Professional Motor Factor March 2022

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PROFESSIONAL

MOTOR FACTOR

EXHAUSTS & EMISSIONS Klarius supports hybrid vehicles

STEERING & SUSPENSION Shaftec reveals key links between supplier and motor factor

MARCH 2022

GO BIG OR GO HOME! Auto Spares Wales shares its journey so far after celebrating its one-year anniversary

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 22 ISSUE 3 MARCH 2022

CONTENTS

6-7 NEWS

14-20

BUSINESS & TRAINING

9-13

PEOPLE & INDUSTRY

22-25

MARKET TRENDS & ANALYSIS

REGULARS

STEERING & SUSPENSION

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

KYB quick off the mark! ............................................................................................................................35 What makes a good partnership between supplier and motor factor? ....................................36 First Line Ltd. celebrates 30 years of steering & suspension ......................................................38 Comline releases vehicle spotlight information as part of social media strategy ................40 AISIN generates ‘confidence by active safety’ ..................................................................................41

News....................................6 Appointments ...................9 What’s New? ...................48 Product Spotlight...........49

FACTOR SUPPLEMENT 27-33

EXHAUSTS & EMISSIONS What to use for tough engine restarts? Lucas Oil has the solutions ..........................................43 Klarius exhausts ready to support increased sales of hybrid vehicles ....................................44 Rising material and labour costs here to stay, warns BM Catalysts ..........................................46 Mannol combats rising fuel costs with catalytic ester additive ....................................................47

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VIEWPOINT

Editor TOM HENMAN Group Editor KIERAN NEE Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Design ADEEL QADRI Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH

Professional Motor Factor is an essential business magazine for those with decision-making responsibilities within motor factors.

To be removed from this magazine’s circulation, please call 01923 237799 or email circulation@hamerville.co.uk.

Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk tom@pmfmag.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor

Copyright © 2022

Professional Motor Factor: Certificate of Average Net Circulation for the 10 issues distributed between July 2020 and June 2021 Net total: 3,297 United Kingdom: 3,297

A story of ups and downs In this edition of Professional Motor Factor, from start to finish, it’s full of fresh and insightful opinions – largely optimistic and encouraging, with one or two less so.

First up, Andy Hamilton, LKQ Euro Car Parts, offers his views on the Society of Motor Manufacturers and Traders’ report that, despite a particularly volatile year with lockdowns, uncertainty around consumer and business confidence, used car sales were up 11.5% last year (pg 31).

While the headline is a positive one and paints a bright picture for the aftermarket, he, like many other industry professionals, has urged the market to adapt in order to thrive over the coming years.

Not a week goes by – sometimes more frequently than that! – where I don’t receive a press release about electrification. I think it’s responsible to share that information with you; after-all, you need to be made aware of how manufacturers and/or suppliers are acting, as well as what industry experts are thinking, so you have information at your disposal before making an informed decision about which direction to go in – whether it’s sitting tight or making changes immediately.

Moving on, BM Catalysts has faced up to the grim reality of how rising prices of raw materials and labour costs are affecting businesses, with the manufacturer of catalytic converters and diesel particulate filters stating that this cloud is going to stick around for some time (pg 46).

In a stark message, the company highlighted a 20% increase in the price of stainless-steel tube since the start of this year alone, combined with a 100% price surge in slit coil used in various components and a 40% jump in the price of other materials used to make the aforementioned products.

There have also been increases in overall labour costs, mainly because of a shortage of skilled workers. With a national living wage increase this April, these costs are likely to rise further and are not helped by increases in logistics, packaging and production costs.

Unfortunately, while I try to push as much positivity as I can in the magazine, inevitably, negative headlines do hit our pages – and BM Catalysts don’t hold back with a candid statement. Reassuringly, though, the company did promise to support its customers with excellent levels of availability.

To finish on a high note, I’d like to draw your attention to the factor supplement (pgs 27-33), which makes a triumphant return, and, in particular, a brilliant interview with Steve Jones and Tony Griffiths of Auto Spares Wales (pg 28).

Experienced campaigners in the motor factor world, these two have started afresh and are enjoying a new lease of life. Celebrating the factor’s one-year anniversary, they embraced the opportunity to have a chat with me and, as well as sharing plenty of laughs along the way, they had a lot to say about a variety of subjects – including the topics above!

Have a good month, and enjoy the issue.

Tom Henman The publishers and editor do not necessarily

Editor

agree with the views expressed by contributors, nor do they accept responsibility for any errors of translation in the subject matter in this publication.

Front Cover ©vpanteon/AdobeStock Pg 14 ©Christian Horz/AdobeStock Pg 20 ©AliFuat/AdobeStock Pg 22 ©Eigens/AdobeStock Pg 24 ©F/AdobeStock Pg 43 ©highwaystarz/AdobeStock Pg 47 ©Nomad_Soul/AdobeStock

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NEWS OPTIMAL UK announces name change OPTIMAL UK Distribution Ltd has announced that it shall now be known as UKS Distribution Limited.

Midlands-headquartered OPTIMAL UK was established in 2009 as a partnership between Geoff Jones and Germany-based OPTIMAL AG & Co. – which, subsequently, became part of LKQ Europe before Geoff purchased the UK operation outright in 2021.

Commenting on the name change, Geoff said: "We are proud of how we introduced and raised the awareness of the Optimal profile and products in the UK, to where it stands today, and there will be no major changes with our UK employees and customers.

“The OPTIMAL product range will still be available from us and promoted as the quality brand it is, but it will now be complemented by other equally respected brands, all available in the UK & Ireland through the UKS distribution network, and many more will join our ever-growing portfolio of brands.

“Already in place at UKS are distribution agreements with Optimal, TRICO, Dolz, Arnott, Metzger, AL-KO and there are more to follow.

“We look forward to continuing to work with companies and

brands that share our passion and strategy for the UK aftermarket. Motor factors, whether independent or part of the many groups in the UK are very much our core market and we will continue to listen to them, work with them and create exciting opportunities together as part of this next chapter.”

The company also boasts a new website: www.rdr.link/FFH001

JRP Distribution turns to PACT IAAF welcomes two

new members

JRP Distribution has adopted the electronic trading platform, PACT, the joint sales and marketing initiative from Fourth and TecAlliance.

JRP Distribution has roots in the automotive aftermarket, evolving since its foundation in 1981 from a regional supplier of automotive accessories in the Sussex region, to a national supplier of more than 5,000 product lines across automotive, DIY and retail.

Ollie Page, managing director of JRP Distribution, said: “The implementation of PACT has enabled us to reap the benefits of electronic trading. The system allows our digitally enabled customers to see stock availability and place orders straight away, creating efficiencies in the transaction and ruling out any errors in the ordering process.”

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6 PROFESSIONAL MOTOR FACTOR MARCH 2022

The Independent Automotive Aftermarket Federation (IAAF) has added Rain Data and Gosnay’s Engineering Company Ltd to its network.

Rain Data is data cataloguing specialist, from start-ups to globally recognised original equipment and aftermarket brands, while Gosnay’s provides workshop services and supplies engine components for vehicles of all types and ages, whether for competition, offroad or on-road.

Tony Waddle, director at Rain Data, said: “We’re delighted to become a member of the IAAF. It’s a great fit because Rain Data’s values align with the Federation – we’re passionate about the independent automotive aftermarket and the vital role it plays to consumers.

“We want to be able to support a wider range of businesses in the automotive aftermarket with our services, in particular our brand-new web app Codex. Joining the IAAF will help us do this.”

Adrian Wilkes (top-right), managing director of Gosnay’s, added: “With more than 80 years history and by keeping on top of the changes in materials and technologies in the motor industry, we are able to offer the automotive aftermarket technical skills and expertise that we have gained from working on a wide variety of machinery. This enables the sector to continue to develop and work on more efficient engines, and we look forward to sharing our knowledge with the IAAF network.”

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ProMotorFactor

@PMFmag

www.pmfmag.co.uk

tom@pmfmag.co.uk

NAPA Racing UK unveils livery as it seeks BTCC title Dan Cammish and Ash Sutton have revealed the NAPA Racing UK Ford Focus ST, which they hope will allow them a tilt at the Kwik Fit British Touring Car Championship (BTCC) in 2022.

Since confirming its arrival into BTCC with Motorbase Performance late last year, NAPA Racing UK has garnered plenty of attention, with fans around the world eagerly awaiting the launch of the entry’s livery for its maiden season in the BTCC. NAPA Racing’s blue and yellow features prominently, with a striking design that will ensure the twin hybrid-powered frontwheel drive Fords will be eye-catching on the 32-car grid.

NAPA, the number one brand of Alliance Automotive Group, is breaking new ground this year as part of the BTCC, having

famously enjoyed a rich and successful history in US motorsport with partnerships in both NASCAR and IndyCar. Cammish and reigning BTCC champion, Sutton, form one of the strongest and most capable driver pairings on the grid, with both set to push each other onto new heights, as part of Motorbase-run NAPA Racing UK. Steve Richardson, Alliance Automotive Group managing director, said: “We’re delighted to finally reveal the NAPA Racing UK livery for this season’s Kwik Fit British Touring Car Championship. Since the day we announced the partnership, the livery has been eagerly anticipated. We hope fans agree it’s been worth the wait. The iconic NAPA branding is undoubtedly going to stand out on the grid, and this is just the start of what we expect to be an exciting season.”

Donington Park will host the first three races of the BTCC season on Sunday 24th April. The championship will reach its conclusion at Motorbase’s home track, Brands Hatch Grand Prix Circuit, on Sunday 9th October.

NGK backs Wolves’ hunt for 2022 Speedway title

Long-time Speedway supporter, NGK, is continuing its sponsorship of the Parrys International Wolverhampton Wolves Speedway team for the 2022 season.

The ignition and sensor specialist will not only be supporting the club’s bid to win the British Premier League but will also sponsor Wolves riders Luke Becker (right), Drew Kemp and Joe Thompson.

The team sponsorship deal will see NGK’s logo featured on all the team riders’ race suits, around the track, on Eurosport interview boards, and in each home meeting programme. In addition, all the riders will receive NGK paddock mats and chairs.

John Money, who handles Speedway sponsorship on behalf of NGK Spark Plugs (UK) Ltd, said: “We are delighted to once again sponsor Wolves, and I’m sure all our customers who are Speedway fans will be looking forward to following the team this season. Wolves lost last year to eventual champions Peterborough in the semi-final play-offs and will be looking to do even better this season.”

Luke added: "I’m really looking forward to another season with the club. I’ve done two years at Wolves already and have had nothing but good experiences. Riding there has taught me a lot on and off the bike, and I believe has formed me into the rider I am now.

“Even though we didn’t make it into the finals last year, we still had a really successful season finishing towards the top of the league, and I’m super hungry to keep building on that moving into the new season.”

Wolves will kick off the new season on Monday 28th March.

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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.

Federation of Engine TMD Friction Re-manufacturers (FER)

The FER has appointed Rod Bennett as its new operations manager.

Reporting to FER’s Board of Directors, Rod will be responsible for managing the day-to-day running of FER and enhancing its reputation and positioning within the automotive industry.

Rod brings almost 30 years of automotive industry experience to the FER with his technical engineering background, which features experience as an independent vehicle engineer and assessor, plus roles for Motorsport UK and DEKRA. He said: “I am delighted to be joining the FER at such an exciting time in the Federation’s history. FER’s members are hugely driven and take pride in delivering high quality products and services, and I am looking forward to helping lead and shape efforts to deliver improved value for our members.

“There’s a real agility in the Federation, and as the automotive industry goes through one of its biggest evolutions against the backdrop of electrification, it’s a really exciting time to join as we negotiate the challenges posed.

“It is my responsibility to ensure that all members receive full support from the FER, whilst adding value to their business and bolstering the service our members provide to their customers.”

Rod will also be responsible for delivering a strategy that furthers the credibility of FER and shares its message to the wider market.

TMD Friction has grown its UK sales team with the appointment of Jake Prout as area sales manager for the South West.

