Professional Motor Factor May 2020

001_PMF_MAY20_Layout 1 28/04/2020 14:50 Page 1

PROFESSIONAL

HYBRID & ELECTRIC VEHICLES

MOTOR FACTOR

Adapting to the needs of a more sustainable aftermarket

RETAIL FOCUS Engaging with customers from the retail shelves

MAY 2020

PERIPHERAL VISION Encapsulating AutoMM’s software capabilities

news ■ appointments ■ expert opinion ■ interviews ■ products

PMF Page Grid_Layout 1 25/03/2020 11:07 Page 1

003_PMF_MAY20_Layout 1 28/04/2020 14:50 Page 3

VOLUME 20 ISSUE 5 MAY 2020

CONTENTS

7-9

11-14

PEOPLE & INDUSTRY

NEWS

©sarayut_sy/AdobeStock

16-18

BUSINESS & TRAINING

REGULARS Viewpoint ...........................5

20-22

MARKET TRENDS & ANALYSIS

HYBRID & ELECTRIC VEHICLES One company’s response to the challenge of reducing CO₂ emissions ................................23

News ....................................7

How the battery management system can unlock the potential of EV batteries ..................24

Appointments ...................11

Adapting to more environmentally sustainable engine types ....................................................26

IAAF Update ....................14 MECHANEX .....................15

RETAIL FOCUS

Talk of the Trade ...........20

Appealing to customers from the retail shelves ..............................................................................28

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

The support offered to factors to promote Trico’s Flex range ....................................................30

What’s New? ...................33

A breakdown of the products on offer in the ‘Workshop by Sealey’ catalogue ....................31

I

PROFESSIONAL MOTOR FACTOR MAY 2020 3

PMF Page Grid_Layout 1 28/10/2019 10:00 Page 1

005_PMF_MAY20_Layout 1 28/04/2020 15:26 Page 5

VIEWPOINT

Deputy Editor BEN LAZARUS Editorial Assistant LAURA GUALDI Group Editor DANIEL ARON Group Manager ROBERT GILHAM Account Manager ALEX DILLEIGH National Sales Executive 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 © 2020

Professional Motor Factor: Certificate of Average Net Circulation for the 11 issues distributed between July 2018 and June 2019 Net total: 3,532 United Kingdom: 3,532

Staying well informed Writing a Viewpoint in times like these is no easy task; the state of affairs regarding COVID-19, and, in turn, the aftermarket and economy, may have changed entirely by the time this makes it to print. The coronavirus pandemic has changed our way of life on an unprecedented scale, and it remains to be seen how long it will continue to do so.

At the time of writing, we are still in the midst of a lockdown, and it may be the case that by the time this is published, this has changed, or perhaps not. These are matters out of our hands; we cannot influence them and we have no real control over them. What we can do, however, is focus on things that we do have agency over.

For example, if your business is still open, you can ensure that social distancing regulations are implemented and abided by. And, as mentioned last month, business owners can, where applicable, access the host of initiatives made available by the Government, such as the Coronavirus Job Retention Scheme.

As well as controlling the logistics of your business, it’s important to keep up to speed with the latest information within the industry. As a whole, the aftermarket has fared well in this regard; various aftermarket organisations, including the IAAF and parts manufacturers, have been regularly updating their audiences with crucial information online. My advice is to utilise this information; it will probably be more relevant to your business than a generic article on mainstream media.

To aid this, on pages 7 and 9, we have put together a collection of essential coronavirusrelated industry updates. These pieces showcase the best side of our industry, with, for example, GS Yuasa supplying batteries to NHS Nightingale hospitals in an attempt to fight the virus. Nevertheless, there is also news of a significant reduction in aftermarket activity, courtesy of GiPA. Even though this may not be what we want to see, it is relevant to you and your business, and provides an overview of how COVID-19 has affected the aftermarket.

Staying with the theme of keeping in the loop with useful aftermarket information, it is important that I inform you of the latest changes that we are making at PMF given the current circumstances. In order to make sure that our readers are still receiving the publication each month, we are now sending it out directly to readers’ email inboxes. If this is something that you would like to be a part of, For more information on the follow the link – www.rdr.link/FQ023 – and sign up so following resources, go to: that you can stay up to date with information that is solely tailored to independent UK motor factors.

Government measures: In testing times such as these, it is important to not www.rdr.link/FQ024 only stay safe, but to stay well informed.

IAAF: www.rdr.link/FQ025 Enjoy the issue and have a good month.

Ben: www.rdr.link/FQ026

Ben Lazarus Deputy Editor

I

PROFESSIONAL MOTOR FACTOR MAY 2020 5

PMF Page Grid_Layout 1 25/02/2020 09:26 Page 1

007_PMF_MAY20_Layout 1 28/04/2020 14:50 Page 7

NEWS

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

©Mike Fouque/AdobeStock

Melett continues to support aftermarket and emergency services Melett has committed to playing its role in keeping vehicles on the road by supporting customers that are providing essential services to logistics providers, local councils, blue light services, healthcare professionals and other key workers.

The company has introduced staffing measures that enable it to continue to safely process and dispatch orders within its normal timeframes, and its customer care, sales and technical support teams can still be contacted as usual by telephone, email and Skype.

Melett continues to hold large stocks of turbochargers, cores and component parts, and its warehouse and production facilities are working hard to support customer demand, while adhering to essential working guidelines, recommended hygiene practices

©chalabala/AdobeStock

and social distancing advice.

Darren Johnson, Head of Sales at Melett, commented, “The government’s recognition that garages should be classified as ‘essential businesses’ illustrates how important it is that we continue to support the aftermarket during these testing times. This will ensure key workers can get to where they need, and emergency services can operate without interruption.”

Dayco steps in to help the battle against coronavirus Dayco has taken the opportunity to put its manufacturing resources into helping those suffering from the COVID-19 pandemic by converting a readily available snorkelling mask into a life-saving ventilator.

The mask, originally intended for leisure activities, has been transformed into a vital resource that is already being used in hospitals in northern Italy and by the Italian Red Cross.

Recognising the value of the initiative to help save lives, Dayco has taken the opportunity to produce a key component – the Charlotte Valve – that allows the mask to be converted to a medical respiratory device, and is producing it on 3-D printers.

President of Dayco Global Powertrain Operations, Michael Weiss, said, “To be able to contribute in the fight against this terrible virus was an easy decision to make as we have both the facilities and machinery required to make the Charlotte Valve in the required numbers, as well as a duty to respond to the national and international emergency.

“We are now in contact with the Ivrea and San Giovanni Bosco hospitals, along with the Red Cross, to help distribute the item, which can be installed quickly and easily, and, in conjunction with the reversal of the three existing valves in the face of the mask, converted to a life-saving device.”

Aftermarket activity is down by 85% due to lockdown measures, says GiPA Following a report undertaken by GiPA UK, the company has announced that amidst the lockdown measures implemented by the Government to tackle COVID-19, workshop activity is down by 85%.

On the 23rd of March, the Government announced strict measures to tackle the COVID-19 outbreak in the UK. This set of unprecedented measures was received by the aftermarket industry with much uncertainty around the type of businesses allowed to remain open, and how key workers are defined. The situation quickly became clearer, and most workshops in the country had made decisions on what to do the following week.

A week after the announcement, GiPA UK interviewed 420 workshops in order to analyse the impact of these strict measures taken by the Government on the UK aftermarket. As of the first full week of lockdown (from 30th March to 5th April): ● Only 47% of workshops were open (others being closed or available for emergencies only) ● Open workshops were working at 44% of their full workforce capacity ● Overall, workshop activity was down by 85% in volume of work GiPA UK will provide updates to this report every two weeks, in order to track any changes.

I

PROFESSIONAL MOTOR FACTOR MAY 2020 7

007_PMF_MAY20_Layout 1 28/04/2020 15:14 Page 8

NEWS VLS closes investigation into 5W-30 engine oil VLS, the Verification of Lubricant Specifications, has announced the outcome of case VLS010163, a complaint against Gulf Formula CX 5W-30 Engine Oil. In October 2019, VLS received a complaint that improbable marketing claims were being made by the product. The allegation stated that there was no technology currently available to meet the combination of the latest OEM specifications PSA B71 2290 and BMW LL04 (including N20 and B48 performance). In addition, the claim on the Technical Data Sheet (TDS), dated February 2018, to meet PSA B71 2290 did not specify which iteration and therefore risked misapplication by the end user.

The independent VLS Technical Panel upheld the complaint and entered into discussion with Gulf. The company stated that there had been a subsequent formulation change and change in product pack labels in December 2018/January 2019, and the TDS dated February 2018 had been superseded. Since then, there had been no formulation changes, but there had been periodic changes to the Technical Data Sheets/product labels to align with the changes in OEM specifications and approvals of the product. As evidence, Gulf provided updated copies of the latest TDS

dated October 2019, as well as the latest product labels reflecting the current claims made.

The latest version of the Technical Data Sheet removed the marketing claims against the following specifications for which manufacturer approvals had been obtained: MB 229.51, MB 229.52, BMW LL-04 and VW 505 00 & 505 01. In addition, the marketing claim against PSA B71 2290 was

withdrawn.

VLS is now satisfied that the product was in compliance and the case has been closed.

David Wright, Company Secretary of VLS, said, “Lubricants are increasingly complex products, catering to specific engine needs. It is vital that any product labelling and TDS are up-to-date and accurate so that end users can be confident the oil they are using is fit for purpose.”

BM Catalysts goes greener with recyclable packaging BM Catalysts has announced that all of its dispatched parts are now supplied in fully recyclable packaging.

With the firm’s philosophy of aiding the reduction of harmful exhaust emissions

I

8 PROFESSIONAL MOTOR FACTOR MAY 2020

through the production of high-quality catalytic converters and diesel particulate filters (DPFs), it is no stranger to environmental issues.

Cardboard is currently the largest contributor to EU packing waste, and only 14% of plastic packaging used by the automotive industry is recycled, with a staggering 40% of this making its way directly to landfill. Recent expansion across Europe and an increased demand for its parts has seen BM Catalysts looking at a number of initiatives that will further reduce the environmental impact of its business, as well as that of the vehicles that use its catalysts and DPFs. Making all of the cardboard boxes, the layflat bags and the fitting kit bags it uses to ship its parts abroad fully recyclable will have a

significant positive impact on the company’s green credentials, as Commercial Director, Mark Blinston, explains: “We pride ourselves on being market-leading in all senses of the word. Whether it be quality assurance, customer service or environmental responsibility, we set ourselves the highest standards and relentlessly push ourselves to meet them in everything we do. So many things in the future seem very unclear, but the need to reduce the negative impact we are all having on the environment is one thing that does appear very clear cut. We’re hoping that speaking about this will prompt others to look at their own operations and encourage consumers of our parts to recycle the packaging. Pulling together as an industry will allow us to greatly reduce harmful wastage.”

