Professional Motor Factor March 2021

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PROFESSIONAL

MOTOR FACTOR

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

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

MARCH 2021

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

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 21 ISSUE 3 MARCH 2021

CONTENTS

©Imran’sPhotography/AdobeStock

6-7 NEWS

15

BUSINESS & TRAINING

8-12

PEOPLE & INDUSTRY

16-18

MARKET TRENDS & ANALYSIS

REGULARS

EXHAUSTS & EMISSIONS

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

How Klarius Products produces its replacement exhausts ..........................................................24

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

Preparing your customers for a surge in MOT demand this month ..........................................25 BM Catalysts’ aim to keep its products in line with emissions regulations..............................26

Appointments ...................8 IAAF Update ....................12

STEERING & SUSPENSION

Talk of the Trade.............18 Why Alan Skuse Car Parts switched its steering and suspension parts supplier..................28 Environmental Insight ..20 What’s New? ...................33

An insight into Schaeffler’s latest FAG range ....................................................................................30 The service that Absolute Alignment can offer motor factors ....................................................32

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VIEWPOINT

Editor BEN LAZARUS Group Editor DANIEL ARON Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Account Manager ALANA ASHER Design DONNA BOOTH Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH Publisher BRYAN SHANNON Professional Motor Factor is an essential business magazine for those with decision-making responsibilities within motor factors.

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

Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk pmf@hamerville.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2021

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

A recipe for success Within the aftermarket, the idea that we are united and not alone is often reinforced. We are warned not to undercut each other in a ‘race to the bottom’, aftermarket businesses regularly use one another’s services, and a whole host of companies have aligned under the umbrella of the IAAF. These are just a few examples of the aftermarket working in collaboration, and this month’s issue of PMF really emphasises how important this is.

This cooperation can take many forms. For instance, page 9 details the improvements made to Cramlington Car Parts’ business when it took the decision to implement MAM Software’s Autopart Online and Autocat platforms. The motor factor managed to develop more streamlined and adaptable solutions thanks to the switch in software. This was particularly helpful during the COVID-19 crisis, with Cramlington’s Director Steve Wilson stressing how influential the platforms were in enabling his staff to work from home throughout the pandemic.

Another success story can be found on page 15, which explores PMF’s assessment of Automotive Automation’s Time Management and Attendance (TMA) software. A great example of two different parts of the automotive supply chain coming together, AutoMM’s Director Luke Bettles went above and beyond to adapt his company’s TMA offering to suit the needs of Autoparts South Wales. With delivery staff at the Welsh factor going in and out of the premises all the time, it was never going to be easy to find a suitable system to see who is on-site. However, AutoMM developed an NFC card with a chip inside so that staff could tap in and out of the building. Implementing this process may seem simple, but in enabling a motor factor to operate more efficiently, it highlights what can be achieved when two aftermarket businesses come together.

For this publication, perhaps the best demonstration of collaboration is a motor factor purchasing parts from a new supplier. Having had issues with its previous steering and suspension provider, Alan Skuse Car Parts discussed how it benefitted from stocking Delphi Technologies’ components (page 28). The factor’s decision to purchase Delphi’s parts reaped immediate rewards, with complaints coming to an instant halt and the factor able to offer its customers what they needed whenever they were called upon. Statistically, the partnership has proven to be worth its weight in gold; steering and suspension components grew from being worth 6% of Alan Skuse’s turnover in 2018 to 8% in 2020, and the company sold 9,100 units of the product group last year.

These acts of collaboration show that the aftermarket really can get it right, and we at PMF are asking you to help us help you. That’s right, it’s time for our annual reader survey! As loyal readers, this is your opportunity to voice your opinion on what we are doing right, what we are doing wrong, and what you would like to see more of. Make sure you turn to page 12 for more details.

Enjoy the issue and have a good month.

Ben Lazarus Editor

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NEWS IMI voices concern over deficit in completion of training and assessment for 2021 ©Kurhan/AdobeStock

The Institute of the Motor Industry (IMI) has identified a significant deficit in the number of MOT testers who have so far completed their training and assessment for 2021.

Steve Nash, CEO of the IMI, believes that the Government’s extension to MOT tests in 2020 is having a huge knock-on effect on MOT testers’ workloads. And, combined with the restrictions on numbers of technicians who can be in the workplace at any one time in Lockdown 3.0, this could result in a serious reduction in DVSA approved MOT testers in 2021.

“The bottom line is that if the MOT test market shrinks, this presents a real risk to road safety”, explained Steve. “We welcomed the announcement by the DVSA just before Christmas that the deadline for completion of the assessment for this year was going to be extended to 30th April 2021. However, what concerns us is that our industry professionals who are already under considerable pressure may leave taking the assessment until the last minute. And with the higher pass rate now required by the

DVSA, this will give them no room for retakes, meaning they could lose this important income stream for their business.”

Addressing the current heavy workload of many MOT testers, the IMI MOT Training and Assessment package has a focus on eLearning. The three-hour training module

can be completed in bite-size chunks.

Uniquely, it also gives technicians the opportunity to retake the assessment up to three times if they’re not happy with their score on their first or second attempt. This is particularly important as the DVSA now requires a pass rate of 80%.

New car registrations fall by 39.5% as showroom closures stifle demand The UK new car market fell by 39.5% in January, with 59,030 fewer registrations compared to the same month last year, according to figures published by the Society of Motor Manufacturers and Traders (SMMT).

Just 90,249 cars were registered as showrooms across the country remained shut, leading to the worst start to the year since 1970.

Demand remained depressed for both private buyers (-38.5%) and large fleets (-39.7%). Declines were also recorded in both petrol and diesel cars registrations, which fell by -62.1% and

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-50.6%, respectively. On a positive, however, battery electric vehicle (BEV) uptake grew by 2,206 units (54.4%) to take 6.9% of the market, as the number of available models almost doubled from 22 in January 2019 to 40 this year. Combined, BEVs and plug-in hybrid vehicles (PHEVs) accounted for 13.7% of registrations.

The effect of Lockdown 3.0 can be seen in SMMT’s latest market outlook. Having expected more than two million new cars to be registered in 2021, this forecast has now been downgraded to below 1.9 million given the more severe negative impact on first quarter performance and March in particular. The forecast does represent an increase of 15.7% compared to 2020’s ‘lost year’, but it would still be a very subdued market in historical terms, given the 10-year average new car market to 2019 was 2.3 million.

Mike Hawes, SMMT Chief Executive, commented, “Following a £20.4 billion loss of revenue last year, the auto industry faces a difficult start to 2021. The necessary lockdown will challenge society, the economy and our industry’s ability to move quickly towards our ambitious environmental goals. Lifting the shutters will secure jobs, stimulate the essential demand that supports our manufacturing, and will enable us to forge ahead on the Road to Zero.”

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ProMotorFactor

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

Glen Callum further enhances recruitment process Automotive aftermarket recruitment specialist Glen Callum Associates (GCA) has bolstered its services to clients even further.

GCA has remained active in the pandemic in making successful appointments as businesses shift focus. The company has expanded its resources digitally, and employers can now ask three key questions to candidates via recorded video before they move to the next stage of the interview process, whereby GCA can facilitate online interviews.

At final interview stage, the company also offers a free professional psychometric profiling and testing service for up to two final interview stage candidates, an approach employed by nearly all Fortune 500 companies. All of its new services available to exclusive clients are at no extra cost and are a fundamental part of its recruitment process.

Glen Shepherd, GCA director, said, “The past year has really demonstrated our capabilities as a recruitment agency, leaving no stone unturned in the recruitment process to ensure clients make a correct hire, so much so that we offer a free replacement

should an appointment be unsuccessful.”

The company’s highly experienced recruitment team are leaders in their field, specialising in jobs within the automotive aftermarket, engineering, and industrial

sectors. Its range of jobs include Senior Executive/Directorship, Sales, Marketing, Engineering, Distribution, Product Management, Technical, IT, Branch Manager, Dealership, and Operational roles.