Jake brings more than 15 years’ experience in aftermarket sales to the brake friction specialist, including, most recently, two-and-a-half years with BMW UK. Jake said: “I’m delighted to join TMD Friction and build on the excellent foundations of service established by the UK sales team.”

In his new role, Jake will support the company’s customers in both passenger car and commercial vehicle aftermarket sectors.

He added: “I’ll be looking to support customers across the entire South West region and be their trusted advisor for braking solutions. The changing landscape of the industry represents numerous opportunities in my new role, as TMD builds on its position as a leader in braking technology, both now and in the future.

“I have a solid background in automotive aftermarket having worked with one of the UK’s largest motor factors, and more recently with a tech supplier to BMW.” Nick Hayes, UK sales manager at TMD Friction, said: “TMD Friction continues to expand its expertise, and with Jake’s appointment, we’re perfectly placed to meet customer demand and support our commercial vehicle customers across the country.”

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PEOPLE & INDUSTRY

REBRAND

After providing brake and clutch components to motor factors and the aftermarket sector for over 40 years, National Auto Parts is changing its name to MJAllen Automotive, with a new website now live and new product ranges coming soon.

Marketing Manager, MJAllenGroup, Tom Taylor, explains more:

National Auto Parts evolves into MJAllen Automotive riginally founded as Barton National Autoparts, it was acquired in 1984 by the MJAllen Group, a collective of precision engineering and structural metalworking businesses across South East England.

Changing to MJAllen (MJA) Automotive will bring the aftermarket parts business closer to its sister organisations and position them squarely as one of the Group's main priorities in an expanding marketplace. It also recognises MJAllen Group's commitment to British manufacturing and engineering and highlights the company's desire to increase the amount of homegrown talent that is involved in the development and production of its products.

The UK automotive aftermarket is thriving, ranking ninth in the world in terms of size and supporting over 340,000 jobs.

Recognising the British expertise in this marketplace is important to the company’s

O

values and has been well-received by existing customers.

MJA Automotive will continue to offer parts for more than 98% of the UK/European passenger car and light commercial vehicle parc, and this upgrade of internal operations means existing customers will receive the same trusted products and standards that they are used to, as well as access to new and exciting ranges.

MJA Automotive’s solutions are not only more cost-effective, but also offer the highest standards in performance, safety and comfort that either match or exceed those set by the original vehicle manufacturer.

Team cohesion the key

None of the success enjoyed by MJA Automotive would be possible without its dedicated team of engineers, buyers and

“The rebrand is being slowly rolled-out to ensure that there will be no disruption to current service levels or part availability, and motor factors will begin to see a more comprehensive set of products at various pricepoints, delivered with the same high standards of customer service that they have always enjoyed.”

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support staff, some of whom have been with the business for over 30 years. The company is also very proud of its aftersales care, with dedicated UK support and engineering teams on hand to help all levels of customer.

The rebrand is being slowly rolled-out to ensure that there will be no disruption to current service levels or part availability, and motor factors will begin to see a more comprehensive set of products at various price-points, delivered with the same high standards of customer service that they have always enjoyed.

The team are looking to modernise their customer offerings with new product ranges and partnerships on the horizon, but customers can be rest assured that the National name is here to stay!

The company’s evolution reflects strong business improvements and plans for growth, but the organisation is not turning its back on existing customers and their

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PEOPLE & INDUSTRY

requirements. National is a core brand and will always be readily available throughout Europe and beyond.

The improved suite of brand ranges is under development. These products will initially focus on clutch and braking requirements, utilising MJA Automotive’s 40-plus years of professional experience to the fullest but will soon expand to offer a comprehensive multi-focus catalogue giving a one-stop, all-makes service.

Restructure at the top

The company name change follows a reorganisation at the top, as Sales & Marketing Director, Les Kershaw, was rewarded with promotion to the position of managing director in 2021, and then soon welcomed the company’s new commercial director, Wayne Hodgkisson.

Commitments to motor factors are being maintained and the entire business has been reshaped to improve operational achievements since last year. Stock holdings and parts availability have increased, whilst customer service levels and satisfaction are at an all-time high.

REBRAND

MJAllen Automotive actively contributes to sector bodies, like the the Society of Motor Manufacturers and Traders and Independent Automotive Aftermarket Federation, as well as with data management through TecDoc where the business was recently awarded the top level of certification and now sits as a ‘Premier Data Supplier’ on aftermarket parts.

This is the biggest thing to happen to the company for many years and the team Meet Lennox Williams, who started as a first engineer and setup operator in the are committed to nineties. He is now technical supervisor across the full product range. introducing new products, improving on service and For more information about MJAllen positioning MJAllen Automotive as the goAutomotive, to supplier when it comes to trust, reliability www.rdr.link/FFH002 and price.

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PEOPLE & INDUSTRY

TESTIMONIAL

Good quality tools & equipment are the cornerstone of any successful workshop or motor factor, and ongoing innovation is key to an enduring relationship between supplier and customer – Ring Automotive explains.

‘Innovation key to enduring supplier relationships’ says Ring ing Automotive specialises in inspection lighting, battery tools and commercial vehicle components, shipping more than 30 million bulbs to 60 countries worldwide. Its product design features meticulous innovation with versatile applications, with handheld tyre inflators doubling up as power banks, and diagnostics tools catering for everything from bikes, passenger cars, light commercial vehicles and boats.

“Our brand gives confidence to our motor factor customers that the products we’re supplying are robust, highperformance and high-quality,” said Henry Bisson, marketing director at Ring.

“Our long-standing relationships with our customers are testament to the quality we’ve delivered for several decades and proof of our continued innovation to serve the automotive aftermarket sector.”

R

Ask the distributors themselves!

Daniel Walsh, director at LVW Group, highlighted this: “LVW Group have enjoyed a 20-year relationship with Ring that endures to this day. Throughout this entire period,

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we’ve had great service and support.

“Continued innovation at Ring is evident with new product arrivals throughout the year, demonstrating increased focus on a design that is appealing more to professional technicians, with inspection lamps in particular being a stalwart of its product offering with us.

“It’s thanks to its products’ robust durability and high-end performance that means they appeal to both DIY users and to the trade right across the North West region that we serve.”

Sajid Sange, purchasing manager of Blackburn-based Moffatts Motor Accessories, added: “We’ve been distributors of Ring products for 22 years, and the perception of the brand has changed over that time too.

“People appreciate that its bulbs are longer life and at the premium end of the lighting product range available on the market. It’s not just lighting products for us; we're sellers of Ring’s retail range, including power accessories, battery chargers and leads, towing accessories and air compressors too.

L-R: Graham Marrs (Ring ASM) and Sajid Sange (Moffatts).

“We’ve been given freedom to try new products from Ring and see what works for us. There’s a real agility for us in having access to Ring’s portfolio and working closely with its representatives to build a product offering for our customers that works.

“Ring always give us a really personable service. It feels like you get special attention; the company is flexible in its

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PEOPLE & INDUSTRY

Meanwhile, both Ring Automotive and OSRAM have launched a joint initiative, teaming up with distributors across the country to bring the latest in automotive lighting and workshop tools & equipment direct to independent workshops.

The Workshop Solutions Van will showcase the latest products and innovations from both brands, along with technical advice and product demonstrations from Technical Manager, Alan Povey.

Alan will drive the specially equipped van around the UK & Ireland to meet technicians directly at their premises.

The idea is to bring OSRAM and Ring’s products and technical nous direct to technicians, offering demonstrations of the latest products on the market, and offering and the relationship has been built really well by putting together a bespoke portfolio that’s worked well for us.”

Ring’s continued efforts in research & development bring new products to the range, and this continued innovationfocused mindset has transcended across the business.

the opportunity to make a purchase from the van, which will be fulfilled by their local distributors.

Technicians will also be able to explore the brands’ range of merchandise options to suit their individual business needs, and what’s more, they will have the opportunity to access exclusive giveaways and support materials during the visit too.

Jason Smith, general sales manager (UK & Ireland) at Ring Automotive, commented: “We recognise that it continues to be a busy time for technicians and, therefore, bringing our range of products directly to them, and arranging any purchases through their local distributor, will mean we can help them keep up-to-date with the latest technology and workshop tools on the Henry said: “Research & development, and subsequently releasing good quality products to market, is key to maintaining and strengthening relationships with our customers. These relationships matter a lot to us and it’s thanks to these that our message of quality and versatility lands with the end user.”

TESTIMONIAL

market, while at the same time supporting our customers.”

The boldly branded van will be equipped with inspection lamps, bulbs, and professional tyre care and battery care products for technicians to get their hands on and try before they buy. Each visit will last approximately one hour and will take place with a representative of the local OSRAM and Ring distributor in that area.

For more information about Ring Automotive, www.rdr.link/FFH003 For more information about OSRAM, www.rdr.link/FFH004

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BUSINESS & TRAINING

E-COMMERCE

MAM Software offers top tips for launching successful e-commerce website Following MAM Software’s advisory article about launching an e-commerce website in the previous issue, Giles Greenslade, the company’s business development director for e-commerce, is back to help those making those all-important first steps into the online domain.

1

Choose a fully integrated ecommerce solution

One of the best decisions business owners can make is to choose a website that will directly integrate with its ERP solution. Details, such as stock and pricing will automatically be reflected from the core ERP to the online portal in real time, which not only removes the need to manually

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carry out the same task in two different places, but also provides the customer with precise up-to-date information.

Giles said: “The website should be able to work within your business and provide the synergy needed to realise its full potential. Your company doesn't want to have to change its processes to work around a non-integrated ecommerce solution!”

2

Select a solution that’s designed for the automotive industry

The e-commerce platform should be easy to use for both business and customers. Choosing a partner that not only understands selling online, but also the automotive industry, can ensure the site is as relevant to the customer as possible.

Simplicity in terms of administration, reporting and maintaining the site should be

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BUSINESS & TRAINING

considered an essential component, and it’s made far easier with a synergetic partner.

The content management system will reflect this need, as an off-the-shelf website will offer “numerous options that are completely irrelevant to the customer”, noted Giles. An industry-tailored content management system will make it simpler to operate on a day-to-day basis.

3

See the website as an extension of the existing business

Establishing an e-commerce website is “essentially like opening a new branch” – and needs to be treated as such: “It’s not enough just to build a new website,” explained Giles. “You could have an industry-leading website, but if nobody knows it’s there, then it is unlikely to generate the desired return on investment.”

Therefore, marketing is essential to the website’s success and should form an integral part of any e-commerce strategy.

Any interaction with a customer or

prospect should be viewed as a chance to promote the site, whether that be through flyers, van signage, online ads, magazine adverts or other methods. Businesses shouldn’t just focus on digital marketing simply because their branch is online!

4

Think about customer service

“Although an e-commerce site may remove the human element, it still needs to be thought of as another salesperson in its own right. Customers today are probably better informed than ever before, and a site that passes on knowledge will be seen as a valuable resource in attracting repeat business,” Giles indicated.

Businesses are effectively allowing customers to see their shop-front and place orders outside of standard trading hours. In doing so, they’re providing a more complete shopping experience. A common side effect is that footfall in store also increases; this could be due to the option of Click & Collect, or simply letting

E-COMMERCE

the customer know they have the product available, even though they may still want to visit in person.

5

Don’t be afraid to try something new!

E-commerce provides another route to market. The use of online shopping has accelerated exponentially over the past 12 months and shows no sign of slowing. As a result, a good site should support and accelerate business growth in the digital age: “Mobile and tablet usage underlines the shift in technology application in real-world business operations. The days of having to make a call to source a part while on a job are gone. The ability to find the part, check stock availability and pricing, and place an immediate order, is now an essential component of doing business,” Giles added.

For more information about MAM Software, www.rdr.link/FFH005

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BUSINESS & TRAINING

TRAINING

Ecobat Battery front-line training pays off As a follow-up to the article where Ecobat Battery Training Manager, Christopher Jones, explained how the company was bolstering the knowledge of its frontline team, he is back and buoyant after it emerged the hard work had come to fruition: he purpose of introducing our comprehensive branch training policy was to equip the Ecobat Battery team to help our immediate customers, the wholesalers, to increase their knowledge, and ultimately, sell more batteries – and I’m delighted to report that it’s working!

