Professional Motor Factor April/May 2021

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PROFESSIONAL

MOTOR

FACTOR

OILS, LUBRICANTS & ADDITIVES A look at the changes being made to the lubricants market

A/C & THERMAL MANAGEMENT Why factors should trust Nissens Automotive’s A/C components

BRAKES & CLUTCHES How Delphi Technologies ensures its products are roadworthy

HYBRID & ELECTRIC VEHICLES What the future holds for lead acid batteries in the aftermarket

APRIL/MAY 2021

TAKING STOCK The aftermarket supply chain’s lowdown on the JLM Lubricants range

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 21 ISSUE 4 APRIL/MAY 2021

CONTENTS

6-7

9-15

NEWS

PEOPLE & INDUSTRY

20-26

16-18

MARKET TRENDS & ANALYSIS

BUSINESS & TRAINING

REGULARS

OILS, LUBRICANTS & ADDITIVES

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

What Fuchs Lubricants’ Lube Cube can offer factors ....................................................................33 How the emissions challenge is driving change in the lubricants market ..............................34 Millers Oils reveals its EE Performance Engine Oil..........................................................................36

News....................................6 Counter View....................9

A/C & THERMAL MANAGEMENT

IAAF Update ....................12

Placing your trust in Nissens Automotive’s components this A/C season ..............................38 Dayco’s emphasis on quality, range and availability for its thermostat offering ....................39 Previewing UFI Filters’ ARGENTIUM cabin air filter concept........................................................40

Appointments ..................13

BRAKES & CLUTCHES

Talk of the Trade............24

Reflecting on Juratek’s decision to add brake calipers to its product portfolio ....................42 How Delphi Technologies ensures its products are roadworthy................................................44

Environmental Insight ..27

HYBRID & ELECTRIC VEHICLES

Special Reports .............28

Why now is the time to prepare for the rise of electric vehicles ................................................46 What does the future look like for lead acid batteries in the aftermarket?..............................47

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VIEWPOINT

Editor BEN LAZARUS Group Editor DANIEL ARON Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Account Manager ALANA ASHER Design DONNA BOOTH Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH Publisher BRYAN SHANNON 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 pmf@hamerville.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2021

Professional Motor Factor: Certificate of Average Net Circulation for the 10 issues distributed between July 2019 and June 2020 Net total: 3,319 United Kingdom: 3,319

A change of scene As we all know, the global landscape has changed significantly over the past year or so. Our lives have transformed in a whole host of ways. Wearing masks in public places has become the norm and you now have to book a table to go to your local pub. Even this publication is different to the way it was at this point last year. Not only have large parts of the magazine been revamped, but you will notice that you are reading a combined April/May issue, as opposed to 2020’s individual April and May editions.

Change is also filtering through the aftermarket. Whilst traditional practice for the supply chain remains the same – in terms of factors acquiring parts from manufacturers and distributing them to their workshop customers – external forces have led to long-term structural change that will have a great impact on the aftermarket.

This issue of PMF attempts to shed light on how certain things will not be as they once were in our industry.

Take vaccine passports, for example. There has been much discussion about whether people should only be granted access to public spaces – such as shops, restaurants and pubs – after having been vaccinated against coronavirus. But what about for work? On page 16, Howes Percival warned business owners about how difficult this system could be to implement. Would a ‘no jab, no job’ policy affect current staff? Or would it merely be attributed to new recruits? The law firm looked at a variety of ways that business owners could face retribution from staff or job applicants on the basis of being refused work without proof of vaccination. Such a prospect seemed impossible to the aftermarket and the wider business world at the beginning of last year.

Moving away from COVID-19, there are other, more long-term changes that are continuing to impact our industry. With talk of emissions as rife as ever, VLS Chairman Andrew Goddard provided insight into how the need to drive them down has affected the state of the lubricants market on page 34. Andrew stressed that the state of play has “been affected by political changes in emissions policy”, with major oil companies beginning to “realign their strategy around clean energy”. For factors, this will mean a greater range of products to stock, with the lubricants for old, current and upcoming vehicles a must-have for garages.

The automotive industry’s relationship with emissions has ultimately led to the influx of hybrid and electric vehicles. This issue’s Hybrid & Electric Vehicles feature focuses on how the aftermarket must adapt to the growth in popularity of these alternatives. Page 46 sees The Pilot Group adhere to the need for factors and garages to “start preparing now for the electric revolution”, with EVs “on the march”. Andy Cook, Senior Technical Representative at Clarios, echoed this sentiment on page 47. Andy stressed that as hybrid and electric vehicles continued to become more prominent on the UK’s roads, factors would need to have a sufficient stock of lead acid batteries in order to fulfil the demand for battery replacement.

As Andrew Goddard put it: “with many parts of the aftermarket, the one constant is change”. Embracing this by preparing for what’s in store will go a long way for factors looking to get ahead of the game.

Enjoy the issue and have a good month.

Ben Lazarus Editor

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NEWS Nissens acquires AVA Cooling France Nissens has announced the acquisition of AVA Cooling France from Enterex International Limited Group.

With the acquisition of AVA Cooling France, Nissens has completed the acquisition process of AVA Cooling companies in Europe, with AVA Benelux, CEE, UK, Denmark and France now all under the ownership of the company.

Executive Vice President of Nissens Automotive, Mr Klavs T. Pedersen, said, “In December, we announced the acquisition of AVA companies in Benelux, CEE, the UK, and Denmark, just as we revealed that a dialogue on the acquisition of AVA Cooling France was ongoing. We are pleased that the dialogue with current AVA owner Enterex has successfully led to

Nissens also gaining ownership of AVA Cooling in France.

“We are delighted to welcome AVA Cooling France to the ongoing integration process between AVA and Nissens in Europe, and it fuels the active promotion of our dual brand strategy, where we build on the strengths of the AVA brand and the Nissens brand.

“By joining forces with AVA Cooling, our ambition remains unchanged. We wish to

WAI UK extends warehouse by 40% to meet demand Richard Welland, WAIglobal UK Auto electrical specialist Managing Director WAI has extended its UK warehouse by 40%, as the business boosts its stockholding for UK customers.

The extension, at WAI’s Bognor Regis UK headquarters, will see more racking and a greater investment in UK logistics.

Following the Brexit agreement, the process of importing and exporting has brought further complexities and additional costs, specifically under Rules of Origin. In addition, the sharp rise in freight charges means the sector is not exempt from disruption to parts supply and availability.

WAI, with facilities situated in the UK, Holland, China and the US, is well placed to mitigate these complexities and, as a result, more products will be distributed from its warehouse in Bognor Regis.

Richard Welland, WAIglobal UK Managing Director, said, “There have been some opportunities for UK warehousing as a result of the Brexit agreement, and we’re pleased to have acted quickly and expanded the capacity within the business to better support customers.

“The focus is back on UK distribution and I still believe we’re in a transition phase following the trade deal, so WAI is working around the clock to ensure the entire supply chain is properly supported.”

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6 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

continue to strengthen our service offers to the leading players in the independent aftermarket.”.

Precious metal prices remain volatile, says BM Catalysts

Prices of precious metals used in the manufacturing of catalytic converters continue to fluctuate rapidly, prompting BM Catalysts to revert to a short term buying strategy to remain competitive.

Over the past two years, precious metal prices have increased significantly. Rhodium, used in the manufacture of catalytic converters, is one of the most expensive precious metals. It’s also one of the rarest elements on Earth and arguably one of the most volatile pricewise, having begun 2020 with a value of just over £4,000 per troy ounce, before increasing a huge 210% over the following 12 months. It is now trading at well over £15,700 per troy ounce.

China is one of the largest users of Rhodium, and its light vehicle market growth, combined with new emission standards, means demand for Rhodium has increased dramatically. Whilst rhodium availability looks set to improve, the imbalance of the market is likely to keep prices at historically high levels.

Mark Blinston, BM Catalysts Commercial Director, said, “The price of precious metals has become very difficult to predict so we have reverted to a short term buying strategy to ensure we can react quickly. We have also been able to bring a number of process-driven efficiencies to the design, production, assembly and delivery of catalytic converters.”

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ProMotorFactor

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

Juratek acquires Bettaparts

Exol invests in Rotherham site Exol has begun work on the redevelopment of its Rotherham site, with the aim to complete the project in July 2021.

This new development is part of Exol’s continued reinvestment strategy. The project at Rotherham involves the replacement of the existing portal frame building with a new, enlarged portal frame building. This will house additional blending vessels and storage tanks to increase Exol’s blending capabilities in order to meet increased consumer demand.

Exol’s new development has a larger footprint than the existing site – increasing from 380m² to 520m². It will also have a taller ridge height to house the new 9.5m blending/storage tanks, which will help with consistency of supply, bulk storage for increased production volumes, accuracy, infrastructure, and product diversification.

Steve Dunn, Exol Lubricants’ Sales and Marketing Director, commented, “We are extremely proud of our re-investment plans and work closely with customers to demonstrate the benefits they bring. Increasing the capacity at Rotherham further supports our commitment to customers as demand increases.”

©Mongkolchon/AdobeStock

Juratek has acquired Bettaparts in a deal that will see the Doncaster-based braking specialist take 100% control of the Bradford-based distributor.

The purchase comes 18 months after the MBO of Juratek, and Managing Director Matt Robinson had this to say: “We had the opportunity to buy a business that is local to us and shares some of the same products, but services a different part of the market.

There are obvious synergies, and we are looking forward to working with the Bettaparts staff, customers and suppliers.”

Bettaparts will remain at its Bradford site, serving its existing customer base, and there are no plans to distribute Juratek branded products through the new site as the companies will operate separately.

Breakout for Ben raises £159k on the road to £1million

Automotive charity Ben has announced that its 10-day virtual active challenge, Breakout for Ben, has raised just under £159,000 – an amazing total that will help address its £1million fundraising shortfall.

Ben invited the whole automotive industry to Breakout for Ben in February and a total of 986 people took part. They walked, ran, cycled and exercised their way to complete over 80,000 miles collectively to raise much-needed funds for the charity. Teams embarked on a virtual journey visiting motor circuits across the UK, starting at Pembrey Circuit in north Wales and taking in all four home nations, before ending at Silverstone.

With the Breakout total included, just under £737,000 has now been raised to help address Ben’s £1million fundraising shortfall following its rallying cry last year asking for urgent support.

All funds raised will help Ben support automotive industry people with their mental health, physical health and wellbeing.

Matt Wigginton, Fundraising Director at Ben, said, “Thanks to the incredible support of our industry, we've made a huge dent in the £1m fundraising shortfall we faced during the pandemic. This means we can always be there to help people in our industry when they need us the most. Thank you.”

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PEOPLE & INDUSTRY

COUNTER VIEW

‘Factors will have to adjust their old ways of working’ Lee and Hayley are back to emphasise how in the months to come, the approach of both factors and garages has to be adapted to suit the changed landscape of the aftermarket.

HAYLEY PELLS

LEE GRATTON

Director, Avia Autos

General Manager, Spartan Motor Factors actors need to prepare themselves for life after lockdown. Factors will have to adjust their old ways of working to make the working environment safer for their staff, visitors and customers.

We need to consider how the usual ways of working can be adjusted to allow for greater social distancing and the introduction of additional hygiene procedures. This could include, for example, increased spacing within the workplace, a greater use of disposables, additional cleaning regimes, use of appropriate PPE, dividing staff into teams that don’t mix with other staff, and reducing the number of staff and visitors on your premises at any one time.

The majority of a motor factor’s workforce are delivery drivers. These staff members

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are the face of the company who interact with garage customers on a regular basis.

These staff members are the most at risk.

At Spartan Motor Factors, we attempt to minimise the interaction of delivery drivers and sales advisors by segregating them where possible. We have collection points and returns drop off areas at all branches. Spartan provides all of its van delivery drivers with the necessary PPE equipment. We also supply the drivers with Nilco hand sanitiser, and we insist that they sanitise every delivery van at the end of every working day with a sanitiser spray.

It is important to us that our customers understand we take their safety and the safety of our employees extremely seriously.

he forecasting for MOT testing can look a little grim for the business owner. Historically, busy periods followed the bi-annual registration plate release, loading the MOT testing demand into March and October. The pandemic response of an MOT extension has dramatically changed the expectation of demand, developing peaks and troughs that may create a legacy of MOT seasonal change throughout the year.

Consumer behaviour can be difficult to predict. Relying on the simple data extraction of when MOT tests expire may not translate into when these vehicles are presented for an MOT test. Factors such as retaining a vehicle instead of replacing it, using private transport to facilitate a UKbased holiday, or a reluctance to engage in public transport, may increase demand in the aftermarket. Agile working

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arrangements, downsizing the domestic carpool, companies choosing to not expect their teams to travel as they did – all may negatively impact uptake of services within our sector.

It has always been important to understand the needs of your client to be successful.

This insight may now prove itself to be critical to survive quiet periods and to manage expectations during the busy ones. Providing communication and support to maintain servicing requirements, by dissecting them from the MOT presentation date for those who historically booked both at the same time, may assist in evening out workload within the trade. The DVSA has already started a campaign of safety awareness to the motorist with digital resources available to MOT stations, so support from within the aftermarket could help boost spring sales and provide safer roads for everyone.

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PEOPLE & INDUSTRY

INTERVIEW

One year on A year after interviewing Shaftec’s Tom Curtis, PMF speaks to the company’s new Sales Manager Marc Wise about the last 12 months and what’s in store in the future.

Hi Marc, please tell us more about your new role.

Marc Wise (MW): My new role is to manage the UK and export sales. Over the past two years, export growth has doubled as we’ve grown the brand further into Europe; we currently export into 15 countries. One of my first priorities will be to appoint an export manager that can lead the growth in this area, allowing me to focus on the UK business.

