Professional Motor Factor May 2022

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PROFESSIONAL

MOTOR FACTOR

BRAKES & CLUTCHES First Line Ltd. emphasises the importance of quality braking

HYBRID & ELECTRIC VEHICLES TMD Friction makes key investments

MAY 2022

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VOLUME 22 ISSUE 5 MAY 2022

CONTENTS

6-9

13-23

NEWS

24-29

BUSINESS & TRAINING

REGULARS

PEOPLE & INDUSTRY

30-33

MARKET TRENDS & ANALYSIS

BRAKES & CLUTCHES Juratek steps into the pinnacle of British motorsport with Taylor-Smith ..................................39

Viewpoint ...........................5 First Line Ltd. emphasises the importance of quality braking ......................................................40 News....................................6

HYBRID & ELECTRIC VEHICLES

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

Schaeffler strengthens bearings business to facilitate e-mobility ..............................................43 'Using the correct lubricant is more critical than ever'....................................................................44

Product Spotlight...........48 TMD Friction technical team takes on electric and hybrid training ............................................46 What’s New?...................49

Virtual training sees real-world benefits for motor factors ..........................................................47

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VIEWPOINT

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

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

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

Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk tom@pmfmag.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2022

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

It’s good to talk This month’s edition of Professional Motor Factor is crammed with interviews. These are passionate people that have plenty to share, whether that be celebrating their business or having their say on industry matters and talking points – and there are plenty of those doing the rounds at the moment!

On that point, I’ll bring you to the attention of a story that broke between issues and that was the announcement that the Driver and Vehicle Standards Agency (DVSA) would collaborate with the Independent Automotive Aftermarket Federation (IAAF) after “three out of eight aftermarket brake pad brands” tested were found to be non-compliant and failed to meet UNECE 90 Regulation performance requirements – at the time of writing, those three brands remain anonymous.

I had an opportunity to put some questions to IAAF CEO, Mark Field, on this issue (pg 11) and he insisted that “the DVSA is focusing on education, not prosecution”. He also revealed: “The IAAF is communicating the DVSA’s message to the market; those whom the DVSA have contacted are, I am sure, putting their houses in order – the industry needs to make sure all product complies.”

It'll be fascinating to discover how this story unfolds, and I would urge you, if you have any questions or worries, to contact the IAAF – details can be found at www.iaaf.co.uk.

Moving on, it was a pleasure to pinch some time from Marathon Warehouse Distribution’s Colin Fisher, who was on top form during our interview (pg 15). He revealed that Marathon had rebuilt its turnover to pre-pandemic levels after “one of the most volatile periods we’ve been through”. While there continues to be challenges, he reveals the changes, triggered by the COVID-19 pandemic, that have made a constructive impact.

He commented: “The pandemic and staffing challenges created a surge in our electronic business (EMPOWER) and allowed us to stay connected with our customers in even the toughest times of COVID-19.

“The pandemic actually proved a game changer in this respect, as it broke habits and pushed customers towards becoming more reliant on our trading portal in handling their enquiries. This increase in electronic trading and efficiencies now means that our call centre agents are able to offer a better response when a customer really needs us so improving our overall customer service.”

Over several years, we’ve published comprehensive pieces about Shaftec’s products, production and testing methods; however, after racking our brains with the remanufacturer, we agreed to do something a little different this year: we want to show you the people behind the brand, position Shaftec’s team as the face and lifeblood of the business; therefore, over the next few issues, we’re going to introduce you to various members of the team – some of whom you’ll be familiar with already and some you’ll get to know!

We kick-off with Marc Wise, Shaftec’s sales manager (pg 20), and I hope you’ll agree that these articles will prove insightful, characterful stories.

As always, if you have any feedback or any questions, please bat them over to me and I’ll respond as soon as I can! Have a great month.

The publishers and editor do not necessarily agree with the views expressed by contributors, nor do they accept responsibility for any errors of translation in the subject matter in this publication.

Pg 18 ©REDPIXEL/AdobeStock Pg 18 ©Freedomz/AdobeStock Pg 22 ©REDPIXEL/AdobeStock Pg 30 ©cacaroot/AdobeStock

Tom Henman Editor

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NEWS GSF Car Parts highlights compliance

GSF Car Parts has announced all products in its braking range comply to R90 compliance which includes products from Brembo, Delphi and DriveTec. President and COO, Mark Eburne, said: “R90 is there to ensure the correct quality of this safety critical product and that’s something that GSF is completely committed to. There’s absolutely no question about the quality and compliance of the brands offered by our network of GSF branches across the UK. “As motor factors we have a responsibility to ensure all our products are safe for use, so we’re proud to work with respected suppliers

to provide a comprehensive range of braking parts, supported by our market-leading cataloguing software that enables customers to shop with complete confidence and clarity.

“Our DriveTec brand, launched in 1999, not only meets but exceeds the R90 standard. The range covers more than 90% of the UK car parc, providing our customers with excellent value for money alongside exceptional quality and longevity. It’s a brand that’s trusted by mechanics across the UK with good reason.”

Alliance Automotive Group acquires Lausan Group Alliance Automotive Group (AAG) has finalised the total acquisition of Lausan Group (Lausan+Soulima).

Lausan operates a comprehensive network of 31 branches under the Lausan banner, supported by its national and regional distribution centres in Spain. Lausan also operates a network of six branches in Portugal under the Soulima banner, supported by two distribution centres respectively based in Lisbon and Porto.

Headquartered in Bilbao, location of the national distribution centre, as well as the national shared service centre, Lausan Group achieved €112million net sales in 2021.

Franck Baduel, CEO of AAG, said: “Lausan has a leading market position in the key European market of Spain, which is contiguous to our existing operations. It is run by a superb management team, which I am sure will develop further growth opportunities in its markets. We are pleased that the Lausan management team is committed to staying on to lead the company into these next stages of its development.”

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IAAF CEO, Mark Field, has responded to our questions on this developing story (pg 11).

FPS makes the move to Belfast FPS has opened a new regional distribution centre in Belfast, as part of its “continuous expansion plans”.

FPS said the ambition for the new site is to provide customers with a “fast and efficient service”, which the distributor said it would achieve through the full range of brands and stocking profiles that it offers alongside sameday delivery on all products through its own fleet of delivery vehicles.

AAG UK Group Logistics Director, Neil Warren, said: “Our move into (Northern) Ireland has been highly anticipated, and we are excited to be able to provide an improved service to our Irish members.

“At AAG, we made the first move into the Irish market last year with the acquisition of J&S, and the opening of FPS Belfast presents a new era of opportunities for the group and our members."

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NGK-backed racer returns to drag racing Seven-time UK pro mod champion Andy Robinson has returned to drag racing, taking his seat in the NGK-sponsored race car ‘Anger Management 2.0’.

He raced at Northamptonshire’s Santa Pod Raceway over the Easter Bank Holiday weekend, taking part in the Festival of Power meeting.

The new look ’69 Camaro race car made its debut last year, three years after the original car was written off in a 200mph accident in the 2018 National Finals at the Santa Pod Raceway. So bad was the damage that the team were left with no choice but to write off the original race car, known as

‘Anger Management’.

Fortunately, Andy, driver and owner of the race team, walked away shaken but otherwise unhurt.

The accident came at the end of a season that had seen the team raise the performance bar, culminating in a record-breaking run of 5.867 seconds and a top speed of 246.37mph for the quarter mile.

Ignition and sensor specialist, NGK Spark Plugs (UK), and Andy’s company, Robinson Race Cars, have a long-established relationship spanning more than 11 years.

Motul and TOYOTA GAZOO Racing UK continue affiliation Motul has revealed it has continued its partnership with the TOYOTA GAZOO Racing UK works team in this year’s British Touring Car Championship (BTCC).

Motul has long been involved in the BTCC and is hoping for continued success with the Toyota team, after it secured three victories and three podium finishes in last year’s series.

Motul was the first company to bring a dedicated range of hybrid engine oils to market, and with this year’s BTCC featuring new hybrid engine technology, the company said it was fitting to be involved in the development of the new engines, providing lubricants for the testing programme for this new and more sustainable generation of BTCC racer.

“It is great to have Motul with us once again as our lubricant partners,” said Christian Dick, team principal, Speedworks Motorsport.

“Their provenance in motorsport is exceptional, their technical expertise is cutting-edge and the quality of product an absolute given.”

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NEWS Ben Ball is back!

Tickets for the Ben Ball are now on sale, the automotive industry charity has revealed.

Ben’s annual flagship black tie event will be held this year on Wednesday 7th December, supported by AutoTrader.

Following the success of the 2021 event, the 2022 event will move across London to its new home at Old Billingsgate Market – a spectacular venue in the heart of the city on the north bank of the Thames.

In 2021, the Ben Ball took place after COVID restrictions were lifted and quickly sold out as the automotive community seized the chance to gather together in person and celebrate.

Over 600 automotive industry figures attended the event, joining forces to raise

over £96,500 – one of the highest totals ever achieved at a Ben Ball.

IAAF expands The IAAF has grown its membership network with the addition of alloy wheel refurbishing agent, Prestige Wheels, and lubricants manufacturer, Motul.

Prestige Wheels specialises in refurbishing dented, cracked, corroded or scuffed alloy wheels. It also offers a workshop setting or a mobile repair service, including welding, required when an alloy is cracked, which can have dangerous effects on tyre life.

As for Motul, established in 1853, it is renowned in the automotive industry, with a heritage forged primarily on the racing circuit. Its range of engine oils and related lubricants and fluids cover cars, trucks, motorcycles, marine, agricultural and power generation. Its long history of innovation in lubricants has enabled it to become the trusted partner to major vehicle manufacturers and motorsport teams across the globe, with the Motul-powered United Autosports team taking an LMP2 class victory in the recent 1000 Miles of Sebring in the World Endurance Championship.

As IAAF members, Prestige and Motul will now have access to many of the federation’s benefits, including early entry to networking events and insights into IAAF’s lobbying activities to protect the automotive aftermarket.

Banner ‘leap’ to help with birthday celebration Birthdays for most of us are obviously annual events, but that’s not always the case! So when it came to the attention of Banner BDM, Russell Shea, that one of his customers was a ‘leapling’ he took the decision to help him celebrate in style.

We are, of course, taking about the small percentage of the population who are born on February 29th – enter Raj Ghai (right), director of GDL, one of London’s wholesalers and suppliers of automotive components.