OESAA reiterates COVID-19 support pledge by distributing thousands of new ‘We’ve Got You Covered’ workshop packs The Original Equipment Suppliers Aftermarket Association (OESAA) has reaffirmed its backing to the aftermarket by offering to supply 4,000 new ‘We’ve Got You Covered’ packs to workshops.

The initiative complements the ‘Back on Track’ campaign launched in July 2020, where 3,000 packs of point of sale and COVID-19 safety-related materials were distributed in a bid to promote a safe environment for technicians and their customers, as workshops reopened after the first lockdown.

Floor stickers, hygiene hooks, window stickers, A2 posters and washable face masks were all included in this initial delivery.

At the time, the ‘Back on Track’ initiative reflected the UK government’s ‘return to work’ message and the end of the MoT exemption, meaning more cars were likely to be on the road and workshops were looking after more vehicles than normal.

The message now, however, is very different: workers are currently being asked to work from home if possible and the general public urged to stay indoors; however, workshops and technicians are still busy servicing, repairing and testing key worker vehicles. OESAA has offered its support in this task by providing

more useful safety-related items, which will help workshops continue to be a safe place for technicians to work and for customers to visit.

After consultation with independent workshops, the new pack will include two OESAA-branded 500ml refillable spray bottles to be filled with surface cleaner, an anti-microbial key tray to help make vehicle handovers contact free, 25 B-pillar stickers to seal and protect the vehicle after servicing and prior to collection, and 25 flyers for workshops to give to customers containing safety-related information.

OESAA Chairman, Nigel Morgan, commented, “Both workshops and their customers have a duty of care to stay a safe distance apart to protect each other, and we hope the introduction of these ‘We’ve Got You Covered’ packs will help them achieve this.”

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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.

Trico

Sam Robinson, who has been at wiper system manufacturer Trico for seven years, has been promoted to Group Brand & Marketing Manager (Europe) at the company.

The move forms part of a strategic restructure following the rebrand in 2020 from Trico Group to First Brands Group. Sam will now have marketing responsibility for all First Brand Group companies in Europe, as well as helping to investigate future European development possibilities for other brands within the group.

Sam commented, “I’m thrilled to be taking on this new role within the company as we embark on another exciting period. In the seven years I’ve been at Trico, I’ve been involved with various aspects of the business, including product management, marketing and sales responsibilities, and I’m looking forward to using this experience to help develop our group brand structure and grow sales for all brands within the group.”

KCS KCS has appointed Anthony Cornwall as the Account Director of its automotive division. Prior to joining CDK Global, Anthony worked as a Senior Account Manager for KCS for just under five years, gaining an excellent understanding of the distributive trades sector and helping customers to improve operational control and profitability across their networks.

Anthony will be responsible for building and managing relationships with KCS’s key automotive customers, trade groups and catalogue data suppliers in the UK and Ireland, and will report to Andrew Wilkinson, KCS European Sales Director.

On his appointment, Anthony said: “I am extremely excited to take on this new position within the KCS Automotive Division at a time when there are many changes and challenges in the UK and Irish automotive aftermarkets. I very much look forward to meeting and working with our customers to help them to meet the challenges they face both today and in the coming years.”

“Anthony is a great addition to the team”, added Andrew Wilkinson. “He will help to keep our customers up-to-date with new product releases and system enhancements, and ensure they get the most from our growing number of products and services”.

TMD Friction To achieve its growth targets in the commercial vehicle market, TMD Friction has created a new key management position, and has appointed Oliver Hill as its new Global Sales & Marketing Director IAM Commercial Vehicles.

Oliver will be responsible for developing revenue streams and profits in the company’s commercial vehicle aftermarket division across all regions, and for the conception of innovative marketing strategies.

He brings with him more than 20 years of experience in the aftermarket, gained in a variety of sales and marketing positions. Clement de Valon, TMD Friction’s Executive Vice President Independent Aftermarket, commented, “Commercial vehicle products have always been a foundation stone of corporate strategy at TMD Friction. Oliver Hill is an experienced professional with a strong network, and we are delighted to have secured him for this role.

His fresh ideas in sales and marketing are a major enhancement to our commercial vehicle aftermarket division.”

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PEOPLE & INDUSTRY

FACTOR FOCUS

Going hard on software PMF looks into how Cramlington Car Parts has implemented MAM Software’s Autopart Online and Autocat platforms. ramlington Car Parts has experienced rapid expansion over the past few years, and with new business management software in place, it now looks forward to accelerating this success even further.

The single-site motor factor started using Autopart Online and Autocat from MAM Software in April 2020. Since then, the solutions have helped the business to become more streamlined and adaptable during one of its busiest years to date.

C

Choosing a cloud-based software solution

Steve Wilson, Cramlington’s Director, explained how opting for the cloud-based version of MAM’s business management software made the most practical and financial sense to the company.

“There are so many benefits to using Autopart Online,” Steve highlighted. “From a space saving perspective, we’re a onebranch business, so it didn’t make much sense for us to host all our own servers.

With the cloud, MAM takes care of all this on our behalf.”

The cloud also delivered unforeseen advantages for Steve and his team when a national lockdown was enforced in March

2020. Cramlington Car Parts had the latter stages of its implementation carried out remotely, as lockdown meant that the onsite training they had already started was no longer possible.

“Thankfully, we were at a point where we were able to go live,” Steve continued.

“MAM’s Professional Services team was available whenever we needed them and offered remote assistance, but the system was so intuitive we could easily pick it up as we went along.

“One of the biggest benefits has been the fact we can use Autopart Online from anywhere; this made it much easier to deal with lockdown as it meant we could work from home.”

Remote accessibility is just one of the areas where Autopart Online has already proved to be superior to Cramlington’s previous software. “We’re relying on Autopart and Autocat for absolutely everything we do – they are a pivotal part of our business.

“Processes are now at least twice as quick as they were with our old system. We use the software for all our business needs, including quotes, sales and order processing.”

The importance of Autocat

Autocat, MAM Software’s electronic parts catalogue, has also become a core part of

Cramlington Car Parts’ day-to-day business. The web-driven catalogue is integrated with Autopart and provides the most up-to-date component specifications from a variety of suppliers.

The retail side of Cramlington Car Parts has thrived over the past 12 months, and being able to access Autocat has helped the business remain both competitive and efficient.

Steve emphasised, “Quite simply, we couldn’t do without Autocat. It’s essential for the industry, as we need it for absolutely everything we do – you might as well close down if you haven’t got it!”

Positioning the business for future success

Steve hopes that Cramlington Car Parts will be able to further expand in 2021, and using Autopart Online will make this process much easier to manage. Existing members of the team have found it easy to learn how to use the systems, which will help the business when it comes to recruiting additional staff.

“As we’re using the cloud-based version of the software, it will be easy to add extra users onto our system. The scalability of Autopart Online is one of the features that appealed to us when we were looking for a new product,” added Steve.

Reflecting on the implementation and early stages of using the software, Steve revealed that he doesn’t know how the business ever coped before having Autopart and Autocat installed.

He concluded, “The software has been more successful than I could ever have imagined. I’m impressed, really impressed.”

For more information on MAM Software’s sofware platforms, www.rdr.link/FY001

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PEOPLE & INDUSTRY

INTERVIEW

Testing, testing James Douglas and Peter Whittaker, GS Yuasa Battery Sales UK’s Marketing and Product Manager, and Technical Services Manager, respectively, discuss the launch of the company’s battery and electrical system tester, the GYT250.

You’ve recently launched the new GYT250 battery tester. Can you tell us more about it?

Peter Whittaker (PW): It’s a multiple function tester that covers starter batteries in various technologies. It also includes additional functionalities not available in the market in the form of leisure battery tests. The tester also benefits from the inclusion of starter, alternator and earth tests for an all-round testing package for workshops and distributors. A feature that is new to the market and not seen on any other tester is a larger than average LCD colour display screen with a very clear picture-based menu structure.