The market is changing at a faster rate than ever before, which is why training now plays such a big part of our business. By helping our customers, we not only cement our business relationships, but give them the confidence to look at sectors they would never have considered previously, for example.

Although it sometimes feels like we are being asked the same questions every day, especially regarding batteries or issues in start/stop vehicles, it’s actually a good thing, as it shows that workshops are now not turning work away, as they are confident that help is available. As a result, we have a lot of motor factors making contact and asking us questions, and it’s our sales teams that are most often the first point of contact, so training is also vital for them.

The aim was to put together an adaptable training package that can be used for a newcomer to the battery business, someone with mid-level understanding or even individuals with very good battery knowledge. It can, therefore, be split into three sections to cover the level required, as well as being suitable to be used as a refresher; however, the overriding priority that it is vital for them to learn, is the fundamental principles of how a battery works, which is covered in this training.

T

However, we’re not just using it internally as this example from Mark Allsopp, one of our business managers who looks after a tyre company called Tanvic Tyres, demonstrates. The company asked him for help regarding training for newcomers to the business, which was an ideal opportunity to use the package to provide the support they required.

Mark sent them the presentation and then set a few questions to see how well they understood the information it contained.

The training was very well received and the staff who participated got on well with their answers, prompting a member of the Tanvic operation team to respond.

The team member said: “In my opinion, the battery basics questions were not only a great refresher exercise for the experienced members of our staff, but also a good intro for our apprentices, to the point that one has even asked for a copy to take home lol!”

This, and several other similar examples, have proved the importance of staff training

and that going forward this will become a growing part of our business support.

In addition, as technology develops, there will be new product introductions that we ourselves will need to understand to know the part they’ll play in the sectors we are involved with; however, we are very lucky to deal with a wide range of manufacturers that are always happy to share information on these new opportunities.

One final thought: the first battery I changed was in a 1966 Morris 1000 Traveller, which took five minutes.

Comparing that to recently spending 90 minutes helping a friend with a battery on a BMW M3 convertible, I was left pondering over just how much things have changed and how important it is to add the cost of fitting to the quotation for a replacement battery! The one thing it has proved, however, is that training is a fundamentally positive way forward.

For more information about Ecobat Battery, www.rdr.link/FFH006

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BUSINESS & TRAINING

COUNTERFEIT PROTECTION

UFI Filters strengthens anti-counterfeiting measures The company is continuing its mission of combating the circulation of illegal goods, by tightening its surveillance measures and extending its partnership with CONVEY, which has, so far, intercepted more than 2.5 million illegal part transactions globally. he system for monitoring and suppressing these illegal activities enables them to be nipped in the bud, thus minimising the risk of surges of illegal transactions in the future. Thanks to an ever-expanding surveillance service, which covers all marketplaces globally, UFI Filters has succeeded in removing more than 8,000 commercial advertisements posted on 33 e-commerce platforms, preventing a potential turnover of more than €5 million in counterfeit goods sales.

Since the early seventies, UFI Filters has been committed in protecting its products through trademark registrations and filing new patent applications (268 to date) both on the main world markets and through customs surveillance – specifically, by registering the Group's intellectual property assets with the customs authorities of individual countries. These measures have been enhanced by specific training sessions, delivered at the most sensitive customs agencies, focusing in particular on products that are subject to the greatest counterfeiting activity, such as those from the ONE family of UFI Filters.

T

Why the ONE family?

The filters in the ONE family are important in protecting engines from water residues in diesel fuel. Indeed, UFI Filters products are chosen by 95% of vehicle manufacturers worldwide for this very reason. Crucially for Professional Motor Factor readers, ONE filters are also available in the company’s aftermarket portfolio. Underlining this commitment, UFI Filters is a member of the ISO committee for establishing and updating filtration standards.

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18 PROFESSIONAL MOTOR FACTOR MARCH 2022

In light of the importance of the ONE product family, UFI Filters has prepared a data sheet highlighting the differences between a UFI Filters 24.ONE.01 diesel filter and the counterfeit filters on the market for Alfa Romeo, Chrysler, Citroën, Fiat, Ford, Lancia, Opel, Peugeot and Vauxhall vehicle applications.

Although the presence of water in diesel fuel is regulated by European standard EN 590 and must not exceed the maximum value of 200ppm (parts per million), in reality, the amount and size of water particles that need to be separated from the diesel fuel can differ and may vary from application to application.

Rely on experience and pedigree

Relying on a manufacturer, like UFI, with a long-standing historical presence in the original equipment market provides an additional guarantee, assuring customers that the filter has been developed to maintain the highest standards of water separation, even in conditions that are more severe than the regulations require, the company said.

The principle applies, not just to 'bad fuel' but also to biofuel. UFI filters are designed and produced using exclusive FormulaUFI filtering materials, and are conceived, developed and manufactured to an advanced technological level that

018_PMF_MAR22_Layout 1 28/02/2022 14:03 Page 19

BUSINESS & TRAINING

also meets the highest standards with regard to bio-components in fuels, such as B30 PME biodiesels, which contain up to 30% palm oil.

UFI Filters claimed substandard or even counterfeit filters, which use unsuitable materials, either do not

separate the water from the diesel or do so inadequately.

UFI Filters filtration systems only use materials that are resistant to so-called ‘bad fuels’ and biodiesels. For this reason, buying a poor-quality filter to save money can seriously compromise the fuel injection

COUNTERFEIT PROTECTION

system, risking increased vehicle downtime and the related financial losses, especially for those who use their vehicle for work.

UFI Filters Chief Legal and Human Resources Officer, Luca Autelli (left), said: “We are pleased with the results that we have already achieved in the fight against counterfeiting, but we must continue our efforts and ensure that we remain on high alert.

“I would also like to take this opportunity to make our customers, and motorists in general, aware of the need for caution. Even today there are still reports of diesel pumps delivering fuel with considerable water residues, which are harmful to injection systems. Genuine UFI Filters products can really make a difference in such situations, ensuring the best performance in separating water from diesel.

“We, therefore, urge everybody to rely on genuine UFI Filters products by using the official distributor network, as specialists in filter materials.”

For more information about UFI Filters, www.rdr.link/FFH007

020_PMF_MAR22_Layout 1 27/02/2022 23:32 Page 20

BUSINESS & TRAINING

UPSELLING

NGK emphasises upsell opportunities Ignition specialist, NGK, has worked hard to help its distributors and their garage customers cope with the increased demand for winter vehicle checks and the resulting replacement of spark plugs and glow plugs.

Two NGK product catalogues Spark Plug & Diesel Glow Plug 2021/22 and 2021/22 Ignition Coils & Lead Sets are packed with vital information, which is important for installers so they can select the right parts for millions of vehicles on the road.

Spark Plug & Diesel Glow Plug 2021/22 includes spark plug upgrades and is published with a photo of racing driver and NGK Ambassador, Nic Hamilton, on the front cover. Comprising 184 pages, it includes 28 new spark plugs and six new glow plugs, with almost 7,000 applications.

Meanwhile, the company’s 144-page 2021/22 Ignition Coils & Lead Sets catalogue features six new ignition coils and 294 part numbers with more than

NGK spark plugs

The company said drivers benefit from improved on-the-road performance and fuel economy coupled with lower emissions, thanks to NGK spark plugs.

NGK iridium spark plugs feature an iridium-alloy on the middle electrode.

One of the world’s hardest metals, iridium starts melting at a temperature of 2,450°C and is, therefore, very resistant to spark erosion. Consequently, the service life is doubled on average in comparison to standard nickel spark plugs, claimed NGK. 3,000 applications. Lead sets are included in a combined catalogue for the first time with 43 part numbers with 445 applications.

Platinum spark plugs have a platinum plate on the middle electrode, ensuring a more constant output of the spark plug over the entire service life, even under difficult conditions.

NGK said that while precious metal spark plugs may be more expensive, when specified by vehicle manufacturers and used during service and repair, they will prevent possible problems due to: l Poor ignition performance l Poor tolerance to fouling l Higher ignition coil loads l Increasing unwanted emission

NGK glow plugs

Glow plug replacement should be part of the winter service, as they play an integral role in a vehicle’s economy and emissions’ performance, advised NGK. Instead of changing one faulty glow plug, workshops should be advised to ‘upsell’ by replacing all of them. If one plug has failed, it is extremely likely that the remaining plugs will suffer similar fate in the near future.

NGK said its glow plugs: l Start diesel engines quickly and smoothly l Offer an excellent post-glow function l Have a long service life l Offer the latest in high technology for today and tomorrow For more information about NGK, www.rdr.link/FFH008

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20 PROFESSIONAL MOTOR FACTOR MARCH 2022

PMF Page Grid_Layout 1 28/02/2022 09:48 Page 1

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MARKET TRENDS & ANALYSIS

EV IMPACT

Kalimex: ‘For the experienced, trained and initiativetaking stockist, 2030 promises increased sales!’

Kalimex is the latest company to have its say on the impact the ban of new petrol and diesel cars in 2030 will have on the automotive aftermarket. Its managing director, Mike Schlup, believes factors that go the extra mile now will mean they’re not left behind: he overriding goal of reducing pollution is important, as is the need for workshops to be sufficiently savvy to manage every challenge and opportunity an electric vehicle (EV) throws at them. However, this deadline is ambitious to say the least.

T

Why’s that?

l Will there be a ready and waiting joined

up supercharger network capable of satisfying every EV? l Will every driver of an EV have a rapid charge point within arms’ reach of their vehicle?

It's increasingly unlikely. What’s more likely is the scramble for a new internal combustion engine (ICE) in the months up to the deadline. And right now, in the UK, there are millions of petrol, diesel, and hybrid vehicles on the road. EV numbers are growing but with the very real EV ‘range anxiety’ putting so many people off,

I

22 PROFESSIONAL MOTOR FACTOR MARCH 2022

and whilst the numbers of ICE vehicles will decline over the coming years, come the 2030 deadline (assuming the government sticks to its guns) there will be millions of ICE powered vehicles still in use.

What’s happening now and will continue to happen after 2030, is that motorists, reluctant to switch to an EV, will hang on to their prized ICE. And if they want to keep it in tip-top condition to delay the inevitable, they are going to have to invest in the upkeep of their vehicle. The days of missing a scheduled service or ignoring a warning light will be a distant memory. ICE motorists will have many compelling reasons to entrust their vehicle to their local mechanic on a more regular basis – and the mechanic will have even more reasons to work closely with their motor factor stockist to ensure they have the right products and parts to hand.

For the shrewd mechanic, these points all join up to present a real income generating opportunity. If they use the time

before 2030 to invest in good training, to polish up on any accreditations, whilst also ensuring the additives they use have been developed for the trade, they will be top of the leaderboard.

Repair over replace will continue to lead as an environmentally responsible and more cost-effective approach to vehicle maintenance – this presents a big opportunity for the motor factor. Those with replacement parts and consumables in stock ready for same day dispatch to their trade customers will be winners.

Emission additives on the up

At JLM Lubricants, we are already seeing a growing demand for emission control additives, partly due to the increasing complexity of emission control systems, especially in diesels, but also due to the increasing age of vehicles on the road requiring more support.

Clogged and damaged diesel particulate filters (DPFs) are on the rise,

022_PMF_MAR22_Layout 1 27/02/2022 23:33 Page 23

MARKET TRENDS & ANALYSIS

partly due to changing driving habits and partly due to a lack of understanding within the independent aftermarket about how to deal with DPF problems. Our work at JLM with Darren Darling and his network of DPF doctors has highlighted this issue.

We cannot recommend enough that a distributor or technician willing to go the extra mile can do no better than attending Darren’s live and interactive online training.

Not only will they significantly extend their knowledge and understanding of DPF problems and maintenance, but they will also benefit from an ongoing shot of Darren’s wisdom and experience, which will translate to more sales.