And for Raj, the year 2022 is extra special

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8 PROFESSIONAL MOTOR FACTOR MAY 2022

as it marks him hitting the 50-year milestone. To commemorate the occasion, Banner decided to crash the party, with Russell delivering a celebratory chocolate fudge birthday cake.

Raj said: “When Russ from Banner turned up with the cake it was a really pleasant and unexpected surprise. As a business we enjoy a very strong relationship with Banner, so for them to acknowledge my 50th birthday says a lot about the business and those who are behind it.”

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Comline Richardson Racing is go for 2022!

British aftermarket parts brand, Comline Auto Parts (Comline), has announced a title partnership agreement with Richardson Racing for the 2022 Porsche Carrera Cup GB season.

Based in Northamptonshire, United Kingdom, Richardson Racing boasts an impressive track record in Porsche Carrera Cup GB, having narrowly missed out on team championship honours last season, finishing second overall. In 2022, the all-new Comline Richardson Racing will be looking to go one better.

The team boasts two cars in this season’s campaign, with 2021 race winner, Will Martin, and series debutant, Jack Bartholomew, behind the wheel, both of whom harbour realistic expectations for race wins, podium finishes and driver championship honours.

New for the 2022 season, Comline Richardson Racing is running the Porsche 911 GT3 Cup (Type 992), a faster, more durable and more efficient racer than its predecessors. The numbers are impressive too; the four-litre, six-cylinder box engine delivers up to 510hp at 8,400rpm and 470Nm at 6,150rpm.

These impressive numbers illustrate why the Porsche Carrera Cup GB is the fastest single marque GT racing championship in the United Kingdom.

Comline General Manager – Marketing & Communications, Leigh Davies, said: “Everyone at Comline Auto Parts is thrilled to see the Comline Richardson Racing partnership come to life. The newly wrapped cars, adorned in our distinctive livery, are sure to catch the eye of fans throughout the season and impress customers that we will be hosting at each race weekend.

“Seeing our name in lights and strengthening our relationship with the Richardson Racing team is a thrill for everyone connected with Comline. I am confident that this partnership will enable us to grow the brand and connect with our customers like never before.”

Comline Richardson Racing Team Principal, Gwyn Richardson, commented: “We’re thrilled to confirm that Comline Auto Parts will be our new title partner for 2022, and to join forces with such an established automotive brand is a coup for us, as we continue to develop.

“This partnership reflects the huge steps forward we have taken in recent years, and one that I believe will be a huge success both on and off track during the season ahead. The reveal of our new look is just the start.”

Comline Richardson Racing driver, Will Martin, commented: “The car looks incredible; the Comline livery allows the car to shine and stand out. Having Comline’s full commitment behind us will allow Jack and I to fully focus on events on the track, which should enable us to challenge for podiums, wins and, ultimately, the championship.”

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SPECIAL REPORT

IAAF CEO on UNECE 90 Regulations non-compliance: ‘The DVSA is focusing on education, not prosecution’ After the Driver and Vehicle Standards Agency (DVSA) announced it would collaborate with the Independent Automotive Aftermarket Federation (IAAF) after “three out of eight aftermarket brake pad brands” tested were found to be non-compliant and failed to meet UNECE 90 Regulation performance requirements, we put some questions to IAAF CEO, Mark Field, about the impact of this revelation:

Q

Q

Q

Q

Let’s go back a step – how did this story reach you?

Mark Field (MF): “IAAF holds close links with all government departments relating to the automotive aftermarket. As part of the DVSA’s process of education, rather than prosecution, we and the Society of Motor Manufacturers and Traders’ aftermarket committee were informed of its findings.”

What was your reaction?

MF: “We support the DVSA in its actions, which are designed to ensure compliance of standards throughout the sector.”

Q

Once you gathered all the facts, what did you do next?

MF: “Working with the DVSA and with the emphasis on education, we brought the matter to the attention of the industry and will look to go further in the coming months. A key point of DVSA’s market surveillance is that everyone in the supply chain is responsible and so pushing the matter further up the supply chain is no longer a viable option – we have to educate garages and motor factors in this regard, as well as suppliers.”

Obviously, the story has broken but the three brands, at the time of writing, have yet to be identified – does this sit right with you?

MF: “I’ve seen comments on the various forums and have spoken to numerous people about this issue. I understand the frustration, but DVSA has been very clear that, on this occasion, its intention is education, not prosecution.”

The margin for error of performance requirements was plus or minus 15% – is that quite a large gap?

MF: “That’s the stipulation within UNECE Regulation 90 for pads – it is +/- 8% for discs. UNECE R90 is about the performance and correct labelling of the product and packaging and we will look to work with DVSA on educating the market.”

Q

Why were only eight aftermarket braking brands tested?

MF: “The DVSA selected the brands, presumably they had some logic as to why they were selected. There are over 40 pad brands in the UK aftermarket alone, with the addition of OEMs, which also have to meet UNECE R90.”

Q

As factors and technicians are nonethe-wiser to the identity of these brands, they might be nervous that what they’re selling or fitting is non-compliant – are they liable? How is the IAAF supporting factors during this period?

MF: “In reality, if a product is found to not meet the standards, then yes, they would be liable – this is why the DVSA is looking to educate the market. I know that the reputable manufacturers out there are spending millions of pounds-ayear on UNECE R90 testing, since its inception years ago, and they have been frustrated that there was no proper enforcement.

“Local trading standards bodies picked up the job, but they had no budgets and were reliant on reputable tips and officers who understood the regulations. The IAAF is communicating the DVSA’s message to the market; those whom the DVSA have contacted are, I am sure, putting their houses in order – the industry needs to make sure all product complies.”

If you have any follow-up questions, contact info@iaaf.co.uk

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PEOPLE & INDUSTRY

APPOINTMENTS

PMF introduces this month’s movers and shakers as they begin a new stage of their career in the UK aftermarket.

Movers & Shakers

BM Catalysts

BM Catalysts, a manufacturer of catalytic converters, diesel particulate filters and front pipes, has appointed David Chester as its new purchasing manager.

With 12 years’ experience in UK manufacturing, David’s main tasks will be to ensure all BM Catalysts’ production requirements are met to fulfil orders, guaranteeing availability of parts, as well as identifying savings to deliver value to customers.

Enthusiastic about his new role and the expertise he can bring to the role, David said: “Through family ties, I have a strong affinity with the automotive industry, having been involved with garages and cars all my life. I am looking forward to putting my manufacturing knowledge to good use and help BM Catalysts continue to thrive in the automotive aftermarket.”

BM Catalysts Commercial Director, Mark Blinston, added: “Despite the challenging times, there has always been a clear insistence upon quality and availability at BM Catalysts, and our team works hard to achieve this. We’re delighted to have David on-board, as his experience and expertise will help us to continue to deliver a high level of service to our partners, whilst also delivering value.”

PCL Andy Traynor has joined PCL as its new key accounts manager, bringing extensive experience in the industrial tools retail market to the position.

After familiarising himself with the Sheffield-based company’s systems, processes and products, Andy is now meeting customers across the UK. He is being introduced to PCL’s key accounts by his colleague, Robert Gardner, who is working closely with Andy to ensure a smooth handover before he retires from the company.

Andy said: “I’m excited about developing partnerships with PCL’s customers, getting to understand their objectives and strategies to help them identify opportunities and realise potential.”

In terms of developing new business, Andy believes PCL’s reputation will ensure stability for the company and, therefore, its partners post-pandemic.

Comline

Comline has announced the appointment of Andrew Tsang to the senior management position of UK sales general manager.

Andrew assumes responsibility for overseeing UK sales of the Comline, Motaquip and Allied Nippon brands, and will lead the British aftermarket supplier’s team of regional sales managers and its in-house customer service department.

With an impressive career in automotive spanning more than three decades, and over 25 of those years in the automotive aftermarket, Andrew is well known in the industry, who brings his considerable personality and profile to the Comline business. An avid rugby and motorsport fan, Andrew joins Comline after a brief spell at Remy Automotive.

On his appointment, Andrew said: “I’m thrilled to have joined Comline, a company that I have admired from a distance throughout my aftermarket career. This is an exciting opportunity to join a growing business with a multi-brand portfolio, and I am confident that my experience, expertise and positive approach is a great fit with the Comline business.”

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INTERVIEW

Marathon implementing positive changes triggered by COVID-19 pandemic

Colin Fisher, Marathon Warehouse Distribution’s director of sales, marketing and purchasing, was able to take some time out of his busy schedule to bring us up-tospeed with how the well-documented and current challenges surrounding the automotive industry has impacted the wholesaler. arathon began life back in 1979 and more than 40 years later, it comprises of more than 150 fulltime members of staff. The senior management team are incredibly experienced – Colin joined the company in 1997 for instance.

Despite that history and experience, when Colin describes the last couple of years as “one of the most volatile periods we’ve been through”, one can appreciate the severity of the situation.

Of course, the pandemic and the consequences of that is what Colin’s referring to; however, he’s pleased to report that Marathon has bounced back extremely well and has already rebuilt its turnover to pre-pandemic levels.

Encouragingly, Colin believes that figure is actually modest: “I would say our turnover is circa 20% understated, based on availability today, compared to where we would have seen it before.

“The way we look at it currently is that if the business works (in this environment) today – and ours is working very well – then it can only get stronger and better as availability starts to come back from our suppliers and we continue to add more products.”

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Naturally, the conflict in Ukraine is also having a detrimental effect in terms of pricing and supply; for example, oil suppliers are having to monitor and change their pricing structures “almost on a monthly basis”.

Well-placed to satisfy customers across the UK

With nine regional distribution centres, plus its national distribution hub in Redditch,

Marathon is, geographically, well-placed to service its network of loyal customers; however, in light of the exponential rise in prices at the pumps, Marathon has restructured its delivery service.

Colin said: “Our goal is to offer a meaningful frequent same-day service to motor factors across the country. Factor customers, depending on their location and proximity to our regional distribution centres

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INTERVIEW

will enjoy up to three deliveries-a-day – early morning, midday and afternoon. In addition, we offer a nationwide parcel service to all customers via our Redditch national distribution centre, whose immense stockholding offers supreme availability on parts not available from our regional centres.