I have a lot of work to do in terms of meeting up with our customers in the UK as soon as the country starts to ease restrictions, which I’m really looking forward to. Some I already know and some are new to me, and I want to continue to promote all the qualities that come with the Shaftec brand and ensure we are the first choice with both the garage and the motor factor when it comes to purchasing our type of product.

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How will you seek to achieve this goal of being the first choice for garages and factors?

MW: Throughout the first quarter of 2021, we put everything in place to continue to be the supplier of choice across our key areas for the UK factors and garages.

Sales are buoyant, stockholding is strong and therefore availability is second to none. All of that, coupled with our objective of continuous investment in

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machinery, testing, manufacturing, quality and process control, means that we are best placed to best serve the market across our chosen areas.

Our new management team, including Darren Byng and Joe Toakley, can’t wait to properly resume travelling across the UK for face-to-face meetings to further strengthen our relationships with our existing UK customers, as well as to introduce new customers to the Shaftec brand.

Joe has kicked off the year by making some changes to our marketing and advertising strategies, and taking a fresh look at our brand communications with a series of new adverts.

Has the last year seen the demand for remanufactured products change at all?

MW: 2019 was a great year for us, and even with everything that 2020 threw at us, the business grew. Shaftec is primarily a remanufacturer, and as such we continued to see a steady rise in demand for our remanufactured products. For example, across the two product areas

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where there is the option to buy new and remanufactured – driveshafts and steering pumps – new units accounted for just 1% of all sales.

During the second half of the year in particular, we saw a significant demand for our products. The industry did get very busy which helped, but the fact we could deliver on the demand allowed a noticeable growth in sales.

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PEOPLE & INDUSTRY

This time last year, Shaftec alluded to the growth in demand for EPS parts. Is this still a growing market?

MW: Yes, this is most definitely a growing market. In terms of R&D and new to range, we are developing in line with this in order to cater for demand. With a rise in the number of vehicles with EPS now falling out of warranty and into the aftermarket, it’s only going to continue to grow. In terms of demand, at Shaftec we’ve seen consistent steady growth and forecast that this will rise dramatically over the next two years. With the time, research and investment we have put into electric steering, I am confident that the Shaftec brand name will become increasingly synonymous with this product area.

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How has the last year been for the company as a whole?

MW: Last year was a hard one for everyone, with the

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pandemic hitting hard and the omnipresent threat of Brexit looming over the industry. But at Shaftec, by living and breathing our mantra that range and availability are key, we not only weathered the storm of the past year, we thrived.

Even at the height of the pandemic, our availability levels remained good and we coped admirably with the increased demand we saw in the latter part of 2020.

What does the future hold for Shaftec?

MW: The future for Shaftec is bright.

Being a UK-based business operating under one roof from our central Midlands facility means that we have almost complete process control, and this has stood us in good stead over the past few years.

Literally everything happens in one place

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INTERVIEW

here, from old core acceptance through to the boxing of fully tested, shelf ready product. This careful and strategic planning, and the fact that we hold over £5million worth of stock at any one time, means that we are always one step ahead when it comes to availability. This allows our customers’ businesses to carry on regardless, safe in the knowledge that we can get them whatever they want and need when they want or need it.

We have ambitious plans and I have no doubt that we will achieve great success.

We’ll forge ahead to further solidify Shaftec’s brand presence within our existing markets, and at the same time explore new avenues and opportunities allowing continued growth within the UK and European aftermarkets.

For more information on Shaftec, www.rdr.link/FZ001

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PEOPLE & INDUSTRY

IAAF UPDATE

U P D A T E

Chief Executive Wendy Williamson to retire in 2021 The Independent Automotive Aftermarket Federation has announced that its Chief Executive Wendy Williamson is to retire this year.

Heading up the Federation for more than seven years, Wendy has successfully led the IAAF through a number of changes, ensuring it remains at the forefront of the industry and as an umbrella which companies can unite under. She will leave the Federation in August.

During her tenure as Chief Executive, she has lobbied against extending the MOT frequency and new scrappage scheme proposals, and ensured the automotive aftermarket’s voice is heard on all matters relating to its prosperity, including type approval, block exemption and cyber security, both in the UK and throughout Europe.

Wendy has worked in the automotive aftermarket for over 30 years, having spent the bulk of her career in a variety of roles at The Unipart Group, including a number of years heading up TTC (Truck & Trailer Components). She went on to lead the aftermarket section for the Society of Motor Manufacturers and Traders (SMMT), before joining the IAAF in 2014.

The IAAF has also grown its

membership over the past seven years, and introduced a range of new products and services specifically suited to its evolving network.

Overseeing the IAAF team and working with the IAAF board and the council, as well as actively participating in FIGIEFA activities, Wendy has been both a reassuring and often inspirational presence to the trade, speaking at many automotive events in which she has championed the industry and its right to fair access and competition.

She has also revamped the IAAF conference, leading to record attendance numbers and establishing the event and its accompanying dinner as a must-attend occasion for industry insight and networking.

In the past year, Wendy has led the IAAF’s activity during the coronavirus pandemic, supporting aftermarket businesses whenever possible and fulfilling the trade association’s responsibility as a highly informed and insightful source of accurate information to assist businesses on a daily basis.

On the announcement, Wendy had this to say: “I am so proud of what the IAAF has achieved in the past seven years, and this is due to the collective effort of members and the Federation working together and striving towards the same goals. The Federation has continued to lead the market and support businesses through all environments, and I truly believe the industry is more united than ever before as it looks forward to a challenging but exciting future. I would obviously like to thank everyone – the IAAF team of Mike, Ann and Tina, the board, the IAAF council and the wider membership – for all their support.”

IAAF president, Richard Welland, added, “Wendy has been instrumental in the modernisation of the IAAF so that it remains relevant to our fastpaced industry. She has widened the IAAF’s appeal and reach, while at the same time consolidating its position as the voice of the aftermarket. She will be very much missed, but we wish her all the best in her well-earned retirement.”

For more information online, go to www.rdr.link/FZ002

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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.

Autowave

Autowave has appointed Marie Bucknall as its Business Development Manager. Marie will be a familiar face to the company, having spent over eight years at FPS in her last role. Marie will be working with Autowave’s motor factor and retail dealer network to help build and maintain relationships using her extensive experience working within this sector.

On her appointment, Marie said: “I’m looking forward to being back within the motor trade and to be joining the team at Autowave. This is going to be a promising new chapter with exciting times ahead!”

The company’s Managing Director, Ravi Kotecha, added, “As key programming is becoming more popular amongst the garage market, the requirement for a solid field team to help service customers is paramount. Marie brings a lot of experience with her and we are glad to have her on board.

Autowave has some aggressive expansion planned for 2021 and having the right people is key.”

Shaftec

As part of its 2021 strategic business plan, Shaftec has announced some major changes to its commercial team’s structure.

Marc Wise has been promoted to the position of Sales Manager. In this role, he will oversee and manage the UK territories, as well as the growth and expansion of the European business. Darren Byng is now Key Account Manager UK & Ireland, whereby he will head up the business relationships with some of Shaftec’s largest customers. Joe Toakley, as well as assuming the role of Area Manager for the South, will also be responsible for the company’s marketing, PR and advertising.

Marc explained, “The aim of the new commercial team is to champion all the unique qualities that come with the Shaftec brand, evolving in line with the ever-changing vehicle car parc, especially in the key area of electric steering, to ensure we are the first choice with both the garage and the motor factor.”

“I’d like to congratulate Marc, Darren and Joe,” said Shaftec Director, Tom Curtis. “I’m certain that this team, with their personalities and company and industry knowledge, are the right people to take Shaftec forward as we enter an exciting new chapter.”

PCL

Sheffield-based pneumatics expert PCL is driving forward its partnership strategy for 2021 with the appointment of another new professional to its sales team as part of a restructuring of territories.

Chesterfield-based Laura Briggs joins the company from construction industry giant Hilti, where she gained a proven track record in building strong customer relationships and exceeded targets through solutions-based selling of its cutting-edge technology.

Laura will be responsible for building existing relationships and developing new business for the PCL and TECALEMIT brands in the North of England, along the M62 corridor.

“I have been brought in to add value on the solutions side of the business,” said Laura. “My mission is to really get to know the businesses PCL deals with and what makes them tick, looking at their strengths and weaknesses to work diligently with them as a partner, not just a supplier.”

PCL Sales Director Lee Wright added, “Laura’s attitude and approach is perfectly aligned to our company values and dedication to helping our customers to develop and flourish in the long term. Laura’s intent to gain insight and add value to the businesses we deal with is exactly what we are looking for, and we are delighted to welcome her onboard.”

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PEOPLE & INDUSTRY

COMPANY PROFILE

Touching the future PMF gets the lowdown on the Aisin Group, with an insight into its core beliefs and ethos. ince 1978, the Aisin Group has constructed a framework to keep tracking the trends within the automotive industry. The companies within the group have sought to engage in quality research and development inside and outside of their base in Japan, and in doing so, they have built partnerships with universities and a whole host of other institutions.

To accelerate its response to a transforming society with new needs, such as those in CASE-related fields (Connectivity/Autonomous cars/Shared mobility/Electrification), Aisin claims to further strengthen its capabilities by utilising a global network. Aiming to transform into a corporate structure with high profitability, the group is currently going through a consolidation among domestic and overseas subsidiaries, with the objective of a new management integration running as of April 2021.

Aisin Seiki Co. and its subsidiary Aisin AW Co. planned to merge business operations and establish Aisin Corporation.

The company’s corporate philosophy, new logo, and new brand slogan have been established as follows:

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1. Aisin Group philosophy

The philosophy of the Aisin Group philosophy consists of three statements.

Firstly, its mission, which poses the question "Why we exist". Following this is the company’s vision, proposing how the

company "Sees the future". Finally, its notion of value puts forward "What we strive to give".

The Aisin Group’s updated philosophy is based on the purpose to deliver beauty to our future earth, and to bring freedom and happiness to the world’s continual transportation. The future of Aisin is to propose concrete solutions to environmental and social challenges, to focus on the evolution of movement using clean power as the core, and to create a safe and comfortable future for everyone.

The company has vowed to put its efforts into bringing more value to its colleagues – via diversity, individual contribution and growth – to its customers – by innovating in mobility and exceeding expectations – and to the future – by helping to create a more sustainable environment.

2. Logo and brand slogan

The development of the corporate logo is based on the company’s desire to achieve the following: ‘Inspiring movement, creating tomorrow’.

On top of this, Aisin’s new brand slogan – ‘We Touch the Future’ – is said to represent its ideals and determination. ‘We’ refers to the entire Aisin Group, brought together by each employee's dreams and aspirations to help create a safe and comfortable future for everyone. ‘Touch’ indicates its intention to create a more

sustainable planet, and its determination to engage with the future and help change.

The slogan represents the essence of the company's ideals and determination, and the company has vowed to continue to formulate new ideas and consider how it needs to act in order to achieve its corporate philosophy.

About Aisin

Aisin Europe Aftermarket produces parts for Japanese and Korean cars, and for brands with models that it claims set the world standard for reliability and performance.

This expertise in manufacturing and design engineering has now been replicated across the European car parc, with the company extending its capacity and portfolio to reach further into Europe with the same production standards. Aisin supplies parts related to the clutch, cooling, drivetrain, engine and brake systems.

The company sees its strength in its diversity. On one hand, there is the diversity of its product range, with the growth of new lines enabling Aisin to compensate for the older lines that are experiencing a decline in demand. On the other hand is the diversity of the markets that it operates in: Europe, Africa, Russia and the Middle East.

For more information on Aisin, www.rdr.link/FZ003

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BUSINESS & TRAINING

COVID-19

Simon deMaid, Partner at Howes Percival

©M.Rode-Foto/AdobeStock

No jab, no job? aw firm Howes Percival is urging companies to consider the risks of adopting a blanket ‘no jab, no job' employment policy.

Currently, vaccination against COVID-19 is not compulsory, with the Government leaving it up to businesses to decide the ethics and feasibility of mandatory vaccination policies in their workplace.

After months of lockdown restrictions, companies will be eager to reassure customers and clients that they operate a ‘COVID-19 safe' environment. However, Howes Percival is warning employers to tread carefully and obtain specific legal advice regarding the implementation of any workplace vaccine policies.

Simon deMaid, Partner at Howes Percival, commented, "While the need for vaccination policies in the workplace may seem premature, the expected trajectory of the vaccination rollout will lead to more instances of employers asking for or even requiring employees to receive the vaccine."

"There are still many unknowns about COVID-19 and the vaccinations. Depending on the science, wide-scale vaccination may not be an all-encompassing solution for a return to ‘normality’ or a pre-COVID-19 workplace environment. The vaccines have been shown to be effective at reducing or eliminating symptoms and effects of COVID-19, but the extent to which they prevent transmission or the period of

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16 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

Howes Percival warns employers against the risks of mandatory ‘no jab, no job' policies

immunity is still unknown. This raises concerns about the feasibility of employers requiring vaccination, and highlights questions about the effectiveness of these polices in reducing risk to employers, employees, and customers."

Should employers introduce a ‘no jab, no job’ vaccination policy?

Ultimately, it is a commercial decision for each employer to take based on the level of risk they are prepared to take. However, employers should bear in mind that a ‘no jab, no job’ policy is too simplistic an approach for most companies because it does not take into account many of the current vaccine ‘unknowns'. Existing employees may have medical clauses in their contracts which could include a requirement to have a vaccination. If not, employers may take steps to implement a vaccination policy or contractual clause. It may also be possible to have a ‘no jab, no job' policy for job applicants to any new role. This does not come without employment law risks, however, specifically discrimination.