The JLM Lubricants range of DPF cleaners and other additives will unblock and clean a DPF that has not reached the damaged-beyond-repair stage, but understanding when and how to use them is crucial.

It’s not just DPFs when it comes to diesels either; problems with contaminated EGR valves and fouled turbos can be easily

prevented with quality treatments, such as the JLM Diesel Air Intake Extreme Clean Toolkit. This was road-tested by Darren before launch. It’s a simple yet highly effective system for cleaning the internals

EV IMPACT

of a diesel engine, restoring performance and importantly, helping to keep that vehicle on the road, way beyond 2030.

Petrol engines will also need more TLC to keep them on the road for longer. Many GDI engines are now presenting with injector faults due to the nature of the process putting greater strain on the nozzles and valves. These must be kept clean to help prevent catastrophic injector failures and, of equal importance, to help maintain the low emissions the technology was designed for. This type of engine also increasingly incorporates a gasoline particulate filter (GPF), and as it ages it requires more looking after. Including the use of a GPF cleaning additive (also supplied by JLM) at each service will tick that box.

So, for the experienced, trained, and initiative-taking stockist, 2030 promises increased sales!

For more information about Kalimex, www.rdr.link/FFH009

024_PMF_MAR22_Layout 1 27/02/2022 22:58 Page 24

MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE O E T H T

MARCH 2022

E E E D R RA F T

PROFESSIONAL

MOT OR

S E R V I C I N G ■ R E P A I R ■ D I A G N O S T I C S ■ M O T THE TRADE MAGAZI NE FOR SERVICING AND REPAIR PROFESS IONALS

HALF A CENTURY

PMM discovers what it takes for a workshop to still succeed after 50 years Also inside...

Ideas, advice and equipment for MOT excellence

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

PMF has grabbed some of the most intriguing stories from the most recent issue of Professional Motor Mechanic, featuring ACtronics, Mr Tyre, MOT Juice and Laser Tools.

Starting with Laser Tools, the company urged PMM readers to think seriously about what they’ll need in their workshop to meet the rising demand from electric vehicles (EVs). Citing the article, this snippet was of particular interest: “Garage owners are keen to access this new market by offering the skills and equipment necessary to offer a full service and repair facility to the owner.

For a number of years now, Laser Tools has been offering independent garages solid, informed advice on the necessary tools & equipment they need to acquire to be fully equipped to service and repair these vehicles.

“The company has gained invaluable experience by working with both vehicle manufacturers and importers on the requirements for their main dealer service workshops when working on high voltage vehicles. This includes both normal service functions and specialist high voltage work. This experience has allowed Laser Tools to create suitable packages for independent workshops and to pass on the knowledge they have gained.”

Moving onto MOT Juice, PMM Editor, Kieran Nee, put questions to the company’s managing director, Barry Babister, about the importance of compliance within MOT testing and the need for quality control.

Kieran, responding to a previous article in PMM that many vehicle test station owners had complained about a lack of contact with the DVSA, asked if that was still the case.

Barry responded: “Let's imagine you have 350 police officers and 85,000 ‘potential offenders’ spread across 25,000 locations. The question is: how could you even begin to police that large a group?

“Well, there is no need to anymore. Data can do most of the work for you. If every single MOT tester had to submit data about what they are doing, their results and the time taken to reach those results, then you could and probably would use data to identify offenders.

“If you could use the data to spot bad behaviour then you could direct your ‘police force’, i.e., the VEs, straight at the worst offenders.

In fact, if you changed the regulations via a new sanctions-based system, you could appoint your ‘policemen’ to be judge, jury and executioner. Welcome to modern DVSA intelligence.

“The DVSA is not trying to trick us. They are acting sensibly and using data analysis to identify the bad eggs in the MOT testing landscape. For my part, I am with them here. Let's get rid of the bad testers and bad test stations. Those that are left standing can play by the rules and, I hope, charge accordingly for our diligence.”

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24 PROFESSIONAL MOTOR FACTOR MARCH 2022

024_PMF_MAR22_Layout 1 28/02/2022 14:07 Page 25

INSIDE THE ISSUES PROFESSIONAL

F R

MOTOR

T T O H E

MARCH 2022

E

T R A D E

E

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

HALF A CENTURY PMM discovers what it takes for a workshop to still succeed after 50 years Also inside...

Ideas, advice and equipment for MOT excellence

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

BELT FOCUS

The PMM team made their way to the Midlands earlier in the year to catchup with Pete Bamford, retail director at Mr Tyre, the chain of workshops celebrating its 50th anniversary.

Mr Tyre started life in modest premises in Sutton Coldfield as a tyre fitting centre; however, it was in 1979 that things really began to take off.

Pete said: “The original owner retired and sold the business to one of his technicians, Will Williams. Will is still the owner today, and it was his drive and ambition that grew the company to what it is now. It’s a common route in the aftermarket, to

buy the business from the retiring owner and carry it on in the same direction. Will had a desire to grow the business, however, and soon enough he’d opened a second branch and then a third.”

Not that it was a case of a big bang growth, however, as the company has always been careful not to grow too fast or to outpace itself: “We have never stretched ourselves when it’s come to adding new sites,” argued Pete. “We add them when there’s a need, based on good locations. Today we’re at 36 and we will continue to expand carefully.”

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“As replacing the belt also requires the auxiliary drive system to be removed, Dayco recommends that all the systems’ components – primary and auxiliary drive – be replaced at the same time.”

��� Holding the camshaft pulleys in place, loosen their fasteners (Fig.3), but again, as these also have no locking tabs, loosen them only after the engine has been timed. Then remove the belt tensioner, idler and the timing belt, which gives access to the water pump, and can now be removed.

Ensuring that the cooling system has been flushed through and no debris is present, fit the belt tensioner stud into the new water pump from Dayco kit KTBWP4601 (Fig.4), tighten it to 5 Nm (-0+2) and then install the pump with its gasket. Although none should be used on the gasket, the threads of the bolts that secure the water pump do need to be spread with sealant. Attach the new belt tensioner ensuring that the locking tab is located in the slot in the water pump body (Fig.5).

Remove the crankshaft pinion, clean its inner section and the exposed shaft, but do not lubricate these contact surfaces. Likewise, do not lubricate the surfaces between the camshaft pulleys and their shafts.

Install the timing belt and then the idler, but leave the slack section facing the belt tensioner. Tighten the idler fastener to 50 Nm. Using an hex key, rotate the tensioner so that the index is aligned with the centre of the

reference mark (Fig.6) and tighten the fastener to 30 Nm. Then tighten the fasteners on the camshaft pulleys to 30 Nm + 85°.

Refit the lower timing belt cover and then after checking that the crankshaft is correctly resting against the timing pin previously inserted into the engine block, position the crankshaft pulley and tighten the new fastener from the Dayco kit to 40 Nm + 145°.

Remove the crankshaft timing pin and camshaft timing tool and, using the crankshaft pulley bolt, rotate the engine clockwise several times and then retime the system properly reusing the special tools. Through the lower window of the lower timing belt cover, check that the index and the reference mark on the

���

belt tensioner are correctly aligned (Fig.7). If necessary, turn the tensioner through the window to reposition it correctly.

Once the engine has been timed correctly, refit the timing tool plug in the engine block and insert the plastic plugs covering the camshafts on the cylinder head by applying sealant to their edges.

Refit all the components in their reverse order, but check, and if necessary, replace the crankshaft pulley with Dayco DPV1260 and the auxiliary belt tensioner with Dayco APV3180. However, Dayco recommends the auxiliary belt 6PK1200 is always replaced.

For vehicles manufactured after 2013, check the auxiliary belt requirement, as some versions use 6PK1130.

Finally, refill the cooling system, start the engine and carefully check for leaks and ensure the radiator fan operates at the correct temperature, replace the thermostat Dayco DT1091H if necessary. Then, once the engine is cold, check the level of the fluid again.

WANT TO KNOW MORE? FOR MORE INFORMATION WWW.RDR.LINK /AAJ009

18 MARCH 2022 PMM

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Finally, ACtronics took readers inside the Mercedes 7G-Tronic transmission control unit and outlined what technicians need to know before working on one: “Most experts will immediately think of Mercedes-Benz when they hear the term ‘7GTronic’. And rightly so, because the 7G-Tronic transmission control unit is part of the Mercedes-Benz 722.9 gearbox: the first seven-speed automatic ever available for passenger cars.

“The gearbox was introduced in 2003 on all Mercedes models with eightcylinder engines. Among them are the W203 and W204 C-Class, W211 and W212 E-Class, W220 and W221 S-Class and cars like the famous G-Class;

however, the 722.9 has one drawback: it has a limit of ‘only’ 735 Nm. So, cars with V12 engines had to carry on using the older 5G-Tronic, which could handle a torque up to 1,079 Nm.” The article continued: “There’s a lot of knowledge at ACtronics about complaints and fault codes regarding the 7GTronic TCU. Long story short: most of the time it’s the speed sensors that will cause a lot of problems. Fortunately, there’s a perfect remanufacturing solution for these kinds of problems.

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PMM ’s Kieran Nee puts the questions to MOT Juice’s Managing Director Barry Babister about the importance of compliance within MOT testing and the need for quality control.

Q&A Interview with MOT Juice’s Barry Babister You have mentioned in a previous article in PMM that many VTS owners had complained about a lack of contact with the DVSA. Is this still the case?

Let's imagine you have 350 police officers and 85,000 ‘potential offenders’ spread across 25,000 locations. The question is, how could you even begin to police that large a group?

Well, there is no need to anymore. Data can do most of the work for you. If every single MOT Tester had to submit data about what they are doing, their results and the time taken to reach those results then you could and probably would use data to identify offenders.

If you could use the data to spot bad behaviour then you could direct your ‘police force’, i.e. the VEs, straight at the worst offenders. In fact, if you changed the regulations via a new sanctions-based system, you could appoint your ‘policemen’ to be judge, jury and executioner. Welcome to modern DVSA intelligence.

The DVSA is not trying to trick us. They are acting sensibly and using data analysis to identify the bad eggs in the MOT testing landscape. For my part, I am with them here.

Let's get rid of the bad testers and bad test stations. Those that are left standing can play by the rules and, I hope, charge accordingly for our diligence.

How are VTSs being monitored?

Let’s take a simple example: A rogue tester keeps failing exhausts for blowing, because these repairs make good profit. The DVSA can run an automated algorithm in the background that reviews every car that is the same as the makes and models that our rogue tester is failing.

Based on national averages of same cars – same make, same model, same mileage – the DVSA knows what the average fail rate for exhaust blow is on every single car. They simply compare the trend to that of our rogue tester. Over time, they build a profile of bad behaviour. This is all the work of a computer, requiring little or no human effort.

Before they turn up, they already know that the tester has just failed a car for blowing exhaust (they are parked down the road, watching the data entry in real time). In comes our VE and asks to have a look at the car just being logged off. After that, the tester has no job and no MOT testing for that site.

This is not just bad testing, it is fraud and brings the entire MOT testing scheme into disrepute.

“The DVSA has to make sure there is sufficient capacity for everyone to get an MOT when they need one, but right now they could lose 20 per cent of the testing stations and still deliver.”

MOT bays could be culled without the DVSA risking delivery capabilities. The DVSA has to make sure there is sufficient capacity for everyone to get an MOT when they need one, but right now they could lose 20 per cent of the testing stations and still deliver.

What are some of the concerns you hear regularly from testing stations?

Are there any upcoming changes or developments MOT testers should be aware of?

As the MD at MOT Juice I would say buy our product and benefit from our knowledge and support, but if you don’t fancy that then read everything the DVSA releases until you fully understand it. Absorb the guidance which is ever evolving and then spend your time putting in systems and measure to record and prove your compliance.

The sense that I get is that patience is wearing thin at DVSA. The old approach of telling the VE whatever they want to hear just won’t cut it anymore as you can’t hide from the bare facts. If you think you are different, I can assure you that you are not. So be warned and get your house in order now.

Here is my mantra, for what it’s worth: if you can’t prove that you are doing it right then you aren’t.