007_PMF_MAY20_Layout 1 28/04/2020 15:14 Page 9

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

GS Yuasa supplies vital batteries to NHS Nightingale hospitals in fight against Coronavirus Battery manufacturer GS Yuasa is contributing to the fight against Coronavirus by supplying power to the NHS Nightingale hospitals.

Since the beginning of the outbreak, GS Yuasa has supplied Yuasabranded Uninterruptible Power Supply system batteries to the new NHS Nightingale hospitals, including London, Birmingham Manchester, Bristol, Glasgow and Newcastle, which will treat COVID-19 patients. The largest hospital at The ExCel Centre received its first patients recently and has the capacity to expand to up to 4,000 beds.

The company has focused all of its resources on supporting critical infrastructure and medical projects during the outbreak. Orders associated with the fight against the virus are being prioritised over all others, with stock and production ring-fenced to ensure that good availability and fast delivery is maintained at all times.

EAG bolsters fleet with new arrival Excel Automotive Group (EAG) has added a second delivery van to its portfolio, a move testament to increased demand, product diversity and the trust placed in the distributor by its growing customer base.

EAG offers a same-day local and next-day national delivery service, but such has been the surge in orders during recent months, the company acknowledged that to avoid customers missing out on the service they had become accustomed to, an addition to its fleet was necessary.

EAG has expanded its offering to include Champion wiper blades and it is now also the exclusive UK distributor of Suplex coil springs.

With further product ranges and lines imminent, Adrian Lamb said the move “made sense so EAG could continue to offer a quick delivery but to more businesses”.

The company’s Managing Director added: “We’re thrilled to have taken receipt of our second Citroën Berlingo. This arrival perfectly illustrates how the company has evolved since the restructure back in April 2019, and it sets us another challenge in building the business further so we have to order another one or two in the next few months!”

James Hylton, Managing Director of GS Yuasa Battery Sales UK, commented, “The enormous impact of Coronavirus has been felt by individuals and businesses around the world. We are proud that our batteries have been chosen to back up these key NHS Nightingale hospitals and humbled that because of the quality of our batteries, we are able to make a small contribution to the national effort.”

Schaeffler donates one million euros to Red Cross for the fight against COVID-19

Schaeffler AG and the Schaeffler family are jointly donating one million euros to the Red Cross to help in the fight against COVID-19.

“We have the greatest respect for all people who maintain our infrastructure with extraordinary commitment in this exceptional situation. With our donation, we want to express our gratitude and respect to the doctors and medical nurses who are doing superhuman work in the fight against COVID-19 these days,” commented family shareholder and Chairman of the Supervisory Board of Schaeffer AG, Georg F. W. Schaeffler.

In February, Schaeffler AG donated 800,000 euros to Chinese first responder organisations and provided support for Red Cross activities in China.

Schaeffler AG Chief Executive Officer, Klaus Rosenfeld, added, “The corona crisis has assumed global dimensions. In these difficult times, we must all do what we can to support the fight against COVID-19. That is part of our social responsibility.”

I

PROFESSIONAL MOTOR FACTOR MAY 2020 9

PMF Page Grid_Layout 1 27/01/2020 11:04 Page 1

011_PMF_MAY20_Layout 1 28/04/2020 15:14 Page 11

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.

TMD Friction

MannHummel

Harald Späth has been appointed President and General Manager of MannHummel’s Original Equipment business unit. Harald succeeds Kurk Wilks, who was appointed President and CEO of the Mann-Hummel Group in January 2020. Alongside his new role, Harald will continue in his position as Senior Vice President Original Equipment Europe until further notice.

On his appointment, Harald had this to say: “Last year, we fundamentally realigned our business and initiated important projects. We must now successfully continue these topics and build on them together with our teams, as well as master the current challenges arising from the COVID-19 pandemic. I am very much looking forward to this new task and to being able to contribute my many years of experience from various areas and functions.”

Harald has been part of Mann-Hummel since 1995, and has even been Managing Director of the company’s office in England.

OE and aftermarket brakes manufacturer TMD Friction has expanded its sales team with the appointment of two new Area Sales Managers.

Del Smith, who will be covering the Midlands, and Alistair Smith, who will cover the South West, have joined TMD Friction to visit distributors in their areas to encourage sales and retain customer satisfaction.

The new team members have already undergone rigorous training on all of TMD Friction’s brands. Having previously worked at Alliance Automotive, Sandicliffe Motor Group and Andrew Page, Del has factoring experience in both the passenger car and commercial vehicle sectors. Alistair has worked closely with buying groups and motor factors during his time at FPS, as well as also working at Alliance Automotive. The two will work simultaneously to visit customers, negotiate sales and build a solid customer base in their dedicated areas.

Nick Hayes, UK Sales Manager at TMD Friction, commented, “Expanding our sales team plays a key part in our 2020 plans to enhance and grow our distribution network further. With 42 years of combined experience in the automotive industry, Del and Alistair make welcome additions to the sales managers, and working with the rest of the team, we’re sure the new appointments will assist in bolstering the technical department and sales offerings.”

Metelli Metelli has appointed Alessandro Carminati as its Business Development Manager.

Holding a degree in Mechanical Engineering, Alessandro boasts significant experience in the automotive sector, particularly in the OE channel, where he has worked in a number of key roles for various companies.

He has collaborated closely with leading motorcycle and car manufacturers, as well as with producers in the appliance industry, to develop original equipment components that have contributed to building skills and generating significant growth.

Metelli hopes that Alessandro’s appointment will serve to strengthen the company’s structure in the OE sales channel, building upon its experience with vehicle and engine parts.

I

PROFESSIONAL MOTOR FACTOR MAY 2020 11

012_PMF_MAY20_Layout 1 28/04/2020 15:15 Page 12

PEOPLE & INDUSTRY

INTERVIEW

On the Mike

Mike Schlup, Managing Director of Kalimex, speaks to PMF in light of the company’s 30th anniversary.

Q

Mike, please talk our readers through how you feel about Kalimex’s 30th anniversary.

Mike Schlup (MS): I am extremely proud that Kalimex has reached this milestone anniversary. What initially started out as a small import business founded by my father, Jurg, has now become a global supplier developing world class technology such as K-Seal, which is now an iconic global brand, and represents quality brands such as Quiksteel and JLM Lubricants.

Q

What has been the key to the company’s longevity?

MS: There are three key elements to our success. The first is the development or identification of trade quality products that can solve a particular problem, and that are able to do so to the highest standards on a consistent basis. They can always be relied upon. Second is to market these products in creative, relevant and attention-grabbing ways to the end user with the purpose of driving business to our distributors, namely the professional motor factor. Finally, underpinning this is our commitment to

I

12 PROFESSIONAL MOTOR FACTOR MAY 2020

delivering excellent customer service. We want to ‘wow’ customers when they contact us or we contact them. It’s fantastic for the whole team when we are on the receiving end of positive feedback from motor factors and their customers. We never take it for granted.

Q

How important have motor factors been in helping to progress Kalimex?

MS: Massively important! Motor factors have been crucial in driving the success of Kalimex in the UK. In the beginning, they helped us develop the professional trade market which still forms the bedrock of our business. As motor factors began to develop their own retail operations, this also helped Kalimex to reach the motoring consumer directly, and in doing so, enabled us to continue growing our sales.

Despite the significant changes in the UK aftermarket in recent years, motor factors remain our prime route to market.

Q

Are there any motor factors in particular that you have a strong relationship with?

MS: As Kalimex is based in the South East, some of our earliest customers were motor factors based in this area. Some, such as Cliffords in Brighton, were great supporters of ours, but they have unfortunately now closed their doors. Others, like Car Parts & Accessories, now a part of the Parts Alliance, and Wilco Motor Spares, have grown significantly over the years, and they remain great fans of our innovative brands.

Q

How exactly does Kalimex engage with its automotive customers?

MS: This is something that has changed significantly over the years. We have also started out with a network of sales agents calling on independent motor factors throughout the UK. This was an effective way for a small business starting out to make personal contact and communicate our primary message that we’re all about delivering quality repair solutions. We have also invested heavily in advertising and PR

012_PMF_MAY20_Layout 1 29/04/2020 11:43 Page 13

PEOPLE & INDUSTRY

consumers, not just in the UK, but worldwide. We are now achieving unprecedented levels of visitors to our websites from around the globe, because motorists everywhere are always searching for cost-effective and reliable ways to keep their vehicles on the road.

in printed trade media. This has helped us to reinforce our brand and deliver technical messages across the UK aftermarket.

Although digital marketing is now part of our marketing programme, we have found that the printed publications aimed at the trade remain effective and are an important part of our marketing strategy.

Q

Q

How do you foresee the company taking advantage of the technological developments in the aftermarket?

MS: In terms of automotive technology, all the talk is centred on electric vehicles, especially the Government’s bold targets to end the sale of ICE vehicles by 2035.

However, as with all government targets, I am unsure whether this will actually be achieved. On the one hand, this would appear to limit the reach of some of our products in the longer term, such as K-Seal and the JLM range of additives. However, where there’s change, there’s opportunity, and we’re already looking into how Kalimex can deliver the next generation of innovative repair solutions for the electric

INTERVIEW

“Motor factors have been crucial in driving the success of Kalimex”

vehicle aftermarket.

In terms of digital technology, Kalimex has embraced the digital world, with our internal administration systems helping to drive efficiency within the business and also in terms of being able to reach

What does the future have in store for Kalimex? Are there another 30 years on the horizon?

MS: Kalimex definitely has another 30 years on the clock! I might be retired by then, but the ethos of the business, ‘innovative repair solutions designed to keep you moving’, will always strike a chord with motoring and DIY consumers.

This is particularly important when times are tough, as they are right now. I firmly believe that Kalimex will continue to deliver quality repair solutions for both trade and retail automotive customers, and our longstanding motor factor partners will be key in helping us to achieve this.

For more information on Kalimex, go to www.rdr.link/FQ001

014_PMF_MAY20_Layout 1 29/04/2020 11:42 Page 14

PEOPLE & INDUSTRY

IAAF UPDATE

Klarius Products joins IAAF The Independent Automotive Aftermarket Federation (IAAF) has welcomed Klarius Products into its membership.

Based in Cheadle, Klarius is one of the largest manufacturers of aftermarket emissions equipment in the UK. The business combines in-house R&D, testing, manufacturing, warehousing and distribution facilities to provide components for a wide range of vehicles.

The Klarius Emissions Control Range incorporates exhausts, catalytic converters, diesel particulate filters, mountings and accessories.

In the automotive aftermarket, Klarius recognises that emissions components are bulky to stock and can be slowmoving. As a result, it embarks on a proactive stock management service to reduce overheads, and improve stock turnover and profitability for distributors.

With greater focus both in the UK and throughout the global automotive industry on emissions control – as outlined at the recent IAAF Annual Conference – emissions will have a profound effect on

the industry’s future and continue to dominate headlines.

Wendy Williamson, IAAF Chief Executive, commented, “We welcome Klarius Products into membership in what promises to be a very challenging but exciting year for our trade. The company’s expertise and experience across a number of areas will prove invaluable to our expanding membership.”