Can an employer compel an employee to take the vaccine?

In short, no. Employers cannot physically force or compel employees to take a COVID-19 vaccine. At this stage, rather than relying on compulsory vaccination, employers may wish to focus on how best

to educate employees and publicise the benefits of taking the vaccination.

Can employers require employees to have a vaccine on health and safety grounds?

Employers are required to reduce workplace risks under the Health and Safety at Work Act 1974 and should continue to follow COVID-secure guidance regardless of vaccination status. Requiring employees to take the vaccine on grounds of health and safety law would require employers to prove that vaccination protects other employees and the third parties they encounter. With this issue yet to be resolved, relying on health and safety law is likely to be risky at this stage.

Can an employer dismiss an employee for refusing a vaccine?

In theory, yes. However, whether the dismissal is fair or not will depend on the individual circumstances. If the request to be vaccinated is reasonable, an employee's unreasonable refusal to comply could result in disciplinary action. Whether a request is reasonable will depend on the circumstances of the individual employee, the employer's business and the sector they operate in.

For more information on COVID-19 and employment law, www.rdr.link/FZ004

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BUSINESS & TRAINING

TESTIMONIALS

Time to take stock Some of Kalimex’s garage and motor factor customers spill the beans on the JLM Lubricants range.

Barry Lawson, Ewan Lawson Motors

n tough times, it’s understandable to shy away from taking on new products. New can bring risk as well as reward.

However, reviewing a range from a brand developed for the trade and endorsed by the trade makes sound economic sense if you want to get the tills ringing with repeat sales as we emerge from the pandemic.

The products you stock will sink or swim on the verdict delivered by your trade customers – the people placing regular orders. A vote of confidence from a trade customer is worth its weight in gold. With this in mind, Kalimex asked two technicians – both members of Darren Darling’s DPF Doctor Network – and two of its motor factor stockists – both of whom order from the range on a regular basis – to have their say on JLM’s products.

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We use a wide range of JLM Lubricants’ DPF products. Which product to use comes down to what we find during the vehicle assessment. If a DPF is slightly outside of its specification, a can of the JLM Diesel Particulate Filter Cleaner added to the fuel tank, along with an extended road test, is an excellent way of bringing it back in line to the specification.

We get vehicles in non-start conditions because the DPF is badly blocked. Here, we use the JLM Cleaning Flush Pack. This is injected directly into the DPF using the JLM DPF Toolkit. This saves on labour costs because the DPF doesn’t need removing. There’s no need for investment in special DPF machinery, and it works time and time again. JLM’s products and its toolkit are simple to use, with little training required.

Chay Blyth, Fife Auto Tech

We have used JLM Lubricants’ products since we opened our garage doors in July 2020. They are an integral part of our service. I am pleased to report that we have never been let down by their quality.

Darren Bates, Motorsavers – Peterborough (JLM distributors since January 2020)

JLM offers good quality products that give us repeat sales. The packaging is attractive and the price is reasonable. We sell JLM products to both our trade and retail customers. For us, what is also important is the reliable next-day delivery service from Kalimex.

Shab Rajani, Hinckley Motor Spares (JLM distributors since November 2019)

JLM’s products are unique and not too expensive. We often get asked by garages specifically for JLM products and are impressed by the good reviews they get.

We particularly like the videos that JLM produces to support the products because they help drive sales and show technicians how to use them.

To find out more about JLM Lubricants’ range of products, www.rdr.link/FZ005

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BUSINESS & TRAINING

MARKETING

Maximising your marketing

The bilstein group shares its five most useful marketing tips to help you promote your business.

M

arketing is one of the main tools you can use to stand out from your competitors and increase sales.

The bilstein group has put together five top tips to help you get the most out of your marketing activities.

Top tip one: Take five and be smart

Setting objectives is a step that is often missed when carrying out marketing activity.

This is understandable, especially within the fast-paced environment of a motor factor.

However, taking some time to plan your objectives before going on to develop the actual marketing material will give focus to what you want to achieve and will be a future reference informing you if your marketing efforts have been successful.

Objectives do not have to be complicated, but should be SMART (specific, measurable, achievable, realistic and timely).

An example of this could be to increase Blue Print filtration sales by 10% in June.

Top tip two: Be seen where your customers are looking

To get the most out of your marketing, you want it to appear in front of your customers as often as possible. Understanding where your customers are looking is vital information that will tell you what marketing material you need to create to be seen. By talking to some close

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18 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

customers, you may establish that they use emails on and off throughout their day, check Facebook throughout lunch, and browse through leaflets/flyers as and when they get the opportunity.

The information you acquire will then allow you to create the basis of your marketing plan. An example of this could be a monthly leaflet delivered alongside orders, with an email sent to your customers every two weeks, and two Facebook posts a week.

Top tip three: Stand in your customer's shoes

The main point here is to understand what is important to your customer by viewing things from their perspective. This will allow you to create engaging marketing material

which is focused on the customer for the plan created in tip two. An interesting exercise is to spend a few minutes thinking about what your customer’s day looks like and how you can help overcome any ‘obstacles’ they face in their daily jobs.

A phrase along the lines of “We stock febi timing belt kits” can easily turn into “For a hassle-free repair, choose febi timing belt kits.

Call us on…”. This puts the focus on your customer and directly addresses an obstacle of repairs taking longer than they should if they don’t have all the parts they need.

Top tip four: Give them what they want

Running promotions is a great way of generating engagement around your business. They can be internal, where staff

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BUSINESS & TRAINING

members are rewarded, or external, where the customer benefits. Great promotions will include aspects of both internal and external promotions. Promotions are the perfect opportunity to put marketing budgets to good use as they are usually directly linked to a sales performance objective. This makes it easier to record how well the promotion has performed.

Working on the basis of reciprocity, it is likely the benefits of the promotion will also be seen in the months following.

An example of a combined internal and external promotion could be structured whereby customers are offered a free snack pack when they purchase Blue Print brake pads and discs. During the same

month, internal staff are also rewarded with a free Blue Print jacket if sales of Blue Print brake pads and discs increase by 15%.

Top tip five: Go forward by looking back

Reviewing your marketing efforts is a vital step, as it forms the basis of continuous improvement where marketing activity can be tweaked and adjusted to be even more effective. This step doesn’t need to be complicated; the starting point is to understand if you have achieved your objectives and the potential reasons behind this.

It is often beneficial to involve customers at this point to ask if the marketing you are

MARKETING

creating is well received and if they have any suggestions. You may be surprised at the good marketing ideas that can be formed from conversations with customers.

At febi and Blue Print, there is a wide range of marketing materials to make the process even easier. This includes flyers, brochures, adverts and Facebook posts, along with a range of merchandise for internal and external promotions. febi stresses that factors can get in touch with their account manager and work with the company to create joint marketing material that is tailored to their specific requirements.

For more information on the bilstein group, www.rdr.link/FZ006

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MARKET TRENDS & ANALYSIS

DATA

Aftermarket trends Factor-Sales’ Ian Penny reports on the state of the aftermarket over the course of the first quarter of 2021.

actor-Sales’ data has been used to review the value/unit trends that measure key product categories in the UK aftermarket. The tables below are based on sales transactions and credit notes collected daily from over 800 motor factor sites.

F

COMPARING NET SALES FROM FACTORS TO GARAGES IN THE FIRST 42 WEEKS OF 2020 WITH THE SAME PERIOD IN 2019.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

11.7%

17.3%

FILTERS

5.4%

8.4%

ELECTRICAL

-4.6%

4.2%

FUEL – ENGINE MANAGEMENT

9.7%

11.5%

COOLING - HEATING

15.6%

22.0%

BRAKE FRICTION

7.8%

9.8%

LIGHTING

-11.8%

-11.9%

LUBRICANTS – FLUIDS

6.7%

15.7%

WIPERS

0.8%

6.2%

CLUTCH FRICTION

-12.3%

-5.9%

ENGINE PARTS

10.7%

16.2%

EXHAUSTS

4.7%

12.4%

IGNITION

3.0%

9.8%

FLEXIBLE MOUNTINGS

7.5%

14.9%

STEERING – SUSPENSION

18.5%

22.5%

TRANSMISSION

12.3%

9.1%

BATTERIES

37.8%

54.6%

HYDRAULICS

7.8%

20.2%

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20 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

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COMPARING NET SALES FROM FACTORS TO GARAGES IN THE 52 WEEKS TO 04/04/21 WITH THE 52 WEEKS TO 04/04/20.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

-0.7%

1.9%

FILTERS

5.2%

8.3%

ELECTRICAL

-11.8%

-3.8%

FUEL – ENGINE MANAGEMENT

12.6%

4.9%

COOLING – HEATING

5.5%

15.4%

BRAKE FRICTION

2.8%

3.8%

-13.0%

-13.1%

4.3%

12.9%

LIGHTING LUBRICANTS – FLUIDS WIPERS

6.3%

9.8%

-15.0%

-7.5%

ENGINE PARTS

3.4%

5.5%

EXHAUSTS

-5.9%

1.8% -0.3%

CLUTCH FRICTION

IGNITION

-9.8%

FLEXIBLE MOUNTINGS

2.6%

15.6%

STEERING – SUSPENSION

4.3%

8.5%

TRANSMISSION

11.1%

3.8%

BATTERIES

24.7%

37.8%

HYDRAULICS

-1.9%

9.6%

So it’s been more than a year since we were first put into lockdown, with much of that time spent off of the road. My car has done around 10% of its normal annual mileage, as the ubiquitous Zoom replaced the joy of meeting customers face-to-face.

Although it’s considerably more time efficient, there’s definitely not as much fun to be had.

My wife’s car was taken to the local independent garage for the first time, so we were able to specify

the make of parts we wanted to be used, and the aftermarket gained a new customer. I have to say that they did a good job and they will definitely see the car again for any service or repair requirements. Good service, quality parts, with the work completed in a timely fashion and at a pleasingly competitive price. Long may it continue!

As the charts show, there has been and continues to be a wide variation between the performance

DATA

©Alex/AdobeStock

MARKET TRENDS & ANALYSIS

of differing product categories.

Having said that, most have enjoyed a solid start to the year when compared to 2020, with one or two showing exceptional growth. For almost all, the turnover performance shows a better result than the units, which reflects increasing costs that are likely to continue in the months ahead.

Brexit has had an impact and shipping costs have increased considerably. Could this possibly be an opportunity to turn the UK into a manufacturing nation once again?

Yes, but only if the Government really gets behind industrial output with a package of incentives. A relatively short term investment could produce significant long term benefits for the country.

The overall market for the first 13 weeks of 2021 shows an increase in value of 13.5% over 2020 as some factors continue to report record turnovers. However, with the increased costs, those factors may not be enjoying as significant an improvement in profitability.

There is still opportunity out there for the aftermarket as the MOT process hasn’t caught up yet, and that is largely business for the independent. Add that to the uncertainty around new car sales and the future should be viewed optimistically; as owners keep vehicles a bit longer, the aftermarket benefits. If, like my wife, they get good service at a good price from a local independent garage, they will return.

For more information on Factor-Sales, go to www.rdr.link/FZ007

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MARKET TRENDS & ANALYSIS

EMISSIONS

New hardware, new challenges Morris Lubricants’ Automotive Product Manager Adrian Hill analyses how the continued evolution of engine hardware design has generated new technologies with their own challenges. urbocharged Gasoline Direct Injection (TGDI) has been adopted by many engine manufacturers to increase performance, reduce emissions and improve fuel economy. This fuelling approach moves us away from port fuel injection (PFI), where the fuel was introduced into the intake manifold, allowing a degree of pre-mixing with the air before entering the combustion chamber. With TGDI, the fuel is injected directly into the combustion chamber. This, together with a significant increase in injection pressures, produces a finer atomisation of the fuel. The combustion process is more efficient, increasing power whilst reducing the amount of fuel used. Less fuel of course means less carbon dioxide is produced.

This improved method of fuelling has the above advantages, but also introduces a potentially disastrous side effect: Low Speed Pre-ignition (LSPI).

LSPI is a phenomenon experienced by small, highly-rated petrol engines. The first cases of LSPI were reported around 15 years ago in a very limited range of engine types. However, as engine sizes have decreased, gasoline direct injection, turbocharging and supercharging have been introduced to provide power and performance, and the incidences of LSPI have also increased to a concerning level as a result.

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22 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

LSPI is an uncontrolled combustion event.

On the induction stroke of a TGDI engine, fuel is injected directly into the combustion chamber at very high pressures, up to 2000 psi. This effectively washes the lubricant from the honing marks on the cylinder wall, creating a fuel/lubricant mixture that puddles on the crown of the piston as it moves upwards. On the compression stroke, in the hot confines of the combustion chamber, the fuel/lubricant mixture prematurely combusts.

The piston is still being propelled upwards and at the highest point of compression. The remaining fuel/air mixture is ignited by the spark plug which forces the piston back down on the power stroke. However, this controlled pressure wave meets the uncontrolled pressure wave that had already started to move upwards. A huge amount of energy is released at the point where they meet, which can cause cracks in the piston.

The size of this energy wave can vary and in some circumstances be catastrophic.

Studies have focused on the fuel system, the fuel and the lubricant chemistry.

Although the actual reason for this occurrence is still being investigated, it has been discovered from a lubricant chemistry perspective that calcium compounds can contribute. With this in mind, new chemistry has had to be developed that replaces longstanding calcium chemistry to help mitigate this harmful side effect.

The other side effect of TGDI is the introduction of Gasoline Particulate Filters (GPFs). Diesel Particulate Filters (DPFs) have been an exhaust gas after-treatment device for over 15 years. The high level of atomisation in TGDI engines essentially increases the available surface area of the fuel, leading to the formation of carbon.