James Douglas (JD): The key point to note is the GYT250 is a battery analyser and tester that has been developed by a battery company. No one knows batteries like GS Yuasa. We’ve worked with our technicians and scientists in our labs to make sure that this is the most accurate tester that’s available for warranty, in car health check and stock check.

We know that garages want something that is easy and simple to use, so as well as making it accurate, we’ve worked to make the GYT250 the most user-friendly and fastest tester available on the market. The user interface is intuitive, incorporates colour and is easy to use. As it’s developed by us and has the most up to date algorithms, made by GS Yuasa, it is going to be the most accurate tester garages can get.

Q

Why have you developed this tester and how will it benefit technicians?

JD: We know how important it is for our customers to be able to check every battery, to understand failure modes, and

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10 PROFESSIONAL MOTOR FACTOR MARCH 2021

to test for returns properly.

Our ‘Always Check the Battery’ programme states that anyone dealing with batteries should be testing the battery on every vehicle coming in. This is particularly important now in these periods of reduced usage due to lockdowns.

Even before the usage changes this year, one in 10 vehicles potentially needed their battery replacing because it would have failed in the near future. By testing every battery, garages are not only helping the customer out by preventing a failure, but by taking the sale and not allowing it to go to the breakdown service, they’re benefitting themselves.

Another reason for developing the GYT250 is that businesses need to be able to test battery warranties effectively in order to make sure they are only honouring genuine warranty returns. They need to understand the failure. This helps the customer as well because if they are doing something detrimental to their battery, they would like to know how to prevent this in the future.

A battery that has failed due to reduced usage is not covered under warranty, so the GYT250 will be able to help users identify that.

The GYT250 also allows distributors and workshops to test their stock batteries, so they can handle their stock correctly.

This is to make sure that when they are selling batteries, they are being stored and sold in the best possible condition.

The battery is just part of an electrical system of a vehicle, so this tester can accurately test the battery and also check the starter system, alternator and earth.

Therefore, it will not only give a really accurate diagnosis of the battery, but also an entire overview of that car’s electrical charging system.

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PEOPLE & INDUSTRY

How does it differ from general battery testers currently available on the market?

PW: The majority of tester manufacturers on the market are copying each other, to some degree. The benefit of a battery manufacturer producing this type of tester is that we verify the CCA results in alignment with real world cold cranking test data at -18°C. This is something that other manufacturers generally don’t have access to because of the costs involved.

Overall, the tester is not just designed for testing GS Yuasa batteries, it has algorithms for general health checks of any manufacturer’s battery coming into a workshop. In addition to that though, for the distributors, the warranty algorithm is tuned specifically to GS Yuasa batteries because of historical testing. It has allowed our engineers to build an image of what constitutes a reject or a valid replacement.

You also have a back-loaded motorcycle list of GS Yuasa products which is based on real world CCA capability, not just the label rating. It is the most accurate motorcycle battery tester on the market.

JD: We have tested a lot of other

INTERVIEW

£600 to get their hands on a tester. It doesn’t need to be that expensive! We’ve developed this to be good quality but at a competitive price point. Our mission is to get everyone testing batteries to improve their customer service and increase sales.

Q

How does this fit in with the ‘Always Check the Battery’ scheme?

JD: The ‘Always Check the Battery’ scheme has been taken up by thousands of garages across the country, and these garages are all using their entry level battery testers. What we are now hoping is that because they have gotten used to testing batteries, this new piece of kit is going to give them more potential.

It gives technicians more functionality, and as it is reasonably priced, there is a natural progression from the small ‘Always Check the Battery’ tester to a GYT250 tester. It effectively gives workshops more beneficial features with the same ease of use and user-friendly design.

Q

manufacturer’s products to help develop the GYT250, so we know the algorithm is far superior. In addition, we have also included easy to use features such as, ‘repeat last test’, a ‘quick test’ function, and an SD card to store and process test results.

The GYT250 has EFB and AGM algorithms as well, not just for automotive products but for commercial vehicle batteries, too. We have refined the CV battery test algorithm to better suit the large plate surface area of commercial vehicle batteries.

We have also developed this tester at a really sensible price point. We don’t believe workshops should have to pay £500 or

For more inforamtion on the GYT250 battery tester, www.rdr.link/FY002

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PEOPLE & INDUSTRY

IAAF UPDATE

IAAF appoints Richard Welland as President

The IAAF has appointed WAI UK Managing Director Richard Welland as its new President, taking over from Terry Knox, who stepped down at the federation’s AGM on 11th February.

With extensive experience in the automotive industry and a proven track record of growing each business he has worked in, managed and owned, Richard has presided over numerous mergers and acquisitions, as well as being a pioneer in breaking down the boundaries over supply and price issues. He has also been an active IAAF council member and treasurer for more than 10 years.

In the past year, Richard has been instrumental in ensuring the automotive aftermarket can continue to trade and

operate safely during the pandemic, bringing to market bespoke solutions in the Steri-7 vehicle sanitiser kit and Steri-7 retail bottle.

On his new appointment, he said, “I am truly honoured to be elected President, and believe the IAAF represents the very best of our industry. It is important, now more than ever, that the industry unites under the Federation as it continues to operate in an environment of a post-Brexit trade deal, legislative changes and the coronavirus pandemic.”

U P D A T E

Wendy Williamson, IAAF Chief Executive, added, “Richard’s enthusiasm for the automotive aftermarket and IAAF activities is so important as the entire industry faces its most challenging time. I look forward to continuing to work closely with Richard, the board and the wider IAAF council on protecting the rights of the automotive aftermarket.”

For more information, go to www.rdr.link/FY003

PROFESSIONAL

MOTOR FACTOR you! s

THIS MONTH, WE AT PMF NEED YOUR HELP! OUR READER SURVEY ISN’T GOING TO FILL OUT ITSELF!

Need

We value the feedback and opinions of our readers here at PMF, and we want to continue bringing you the most relevant and informative content possible, both in the magazine and on our website.

In order to do that, we need to hear from you, the readers!

If you’d like to have your say, why not fill out our reader survey?

YOU CAN FIND THE SURVEY BY FOLLOWING THIS LINK: WWW.RDR.LINK/FY004

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BUSINESS & TRAINING

Keeping track PMF breaks down Automotive Automation’s TMA offering, with an insight into how it has benefitted Autoparts South Wales.

S

ince its formation in 2016, Automotive Automation (AutoMM) has enticed a whole host of motor factors to take up its software offering, with its systems enabling businesses to run smoother than ever before.

While the company’s Vision Mobile application has been at the forefront of this offering and has perhaps taken the limelight, Vision TMA, AutoMM’s time management and attendance system, must not be forgotten. Its original function was to display real-time staff clocking activity and staff locations, but the team at AutoMM has given

the system a facelift. Luke Bettles, the company’s Director, commented on the newlook TMA offering: “After launching the system last year, we have successfully implemented TMA units in a number of factors, and even some garages. TMA v.1 was designed to run on wall mounted tablets that provided a reliable, easy to use, affordable time management and attendance solution for organisations of all sizes.

Case study One factor that has reaped the rewards of putting this newly adapted system into place is Autoparts South Wales. PMF spoke with Nick Edwards, the company’s Director, who had nothing but positive things to say about the software.

“Our HR team informed us that we needed a system that could let us see who was on board, but we couldn’t find an effective solution, particularly with the impact of COVID-19. I then had a conversation with Luke at AutoMM, and he was really helpful. Although I was initially sceptical of AutoMM’s TMA offering – because our drivers are often out 12 times a day – Luke listened to what I was looking for and did everything he could to adapt in order to

suit our business.

“AutoMM developed an NFC card with a chip inside so that each member of staff could tap in and out as they entered and exited the premises – it’s similar to an Oyster card!

“Its primary function is to determine who’s on-site for safety purposes, but it can also allow us to see whether our drivers are leaving and arriving for their deliveries, as well as checking whether staff are on time for work. All in all, the system is great!”

