouldn’t exist. It’s important not to assume all consumers are the same and have the same requirements – by offering strong brands, your workshop customers can differentiate themselves, while also increasing profitability and customer satisfaction.

It then becomes your role to also offer this choice through your network, again, not assuming that all workshops are looking for the lowest price. Some will want ad-hoc use of a brand to use on a certain vehicle or for a particular customer, while others will want to fully partner with a brand to share in marketing and branding initiatives.

I

30 PROFESSIONAL MOTOR FACTOR APRIL 2022

What makes an iconic brand?

When looking for an oil brand to represent, Gulf was at the top of the tree in terms of an iconic brand that we wanted to be involved with, as for a lot of people, it still invokes an emotion.

It boasts 100 years of global experience and innovation, while Gulf’s orange disc is instantly recognisable throughout the world

– a pre-requisite of an icon!

Throw in Steve McQueen, Gulf Racing colours, Le Mans and a partnership with McLaren (stretching back to Bruce McLaren over 60 years ago) and you have a great mix of ingredients to give you ‘iconic brand’ status.

Rossmore Lubricants has been entrusted to revitalise the Gulf Lubricants brand in the UK aftermarket, and the aim is to achieve this through the formation of strong, long-term partnerships within each sector that it operates.

Partnerships in your sector offer ease of accessibility to the brand for independent workshops and the opportunity for interested distributors to join the journey in ‘bringing back the Gulf brand.’

For more information about Gulf Lubricants UK, www.rdr.link/FFI012

031_PMF_APR22_Layout 1 24/03/2022 10:44 Page 31

OILS, LUBRICANTS & ADDITIVES

Prolan Extreme ‘perfect as a cavity wax’ Witham Group believes that as the move towards ecofriendliness accelerates and desire to find natural, yet premium lubricants and greases strengthens, it has the answer with Prolan, which protects any metal component in the fight against rust and corrosion.

E

verything about the Prolan range is non-carcinogenic and biodegradable; therefore, whether it’s being used on vehicles, machinery, on production lines or in the home, Witham said the users and the environment will benefit from the use of no harsh chemicals.

Specifically at workshop level, though, the heavier grades, such as Prolan Extreme, perform as a vehicle undersealer and cavity wax. It stops rust forming and protects against mud, salt and corrosive chemicals, and is ideal for vehicle chassis, panel work, frames, pins and bushes.

Due to its non-conductive

properties, the Prolan range also repels moisture, so is suited for wiring systems and batteries. The long-lasting effects of the product mean that usual reapplication times are reduced – Witham said the range is proving popular in workshops.

Its managing director, Nigel Bottom, said: “As more people and companies address the use of chemicals and strive to improve their eco credentials, this remarkable, long lasting, high-quality lubricant is becoming a popular choice for workshops and at home.

“We hope workshop professionals and DIYers will be impressed, particularly if they’re putting their faith in the products for the first time – we would love to hear their feedback.”

International recognition

Prolan has gained a number of international food safety approvals and in the UK, where Witham Group is the sole importer and distributor of Prolan, the product is NSF-approved for both H1 and H2 requirements, meaning it’s labelled as a ‘food-grade lubricant’.

This ratification means Prolan is suitable for sensitive environments too – forests, waterways, food manufacturing, horticultural, agricultural and marine – underlining its green credentials and suitability as an all-rounder.

What’s more, Witham said Prolan is an excellent wood preserver; instead of creosote, linseed is utilised to protect the material from rot and greening, so can be used for painting fences, hen houses, garden furniture and other outside wooden buildings.

For more information about Prolan, www.rdr.link/FFI013

032_PMF_APR22_Layout 1 24/03/2022 18:08 Page 32

Product spotlight Induction Innovations hails effectiveness of induction heating tools Tom Gough, president and CEO of Induction Innovations, a manufacturer of induction heating tools is here to put the company’s case forward for the use of induction heat and reveals its product lines: Induction heating is a safe, reliable, and flameless heat created by high-frequency magnetic fields. Induction Innovations’ tools remove adhesives bonded to metal and release seized hardware from corrosion or threat lock compounds, all without collateral damage associated with open flames.

Increase productivity, profits, and safety

Induction Innovations’ products can heat nuts and bolts in seconds for fast and easy removal, which can save your customers time; for example, using the Mini-Ductor® series, a 19mm nut turns 'red hot' in just 15 seconds.

Most importantly, according to the company, using induction heating as an alternative to a naked flame means technicians are safer in the workshop.

Induction heat only warms the part within the coil, so the heat is localised, which minimises the damage to the surrounding area and parts can be re-used.

Inductor® Pro-Max CE

Mini-Ductor Venom® Induction Innovations’ product lines include the Mini-Ductor® handheld units. These units are available in 240V, 110V and 12V versions, and they can remove the likes of corroded exhausts, exhaust manifold bolts, inline connectors, lug and wheel nuts, oxygen sensors.

The Mini-Ductor Venom® is the latest in the Mini-Ductor® series; it features an angled pistol grip design, an LED work light and a coil twist-lock that seals coils in place. A variety of coil accessories can help your customers reach those hard-to-reach areas. The Venom® kit includes a custom fit storage case, three basic coils, an instruction manual, and a two-year warranty.

I

32 PROFESSIONAL MOTOR FACTOR APRIL 2022

If your customers are looking for more power, Induction Innovations also offers the Inductor® Pro-Max CE. This 2kW induction heating system is an ideal workshop tool that includes the Pro-Max inverter, three attachments, an instruction manual, and one-year warranty.

The attachments include the Concentrator®, which instantly heats hardware in seconds and removes body caulking, seam sealers and hail dents.