Mark Brickhill, Klarius CEO, added, “The IAAF is at the forefront of issues affecting our industry, and so we’re delighted to be part of these discussions and work with the federation and its members to promote a prosperous industry.

“We’ve never needed a strong voice more than now with the immediate challenges we all face from coronavirus, including business disruption, and the longer term issue of enabling more environmentally sustainable vehicles.”

For more information, go to www.rdr.link/FQ002

015_PMF_MAY20_Layout 1 28/04/2020 15:16 Page 15

PROFESSIONAL MOTOR MECHANIC

MECHANEX

THE REGIONAL TRADESHOW FOR AUTO REPAIR PROFESSIONALS

BRING YOUR CUSTOMERS TO MECHANEX SANDOWN The UK’s only regional tradeshow dedicated to garage businesses is back in 2020.

Around 1,800 garage owners and technicians descended on the famous racecourse venue in 2019 to sample the latest products on the market, benefit from technical insight from some of the aftermarket’s leading suppliers, and attend the free seminar programme – all under one roof!

As ever, MECHANEX provided an ideal opportunity for factors to meet their customers and suppliers, helping to strengthen existing relationships and build new ones.

BRING YOUR CUSTOMERS ALONG This year, factors can get involved again! Why not gather together a group of your customers and bring them along to Sandown?

2020 DATES ANNOUNCED SHOW DETAILS: Sandown Park, Surrey | Tuesday 10th & Wednesday 11th November Opening hours: 10am – 4pm

ACCESS TO THE BIGGEST NAMES IN THE INDUSTRY At Sandown Park in 2020, many of the biggest names in the industry will be exhibiting at MECHANEX. Here are a few of the exhibitors that have already booked their slot for this year’s event: NGK, Continental, Rotronics, Launch UK, Sealey and ACtronics.

016_PMF_MAY20_Layout 1 28/04/2020 15:16 Page 16

BUSINESS & TRAINING

SOFTWARE

The Vision platform Luke Bettles, Automotive Automation’s Managing Director, provides a full overview of the company’s software capabilities.

O

ur Vision platform is currently made up of two applications, Vision Mobile and Vision TMA, as well as the desktop control panel used for administration. Both apps are designed to assist busy motor factors and suppliers in their day-to-day operations. By securely connecting to customers’ MAM Autopart databases, our software enables users to monitor and improve sales/staff performance, as well as time management and attendance.

Vision Mobile

When it comes to monitoring sales performance, there are only a handful of options available to the aftermarket. After starting AutoMM and working with different types of motor factor, we quickly noticed that as good as these choices were, there was an opportunity to offer something different. Something that was comprehensive but simple to use, low in cost with high value, and that provided live data without affecting performance. Our aim was to build a solution that ticked all of those boxes and could be used anywhere.

There’s no ‘one size fits all’ solution for viewing your business’ data. We found motor factors could be structured in various forms, with different setups operating in different ways. Owners and managers

I

16 PROFESSIONAL MOTOR FACTOR MAY 2020

could be seen taking on a number of different roles and, in some instances, they weren’t seen at all. Whether you are the type of owner that is hands on and is constantly involved with operations at all levels, or the type of owner that doesn’t get to spend as much time on-site, we wanted

to provide a platform that would bring value to as many business types as possible.

Essentially, Vision Mobile provides users with important business data in an easy to read format. Sales, credits, nett and margin figures are live and can be compared against previous periods and targets – as an overall figure or by individual branches.

They can also be broken down by supplier, customer, product group and sales operator. This is not a deep-dive into a business crammed onto a small screen. We have arranged a collection of critical operational figures, specifically for mobile devices. By building this into a mobile application, users can quickly see these figures simply by taking their phone out of their pocket. To increase ease of use and convenience further, users can set up notifications and alerts. Vision Mobile allows users to tailor specific business information to be pushed to their device as a native mobile notification or to any email address as a graphical report.

Notifications can be set to fire on a schedule (for example, it can be set to show the margin figure, for all branches, every weekday at 5pm), or when certain conditions are met (such as when a particular branch exceeds £2,000k in credits). We found that by enabling users to

016_PMF_MAY20_Layout 1 29/04/2020 10:36 Page 17

BUSINESS & TRAINING

tell us what they want to know when they want to know it, we drastically reduced the time they spent looking at data. These prompts are ideal, not just for business owners, but for branch managers, department heads and other supervisors.

Instant notifications from live data events bring issues to users’ attention immediately without relying on CSV exports, end of day reports or customer complaints.

Vision TMA

It’s surprising how many organisations are still using archaic clocking in methods such as punch cards, timesheets and, in many cases, nothing at all. These methods are not only at risk of abuse and being mislaid, but can encumber basic staff management tasks such as health and safety roll calls, annual leave, sick leave and payroll. One of the biggest hurdles for average-sized motor factors when it comes to installing a TMA (time management and attendance) system is cost. TMA hardware is a large upfront cost. Software to administer these systems is built to cater for a wide range of business types, and can be complicated to use and poorly supported.

Vision TMA was designed as a simple, affordable clocking in system with the aftermarket in mind. This provides the standard features necessary for monitoring and managing attendances and payroll, but also connects MAM’s Autopart user IDs to display sales operator performances, through the Vision Mobile app.

As staff clock-ins are captured, they are instantly available on the app as well as the control panel. Administrators can view and edit clock records, and can manage holidays and sick leave via the cloud-based control panel, which can be accessed via any desktop browser. Using this control

SOFTWARE

Helping you through tough times

In light of the COVID-19 situation, AutoMM has set itself up to demonstrate its software offering remotely. For more information, go to www.rdr.link/FQ003 The company is also offering motor factors the opportunity to participate in a month-long free trial of its mobile app and/or clocking in system. For more information, go to www.rdr.link/FQ004 For those in need of some assistance, AutoMM is also releasing a series of videos called Vision tips, in order for users to maximise their use of their Vision software. To access these videos, go to www.rdr.link/FQ005 panel, various attendance reports can be exported, including payroll, which can be formatted to integrate with most popular accounting systems.

For more information on AutoMM and its software capabilities, go to www.rdr.link/FQ006

018_PMF_MAY20_Layout 1 28/04/2020 15:17 Page 18

BUSINESS & TRAINING

RELATIONSHIPS

get the desired effect out of the employer.

Quite often, it is these employees that rewrite the rules that everyone else will have to abide by.

As is the case in every day life, you have the good, the bad and the unreasonable, but this can work both ways.

IT’S ALL ABOUT

The Employer

PEOPLE. PSG Data Services’ Founder, Paul Gibbs, is back to give his insight on the importance of personal relations.

A

lbeit an old analogy, people deal with people. The relationship between the employer and employee could almost be described as a marriage, with there being the highs and the lows, sometimes leading all the way to the divorce.

In my 36 years in the motor factor industry, I have been on both sides of the relationship. I must stress that my experiences are unique to me and that they may not necessarily correspond to your own.

The employee

I have been in the industry all of my working life; I started as a spotty 18 year old, job sharing as a delivery rider on a Yamaha YB100.

In those days, employment was not so complicated. I found that it was simply a matter of walking into the shop, asking if there were any jobs and being told to be there at 8:30am the following Monday.

After completing your week’s work, you would receive a brown wage envelope containing cash. There was no induction, no health and safety talk, and no Auto Enrolment. In fact, even an interview seemed optional.

Working relationships mirror those in every day life; you can have good ones and bad ones, and I’m sure that most people have experienced a bad relationship in their working life. Personally, I have been lucky, as I have experienced good relationships throughout the majority

I

18 PROFESSIONAL MOTOR FACTOR MAY 2020

of my working life, although there have definitely been a few wobbles on the way.

As an employee, you want to put in a solid day’s work and be appreciated for your efforts. An overlooked employee can quickly get demotivated. Work demands have ramped up over the years, with employers expecting more for their money, including extended unpaid working hours and higher productivity.

It’s not always the employer’s fault though, as there are employees that will try to get by with the bare minimum of effort, and will try and push all of those buttons to

As an employer, being in charge of employment will not be your only duty during the working day. Anyone who has had this role will know that a large part of the day will be involved with: 씰 Wages 씰 Hiring 씰 Firing 씰 Disciplinary issues 씰 Holiday 씰 Sickness 씰 Pensions 씰 Staff rotas 씰 Personal issues 씰 Inductions 씰 Health and safety 씰 Appraisals And this is just a small proportion of the work that goes on behind the scenes to make a business run effectively and efficiently when it comes to staffing.

Being one of the bosses is a balancing act of having the respect of the staff but being able to communicate with everyone at every level, be it for work or personally.

Over the years, I have been the listening ear of many a personal issue, and I feel very humbled that people have felt that they could come to me to share their problems.

©PR Image Factory/AdobeStock

018_PMF_MAY20_Layout 1 29/04/2020 10:40 Page 19

BUSINESS & TRAINING

But, as in life, there will always be those that take up more of your time and will always be high maintenance. It is very easy to overlook hard working employees when your time is being taken up elsewhere.

You must be seen to treat everyone fairly and equally, as your business would not be there if it was not for your staff. You must include them in any areas that they are involved in, and listen to their ideas and input. How many times has a decision been made from higher management that, quite frankly, has not worked? If some of these ideas had been put to the guys at the sharp end, quite often their input would turn it into a workable solution. We always used to have a brainstorming session with the guys in the sales office before any sales or marketing decisions were made.

Your staff is the most important commodity in the business and need to be treated as such. If your turnover of staff is high, you should consider why this is the case. Is it how much you pay? Is it your middle management? Is it the working conditions? Or is it just you?

RELATIONSHIPS

©Andrey Popov/AdobeStock

Summary

The relationship between the boss and the staff has and always will be a tightrope walk with a huge abyss on either side. It takes effort from both parties to make it work.

Don’t forget, as the saying goes, you can’t do enough for a good boss!

For more information on PSG Data Services, go to www.rdr.link/FQ007

020_PMF_MAY20_Layout 1 28/04/2020 15:18 Page 20

MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE MAY 2020

O E T H T

MOT OR

E E E D R RA F T

PROFESSIONAL

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 MAGAZ INE FOR SERVICING AND REPAIR PROFES SIONALS

ADAPTING TO COVID-19

Why reliable information is the key to keeping the countr y moving Also inside...

PMM delves into the complexitie s of ADAS in a BRAND NEW feature

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

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

©ferkelraggae/AdobeStock

Kicking off proceedings is Andrew Goddard, Chairman of the Verification of Lubrication Standards (VLS), who discussed how E10 petrol and the increasing use of biofuels is impacting the lubricants sector. With the Government insisting that switching to E10 would reduce CO₂ emissions from petrol vehicles by 2%, biofuel supply targets are on the rise, which could cut transport CO₂ emissions by 750,000 tonnes per year. Andrew then goes on to evaluate the impact that this increase in the use of biofuels is having on engine lubricants, which isn’t necessarily positive.