SOFTWARE

“Since then, we have had a major overhaul and redesigned the clocking in unit, bringing upgrades to functionality, features and design. These new units run on a pre-programmed microcontroller connected to a high resolution 7” touchscreen fitted in a bespoke casing.

“The new TMA unit’s biggest improvement over the original is the introduction of contactless clocking in. Staff members can simply place their clocking cards or key fobs near the side of the unit to clock in or out without touching it. As well as offering a contactless approach to clocking activity, the RFiD scan is registered on the unit in less than a second, speeding up the process of staff coming into the premises and reducing bottlenecks at the entry point.

“The cases fabricated for each unit can be designed to fit in with each customer’s branding, ensuring a seamless fit with existing factor site design and decoration. We design each order of a bespoke unit to include the customer’s logo and colour themes.

“What hasn’t changed is the easy to use, secure control panel to manage staff, access clocking information and download staff activity reports. Once added, supervisors can manage holidays, sick days and view whether staff are on or off site at a glance. A number of reports can be compiled, including a payroll report that can be tailored to import into existing accounts packages, such as Sage.

“Customers that are also signed up to Vision Mobile can view staff clocking activity within the app, including sick days and holidays. MAM Autopart users can link sales operator codes to staff and view their sales performance figures.”

For more information on AutoMM’s TMA software, www.rdr.link/FY005

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MARKET TRENDS & ANALYSIS

BREXIT

The ‘B’ word

Shaftec’s Joe Toakley discusses how the company has continued to thrive despite the omnipresent threat of Brexit.

T

o be honest, through a combination of holding over £5million worth of stock at any one time, the Shaftec USP of our complete remanufacturing process taking place under one roof in one UK location, and because we’ve been planning for all eventualities Brexit was likely to throw at us, it’s really only had a minimal impact on the company now that it’s actually happened.

The bottom line is that our business model means that Shaftec can always guarantee constant availability, enabling our customers’ businesses to carry on, whilst competitors may struggle to get a full supply of parts into the country.

In order to safeguard the interests of our customers, all business plans over the past few years have taken Brexit into consideration. In terms of being good at things, our planning and forecasting skills are up there with our remanufacturing prowess, so we were never going to be left out in the cold! Operating under one roof – from accepting and sorting old core through to testing each product to be shelf ready – and having the room to keep a hefty stock of any ancillary parts that we do source from OE suppliers in Europe massively reduces any problems we might

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encounter with shipping delays.

All of this preparation was incredibly important when it came to ensuring we didn’t run into any problems supplying our customers throughout 2020. We constantly hammer home the message that range and availability are key, a message which has never been more important! This worked extremely well for us during the height of the pandemic, as availability levels remained good despite seeing an increased demand in the latter part of the year.

Because of our attention to detail, we test every individual part – there’s no batch testing here! As a result of what has become a literal obsession with stockholding, we’ve been able to not only ride the storm, but to thrive under difficult market conditions.

As we move further into quarter one of 2021, we have everything in place. We intend to focus on new to range parts to keep pace with the ever changing car parc, especially in regards to electric steering.

Production is running at capacity, shelf stock levels are extremely healthy, any expected shipment delays of ancillary parts have been factored in and will not affect production levels, and with vaccinations in full swing, we can see a positive path for 2021.

For more information on Shaftec, www.rdr.link/FY006

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE Kicking off the March issue’s Business & Training feature was Hayley Pells, Director at Avia Autos, who assessed the role of business strategy against the backdrop of the pandemic. Noting that business plans often get left on the back burner, Hayley stressed that this attitude may change as a result of the events of the past year. The first lockdown enabled a lot of workshops to thoroughly examine their processes, develop forecasts and create a business plan to adapt to the unfolding situation.

With this in mind, she insisted that it is never too late to employ a strategy, and it doesn’t need to be a highly polished document; if it develops your thoughts and is clearly communicated, it is fit for purpose. When developing a strategy, a popular method is to decide what you would like to achieve in the short term, medium term, and long term, with the short term plan, for example, being something as simple as finishing early on a particular day, and deciding what you need to do to make that happen. Hayley suggests following this method for the medium and long term, too.

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

Another leading figure at a garage, Tina Drayson of CCM, had an interesting message that could certainly be applied to factors. Whilst a workplace culture is an idea that is more commonly associated with big corporations, it can be extended to the independent sector, too. Culture is about having a place of work where every member of staff feels valued and respected, and for business leaders, it is important to have a vision of how to cultivate this, a vision that will provide every member of the team with the motivation to match their expected work ethic. On top of this, enabling your staff to keep learning and giving them every opportunity to train and learn new skills will build a culture, especially as nobody can ever say that they are fully qualified. Taking a step back and giving staff autonomy – perhaps by even asking them to set their own goals – will empower them, whilst listening to them, communicating with them, trusting them, and accepting that mistakes happen will help them to reach their full potential.

A Special Report in the issue reviewed the potential of the Institute of the Motor Industry’s (IMI’s) partnership with digital training partner VOCANTO to make electrical vehicle education readily accessible to all who need it. For some time now, the IMI has been stressing the need for automotive technicians to undertake suitable training so that they can work with electric vehicle technology safely and professionally. The digital platform will be launched in two phases, with phase one granting access via an annual licence scheme, and organisations that are keen to provide access to their employees/students will receive a number of ‘redeem codes’. Phase two will be rolled out later in the year, and will enable participants to sign up to individual modules. It is important to note that IMI membership does not automatically enable access to the VOCANTO portal, but there are plans for combined offers to go alongside IMI membership. During the pilot scheme, the IMI made both light vehicle and EV lessons available to the participants. PMM’s special report noted that the platform’s potential is “almost limitless”, with opportunities to include further modules on any number of automotive topics.

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In the Tools & Equipment feature, PMM readers were informed how the development of WD-40 Flexible has led to the ideal lubricant solution for technicians. A well-known product, WD-40 Multi-Use is often thought of as a staple, go-to product for any technician caught in a tight spot.

Recognised for its problem-solving capability when faced with anything from releasing seized and rusty bolts, removing impurities, helping to eradicate water from electrics and cleaning dirty tools, to safely lubricating any moveable parts, how could WD-40 improve on the product? WD-40 Flexible is a hard-wearing, heat resistant, pliable ‘straw’ that maintains its ability to feed WD-40 to exactly the right spot even if curved round the tightest of bends. Affixed to a taller, thinner 400ml can that cleverly reduces overuse and waste, as well as allowing for the longer flexible straw, the new system enables even the tightest of corners to be precisely targeted without any waste. WD-40’s designers have incorporated ‘Spray 2 Ways’ technology that turns the precise and direct flow into a wider spray that can cover larger areas.

Andrew Goddard, Chairman of the Verification of Lubricant Specifications (VLS), started off the Exhausts & Emissions feature by noting the impact of ultra-low viscosity lubricants on reducing vehicle emissions from modern vehicles. For emissions purposes, smaller engines are running at higher temperatures, maximising efficiency, power output, and fuel economy. In order to support this improved engine performance and

INSIDE THE ISSUE

fuel economy, less viscous, synthetic oils have been developed. The aforementioned changes in engine design have triggered an update to the ACEA sequences, which identify relevant performance standards for lubricants specifically tailored to the European market. The upgraded sequences are expected to be released later in 2021, but whilst they may do an important job to help reduce emissions, are they suitable for the ageing vehicles being serviced in the aftermarket?

Traditionally, when new oils are developed, they were designed to be ‘backwards compatible’, but with modern engines developing so quickly, this is becoming increasingly difficult.

Finally, in the MOT feature, MAM Software put forward its Autowork Online system as a way for garages to cope with an upswing in MOT demand. Able to reduce the administrative burden of taking bookings, it is also capable of making the entire process as streamlined and profitable as possible. In regards to the tedious challenge of ensuring that motorists remember to book their service, Autowork Online is able to send out automatic reminders via text message when the time comes for a customer to arrange their MOT. In the modern age, motorists have come to expect being able to make online bookings for a range of services, and MAM’s system enables them to see which time slots are available to be booked. Even in difficult circumstances, garages can access their system from anywhere that they can acquire a suitable internet connection via the system’s cloud-based solution. On top of this, the system enables garages to retrieve previous MOT information on demand, and its deferred work feature automatically sends out text and email reminders of jobs that will need to be completed in the near future.