From talking to various people within DVSA, I can assure PMM readers that many more changes are coming.

Is this a good thing? To be honest, I think probably yes. It will start to sort the wheat from the chaff and allow the well run, organised MOT bays to flourish and allow the DVSA to focus on removing the poor ones. A large percentage of the current authorised

What is the best way for a VTS to remain compliant with DVSA standards?

WANT TO KNOW MORE? FOR MORE INFORMATION WWW.RDR.LINK /AAJ029

46 MARCH 2022 PMM

PMM MARCH 2022 47

EXHAUSTS

& EMISSIONS

LEARNING

AID

New digital aids launched by BM Catalysts aim to help technicians understand how catalytic converters and DPFs work.

W

ith growing pressure to reduce emissions, BM Catalysts, Europe’s leading manufacturer of aftermarket catalytic converters, DPFs and front pipes, is urging the entire supply chain to ‘play their part’ in helping to clean up the automotive aftermarket by offering digital resources such as downloadable technical information and advice.

BM Catalysts recognises the importance of having access to the appropriate support and guidance when it comes to selecting and fitting the correct and appropriate parts.

This dedicated section on its website features free downloadable technical posters, specially designed for vehicle technicians and its wider customer base.

The posters were created to give people a greater understanding of how catalytic converters and DPFs work, and feature information about what they are, what materials they are made from and what can go wrong. The posters also include general tips on caring for emissions control devices.

There is also information on Euro levels and the relevant legislation and guidance around emissions, offering technicians specialist advice on ensuring the correct part is used for the Euro level of the vehicle.

BM Catalysts understands that the cataloguing of aftermarket parts can be complex, and that many consumers remain

unaware of the Euro level of their vehicle. As some catalytic converters and DPFs may look physically identical to one another, the aftermarket needs to be aware of this information, as they can be very different in terms of what they are legally approved to fit.

Managing director, Toby Massey, believes the spotlight is on the entire supply chain: “The message is loud and clear from the authorities that manufacturers, parts distributors and garages have an important role to play in ensuring the products they supply and fit are legal. Ignorance is not an excuse, and the market needs to be properly educated on areas such as type approval in order for it to remain compliant.

“Poor quality catalytic converters can still pass an MOT and mistakes can happen through the entire supply chain. Legislatively, it’s very complex and this brings about exploitation of the rules and unfair competitive advantages.”

“The regulators also need greater powers to have illegal items removed. It’s a growing problem and so greater enforcement, combined with greater communication and co-operation, will help raise standards, assist the market and deter others from breaking the rules.”

Catalytic converters are required to pass strict emissions testing procedures as part of the type approval process before they can be sold. These tests ensure that the relevant emission standard is met, thereby reducing the vehicle’s impact on air quality and health.

During the type approval process a replacement catalytic converter is tested on a representative vehicle that is compatible for that type of catalytic converter. The tailpipe emissions are measured and are compared to that of an original catalytic converter. The replacement must also meet any relevant durability, noise and vehicle performance requirements in order to gain approval.

BM Catalysts is working with distributors and workshops to ensure the automotive aftermarket supply chain is better informed over type approval legislation and the important role they can play in its enforcement, for the benefit of the entire sector.

WANT TO KNOW MORE? TO DOWNLOAD THE TECHNICAL POSTERS WWW.RDR.LINK /AAJ033

PMM MARCH 2022 53

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Titan Group agrees deal with Gulf Lubricants UK Titan Group and Gulf Lubricants have announced a new partnership, which will see the return of the iconic Gulf brand back in the UK aftermarket sector. n each area where it operates, Titan Group will be the exclusive partner of Gulf Lubricants as its premium lubricant offering to the independent garage trade.

Rossmore Lubricants General Manager, Dave Woodman, said: “From late 2021, we have been entrusted to revitalise the Gulf Lubricants brand in the UK, and our aim is to achieve this through the formation of strong, long-term partnerships within each sector that we operate.

“Titan is setting the standard for a new model of motor factor in the UK, and we

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are delighted to be part of their journey by adding Gulf Lubricants as a premium offering, alongside their existing portfolio of products. We’re really excited about what we can achieve together!”

Titan Group Founding Partner, Damon Peacock, said: “One of our primary focuses at Titan is to listen to our customers’ requirements. Finding a premium oil supplier that shared the same vision and values wasn’t as easy as you would think!

“After carefully researching the possible options, Gulf stood out as a partner with

real passion and desire. They have a totally different approach and want to work with partners that understand that the oil market is changing and can embrace that change and develop long-term partnerships with them.”

Gulf Lubricants is represented solely in the UK & Ireland by Rossmore Lubricants, part of the Walsh Distribution Group, which was established in 2021.

Titan Motor Factors was formed by experienced motor factor managers and trade professionals. The aim was to replicate the strengths from past experiences and to address weaknesses and improve in these areas to create a new dimension in parts supply.

Titan Motor Factors said it is the first employee-owned motor factor in the UK, allowing everyone within the business to have a meaningful stake in it and share in the success and wealth they create.

For more information about Gulf Lubricants UK, www.rdr.link/FFH010

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L-R: Wayne Price, Mark Bishop and Nathan Bennett from Oakdale branch.

Auto Spares Wales on starting its journey: ‘Go big or go home!’

That was the attitude of Steve Jones and Tony Griffiths when they made the decision to inject their own cash into Auto Spares Wales, a two-branch factor in south Wales.

The directors reveal their journey so far after celebrating the independent’s one-year anniversary in February. uring the pandemic, sitting at home and wondering what was around the corner, Tony, following stints with Fast Past Wales and Spartan Motor Factors, received a call from Steve. Tony always knew his friend and colleague had dreamt of starting his own retail factor; however, the idea soon become a reality after the two of them pulled funds together.

Steve said: “Tony was the perfect business partner; his experience, professionalism and knowledge of the area meant he was invaluable. Once we had the capital to invest, we decided to go big or go home!

“We initially looked at a 1,000sqft shop, on a high street; however, we decided to go bigger. The first unit, which was opened in February 2021, is 3,000sqft, with another 1,200sqft mezzanine floor, so we’re covering more than 4,000sqft in one building in Rogerstone, Newport.

“Only a couple of months in, we were approached by several people from the trade, asking if there were any openings or if we had a desire to open another factor in another area, which just so happens to be the area I’m from: Blackwood, Caerphilly.”

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It was at this point that a potential new business partner, Lee Whitcombe, submitted his interest in the business, with a view to investing in the future. As a result, Steve and Tony had the confidence to proceed with opening the second branch in June, and Lee bought into Auto Spares Wales in November.

The outlay, suppliers already committed and the determination from the experienced members of staff meant they could take the next step – albeit only four months after starting the business!

Stock and organisation have to be right

Of course, every new shop needs product to sell, and while Tony and Steve bring decades of know-how to the table, Nathan Travis, a former director of Fast Parts Wales, has proved to be an astute appointment as the director of purchasing, taking things “to another level”.

Steve claimed there are a lot of suppliers that are looking for business, trying to get a “big foot in the door of independents”, which has come to fruition in this case. From a bulb or a pair of wiper

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blades, which Auto Spares Wales offers free fitting on, to a clutch or diesel particulate filter, the factor has it all!

“There are suppliers that are willing to back motor factors, so long as those businesses have got something about them. We’ve got an excellent business plan, which some suppliers wanted to see and were impressed with.”

Tony added: “A lot of suppliers gave us 12-18 months to pay for the stock, in both branches, and, thankfully, despite a tricky winter period, the cashflow in the business is excellent.”

New generation of industry professionals coming through?

With concerns over skills shortages and increasing wage costs well-documented,

not just in automotive circles, but in many different industries as well, perhaps it was unsurprising to learn that the majority of Auto Spares Wales’ members of staff are over 40-years-old.

Tony said: “One of the biggest issues, I think, is that the motor trade has never been the best paid, and professionals can earn a lot more money sat in front of a computer. Most new applicants are those who are looking to top-up their income.

“We interviewed someone recently who was 57. He arrived early, dressed smartly and immediately demonstrated the right work ethic – that’s vital, as we’re running a professional outfit, and we need people to be on-board.

“Our customers are also our friends, and we know we can rely on them; however, if we don’t deliver, whether on good customer service or on product availability, they could go somewhere else.

Recruitment is vital.”

Steve acknowledged that the business is going to have to incentivise, possibly through apprenticeships, to secure upcoming talents and build up the next generation that will be the foundation of the business.

Impact of electrification

On to the next topic – electrification – and while Tony conceded he is unsure what the long-term impact for the automotive aftermarket will be, Steve took a firm view:

“Obviously, there is a growing impact of EVs and hybrids at present; however, dealers want to have serviceable items on vehicles, so the customer comes back year-on-year. There’ll still be braking and steering & suspension, but the biggest change is that the traditional service kit will disappear.

“That said, vehicle manufacturers are telling us that there will be other parts that need to be checked and replaced on a yearly service, such as cabin filters that do different jobs, so there will be serviceable items.”

Generally, most EVs are still in the hands of the dealer; however, once out of warranty, that’s when the team think there’ll be some movement and EVs will start to filter down to the aftermarket. Currently, Auto Spares Wales stocks brake discs and pads for Tesla, while steering & suspension is starting to come through.

Meanwhile, Tony pointed out the issues with charging infrastructure in Wales too: “There are still a lot of terraced houses with three or four cars – how are they all going to be charged overnight?

“Electrification will take away some of our business, but it’ll be replaced with something else, I’m sure. We’ll take it one day at a time!”

For more information about Auto Spares Wales, www.rdr.link/FFH011

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

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

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LKQ ECP CEO sets out strategy so aftermarket can thrive following SMMT data In response to the Society of Motor Manufacturers and Traders’ announcement that the “used car market (is) up despite (a) volatile year” – 11.5% in fact – LKQ Euro Car Parts CEO, Andy Hamilton explores the implications the figures will have on the independent aftermarket and how the industry may see it develop this year: he semiconductor supply crunch, coupled with broader global shipping challenges, helped to make it a year of significant growth for used car sales. Demand was especially hot for cars under three-years-old, as

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In other news at LKQ Euro Car Parts, it has expanded its offering for independent workshops by adding auxiliary and reinforced springs from suspension systems specialist, MAD, to its product range.

MAD springs are ideal for drivers of high-load vehicles, such as light commercial vehicles, mobile homes and caravans, and taxis.

Netherlands-based MAD has been ensuring driver comfort and safety tailored to each vehicle’s needs for almost half a century.

All of its springs are quality-approved by TÜV SÜD and RDW, meaning they adhere to international automotive standards.

Colin Cottrell, marketing director at LKQ Euro Car Parts, said: “The MAD

drivers grew tired of long waits for new vehicle orders.

“All of this bodes well for the aftermarket, as 2021’s comparatively fallow year for new car sales will nudge up the average age of the UK’s parc over the long-term.”

brand ethos is in line with our own. They constantly evolve and improve the parts and service they provide to customers and have an ongoing focus on research & development to not only enhance existing products, but to launch new ones too."

Important to acclimatise – and LKQ Euro Car Parts is ready to assist

Andy continued: “The data also tells a story of how the aftermarket will need to adapt in order to thrive over the coming years.

Transactions for used hybrid and electric vehicles hit new highs last year, and the rising popularity of automatic transmissions, which now out-sell manual cars in the new vehicle market, is beginning to be reflected in the used space. Similarly, the growth of ADASequipped vehicles and the sophistication of other on-board systems is becoming ever more prevalent in older vehicles.

“We’re ramping up our range of training and support services to help the independent sector lean into these shifting trends. Staying ahead of the game now will help garages to quickly seize the new opportunities being created by the increasing number of times relatively newer vehicles are changing hands in the used car market.”

For more information about LKQ Euro Car Parts, www.rdr.link/FFH012

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GSF Car Parts embarking on ‘incredibly exciting period of growth’ GSF Car Parts’ president and COO hails new network structure, along with key appointments, which will be pivotal in fulfilling ambitious development plan. he business, which operates 175 branches across England, Wales and Ireland, has confirmed it is investing in expanding its footprint through new branch openings, increasing its head count and reorganising its regional network structure to better support customers.