Carbon generated in TGDI engines works in the same way the carbon in diesel engines passes through the exhaust system: carrying harmful by-products of combustion. To catch this carbon and stop it entering the atmosphere, GPFs have been introduced.

Of course, the introduction of new hardware (TGDI, GPF) and new challenges (LSPI) makes lubricant choice even more critical. As previously mentioned, new chemistry has been developed to reduce the possibility of LSPI, and new industry specifications are now in the marketplace.

GPFs are as prone to blockage by incorrect lubricant choice as DPFs are, and therefore correct lubricant selection is of the highest importance. Correct lubricant choices will help to eliminate expensive repair bills and ensure maximum component protection.

For more information on Morris Lubricants, www.rdr.link/FZ008

PMF Page Grid_Layout 1 23/04/2021 08:49 Page 1

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE MOT OR PROFESSIONAL

APRIL 2021

FR T E R E A

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PROFESSIONAL

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T I C S ■ M O T ■ D I A G N O S G ■ R E P A I R S E R V I C I N REPAIR PROFESSIONALS E FOR SERVICING AND THE TRADE MAGAZIN

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

SPRING HAS SPRUNG

Advice on how to refresh the workshop after a long and difficult year

APPROACHING ADAS Also inside...

Getting to know the Automotive

Support Group

CLINICS TECHNICAL TIPS AND BEST PRACTICE ADVICE ‘HOW TO’ GUIDES AND AND TRAINING UPDATES BUSINESS ESSENTIALS

The experts weigh in on how best to invest Also inside...

Hayley Pells brings you up to speed on CPD

TECHNICAL TIPS AND CLINICS ‘HOW TO’ GUIDES AND BEST PRACTICE ADVICE BUSINESS ESSENTIALS AND TRAINING UPDATES

Offering insight into the buying behaviour of trade customers, PMF casts an eye over sister publication Professional Motor Mechanic’s April and May issues to explore the products, services and industry news that have been the talk of the trade.

Kick-starting PMM’s April issue, Steve Carter laid out the landscape for the future of electric vehicles. As well as governments across the globe – including our own – announcing the ban on sales of vehicles with internal combustion engines by 2030, there is pressure to on VMs to ‘go EV’ in order to meet their emissions targets. With 2021’s average fuel efficiency target at 68mpg and 2030’s at 133mpg, there is clearly plenty of work to be done in the next nine years. Steve adhered to the requirement to bring EV knowledge and skills into the apprenticeship scheme, with several VMs wanting an EV-only apprenticeship. The challenge comes from only 6% of current technicians being certified to EV level 3 or above, and from a recruitment perspective, Steve noted that several colleges were oblivious to these future training requirements, so it seems unlikely that EV technicians will come from this source in their droves. In terms of independent workshops, with the difficulties of becoming EV certified, Steve posed the question of whether it would be easier to train people from the industrial highvoltage industry. His take-home message was that the longer it takes for the independent sector to upskill, the bigger the gap will be with OEMs. The Tyres, Wheels & Alignment feature saw an insight into how CAM Systems’ CAMEO system can open up new revenue streams for businesses interested in tyre management solutions. With many garages diversifying their offering to include new services such as tyres, fitting and alignment in response to growing competition, they will also need to invest in the right technology, including digital solutions. One such solution is CAMEO, a business management system that covers sales and ordering, stock control, integrated accounts, purchasing, pricing, workshop diary, and customer/supplier management.

Able to improve workshop efficiency by reducing key-to-key times and improving transparency with customers, the system is scalable and can therefore be set up to meet the current demands of each business. One business to benefit from the CAMEO system was The Auto Workshop. The garage was able to meet all its mechanical ordering and fitment needs, and because of the system’s specialism in tyre management, the garage has been able to expand into tyre sales.

Next up, in the A/C and Thermal Management feature, Delphi Technologies looked into how air conditioning servicing may be in high demand this spring as a result of lockdown. One factor of this is a lack of lubricant, which can happen when there’s a refrigerant leak in the system from either a hose, O-ring, compressor, condenser, or evaporator. Detecting these leaks can be tough, however, with many VMs installing dye in their A/C systems because access is tight in modern vehicles. A/C failure can also be caused by not oil-balancing a newly installed compressor with the correct type and amount of lubricant. Air and moisture in the system is also a threat. An A/C system should contain less than 2% air by weight in order to operate at its best, and for every 1% increase in the amount of air, there will be an equivalent reaction in terms of cooling performance. More than 6% air can cause a noticeable decline in cooling performance, and could even lead to the evaporator freezing up.

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24 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

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Moving on to PMM’s May issue, Benenden Health’s Head of Organisational Development Naomi Thompson discussed the best ways to implement a mental wellbeing policy in the workplace. According to Naomi, one of the principal reasons employees are attracted to jobs is the provision of a strong mental wellbeing policy, with 57% of employees stating that this would increase their likelihood to join a business. She stressed that businesses should introduce a strategy that works for each individual business, one that considers the culture of the organisation in question. With this, each policy should also be personalised in order to meet the needs of each employee.

Naomi also recognised the benefits of being proactive and positively encouraging mental wellbeing by showing appreciation to members of staff.

She then went on to say that to deliver an effective mental wellbeing policy, the changes made must be attitudinal, with employees encouraged to use any wellbeing programme to benefit their needs. Finally, Naomi emphasised the need to put structures in place to remind everyone that communication is a great way to prompt positive change.

In the issue’s ADAS feature, ISN Garage Assist looked into the pros and cons of analogue and digital ADAS calibration equipment.

Analogue systems are initially cheaper than their digital compatriots, and are primed to do the job all the same. Not reliant on new technologies, they are highly reliable and suitable for any garage.

These systems require pre-printed

boards which are applied to the framework – which must be accurately positioned – in front of the car to show the test pattern for calibrating the systems. The diagnostic tool then communicates with the vehicle’s computers and teaches the vehicle where it should be looking. This approach can be time consuming and it can be expensive to purchase, store and protect the boards. The digital system does away with these boards, reproducing the image of a pattern board on a large-scale HD monitor. A PC does the job of communicating with the diagnostic tool, which guides the user through the process to check and re-align the cameras. This approach is easier and faster than its analogue counterpart.

INSIDE THE ISSUE PROFESSIONAL

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MOTOR

T T O H E

APRIL 2021

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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 MAGAZINE FOR SERVICING AND REPAIR PROFESSIONALS

SPRING HAS SPRUNG Advice on how to refresh the workshop after a long and difficult year Also inside...

Getting to know the Automotive Support Group

TECHNICAL TIPS AND CLINICS ‘HOW TO’ GUIDES AND BEST PRACTICE ADVICE BUSINESS ESSENTIALS AND TRAINING UPDATES

TECH TIPS

Avoiding the ‘spray and pray’ approach It can often be difficult to get access to a stubborn brake bleeder screw. In this situation, it helps to have a lubricant product designed specifically for this sort of problem. WD-40 explains…

W

hile stating the obvious, the exposed position of a car’s brakes means that they will inevitably suffer from general grime/filth that builds up and unavoidably creates problems, notably seizing the variety of bolts that need to be targeted when servicing calipers and/or replacing pads.

Integral to ensuring brakes are safely working as the manufacturer intended, is to go through the bleeding process – something that can only be achieved if a bleed nipple screw works.

Before even picking up a spanner, the obvious start to the process is to target any such bolt or screw with a lubricant spray, such as WD-40 Multi-Use Product. This invariably works wonders in maintaining and freeing up seized items without the use of brute force, which can result in damaged or rounded screws.

The challenge with bleeding brakes is that the bleed nipple screw is often seized, too much force and ‘Boom!’, you have a snapped

bleed nipple screw causing more work and downtime. WD-40 Flexible allows precise application in the hard-to-reach areas of a vehicle, such as the brake callipers.

Gaining access to the bleed screws in order to apply some solution to help unseize them can be a challenge, especially with the wheels on. Using a solution like WD-40 Flexible – a relatively recent addition to the company’s range – might be the answer for any technician struggling with this particular problem. The evolution of the

“The challenge with bleeding brakes is that the bleed nipple screw is often seized, too much force and ‘Boom!’, you have a snapped bleed nipple screw causing more work and downtime.”

traditional red straw that has been taped to cans for years, WD-40 Flexible is a hardwearing, heat resistant, pliable ‘straw’ that maintains its ability to feed the lubricant to exactly the right spot even if curved round tight bends. In this case, if the bleed screw can be seen, Flexible’s straw can be weaved through a wheel and guided into a position where a simple dab of the trigger will ensure the target is dowsed in enough solution.

For those who still cannot reach the target with the Flexible straw, the product has a ‘Spray 2 Ways’ feature that, with a simple flip down of the Flexible straw, turns the precise flow to a more spray-like distribution designed to cover larger areas. Its 360° valve also ensures that users can administer the lubricant when the cannister is held upside down.

TO FIND OUT MORE ABOUT WD-40 FLEXIBLE, WWW.RDR.LINK /AAA013

30 MAY 2021 PMM

HYBRID

& ELECTRIC VEHICLES

Resolvers unwrapped When approaching electric vehicle (EV) diagnostics, it’s easy to focus all your efforts on the high-voltage system. However, Pico technician Ben Martins argues that the low-voltage system must also be carefully considered. Here is why…

T

here’s no getting around it, electric vehicles (EV) are here to stay and will continue to grow in popularity as the shift from fossil fuels to electric becomes more apparent. The introduction of high voltage batteries brings with it new complexities and technologies that may be unknown to some.

Understandably, training is imperative when working on these vehicles and information found online must not be used as a training replacement.

When it comes to EVs, people often get a little caught up on the high-voltage system.

However, the fact is that the vehicle can’t operate at all without the various inputs and outputs from the low-voltage system. One such input is the resolver sensor.

The role of the resolver The resolver sensor determines the position of the rotor, enabling the inverter to trigger the insulated-gate bipolar transistors (IGBTs) which allow the current flow to the correct winding. The resolver is a relatively simple device that has no moving parts, which makes it a typically reliable component.

However, even the most reliable parts can fail and when a resolver has an issue, it can cause several knock-on effects that can trigger additional fault codes unrelated to the resolver. Therefore, the ability to test them correctly is a must.

��� The trouble with testing resolvers is that ideally you need to check all three circuits at the same time. This is made more difficult as the circuits are floating with no common ground, which means that to truly visualise the signals, you have to use differential probes or an Automotive 4000-series PicoScope with floating inputs.

Just to clarify, it is only the 4425 and 4425A PicoScopes that have this floating input. Any other automotive PicoScope has a common ground, like most other available scopes. I have added an illustration (Fig 1) to

explain why you can’t use a commonground scope to measure a resolver.

If you use a common-ground scope connected across all three circuits you will cause a dead short between them, which will introduce fault codes. If you use a single ground to chassis, the measurement won’t be useful as it will provide insufficient detail to verify the resolver.

As I said previously, if you don’t have a PicoScope 4425A or 4425 you can use three differential input probes to test these resolver circuits (Fig 2).

How to test the resolver Underneath it all, a resolver is a fairly simple sensor. Coils form a stator around the rotor, which is directly connected to the motor’s output shaft. The stator is formed from three separate windings, consisting of an exciter winding and two output windings.

An alternating current at around 10 kHz is passed into the exciter coil, which is then induced into the rotor. The sine and cosine windings are arranged 90° apart so that the amplitudes of the induced currents are

���

“Even the most reliable parts can fail and when a resolver has an issue, it can cause several knockon effects that can trigger additional fault codes.”

dependent on the relative angle of the rotor.

The rotor is shaped with lobes (the number of which varies between manufacturers). These create a change in the intensity of the output winding, depending on the rotor position.

If you follow the guided test in PicoScope 7 Automotive, and connect as shown in the diagram, you would expect to see the pattern in Fig 3.

Even with this signal, though, it’s not easy to determine how the vehicle can establish the position of the motor. This is where having all three signals is vital, as we can introduce a math channel that removes the 10 kHz frequency created by the excitation coil to see the actual positioning (Fig 4). To understand the math behind the waveforms, please see the further guidance in the guided test, and for all things maths, please see the ‘Math is Cool’ section on the Pico forum.

Another factor we have to consider is the number of poles present on the resolver, as this will dictate how many cycles there are for one rotation of the rotor. This is one of the many reasons why we should always use genuine parts, as the wrong resolver could lead to big problems!

I know it still isn’t clear how the position is determined, but it can be made simpler by plotting the sine and cosine waveforms against each other.

As you can see in Fig 5, a circle begins as each cycle completes. The confusing part comes when there are multi-pole resolvers with more than one cycle to complete one rotation of the rotor. This all depends on the number of poles in the stator and the number of lobes on the rotor. Unless we know the part number or remove the sensor and count the poles and lobes, there is no real way of knowing. However, from a diagnostic point of view, the information provided in this waveform is extremely useful in verifying the sensor’s output.

FOR MORE INFORMATION ON PICO’S EV SOLUTIONS, WWW.RDR.LINK/AZ013.

IF YOU WANT TO DISCUSS ANY HIGH-VOLTAGE APPLICATION, EMAIL SUPPORT@PICOTECH.COM

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THE TRADE MAGAZINE FOR SERVICING AND REPAIR PROFESSIONALS

APPROACHING ADAS The experts weigh in on how best to invest Also inside...

Hayley Pells brings you up to speed on CPD

Finally, Meyle dissected its latest cabin air filter solution in the Filters feature. The company claimed that its MEYLE-PD cabin air filter offers a filter media that is specially impregnated with active carbon and can therefore provide particularly high absorption of NOᵪ, as well as excellent resistance to pollen, fine dust, and other potentially hazardous airborne environmental contaminants. This makes the filter particularly suitable for high traffic environments. Unlike conventional cabin air filters with active carbon, filtered NOᵪ is chemically bound in the MEYLEPD filter material as salt and is never released again, making it safe to dispose of in the workshop. Therefore, the filters are able to permanently and sustainably reduce NOᵪ in the environment and in the driver’s cabin.