The next attachment is the Glass Blaster® for removing bonded glass, SMC panels, metal bond adhesives, and spray-on bedliners. Windscreens can be removed in less than 15 minutes from outside the vehicle.

Finally, the Fast-Off® Pad, which removes vinyl graphics, body side mouldings and sound pads, provides a solvent-free removal process. The adhesive remains on the graphic, leaving a clean surface behind.

For more information about Induction Innovations, www.rdr.link/FFI014

033_PMF_APR22_Layout 1 24/03/2022 18:09 Page 33

What's New?

PROMOTIONAL VIDEOS

WAI has showcased its electric vehicle (EV) charging cables in a new series of promotional videos, which are available to view across across its social media channels.

They demonstrate the durability of the cables, showing one being dropped from a height and even being run over by a car, which caused no lasting damage nor affected performance of the product.

The latest range of TÜV-certified EV charging cables from WAI are unboxed in the promotional videos, which also display their bespoke protective casing, allowing for easy transport and safe storage.

These videos also give a glimpse into WAI’s wireless device, charging-enabled desk mats.

WWW.RDR.LINK/FFI015

STEERING & SUSPENSION NTR

Delphi Technologies has introduced 90 new-to-range steering & suspension parts for some of the newest and most popular vehicles.

It has strengthened its aftermarket offering with new components for models, such as the Vauxhall Corsa (2019onwards), Peugeot 208 (2019-onwards), Mercedes-Benz Sprinter (2018-onwards), Ford Focus (2018-onwards) and the Tesla Model S and Model X. The new-to-range components consist of 45 outer tie-rods, 31 stabiliser links and 14 track control arms, and the latest batch lifts Delphi Technologies’ UK coverage to over 95% for both outer tie-rods and stabiliser links, which are two of the most often replaced parts within the category.

WWW.RDR.LINK/FFI016

MULTIPURPOSE STORAGE HOOK KITS

Multipurpose storage hook kits from Sealey are ideal for using in a garage, shed or around the home to help to save space.

There are many similarities between them, as they are powdercoated to prevent oxidisation, PVC-wrapped to avoid damage to tools & equipment, and are easy to install and relocate.

Each of their hooks can hold up to 20kg, and the overall maximum load on a single hook rail is 110kg. The overall width of a hook rail is 610mm.

Sealey’s four-piece kit (APHKIT1) contains a wall mountable hook rail with predrilled mounting holes, three multipurpose hooks consisting of a dual utility hook, double prong hook and large J hook.

Meanwhile, the 10-piece kit (APHKIT2 – left) contains three wall mountable hook rails and seven multipurpose hooks consisting of double S hook, two single hooks, two double prong hooks, and two large J hooks.

WWW.RDR.LINK/FFI017

PRODUCT RANGE EXTENSION

First Line Ltd. has introduced more than 100 new references to its product portfolio.

Released during January and February, the 114 new parts cover various categories, including steering, with new stabiliser links now available for the Mazda 3, 6 and CX-5 models (2012onwards), and the Ford Kuga (2019-onwards).

First Line Ltd. has also unveiled new braking parts, covering a wide range of PSA Group vehicles, with new brake pad fitting kits available for several Peugeot and DS cars, plus Audi, Seat, Volkswagen and BMW vehicles.

It has also introduced a new water pump (FWP2360A) with a new aluminium housing for the Audi A4 (2008-15), Volkswagen Amarok (2008-15) and Beetle (2011-16).

WWW.RDR.LINK/FFI018

I

PROFESSIONAL MOTOR FACTOR APRIL 2022 33

034_PMF_APR22_Layout 1 28/03/2022 11:34 Page 34

ADVERTISEMENT INDEX Auto Air Gloucester Ltd ..............................................page 13

Lubriage Ltd T/A Mannol UK......................................page 15

www.rdr.link/FFI100

www.rdr.link/FFI109

Ben ..................................................................................page 22

Lucas Oil Products, Inc. ..............................................page 17

www.rdr.link/FFI101

www.rdr.link/FFI110

Bettaparts Ltd ..............................................inside front cover

Motul..................................................................................page 4

www.rdr.link/FFI102

www.rdr.link/FFI111

BG Products (GB) ..........................................................page 31

Promotec S.r.l.................................................................page 21

www.rdr.link/FFI103

www.rdr.link/FFI112

Castrol Ltd ................................................................front cover

The UK Garage & Bodyshop Event/

www.rdr.link/FFI104

Messe Frankfurt Exhibition GmbH ............................page 8

Castrol Ltd ................................................outside back cover

www.rdr.link/FFI113

www.rdr.link/FFI105

TotalEnergies Marketing UK Ltd ..............................page 29

ECOBAT Automotive Ltd............................................page 25

www.rdr.link/FFI114

www.rdr.link/FFI106

UFI FILTERS S.p.A. ......................................................page 22

European Exhaust and Catalyst Ltd ........................page 22

www.rdr.link/FFI115

www.rdr.link/FFI107

www.pmfmag.co.uk ..................................inside back cover

Jack Sealey Ltd ..............................................................page 11

www.rdr.link/FFI116

www.rdr.link/FFI108

KEEP UP TO DATE WITH PMF

B

I

FOLLOW US ON LINKEDIN

LIKE US ON FACEBOOK

VISIT OUR WEBSITE

Professional Motor Factor

@ProMotorFactor

WWW.PMFMAG.CO.UK

34 PROFESSIONAL MOTOR FACTOR APRIL 2022

028_PMF_MAR20_Layout 1 24/07/2020 10:47 Page 28

PROFESSIONAL

MOTOR FACTOR For all the latest industry news, features and business advice from the only magazine aimed solely at trade motor factors

www.pmfmag.co.uk Follow us on Twitter @PMFmag

PMF Page Grid_Layout 1 20/03/2022 10:13 Page 1