With the increased temperatures that engines and, in turn, lubricants run at in modern vehicles, the stability of biofuels is brought into question, with oxidisation more likely. Also possible is a reduced lifespan in engines, due to the thickening of the lubricant brought on by oxidisation, as well as increased component wear. It is expected that E10 and other emissions-reducing initiatives are to be implemented in the short-term, with electric vehicles to dominate in the long-term – a prospect that will test the innovation of the lubricants industry even further.

It is no secret that the automotive industry is in the midst of a skills shortage, and in the Tools & Equipment feature, Debbie Dunbar, Marketing Manager at Crypton, debates that if workshops want to attract the next generation of talent, they would be wise to invest in up-to-date technology. Pointing out that the demand for skilled technicians is higher than ever before, Debbie also highlights the important role that artificial intelligence and automation are set to play in the industry’s future. Keeping this in mind, she advises that garages invest in easily-upgradable, easily-operable equipment that apprentices and the “next generation of talent” can use. Adhering to connected equipment, Debbie notes that the benefits are two-fold; customer service will improve and workshops can invest more time in the upskilling of their employees. Despite the initial costs of such equipment, it is important to look at the bigger picture, most notably the improvements made to servicing and costs.

Next up, Rotronics’ Managing Director, Ken Clarke, discusses the importance of accessories, power packs and safety when choosing a battery tester and a battery charger. When investing in either of these products, Ken insists that workshops should carefully consider what accessories will be required to improve the business’ efficiencies, sales opportunities and service. For example, he proposes that storage cases and trolleys can help considerably, as can fixed or flexible mobile charging within the workshop, which can increase accessibility and maximise the opportunity to charge the equipment.

Moving on to power packs, Ken stresses that workshops should analyse how much the power pack will be used, what its role will be, and how mobile it will need to be. Power packs should have highquality cables and materials, and it’s essential that, if necessary, the unit can be repaired. In terms of safety, workshops must be aware of what features have been included in the charger/tester that they vouch for, in order to ensure the wellbeing of those using it. Ken’s safety advice includes charging the battery pack after every use, checking for signs of damage, and ensuring that the clamps aren’t connected together.

I

20 PROFESSIONAL MOTOR FACTOR MAY 2020

020_PMF_MAY20_Layout 1 28/04/2020 15:18 Page 21

In Brakes & Clutches, Shaftec puts its extensive history of brake caliper remanufacturing to good use; detailing the component’s most common faults. In regards to front calipers, the seizure of the piston is the most common fault, and this can occur due to misuse, rusty pistons – which are caused by seal failure, and the corrosion of alloy-cased calipers – which allows water to seep into the caliper. For rear calipers, issues with the handbrake levers most commonly lead to failure. These issues tend to arise because of misuse, the corrosion of alloy-cased calipers, handbrake cables becoming stretched, and the over-adjustment of the handbrake level – caused by incorrect fitment. Joe Toakley, the company’s Area Manager, insisted that these issues are, in most cases, “unavoidable�, and that is difficult for the average motorist to pick up on any of these problems. With this in mind, Joe recommends that the part is thoroughly checked by a trained technician on a regular basis, with the part being changed where appropriate.

Finally, Bosch’s Andy Morrison, a Technical Specialist at the company, answers PMM’s questions on ADAS. On why workshops should invest now, Andy’s response echoed Jamie Taylor’s sentiment; garages that have already invested in ADAS equipment have reaped substantial rewards, with the EU looking to make Automatic Emergency Braking mandatory by 2022, meaning that garages will be seeing a lot of these cars in the near future. Andy answered how the ADAS calibration process fits into an independent garage environment by insisting that customers value the safety benefits of ADAS calibration, as well as the ability to enable their car to handle start-stop traffic with minimal intervention. He also added that in order to avoid being left behind due to a reluctance to accept the technology, the time to invest is now. In terms of Bosch’s offering. On the company’s support to independents – aside from hardware and software – Andy noted that Bosch organises an array of courses, ranging from those that are merely considering implementing ADAS to those that are already fully fledged users of the equipment.

PROFESSIONAL

MOTOR MAY 2020

F R T E R E A

T T O H E

D

E

S E R V I C I N G â– R E P A I R â– D I A G N O S T I C S â– M O T

THE TRADE MAGAZINE FOR SERVICING AND REPAIR PROFESSIONALS

ADAPTING TO COVID-19 Why reliable information is the key to keeping the country moving Also inside...

PMM delves into the complexities of ADAS in a BRAND NEW feature

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

TROUBLESHOOTER

í˘˛

How

SKILLED will I be in 20 years?

Regular contributor Josh Jones ponders this question after carrying out a particularly interesting vehicle diagnosis.

ith cars changing as fast as they are at the moment, I ask myself this question pretty much every day.

With the onslaught of new propulsion technology coming into the market, it seems like EVs will dominate the market sooner than I first considered.

Ever since my apprentice days, I have always wanted to know as much as possible about cars and the way they work. At first, this was just fascination, but pretty soon, I realised that knowledge paid my bills and as soon as I had my own place, I realised that earning money is just as important as enjoying what you do! I understood that in order to be in demand by a good employer, I needed to have something that the guy paying my wages doesn’t have, and that one thing is subject knowledge. This has always been my number one priority at work and so far it’s served me pretty well. So, with the powertrain revolution well under way, what do I need to do to ensure that I’m as good a tech in 20 years as I am now? A fault I investigated the other day made me feel slightly less worried...

W

It was a crank, but non-start scenario. The diesel engine had cut out on the driver very near the end of their journey – less than a mile in fact. The driver was able to restart the engine for brief periods of time following the initial cut out and limped it back to base. By the time the vehicle came to me, it would not start at all, but it would still crank.

A DTC read of the engine control showed P0A0F was stored: ‘engine failed to start’. As this was the only DTC stored, I knew that the control unit fault monitors had not detected any immediate short/open circuits or specific component malfunctions. I assumed the strategy to log the fault code would simply be an extended cranking time with no increase

“With the powertrain revolution well under way, what do I need to do to ensure that I’m as good a tech in 20 years as I am now?�

in engine speed or commencement of fuelling. With this being a compression ignition engine, I accessed the fuel pressure reading via live data and found that there was no rail pressure build during cranking, and I couldn’t hear any lift pump activity (there was one fitted). My scan tool has the functionality to test run the lift pump so I ran that test next. No pump activation.

After establishing that I was on the right track to diagnosis, I followed my diagrams to rule out the possibility of a relay or fuse fault, and confirmed ECU activation of the pump as far as the applicable junction box. Everything looked normal so I referred back to the diagram. It showed that the in-tank pump was not directly powered from the junction box, but via a control/driver unit at the rear of the vehicle. The pump utilised three-phase power, with the separate control unit/inverter providing the necessary conversion from direct current to alternating current, in order to provide more adjustable power and control over the flow of fuel to the rail. The output of the inverter was adjusted via a PWM signal from the engine controller (Fig 1).

When probed (at the corresponding pin at the inverter unit) in the non-start scenario, a good PWM was present immediately after key on, and continued throughout the long cranking period (at a slightly different duty cycle). This showed that the engine ECU was definitely asking the pump to provide flow.

Probing the power and ground pins to the inverter module confirmed a good ground path and that the power I had confirmed at

the junction box upfront was present where required. It was looking more and more like pump failure, but the really interesting bit was next: checking the inverter output to the pump.

Since the start of my career, I have worked on vehicles using direct current systems. That is, until the last few years. Recently, I have had to invest a lot of time into understanding three-phase conversion and operation. I have done this partly by attending training courses, and partly through my own personal study.

By approaching it in this way, I have found that you need a combination of both types of training to end up proficient in this area.

The three-phase output pins were also available at the inverter unit, so I first confirmed that the system did not utilise high voltage and the wires weren’t orange! I only own a two-channel scope, so I decided to view each phase one by one. It was a very interesting trace to view, and it was at this point

í˘ą

I realised I was learning about how an EV is powered without actually working on an EV. Tracing the pump output control phase wires (Fig 2) clearly shows you how incredibly rapid and precise the switching of transistors can be in order to effectively synthesise the characteristics of a rotating generator output. As each individual phase happens, you can see initial start-up bursts of voltage to accelerate the pump, which is then followed by the individual ramping pulses that average out to form a sine wave.

Subsequently, the pulse peaks then becomes smaller again towards the end of the phase.

Effectively, I was viewing a similar trace to the one I would expect to see if I were looking at a traction motor inverter output. In the future, I hope I end up doing just that if I am to keep working on cars as propulsion gradually swaps to high-voltage power.

I talk to a lot of people in this trade about where they see it going and I generally hear the same thing: there won’t be much to do when cars are all electric. I completely disagree. For me, I don’t view the future of the aftermarket as a cliff edge, where one day I am comfortable thinking I know all there is to know about diagnosing faults on cars with conventional powertrains, and then the next I am totally out of my depth. Rather, I try to match my learning pace with the pace of the introduction of new technology. If I understand the operation of a three-phase pump, this means my transition toward working on vehicles fitted with multiple AC systems in the future will be smoother and infinitely less scary.

14 MAY 2020 PMM

PMM MAY 2020 15

TECH TIPS

Back to basics Arnott Europe, a specialist in air suspension systems, has noticed that there is a lot of misinformation out in the industry regarding air suspension. Here, the company runs through the basics that every technician should know about the component category.

How air suspension works Air suspension systems use a compressor to inflate rubber air springs; these may be separate from the shock absorber, or combined with the damper as an air suspension strut. Height sensors give the ECU (Electronic Control Unit) a signal when the vehicle is not at a predetermined height.

The compressor then pumps air into the air springs until the proper height is reached.

Like all rubber components, air springs and struts are wear and tear parts. Typically, the rubber will eventually dry rot, with small cracks appearing where the air bladder rolls up on itself. On average, an air suspension part will need to be replaced in six to 10 years. Mileage, climate, driving conditions and off-road usage will also influence the replacement rate.

simply burn out due to overheating, causing additional expense.

At that point, the customer will find that the vehicle is unable to level itself or a dashboard warning light may come on indicating the compressor has failed. If the air suspension is no longer functioning, the customer may not be able to drive it or the ride may be harsh and uncomfortable, making a replacement absolutely necessary.

Diagnosis and repair

“On average, an air suspension part will need to be replaced in six to 10 years. Mileage, climate, driving conditions and offroad usage will also influence the replacement rate.�

If there is a problem with the air suspension on a vehicle, the customer will first notice one corner, side or the entire vehicle sitting lower than normal. However, once the car is started the compressor might be able to maintain adequate pressure and ride height.

Unless the leaks are fixed, these tiny holes will eventually grow larger than the air compressor can sustain, or the pump may

An air suspension compressor failure is usually caused by a leak in the system. After replacement, check the air springs and other components and immediately replace any leaking components or the pump will fail again, voiding the warranty.

An air suspension leak is easy to find by spraying the air springs, struts and fittings with a soap and water solution. Bubbles will indicate where the leak or leaks are.