“I think the pandemic has also created an important ‘reset’ for the entire industry, a good thing, in terms of businesses looking even closer at their operations and objectives and how they could deliver improvements and efficiencies. Dealing with today and not looking too far ahead I think was a lesson learned based on the uncertainties at the start of the pandemic.

“I think the pandemic has changed people’s expectations as well, again a good thing. At Marathon we certainly took a long hard look at ourselves and what we needed to do in delivering a sustainable long-term business for the benefit of our staff, customers and suppliers, and that is what we have achieved over the last two years.”

Offering customers a choice but not “for choice’s sake”

In March, Marathon announced a “new strategic partnership” with First Line Ltd. The move means the wholesaler can offer frequent same-day access to a huge Borg & Beck range of brake, clutch and gear control cables, turbo hoses and breathers, engine mountings, a whole range of cooling products – to name but a few lines, with further growth expected.

But what makes a good supplier? What does Marathon demand from its suppliers?

Colin replied: “We don’t need to be the cheapest, but we do need to offer value for money, so key is ensuring that we can deliver a competitive offering to our customers, whilst enjoying a margin that works for our business. In addition, our suppliers need to be able to ensure that we are able to offer a strong overall position based on brand, quality, range and availability.

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“Our ever-expanding product portfolio means we are also focused on filling any gaps in our ranges, so increasing our opportunity to develop our customer relationships and loyalty.

“On certain, key product lines, we’ll also have more than one brand offering our customers a choice based on their needs at any given time; we’ll have a ‘brand A’ and ‘brand B’ scenario.

“Obviously we don’t need to offer choice for choice’s sake, but it can be good to have an alternative supplier covering all bases – availability, quality, range and price – and this allows us to become very specialist in certain product lines and always able to deliver on our customers’ needs.

“At best, we offer a choice based on what the customer likes, whether that’s brand, quality, price, range whatever it may be, but it also ensures, given availability issues at the moment, it’s actually a case of “we’ve got ‘brand A’ but not ‘brand B’”, so at least we’ve got something to sell – without a choice on key product groups, the situation currently might be far trickier.”

With a target of at least 95% off the shelf coverage of the products Marathon chooses to distribute, not to mention its own EuroFlo emissions programme, this ambition and choice

combined with its frequent same-day service is attracting more customers to sign-up and increase spend.

Emphatically, Colin expanded: “We’re delighted with the progress we’ve made over the last few years, despite the challenges faced by all, and we’re continuing to grow. We see so many opportunities moving forward. We’ve come a very long way since starting life as a specialist exhaust distributor in London to our position today as a national wholesale distributor of all products, not to mention our exhaust manufacturing facility in Portugal.

“Today, we find ourselves selling almost every product group; in fact, the Borg & Beck agreement has also allowed us to cover some of the more obscure product groups that were gaps in our previous stocked ranges.

“What’s more, a lot of what we do is supplying motor factors with the parts that they can’t stock themselves, because they’re either too slow moving or simply too difficult to stock based on space required, size of range etc. We have to stock full ranges going right down the pareto if we are to provide the availability that factors need from us and we do extremely well on difficult product groups that factors would not stock.”

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PEOPLE & INDUSTRY

“We’re really proud of EMPOWER”

EMPOWER is Marathon’s electronic trading portal for motor factors and this was pivotal during the pandemic, as it was the conduit between customer and distributor. As the wholesaler designed the EMPOWER platform, the tool can be adapted quickly, adding more and more features and its development has been rapid. Combined with its direct links with customers, via MAM, electronic trading has increased rapidly, now accounting for 90% of its turnover.

Colin said: “The pandemic and staffing challenges created a surge in our electronic business and allowed us to stay connected with our customers in even the toughest times of COVID-19.

“The pandemic actually proved a game changer in this respect, as it broke habits and pushed customers towards becoming more reliant on our trading portal in handling their enquiries. This increase in electronic trading and efficiencies now means that our call centre agents are able to offer a better response when a

INTERVIEW

customer really needs us so improving our overall customer service.”

Colin added: “We’re just about to launch another major development, which is a fully automated returns system for our customers. This milestone is hugely significant, as it will help our customers in handling their returns quickly and accurately – we’re always thinking of ways to improve customer service and experience.

“Every motor factor that we trade with today, worst case scenario has access to EMPOWER and we see it as absolutely key to our continued growth and development ensuring our customers are able to get what they want – whenever they want it!”

For more information about Marathon, www.rdr.link/FFJ001

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RECRUITMENT

‘Don’t forget the motor factor when talking skills and recruitment’ Skills and recruitment, as one, is one of the most important discussion points in the automotive industry at present. Ideas and campaigns have been thrust forward and created to improve the situation – IAAF CEO, Mark Field, has his say: n case you hadn’t seen or heard, there’s a skills shortage in our trade. When the market talks about such issues, it’s all too easy to relate these to the technician end of the sector. Indeed, the past 20 years has seen a very visible focus from the aftermarket at working to technically upskill the market.

Now, that focus extends to new people coming into our trade – how do we attract new people, new ideas and fresh perspectives? New entrants, in the main, come in via the education setting and arrive at garage level, but the majority of people studying motor vehicle qualifications never set foot in our industry.

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Rebel thinking

I read a very thought-provoking book from Matthew Syed recently – you may remember him from his podcast Flintoff,

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Savage and the Ping Pong Guy? In Matthew’s book, Rebel Ideas: The Power of Diverse Thinking, he talks about how we can reframe certain situations to bring about a better outcome, ultimately, by thinking differently, even radically.

Closer to home, the IAAF Aftermarket Career Pathway is an umbrella term we

have used to reach out to schools, colleges and universities, something the federation has rarely done before. It has a prime aim, which is to highlight to young people that there are numerous options available to them throughout the supply chain.

In short, it endeavours to promote the entire automotive aftermarket to young

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PEOPLE & INDUSTRY

people and highlight the fact that they can enjoy a long, varied career in numerous different businesses and settings.

In addressing the issues at one end, we recognise that we have a skills and recruitment shortage that affects both factors and suppliers.

Middle skills gap

The ‘middle skills gap’ is a real and present problem for our trade. There is not enough done to bring new people of all ages into our parts distribution trade, an area which IAAF is keen to address. Suppliers and manufacturers face similar issues.

The answer, I believe, is the same for all levels of the supply chain – just executed differently.

Reframing the opportunities

The opportunities in our trade need to be reframed; we need to think and act differently and onboard people in the correct way.

The automotive aftermarket is filled with examples of where businesses lead in terms of service, technical support,

RECRUITMENT

“The ‘middle skills gap’ is a real and present problem for our trade. There is not enough done to bring new people of all ages into our parts distribution trade, an area which IAAF is keen to address. Suppliers and manufacturers face similar issues.” manufacturing, IT, marketing and supply chain logistics to name but six. The opportunities are plenty and varied.

For young people entering the sector, we have to outline a pathway for a future career. Their initial touch point into our sector from an education setting may need to change from that of a garage, to that of something more indicative of the industry they are set to become a part of.

For the middle skills gap, in particular motor factors and suppliers, we need to promote the aftermarket to other sectors.

Industries, like rail, marine, electrical and agricultural, often mirror that of our own.

It’s not about looking like a good business; it’s about being a good business.

The skills gap isn’t confined to a demographic, it applies to us all. We can all benefit from different perspectives and diverse thinking.

And what of our future? One of an alternative-fuelled vehicle parc and autonomous driving. The future of our sector is exciting, and the way we embrace it is through stepping out of our comfort zone and thinking differently – rebel ideas anyone?

What are your thoughts on this subject?

Send your views to tom@pmfmag.co.uk For more information about the IAAF, www.rdr.link/FFJ002

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PEOPLE & INDUSTRY

INTERVIEW

Getting under the bonnet of Shaftec!

Over several years, we’ve produced indepth pieces about Shaftec’s products, production and testing methods; however, after racking our brains with the remanufacturer, we agreed to do something a little different… he objective is to show you the people behind the brand, position Shaftec’s employees as the face and lifeblood of the business; thereby, we’re offering you another perspective of the company, what it does and for which markets.

Over the coming issues, we’re going to introduce you to various members of the team – some of whom you’ll be familiar with – all with important jobs and responsibilities.

We start off with Marc Wise, Shaftec’s sales manager, and I began our chat by asking him to tell me about his day-today role: Marc Wise (MW): “Analysing market data, liaising with internal teams to ensure smooth running of orders, credits, accounts activities etc. Setting up new processes for new customer orders, speaking to key customers to grow business together and explore new opportunities.”

T

Q

Obviously, with the impact of the pandemic has brought over the last two years, both personally and professionally, how has your role changed/adapted in that time?

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20 PROFESSIONAL MOTOR FACTOR MAY 2022

MW: “The pandemic changed my role in the business dramatically. During the lockdown, Shaftec was running a skeleton team, which meant having to get involved in all aspects of the business especially operationally.

Before the UK went into lockdown, I dealt with export sales. During the pandemic, I found myself becoming heavily involved with all departments within the UK side of the business, which helped develop my new role.”

Q

Has the pandemic changed your perspective when it comes to selling product/working with customers, such as being out on the road/video calls?

MW: “Video calls have been the norm for the last couple of years. Being out on the road, building relationships and meeting new people is a part of the job I love.

“I'm starting to see some light at the end of the tunnel, with more face-to-face meetings and conversations taking place, now society is fully-open; however, there has been a culture shift, not just in our market but everywhere, with emails now the main line of communication, as most people sit in front of a computer for long periods.”

Q

How is Shaftec seen in the marketplace?

MW: “I think Shaftec is seen as a reliable, quality option in the market, which I believe is what makes us a winner. The market is now at its most competitive across all our product groups.”

Q

What are distribution levels like in the UK? MW: “As a remanufacturer, Shaftec has maintained its position over the past few years, as availability has not been an issue for us. Others across the industry have witnessed disruption in the form of shipping, container shortages, raw material increases and port delays.”

Q

If you could sum up Shaftec in one sentence, what would it be?

MW: “A reliable, adaptive company and brand which evolves to embrace new technologies, ensuring top quality service and product is always delivered on time to the customer.”

For more information about Shaftec, www.rdr.link/FFJ003

PMF Page Grid_Layout 1 20/04/2022 09:20 Page 1

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PEOPLE & INDUSTRY

INTERVIEW

WAI’s Richard Welland: ‘The automotive aftermarket should not be exempt from the opportunities a diverse vehicle parc brings’ WAI’s managing director discusses how the company has negotiated the pandemic and the current skills shortage. has WAI responded to the Q How challenges of recent years?