TECHNICAL TIPS AND CLINICS ‘HOW TO’ GUIDES AND BEST PRACTICE ADVICE BUSINESS ESSENTIALS AND TRAINING UPDATES

BUSINESS

& TRAINING

CPD: What you need to know Regular PMM contributor Hayley Pells outlines everything that you need to know about CPD (Continuing Professional Development) and how it fits into MOT training.

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he original checks that made up an MOT test consisted of lights, brakes and steering, and here’s a nice bit of MOT history trivia for you: this is the origin of the three triangles in the MOT logo. This simplistic approach to ensuring a vehicle met the necessary safety standards did not require the rigorous upskilling and continuous training of modern testing. The reasoning behind introducing the CPD requirement and online annual assessment for MOT testing was to improve the professionalism within the sector and help standardise processes. These days, testing is far more complicated than it used to be, and it continues to grow in complexity as vehicles advance with technology.

CPD ROAD MAP ■ Reflection – What is the current state of training and assessment?

■ Planning – Using the syllabus: plan out a content schedule (for example, 20 minutes per month) ■ Action – Complete the training; sit the annual assessment ahead of deadline ■ Evaluation – Review the results; apply further training if required

Starting the process Once the process of CPD has been laid out, in line with the DVSA syllabus, it is considered best practice to formulate a schedule for its completion. Historically, there has been the unfortunate trend to leave the training until the last minute, completing it as a tick box exercise in order to progress to the annual online assessment. On occasion, it has been known for a garage to purchase the training without leaving time to complete the mandatory time of a minimum of three hours per year (16 hours over five years) before the online annual assessment is accessed.

In previous years, the pass rate was lower and the subject matter more suited to drawing on the existing experience of the tester, which meant weaker areas of a technician’s knowledge were rarely tested. Now, the new syllabus requires an upskilling of weaker areas, meaning that the training can no longer be as easily dismissed.

Use your time wisely Scheduling training to fit around the needs of the workshop not only achieves compliance, but also refreshes the tester’s knowledge, and

34 MAY 2021 PMM

therefore improves testing standards. The choice of dividing the training requirements can be made by the organisation, providing that the minimum of three hours is completed over the year, and the required 16 hours is completed within the five-year timespan. For example, there could be four years of three hours, followed by a fifth year of four hours, which would average three hours and 12 minutes every year. For the sake of ease, if you aimed to do four hours each year for five years, you could balance this out by scheduling 20 minutes of training every month (you will have done surplus to requirements).

Understanding the portal The current assessment has proved unpopular.

This is likely due to the fact that it is seated more in the compliance aspect of testing, rather than the knowledge of practical skills.

The capability of the tester’s portal demonstrates how intuitive the meta data has become. Typing ‘CV boot’ into the search box will guide you to the correct area and provide you with a hyperlink to the correct page in the manual, where ‘constant velocity joint gaiter’ is situated for the tester to

complete further reading if required. The guide has a noticeably limited functionality when compared with the testing service.

Although it will be developed in time to have the same functionality, this is small comfort to those completing the annual assessment with little experience of how it currently works.

The need for CPD can be considered in the same context as servicing and repairs, whereas the annual assessment is the MOT test for the MOT tester. Keeping up with that essential maintenance throughout the year will lead to an easy and stress-free annual test for both situations.

There are free resources available on the government website to record your CPD – WWW.RDR.LINK/AAA014. Make sure that it follows the year’s syllabus, bearing in mind that this will change after the deadline for assessment.

A ‘buddy’ system with another MOT lane may help in working through the syllabus – linking up with other MOT testers has never been easier thanks to social media, so make use of it! This can be particularly helpful if you are alone as a

tester within a workplace, or if you are at the opposite end of the scale and work for a large organisation. Breaking into smaller groups to support each other through the training is a cost-effective method.

The practicalities If you choose not to develop your own training strategy, you can outsource training delivery to achieve compliance. There are many organisations who offer CPD and they can be accessed in a variety of formats.

■ Digitally (e-learning) ■ Blended learning (both remote and in person) ■ In person at the vehicle testing site ■ In person at a training facility

assessment access, but there is not a government list of CPD providers.

Training and assessment can be as little as £60 plus VAT for an e-learning package, £100 plus VAT for a shared classroom course, or around £300 plus VAT for a site-delivered course (which will often require the purchase of the online assessment, £34 plus VAT on top).

The pandemic has increased the uptake of digital e-learning. With this in mind, time rather than money will be your main consideration, so perhaps this is something to consider if you're experiencing a quiet period?

FURTHER RESOURCES ■ The Institute of the Motor Industry (IMI): WWW.RDR.LINK /AAA016

■ The Retail Motor Industry Federation (RMI): WWW.RDR.LINK /AAA017

■ ABC Awards:

An organisation does not need to be approved to provide annual CPD, and courses can include the online assessment, or you may be expected to source your own. A list of training providers that provide MOT Tester and/or Manager training can be found at WWW.RDR.LINK /AAA015 . Some of these organisations may offer CPD and annual

WWW.RDR.LINK /AAA018

TO FIND OUT MORE ABOUT HAYLEY PELLS AND HER WORKSHOP AVIA AUTOS, WWW.RDR.LINK /AAA019

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MARKET TRENDS & ANALYSIS

ith BM Catalysts investing considerable time and resources into preparing for Brexit, the company has ensured that the necessary infrastructure is in place to help facilitate supply of its products as seamlessly as possible to customers in over 35 countries worldwide, despite the challenges.

From its UK manufacturing base, BM Catalysts’ customers have continued to receive dedicated sales, technical and marketing support to help develop and grow sales of the company’s product offering.

BM Catalysts has been working closely with logistics partners on new systems and additional paperwork for customs and border controls. According to the manufacturer and exporter of catalytic converters, DPFs and front pipes, nearly all of its catalogued part numbers meet the standard required to claim UK origin, meaning they are not subject to tariffs under the Free Trade Agreement between the UK and EU. Mark Blinston, BM Catalysts Commercial Director, commented, “It’s been taking a

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On the rise

BM Catalysts insists that any problems encountered as a result of Brexit will be ‘short term’. little longer than usual for overseas customers to receive their orders as a result of changes to customs procedures and clearance, but we’re seeing this time shorten every day. From when the order is placed to the point of dispatch, lead times from our end remain the same and we’re fulfilling 100% of all orders thanks to our high availability of products.”

The company’s dedicated Brexit resource – www.rdr.link/FZ009 – provides practical advice, relevant information, and

useful resources to help and reassure customers.

“We’re confident in our process,” added Mark. “It’s not the first time we’ve had to navigate through difficult times with changing legislation and we thrive in these situations, putting in place solutions to help ensure the best possible working partnerships for our customers.”

For more information on BM Catalysts, www.rdr.link/FZ010

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ENVIRONMENTAL INSIGHT

THE RIGHT PROCESS HAVING RECENTLY SPOKEN TO PMF ABOUT THE ENVIRONMENTALLY BENEFICIAL CHANGES THAT SAXON BRANDS WAS MAKING TO ITS PRODUCT PACKAGING, CLAIR SEYMOUR, THE COMPANY’S COMMERCIAL & PRODUCT MANAGER, IS BACK TO EXPAND ON THE INITIATIVE AND THE WIDER ISSUES OUR INDUSTRY FACES.

’ve always felt close to the environment and I work with various outdoor operations in my spare time, but like many of us, much of my time has been spent locally rather than further afield.

From this, I could clearly see — just in my local area — how much waste was evident, whether it was excess packaging or disposal of products at the end of their useable life.

The impact the global pandemic will have on our environment and our attitude to the environment is only just starting to settle, but one clear change is the monumental take up of online ordering and the associated amount of additional packaging that is now required throughout the sales chain.

Government legislations on waste materials coming into play from 2022 will have an industry-wide impact that, due to the financial penalties for not hitting compliant and recycled material targets, will lead many of us to reassess business operations.

With thousands of products in the Saxon distribution network, it’s an issue we have been reviewing thoroughly. Working alongside environmental agencies and experts, one shockingly consistent theme is just how varied the approach to recycling is – and that’s not just limited to consumers. One local council may recycle all kinds of materials, whilst a neighbouring borough may only recycle a fraction of that content. We work with the OPRL scheme to help guide this process and provide consistent messages to consumers on how to best discard any product packaging.

Outside of packaging though, a key aspect of sustainability and being aware of our impact on the environment is managing the fine balance between materials and cost, and the quality of the product. For

©AdobeStock_Proxima Studio

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example, it’s not just about the air compressor that you want to sell today, but also about sourcing a long-lasting product that can outlive our current disposable society. What are the robust components that you choose manufactured from and how far do they have to travel to arrive to you? What will the demand be for the item, and where?

The public are without doubt aware that much production sits outside of the UK, and it’s a production process that often still carries with it the stigma of poor quality and standards. This is also something we are actively working to change, and is something we consider throughout the entire production process.

We begin by assessing our choice of who we want to partner with by focusing on their environmental standards and trading ethics, and this evolves into a

defined monitoring and auditing process.

We’ve also seen a tighter relationship build through education; highlighting the changes to our legislations and the attitudes and needs of the UK consumer.

This allows our factories to share in the responsibility of providing the right product to the right place in the right way, whilst remaining competitively priced.

The automotive industry will always have to work just that little bit harder on where people see it fitting on the ‘environmentally friendly’ scale, with it generally pigeon-holed as a toxic industry full of oily factories churning out gas-guzzling cars. Large initiatives, such as the move away from diesel and the wider adoption of EV’s, will undoubtedly help this outsider image, but within the industry, there are many opportunities for us to work with a greener footprint, both at home and abroad.

For more information on Saxon Brands, www.rdr.link/FZ011

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SPECIAL REPORT

INTERVIEW

Aiming to Excel In light of Excel Automotive Group’s twoyear anniversary of trading, PMF speaks to the company’s owner Tony Bhogal about how things have gone so far and where the company is headed in the future.

It's great to speak to you again Tony.

Please could you give us an insight into how business has been going at EAG over the last year or so?

Tony Bhogal (TB): Since taking over the Excel Automotive Group (EAG) business two years ago, Adrian and I have been busy getting the business back onto a solid footing. This has included significant investment in staff, stock and systems. In the first year, we relocated the business to 30,000ft² warehousing in Leeds, and we believed that this would be sufficient for a few years. However, we are already considering investing in additional warehousing due to the significant increase in stock, sales and customers in our second year of trading.

Q

In light of the celebrations of two years of trading, how do you feel about the company reaching this milestone?

TB: This could not have been achieved without the fantastic team that we have at EAG. Everyone has a desire both to succeed and ensure that we meet or exceed our customers’ expectations, which in itself has sometimes been a challenge as a consequence of our rate of growth. We have been fortunate that our customers have joined us on our journey and have given us considerable support and encouragement. In the current climate, the whole EAG family should be proud of our achievements, and we are looking forward to the future.

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28 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

Tony Bhogal (left), EAG owner

What in particular has enabled EAG to get to this stage?

TB: As I mentioned earlier, the key to our success has been the team and the effort that every single member has put into achieving our goals. We have been continually investing in stock and have added some brilliant brands to our range, including Suplex, Brembo, Monroe, Rymec, Marelli, Trico, and various DRiV brands. In addition to this, we also of course have our own EAG branded components for product

Q

categories including steering and suspension, wheel bearings, strut top mounts, driveshafts, cv joints, and calipers.

We are also in detailed discussions with other brands that are keen to work with us and take advantage of our unique distribution solution for suppliers, as we can cover both local and national distribution.

In addition, we have been working very closely with MAM to improve and enhance the IT systems that we inherited. This has included the implementation of the MAM

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SPECIAL REPORT

Warehouse Management System, which is already resulting in improved efficiency and accuracy of processing orders. This goes hand-in-hand with our ISO9001, ISO14001 and ISO45001 accreditations, which shows our commitment to quality and professionalism. It was important for the trade to see that the business was now operating at a different level.

Last time out, we discussed your ambitions to grow EAG. How have these plans gone thus far?

TB: Our plans are progressing well and ahead of schedule, with significant growth in our second year of trading, which we have just now completed. This growth has come from our customers taking advantage of our growing range of part numbers and products. In terms of national sales, we have gained the approval of major factor and buying groups, and for local sales, we offer same-day delivery several times a day with our growing fleet of vehicles. Motor factors physically cannot stock everything that their customers enquire about and they need quick access to extended ranges, and this is where we can assist them.

Q

You also placed a huge amount of emphasis on the company's desire to ensure availability. Is this still a goal for EAG? TB: This is definitely still a goal for us, although if I’m being honest, we still have some way to go to achieve this. However, we are working on increasing our range and availability, in addition to improving cataloguing and pushing sales through our trade online portal and through TecCom. All products we sell are listed on MAM AutoCat.

INTERVIEW

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What ranges should factors look out for?

TB: Our EAG branded range of products has grown from the original steering and suspension line to include calipers, driveshafts and cv joints.

These ranges and product lines will be extended over time, offering customers quality products at competitive prices.

In addition, we have some wellestablished brands to give customers a vast array of products and we are also looking at some other brands for which we will have exclusivity.

Q

What does the next two years hold in store for EAG? TB: We will be working to consolidate our position as a key supplier of parts into the automotive aftermarket. Chris Haw joined the business as UK Sales Manager and he is working hard to develop and grow our customer base.

On top of this, Chris Burnside, exLivingston Autoparts, has joined us as Operations & IT Director, so we now have a very experienced team in place to continue our ambitious growth plans.