It should also be noted that air suspension parts should be replaced in pairs where appropriate. For example, Arnott rear air springs for the Mercedes-Benz E-Class W211 must be replaced in pairs, as the company has improved the air spring and piston design. As a result, installation has become faster and easier because of these improvements. All other Arnott air springs and struts may be used next to the OE part.

Finally, some compressor may require a software update after installation; Land Rover LR3, LR4 and Range Rover Sport are such examples. Since Land Rover moved away from Hitachi to another compressors supplier, a software update has become mandatory. Without this update, the compressor may not function well and this could void the warranty.

Compressor problems FOR MORE INFORMATION ON ARNOTT’S RANGE OF AIR SUSPENSION COMPONENTS, WWW.RDR.LINK /AQ018

22 MAY 2020 PMM

BUSINESS

& TRAINING ŠJevanto Productions/AdobeStock

Moving on to the ADAS feature, Everard’s Divisional Manager, Jamie Taylor, discusses why workshops should invest in ADAS equipment, with its popularity only set to increase.

Everard is the exclusive distributor of Beissbarth’s ADAS equipment in the UK, and Jamie starts out by emphasising that every garage owner

should be contemplating investing in ADAS calibration, with it “too good an opportunity to miss, especially as ADAS equipped cars become the norm.� With over half of 2019’s new UK car registrations requiring ADAS calibration, it seems that it is only a matter of time until garages simply must have the necessary equipment in order to properly maintain the vehicles that come into their hands.

This is, in Everard’s eyes, a huge opportunity for garages and workshops that are prepared to make the step into servicing this growing area of the market, and is an immediate upsell opportunity, particularly as so few have yet to embrace the technology.

INSIDE THE ISSUE

A breath of fresh air hose of us of a ‘certain age’ will remember the introduction of electronic fuel injection, and correspondingly, the start of electronic system monitoring for system diagnostics. The Ford ‘star tester’ would provide a series of flashing ‘stars’ that were then counted to interpret the possible fault – heady stuff at the time, but not when compared to today’s sophisticated vehicle diagnostics!

As exhaust emissions became an important environmental issue, there was initial pressure to both monitor the correct functioning of the engine management system and to report the details. To make this possible for roadside checks, standardised ‘on-board diagnostics’ were developed together with a standardised connector – the OBD emissions DTCs and metadata. These could be accessed with a scan tool using standardised communication protocols, via the 16-pin OBD plug.

However, times have moved on, and there is currently a significant discussion in Brussels concerning both the next level of exhaust emissions (Euro 7) – planned to be part of the vehicle type approval legislation

T

As the discussions for Euro 7 get underway, new methods to tackle emissions are being proposed in Brussels. But, the introduction of on-board monitoring may raise more questions for the aftermarket than it answers, as Neil Pattemore explains. by 2025 – and how the new vehicles will be monitored to test their in-service exhaust emissions levels.

This is part of this year’s plan for the Commission, and to support the investigation an advisory group for vehicle emissions standards (AGVES) has been formed, to investigate how this may be achieved and create a detailed proposal for possible future legislation.

In particular, this consortium will look at international emission regulations, the effectiveness of current European emission standards, and the development of an array of new test procedures. Propositions also include moving to emission limits based on the weight of the vehicle, and to include both hybrid and fully electric vehicles as part of the testing.

The current debate The ultimate objective is to have post-Euro 6 type approval, which should be able to guarantee that a vehicle is as clean as possible under all driving conditions. It should also guarantee that the vehicle achieves zero or near zero emissions throughout its entire life, especially in urban areas – this would be achieved through a combination of real driving emissions (RDE) and on-board monitoring.

This would ensure more realistic assessments of emissions to ensure type approval compliance and would avoid any further ‘diesel gate’ scandals.

So far, so good, but within these proposals, there are some worrying aspects that could impact the aftermarket. On-board monitoring (OBM) would mandate more

sensors on the vehicle, which would be monitored whenever the engine is running and report any rise in emissions. Think of this as an enhanced emissions OBD that is more focused on the actual emissions rather than the engine management components.

The question is: Who sets the thresholds and who can then access this data? Should a limit be exceeded? It will be more than just a simple trigger of a malfunction indicator light, as this information is of direct interest to not only the vehicle driver, but also to vehicle manufacturers, governments, and roadworthiness test authorities. Today, EOBD data is both standardised and accessible via a standardised connector (the 16-pin OBD plug). However, in this new proposal the OBD connector would no longer be fitted.

The current suggestion is that the emissions related data would be accessed in the cloud, but how all other in-vehicle data would be accessed is not specified. This generates the questions of who, how and when can in-vehicle data (including the emissions data) be accessed? The current proposal is for the vehicle manufacturer to transmit the OBM data from the vehicle to the cloud, but this still does not answer who would get access, especially if the emission threshold limits are exceeded.

A game changer There could be a change in paradigm for the aftermarket as a result of this OBM proposal; not only will there also be On Board Fuel Consumption Monitoring (OBFCM), but the vehicle will be monitored remotely each time it is driven.

This brings in the threat of predictive repairs; the vehicle manufacturer can propose a replacement part before the ‘failure’ occurs directly to the vehicle owner via the invehicle display. Additionally, if a failure does occur, the display could ‘guide’ the driver to a workshop or test centre chosen by the vehicle manufacturer. The pass/fail criteria will also be triggered in the vehicle, as opposed to being checked in a MOT station when the vehicle is presented for testing. I am sure that you can see the developing threat from this seemingly innocuous proposal.

It is therefore critically important that the European Commission clearly defines the OBM, not just in terms of data, but also in terms of the standard access to the vehicle data. It’s also imperative that it includes the option of independent third-party testing, to provide ‘checks and balances’; this will reinforce and ensure proper monitoring and sensor function/calibration for the emission checks. Today, exhaust emissions are checked as part of the MOT test, and this needs to

continue. This should become part of what is currently being standardised as ‘e-PTI’ (electronic periodic technical inspection), not only for the electronically controlled vehicle safety-relevant systems, but also for checking the on-board emissions monitoring.

The debate also includes the monitoring of other exhaust pollutants, especially NOx (nitrogen oxides) and PN23 (23nm particulates). Particulate number measurement will be introduced in Belgium, the Netherlands and Germany in the near future, and is aimed at identifying DPF removal during the roadworthiness test. At the UNECE level – which sets vehicle type approval requirements – the EMPIR project is discussing the wider introduction of PN measurement.

It is important that the legislator considers using internationally recognised standards (e.g. OIML, as used today for 4 gas analysers) for PN measurement. This would establish a trusted reference so that independent third parties can test OBM and OBFCM related on-board measurement systems – an excellent way to avoid another ‘diesel gate’, and provide the aftermarket with a breath of fresh air!

FOR MORE INFORMATION, WWW.RDR.LINK /AQ020

26 MAY 2020 PMM

PMM MAY 2020 27

BUSINESS

Where to start?

& TRAINING

OILS, LUBRICANTS

& ADDITIVES

APPRENTICESHIP ANSWERS

Although apprenticeships can be a daunting prospect to the hectic workshop, they are a worthwhile investment. In the first installment of a regular column, Gemma Westlake outlines the good, the bad, and the in-between when it comes to apprenticeships.

T

o briefly introduce myself, my name is Gemma and I am a qualified technician by trade. In the last 10 years, I have also worked as a college lecturer, an assessor and an Internal Quality Assurer. My career started while working as a van valeter back in 2001.

I somehow plucked up the courage to approach the owner of the garage and ask if they would train me, someone with no technical knowledge, as their first apprentice. Luckily for me they were up for a challenge, and the rest, as they say, is history.

Having an apprenticeship changed both my life and career path for good.

Now, as a lecturer, I am able to see apprenticeships from differing viewpoints; the excitement of the apprentice, the sometimes daunting yet rewarding process for the employer, and, of course, the communication between the college and mentor.

A new life An apprenticeship can mean the beginning of a new life. Learning valuable skills while working and training can open up all kinds of new and exciting opportunities in the coming years, and to be part of that journey for someone is something very special indeed.

For employers, having an apprentice has many upsides; you

have an energetic employee who is keen to learn the ways of the workplace, and you are able to invest in the future of an individual who can in turn become a valuable and profitable member of the team.

But, what does the employer need to know?

There will be a few potential employers out there worrying about what they would need to do to enable someone to complete an apprenticeship with them, and may be asking questions such as ‘how much extra work will this involve?’ and ‘how long will the apprenticeship last?’.

New rules There is good news and bad news here. It used to be that apprentices who followed the old standards were delegated an assessor from their training provider, and this assessor would make regular visits to the garage and observe the learner as part of the qualification.

However, in discussions between Government and employers, employers stated that they would like more control over the outcome of their apprentice, as the old framework meant that the assessor largely decided the outcome of the apprenticeship. In response to this, new standards were implemented, which

enabled garages to have much more control over the learner’s development. What this meant for the assessor was a change of role – the assessor is now a mentor.

When an employer takes on an apprentice, they are now given access to a mentor, whose role is to support and assist the garage in ensuring that their apprentice is regularly uploading and completing evidence of development on their online system. The employer now has the control and responsibility of grading the work completed by their apprentice.

A busy employer will probably read this and question the extra workload, and it’s true that an apprentice does mean extra commitment. However, it’s important to remember that the mentor provided is there to help. If a garage does decide to take on an apprentice, there is help available, from guidance and funding to websites to help find an apprentice.

Gemma is a lecturer at Basingstoke College of Technology. To find out more about what goes on there, GO TO WWW.RDR.LINK/AQ022 PMM MAY 2020 31

Mapping the LUBRICANT LANDSCAPE Adrian Hill, Automotive Products Manager at Morris Lubricants, casts his eye over the trends in the lubricants industry and warns of the changes required to compensate for alternative powertrains. he move towards alternative power technologies in the passenger car market is leading to a review of the hardware changes taking place and the opportunities that will lie ahead to compensate for reduced conventional engine lubricant usage.

From a full hybrid electric perspective, new lubricant technology will be required as the operating regime is very different from a petrol or diesel only vehicle.

The first thing to consider is the intermittent nature of its operation. Start-stop operation increases bearing stress that can

T

lead to accelerated wear. Conventional engines (other than when start-stop is used at junctions, etc.) continue to rotate, generating an oil film that keeps bearing shells/journals separated for long periods. Under these conditions, minimal bearing shell/journal contact occurs, as this only happens when the engine is at rest. The frequency of this contact is higher in hybrids (due to their intermittent use) and therefore more robust wear protection has been developed and incorporated.

Hybrid engines do not operate for an extended period of time and therefore never reach optimum running temperature; they can be at least 20ËšC below their petrol or diesel only counterparts. For this reason, certain contaminants build up that would normally be driven off during continuous use. Unburnt fuel and water can persist that lead to the formation of harmful low temperature sludges. Too much water will lead to phase separation with a distinct layer of water forming. This can damage the oil pumping system and contribute to bearing wear issues. New hybrid lubricant technologies are being formulated to disperse

the water and fuel, forming an emulsion to safeguard against these issues. Of course, these features are not the only performance parameters these lubricants have to comply with. Each original equipment manufacturer will also require the usual performance parameters to be covered, such as engine cleanliness, general wear protection, protection from rust and corrosion and good dispersion (to help the filter do its job).