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ENVIRONMENTAL INSIGHT

LIVING IN THE PRESENT RANDSTAD, THE UK’S EXCLUSIVE DISTRIBUTOR FOR TERRACLEAN, PUTS ITS CASE FORWARD FOR THE NEED TO FOCUS ON PROPERLY ENFORCING THE CURRENT EMISSIONS REGULATIONS RATHER THAN FOCUSING TOO MUCH ON THE 2030 PETROL AND DIESEL DEADLINE.

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ith new cars and vans powered wholly by petrol and diesel not permitted to be sold in the UK from 2030, emissions specialist Randstad is calling on the Government to assist people and businesses in the gradual transition to cleaner fuel technologies, advocating some of the solutions currently available and urging the enforcement of existing legislation surrounding emissions reduction.

Martin Dowd, Randstad Managing Director, commented, “With a number of unknowns surrounding the 2030 target, it would be responsible to focus on the continued reduction of emissions, as dictated by the annual MOT, and a more stringent means of enforcement on companies that bypass the technologies in place to reduce emissions.

“Some automotive businesses are known to offer DPF removal services which, whilst legal, will be contributing to illegal activity once any motorist uses a car with one removed.”

This sentiment was echoed by the DVSA, which added: “Any MOT tester knowingly passing a car that doesn’t have a DPF or is involved in their removal faces ‘serious consequences’, and is ‘harming the environment and committing fraud’”.

According to environmental lawyers ClientEarth, 75% of air quality reporting zones are still emitting illegal levels of pollution, with 2019 figures showing that 33 out of 43 national reporting zones were breaching legal limits for nitrogen dioxide (NO₂) pollution.

Many sources are suggesting that the coronavirus pandemic brought about a significant reduction in air pollution as a result of the first national lockdown, with many businesses being forced to close and a high number of vehicles not in operation.

However, with air pollution levels already on the rise again and evidence from Washington University indicating that air pollution may be partially responsible for the rapid spread of COVID-19, there is mounting pressure to introduce Clean Air Zones in major cities throughout the UK, despite Leeds, Birmingham and Bath being pushed back to at least 2021.

Randstad, through its network of more than 500 service centres, is actively highlighting its services as a viable option for reducing harmful emissions.

Martin added, “There’s no doubt the UK could do more now to reduce emissions. The solutions available from brands such as TerraClean illustrate the effectiveness of emissions reducing services such as DPF cleaning. With this in mind, they serve as a clear opportunity for motorists, businesses and the Government to act now and improve air quality for the UK public.

“Despite the introduction of the Clean Air Zones being pushed back, it’s still imperative that technicians and motorists are doing all they can to reduce emissions and protect the environment as best as possible.”

For more information on Randstand and TerraClean, www.rdr.link/FY007

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SPECIAL REPORT

BEHIND THE SCENES

Inside the lab PMF gets an inside look at what goes on in the Morris Lubricants laboratory.

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arrell Bates flicks on the lights and lets the Morris Lubricants laboratory door close firmly behind him. It’s 7am, and he is the first to arrive.

The room is cool and will stay that way to protect the integrity of samples – over 5,000 are tested and processed here every month.

The ambient air-conditioned environment is also a critical safeguard against overheating which could impact the performance of equipment and computer systems.

On shelves and in cabinets, there are rows of neatly arranged bottles. Some are marked hazardous, others wait in line for examination, but until Laboratory Supervisor Darrell has run a series of instrument calibration tests, they will remain on the todo list.

Employing the use of specialist fluids and internal oil samples, it is Darrell’s responsibility to make sure everything in the lab is fully functional and ready for the day ahead. After that, a digital Laboratory Information Management System (LIMS) will take over to track, log and analyse data,

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22 PROFESSIONAL MOTOR FACTOR MARCH 2021

flagging any inconsistencies or anomalies that might be indicative of an issue.

Darrell, who heads a team of four, and has been with Morris Lubricants for a total of 32 years, says despite significant advancements in technology during this time, it’s the staff, including Lab Chemist Thomas Roycroft, which are “the most impressive kit in the laboratory”. Their wellbeing, he says, comes above all else.

“Within a family-owned company, you are a person, not a number,” he commented. “We have numerous solvents, acids and alkalis, naked flames and other reagents that have to be used correctly, and with the appropriate personal protective equipment. We also have to social distance and mask up when necessary, with plenty of hand washing and sanitising.”

Dedicated to three key areas – Product Quality Control, Equipment Condition Monitoring and Product Investigation – and with approximately 650 active formulations in the company’s catalogue, the department’s capacity and capability for testing and product development is considerable. Committed investment in the latest, most-advanced equipment and technologies is a key factor.

“As lubricant specifications move on and become more complex, they often dictate new test methods which require new equipment,” added Andy Litchfield, who in his role as Technical Director, oversees the laboratory and technical teams, which work together on research, new formulations and day-to-day testing.

“The Morris family have always purchased what is required because product quality is key to the success of the company, and without the correct test equipment you cannot guarantee the highest quality. Their support allows us to keep up to date and compliant with new and evolving demands.”

With a combined cost of approximately £75,000, recent upgrades include a new Fourier Transform Infrared Spectrometer (FTIR), which is used to identify organic materials, and an X-Ray Fluorescence (XRF) machine, which measures elemental content to help the team ensure they are adding the correct amount of performance additive, which can often contain elements such as calcium or zinc.

Operating a staggered shift pattern, the laboratory team processes incoming and outgoing materials throughout the working day. Samples arrive from on-site locations such as blending tanks and filling lines, as well as from customers out in the field.

Darrell added, “We test empty tankers as

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SPECIAL REPORT

well as deliveries for moisture and cleanliness. Our products are tested all the way through the process of production, guaranteeing quality to the end user.”

Methods of testing can range from a simple ‘appearance’ assessment that evaluates a lubricant’s clarity, colour, texture and smell in minutes, to a more complex, temperature dependent analysis, which can take up to three days.

Two years into his role as Lab Chemist, it’s this comprehensive level of investigation, as well as that of product development, that has surpassed Thomas Roycroft’s hopes of what his role would entail.

“I wanted to diversify, enhance and develop the skills I had gained so far,” said Thomas, who has combined learning on the job with the training offered by the company in partnership with the United Kingdom Lubricants Association.

“The depth of processes required from start to finish when we’re formulating our products has surpassed my expectations.

Certain products have a vast number of raw materials that need to go in for the oil to meet the performance demands that it will endure in its lifetime.

“This therefore requires an extensive test suite: from boiling point checks, running a viscosity check at -40°C, seeing how it fares against corrosion, the list goes on.

Only then, once everything has been given the all clear, we can ship out to customers knowing that it’s going to exceed requirements and excel in the application that it is going to be required to go in.”

With three decades of experience at Morris Lubricants, Andy Litchfield has been integral to building and maintaining the company’s reputation for producing quality oil. A fundamental part of this, he believes, must be attributed to using high quality base oils and additives, and he

commented: “If you are formulating something, you need to have a very good understanding of what is available to make that product, depending on what properties you want it to have.”

According to Andy, a benchmark of the company’s success is the strong relationship built with leading base oil suppliers. “The quality goes back to the very start, in terms of the raw materials that we buy. We work closely with respected and globally recognised base oil and additive providers to develop the correct formulations for our products, so our products can be trusted to be fully supported by testing and validations.”

With much of the laboratory team’s work taking place behind the scenes, occasionally a VIP will knock at the door hoping for a sneak peek. Happy to oblige – before the pandemic – the team have welcomed Princess Anne, Suggs from Madness, and Guy Martin.