GSF President and COO, Mark Eburne, said: “This is an incredibly exciting period of growth for GSF. We see huge potential for the aftermarket and the service we’re able to deliver to customers across the UK as a result of this period of development.

“We have greenfield sites earmarked across the UK where we see clear opportunities for us to bring our excellent service to new customers. Already we’ve opened new branches in Bournemouth, Warrington and Sydenham, and there are more to come in the first quarter of 2022.”

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Inside the business, GSF has reorganised its network structure into five geographical divisions, with 20 regions split between them. The new structure will enable stronger managerial support and more dedicated resource, while establishing a format that is easily scalable as plans for network expansion continue at pace.

The new network structure is also accompanied by the introduction of customer solutions managers (CSM) across every region. CSMs will play a key part in both network expansion and GSF’s commitment to delivering outstanding service to existing customers.

Mark continued: “Our customer solutions managers will ensure our independent garage customers, national chains and Servicesure garage model

Mark Eburne: “We have greenfield sites earmarked across the UK where we see clear opportunities for us to bring our excellent service to new customers.

Already we’ve opened new branches in Bournemouth, Warrington and Sydenham, and there are more to come in the first quarter of 2022.”

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members have everything they need not just to keep their customers on the road, but to help their business thrive too.

“We’ll be working closer than ever with garage owners to ensure their workshops are equipped with the technology, skills and parts they need to be successful both now and in the years to come.”

Leaning on support of Uni-Select

GSF Car Parts is a subsidiary of UniSelect, a leading Canadian automotive business, which also operates an aftermarket company in Canada and an automotive paint refinishing and supplier in North America.

Mark continued: “It’s fantastic to be a part of a global organisation like UniSelect, because its support, infrastructure and investment are all key enablers that are helping us to facilitate this rapid growth for GSF. “We see clear and immediate opportunities to rapidly expand GSF. Our people are highly motivated, expertly skilled and hungry to make us the go-to supplier for the aftermarket.”

For more information about GSF Car Parts, www.rdr.link/FFH013

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OESAA workshop reveals top-three ‘must-haves’ of motor factor What do workshops want from their motor factor suppliers? Oldfields Garage Services Director, Tim Benson, whose workshop is a Garage Forum member of the Original Equipment Suppliers Aftermarket Association, has his say: onsistency of service

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Consistency of service helps to ensure that we can keep our garage running smoothly. Firstly, the phone answering needs to be timely.

When I speak to the parts sales advisor, I need to be confident that they’ve understood what I need and when I need it. When I come off the call, I need to feel confident that what has been arranged and agreed is going to happen.

We would expect our key suppliers to inform us if there are any issues. Once that is dealt with, we need to be clear on when the parts ordered are going to arrive. We’re in a rural area and use factors 12 miles away, so for us, vans that leave on time – and subsequently arrive when expected – are very important to us.

Personally, I would prefer to order off a supplier that I knew what was going to happen, rather than one that is inconsistent.

We’re able to plan for known outcomes!

Product range and quality

We don’t fit customer-supplied parts, as we feel that it’s important to be able to trace the source, and notwithstanding the profit we need from parts to help run the business. With more than 30 years of trading, we have found product ranges we like and feel happy to fit. We prefer to spend a bit more on original equipment (OE) quality brands and pass the cost on to our customers because we can fit them and forget.

Whilst offering a warranty is important, our take on it is that we don’t want to use poor quality parts and have the customer re-visiting and us having the hassle of dealing with it. Where OE brands aren’t readily available – and we can’t wait for them – we have found brands that we like and trust. We actually buy certain product groups from suppliers because of what they stock and have readily available.

Relationship with the business

For me, one of the most important influences of using a key factor supplier is that it understands how we would like to operate and our overall business. We use this relationship to help develop the efficiency of our workshop, and understanding how the supplier works is a key enabler for this.

I prefer to work with our suppliers, rather than beat them up, as they are vital elements in our overall service proposition. We really notice when staff change in our suppliers; they certainly are an extension of our team, as we deal with these people more than anyone else. Good rapport with the phone staff, the business development and the delivery drivers help make the day go along.

For more information about Oldfields, www.rdr.link/FFH014

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KYB offers an insight into how its research, development and manufacturing processes ensure ranges can be expanded quickly, providing the UK aftermarket with original equipment (OE) standard components every time.

KYB quick off the mark!

What factors are key to Q aftermarket success in the new to range sector?

KYB: “The main reason for KYB is due to KYB’s strong OE presence with many leading vehicle manufacturers worldwide, including Audi, BMW, Toyota, and Citroën – and that’s just naming a few. In fact, one in five of all cars leaving production lines worldwide are fitted with KYB shock absorbers. This means that when it comes to introducing new applications to the European aftermarket, we can develop them at a quicker pace using the knowledge we have from manufacturing the original parts.

“We are also constantly investing in improving research & development to ensure that the speed at which we can introduce new applications only gets better over the coming years.”

What exactly is involved in the Q research & development of shock absorbers, to ensure that they are moved from production line to factors’ shelves as quickly as possible?

KYB: “We’re a global corporation, so the development of new to range shock absorbers is heavily dependent upon dedicated product management teams across the world working together seamlessly.

“First of all, the product is designed by our engineering teams mainly in Japan and Spain, and then sent for thorough testing at KYB’s purpose-built test track in Kashio, Japan (above). Built in 2011, the facility features several dedicated test tracks,

designed specifically for the development and testing of suspension & steering components. This includes a huge circular test track with a radius of 345ft and a camber of 0.5%, a 550m straight track with 15 lanes and 22 different road surfaces, and a handling and comfort test track – a course over 1km long that winds through a Japanese forest. The whole area is over 580,000m2, which is the equivalent of approximately 64 football pitches.

“There’s also a research & development building where further testing takes place and results are analysed. Having this huge purpose-built facility has significantly reduced lead times for both OE and aftermarket product development.

“The final stage of development is the vehicle fitting test, which ensures that the on-vehicle performance of all new applications is fully evaluated before being approved and made ready for the European aftermarket. KYB Europe Aftermarket has a 700m2 fitting and testing centre in France, which includes two lifts and a full range of garage equipment, including the latest 3D geometry check equipment.”

What happens once the Q product has been approved and manufactured?

KYB: “KYB has multiple factories across the globe, four of which are based right here in Europe. From our factories, over 1 million shock absorbers are manufactured every single week. The manufacturing process itself is highly automated – operators start the process by adding the raw components and then they are not touched again until they are manually removed from the end of the production line. Once removed, manual checks are then conducted to ensure optimum quality.

“From here, product makes it way to our 10 branches across Europe where over 4.5 million pieces of KYB stock is stored and distributed. KYB UK is fortunate to have its own warehouse based near Manchester, in Warrington. This means that orders can be packed and sent to customers from the moment they are ordered and delivered the very next day.”

For more information about KYB, www.rdr.link/FFH015

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What makes a good partnership between supplier and motor factor?

PMF talks to Joe Toakley, the marketing manager at Shaftec, about how a quality supplier can best support motor factors, making life easier for everyone and steering the market towards increased business opportunities: echnology is developing so fast that it can’t even keep up with itself and thanks to the exponential rise in the use of the Internet and social media platforms, everyone knows exactly what’s happening in real time. All in all, the business landscape and channels to market now demand that one must be a master of all trades within their own business – an expert in IT, communication, HR, international trading, legal matters… the list goes on and on – and that’s before even getting to the product!

The world today offers so many more opportunities, but, at the same time, it can be extremely challenging.

If I had to sum up in one word what gives one supplier the edge over another

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in today’s market, it would be ‘knowledge’.

To achieve long lasting successful working relationships with the motor factors that supplier has to partner with them. And to partner with them, it needs to know their world: what they want, when, how and why they want it, and then work out how that can be delivered.

The price is right – sometimes!

In business, price always has been and always will be a factor. Everyone wants the best quality, the best product and the best availability at the best price. The thing is that now our world is so transparent everyone knows how much things cost and will try to drive this down. This means a business needs something to

differentiate itself and make it stand out in a crowded market.

Depth and breadth of range

In this faster, more technologically aware age the global car parc is growing, not only in terms of number but in terms of type. Vehicle manufacturers need to remain competitive and ahead of the game and so are introducing new models all the time. The aftermarket needs to keep pace with this – so constant NTR development is a must.

All this, combined with vehicles becoming greener, faster, lighter and more comfortable mean a greater demand for breadth of parts. As a quality supplier, one of the most important things to do is to

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With an excellent team and outstanding support network in our logistics and supply partners, we are well-placed to offer our 500-plus distributors across the UK and Europe a fantastic service that will enable them to grow their sales and businesses.

Get your facts right!

Suppliers also have to commit to constant investment in data research & development and in making sure aftermarket parts for new vehicles get into the market as fast as possible. To do this, we work closely with TecAlliance, supplier of the TecDoc Catalogue.

Quality counts

ensure it offers the right parts at the right time. Storage space can be an issue for some motor factors, and they may not want more upfront investment than necessary, especially when it comes to bigger, more expensive items, such as steering racks and pumps, so a supplier needs to promote efficiency supply at source and operate a high service of logistics and delivery.

We help our customers by operating the entire Shaftec business from one centrally placed facility. Including outside storage space, we occupy an area almost the size of a standard football pitch! This

means we can carry tens of thousands of parts as stock – equating to almost £5million worth – and with overnight delivery in most cases, our customers don’t have to use up valuable shelf space to ensure constant availability of fast-moving parts.

Operating from one facility means Shaftec has almost complete process control. This business model means that it can always guarantee constant availability, enabling its customers’ businesses to carry on, whatever the weather, health of the nation or political climate.

For a supplier, reputation is everything!

There’s little point in being able to provide cheap product if those goods are inferior or have a short lifespan. Most of the parts channelled through our sector are safety critical.

There are ways in which suppliers can offer the best of both worlds – the highest quality at the best price; for example, our electric powered steering (EPS) racks produced from remanufactured core – with new electric motors, making economic sense and offering a safe drive.

Steering is our biggest growth area, particularly EPS. With the number of vehicles with EPS now falling out of warranty and into the aftermarket this sector will only continue to grow. We make sure we are fully prepared in order to help our customers stay ahead of the game; for example, we’ve invested heavily in the skillset and ability of our research & development team and quality control processes, and every time we need to assess the remanufacturing specifications for a part, we invest in a brand-new unit for reverse engineering purposes.

At Shaftec, we truly believe that remanufacturing is the way forward where possible: efficient use of existing raw materials, energy and resources, top quality components, which perform to the same standard as new, a more affordable option – and in many cases the only way to keep older vehicles on the road.

With over 40 years’ experience, I believe we are well qualified to fly the flag – offering components that are as good as new, tested as new and perform in that way for the lifetime of the part.

For more information about Shaftec, www.rdr.link/FFH016

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First Line Ltd. celebrates 30 years of steering & suspension As safety-critical components, when it comes to steering & suspension, availability and quality assurance are key, as motor factors and technicians need to be able to access reliable and quality parts as quickly as possible to carry out the repairs and provide the reassurance that a vehicle is roadworthy – First Line Ltd. recognises this importance. his year, the company is celebrating 30 years of its steering & suspension range, with its strong heritage and extensive experience showcasing its commitment to providing the automotive aftermarket with wide-spread vehicle parc coverage and access to quality parts.

With the vehicle parc constantly expanding, a greater number of parts is required to service a wider range of

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vehicles than ever before, according to First Line Ltd. When the brand introduced its steering & suspension programme back in 1992, it launched a 1,000-reference portfolio to aftermarket professionals. As time has progressed, the range has evolved and, last year, it reached a milestone with its largest, most pertinent range in the aftermarket, with more than 9,100 references available.

Planning ahead

Availability of product is crucial to the company’s service offering and with an average of 96% availability across its entire product portfolio consisting of 40,000 references, First Line Ltd.’s commitment and forward planning paid off during these unprecedented times.