In addition to the new chemistry required to combat the harmful operational side effects described above, engine lubricants continue to move towards low viscosities: 0W-20, 0W16 and even 0W-12. In the first instance, the reduced internal drag of these lubricants means that more of the energy is released to charge the battery packs, whilst improving conventional fuel efficiency and reducing carbon dioxide emissions.

TO HEAR WHAT ADRIAN HAS TO SAY ON A VARIETY OF LUBRICANT TOPICS, WWW.RDR.LINK /AQ026

PMM MAY 2020 39

I

PROFESSIONAL MOTOR FACTOR MAY 2020 21

022_PMF_MAY20_Layout 1 28/04/2020 15:19 Page 22

MARKET TRENDS & ANALYSIS

PETROL & DIESEL

©sarayut_sy/AdobeStock

An unworkable fantasy?

Klarius reports on the Government’s decision to ban the sale of vehicles with a combustion engine by 2035. Here, the company questions whether the measures needed to support the change have been given enough thought.

U

sing Government policy to improve safety and push society towards a more sustainable future with a lower environmental impact is highly commendable. However, policy must be rooted in the possible.

The Government recently announced that it will ban the sale of all internal combustion engine cars – including hybrids – by 2035. So, within 15 years, we are expected to build an entire infrastructure for passenger vehicles, including the power sources for the electricity and charging points. Is this really feasible?

This expectation comes from a Government that has still not enacted legislation that requires replacement exhaust systems to be type-approved as is the case in the rest of Europe, allowing pollution to continue to increase due to the fitting of low quality, non-compliant components. ©fotohansel/ AdobeStock

So, what is the reality?

Problem #1 – parking The Government published its own figures for ‘parking provision’ a couple of years ago, stating that 32% of dwellings relied on street parking, and that 2% of homes had no parking provision whatsoever. 34% of the population, therefore, will need to charge their cars at work or sit around at charging stations during a commute.

I

22 PROFESSIONAL MOTOR FACTOR MAY 2020

Problem #2 – infrastructure and power generation Even if everyone could charge their vehicle at home, the National Grid’s own predictions for power requirements, alongside the UK’s policy and plans for building new power stations, mean the country would become increasingly reliant on imported electricity. This would lead to the total electricity usage rising from 10% to over 30%, raising serious energy security concerns. The country would also need the physical infrastructure upgrades to handle the additional load on the grid.

engines is already a major issue. Euro 6compliant passenger vehicles are very clean, unlike the average train. Will the power sources of these be swapped over to electricity only? No, as the technology does not work that well yet. Power density for batteries alone is not practical. Many of these sources are there to stand in for an absence of a practical electrical power supply, or a drop-in grid supply.

Problem #3 – public transport So, in 2035, we are scheduled to enter a period of re-birth, with clean, efficient public transport that is fast and convenient for all to use. How much is this going to cost, and how will it be paid for? To move the majority of journeys from private transport to shared, public, or communal transport in that time frame will also require a huge shift in cultural norms, and this would surely require a commitment by successive governments, as well as overwhelming public support, to achieve.

Problem #5 – purchase cost and jobs Has anyone checked the price and availability of the rare earth metals used to create the motors and batteries used in EVs? They are on the rise. The average EV city car purchase will still be two or three times more expensive than a liquid-fuelled car, which just isn’t practical unless the government also has a plan for doubling everyone’s salary.

The reality is that the government should consult with the automotive industry, the aftermarket and society in general before making impractical policy statements on banning petrol and dieselfuelled cars. There needs to be a sensible transition plan that protects jobs and people’s freedom of choice, as well as one that improves sustainability and pollution.

Problem #4 – other vehicles Pollution from buses, trains, off-highway equipment, emergency power and marine

For more information on Klarius, go to www.rdr.link/FQ008

023_PMF_MAY20_Layout 1 28/04/2020 15:21 Page 23

HYBRID & ELECTRIC VEHICLES

A greener future

©Olivier Le Moal/AdobeStock

With the transport sector responsible for 24.5% of global emissions, Schaeffler claims to be committed to the challenge of significantly reducing CO₂ emissions to ensure that the planet’s temperature does not increase by two degrees.

S

chaeffler has pledged to play an active role in reducing CO₂ emissions by 60% by 2050, but with demand for mobility on the rise worldwide, how can it help to achieve these targets?

With what the company has labelled as a combination of highly-efficient drivetrain concepts and system solutions along the entire energy chain, it is confident that the goal is within reach.

The UK Government recently announced a decision to bring forward its ban on new petrol, diesel and hybrid cars from 2040 to 2035, and Transport Secretary, Grant Shapps, is not ruling out the ban being introduced as early as 2032.

The ban is part of the Government’s strategy to move drivers over to fullyelectric vehicles, thus helping the UK meet a ‘net zero’ emissions target by 2050. This puts renewed pressure on vehicle manufacturer (VM) technology partners, like Schaeffler, to provide the components and systems to power the vehicles of tomorrow.

Schaeffler’s own research and analysis shows that by 2030, there is likely to be a 30/40/30 split in the light vehicle segment; where 30% of vehicles will still have just an internal combustion engine (ICE), 40% will have a hybrid powertrain, combining electric motors with an ICE, and the remaining 30% will be purely electrically powered.

In cities and towns, vehicle emissions are being scrupulously observed and actions are being taken to reduce them; Bristol, for example, is set to become the UK’s first city to ban diesel cars from entering parts of the city in a bid to cut its air pollution, as well as charging owners of commercial vehicles to enter a certain area.

VMs are obliged to fulfil their mandatory upper limits for emissions in the LCV

sectors separately, as it is not possible to offset emission values against those of passenger car fleets. The performance of electric motors can largely fulfil those requirements, which is one reason why Schaeffler has invested in several electric powertrain projects.

For example, in December 2019, Schaeffler and Audi announced an agreement to continue their Formula E technology partnership, focusing on transmission, engine and drive concept improvement, with a target of both success and ‘sustainable mobility’.

Schaeffler claims to have already laid the foundations for providing sustainable and fit-for-the-future mobility. By providing advanced parts and systems for vehicles with integrated start-stop technology and 48V e-components to hybrid vehicles with smaller fossil fuel powered engines and pure electrics, Schaeffler is aiming to secure its place as a valuable technical partner.

Another method of reducing CO₂ emissions and fuel consumption is by controlling engine heat flow, using a

thermal management module (TMM) – coined ‘cooling on demand’. Schaeffler produces TMM units for OE fitment, which are also distributed to the aftermarket under its INA brand.

A TMM uses sensor-controlled rotary vanes to accurately regulate the temperature balance throughout the powertrain, which means that an optimal temperature can be reached quickly in additional controlled circuits, such as the gearbox, engine oil and turbocharger.

The TMM also controls engine temperature from start-up, resulting in a significantly quicker ‘warm-up’ phase that can result in a CO₂ emissions reduction of up to 4%.

For VMs, a TMM is a ‘bolt-on’ cooling system, and the INA cooling range also includes mechanical, switchable and electric water pumps, many of which can also be found inside appropriate INA KIT+ boxes, along with all the components needed for a professional belt system service.

For more information on Schaeffler’s TMM units, go to www.rdr.link/FQ009

I

PROFESSIONAL MOTOR FACTOR MAY 2020 23

024_PMF_MAY20_Layout 1 28/04/2020 15:22 Page 24

HYBRID & ELECTRIC VEHICLES

The Goldilocks effect

I

n recent times, it seems like there isn’t a week that goes by without a vehicle manufacturer announcing a new range of electric vehicles, with consumers wanting to know what’s different.

There are multiple factors that affect the range of an electric vehicle (EV) that are not limited to the battery alone. Most vehicle manufacturers work on the assumption that 300 miles on a single charge is sufficient for most consumers.

However, many now want to see quicker charging speeds that will require a shift away the battery composition of NMC 622 to the NMC 811 formula. Whilst independent garages and factors will not be concerned with the specifics of this battery chemistry, it is essential that they have a sound understanding of the battery thermal management system in order to extrapolate the potential offered by these new batteries, so that they can provide maintenance and support for electric vehicle owners.

The performance of lithium ion battery cells is greatly impacted by their

I

24 PROFESSIONAL MOTOR FACTOR MAY 2020

Steve Carter explains how the battery thermal management system may hold the key to unlocking the potential of electric vehicle batteries, and therefore why aftermarket businesses need to stay clued up on this area of new technology. temperature. Lithium ion battery cells suffer from the ‘Goldilocks effect’; they do not perform well when too cold or too hot, which can lead to permanent and extreme damage of the cells or accelerated degradation. So, whilst these batteries need cooling to prevent damage, they will also need heating at lower temperatures to prevent damage during fast charging when

the cells are too cold. This is because the internal resistance of the cells rises when they are cold. Most lithium battery cells cannot be fast charged when they are less than 5˚C and cannot be charged at all when they are below 0˚C. Lithium cells also begin to degrade quickly when their temperature is above 40˚C. The real new nuance of battery thermal management is to achieve the required temperature parameters whilst using as little energy as possible. Whilst this poses a challenge, some of the latest EVs have been able to overcome this with varying degrees of success. The Jaguar I-Pace has a triple heat scavenging system that utilises the air conditioning system as a heat pump.

It consists of three refrigerated heat exchangers, three circulation electric pumps and a split cooling system. Firstly, the system cools the battery because it has the lowest working range (c.20.C), meaning that the first radiator/heat exchanger at the front of the vehicle is for the battery only.

The next is the radiator/heat exchanger, which is for the front and rear electric

024_PMF_MAY20_Layout 1 29/04/2020 10:41 Page 25

HYBRID & ELECTRIC VEHICLES

motors, and the front and rear power electronics.

The radiators/heat exchangers for both the front and rear electric motors, and the front and rear power electronics, have their own independent circulation pumps.

However, the coolant will be collectively cooled in the front exchanger positioned behind the battery heat exchanger. The last heat exchanger – with the highest working temperature – is the air conditioning condenser; when required, this whole system can be assisted with an 850W fan.

Thermal management strategy for the I-Pace

If the ambient air is less than 20°C, allow for HV battery cooling in drive mode.

Active vanes will open and close as needed, and if an uneven cell temperature is detected, the solenoid valve will send coolant to the HV pack, bypassing the heat exchanger to ensure active cooling.

As cell or ambient temperature rises above 20˚C, the active vanes open, and a cooling pump circulates coolant through a front heat exchanger. If this is insufficient, a

proportion valve will bypass the coolant through a refrigerant chiller.

When rapid charging at a low cell temperature, a heat pump system is used to pre-condition (heat) the HV battery to the required range. This type of heating is much more efficient than a PTC heater.

To heat the passenger compartments, a heat pump becomes active. Heat is recovered from the drive unit and the power electronics cooling system, even with efficiencies of above 95%, and usable heat can still be recovered by the third refrigerated heat exchanger.