Richard Welland (RW): “Over the past two years with the coronavirus pandemic and Brexit, we have sought to ensure our availability of product has been at its highest. The world continues to face unprecedented challenges, so it is critical that as a global business we continue to invest and plan so that we can continue to offer our partners the best products in the market. We have extended our UK warehouse to facilitate more stock and continue to develop the range and services offered to our global customer base.

“The growing vehicle parc, both in terms of age and number of vehicles, represents an opportunity for the aftermarket, and it’s

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22 PROFESSIONAL MOTOR FACTOR MAY 2022

important we work hard to retain business and support customers with growing their sales of rotating electrics.”

WAI is obviously diversifying, Q with the introduction of new product types, so can you explain how WAI is supporting customers with this move into different product categories?

RW: “WAI is an auto electrical specialist and so our growth in recent years has been through the introduction of new product ranges, such as wiper motors and window regulators. Shortly, we will be extending our engine management range to over 1,800 SKUs. These will complement a motor factor’s existing offering and will also

strengthen the WAI brand proposition.

Window regulators, in particular, have often been perceived as ‘dealer only’ products, so it’s important garages and motor factors have access to this product range.

“Likewise, the automotive aftermarket should not be exempt from the opportunities a diverse vehicle parc brings

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PEOPLE & INDUSTRY

and so we’re introducing more products to support a motor factor’s entry into electric vehicles. We’re one of the largest suppliers of EV charger cables into the market and will look to expand our footprint into this area further.

“WAI offers a comprehensive package of data and marketing to support all the product ranges and have recently started to produce and publish product videos across all the main social media platforms.”

What is WAI doing to inspire a Q new generation of workers and keep its current workforce motivated?

RW: “The team at WAI in Bognor Regis really pulled together during the pandemic and was instrumental in bringing PPE into the aftermarket, as well as supporting local hospitals and charities. It demonstrated the very best the automotive aftermarket offers.

“In terms of recruitment, the automotive aftermarket needs to be more outward looking in its approach. As auto electrical

specialists, we have attracted new talent from other industries and sectors who bring new ideas to the expanded offering we have. This brings a new dynamic and motor factors really buy into what we’re trying to do.

“There will be no quick fix in the skills shortage, but through the IAAF we’re looking at how we can best support motor factors and suppliers.”

impact has your role had Q What on the IAAF? RW: “I have been the honorary treasurer for more than 20 years and am now the president of the IAAF. The federation is on an accelerated path of modernisation that

INTERVIEW

will see it remain relevant to its membership for decades to come.

“The number of initiatives we are working on is exciting, as is the return of our events calendar, which will see the annual conference and dinner return, with an emphasis on celebrating the best of our market.

“The lobbying work the IAAF does has also intensified, as we maintain one eye on developments with Europe, and the other on campaigning the UK government on raising awareness of the independent aftermarket.”

For more information on WAI www.rdr.link/FFJ004

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BUSINESS & TRAINING

WORKOUTS

OSRAM and Ring put technical training in the spotlight With technology in the automotive aftermarket consistently evolving, according to Ring Automotive Marketing Director, Henry Bisson, ongoing training is essential if the industry is to stay ahead of the curve and keep up with any developments: nd with these technological developments happening at a rapid pace, it’s important that the aftermarket embraces new technologies sooner rather than later, to avoid getting left behind in what is a swiftly evolving market.

The good news is that there are more product innovations than ever before, all of which can help a vehicle technician carry out their day-to-day jobs easily and efficiently, while minimising down time.

A

Factor ‘workouts’

As many vehicle technicians look to you for advice and any updates on new product developments, Ring Automotive and OSRAM believe that it is essential that this training is available at branch level.

That’s why the team offers dedicated ‘workouts’, delivered to various customers

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24 PROFESSIONAL MOTOR FACTOR MAY 2022

“As many vehicle technicians look to you for advice and any updates on new product developments, Ring Automotive and OSRAM believe that it is essential that this training is available at branch level.” throughout the UK, providing specific product knowledge and technical training on product ranges, including battery care and analysers.

A specialist programme has been developed around evolution and movement in the market too. This ensures you have everything you need to share industry and product-specific expertise with your customers, particularly with innovative

products that offer more technical capabilities, allowing them to analyse faults more effectively.

Bringing training and tools direct to the technician What’s more, the brands have launched a joint initiative, teaming up with factors across the country to bring the latest in

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BUSINESS & TRAINING

automotive lighting and workshop tools and equipment, direct to independent garages.

The Workshop Solutions Van is showcasing the latest products and innovations, along with technical advice and product demonstrations from technical representatives.

The specially-equipped van is touring around the UK and Ireland to workshops to meet technicians directly at their premises.

This allows both OSRAM and Ring to bring their products and technical

WORKOUTS

expertise direct to technicians, alongside their customers, offering demonstrations of the very latest products on the market, and the opportunity to make a purchase from the van, which will be fulfilled by the respective distributor.

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

The boldly branded van is equipped with inspection lamps, bulbs, and professional tyre care and battery care products for technicians to get their hands on and try before they buy.

For more information about Ring, www.rdr.link/FFJ005 For more information about OSRAM, www.rdr.link/FFJ006

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BUSINESS & TRAINING

SALES BOOST

Are your customers testing batteries ahead of summer getaway season?

Expect a surge in battery sales as summer begins, with VARTA urging workshops to test every battery to avoid summer getaway disappointment. ith the weather improving, as well as the extended bank holiday weekends in May and early June, there is an expected surge in UK getaways, particularly as there are no restrictions to contend with this year. As reported in several news outlets, the uptick in staycations, as well as holidays abroad, this spring/summer continues as consumer confidence grows after 24 months of limited travel. As a result, many car drivers will be taking their vehicles on longer journeys, potentially abroad or to airport parking where they could be left for several weeks. To be prepared for these extended trips or longer periods of standstill, the battery experts at VARTA are encouraging technicians to test the battery on every car coming into the workshop, to ensure they are in a good state of health before vacations begin.

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“When a replacement battery is required, it’s important that you ask whether the vehicle in the workshop has a start-stop system or not, as this determines which technology battery should be sent.”

Alongside this, you should be prepared for a surge in battery sales.

With over a third of vehicles now having a start-stop system, it’s vital that workshops are aware they’ll need an up-to-date tester that can also accurately test Absorbent Glass Mat (AGM) and Enhanced Flooded Batteries (EFB). If it’s an older tester that doesn’t have the capabilities to test AGM or EFB batteries, then it’s worth upgrading the tester; otherwise the test results will likely

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BUSINESS & TRAINING

be inaccurate. This is a great opportunity for you to make sure your customers are adequately prepared.

Andy Cook, technical Trainer at VARTA, said: “It shouldn’t take long to complete a battery test, not much longer than five minutes, but by explaining the results to drivers, your customers are giving their customers peace of mind that the battery is in working order, or advising that it might be time for a replacement. By doing this, drivers are being assured they have a functioning battery and will be ready for summer getaways.”

Batteries face greater demands than ever before, as they have to serve increasingly complex and power-hungry

car electronics. Whereas digital dashboards, inbuilt screens and parking cameras used to be limited to high-end vehicles, they are now common place on even entry-level models, all placing additional strain on the battery. Andy continued: “Many drivers are also plugging in their mobile devices to charge them whilst on-the-move, again drawing power from the vehicle. This is why it’s paramount to ensure the battery is in a condition to support all the comfort and safety features; it’s the heart of the car.”

VARTA has been highlighting as part of its Back to Better campaign that now is the time for a workshop to implement a testevery-battery process, if they haven’t before. It’s been a challenging few years for car batteries, so there is no better time for garages to generate revenue by ensuring batteries that need replacing are done so, whilst also keeping customers happy the service they received was thorough and keeps them on the road.

Andy added: “Testing batteries isn’t all

SALES BOOST

about profiteering, it’s about offering great customer satisfaction and ensuring their car will start when they most need it to.

This then adds to customer retention.”

When a replacement battery is required, it’s important that you ask whether the vehicle in the workshop has a start-stop system or not, as this determines which technology battery should be sent.

This can easily be identified by looking at the negative terminal to see if the vehicle has an IBS fitted. If the car does have start-stop, it will require an AGM or EFB, as a traditional flooded battery (sometimes referred to as an SLI; Starter Lights Ignition) will not be able to cope with the vastly increased number of starting cycles.

VARTA suggested that you always confirm if the vehicle is with or without a start-stop system before selling a battery to a garage workshop. If in doubt, the company added, always offer like-for-like technology, and never try to downgrade technology, as this could lead to early vehicle break down or features on-board not working properly.

For more information about VARTA, www.rdr.link/FFJ007

Sealey reveals exclusive range of jacks Discounts on Sealey’s exclusive range of jacks, all unique to Sealey Tools, can be found in the second edition of its Tool Promotion, which is valid until 30th June. ealey Tools reported that the 3290CX is both compact and lightweight, all steel, and professional. It is ideal for roadside or workshop use. It comes fitted with a safety overload valve and pumpthrough valve, to prevent the handle locking at maximum ram extension, whilst the heavy-duty castors and large saddle are designed for ease when being positioned under the vehicle.

The company said the 4040 range offers the largest lifting capacity of any standard chassis trolley jack currently available. The universal joint release mechanism allows a safer and more controlled lowering of the jack, whilst its

S

Rocket Lift feature brings the lifting arm into contact with the jacking point with minimal pumps.

If it is a low entry model your customers crave, they can check out the limited edition 2001LE range with patriot decals. Sitting at just 73mm at the saddle point when lowered, Sealey said this is one of the lowest entry professional trolley jacks currently available. The heavy-duty steel chassis provides stability and endurance and comes fitted with an overload valve for added safety.

Additionally, the hydraulic oil bypass system protects the ram from being overextended.

For more information about Sealey Tools, www.rdr.link/FFJ008

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BUSINESS & TRAINING

MARKETING

Time to make money from marketing, says Kalimex Motor factors promoting JLM Lubricants’ products to their trade customers are notching up healthy sales…with a helping hand from Kalimex. Its managing director, Mike Schlup, explains: hilst there’s never been a better time to promote premium quality additives to your trade customers, knowing where to start is a different matter altogether. It’s good news that motorists are keeping their cars on the road for longer. With household budgets being cut, the trend of products over parts is fast gaining momentum.