“Guy’s reaction to the lab was a great compliment,” said Automotive Product Manager, Adrian Hill, who gave the Morris Lubricants Racing Ambassador his tour.

“There’s no doubt our enthusiasm is infectious, but when you are talking to someone as knowledgeable as Guy, and you see how surprised he was by the extent to which we test the products to ensure quality and performance with every batch we make, that really is an endorsement of the work we do here.”

Reflecting on his visit, Guy noted how the reality far exceeded his expectation that “it was just a few blokes in a shed in Shrewsbury.”

He added, “The lab is immaculate. I saw what they’re doing and thought, ‘you’re not messing about are you?’ When you see what goes into the blending and testing of the oils it’s amazing.”

BEHIND THE SCENES

For more information on Morris Lubricants and its products, www.rdr.link/FY008

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EXHAUSTS & EMISSIONS

An exhaustive approach Klarius Products’ Head of Research and Development, Doug Bentley, reveals how the company produces the replacement exhausts that serve the aftermarket.

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s anyone who has gone through the process of repairing their car knows, choosing high quality replacement components is key to securing long term vehicle reliability. This principle is especially true of exhausts.

Our range of over 11,000 products is designed to meet the exhaust replacement needs of passenger and light commercial vehicles on European and UK roads. We offer components to fit petrol, diesel and hybrid vehicles of almost any age and design.

This breadth of range and high standard of quality is enabled by an extensive engineering capability at Klarius in Cheadle, Staffordshire. Our process for developing and manufacturing aftermarket emissions control components is comprehensive. Manufacturing a premium replacement exhaust requires a quality driven approach from initial prototyping right up to the finished product. This attention to detail means we are established in original equipment supply for leading OEMs as well as the aftermarket.

Developing an optimal replacement exhaust

After we have assessed relevant market data to identify vehicles that require replacement exhaust components, we begin the prototyping process by looking closely at the OEM component. By conducting indepth analyses, we can model the Klarius design in CAD programmes. Utilising the resulting 3D model, we then construct a physical prototype. We also source an example of the vehicle we are developing the part for – ensuring it is of correct

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marque, model and production year. Once this process is complete, testing can begin.

Testing has two key aims: to assess overall fit and operational performance. With the correct test vehicle, we can benchmark the prototype component against the OEM equivalent.

Our dedicated track allows us to test the levels of noise at the tailpipe, noise during a drive-by, and levels of back pressure of both parts in-house. This helps to optimise the prototype component and ensure that it matches or even exceeds the performance of the OEM part.

A type-approval witness test is the next step.

Government test engineers from the VCA or TÜV join us as we demonstrate both our prototype design and the OEM equivalent. After our part passes, we submit the relevant documents and design drawings, with the government agency then issuing our design with a type-approval certificate – the EU standard for legislative compliance.

Manufacturing a quality exhaust

With development now complete, we move onto the production process.

All of our exhausts are manufactured from a special grade of aluminised steel, which offers increased corrosion protection as well as improved resistance to the shocks and vibrations associated with road usage. For welds, we use a specially developed material solution that provides a strong, corrosion-resistant connection.

Our exhaust production process is highly automated, which ensures consistently high quality. A prime example is the exhaust tube, which is produced by six-metre-high vector pipeline machines.

Each machine forms and welds sheets of aluminised steel into a long loop of precision welded tube. This tube loops above the machine and down to the bending and cutting head. Operating on its own hydraulic system, the head can turn 360° continually in any direction. This allows for varying exhaust tube designs to be easily accommodated.

Due to our rigorous testing regime, we can also ensure the quality of additional devices within the exhaust design. Our catalytic converters incorporate the correct levels of precious metals such as rhodium, platinum and palladium, so that the device reduces emissions to meet type approval standards to Regulation R103. Internal baffles and noise reduction packaging is optimised to ensure that OEM levels of backpressure and efficiency are also preserved. Fitting kits are also offered with all our exhaust designs, which means straightforward exhaust installation on the ramp and a long service life.

For more information on Klarius Products, www.rdr.link/FY009

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EXHAUSTS & EMISSIONS

©olando/AdobeStock

Coming to your sensors Mark Hallam, Marketing Manager at NGK Spark Plugs UK, urges factors to ensure their garage customers are prepared for a surge in demand for MOTs this month.

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uring the first national lockdown last spring, vehicle owners were granted an emergency six-month MOT exemption as part of the ongoing fight against coronavirus.

However, the Government has not made any such announcement during the third lockdown, which means that if a motorist’s MOT is due to expire this month – which sees the introduction of the new 21 car registration plate – they need to book a test and take their car to a garage as normal.

March will consequently be a busy month for MOTs, and many thousands of vehicles will fail the test on emissions, which will lead to increased demand for the replacement of lambda sensors.

NGK is the world’s largest manufacturer of lambda sensors, and supplies a range to the UK aftermarket under the NTK brand name.

There are good reasons why we believe that NTK Lambda sensors are the number one choice of vehicle manufacturers (VMs) around the world; they are similar but different. The experience we have in supplying VMs across the world enables us to offer exactly the right sensor for every vehicle application.

Factor focus

Factors should encourage garages to always go with a bespoke OE-quality lambda sensor and steer well clear of ‘universal’ sensors. A ‘universal’ lambda sensor is designed to cover as many applications as possible by splicing in the connector from the unit being replaced. In theory, this sounds like a good idea, but in practice, the potential for a mismatch with the vehicle’s system, or subsequent premature failure, is very high.

With this in mind, factors can help to educate garages by ensuring they fit a new NTK Lambda sensor whenever they replace a vehicle’s catalytic convertor.

A worn or failed sensor can result in drastically reduced control of the fuelling system, which could result in increased fuel

consumption, uneven running, generally poor performance, or failure of an MOT emissions test, so replacement is good news for the motorist, the garage and the factor.

We recommend that the function of the sensor is checked every 20,000 miles or annually. The emissions check as part of the current MOT test samples the exhaust gases to monitor the efficiency of the engine, exhaust system and engine control systems. The lambda sensor is a vital part of this system, and its function is therefore influenced by many other components.

A malfunction of an associated part may directly impact the performance of a sensor. An oscilloscope and gas analyser is a much more accurate way of assessing sensor performance than relying on fault codes alone. Garages need to look for slow response times, output range and heater function.

Contaminants from poor quality oils and fuel which remain in the exhaust gases can become deposited on the sensor element, affecting its operation. Even coolant from a leaking head gasket can reach the element.

For more information on the NTK range of lambda sensors, www.rdr.link/FY010

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EXHAUSTS & EMISSIONS

BM Catalysts’ Commercial Director, Mark Blinston, discusses the R&D steps taken by the company to ensure its products are in line with emissions regulations.

Under control A

s with many other industries, the growing pressure from the UK Government and global legislators on consumers to reduce their carbon footprint has naturally forced the automotive aftermarket to react sooner rather than later to meet the rising pressure and provide motorists with an efficient solution.

Although zero-emission alternatives are available, new car sales fell by 40% in January 2021 in comparison to January 2020 as a direct result of the ongoing pandemic.

Most EV registrations in 2020 were for company cars, indicating that private buyers need stronger incentives to make the switch, as well as more investment in charging infrastructure, especially public on-street charging.

There is no denying that there is a clear shift in the direction of travel towards cleaner fuelled vehicles, but on the ground, more drivers are now holding on to internal combustion engine (ICE) vehicles for longer periods of time, and this presents an opportunity to forward-thinking aftermarket companies.

The UK aftermarket has specialist knowledge, experience and expertise in abundance, and is no stranger to adapting quickly to meet ever-changing demand and a diverse vehicle parc.

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As a sector that has often had to be proactive to thrive and survive, there is a prosperous future ahead for the automotive aftermarket. This is particularly true for companies with effective R&D procedures in place that enable them to make products that can effectively control emissions, and that motor factors can have confidence in stocking.

Identifying market trends

By investing in an extensive product development programme, companies are able to keep a close watch on market trends and identify future popular parts before the market demands them.