This is why the cooling/heating system is referred to as a triple heat scavenging system.

The vehicle in question may not require some of the servicing that we have become accustomed to, but the air conditioning and cooling system now work as one, and can now play an important part throughout the entire vehicle.

Only with the approved training and appropriate knowledge can these systems be serviced and repaired safely and professionally.

“Lithium ion battery cells suffer from the ‘Goldilocks effect’; they do not perform well when too cold or too hot”

For more information online, go to www.rdr.link/FQ010

026_PMF_MAY20_Layout 1 28/04/2020 15:22 Page 26

HYBRID & ELECTRIC VEHICLES

Leading the charge

Denso Aftermarket’s Assistant Manager, Aftermarket Network UK & IE, Mike Sadler, explains how the company has adapted to the needs of a more sustainable aftermarket.

T

he increasing popularity of hybrid and electric vehicles has required parts manufacturers to evolve existing technologies and develop entirely new ones in order to offer the most innovative, efficient and reliable parts for these engine types. As such, Denso Aftermarket claims to have made revolutionary progress with rotating electric machines, as well as compressors and sensors.

Within hours of the UK Government announcing its intention to ban new petrol and diesel car sales by 2035, online searches for electric cars surged by 162% above average levels, according to Auto Trader. This renewed consumer interest corresponded with a continued increase in sales of hybrid and electric vehicles in the UK. Electric vehicle sales rose sharply in February, according to Society of Motor Manufacturers and Traders figures, increasing from 731 to 2,508 in 2019, a rise of 243.1%. This translates to 3.2% of the new car market.

Hybrid sales also climbed, despite the government’s choice to blacklist the vehicles in 2035, with almost one-in-five cars (17.5%) sold being either fully electric

I

26 PROFESSIONAL MOTOR FACTOR MAY 2020

or hybrid, running on technology that includes both an engine and a battery.

As more initiatives are put in place to increase the use of sustainable mobility solutions, the need for automotive manufacturers to be forward-thinking has never been greater.

Denso Aftermarket claims to be dedicated to technological development and recognises itself as having been at the forefront of innovations since the electrification of vehicles began. Its increasingly varied catalogue of part numbers and a host of technologies are testament to the company’s progressive approach.

Mike Sadler, Denso Aftermarket’s Assistant Manager, Aftermarket Network, UK & IE, commented, “Since we introduced an e-compressor with an integrated inverter for hybrid cars in 2005, there have been several Denso Aftermarket breakthroughs which have contributed to the rapid increase of electrified parts. An integrated hybrid control computer, battery monitoring unit, DC-DC converter, superior battery cooling system and high-output power control unit (PCU) are all evidence of our innovative stance on electrification.

“As well as pioneering the increased handover from traditionally-fuelled engines to hybrid, we regard ourselves as responsible for the continued improvement and evolution of parts for hybridised powertrains.”

The evolution of rotating parts

As a replacement for conventional starters and alternators, Denso Aftermarket has crafted a motor-generator (MG) stator for use in hybrid vehicles.

The MG component performs several functions, including starting and assisting the engine, generating electric power, and driving the axles.

026_PMF_MAY20_Layout 1 29/04/2020 10:44 Page 27

HYBRID & ELECTRIC VEHICLES

the rise of alternatively fuelled vehicles.

Mike added, “Several significant developments have already been made with this range of specialised products.

Drawing on the experience used to create the segment conductor (SC) alternator, we developed a completely new MG stator for the Prius that is smaller and lighter by more than 20% compared to the previous generation, helping the vehicle to achieve a fuel economy of 40km/L.”

Creating the e-compressor

Denso Aftermarket claims to be responsible for the world’s first massproduced electric compressor with an integrated inverter and motor.

On the company’s compressors, Mike noted: “Whilst conventional compressors are driven by the engine, making them unsuitable for use in hybrid vehicles, our e-compressor is driven by an internal motor. This not only makes it applicable to hybrid engines, but it also improves fuel efficiency as well.

“In the case of a hybrid powertrain, it is possible to run air conditioning functions, both when the engine is idling and switched off, thanks to the power provided

by the internal motor of the e-compressor.

This represents a significant advantage over traditionally fuelled vehicles, as it maintains a comfortable cabin environment whilst saving on fuel wastage.”

New sensor technology for electrical components

In hybrid vehicles, the petrol engine part of the powertrain is monitored by standard engine management system (EMS) sensors.

However, there is also the addition of several other sensors specific to high voltage (HV) electrified components. The development of these types of sensors is a direct result of the electrification trend and

Sensors specific to hybrid/electric vehicles include: 씰 Battery current sensors: Which detect current flow and monitor the state of the main HV battery charge (SOC) 씰 Rotational angle sensors (Resolver): An indispensable sensor for optimal MG control 씰 System main relay (SMR): A high voltage relay for the safety and protection of the hybrid system’s main power supply – the HV battery Mike concluded, “It is clear that the technological advancements made by Denso Aftermarket have helped to shape the current face of hybrid vehicles.

“As the move toward electrification continues, our pioneering parts will evolve into new spheres of technology and sustainability.”

For more information on Denso Aftermarket’s hybrid and electric offering, go to www.rdr.link/FQ011

028_PMF_MAY20_Layout 1 28/04/2020 15:23 Page 28

RETAIL FOCUS

Henry Bisson, Marketing Manager at Ring Automotive, shares his top tips on how to engage with the customer from the retail shelves.

Catching the customer’s eye

I

t’s all too easy for products to blend into the background in competitive retail environments. However, investing in the appropriate marketing, branding and sales support can help suppliers to catch the customer’s attention a lot more effectively.

Have a strong point of sale presence

Many factors utilise their front-of-house space by adding a retail offering, creating an extra revenue stream. In a crowded marketplace and with increased pressure from online competitors, catching the attention of a customer in-store is essential for factors.

Having a well-presented, easy-tonavigate range of products on offer is still very relevant and an easy way to make additional sales in-store, but it’s vital to make sure that the upsell is clear. The customer should be able to see why they should spend more on a better model.

Think about how space is used: you want a display to fill the space without

looking cluttered. Point of sale can also help to attract attention. Ring has a wide range of options in its new branding for factors, including header cards, shelf bay wings, posters, information boards and shelf strips.

Merchandising can take a long time – time that factor owners and their teams don’t always have when orders need to be met. To help, Ring is offering its customers merchandising solutions in a range of values to fit any space, giving them a plan to follow to take the headache out of arranging products in their bays.

Build your brand

Effective branding, a strong online presence and in-store support can immediately help motor factors to unlock demand and boost profits.

Ring has recently launched new

I

28 PROFESSIONAL MOTOR FACTOR MAY 2020

branding to bring consistency across its product ranges, allowing factors to merchandise more effectively and to help customers recognise the brand easily across different product categories.

By using bold block colours, bright yellow accents and clear messaging, it’s now easier than ever to recognise the Ring brand in-store. Whether it’s a boxed bulb, an inspection lamp or a trade charger for a garage, or a tyre inflator for a retail customer, one glance will highlight Ring’s proven product quality.

During Ring‘s re-brand, we had one goal in mind: to help customers’ businesses grow. The new branding firmly reiterates our position as an automotive expert that creates high quality products for technicians and motorists. For factors, this means stocking products from a brand that they can trust to increase sales.

028_PMF_MAY20_Layout 1 29/04/2020 10:45 Page 29

RETAIL FOCUS

Don’t forget about online resources

Consumers are increasingly digesting information and purchasing products online at the click of a button, and therefore, having an effective website in the digital age is another means of communicating with customers.

With this in mind, Ring’s website has been specially designed to improve the customer experience. It includes extensive information and video content on products to help factors get the information they need, quickly. The ‘Find My Bulb’ app enables users to find the correct bulb in an instant, with stockist information available across the UK. The site provides factors and their customers with an easily accessible resource for those looking to purchase a product, or those that want more information.

Creative countertops

Understandably, not every factor has a large retail space to play with. However, even a smaller space, such as a countertop, can be put to use in a retail environment.

Counter mats are a practical option that display products on offer without taking up a lot of space. Ring’s bulb application countertop mat displays bulb application data, making it useful for customers searching for the right bulb. The counter mat is resilient and durable, so it is well suited to a busy factor environment.

Alternatively, a countertop display unit (CDU) is an easy way to display a product without investing a lot of time or money in merchandising. A wide range of Ring products come with a CDU option, including the Xenon150 high performance headlamps and the MAGflex Pivot inspection lamp.

With customers coming in and out of the store to collect products or to seek advice, having a strong retail area is a resourceful way for factors to maximise revenue. Suppliers should, therefore, use bold branding and clear messaging across their packaging, literature and in-store marketing in order to attract the customer and to demonstrate the product’s quality.

This additional support helps factors push the brand a lot more easily, and ensures that it remains at the forefront of the customer’s mind.

For more information on Ring’s products, go to www.rdr.link/FQ012

030_PMF_MAY20_Layout 1 28/04/2020 15:24 Page 30

RETAIL FOCUS

More Flex-ible than ever PMF speaks to Trico’s Ana Loscos and Sam Robinson about the improvements made to the company’s Flex range. The pair discuss the assistance that Trico is offering its network of factors to promote the range.

I

n order to offer increased vehicle coverage, Trico has reinvented its Flex range. Not only does the company insist that the range now applies to an even larger array of vehicles, but it is said to provide workshops and stockists with the very latest in wiper blade technology.

First launched in 2013, Trico Flex has become one of the manufacturer’s most successful aftermarket products, with more than 20 million units sold worldwide in 2019. Trico largely attributes this success to the range covering 95% of the vehicle parc, with this coming from just 14 part numbers, leading to minimal stock investment.

The company claims that the Flex range allows consumers to step-up from the conventional wiper blade to premium beam blade technology – but at a reasonable price.

Now, the Flex range has been rejuvenated by increasing vehicle coverage even further – including the latest fitment for late Mercedes A-Class, BClass and C-Class models. Trico also adheres to packing the range with ‘exclusive invention’.

For example, the Flex range has incorporated the company’s Trico SYNCTM connection system, whereby five clips cover the nine most popular wiper arm types, which can be added or removed in just one second. On top of this, the range utilises newly-designed laser cut beam technology in order to aid pressure distribution.

In response to customer feedback, Trico has developed a new ‘top mount’ retro-fit connection system to upgrade older style conventional blades to modern beam technology.

I

30 PROFESSIONAL MOTOR FACTOR MAY 2020

“The company’s network of stockists will be offered retail support to give them the ammunition they require to promote the new Flex blade” ‘Stockists will be offered everything they need’ The company’s network of stockists will be offered retail support to give them the ammunition they require to promote the new Flex blade, including in-store posters, promotions and sales support activities, such as giveaways and point of sale material.

Trico’s Europe Marketing and Sales Director, Ana Loscos, commented, “The development of Trico Flex demonstrates how the company is committed to providing our customers with a product range that is appropriate for the vehicle parc and enables them to grow their sales.