However, as a busy motor factor faced with so many suppliers to choose from, where do you start when it comes to marketing to your trade customers?

Because savvy marketing with products designed for the workshop environment will undoubtedly increase your sales.

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Here’s how the small but perfectly formed marketing team at Kalimex work with our motor factor stockists when our objective is to drive high margin product sales through their doors:

DPF Refill Fluid

For this feature, we’ve selected a current stockist campaign – promoting JLM Lubricants DPF Refill Fluid to trade customers. Mechanics value this product because it can be used as an alternative for all currently known original parts’ numbers for the manufacturers concerned. It’s a premium product, at a great price.

1. We ensure a stockist’s trade customers have read about the product campaign in publications including Professional Motor Mechanic. If we make them aware of a product (or remind them to check on stock levels) we have prepared the ground for what’s to follow.

2. We contact stockists to share the details of the campaign so they can opt in. This includes sample emails to send to trade customers, a standout leaflet with product endorsement from leading technicians such as Darren Darling, founder of the DPF Doctor Network, and Steve Scott, founder of the SimplyDiag

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BUSINESS & TRAINING

network. We know their genuine testimonial motivates other technicians to buy the product. We offer a free artwork service so that leaflets can be personalised with a stockist’s details.

Small touches like these make an enormous difference when it comes to getting trade customers to order.

3. Some stockists ask us to send leaflets and sales letters direct to their workshop customers. We collaborate with every stockist to ensure their

experience is hassle-free and that their trade customers – whether we promote the campaign to every one of them or just to a small number of their VIP customers – welcome the product information.

4. We email/telephone our database of mechanics with the call to action – ‘order now from your stockist’. Our mission is to ensure mechanics buy from their stockist. ‘Factor first’ has been our strategy from day one.

MARKETING

We know how important it is for your reputation and your sales that trade customers receive information on high quality trade trusted products. We have been working with motor factors for over 20 years so you can trust us!

Kalimex is the only UK distributor of the JLM Lubricants range of trade trusted products. We promote JLM Drive – the annual magazine, which you may have seen in the February issue of PMF (a copy was included with every magazine). Many stockists ask for copies of JLM Drive to send to their VIP trade customers because it displays the entire JLM product range.

For more information about JLM Lubricants, www.rdr.link/FFJ009

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE FR

MOT OR MAY 2022

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BUSINESS

We’ve picked some of the most intriguing stories from the most recent edition of our sister title, Professional Motor Mechanic, which this month features pro tips on marketing a business, a reader spotlight on Edd the Car Consultant, a preview of REPXPERT Academy Live and tech tips about air struts from Arnott.

In the latest issue of PMM, you can read the case for website by Jane Wright from Garage Services Online: “For an independent garage, a website is arguably one of its most valuable business assets.

It’s your number one salesperson, answers everyone’s questions and creates that first impression. It’s easily the hardest working member of staff you have. It never complains or rings in sick and works 24 hours a day, every day.

“You might not care whether your website’s any good; but your customers will.

Because if your website is not being found and converting, they’ll take their profitable routine service work across town to your competitor or a main dealer – those garages that don’t have any ‘lazy employees’.

“There are good bespoke websites out there that cost as little as £4 per day.

Websites built to attract the work you want and – here’s the good bit – bring in enough of it every month to cover build and maintenance costs multiple times over.”

Earlier this year, PMM interviewed long-time reader and Car Consultant, Edd Hunt, to learn more about his career: “Edd quickly gained a reputation locally as the go-to guy for troubleshooting. If you needed a diagnostics issue sorted, Edd was the person to call. His mix of first class training and a wide range of experience in the world of repair meant that he’d honed a fine skill in detection. The problem was that he was still spending too much time on problems any mechanic could sort out. Eventually, he decided he’d had enough: “It was a snowy evening, and I was lying on my back in two inches of snow working on an Audi TT mk1, when all of a sudden engine oil started leaking down my arm. That was when the seed of consultancy was sown; I knew I wanted to focus on pure diagnostics from then on.”

“That’s exactly what Edd did, eventually becoming the Car Consultant.

Determined to live up to the image of a consultant, Edd donned a suit to meet clients, traded in his van for an Audi A4 and brought clients through a structured plan of action – including the research he would undertake on their car and a range of communication tools, including video calls from his neatly laid out home office. It’s this combination of mechanical knowhow, diagnostic precision and professional care that enabled Edd to reach the top spot of Denso’s League of True Mechanics.”

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30 PROFESSIONAL MOTOR FACTOR MAY 2022

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INSIDE THE ISSUES PROFESSIONAL

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

THE TRADE MAGAZINE FOR SERVICING AND REPAIR PROFESSIONALS

IT’S SHOW TIME! The industry is gearing up for show season Also inside...

You could be winning new customers with the power of marketing

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

Schaeffler Key Accounts Manager, Simon Cooper, outlines the company’s upcoming REPXPERT Academy Live shows: “REPXPERT is Schaeffler’s service brand. It’s the platform we use to deliver all things technical regarding our LuK, INA and FAG brands to workshops – from simple printed materials to live events. The online portal and app contains everything a professional technician needs to know to fit our products safely and efficiently, from vehicle manufacturer fitting instructions and specifications to example installation videos and service information, so in effect, it’s our fourth brand.

“The main topic everybody seems to be focusing on right now is EV, and

the rush to upskill and upgrade workshops to be ready to repair them.

However, combustion engines are going to remain the bread-and-butter service and repair opportunity for most independent workshops for many years to come. Diesel, petrol, mild, full and plug-in hybrid engines will not start to completely disappear from our roads until 2050, and many of the very latest products and systems being originally installed in them may be new to some mechanics.

Yes, EV is coming, but the aftermarket also needs to keep up-to-date with the technology used in vehicles that will be driving into workshops today, tomorrow and in the coming years – most of which will include some form of combustion engine.”

Air suspension specialist, Arnott, gave PMM readers a deeper look at air struts in this tech tip: “Air suspension systems come in multiple configurations which define the product mix between air struts, shock absorbers and air springs.

Whenever a system is equipped with complete air strut assemblies, the air springs are integrated onto the struts instead of separately mounted onto the axle. These complete assemblies are typically used for the front suspension. The rear suspension usually features a combination of

shock absorbers and air springs. Fourcorner air strut set-ups exist as well.

“There are a few things to consider when replacing an air strut.

If you have the proper equipment, it is always possible to remove a worn or broken coil spring from its strut and then re-assemble the strut with a new coil spring; however, this is usually not the case when dealing with an air strut. Often the complexity of the strut will not allow the separation of the air spring whilst maintaining a new airtight air strut construction upon re-assembly.”

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READER PROFILE

PMM interviews: Car Consultant Edd Hunt Does marketing necessarily cost a lot? What are some cheaper options that work well for smaller workshops?

I think the best form of marketing is the obvious one: manners and a friendly service, and they cost nothing. But in all seriousness, if you adopt the approach that everything you do is marketing and that you are always representing your brand, no matter where you are, then it becomes second nature.

In terms of the tools that amplify your brilliance, websites can vary in cost massively.

There are dedicated companies that can help you set up a website and do everything for you or, alternatively you can purchase your own domain name and work with a local provider.

Email marketing is a very cost-effective tool and a well-maintained database of customers can really help you communicate with customers.

If a garage has a minimal budget, I’d argue that the one thing that they need to ensure they have is some form of online presence, and if setting up a website isn’t an option, turning to Facebook is always a good bet. It’s simple to set up, fairly easy to maintain, although it requires time, and most importantly, it has the best algorithms for reaching local customers.

While the concept of underpriced attention is now more reserved for new platforms like TikTok, I still find Facebook one of the best for cost-effective advertising of your business.

As I said earlier, you have to be patient with social media and gaining an audience won’t happen overnight. Make sure you exhaust all avenues in telling your customers that you are on Facebook and ask them to follow you page, or even to give you a review. That’s the easy part, we know how hungry a tool social media can be, so take your time, experiment but overall, be authentic.

What are some potential pitfalls when it comes to “overselling” yourself?

Always remember that you’re talking to people – think how you would feel if you saw something that your business has put out. To reiterate, it’s important to establish a tone of voice for your business.

It’s all too easy to get this wrong, as some garages can get caught up in trying to follow trends or get caught up in sharing posts that represent their own sense of humour or personality, rather than considering if it reflect the garage’s professional tone of voice.

That being said, there is nothing wrong with sharing ‘humourous’ posts – everyone

loves a bit of ‘banter’ – but it’s important to be mindful that what someone finds funny may be offensive to others, for example.

It goes without saying, but when it comes to offers, don’t fall into the trap of offering discounted prices that just aren’t sustainable just to draw people in. People are more savvy than ever before, and although everyone loves a bargain, there are far too many businesses who do this and then land the customer with a hefty bill for other services. And you know what that leads to? Bad marketing. Quality should always be key, and good marketing will help get this message across to customers. And what’s more, if they’ve received good service but have paid slightly more for it, they’re more likely to spread the word and come back in the future.

I think as long as you get your tone right, you remain as authentic as possible, keep your customers updated with regular information and offers, are responsive as possible, and most importantly, always portray your brand positively, I don’t believe you can ‘oversell’ yourself.

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here is, it must be said, a reason that some people always seem to be at the right place at the right time. Some people, Edd Hunt included, work hard to be where they need to be so that when an opportunity arises, they are in a position to grab it. Edd always knew he wanted to fix cars, just like his dad and grandad had done before him. Before that, his great grandad had been a bicycle repairman, but that’s only because cars were considerably lighter on the ground in those days compared to now. In short, car repair is in Edd’s blood.

Fixing cars is a considerably different prospect than it was even in Edd’s dad’s day.

Whilst the old, mechanical problems still persist, newer, more complex issues continue to multiply. Accordingly, a gap has opened up for a new breed of vehicle repairer, such as Edd. Edd focuses on pure diagnostics, solving the problems that other workshops are unable to. Unlike previous generations, his working week involves sitting at the computer searching for known problems on a given vehicle, keeping up-to-date with the latest bulletins and training, visiting trade clients at their workshops and members of the general public at their homes, offering specialist advice to drivers and workshops involved in

PMM visits the Car Consultant Edd Hunt in Stockbridge to discover what it takes to be crowned winner of Denso’s 2021 League of True Mechanics.