However, it is times like this that distributors really get to value the service

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offered by a longstanding credible supplier, and with a range like steering & suspension being critical for keeping a car on the road, availability is king and is something First Line Ltd. said it has consistently been able to deliver.

The range is constantly under review and to recognise the need to meet ongoing demand, new product is regularly added on a monthly basis, ensuring distributors are able to access parts for the very latest models, when they hit the aftermarket.

Getting technical – providing additional support

Advanced technology is playing a major role in streamlining the process of looking up parts, with online catalogues and enhanced data platforms providing technicians with instant access to a wide range of high-quality parts.

Whether using First Line or Borg & Beck steering & suspension brands, the company has ensured that factors and their workshop customers are able to identify the correct component accurately

and efficiently by providing product layout images in its online catalogue, WebCat, showing the positioning of the components in reference to the vehicle.

First Line Ltd.’s team of expert data professionals work hard to ensure that vehicle data is maintained, and that all necessary information required to correctly identify the product is easily viewable; therefore, factors can confidently supply products, minimising the need for sending out multiple parts and helping them to efficiently manage their stock profiling.

Going the extra mile

First Line and Borg & Beck products save repairers both time and money by including, where necessary, the fittings required to complete the job effectively and efficiently.

All ball joints, link bars, and suspension arms that, where applicable, come with the necessary fitting components, can be identified by the 'Includes Fittings' logo on the packaging, giving customers total peace of mind that what they need will be included with the part.

With this clear message showing that the necessary fittings have been supplied with the component, technicians can be sure that a smooth and efficient installation can be carried out.

There may be times when technicians only need the nuts and bolts, so as well as supplying the necessary fittings as standard, the nuts and bolts are available separately as fitting kits, therefore catering for any scenario.

What’s more, First Line Ltd. said all of its components are developed and tested to original equipment specifications and tolerances, put through comprehensive durability testing of up to 1,000,000 cycles, and where required, cataphoresis coated for maximum protection and longevity, which is why both First Line and Borg & Beck products are supplied with a twoyear, 24,000-mile warranty, against manufacturing defects.

For more information about First Line Ltd., www.rdr.link/FFH017

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Comline releases vehicle spotlight information as part of social media strategy Comline Auto Parts reveals how vehicle spotlight bulletins, with the latest effort focusing on steering & suspension references for a Peugeot 208, make up a crucial part of a social media strategy that is going down a storm with its customers. re you one of the 20,000 that follow Comline on Facebook? The awardwinning British brand has reached the impressive milestone recently. It inspires different generations of technicians, distributors and car enthusiasts with an array of engaging digital content.

Whether it be the latest article about the quality of its products or a competition giving away a virtual reality headset, perfect for users wanting to check-out the innovative Comline Augmented Reality (C.A.R.), Comline’s loyal subscribers have joined the brand on its journey in reaching a comprehensive audience online.

One of its top fans, Callum MacNee, said: “I enjoy reading articles about how the products are made, the quality of the components used and the testing that is done on the parts. I have enjoyed the C.A.R. images; C.A.R. is a great idea, especially if there is more than one option for a vehicle, as you can get an all-round picture to compare with what is fitted.

“I work in the motor trade and not only sell a wide variety of Comline products but have many fitted to my own car and my

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Callum MacNee: “I work in the motor trade and not only sell a wide variety of Comline products but have many fitted to my own car and my wife’s. I can back up the quality of the products as I use them myself.”

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wife’s. I can back up the quality of the products as I use them myself.”

Bespoke vehicle spotlight social media tiles, designed to inform the audience of new-to-range part numbers and demonstrate its ability to cater market demand, also makeup its digital plan and are appreciated by the audience.

Comline has just put the finishing With W ith a comprehensive all makes range, impressive quality, a touches to its latest leading 3-year warranty and a competitive edge, Comline steering & suspension is built to support aftermarket one, which focuses businesses whilst providing the motorist a reliable, assured on the popular solution for vehicle maintenance.

Peugeot 208 (2019onwards). The supplier now offers stabiliser links, tie rod ends and rack ends for the internal combustion engine model. It’s worth noting that Comline holds stabiliser links for the e208 (20202021) as well. deconstruction of a stabiliser link poster, Comline Marketing Manager, Jo illustrate our knowledge and Emmerson, said: “This vehicle spotlight is understanding of the products we supply.” another example of the lengths we go to in Comline offers a three-year warranty providing our followers with relevant and with all of its products, impressing its helpful information, whether they’re selling competitive edge and desire to support or fitting our products. aftermarket businesses with a reliable and “We believe we’ve got a grasp of what assured solution for vehicle maintenance. our audience wants from us – 20,000 followers and growing! – and we are For more information about Comline, confident these types of social media tiles, www.rdr.link/FFH018 whether it be a vehicle spotlight or Steering & Suspension

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STEERING & SUSPENSION

The steering & suspension sector is a rapidly growing and busy marketplace, so how is AISIN aiming to stand out?

AISIN generates ‘confidence by active safety’ echnical checks on vehicles are becoming increasingly rigorous in terms of limits and tolerances, resulting in faster replacements in order to ensure vehicle safety on the road. Add ageing vehicles and deteriorating road surfaces into the mix, steering & suspension issues together cause a significant amount of vehicle breakdowns, according to AISIN. The need for steering & suspension components is just as much of an issue for hybrid and fully electric vehicles. AISIN said there is currently a trend towards switching to aluminium in order to reduce vehicle weight, thereby reducing CO2 emissions.

Air suspension is becoming “more popular for expensive vehicles”, but it only replaces the springs and shock absorbers.

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Why AISIN?

Replacing worn or damaged steering & suspension parts with AISIN components gives motorists the reliability of an original equipment design that can be incorporated into a growing number of popular European passenger cars.

AISIN steering & suspension parts are built to last and have been tested to withstand corrosion for up to 10 years. Its parts are scrutinised for reliability and endurance, including 900 hours of salt spray testing to ensure that the parts work in even the most challenging weather and road conditions.

The company said it only uses the highest-quality raw materials for its parts, notably magnesium, resistant plastic

moulded parts, forged aluminium and, when required, steel parts.

Offering a favourable durability/weight ratio, aluminium is a highly versatile and rust-resistant material and is used in most of its products. Light yet durable and robust, AISIN’s aluminium parts contribute to overall fuel savings by reducing vehicle weight.

AISIN concluded that with its steering & suspension parts, drivers benefit from shorter stopping distances, improved fuel economy and the confidence brought by active safety, allowing easier handling and more comfortable driving.

For more information about AISIN, www.rdr.link/FFH019

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EXHAUSTS & EMISSIONS

With April on the horizon and the need for salt on roads recedes, it’s time for motorists to wake that old classic or the smartlooking soft top after a winter’s hibernation. The restart will be harder on some than on others, according to Lucas Oil.

What to use for tough engine restarts?

Lucas Oil has the solutions ost engine friction damage occurs at the first turnover after a lay-up.

It's what's known as a dry start. It occurs when the oil drains down into the sump, leaving components unprotected.

Restarting under such conditions means that the top end is exposed to damage.

Any classic or vintage car that’s been over-wintering in the garage is particularly

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Forget about draining tanks, Lucas Oil’s Fuel Stabilizer prevents fuel breakdown during a layup, and it’s safe to use in all grades of fuel in twostroke and four-stroke engines. It’s a one-shot solution that empowers motorists to resolve such issues themselves.

Car owners that ignored warnings last September about the potential for damage caused by higher concentrations of ethanol in E10 petrol grades, may soon come looking for support or reassurance. Point them towards a bottle of Lucas Oil’s Safeguard Ethanol Fuel Conditioner.

Used as an additive in E10 fuels, it’s a lower cost solution than hunting around for premium grades of E5.

at risk. Such damage can also occur in any infrequently used vehicle, especially in lower temperatures.

Some engines will also struggle to start as a result of stale fuel. Lucas Oil said it’s a condition that’s becoming all too common, thanks to some of the latest fuel formulations that also include those with greater concentrations of ethanol. Oil

drips on the garage floor might indicate a problem less obvious than the dark smoke that’s begun to blow from the exhaust, and the steering rack might seem a little rough when backing out.

There are additive solutions for all of these issues, though some are best used at the beginning of winter, rather than early spring:

Meanwhile, Heavy Duty Oil Stabilizer fortifies oils against dry starts and adds an extra dimension to engine lubrication. Added to any oil, it ensures a thin film of lubrication is always present on every component, so that engine protection continues long after the oil has drained down. It was a huge seller during recent lockdown periods but is just as useful for commuter cars left in railway station car parks, or cars used primarily for school runs. The extra protection it delivers also makes it a first call for motor racing teams, as they need it to keep engine wear to a minimum throughout a demanding season.

Power Steering Stop Leak is one solution for a range of steering rack issues. As well as repairing leaks, it reduces slack, eliminates squeals and treats hard spots on worn rack and pinions.

Meanwhile, Transmission Fix seals leaks and helps to stop slipping, extending the life of transmission fluid.

For more information about Lucas Oil, www.rdr.link/FFH020

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EXHAUSTS & EMISSIONS

Klarius exhausts ready to support increased sales of hybrid vehicles With the overall infrastructure for fully electric vehicles (EVs) nowhere near ready, according to Klarius, motorists are turning to hybrid vehicles in the meantime.

Hybrids are expected to be on sale in the UK until at least 2035, depending on charging point availability. The company believes that to keep these cars on the road, the aftermarket needs to step up and provide quality replacement components to support the number of hybrid vehicles in use. o meet market demand, Klarius, an aftermarket manufacturer of exhausts, is already offering a growing range of replacements for hybrid vehicles with next morning nationwide delivery to stockists and distributors.

Hybrids were first thrust into public attention with the launch of the Toyota Prius in 2000. Since then, adoption has been growing. According to the Society of Motor Manufacturers and Traders, 2021

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44 PROFESSIONAL MOTOR FACTOR MARCH 2022

was the most successful year for electrified car sales in the UK ever. A large proportion of this market share includes sales of plugin hybrid EVs (7%), hybrid EVs (8.9%) and mild petrol or diesel EVs (18%).

Whilst sales of battery EVs grow, they are still only a fraction of the vehicles on the road (around 1% of the global car parc, according to International Energy Agency).

Charging and power generation infrastructure is, for now, lagging behind;

therefore, hybrids are a useful half-way house to smooth the eventual transition from combustion to all EVs. This is set to continue into the foreseeable future, as even with the UK government’s latest plans, some new hybrid vehicles will still be on sale until at least 2035. Consequently, hybrids will be on the road for some time yet, which means the aftermarket must provide quality replacement parts to keep these vehicles running:

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EXHAUST & EMISSIONS

“The shift towards electrification in the automotive industry is inevitable and seen as key to reducing carbon emissions, so we want to be supporting that transition,” explained Doug Bentley, head of research & development at Klarius.

“We are dedicated to releasing new aftermarket exhausts to meet the replacement needs of the latest car and van models, developing components that meet the latest emissions standards. We are continuing this culture of innovation by introducing even more new quality hybrid exhausts in the short and medium term.”

“Often first-to-market with aftermarket exhausts for hybrids” Klarius offers products that are available to fit over 24 million vehicles on domestic roads. This range is growing daily, with its research & development team originating new products in-house to meet market demand. Increasingly, this means providing quality exhausts to fit modern hybrid vehicles.

Doug said: “Often we are first-to-market with aftermarket exhausts for hybrid vehicles. A primary example is our range for the Toyota Prius, which we have offered for years now. Recent additions to our hybrid portfolio include full systems for the Lexus CT200h and the Toyota Yaris 1.8 hybrid. We have a capable and flexible team, which can apply great technical experience and utilise extensive in-house facilities, to deliver optimal exhausts designed for complex powertrains.”

When developing a hybrid exhaust, ensuring quality is incredibly important.

Many hybrid vehicles use combustion engines intermittently, creating a hot/cold durability cycle that can shorten the service life of an inferior exhaust. Furthermore, it is imperative that an aftermarket exhaust mirrors the design of the original part, according to Klarius; otherwise, the efficiency of the powertrain could be reduced, compromising the low carbon credentials of the vehicle and potentially damaging the engine.