This enables them to be proactive and always remain one step ahead, as they can forecast product surges and ensure they have the appropriate levels of stock necessary to meet demand, without

affecting delivery times.

As well as regularly introduced new-torange parts to expand vehicle parc coverage, BM Catalysts also carries out ongoing R&D work to identify additional fitments, offering greater choice to motor factors.

Testing

With two hi-tech manufacturing facilities and an additional warehousing site covering a total of 163,000 square feet, BM Catalysts is committed to an extensive testing programme that enables the company to bring innovative product developments and precision engineering to the aftermarket. This includes significantly testing the parts on vehicles before they are submitted for homologation.

BM Catalysts’ range of homologated cats and DPFs are tested in accordance

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with relevant emissions standards for vehicles the product is designed to fit and in accordance with Regulation 103R, ensuring confidence in their performance in comparison with an OE product.

Embracing new technology

As well as using the best materials possible, we use advanced techniques to ensure everything from sub-components to finished products are designed to the highest possible quality and fit.

Continual investment in the latest high-tech machinery ensures the company remains at the forefront of development and new technologies. It also means that 90% of the components used in finished products are manufactured in-house to ensure total control over quality. For example, our lambda sensor ports are 14% thicker than those of other suppliers in order to reduce the defect rate during the welding process.

It also uses CNC milling to refine its processes, with the technology allowing quick and easy production of large batches of flanges, as well as guaranteeing accurate repeatability.

BM Catalysts parts are patterned from OE, including the use of innovative technology, such as laser mapping, to replicate OE standard fit. Parts are also manufactured from 409 grade stainless steel, which is preferred by OE manufacturers due to its strength and resistance to corrosion.

What’s more, its 1D tube benders create extremely tight bends in the pipe work, which is essential for the manufacture of tubular maniverters.

Educational insight

With demand constantly changing, ongoing education and insight is key, and it is therefore important to offer support and continually listen to partners and the wider aftermarket.

By working collaboratively with customers and offering technical support where necessary, such as fitting kits, helplines and online videos, BM Catalysts is able to identify trends and potential issues, and adapt accordingly.

We have dedicated product development analysts who constantly monitor vehicle figures in global markets, along with automotive design, technology and construction to ensure the research and development department is well ahead of the game.

For more information on BM Catalysts, www.rdr.link/FY011

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STEERING & SUSPENSION

A smooth transition PMF reports on how Alan Skuse Car Parts benefitted from switching to Delphi Technologies for its steering and suspension requirements.

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lan Skuse Car Parts will be a familiar name to many garages operating in the South West. Established by Alan Skuse and his wife Trina in 1978, the business has grown from what started as a small operation out of their cellar to now encompass four outlets in Plymouth, Kingsbridge, Saltash and Ivybridge.

Although the business has enjoyed significant growth in terms of size, customer base and the sheer number of available products, it still operates with the same traditional values of quality and service that it was founded on. It is still a family-owned business, too, with the couple’s son Matthew in the role of Managing Director, and Alan, now in his 80s, still assisting clients that he has known from the company’s early days.

With loyal customers and an enviable reputation for supplying a winning combination of superior parts (the business will only supply components that meet or exceed OE-specification) and knowledgeable support, Alan Skuse Car Parts is understandably comprehensive when it comes to considering a new supplier.

In 2018, encouraged by its experiences with the company’s ignition, filtration and engine management products, the business took the decision to switch to Delphi Technologies for the supply of its steering and suspension components.

“We’d had some quality issues with our previous supplier, and this, coupled with our knowledge of Delphi Technologies and our customers’ positive perception of the brand and its products, was a key driver in making the switch,” said Chris Sandison, Buyer at Alan Skuse Car Parts.

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STEERING & SUSPENSION

“It was the right decision, too,” Chris continued. “The complaints stopped overnight, and the quality gave us added confidence to question any returns. If a customer called with an issue, then we knew there was a high probability that it had been caused by incorrect fitting, rather than a defect with the actual product.

“The level of applications fitted our requirements, but we also had to consider range growth. We have over 1,100 steering and suspension part numbers on our system, and the emergence of new lines helps us to keep serving our customers – it’s rare that that we can’t find a Delphi Technologies component to meet their steering and suspension requirements.

Together with our commitment to holding a high level of stock, this means we can usually help customers straightaway.”

Since switching to Delphi Technologies, steering and suspension components have grown from accounting for 6% of the business’s turnover in 2018 to 8% in 2020, with the rise driven by increased sales as well as value. Last year, Alan Skuse Car Parts sold over 9,100 steering and suspension units, with stabiliser links accounting for 41%, track rod ends for 26%, ball joints for 14%, and suspension arms for 19%. Importantly, the array of products has

allowed the business to enjoy decent returns on profit, and it reports that the Delphi Technologies parts sit favourably with what customers expect to pay for a quality item. Alan Skuse Car Parts receives its parts via FPS, which offers same-day delivery – as often as three times per day – and also benefits from no minimum order size.

Chris concluded, “The parts are certainly popular with our customers, and the racking on the floor where we keep our fast-moving items is a wall of blue. It certainly looks impressive! We’d recommend Delphi Technologies for anyone considering a new supplier, not just for the parts but also for the support. To be honest, we probably don’t take advantage of the training and information that is available to us as much as we should, but Delphi Technologies has always been very helpful when we’ve needed them. We’d certainly consider adding more of its products to other areas

of our parts offering.”

Gary Taylor, Business Development Manager at Delphi Technologies Aftermarket, ensures that Alan Skuse Car Parts’ swap to Delphi Technologies steering and suspension components continues to run smoothly. Gary said, “We’re delighted to have helped such a well-respected motor factor to enjoy even more success via our ever-growing range of steering and suspension components.

We understand that changing supplier can be a big decision, and we’re here to provide all motor factors, no matter how small or large they may be, with the parts and support they need for a smooth transition, and to help grow their sales, profitability and customer satisfaction.”

For more information on Delphi Technologies’ steering and suspension components, www.rdr.link/FY012

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STEERING & SUSPENSION

Steering you in the right direction Jeff Earl, Marketing Communications Manager at Schaeffler, discusses the company’s latest FAG steering and suspension offering.

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t Schaeffler, we truly believe our FAG premium steering and suspension range offers a genuine quality alternative to aftermarket installers.

Because of its many unique features and the reassurance of our technical support and customer service team, the range is an excellent choice for workshops.

Every single part has been designed to OE specifications, before being produced using the latest exacting material and manufacturing quality standards. All components come with a zinc-flake coating, wear and corrosion resistant clear TPU boots, and all the OE ancillaries needed to carry out a safe, long-lasting and professional repair.

Steering and suspension components are obviously safety critical, so quality should always be a major consideration for motor factors, as it’s vital that they supply their workshop customers with a product in which they have complete confidence to provide a solution that also gives the motorist peace-of-mind. In addressing these important criteria, the FAG steering range consistently delivers advanced quality standards and is backed up by

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Schaeffler’s REPXPERT workshop support system.

As a technical partner to leading vehicle manufacturers around the world, as well as an innovator with more than 130 years of chassis expertise, FAG has always had an uncompromising approach to quality. As a result, every single component in the range has been approved by Schaeffler’s own engineers, using the most stringent testing standards, right down to the last nut, bolt and washer.

This unwavering attention to detail should inspire workshops to have complete confidence in the quality of every part.

An online appetite

When it comes to the response from the technicians responsible for fitting steering and suspension components, it was evident from Schaeffler’s first Zoom-based ‘Tea-break training’ session that the FAG steering range is one that they are keen to install. With this in mind, factors can provide a new and desirable range of products that will stimulate high demand.

Designed for all key applications in the European car parc, the market-oriented range naturally follows our philosophy of providing installers with a complete repair solution in just one box. This means that as well as being manufactured to the company’s OE quality standards, every box includes all the ancillary components needed to carry out a professional and safe repair, so there’s no need to hunt around for extras or to reuse worn parts.