WANT TO KNOW MORE? FOR MORE INFORMATION WWW.RDR.LINK /AAL029

PMM MAY 2022 43

disputes, using a range of innovative techniques (including thermal imaging) to solve problems, poring over documents and literature to ensure that clients receive the best possible service.

As a friend of a friend he bumped into at a garden party pointed out to him a few years ago, drawing a parallel with his own profession in the medical world and giving him his new moniker, Edd is less a mechanic and more a consultant.

Journey to Consultancy Edd started his automotive career in the same way many of our readers did, by doing an apprenticeship with a main dealer. “I started at VW as a 17 year old, as they were known for offering the best training,” he tells me.

“Through a stroke of luck I was put to work with one of the senior technicians at the local dealership, a man called Adam King. A lot of the work we did was solving the problems that none of the other technicians could. I really do feel I owe a lot of my success and where I am today to the first class tutelage I received from my mentor. Ever since, I have been fascinated by the problem solving aspect of diagnostics; I was never satisfied with simply servicing or doing routine maintenance on cars.”

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FILTERS Unscrew the airbox screws.

Karl Ridings, Sales Director UK & Ireland Aftermarket of UFI Filters, explains the air filter’s main functions, provides an insight into the link between filter functionality and material and shares tips for air filter replacement.

REPLACEMENT TOP TIPS UFI recommends ensuring that the selected filter corresponds to the application suggested in the catalogue because the use of incorrect part numbers is a frequent cause of malfunction or even collapse of the filter. The person performing the replacement should follow service procedures as suggested by the vehicle manufacturer and filter element manufacturer in order to achieve convenient service operations and prevent functionality issues. Particular fitting mistakes that can be found: ■ Residues in the filter housing are not sucked up and the inside of the housing is not cleaned ■ The replaced filter is not perfectly sealed at the edges e.g., this can occur when the new filter is not the same as the one being replaced ■ Hoses or ducts disconnected previously for easier filter replacement have not been (properly) reconnected ■ Air filter is cleaned instead of being replaced – the use of compressed air makes the filter more porous, permanently compromising it Damaging particles can enter the engine as a result of poor filtration by air filter. Poorly fitted air filters can compromise engine performance, reliability as well as increase both fuel consumption and harmful emissions.

STEP-BY-STEP REPLACING THE AIR FILTER

Vehicle: Audi A1 1.2 TFSI

FILTER TIPS

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he air filter is a fundamental element in the life of a car. It purifies the air before it arrives at the combustion chamber, improving engine carburation and reducing vehicle consumption. Without this component, the engine and other downstream engine parts like the turbocharger would be exposed to the threat of impure particles such as dust and sand.

These can ultimately lead to premature wear, clogging of the valves and injectors, which can cause sudden breakdowns.

In addition, the flow of air directed to the engine would exceed the required fuel demand, leading to excessive fuel consumption. Air filters from UFI that offer high filtering efficiency perform an improved air flow for optimum combustion. They prevent the alteration of fuel flow and the subsequent loss of power, as well as the increase of fuel consumption and emissions into the atmosphere.

Time for a replacement It’s important to follow car makers’ instructions (Owner’s Manual) for the service interval of the air filters. Usually, the recommended maintenance schedule for a passenger car,

that drives in normal operating conditions, ranges between 60,000 km to 120,000 km or every two years for low mileage use.

Moreover, UFI Filters recommends replacing the air filter every 12 months or 30,000 km because the filter element can be damaged by prolonged usage and in particular, due to the absorption of humidity by the pleated cellulose filter media. This can cause a loss in filtration capacity and an increase of the loss of air flow pressure, which in turn has a negative impact on engine power.

For this reason, the company has been developing new filtering materials in synthetic hydrophobic fibres – found in the new engine air filter UFI MULTITUBE which has already been chosen as Original Equipment by Porsche, Maserati, Daimler AG, FCA and Great Wall. Thanks to this hydrophobic material, the filter repels water drops and humidity, retaining its full functionality throughout the entire life cycle.

According to Karl, an UFI filter can be fitted with confidence. “Our aftermarket customers benefit from our OE experience.

We have developed an aftermarket filter programme that incorporates our OE filters and our philosophy of meeting the demands of tomorrow already today.”

Remove the air filter by unscrewing it from the joints

Detach the fixing band and open the airbox.

Check the compatibility between old and new filter.

Tighten the airbox screws.

Insert the new filter in the airbox and reconnect the pipes.

Finally, check the perfect fitment of the assembled parts.

The air filter is available in the aftermarket and listed in the print and online catalogues, product code UFI

WANT TO KNOW MORE? FOR MORE INFORMATION

WWW.RDR.LINK /AAL039

FILTERS 27.621.00. Initially designed for an Audi A1, it is compatible with Volkswagen Polo, SEAT Ibiza V and Škoda Fabia II.

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ONLINE ROUND UP

Stars of the screen!

PMM takes a look back on some highlights from PMM Online

Everything published in the paper version of PMM is also available online, with added extras such as online aids

by Trico, addressing common issues when fitting wiper blades. With easy access to a wide range of information on previously reported topics, as well as competitions and giveaways, it is well worth joining our 50,000 monthly visitors.

the driving force behind a business’ efficiency by cutting down on your administration time, allowing you to spend more time working on jobs. You can also read up on the daily problems that can be avoided by upgrading your workshop, such as by reducing noshows by sending automatic reminders for appointments. To read this, along with other helpful articles to aid your workshop’s growth, make sure to visit the ‘Business’ section of PMM Online.

Try before you buy On the PMM website you can look at a backlog of all the ‘Product Tests’ that have been conducted over the years, including our recent series where Dixons of Pudsey have been testing various WD-40 sprays. This has included their silicone lubricants and their penetrant sprays. By reading what your workshop peers think of various products you can decide if they’re the best fit for yourself and so these product reviews are well worth checking out.

Tips for thriving Another aspect of our website that is well worth checking out is the ‘Business’ section where you can find the latest tips in technology or otherwise to help your garage, as a business, to thrive! For example, you can see pictured an article from the website posted in January about the importance of software solutions, where our editor Kieran Nee spoke with Ashley Tankard, MAM Software’s Autowork Sale Manager. In this piece, you can read about how technology is

Instagram PMM also has an Instagram account! And, we’re almost at 500 followers so feel free to follow us over there – especially to keep up with Instagram exclusive content such as the giveaway we ran with Unilite.

Also, with the ‘Story’ function on Instagram you can keep up with PMM at events such as our annual Mechanex event or the IAAF conference, there’s truly no better way to keep up with the team. In sum, to avoid missing out from the latest Aftermarket news and events, make sure to follow PMM’s Instagram page, simply search “pmm_magazine” on the social media platform.

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MARKET TRENDS & ANALYSIS

TECHNOLOGIES

Stick or twist?

The automotive industry is in a period of unprecedented change; increasingly stringent regulations, evolving customer preferences, and the emergence of new technologies are shaping the future of the aftermarket, according to Simon Quantrell, deputy managing director of Carwood, a remanufacturer and technical services provider. Change is happening – and fast – but what about the here and now? Simon analyses the key trends and explains why the company is investing in both today’s and tomorrow’s technologies: An electrified future

riven by impending regulatory targets, more affordable costs, and improved battery technology and charging infrastructure, electric vehicles (EVs) are poised for significant growth.

Indeed, 2021 saw record sales; according to the Society of Motor Manufacturers and Traders, more than 190,000 all-electric vehicles were registered last year, along with 114,000 plug-in hybrids and 147,000 hybrids, meaning that 27.5% of new car sales were electrified. This growth will continue to accelerate in the coming years, with all-electric vehicles forecast to account for 25% of UK new car sales by 2025, and 70% by 2030.

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Plenty of mileage in the internal combustion engine (ICE) Although EV uptake has been rapid, it’s important to remember that it’s starting from scratch. By the end of the decade, estimates suggest there will be around seven million EVs on the UK’s roads – just 20% of the total parc, which means 80%

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will be powered by some form of ICE, be it petrol, diesel or a hybrid. With the average age of a car at 9.4 years, even when the 2030 legislation change comes in, there will still be a significant parc of ICE vehicles – and for a long time. This will be much longer for commercial vehicles, where no other source can offer better emissions, range, affordability or usability than diesel.

Legislation driving improved technology

They just won’t be the engines you know today. Although modern diesels are already impressively clean, original equipment manufacturers (OEMs) will continue to enhance software and controls to meet even tougher Euro 7 targets. That same legislation has also paved the way for other greener, more fuel-efficient technologies, such as GDi – now the powertrain of choice for cars, when paired with turbochargers. They too are going electric and will become part of a hybrid set-up, generating boost, eliminating lag and recuperating spent energy.

Computers on wheels

These advances, along with the demand for more comfort, connectivity, and autonomy, has led to a proliferation of on-board electronics and software. A decade ago, only high-end cars contained 100 microprocessor-based ECUs, performing over 100 million lines of code. Yet, with features such as adaptive cruise control and emergency braking now standard, even regular cars are fast approaching that number. Premium models are half again, presenting an entirely new set of challenges.

To stick or twist?

With all these changes, the question is whether to focus on the now, the future or both? Since the Nissan Leaf became the first mass-produced EV, some 10 years ago, the leading manufacturers have all embraced electrification; however, with the exception of the likes of Tesla, none have put all their eggs in one basket, and most are continuing to develop their ICE offerings. As these vehicles filter into the independent network, you will need a

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supplier that can offer a broad range of current and future technologies, high-quality products and expert diagnostic and technical support.

That’s why OE-approved remanufacturer, Carwood, is taking a hybrid approach of its own.

We’re investing in both diesel, petrol, and hybrid and electric vehicle solutions; for example, we’re expanding our fuel systems business with a full Bosch programme for diesel and GDi, including OE new and eXchange units and repair components. Alongside our own remanufactured pumps and injectors, diagnostics, test equipment and technical support, you can access a full fuel solution from one supplier, saving time, money and hassle.

We are also continuing to add to our extensive turbo offering, with introductions geared towards the latest hybrid applications.

With online cataloguing, next-day delivery and technical support, you can be confident that whatever vehicle comes through your

customer’s doors, they will have the right part for the job.

In parallel, our specialist rewind business is developing a new range of remanufactured motors for hybrid and EVs. One of three main powertrain components, the latest generation of motors are much more complex, and many franchised and independent workshops are turning away the work. Planned for later this year, the new programme will provide aftermarket companies with another cost-effective, convenient and environmentally friendly service option to capitalise on.