“Our rigorous development and testing procedures means we can provide components that match or exceed the performance of the original equipment item,” Doug elaborated.

“We test every component on a vehicle of correct make, model and production year to ensure an exact solution for the application. At our manufacturing site in Staffordshire, we have dedicated facilities, including a research & development centre and a test track, so we can conduct independent testing in-house.

“Furthermore, every applicable part in our range is type-approved. Typeapproval is the EU standard for conformance to EU specifications for product performance. To achieve this, our exhausts must undergo stringent assessments on design, emissions, noise and backpressure. We conduct this testing independently with the Vehicle Certification Agency (VCA) in the UK and TÜV in Germany.

“Our focus on quality means that every part in our range is offered with a two-year standard warranty and a fit-first-time guarantee. In terms of hybrid vehicles, choosing a Klarius part means that vehicle performance and reliability is safeguarded.”

Klarius invests heavily in bringing new exhausts for vehicles of all powertrain configurations to market. With its own development facilities and experienced technical staff, the company said it is ahead of the curve in providing proven aftermarket components for the latest generation of hybrid vehicles. Thanks to its own in-house logistics operation, Klarius can also offer next morning UK delivery on any order to stockists and distributors.

For more information about Klarius, www.rdr.link/FFH021

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EXHAUSTS & EMISSIONS

Rising prices of raw materials, as well as labour costs, are here for the long term, as ongoing supply chain issues continue to affect businesses around the world, according to BM Catalysts.

Rising material and labour costs here to stay, warns BM Catalysts he company has highlighted the problem, citing a 20% increase in the price of stainless-steel tube, since the start of 2022 alone.

This, combined with a 100% price increase in slit coil used in various components and a 40% increase in the price of other materials used in the production of catalysts, diesel particulate filters (DPFs) and pipes, means volatility in the market looks set to continue well into the year.

There have also been significant increases in overall labour costs, primarily down to a shortage of skilled workers, the company reported. These costs are expected to continue rising across the business as the result of national living

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wage changes in April, and are further exacerbated by significant increases in logistics, packaging and production costs seen in quarter four of 2021.

Mark Blinston, BM Catalysts’ commercial director, said: “As a leader in the manufacture of catalytic converters and DPFs, we are always analysing the market incredibly closely and we’re continuing to see unpredictability in the costs and supply of a number of essential materials.

“Furthermore, there is a real shortage of skilled workers, which makes retention and recruitment of direct labour much more challenging, and ultimately it’s lead to significant cost increases in that area of the business. Increasing capacity is a key strategy for us, as we continue to

experience growing demand across our range of products and it is clear to see that to do this, labour costs have to increase.

“We will continue to work closely with customers to ensure we can meet the demands of the global market with our industry leading levels of availability.”

Meanwhile, some good news! BM Catalysts has been awarded Premier Data Supplier status by TecDoc. In 2021, a new quality standard was launched, which requires data to be supplied with additional validations and key performance indicators, with BM Catalysts making the grade.

Mark said: “We take great pride in the quality of our cataloguing to help ensure customers are able to accurately identify the parts required and avoid any of the potential pitfalls that can occur when selecting parts.

Being recognised as a Premier Data Supplier is fantastic news, and a true testament to the efforts of our dedicated product development and cataloguing teams.”

The use of Xchecker management software has also helped the company on its way to achieving the highest data quality for parts look-up systems and exceed the required standards for TecDoc’s award.

For more information about BM Catalysts, www.rdr.link/FFH022

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EXHAUSTS & EMISSIONS

Mannol combats rising fuel costs with catalytic ester additive With petrol prices reaching an all-time high, stockists can now get hold of Mannol’s new Catalytic Ester Additive, which can clean and improve the efficiency of the fuel and exhaust system on a vehicle, reducing fuel consumption and maintenance costs. he new additive is suitable for all types of petrol engine, including two-stroke and hybrid engines and those equipped with catalytic converters.

The formulation of Catalytic Ester Additive (9202) contains synthetic ester technology derived from the aerospace industry, as well as complex detergents and ashless lubricant. Mannol said it can clean and improve the efficiency of catalytic converters without the need for expensive dismantling, while also optimising the operation of oxygen or Lambda sensors.

By increasing the combustion temperature of the engine and releasing active oxygen, Mannol Catalytic Ester Additive also removes deposits from the entire exhaust system and optimises the composition of the fuel-air mixture, which, in turn, increases engine power and efficiency. The additive also reduces carbon monoxide formation, thus increasing the life of key components, such as catalytic converters, oxygen sensors, spark plugs, and fuel injectors.

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By aiding effective lubrication of the entire fuel system, Catalytic Ester Additive also reduces the formation of deposits, such as soot, varnish and resin, in areas like injectors, carburettors, spray nozzles, fuel pumps, and intake valves.

Mannol said it boosts fuel economy by preventing deposits in the combustion chamber, reducing wear of cylinders, pistons and piston rings and thus extending engine service life. This also reduces starting problems and allows smoother idling.

Mannol Catalytic Ester Additive is simple to use, with the product added to the petrol tank in the ratio of 450ml for every 30l of fuel. As well as helping to save on petrol costs, it can also reduce the possibility of engine issues and reduce vehicle repair and maintenance costs. It is especially suitable for vehicles that are frequently used in a start/stop urban driving environment.

For more information about Mannol, www.rdr.link/FFH023

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What's New? Rotating electrics NTR

The new year kicked off at a rapid pace for rotating electrics remanufacturer, Autoelectro, as the company revealed a new batch of new-to-range references and further enhanced its offering to customers.

Among the starter motor part numbers were a Mazda 2 1.5 petrol (2015-onwards), Audi A4 1.8 petrol (2011-onwards), Mitsubishi ASX 1.6 diesel (2019-onwards) and Dacia Duster 1.6 petrol (2015-onwards).

Meanwhile, on the alternator front, Autoelectro now offers solutions for a Suzuki SX4 1.0 petrol (2016onwards), Porsche 718 2.0/2.5 (2016-onwards), Kia Picanto 1.25 petrol (2017-onwards) and Renault Trafic 2.0 diesel (2019-onwards).

These diverse vehicles illustrate the remanufacturer’s ability to meet different vehicle specifications and offer customers a one-stop shop for their starter motor and alternator requirements.

WWW.RDR.LINK/FFH024

New braking products

TMD Friction has expanded its replacement parts programme with more than 800 new products across its brands, as it continues its drive to provide customers globally with safe and high-quality components for practically every new vehicle model as fast as possible.

Despite the challenging market conditions caused by the pandemic, together with supply chain problems, in 2021 TMD Friction succeeded in introducing 825 new products across its entire portfolio – in some cases as the first provider to the market.

The new products enable TMD Friction workshops to offer one of the largest vehicle coverages of all brake lining manufacturers in Europe.

WWW.RDR.LINK/FFH025

Steering & suspension range increase

New catalogues

MANN-FILTER has released a new set of catalogues, offering more than 5,000 filter elements for more than 64,000 vehicles and machines for the European aftermarket.

The catalogues are divided into four yellow-green segments for different application areas, including new editions for passenger cars & vans and trucks & buses.

For the first time, all catalogues are available to browse as interactive PDFs, with many quick access functions, while digital versions are available for download from the MANN-FILTER website in the service section.

WWW.RDR.LINK/FFH026

Comline Auto Parts has pledged another significant investment in steering & suspension, illustrated with the unveiling of more than 150 new references.

Ball joints, control arms and strut mounting kits are all likely to be popular, while rack ends, stabiliser links and mountings, strut mounts, tie rod ends and track control arms make up the latest influx.

Among the range is a ball joint for a Fiat Doblo 263 (2010-onwards), Opel Combo III diesel (2011-2017) and Vauxhall Corsa III diesel (2006-2015).

Elsewhere, there are control arms for the Nissan X-Trail T30 (2001-2013); BMW 1 E81 (2006-2012) and 3 (2004-2013); Citroën C4 I (2004-2011) and Peugeot 307 (2011-2012); Ford Tourneo Connect (2002-2013) and Ford Transit Connect (2002-2013).

There are also strut mounting kits for a variety of Nissan models, while Comline offers solutions for the Ford Transit VI (2000-2006) and Peugeot 3008 I (2009-2016) and 5008 I (2009-2016).

The award-winning British supplier offers a three-year (36,000-mile) warranty, possible thanks to the meticulous nature of the manufacturing, real-world testing and performance of each steering & suspension part.

WWW.RDR.LINK/FFH027

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Product spotlight

Witham Group named exclusive supplier of eco-friendly rust preventative lubricant Witham Group is proud to announce that it has been entrusted to become the sole importer and distributor of the award-winning, natural high-performance lubricant, Prolan.

Bringing the benefits of lanolin-based lubricants – wool grease – to the fore and meeting the increasing demands for environmental and sustainable products, Witham is in prime position to impress customers with the variety of Prolan products on offer.

Prolan's primary use is to protect components in the fight against rust and expand the life of the part. Developed and engineered by experts in New Zealand, they understand the frustrations and challenges corrosion can cause – what’s special about this lubricant, though, according to Witham, is the mix of eco-friendly ingredients that go into each and every can.

Who can use it?

From agriculture to marine and horticulture to workshops, not to mention the ability to use it at home, such is the ease in which Prolan can be applied and the different viscosities available, the product is an “excellent all-rounder and perfect for a whole range of jobs”.

Each of the five viscosities are noncarcinogenic, biodegradable and internationally certified by NSF

International, the renowned public health and safety organisation.

Recognised by industry professionals

Prolan already boasts a strong reputation within the agricultural sector, scooping an innovation award at the UK’s leading farm machinery show, LAMMA. What's more, Prolan has been tried and tested by those facing rust hostility on a daily basis.

Ben Bowerman, of Godlingston Manor Farm in Dorset, said: “We have been very impressed with Prolan and apply it to our farm machinery to prevent corrosion and extend its useable life. It is so versatile and cost-effective – I would recommend Prolan to everyone.”

Witham Group Managing Director, Nigel Bottom, said Witham’s ambition with Prolan was to offer a solution to companies that are “actively addressing the use of chemicals in their supply chain and want to improve their sustainability credentials”.

For more information about Prolan, www.rdr.link/FFH028

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ADVERTISEMENT INDEX

AISIN-EUROPE SA ............................................outside back cover www.rdr.link/FFH100 Autoelectro ............................................................................page 21 www.rdr.link/FFH101 Bailcast Ltd ............................................................................page 45 www.rdr.link/FFH102 Ben .........................................................................inside back cover www.rdr.link/FFH103 BM Catalysts Ltd ..................................................................page 42 www.rdr.link/FFH104 Carwood Motor Units Ltd ....................................................page 19 www.rdr.link/FFH105 Dayco Europe ..........................................................................page 8 www.rdr.link/FFH106 European Exhaust and Catalyst Ltd ..................................page 4 www.rdr.link/FFH107 FAI Automotive PLC ............................................................page 34 www.rdr.link/FFH108 Jack Sealey Ltd ......................................................................page 13 www.rdr.link/FFH109

Kalimex Ltd ..............................................................................page 11 www.rdr.link/FFH110 Klarius Products Ltd ............................................inside front cover www.rdr.link/FFH111 KYB Europe ............................................................................page 39 www.rdr.link/FFH112 Lubriage Ltd T/A Mannol UK ............................................page 26 www.rdr.link/FFH113 MAM Software Ltd ..................................................................page 7 www.rdr.link/FFH114 Promotec S.r.l. ........................................................................page 23 www.rdr.link/FFH115 Ring Automotive Ltd ............................................................page 41 www.rdr.link/FFH116 WAIglobal UK Ltd ..................................................................page 15 www.rdr.link/FFH117 WD-40 Company Ltd ............................................................page 16 www.rdr.link/FFH118 www.pmfmag.co.uk ............................................................page 30 www.rdr.link/FFH119

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