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For more information on EAG, www.rdr.link/FZ012

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SPECIAL REPORT

FACTOR FOCUS

A year in the making

Automotive Supplies, a single-site motor factor based in Derry, has experienced an increase in business over the past year, and MAM Software’s solutions have helped facilitate this growth. ince implementing Autopart Online, MAM's cloud-based business management software, and Autocat back in April 2020, Automotive Supplies has been able to handle a greater volume of sales more efficiently and effectively.

The company has been trading since 1978, and its owner Liam Mullan explained that it had used a disc-operated system to run its business for the past 30 years.

"The market was changing too much and we needed something more up to date. MAM products are the go-to for most motor factors, so it seemed like the logical

S

choice for us," Liam acknowledged.

MAM carried out the training and implementation needed for Autopart Online and Autocat remotely, as national lockdown restrictions meant it was not possible for a professional services consultant to travel to the premises in person.

"Not being able to have someone onsite talking us through everything was a bit of a concern initially, but it needn't have been. We've all found it very easy to learn how to use the system," continued Liam.

"MAM were fantastic; I was the only person working at one point, and the support I

received was excellent. They could log into the system remotely and were more than willing to help out with any questions or queries I had."

Autocat is MAM's comprehensive electronic parts catalogue, which allows motor factors such as Automotive Supplies to gather component data from multiple suppliers. The web-based system has proved invaluable to the business and is "constantly being used" on all of the trade counters.

"We were given a test version of Autocat so we could get our bearings with it ahead of go-live," Liam noted. "If we didn't have Autocat, we might as well close our shutters. All our orders are pulled through in a matter of seconds; we're able to see stock levels and carry out pricing and block changes in a much more efficient manner. There's less room for error now we're using MAM solutions."

Automotive Supplies has also benefited from a greater insight into transactions that simply was not possible before moving over to the new software.

"Autopart Online has given me a greater visibility of my business, as there's a lot of reports I can run. With the system we were using previously, we had to wait until the end of the day to find out how well we were doing. Now I can just run a report to see how busy we are, what is our busiest time, who's selling the most on the counter, and who's making the most profit."

The company opted for the cloudbased version of Autopart for the flexibility and convenience it offers. "Having on-site servers simply wouldn't have been practical for us," Liam added. "Being on the cloud means MAM takes charge of all this on our behalf – and it will be more affordable for us in the long run."

As a growing business, Automotive Supplies also needed a software solution that would continue to support its operations for years to come, and Liam is confident he has invested in a platform that will enable the company to do just that.

Liam concluded, "Since moving over to Autopart and Autocat, we've already expanded into the unit next door. In the future, we hope to get more vans on the road and maybe go further afield with deliveries. We're a family business so we hope to be around for a lot longer yet, and MAM Software will help ensure this is the case."

For more information on MAM Software's business management solutions, www.rdr.link/FZ013

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SPECIAL REPORT

COMPANY PROFILE

Something in the air PMF introduces Auto Air Gloucester and breaks down what makes the company stand out from the crowd.

uto Air Gloucester was established in 2002 with the sole intention of sourcing and selling quality vehicle air conditioning parts to motor factors and air conditioning and radiator specialists.

The company claims to be the UK’s biggest independent supplier of A/C parts, tooling and consumables.

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dedicated technical support line, with calls answered by its qualified specialists who will assist with any fitting or part queries.

The team is said to be friendly, knowledgeable and reliable, allowing the company to provide its customers with a type of personal service that it claims one can only receive from Auto Air Gloucester.

Support

Products

As an importer, Auto Air Gloucester’s parts can only be purchased through its approved distribution network. Regarding itself as a one stop shop for all air conditioning requirements, the company offers next-day UK delivery on the majority of its stock. On top of this, all returns and warranties are dealt with by its in-house inspection team and are responded to within 48 hours of receiving, avoiding unnecessary delays.

With an ISO9001:2015 accreditation, Auto Air Gloucester insists that it can ensure quality products and that a high standard of service is met at all times. This service is exemplified by the company’s

With key relationships with manufacturers from all over the world, Auto Air Gloucester is able to ensure that it can source the best quality products at the right price. These relationships allow the company to be at the cutting edge for new product development so that the latest models are catered for.

The speed of new product availability means that it can sometimes obtain access to new products before its competitors.

With extensive references in the company’s catalogue, it covers a large proportion of the UK car parc. In addition, by offering low warranty rates of 0.9% for compressors and 0.46% for condensers, it assures the quality of the parts.

Claiming to hold the most comprehensive range of compressors in the UK, Auto Air Gloucester is an approved distributor of Sanden compressors, which allows it to readily supply the latest OEM units. All Auto Air compressors have passed extensive durability and performance tests, and include an installation guide to aid with correct fitment.

These condensers are zinc coated, ensuring resilience within the climate of the

Northern Hemisphere and against the corrosive salt used throughout the winter months on UK roads. A further quality check is carried out before the part is repacked ready for dispatch.

Auto Air also offers a full range of A/C components, including blower motors, resisters, cooling fans, expansion valves, pressure switches, accumulators and receiver driers.

Consumables and tooling

With regards to these product groups, Auto Air Gloucester is the UK’s distributor for Elke products, and therefore has a large stock holding of pag oils, dyes, hoses, fittings, tooling and diagnostic equipment.

Shipping

The company offers free UK next-day delivery on all orders over £50 with a choice of preferred carrier. In terms of delivery slots, it is able to provide pre10.30am, pre-12pm and Saturday morning deliveries at an additional cost.

Auto Air Gloucester claims that it is committed to providing a first-class service every time a factor calls, delivering peace of mind and aiming to exceed expectations. Its mantra is to supply a quality product right the first time round.

For more information on Auto Air Gloucester, www.rdr.link/FZ014

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OILS, LUBRICANTS & ADDITIVES

In tip-top shape Fuchs Lubricants runs through the success of its environmentally friendly Lube Cube, and explains how it can boost motor factors’ lubricant offering.

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s has been well documented over the years, Fuchs Lubricants’ Lube Cube gives the company’s customers the option to buy its products in a recyclable cardboard box rather than a plastic container. Since the product’s launch in 2012, Fuchs has removed an incredible 750 metric tonnes (750,000kg) of plastic waste from the industry and its customer base. That is the equivalent of 15 million two litre plastic bottles, or 90 million plastic carrier bags. As well as its significant environmental impact, the industry’s demand for the Lube Cube was demonstrated at the end of 2020, as its sales exceeded 1 million units.

On the environmental effect of the product, Rosemary Mellor, Fuchs’ Automotive Product Manager UK, had this to say: “We are extremely proud to be leading the way in the lubricants industry when it comes to sustainable packaging. To have saved such a huge amount of plastic is a fantastic achievement. We have effectively saved the equivalent energy usage of 500 households for one year.”

The 4L/5L/20L Lube Cubes are a single use, recyclable packaging system constructed from a strong, durable cardboard outer containing a product filled plastic inner. As they can be included with normal recycling waste, they offer virtually zero disposal costs, leading to significant savings for businesses paying to dispose of hazardous waste.

Paul Wood, National Sales Manager, Automotive, at Fuchs, added, “Alongside its

environmental benefits, the lube cube reduces waste disposal costs. One of our key automotive aftermarket partners reported an annual saving in excess of £100,000 in waste disposal costs by switching from conventional plastic 20 litre packs to the 20 litre lube cube.

“Fuchs is extremely passionate about reducing plastic packaging waste and its CO₂ output. We understand that this must align with our customers’ requirement for viable and sustainable solutions – the lube cube ticks all the boxes!

“We have demonstrated the environmental benefits and commercial savings that can be made by switching, and this has seen significant traction within key business sectors. However, we don’t plan on stopping there – we will continue to push the boundaries and drive the change to a more sustainable future.“

Getting to know the Cube Lube Cubes are said to be easier to dispense lubricant from than traditional plastic bottles thanks to a built-in tap (20L) similar to a wine box and the integral handles. Lube Cubes are also filled under vacuum conditions, creating a steady ‘antiglug’ pour for the user.

Their splashproof outers are ideal for most environments and can be used with Fuchs’ bespoke 20L metal stands for additional dispensing support. Smaller pack sizes fit neatly onto standard motor factor shelving. The company’s cardboard retail stands are also available to help highlight the range, creating a sustainable point of interest in any shopfront.

Fuchs claims that Lube Cubes are far easier to store than plastic bottles as they can be stacked on top of each other, with

the additional benefit that larger quantities can be packed efficiently on pallets for reduced stocking space.

The company’s entire Lube Cube manufacturing process has been assessed to further reduce CO₂ emissions, allowing its customers to improve their supply chain carbon footprint.

For more information on the Lube Cube, www.rdr.link/FZ015

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OILS, LUBRICANTS & ADDITIVES

The emissions challenge Andrew Goddard, Chairman of the Verification of Lubricant Specifications (VLS), weighs in on the changes driving the lubricants market.

After work began in 2018, the new ACEA automotive engine oil sequences are finally expected to be announced by early summer of this year. The ACEA sequences identify relevant performance standards for lubricants specifically tailored to the European market. The current series that lubricant marketers are blending to were produced in 2016. Revisions are made periodically, and were expected no later than in 2020. Now, it looks like an agreement has finally been reached.

Progress has been affected by political changes in emissions policy. In 2018, the UK Government announced its ‘The Road to Zero’ strategy, including a ban on internal combustion engine (ICE) vehicles by 2040, more recently brought forward to 2030. In the same year, German cities began to introduce restrictions on older petrol and diesel cars. Norway, itself reliant on the income from fossil fuel refining and exploration, announced an ending of the sale of ICEs by 2025, France by 2040.

Since then, progress towards ending the sale of ICEs has accelerated. Major oil companies have begun to realign their strategy around clean energy. The impetus around developing and releasing successive engine oils standards and specifications at a time when vehicle manufacturers are focusing on electric vehicles, perhaps even hybrids, and are moving to clean renewable energy, seemed to have diminished.

The new sequences need to use engines currently in production to accurately reflect the performance of lubricants in tests.

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34 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

What should we expect from the new sequences?

According to Lubrizol, for light duty engine lubricants: “The ACEA 2021 upgrade is forward looking and incorporates important new tests for the industry, including LSPI, chain wear, and turbocharger deposits.” A new A7/B7 high-performing category is expected to be introduced, with A3/B3 removed as a category. A new ACEA C6 category is also expected, including a new Toyota 2ZR-FXE fuel economy test. This test will be the first Japanese test procedure to be adopted by ACEA. For the heavy duty categories, new categories E8 and E11 will replace E6 and E9. The focus of these upgrades will be enhanced oxidation performance and piston cleanliness, with the inclusion of established ASTM engine tests developed for API CK-4. Two new categories for fuel efficiency, F8 and F11, are also expected.

The pace of regulation towards the end of ICE engines is causing concern in many areas, not just the ACEA sequences. To comply with the goals of the Paris Climate Protection Agreement, the EU also wants to tighten up CO₂ limits as part of the upcoming Euro 7 emissions standard.

A study by the EU Commission will form the basis of the new exhaust emission limits. However, the VDA (German Association of the Automotive Industry) is already warning that the move could result in the combustion engine being phased out from as early as 2025.

“With the introduction of the planned EU-7 standard, the EU Commission will de

facto ban cars with combustion engines from 2025,” said Hildegard Müller, President of the VDA, fearing that if the exhaust emission limits are too strict, combustion engines will no longer be competitive.

According to a report in the German newspaper Bild, the authors of the study concluded that significantly stricter exhaust emission regulations than those in the currently valid Euro 6 standard were necessary to achieve climate targets. At the time of writing, nothing had been decided.

Nevertheless, the German industry association VDA is sounding the alarm – not just about the limit values themselves, but also about how they are tested. The study says that limit values should not only be maintained on average throughout the test, but also in the peaks.

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What does all this mean for motor factors?

As with many parts of the aftermarket, the one constant is change. Lubricants have already adapted to the increased use of biofuels and to smaller engines running at higher power outputs to maximise efficiency and fuel economy. Ultra-low viscosity, synthetic engine oils have been developed to support improved engine performance and performance.

Major lubricants manufacturers have developed ranges of E-Fluids to enable electrified vehicles to run smoothly and efficiently, and to maintain optimum operating temperatures.

Battery electric vehicles operate in a totally different way to internal combustion engines, with very different lubricant requirements. Electric vehicles use a far higher electric current than conventional internal combustion engines and this creates a lot of heat. The lubricant must help to dissipate heat around the engine and keep it operating at optimum temperature. Fluids for electric vehicles also need improved corrosion protection because electric vehicles use a lot more copper than conventional vehicles. This copper is susceptible to corrosion if it comes into contact with acidic elements, so the lubricating fluid needs to protect against this.

The challenge for motor factors will be retaining the right range of products to meet differing lubricant requirements, with workshops seeing a mix of electric, hybrid and combustion engine vehicles through their workshops, all with different fluid needs. VLS’s advice to factors is to stock as wide a range as possible, considering not just the latest innovations but also the many older vehicles on our roads, and to encourage technicians to refer to vehicle handbooks, use online vehicle registration databases, or contact the OEM if at all unsure.

For more information on VLS,

www.rdr.link/FZ016

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OILS, LUBRICANTS & ADDITIVES

Fit for the track Independent British oil blender Millers Oils has launched its EE Performance Engine Oil, a range of ‘track day ready’ engine oils for on-road use. PMF finds out more. illers’ new range uses the company’s renowned NANODRIVE low friction technology, and combines it with ester chemistry to deliver maximum engine performance, whilst meeting manufacturers’ specifications and recommended oil drain intervals.