We know this is a much-loved wiper blade among our network of stockists and their

customers, so we’ve made sure this is a significant upgrade more than befitting of their expectations.”

The company’s Senior Brand and Product Manager, Sam Robinson, added, “Trico is at the forefront of wiper blade technology and boasts an excellent track record in bringing new products to market.

The Flex wiper blade has been one of our best innovations, and its overhaul means it will continue to lead the multi-clip wiper market for many years to come, and give both stockists and technicians an excellent offering to sell.”

For more information on Trico’s Flex range, go to www.rdr.link/FQ013

031_PMF_MAY20_Layout 1 28/04/2020 15:24 Page 31

RETAIL FOCUS ©auremar/AdobeStock

What works for you?

Following Sealey’s acquisition of the Worksafe brand in August 2019, the company’s Product Manager, Kev Laflin, provides a breakdown of the retail products that are on offer for motor factors to take advantage of.

W

ith Sealey having purchased the Worksafe brand, it is the company’s intention to keep the brand alive and to apply its own core principles to it in order to help it provide the best service and value in the industry.

To that end, all Worksafe branded products will be promoted via Sealey’s own website, and will benefit from Sealey promotions and advertising.

The ‘Worksafe by Sealey’ catalogue has now been launched, and it contains over 1,000 safety and consumable products for the trade. Inside the 40 page publication, there is safety clothing and other PPE, drill

bits, rotabors, demolition kits, breaker steels, cutting and grinding discs, reciprocating saw blades, sanding rolls, belts and pads, diamond blades, 110V transformers, cable reels, saw blades, and more.

What’s on offer?

The Power Tools section includes electric paddle mixers, magnetic drilling machines, cut-off machines, rotary hammer drills and demolition hammers.

The WTTB19 480mm Worksafe Toolbag is a heavy-duty design which is constructed from tough polyester with a hard-wearing rubber base. The single internal compartment with built-in pockets is enclosed with an industrial grade zip. It is designed to keep tools clean, dry and organised, whether the consumer is at home or on the job.

Also noteworthy is the Worksafe clothing range, which consists of hi-

vis quilted jackets, vests and waterproof trousers. Also included in the range are 2pc flexible waterproof suits and disposable coveralls, as well as polo shirts, various types of knee pads, bump caps, thermal beanie hats and back support belts.

On top of this, the 5V heated rain jackets and puffy waterproof gilets feature three carbon fibre heating elements. The heating elements are in the back and each side of the chest, and have three different heat modes which are controlled by a colour changing button (Blue – Low, Green – Medium, Red – High).

So, the ‘Worksafe by Sealey’ range serves a wide variety of consumers. It is therefore imperative that factors utilise it as a retail option, as it will boost profits and keep customers coming back for their retail needs.

Wait, there’s more Discover the full Sealey range; hand tools, jacking and lifting, compressors, power tools, workshop storage, heating and cooling, machine shop, over 2,100 consumable products, and many more items are available to browse on the company’s new website at www.rdr.link/FQ014.

At this site, visitors can also search for spare parts, register their warranty, search for setting and locking kits, and view both the new help and support pages, as well as many other useful features.

For more information on the ‘Worksafe by Sealey’ catalogue, go to www.rdr.link/FQ015

I

PROFESSIONAL MOTOR FACTOR MAY 2020 31

032_PMF_MAY20_Layout 1 28/04/2020 15:24 Page 32

Product spotlight Mobiletron: TPMS PT47 tool Mobiletron has launched what it regards as its most cost-effective TPMS programming and diagnostic tool yet, specifically manufactured for programming the company’s MORE Sensors.

The PT47 has been manufactured in cooperation with ATEQ, and includes many costsaving features, such as an integrated OBDII module, five years of free software and database updates, as well as being backed up with a two-year warranty.

The PT47 is a specialised TPMS programming and diagnostic tool. Not only is it compact, but it provides many powerful features, such as sensor reading, programming and cloning. The tool is also used for TPMS ECU reset, using its built-in OBD capability.

Free OBD connectivity and software The PT47 is Mobiletron’s first TPMS tool to integrate the OBD module, giving the user access to an additional 60% of the vehicle

market. Users simply need to plug in the provided OBD connector cable to the vehicle to perform an ECU reset in less than two minutes.

The tool comes with five years of free software and updates, making it an even more economical choice.

More sensor programming The PT47 offers features to program Mobiletron Combi sensors, such as Create and Copy ID, Manual ID, Retrieve ID, and Program sensors.

The tool can also activate and read 100% of OE and aftermarket TPMS sensors for any passenger vehicles.

An easy to use interface According to Mobiletron, the tool benefits from the manufacturing expertise of ATEQ. The tool is small, portable, and highly durable, with a protective rubber case. On top of this, its bright colour screen is functional and easy to use.

For more information on Mobiletron’s TPMS solutions, go to www.rdr.link/FQ016

I

32 PROFESSIONAL MOTOR FACTOR MAY 2020

033_PMF_MAY20_Layout 1 28/04/2020 15:25 Page 33

What's New? SPANNER SET

Sealey’s AK63940 – Ratchet Combination Spanner Set is the latest addition to the company’s Platinum Series. The chrome vanadium steel has been hardened and tempered with a fully polished micro satin finish, whilst the slim style makes the set ideal for use where space is limited. On top of this, the set has a smooth 100-tooth WallDrive ratchet ring.

The 12-piece metric ratchet combination spanner set includes sizes of 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18 and 19mm, and comes supplied in a storage rack.

In addition to the AK63940, Sealey has a range of ratchet spanner sets, reversible ratchet spanners and flexi-head spanners, and all come in a variety of different sizes to suit daily professional use.

Go to: www.rdr.link/FQ017

AUXILIARY LAMPS The Flat Mounting Solution (FMS) Base and Prime models have been added to Hella’s range of auxiliary lamps, primarily for municipal and emergency vehicles, creating the ideal work lamp for flat mounting on the vehicle’s wall.

The FMS is a flat and compact LED work lamp with a nifty design; the slim build is a perfect fit for tight spaces, and blends seamlessly into the background of the vehicle, providing an evenly lit work area.

The FMS is available as a 14-watt Base model, with an output of 1,200 lumens, and a 28-watt Prime model, with an output of 2,500 lumens.

Go to: www.rdr.link/FQ019

BRAKE DISC PULLER Attempting to remove a brake disc? The securing screw has been removed, but the disc doesn’t want to come off. You’ve even hit the disc with a soft hammer, but it still won’t budge. Dirt and corrosion are holding it firmly in place. At this point, Laser Tools recommends reaching for its brake disc puller.

The puller is designed to fit discs from 165 to 380mm in diameter, with its easily adjustable, spring-loaded legs that clip behind the disc. The disc can then be steadily pulled off the axle flange by breaking the corrosion’s grip.

Go to: www.rdr.link/FQ018

EXPANDING LOCKS

Brake brand Textar has grown its aftermarket product range with the addition of expanding locks to ensure reliable handbrake function.

Damage to expanding locks is common in certain drum brake designs, as the condition of the handbrake can only be determined when the brake discs are removed. Most manufacturers recommend replacing expanding locks every four years, but Textar has recognised this as a key area when it comes to brake replacement and wants to ensure that workshops are always supplied with high quality aftermarket parts.

Go to: www.rdr.link/FQ020

EPS PARTS HEADLAMP BULB The D8S HID Xenon Vision bulb incorporates Xenon Vision technology.

Philips claims that its latest bulb is an ideal replacement lamp and is economical, too.

The Philips Xenon Vision D8S is compatible with Citroen’s DS3 platform, Ford’s Focus and Mustang platforms, and that of the Kia Forte and Hyundai Santa Fe, as well as VW’s Amarok, Beetle, Caddy and Touareg. Electric car owners are also to benefit from the D8S, which covers Tesla’s Model S range.

Philips Xenon Vision is available in D1S, D1R, D2S, D2R, D3S, D3R, D4S, D4R, D5S and now D8S variants.

Go to: www.rdr.link/FQ021

Having only appeared on the market in 1999, Electric Power Steering (EPS) is still a relatively recent automotive development. With its main purpose being to reduce steering effort, EPS uses an electric motor rather than an hydraulic system to assist the driver of a vehicle.

Shaftec added a total of 120 new EPS references in 2019.

The new part numbers span the majority of popular vehicle manufacturers. Of particular note are: electric racks for Mercedes-Benz GLC 2015-2019, Hyundai i40 2015, Jaguar XE and XF 2015 onwards, and an electric pump for Dacia Duster 2013-2017.

Go to: www.rdr.link/FQ022

I

PROFESSIONAL MOTOR FACTOR MAY 2020 33

034_PMF_MAY20_Layout 1 29/04/2020 10:48 Page 34

ADVERTISING INDEX

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

NGK Spark Plugs (UK) Ltd .................................. Page 4

Castrol Ltd.............................................................. Page 6

OPTIMAL UK Distribution Ltd .......................... Page 10

Induction Innovations, Inc................................. Page 13

Ring Automotive Ltd ........................................ Page 25

Jack Sealey Ltd .................................................. Page 27

Shaftec Automotive Components .................. Page 14

Kalimex Ltd .................................................. Pages 19,29

Swarfega .............................................................. Page 17

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

Trico Ltd ............................................ Inside Back Cover

In the next issue of

PMF will bring you the latest industry news, market analysis and product information, as well as vital business advice and solutions from industry experts.

PROFESSIONAL

MOTOR FACTOR

■ Brakes & Clutches ■ Filters ■ Automechanika Frankfurt Preview

NSION STEERING & SUSPE

PROFESSIONAL

MOTOR FACTOR

cturing Insight into the remanufa rack of an electric power steering

IONS EXHAUSTS & EMISS

be How oil blenders can ble environmentally responsi

MARCH 2020

MINING DATA

to benefit your business Harnessing ‘big data’

cts ■ interviews ■ produ nts ■ exper t opinion news ■ appointme

I

34 PROFESSIONAL MOTOR FACTOR MAY 2020

PROFESSIONAL

OILS, LUBRICANTS & ADDITIVES

MOTOR FACTOR

Exploring the impact that the EU Green Deal will have on the UK lubricants sector

A/C & THERMAL MANAGEMENT Taking advantage of the opportunities presented by thermal management

APRIL 2020

BUILDING ON SOLID FOUNDATIONS PMF discovers the secret to remanufacturing success

news ■ appointments ■ expert opinion ■ interviews ■ products

PROFESSIONAL

MOTOR FACTOR

HYBRID & ELECTRIC VEHICLES Adapting to the needs of a more sustainable aftermar ket

RETAIL FOCUS Engaging with customer s from the retail shelves

PERIPHERAL VISION

Encapsulating AutoMM’s software capabilities

news ■ appointme nts ■ exper t opinion ■ interviews ■ produ cts

MAY 2020

PMF Page Grid_Layout 1 23/04/2020 10:51 Page 1

PMF Page Grid_Layout 1 23/04/2020 10:55 Page 1