Carwood is very much focused on the socalled old and new, refusing to switch allegiances. By bridging the gap, supporting both current and future technology, we are wellplaced to grow with our customers.

For more information about Carwood, www.rdr.link/FFJ010

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SHOW PREVIEW

Autopromotec 2022 set to be a truly international show Early figures for foreign exhibitors, buyers and professional operators set to arrive in Bologna suggest that this year’s edition of Autopromotec will be an international event – here are the organisers' thoughts: ith a percentage of international exhibitors close to 25%, a significant number of buyers from more than 30 different countries and with many professional operators expected to come to Bologna, the next edition of Autopromotec will certainly be an international event, with a decidedly European flavour. The preliminary data recorded by the trade fair provides ample proof of the strong international presence at the upcoming edition of Autopromotec, scheduled to take place between 25th and 28th May at the Bologna Trade Fair District.

This is even more significant given the current global context.

Autopromotec has always considered its international profile as one of its strongpoints. The strategic leverage behind the show’s international success is based on a well-established network of institutional relations.

A considerable contribution has been provided by the Emilia-Romagna region where the show is situated. Through its funding for the international promotion of trade fairs within the region, the region will bring about 50 delegates from different countries in South America and others from India, the United Arab Emirates, Turkey and the Balkans.

Thanks also to the support of the ICE Agency, a government agency supporting the business development of Italian companies abroad by promoting foreign

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investment in Italy, under the aegis of the Italian Ministry of Foreign Affairs and International Cooperation, Autopromotec has been included among Italy’s major international trade fairs. The upshot of this accolade is that 90 delegates from over 30 high-potential markets in various continents will be landing in Bologna.

The renewed agreement with Enterprise Europe Network, a worldwide network supporting the promotion of companies internationally, will also be contributing in terms of foreign professional visitors for Autopromotec 2022, with about 20 delegates expected to arrive from Eastern Europe and the Baltic countries area.

Alongside institutional support, the international standing of Autopromotec 2022 is also bolstered by its close relationship with trade associations, both in Italy and on a global level, which has always been one of the fundamental drivers of the event.

The percentages of foreign exhibitors would seem to point to a reference market with a strong European footprint headed by Germany, Poland and Turkey with Spain, France and the Netherlands also represented.

To promote the interaction between the companies and the delegations of buyers

present at the fair, once again the exhibition can rely on its business matching platform that during the 2019 edition of Autopromotec coordinated close to 630 qualified B2B meetings with the Italian exhibitors. This tool will facilitate meetings between sector professionals, with the option of shifting to a digital format if needed.

At Autopromotec 2022, the meetings will be organised in a special area inside hall 22. Autopromotec’s format will enable the upcoming edition’s participants to learn about innovations and new products, meet their usual suppliers and help them find new ones, access services and attend conferences and seminars both in person and in virtual mode.

For more information about Autopromotec, www.rdr.link/FFJ011

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SHOW PREVIEW

Training, tools, technology: UK Garage and Bodyshop Event edges closer!

Scan now to obtain your ticket!

The UK Garage and Bodyshop Event, presented by Automechanika Birmingham, is just around the corner! On the 8th and 9th June, held at the NEC, training partners and exhibitors will congregate under one roof so visitors can get hands-on, learn, network and prepare for the fast-evolving landscape of the automotive sector.

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esse Frankfurt UK Marketing Manager, Chloe Hyland, is urging you to use the opportunity to “network and host them (your customers) for a full day at the event”.

She added: “The UK Garage and Bodyshop Event will offer owners and technicians the skills and know-how to futureproof their business, with unfettered access to over 100 leading suppliers, showcasing the latest in service and repair products, diagnostics and garage equipment. There are tools, training and technology, plus tickets are free!”

Training partners and exhibitors include Autogem, Automotive Alliance Group (GROUPAUTO), Bilstein Group (Blue Print and febi Bilstein), Bosch Automotive Aftermarket UK, Castrol – with its ambassador partner, The Race Group – Dayco Europe, Liqui Moly UK, LKQ Euro Car Parts, Snap-on Diagnostics,

Thatcham Research, The Tool Connection, Tunap, Valeo, and ZF [pro]Tech.

There will also be a mix of guest speakers in attendance, including Andy Hamilton of LKQ Euro Car Parts giving the opening address, Dean Lander of Thatcham, James Dillon, Steve Carter, Andy Savva and Quentin Le Hetet of GiPA. Expert speakers within the training hubs will cover the likes of ADAS and autonomous technology, electrification, MOT, service and repair, collision repair,

increasing digitalisation, enhanced connectivity, skills and recruitment, and business service and advice.

Tickets are available at www.ukgaragebodyshopevent.com, while you can scan the QR code too!

Ring’s MAGflex portfolio. These provide vehicle technicians and enthusiasts with the required lighting for “any job”, while highlighting its commitment to embracing evolving technology.

What’s more, the company’s new bulb stand will be on display. The new BU175 pre-stocked bulb stand provides technicians with a solution to having the most popular automotive bulbs at the point of installation.

Henry Bisson, Ring’s marketing director, said: “The last couple of years

have been challenging for the entire industry, and we’re looking forward to bringing our range of award-winning, high-quality products to this national event, and meeting with our garage customers face to face once again.”

Hall 20, E32 Ring Automotive has announced its participation and its team of specialists will be available to demonstrate its portfolio of tools and equipment, including the company’s new SmartCharge Pro range of 30A, 50A, 60A and 100A battery chargers, suitable for intensive use across mixed vehicle fleets.

With 12/24V output and battery support functions, Ring said its SmartCharge Pro range allows technicians to charge batteries quickly and run diagnostic work without draining the battery.

These units complement Ring’s RBAG750 Digital Battery Analyser, to give a total battery care package – from fault finding within the electrical system to repair and charging.

Visitors will also be able to get a glimpse of the newly-launched RIL6000 series, a range of inspection lamps within

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Hall 20, E62 Lucas Oil, the US manufacturer of oils, additives and workshop lubricants, will introduce new products, fresh marketing initiatives and a new automotive partnership that will also help boost industry support for Sepsis Trust UK. Jody Bevan – AKA YouTube’s Auto Lass – is a brand ambassador for Lucas Oil, and she will bring her lovingly restored blue Ford Escort MKII to the stand. It will help publicise her headline grabbing Classic Starter Car Raffle Prize for Charity. That prize will be a fully refurbished Morris Ital 1.7, in typical 1981 beige.

Her online experiences of life as a female auto technician, while running her Oldham-based MnJ Autocar repair workshop, have made her a rising online media star.

At the show, she will provide full details about the prize, how to get tickets as well as news about how she and some of her fellow auto professionals will be restoring the vehicle over the coming months.

Lucas Oil’s technical team will also be available to provide technical support.

Hall 20, C30 Dayco National Sales Manager, Steve Carolan, looks ahead to the event: “As a leading original equipment (OE) component manufacturer, Dayco has been proactively undertaking technical training within the independent aftermarket for many years. Traditionally through ‘workouts’ at our motor factor customers and at trade events, such as exhibitions and roadshows, but that’s obviously not been possible for the last couple of years; however, now things are a bit different and after the positives of Autoinform Live Dublin, we’re off to Birmingham and the UK Garage and Bodyshop Event.

“While still targeted at technicians, as this is a bigger event that should draw in a large number of visitors, we’ve redesigned our stand to be less product and more people focused, so there’s more room for attendees to listen and take part in the training we’ll be delivering. Although this will be undertaken mainly by our technical manager, Glen Goldstone, I’m also addressing one of the sessions in the official seminar areas during the event, so we hope to reach as many technicians as we can.

“One of the messages we are keen to get across is the need to remain focused on current technology and that of the immediate future associated with combustion engines because, although electric and hybrid vehicles are all the rage, realistically, workshops will still be dealing with petrol and diesel engine technology for at least the next decade!”

Hall 20, E32 OSRAM has revealed that it will be showcasing its range of OEquality standard and upgrade bulbs, as well as its workshop solutions bulb stands, at the event.

As well as OSRAM’s portfolio of standard bulbs, visitors will be able to view the NIGHT BREAKER 200, a halogen upgrade bulb that is up to 200% brighter than required by law, significantly improving road illumination and safety.

OSRAM reported that NIGHT BREAKER 200 delivers a powerful, whiter light that is up to three times brighter than a standard bulb and a light beam of up to 150m. It also features a new mirrored chrome tip for a modern look.

OSRAM’s leading COOL BLUE INTENSE range of halogen and HID bulbs will also be available after recently being updated with a new look and enhanced features. These bulbs “combine power with style, for those who are all about the aesthetics”.

OSRAM Lighting Marketing Manager, Terri Clark, said: “This new event presents us with the perfect opportunity to engage directly once again with our ultimate end-users – the workshop technicians – and allows us to demonstrate our latest product innovations to a wide automotive audience. We are really excited to get back to face-to-face events and seeing and speaking to everyone at the show.”

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BRAKES & CLUTCHES

Juratek steps into the pinnacle of British motorsport with Taylor-Smith 2022 marks an exciting chapter in Juratek’s history, as it embarks on a British Touring Car Championship (BTCC) programme with Árón Taylor-Smith. rón returned to the BTCC in 2021, at the wheel of the all new Cupra, which was designed and built by Kentbased, Team HARD Racing.

The Irishman has accumulated nearly 20 podiums during his illustrious career in the BTCC, and to this day, remains the only Irishman to win a race in the championship in more than 30 years.

The 32-year-old debuted in the series in 2012, winning a race in his first season, and immediately marked himself as one to watch for the future. Árón continued in the BTCC for a subsequent five years, before taking a sabbatical to focus on a GT programme throughout Europe.

Last year saw the fans’ favourite return to the BTCC for his seventh season, to develop a brand-new car, and he did not disappoint upon his return, regularly battling his way to the top-10 throughout the campaign.

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Now with a season of development under its belt and a new engineering team spearheading the project, confidence is high with the new season just underway.

New beginnings

New for 2022 is Juratek branding upon Árón’s Cupra, upon agreement of a new partnership for the Doncaster-based company.