Originally developed for professional motorsport applications, NANODRIVE formulations incorporate advanced nanoparticle technology, reducing friction and wear in high performance applications where the oil film alone cannot be relied upon for lubrication.

Reducing friction associated losses improves engine efficiency for improved power and performance.

EE Performance Engine Oil supersedes the EE Longlife range, offering an expanded range of viscosities

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36 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

and application coverage, as well as performance improvements to existing formulations.

Andy Ogley, Technical Manager at Millers Oils, explained, “By utilising the very latest additive technology and optimising levels of NANODRIVE, we have been able to achieve a reduction in friction of up to 17% compared with the original EE Longlife range, and up to 24% reduction when compared with industry standard formulations.

“These improvements come without compromise on wear protection. In fact, EE Performance reduces wear by up to 25% compared with the original formulations, and we believe drivers will feel a real benefit from this upgrade.”

Motor factors can take full advantage of upselling this range to independent performance garages and tuner

workshops with Millers Oils’ assurance that the line has an extensive viscosity and application coverage. For example, it covers a 0w20 for modern high performance Asian manufactured vehicles all the way to a 10w60 that is recommended for niche applications such as BMW M performance cars, as well as more typical viscosities for hot hatches and saloons.

On top of releasing the range, Millers Oils also supplies its other ranges of engine oil, transmission oil, greases, fluids, and additive treatments to the automotive aftermarket.

For more information about the EE Performance Engine Oils, www.rdr.link/FZ017

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A/C & THERMAL MANAGEMENT

Jan Zieleskiewicz, Nissens Automotive’s Marketing Manager, explains why factors should place their trust in the company’s components this A/C season.

or the comfort and safety of motorists, the performance of air conditioning and climate control systems is essential. This relies on regular maintenance and using quality parts, supplied by proactive distributors.

As a highly respected thermal management specialist, we at Nissens Automotive do our best to ensure our motor factor customers are ready with a range of our key system components on their shelves, ready for the A/C season.

Two of the most frequently replaced parts are compressors and condensers, for which the company has a comprehensive offering, covering the vast majority of passenger car and light commercial vehicle applications.

The Nissens compressor range consists of almost 600 part numbers, supplemented by close to 1,300 condensers, which cater for 79 and 94% of the European car parc, respectively. Naturally, the company’s A/C programme also includes interior blowers, evaporators, receiver-dryers, fans, and most recently, thermal expansion valves (TXV), and is in constant growth as new additions are introduced.

Another notable benefit for motor factors looking for a competitive advantage is the

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A conditioned approach

fact that more than 230 components in the Nissens climate system range fit the most popular hybrid and electric vehicle applications, reflecting the shift in technology that is inevitably destined to be experienced in the independent workshop.

A convenient and safe choice Although distributors naturally focus on the proper range and availability of parts, it’s equally important that they supply premium quality parts that allow technicians to service vehicles successfully, with no extra hassle, which will help them keep their customers happy. This means that the service must result in the A/C system performing to its optimum, with the troublefree operation of its components, an outcome that is made considerably easier by supplying them with Nissens products.

All Nissens products are developed and manufactured according to marketrecognised quality standards. This ensures that they are perfectly finished, thus enabling a trouble-free, fast installation.

The functionality of every component is thoroughly tested so it matches the original equipment part, which ensures its optimal thermal performance.

The majority of Nissens A/C parts are First Fit products, which means the technician gets everything that is needed for their correct installation within the product box. Furthermore, Nissens’ condensers are corrosion protected, which prolongs their lifespan considerably.

Alongside the quality of its components, Nissens has a reputation for its technical support, which it provides to installers via a variety of platforms, from print material to online assistance. This is also a big plus for distributors, as it allows them to demonstrate the difference between product specialists like Nissens and the average multiple product group supplier.

One of the many helpful pieces of best practice advice and fitting tips is to always replace the TXV when installing a new compressor, which also provides factors with an additional revenue stream.

Despite its small size, the TXV plays a crucial role in ensuring the A/C system works to its correct parameters. The valve’s operational characteristics influence not only its overall performance, but also the proper operation of other important components. Amongst other things, it controls the refrigerant’s flow and working factors, and these have an important influence on the A/C compressor’s workloads, potentially affecting its lifespan and even provoking premature failures. It is therefore important that the valve operates accurately in a specific way, as determined by the particular system design.

For more information about Nissens’ thermal management programme, www.rdr.link/FZ018

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A/C & THERMAL MANAGEMENT

Dayco’s National Sales Manager Steve Carolan is back to emphasise the company’s focus on its three key priorities.

Quality, range and availability hatever the product group, motor factors have three priorities when supplying their workshop customers – quality, range and availability.

Modern cooling systems play a crucial part in the drive towards reducing fuel consumption. The demands for increased efficiency, together with factors such as higher flow rates, turbocharger technology, autonomous heating and air conditioning, have transformed the traditional process of engine cooling into complex cooling systems.

Future emissions regulations will require engines to operate at 10% higher temperatures in order to ensure optimal fuel combustion. This will require more powerful cooling systems in order for the vehicle to run efficiently for its entire lifespan.

The role of the thermostat is to effectively control the flow of coolant around the cooling system and allow the engine to reach its optimum working temperature as quickly as possible. Dayco thermostats are designed to efficiently accomplish this objective for all engine types, while also satisfying three key requirements: reduced fuel consumption, emissions, and wear and tear.

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Quality

At Dayco, we regard ourselves as a leading manufacturer of precision engineered

automotive products with a track record of innovation. The list of our OE supply partners is extensive, so quality is a necessity. As an OESAA member, this commitment to quality also extends to our aftermarket programme.

Our growing aftermarket product range includes thermostats, which, in keeping with our ongoing commitment to quality, are naturally designed and manufactured to meet the most stringent OE specifications. The automated control processes on the dedicated VW thermostat production line ably demonstrate the case in point.

Range

Dayco also has a track record for identifying first-to-market products to provide factors with a competitive advantage and to include a strategy of growth, as well as a plan of execution. Therefore, our comprehensive market offering is a given.

Unlike many replacement products, a broad range of applications are covered with a relatively small number of our part numbers, which means that carrying a certain amount of stock will not put proactive factors that invest in this way at a disadvantage. For example, Dayco part number DT1050V, a traditional valve style thermostat, fits more than 1.3 million Ford applications in various guises and has an

annual UK potential of close to 44,000 units, using industry figures for rates of failure.

Availability

Naturally, availability is also of key importance. With our Midlands-based UK distribution centre and our offer of next-day delivery countrywide, this is another vital area that we have covered.

Huge potential

As well as emphasising our focus on these three key priorities, we want to ensure that our motor factor customers understand the market potential offered by thermostats.

Using AASA 2020 report data, over a fiveyear period from 2014, the thermostat failure rate has steadily increased to almost 5%. At the same time, the percentage of vehicles fitted with a contemporary integrated thermostat housing or MAP thermostat rather than a traditional valve-only thermostat design has grown from 55% to 80%.

In the UK, there are approximately 24.5 million cars that are four years old or more, which, using the 5% thermostat failure rate, means that annually almost one-and-aquarter million will need replacing.

As the majority of these will fall within the independent sector, the thermostat replacement market is realistically estimated to be around 850,000 units a year. Despite half of these being relatively inexpensive valve type thermostats, the contemporary designs of the other half are of significantly higher value, which means they represent £5.7 million of a total market worth £6.7 million annually.

For more information on Dayco’s range of thermostats, www.rdr.link/FZ019

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A/C & THERMAL MANAGEMENT

The future of filtration

Following the introduction of UFI Filters’ ARGENTIUM concept to the aftermarket, the company’s Sales Director UK & Ireland – Aftermarket, Karl Ridings, discusses how it is helping the company reach the next level of cabin air filtration.

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fter the autumn and winter have left their mark on a vehicle’s cabin air filter, it is recommended to have it replaced in time for spring. Although the standard rule of thumb for a replacement to be carried out is once a year, it should be done at even shorter intervals in areas that are particularly dusty, since the rate of wear is accelerated in such places.

The need for cabin air filtration A properly functioning cabin air filter is extremely important. Although the concentration of dust in the atmosphere and the presence of various harmful particles such as PM10 and PM2.5 varies with weather conditions and geographic location, levels inside the vehicle can be as high as six times the outdoor level. The direct effects of poor air quality on both drivers and passengers can include allergies, sore throats, sneezing, reduced alertness and poor visibility due to condensation on the windscreen and windows.

A revolution in filtration Manufacturers of cabin air filters have recently extended their product groups with new solutions that are designed to block and destroy bacteria even more efficiently. Internal tests have shown that these solutions, however, tend to deteriorate within only a few working cycles after installation. With a renowned commitment to innovation, UFI Filters has developed a different concept called ARGENTIUM, which is able to maintain its full filtering properties throughout the filter’s entire lifetime.

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40 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

The new filter will soon be introduced to complement the company’s pollen and active carbon cabin air filter ranges in the aftermarket. ARGENTIUM features fibres that are distinct by their blue colour and a special fabric structure that incorporates silver particles that deliver powerful antimicrobial characteristics. Tests carried out at our innovation centre, moreover, have shown that this innovative product maintains its ability to neutralise bacteria, fungi and mould, reducing the bacterial load by over 99%.

Our ARGENTIUM filtering media is composed of three layers: antimicrobial, adsorbent and structural. Combined, these layers stop pollen, dirt, tyre-wear dust, fungi, and bacteria, all whilst absorbing SO₂ and NOx. Thanks to the presence of active carbon, the medium material guarantees a filtration efficiency that exceeds 98.5% for particles with a diameter of 2.5 microns, as well as eliminating harmful gases and unpleasant odours.

will benefit from the availability of 47 references, with further references to follow. UFI will start with the introduction of fast-moving references with a high car parc coverage.

UFI recommends ensuring that the selected cabin filter corresponds to the application suggested in the catalogue, because the use of incorrect part numbers is a frequent cause of malfunction and even collapse of the filter. Indications that a replacement is due may include a significant deterioration in the air quality, unpleasant odours or pollen particulates in the cabin, and poor visibility due to condensation that builds up on the windscreen and side windows. Factors should encourage their garage customers to follow service procedures as suggested by both the car and filter manufacturers in order to achieve convenient service operations and prevent functionality issues.

Coming your way soon…

The UFI ARGENTIUM cabin air filter range will be launched in the second quarter of this year. Initially, motor factors

For more information on UFI Filters’ cabin air filters, www.rdr.link/FZ020

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BRAKES & CLUTCHES

Braking the mould Two years after adding brake calipers to its product portfolio, Matt Leeming, Juratek’s Marketing Manager, explains why the company took this course of action. e saw our brake caliper decision as a natural progression; we are a braking company and around 15% of a motor factor’s braking spend comes from this product category. We talk to our customers regularly and they were keen to have a uniform brand image across discs, pads and calipers, especially given the success they have in selling the Juratek brand in their local markets. They were also keen for it to be a surcharge-free product to cut down on the costs and hassle of dealing with old core.

We delivered the project from inception to launch in under a year, but this was only made possible by partnering with the best factories with the best quality control procedures. We had some good market data, and our customers helped a lot in terms of the initial range.

Due to the relationship we have with our suppliers, and the internal procedures we employ, we can react very quickly to customer demand and can introduce new part numbers in around three months. Whilst our initial release covered around 80% of customer demands, we were able to extend the range to over 240 part numbers by the end of the first year. And now the range is in excess of 280 references, with more to be added this year.

The calipers are 100% new, meaning there is no need to manage old core units or surcharges.

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Each old unit carries a surcharge cost, which the garage has already charged on to the customer. However, when the old core unit is returned, it may not be in a good enough condition to remanufacture, and the unit may be rejected by the supplier. If this happens, either the garage is out of pocket or, as is usually the case, the cost is absorbed by the motor factor.

With the supply of brand new units, this problem disappears immediately.

Another major benefit to stocking new calipers is there is no capital tied up in old core units, thus freeing valuable resources which can be used to expand the number of part numbers stocked, which leads to greater sales and less need to buy parts from more expensive sources to fulfil demand.

Despite our growing focus on the caliper range, we at Juratek are still hard at work developing new discs and friction technology.

Even whilst dealing with the problems thrown at us by the COVID-19 pandemic, we were able to develop a range of 109 new discs, pads and wear leads in 2020, and have managed a further 32 so far in 2021, with approximately 150 more in the pipeline. We

are also on the verge of launching a new range of braking products to further complement our existing range which will be announced in the coming months.

Whilst we do what most other suppliers do, which is to bring products into range from an application point of view, we have gone one step further. We have developed a system whereby when we are looking at customers’ stock, we can profile their range on their local vehicle population and also make sure that if they have got the discs in stock, then they have the pads. If they have the calipers on the shelf, we want them to have the pads too. This increases the availability and service levels of our customers and results in better sales.

To learn more about Juratek’s brake calipers, www.rdr.link/FZ021

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BRAKES & CLUTCHES

Safe and sound Delphi Technologies’ Northern Europe Marketing Manager Julian Goulding discusses the processes undertaken to ensure the company’s brake pads and discs are roadworthy.

he routine replacement of service items such as pads and discs is often an independent workshop’s first point of contact with a new customer. Provided the replacements perform as expected, trust can be built up, leading to wider long term business opportunities. The challenge is to supply good value components that can be relied on to meet the customer’s expectations for wet and dry stopping distance, noise, life and pedal feel.

Having long established OE supply relationships is a massive advantage for motor factors. Because we supply the OE parts for many vehicles, we work with the automakers, often for years before launch.

These OE relationships don’t just speed up aftermarket part introduction, they also help Delphi Technologies to match or improve product performance. For example, we undertook an exhaustive series of tests in which our replacement pads were compared against the OE items and six other aftermarket products. In the ECE Regulation 90 test from 100 mph, the Delphi Technologies pads stopped quickest, four metres ahead of the next placed brand and over 17 metres ahead of the worst. On top of this, the Delphi pads were also the quietest on the test and lasted the longest, too.