The FAG chassis component range has been developed from the ground up to benefit from the company’s intelligent

repair solution ethos, with Schaeffler’s product engineers demanding the highest material standards and manufacturing specifications to ensure consistent quality.

Ball pins are nitride treated to maximise longevity, whilst all exterior surfaces have a zinc-flake coating technology to resist corrosion. They are further protected by clear thermoplastic polyurethane (TPU) boots with a micro-sealing lip design that adapts perfectly to the ball contour. As well as being unique to the UK market, they are also highly resistant to liquids and mechanical loading, whilst the transparent material allows the technician to see the quality and quantity of the OE specification grease inside the joint.

On the range, Schaeffler UK’s Managing Director, Nigel Morgan, had this to say: “Everything we do is geared towards helping professionals carry out the best possible repairs using the highest quality components. The FAG steering and suspension range naturally follows this ethos and allows us to supply factors with a brand that provides workshops with a viable alternative from a trusted supplier, along with the market leading support that comes with every Schaeffler product.”

For more information on the range, www.rdr.link/FY013

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STEERING & SUSPENSION

An absolute alignment PMF reports on how Absolute Alignment aims to work in tandem with its motor factor customers.

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bsolute Alignment claims to have been at the forefront of wheel alignment technology for a decade, with constant innovation as new car developments come on stream. The latest technologies are not about reacting to vehicle changes, but promoting reliable and quick practices in the workshop to improve accuracy.

Ideally, the technology would start at the garage door, with the Drive Over Tyre Condition Profiler silently assessing the condition of a vehicle’s tyres as the customer drives into the workshop. With this technology, by the time they get to the service desk, a printout will show the state of all four tyres, and a skilled technician will be able to interpret the information. On top of this, the report gives an indication as to whether wheel alignment needs to be checked. It’s important to note that the report does not replace physical inspection, but it can be used to gain the customer’s consent before spending their money.

Once on the alignment ramp, accuracy is all-important. Instead of thumbing through books or scrolling through many different versions of the same car onscreen, Absolute Alignment’s range of wheel aligners can be specified with a number plate recognition extension pack.

Technicians simply have to snap the registration of the car with their tablet or

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32 PROFESSIONAL MOTOR FACTOR MARCH 2021

smart phone, and let the system do the rest – this eliminates confusion and speeds up the process in one go.

One of the bottlenecks to speedy wheel alignment is often the time it takes for the technician to come out from under the vehicle to check the figures on the central unit. This is now a thing of the past, with repeater screens available on tablets and smart phones that operate wirelessly from the base. Workshops that really struggle for space can use the WiFi Pro, which does away with the cabinet altogether. All reports are sent wirelessly to the office printer and can be double-checked for accuracy by senior staff before handing the car and report back to the customer.

A mutually beneficial relationship Working with national and independent factors, Absolute Alignment enables both to offer the latest advanced wheel alignment and ADAS calibration equipment to their customers at an expert level. The technical team takes care of the whole process, from demonstration and installation of the equipment, to giving COVID-safe on-site training. With a futureproofed service offering, workshops will spend more on suspension service parts and equipment with their regular suppliers.

Thanks to this new income stream, both workshops and factors will see an increase in profitable parts turnover.

Absolute Alignment is keen to help factors give their customers the best aftersales service. New for 2021, the company

is fitting a free remote diagnostic module into every wheel aligner that it sells. If the equipment is connected to the internet, Absolute Alignment’s technicians can log in and quickly fix software bugs which may occur, meaning less downtime and less face-to-face interaction. This after-sales support gives factors the peace of mind that their customers are as well looked after by Absolute Alignment as they are by the factors themselves.

These are challenging times for workshops, as not only is the technology of cars changing, but the pressures on productivity are increasing, too. Workshops turning to wheel alignment for increased ramp usage can be reassured that Absolute Alignment is beside them every step of the way and is developing technologies to combat those pressures.

For more information on Absolute Alignment, www.rdr.link/FY014

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What's New? VACUUM TESTER AND SUCTION BRAKE BLEEDER KIT

Laser Tools has released this automotive test, tune-up and brake bleed vacuum pump with adaptor kit. It is ideal for a wide variety of automotive applications, such as tune-ups, diagnostics and testing, one-man brake and clutch bleeding, liquid siphoning, and fault diagnosis on internal combustion engines – the hand-operated vacuum pump in combination with the accurate vacuum gauge enables the monitoring of actual manifold vacuum, an invaluable aid to troubleshooting engine faults.

WWW.RDR.LINK/FY015

LED WORKING AND DRIVING LIGHTS

Osram has expanded its product portfolio of LEDriving working and driving lights with 18 types, now providing customers with approximately 30 products for front and rear vehicle lighting.

The expansion includes products for rear lighting, round headlamps and a road legal light, which can be installed individually. With a brightness of 8,000 lumens and a range of up to 635m, the LEDriving working and driving lights offer high output that illuminates larger areas around the vehicle. More light means improved vision and visibility, and therefore, increased safety on and off-road.

WWW.RDR.LINK/FY017

CABIN AIR FILTER

The MEYLE-PD cabin air filter uses a high-quality filter media, and is enhanced with specially impregnated active carbon, thereby providing a particularly high adsorption of NOx. It offers a high filter efficiency and a high capture of fine dust, making the filter particularly suitable for large cities with high traffic and levels of fine dust pollution, and ensuring seamless airflow with minimal loss in pressure. The company is offering 38 references for the its cabin air filters.

WWW.RDR.LINK/FY019

THERMAL EXPANSION VALVES

Automotive system components provider Nissens Automotive has expanded its range of air conditioning (AC) parts with the introduction of thermal expansion valves (TXV). Along with the compressor, condenser, receiver-dryer and evaporator, the TXV is one of the AC system’s key components. Adding the expansion valve to its already wide variety of the climate system components is part of Nissens’ strategy to be a onestop-shop within the AC system.

WWW.RDR.LINK/FY016

OIL FEED PIPES

Turbo remanufacturer Carwood has launched a range of OE and OE matching oil feed pipes. The programme, which consists of more than 200 part numbers and covers the main OEMs, including BorgWarner, Garrett, Mitsubishi, IHI and Mahle, completes the brand’s turbocharger lineup. The feed pipe programme covers both fast moving and specialist applications for car and light commercial vehicles, and will enable aftermarket professionals to perform a best practice service on all turbocharger technologies.

WWW.RDR.LINK/FY018

ENGINE OIL

Exol Lubricants has added the Optima C5 LSOV 0W-20 oil to its expanding passenger car product range. This is a next generation, fully synthetic, low SAPS fuel economy engine oil designed for use in a range of modern petrol and diesel engine applications. It provides Low Speed Pre-Ignition (LSPI) protection and delivers significant levels of fuel economy in the latest OEM tests.

WWW.RDR.LINK/FY020

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ADVERTISEMENT INDEX

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

Ferdinand Bilstein UK Ltd................................ Page 31

Bailcast Ltd ........................................................ Page 29

Jack Sealey Ltd .................................................. Page 21

Ben ........................................................................ Page 14

Kalimex Ltd .......................................................... Page 11

BM Catalysts Ltd.................................................. Page 4

Klarius Products Ltd ...................... Inside Back Cover

Carwood Motor Units Ltd ................................ Page 14

MAM Software Ltd............................................ Page 23

ContiTech UK Ltd .............................................. Page 27

MANN+HUMMEL (UK) Ltd ........ Outside Back Cover

Delphi Automotive Systems LLC. .................. Page 13

Ring Automotive Ltd ........................................ Page 21

ECOBAT Automotive Ltd .................................. Page 8

WD40 Company ................................................ Page 17

PROFESSIONAL

MOTOR FACTOR

EXHAUSTS & EMISSIONS The R&D behind BM Catalysts’ products

STEERING & SUSPENSION Vouching for Delphi’s steering and suspension components

MARCH 2021

CLOCKING IN Checking out AutoMM’s TMA system

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