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Lots to consider When creating a new pad, we consider the vehicle type, top speed, balance, weight, disc type, and axle, using over 130 different friction ingredients to create more than 20 unique friction formulations for an optimum match of pad to vehicle. Unlike many aftermarket pads, we use a special underlayer technology that reduces noise, lowers heat transfer and increases the pad’s shear strength.

Obviously, the pad performance is closely related to that of the disc. Brake discs can be broadly categorised as plain cast iron, painted, partially coated and fully coated – based on the material used and how and where it is applied. Plain offers no corrosion protection and is vulnerable to anything the road or the weather throws at it. Paint is a purely cosmetic finish which may look great initially, but rapidly deteriorates in service.

Partially coated discs offer some protection, however contaminants, especially salt spray during winter months, can quickly penetrate the unprotected surfaces and eat away at the disc. The highest level of protection comes with a fully coated disc, which is the approach taken at Delphi Technologies.

We apply a thin layer of a high performance, water and zinc flake-based Geomet coating to our discs. We also coat them over the entire surface to provide

longer lasting corrosion protection than painted or partially coated equivalents.

What’s more, because they have no oil to clean off, they’re easier to both dismount and install, saving valuable labour and service time.

Independent salt spray corrosion resistance tests were performed on the Delphi Technologies disc, the OE equivalent, and five premium aftermarket brands – all fitted to a popular PSA application. By the end of the test, at 720 hours, the Delphi disc was still less corroded than both the OE and the black painted equivalent had been at just 24 hours.

Being able to quickly transfer our OE experience to the aftermarket, including our extensive R&D experience that enables us to reverse engineer OE parts to create an alternative part of equal performance, has great benefits for motor factors and their customers. Not only does this ensure that factors are stocked with relevant parts for even the newest of vehicles, but also that every component is high quality, which works to keep garages and technicians happy, minimises the chance of returns and helps build long term business relationships.

For more information on Delphi Technologies’ brake offering, www.rdr.link/FZ022

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HYBRID & ELECTRIC VEHICLES

The electric revolution The Pilot Group emphasises the need for factors and garages to prepare now for the rise of electric vehicles. lectric vehicles are on the march.

Despite years of consumer concerns about the affordability of electric vehicles and the lack of infrastructure available to handle them, interest in electric cars has continued to grow throughout the last year. According to the Society of Motor Manufacturers and Traders, electric car sales were up 185.9% in 2020 in the UK compared to in 2019, with plug-in hybrid sales up 91.2%.

But what does this mean for factors and garages? One thing is for sure – they will need to start preparing now for the electric revolution.

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Examine the capacity in the garage Should businesses be looking to accommodate greater numbers of electric vehicles, it is important to get a capacity

check done. Factors and garages can hire a local electrician to ensure that there is sufficient capacity on-site above maximum demand.

If a site is found to have an insufficient supply, it may be necessary to ring-fence power for the electric vehicle charging points, in which case a charging point supplier can install a charging point where the power is ringfenced before it goes to the existing distribution board.

Consider what charging points you need, and where

Installing charging points is the next step, as owners are likely to seek out businesses that provide charging points for their electric vehicle as they move around.

Owners should look to install basic charging points in each bay so that electric vehicles can charge while being repaired. Garages should also consider a handover bay, with a charging point that delivers the maximum amount of charge that the building allows to deliver the vehicle back to the motorist with enough power to use afterwards.

For more information on The Pilot Group, www.rdr.link/FZ023

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HYBRID & ELECTRIC VEHICLES

Keep your lead in the game With lead acid batteries being used in hybrid and electric vehicles, Andy Cook, Senior Technical Representative at Clarios, looks into what the future holds for these batteries in the aftermarket. ave you ever wondered what happens when the lithium-ion battery in a modern electric or hybrid electric vehicle stops working? Look under the bonnet and you will find your answer.

Alongside the high voltage lithium-ion traction battery you might find a second one: a 12V battery acting as a second power source to ensure the uninterrupted function of safety critical systems, in the event of a traction battery failure, as well as key offloads like the central locking system.

Car drivers today find that more and more comfort and safety features like lane assist, front assist or the proactive occupant protection are handled by onboard smart systems. The same goes for the majority of the car’s monitoring functions, which are also operated by automatic control systems. This in turn increases the need for a reliable, highperformance power supply. Varta AGM and EFB batteries have proven their reliability in this regard for years, making them the perfect companion in supporting the 12V electrical system of electric or hybrid electric vehicles.

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Old but not old-fashioned

Lithium-ion batteries are considered the successor for lead-acid technology when it comes to the drivetrain of electric or hybrid electric vehicles. However, they are not as inherently robust as other rechargeable technologies and require continuous monitoring. Lithium-ion cells need protection from being overcharged and deep discharge. Additionally, they

need to have the voltage maintained within safe limits, making a special protection circuitry mandatory. A further aspect of the protection circuitry is that the cell temperature needs to be monitored to detect and avoid critical malfunctions.

This is where already proven solutions like AGM and EFB play to their strengths.

They step in when the high voltage battery fails or switches off, to lock and unlock the car and also serve as an additional power supply to buffer the electrical system. They ensure that important safety functions such as ABS and ESP are working at all times.

AGM and EFB batteries are far from being obsolete. Their construction and behaviour, as well as their lack of electronics, make them a reliable and robust power source.

The Varta 12V battery portfolio is ready to support vehicles today and electric

vehicles in the future. They also have sufficient spare capacity to reliably supply future consumers. Our batteries deliver energy for crucial safety systems, comfort features and fuel-saving functions, today and tomorrow.

Varta for electric vehicles

As the number of electric and hybrid vehicles continues to grow each year, the replacement of the lead acid battery on board these vehicles will also increase.

Branch staff at a motor factor can feel confident in offering Varta as a replacement to these lead acid batteries.

Factor staff can use our battery look-up tool, the Varta Partner Portal, to identify the correct battery part number for EVs and hybrids. You can access the Varta Partner Portal here: www.rdr.link/FZ024 For more information on Varta’s 12V battery offering, www.rdr.link/FZ025

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Product spotlight

Ring Automotive: Ring Connect app Ring Automotive has introduced the Ring Connect app, the ‘smart’ way for motorists to take control of their own vehicle safety and efficiency, putting an expert in their back pocket.

After conducting extensive global research over the course of a year, with 10 focus groups and more than 4,000 hours of development, Ring Automotive recognised a significant shift in consumer behaviour, resulting in demand for instant access to useful and informative car maintenance advice.

The app puts motorists firmly in the driving seat, as it instantly connects to a range of compatible Ring products and provides car maintenance updates and reminders, making it easy for them to care for their vehicle, while improving their safety and driving experience, all at the click of a button.

Motorists simply need to download, register and link their vehicle to the Ring Connect app in order to use all products in the new Smart range.

To coincide with the launch, the first product to enter the range is the Smart Digital Tyre Inflator.

Using the Ring Connect app and Smart Digital Tyre Inflator is simple: after registering the vehicle, the app then sends the tyre inflator the information it needs to inflate the tyres to the correct pressure for the user’s vehicle make and model.

It also remotely performs a leak detection test to ensure the tyres are safe and working to their optimum level.

All the motorist needs to do is confirm their tyre settings, connect to the Smart Tyre Inflator, sync and inflate. They will also receive updates, reminders and monitoring from the app to help avoid breakdowns, improve performance and ensure the vehicle stays in excellent condition for longer.

The new app provides Ring stockists and retailers multiple upselling and cross-selling opportunities as it will soon feature details of local stockists and garages when faults are detected.

For more information on the Ring Connect app, www.rdr.link/FZ026

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What's New? DIRECT BATTERY E-THERMAL FLUID

Castrol has launched an advanced ‘direct’ battery e-thermal fluid that will enable future generations of EVs to be charged more rapidly and offer increased performance, protection, and sustainability.

Almost all of today’s EVs feature batteries using water/glycol-based coolants contained within a ‘jacket’ that surrounds the battery module. In line with technology demands of the future, the new Castrol ON e-thermal fluid is an innovative dielectric fluid formulated specifically for ‘direct’ cooling, where the fluid circulates within the module and in direct contact with individual battery cells. The result is a significant improvement in thermal management in all operating conditions, at high and low ambient temperatures, for a longer battery life.

The fluid also allows EV batteries to be charged more rapidly, and can ensure better management of potential technical problems within the battery module.

CATALOGUE Automotive lighting specialist Osram has released its latest ‘Light Range’ catalogue for 2021, offering customers a first look at its new-torange products, including its LEDriving SL collection.

Osram’s 2021 complete catalogue covers all products in its portfolio, including Halogen, HID and LED bulbs, point of sale materials, demo units, and displays. The catalogue also unveils Osram’s latest additions across its product groups. These include: LEDriving SL range, LEDriving Working and Driving Lights, and LEDriving Dymanic Mirror Indicators (DMIs).

The ‘Light Range’ catalogue features technical data and diagrams for all products in the range to provide further support to customers.

WWW.RDR.LINK/FZ030

WWW.RDR.LINK/FZ027

FILTERS

Mahle Aftermarket UK has introduced filtration references for electric and hybrid vehicles.

The additions include 75 cabin filters for electric vehicles and 125 cabin filters, 55 oil filters, 75 air filters and 25 fuel filters for hybrid vehicles, expanding Mahle’s filter product portfolio to cover the future of the vehicle car parc.

The brand’s latest product additions cover applications including: Mercedes C250 and E250, Volvo XC60, S90, V90 and XC90, Lexus RX350, BMW X5 and X6, Audi A4, A5 and Q5, Hyundai iX20 and I40, Mitsubishi Canter, and Toyota Auris.

WWW.RDR.LINK/FZ028

SEASONAL PROMOTION With over 690 offers inside, more than 118 product releases and eight pages of clearance deals, Sealey’s Spring Promotion is one to watch, with discounts up to 85% off list price. It launched in March and is valid until 31st May 2021.

The promotion contains the following sections of products: hand tools, lighting and power, storage, jacking and lifting, welding safety equipment, motorcycle tools, pressure washers, and compressors. There are also sections for air and vehicle service tools, machine shop, consumables, bodyshop, shot blasting, garden equipment products, plus lots more.

WWW.RDR.LINK/FZ029

BRAKE PADS AND DISCS

TMD Friction has expanded its Textar product range by adding 12 brake pads and eight brake discs to its portfolio, some of which are first-to-market in the automotive aftermarket.

Textar’s range of brake pads includes more than 1,600 references, providing the aftermarket with access to Original Equipment (OE) performance braking solutions.

Three recent introductions are first-to-market for the trade, including pads for the Porsche Cayenne (2017>) and Coupe (2019>), and Mercedes-Benz GLA (2020>) and GLB (2019>).

Also introduced are eight brake discs, with the brand being first-to-market on the new Volvo XC40 (2017>). Other references cover Audi, Jaguar, Mercedes-Benz and Toyota applications.

WWW.RDR.LINK/FZ031

TURBO SYSTEM TESTER SET

This 13-piece turbo system tester set from Laser Tools is designed to charge the turbo system with low-pressure, regulated workshop air to indicate the presence of leaks within the system.

The kit includes 12 stepped adaptors for the following pipe sizes: 31-38mm, 4651mm, 55-60mm, 65-70mm, 75-80mm and 85-90mm. The pressure gauge is provided with an adjustable regulator and a shut-off valve to help prevent over-pressurisation.

The set is supplied in a foam-lined storage case.

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AISIN-EUROPE SA ........................Inside Front Cover

Induction Innovations, Inc. ..............................Page 19

Alliance Automotive Group ..............................Page 8

Jack Sealey Ltd ........................................Pages 14, 29

Auto Air Gloucester Ltd ..................................Page 37

Juratek Ltd ..........................................................Page 45

Ben ........................................................................Page 41

Kalimex Ltd ..................................................Pages 11, 43

Carwood Motor Units Ltd ..............................Page 43

MAM Software Ltd ............................................Page 17

Dayco Europe ......................................................Page 4

Millers Oils Ltd ..................................................Page 32

Delphi Technologies Aftermarket ................Page 23

Ring Automotive Ltd ........................................Page 14

ECOBAT Automotive Ltd ................................Page 13

Shaftec Automotive Components ................Page 26

FAI Automotive PLC ..................Outside Back Cover

Total UK Ltd ........................................................Page 35

Hugh J Boswell Ltd ..........................................Page 46

UFI Filters S.p.A. ................................................Page 48

PROFESSIONAL

PROFESSIONAL

MOTOR FACTOR

EXHAUSTS & EMISSIONS How BM Catalysts keeps its products in line with emissions regulations

STEERING & SUSPENSION The impact of Delphi’s steering and suspension parts on one factor’s sales

MARCH 2021

MOTOR

FACTOR

OILS, LUBRICANTS & ADDITIVES A look at the changes being made to the lubricants market

A/C & THERMAL MANAGEMENT Why factors should trust Nissens Automotive’s A/C components

BRAKES & CLUTCHES How Delphi Technologies ensures its products are roadworthy

HYBRID & ELECTRIC VEHICLES What the future holds for lead acid batteries in the aftermarket

APRIL/MAY 2021

CLOCKING IN Checking out AutoMM’s time management and attendance system

TAKING STOCK The aftermarket supply chain’s lowdown on the JLM Lubricants range

news ■ appointments ■ expert opinion ■ interviews ■ products

news ■ appointments ■ expert opinion ■ interviews ■ products

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50 PROFESSIONAL MOTOR FACTOR APRIL/MAY 2021

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