Throughout the season, the BTCC will, once again, be covered on ITV4. The viewership of the series was in excess of 20 million last season, and the UK’s most widely followed motorsport series expects similar numbers once again, meaning Juratek will receive great exposure as part of the campaign. Árón said: “It is great to get the opportunity to represent Juratek for this coming season, as I already know that they are a great fit within my BTCC programme.

The commercial benefits are second to none in what the BTCC has to offer, but more important are the experiences that can be offered to clients and staff alike.

“I love how active Juratek already is, as it’s a sign of how successful the partnership will be. I really want to thank them for joining me this season, and I can’t wait to have them all trackside.”

New for this year is the introduction of hybrid regulations, which has seen all cars undergo a transformation, as the series steps towards a more sustainable future.

A key part of the 2022 Juratek BTCC campaign will be centred on “unique opportunities” for the workforce and guests to experience the BTCC. They will receive ‘behind the scenes’ access to multiple race weekends and discover a whole new side of motorsport.

Matt Leeming added: “We have always had a close eye on the BTCC, considering we are in the automotive sector, but never had the right opportunity to enter the series. We knew that we would be in great hands as soon as we met with Árón.

His energy, enthusiasm and passion for his partners is brilliant, and as a company we are excited to follow him throughout the season.”

For more information on Juratek, www.rdr.link/FFJ012

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BRAKES & CLUTCHES

First Line Ltd. emphasises the importance of quality braking As braking is a safety-critical component, First Line Ltd. stresses its stance on the importance of sourcing and recommending parts from well-established suppliers. o provide technicians with a choice of premium quality braking components, they need to sell a brand they trust and that their customers can depend on.

As a result, you play a vital role in informing and advising your customers on best practices and tips, as well as upselling other products in the process.

Key considerations to look out for when working with braking suppliers is support, as quality should go hand in hand with education and technical expertise. If you have these tools to hand, it is easier for you to highlight the quality and reliability of the products you are sourcing and selling.

First Line Ltd., under its Borg & Beck brand, offers a range of BECKTEC coated brake discs and pads, featuring BECKTEC multi-layered shim technology, that provide a replacement solution.

The aftermarket specialist also offers an array of technical support, helping you to convey this message to customers.

For example, when it comes to installing brake pads and discs, it is essential that vital procedures are not overlooked, as this may lead to premature failure of the new components. Calipers, for example, need

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to be able to operate freely, so must be clear of dust, dirt and corrosion and caliper bolts, where applicable, should be replaced, as many are single use only and must not be reused.

If there are slider pins, these need to be cleaned and lubricated with a suitable silicone-based lubricant and, if they have been on the vehicle for a long period of time, any clips should be replaced, as their tension will have been severely reduced.

Wear leads that are not an integral part of the pad should also be replaced when required for the application.

As a result, when purchasing brake pads, you need to see if all the necessary parts are included. Borg & Beck follows what is supplied in the original equipment box, which varies by manufacturer; therefore, some references will not come with replacement caliper bolts, springs and clips, as they may be sold separately as fitting kits.

This gives you the ideal upselling opportunity when selling braking components. When supplying workshops, you should always check to see if additional components are required to fit

the pads or shoes and if so, with a full range of fitting kits, Borg & Beck is able to supply the correct solution for virtually every application.

Borg & Beck’s range of more than 630 brake fitting kits, and in excess of 200 wear leads, provides a solution for both pads and shoes, ensuring the correct operation of the braking assembly is achieved, minimising the possibility of noise, uneven wear, or unequal brake effort following complete replacement.

Jon Roughley, global marketing director of First Line Ltd., said: “Our brake fitting kits are crucial for technicians and should be one of the first thoughts a factor has when selling braking components. Not only is it a great time to upsell, it will also give the factor a great reputation with their customers, as it shows they’re knowledgeable and technicians won’t have to waste valuable time re-calling to get parts they need to complete the job.”

For more information about First Line, www.rdr.link/FFJ013

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PROFESSIONAL

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

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

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HYBRID & ELECTRIC VEHICLES

Schaeffler strengthens bearings business to facilitate e-mobility Schaeffler has increased its focus on bearing solutions in order to facilitate more efficient electric vehicles (EVs). The company explains more: nnovative bearing solutions play a key role in sustainable mobility, by making powertrains and chassis systems more energy efficient. In electrified vehicles, every bit of energy saved translates into increased range. Vehicle developers are, therefore, looking closely at every bearing location, as they seek to optimise friction performance and enhance utility for the customer.

Schaeffler, a global automotive and industrial supplier, understands the potential impact of innovative bearings, and is now presenting two further product innovations designed specifically for EVs: the TriFinity triple-row wheel bearing and the highefficiency ball bearing with centrifugal disc.

Matthias Zink, CEO automotive technologies of Schaeffler AG, said: “Innovative bearing technologies are a core part of our product DNA and underpin the success of our Automotive Technologies division.

“Schaeffler is looking to fit its efficient and high-precision bearing solutions in electrified powertrains and chassis

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systems, as well as conventional powertrains, to further enhance these systems and make them more sustainable.”

To achieve greater synergies and shorter development times for its custom solutions, Schaeffler established a new bearings business division within its automotive technologies division at the start of this year: “E-mobility represents a major opportunity for our bearings business,” said Dr. Dieter Eireiner, the head of the new business division.

“We are expecting strong growth over the next few years, with major sales potential, particularly for ball, cylindrical roller and tapered roller bearings. We are already involved in several promising development projects with big-name vehicle manufacturers. Innovative bearing technologies are also very important for both heavy and light commercial vehicles, because they significantly increase vehicle range. Working with our customers, we intend to take bearings to a whole new level.”

High-performance ball bearing for enhanced efficiency and maximum service life Schaeffler’s new ball bearing with centrifugal disc is a highperformance, friction-optimised and sustainable product for electromobility applications. It combines the benefits of both openbearing and sealed-bearing designs.

With 0.3Nm less friction and CO2 emission reductions of about 0.1/km per bearing, the high-efficiency ball bearing with centrifugal disc is a smart yet simple solution that has a major impact on overall performance.

This product innovation has already received the Magna Supplier Award and has been nominated for the 2022 German Innovation Award.

TriFinity: three bearing rows for maximum modularity Schaeffler’s TriFinity product is a triple-row wheel bearing designed for use in electrified powertrains.

TriFinity is no bigger than standard two-row ball bearings, but can transfer greater axle loads, while also offering longer service life and improved rigidity. Switching from tapered rollers to balls leads to significant improvements in frictional torque and rigidity, resulting in a 0.7% reduction in electricity consumption, per vehicle in FTP75 test cycles.

The combination of the TriFinity with Schaeffler’s face spline technology allows downsizing solutions in the form of wheel bearing units with smaller diameters, and hence reduced bearing and seal friction, optimised bearing weight, and a smaller carbon footprint.

Clearance-free face spline technology reduces bearing weight while enabling the component to transmit up to 50% more drive torque, whilst also being quieter and easier to install.

For more information about Schaeffler, www.rdr.link/FFJ014

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HYBRID & ELECTRIC VEHICLES

‘Using the correct lubricant is more critical than ever’ VLS Company Secretary, David Wright, tells us about the impact of the increasing market share of hybrid and electric vehicles (EVs) on the lubricant market: Vs have been reported as the solution to net zero. With UK sales of new petrol and diesel cars and vans banned from 2030 and hybrid sales prohibited from 2035, original equipment manufacturers (OEMs) are fast adapting to new electric models. Mechanics are retraining to cater to EV needs. Everyone is gearing up for the ‘electric revolution’ – but are drivers being left behind?

According to the European Automobile Manufacturers’ Association (ACEA)’s Vehicles in Use 2022 report, hybrid and EVs accounted for just 3.1% of UK passenger vehicles in use in 2020. New car registrations demonstrate the increasing share of hybrid and EVs, with battery vehicle registrations up 79% versus 2021, according to Society of Motor Manufacturers and Traders data in March 2022. But despite this increase, the majority of new vehicles sold in March 2022 were still petrol and diesel.

Motorists are still buying petrol and diesel vehicles, and they are also holding on to their cars for even longer. According to the ACEA report, the average passenger vehicle in the UK is now 9.4-years-old, up from 8.0 years in 2019. Over 14.9 million vehicles on UK roads are over 10 years old, representing almost half of all passenger vehicles. With the cost of living rising sharply, it is unlikely this trend will reverse in the short term. Millions of petrol and diesel cars, as well as hybrid and EVs, will be on our roads for many years to come.

This increasingly complex and diverse vehicle parc represents enormous

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challenges for the automotive aftermarket, including lubricants manufacturers, motor factors and workshops.

Electric and hybrid vehicles function entirely differently from conventional petrol and diesel internal combustion vehicles.

This results in very different fluid requirements. According to lubricant additive manufacturer Infineum: “Different types of electrification, from full battery electric to hybrid options, bring distinct challenges and opportunities for lubricant and transmission fluid developments. Efluids must balance the need to maintain outstanding gear and bearing protection, cleanliness and performance while meeting new e-specific requirements.”

Hybrid electric vehicles operate at lower temperatures with higher stress during stop/start and require additional lubricant additives to disperse increased sludge effectively. Battery electric vehicles reach very high temperatures, particularly during rapid charging.

Specifically designed fluids must cater to the increase in oxidation and the need to dissipate the rise in generated heat around the power units. These coolants need the correct copper compatibility to avoid copper corrosion and help avoid foaming produced by higher RPMs as air gets into the high-stress environment.

Whilst many of these e-fluids are currently used in factory fill, some will soon be coming to the aftermarket as EVs age and require maintenance.

The challenge for you is to offer a suitable range of products to meet differing lubricant requirements for electric, hybrid, petrol and diesel engine vehicles. With this complex vehicle parc, using the correct lubricant is more critical than ever. Using the wrong fluid risks accelerated wear to gears and bearings.

Left unchecked, it could lead to eventual engine failure, meaning higher maintenance costs, unhappy customers and a loss of business reputation.

Even without the challenges of hybrid and EVs, lubricants are becoming an increasingly complex area. Gone are the days when any 5w30 will do. That’s before you even consider hydrogen. The sheer volume of electric charging infrastructure required in such a short

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HYBRID & ELECTRIC VEHICLES

space of time means that companies are considering alternative solutions to net zero, such as hydrogen.

Already hundreds of filling stations all over Europe are primed to dispense hydrogen fuel. Hydrogen itself can be produced from various domestic resources, including renewable power, like solar and wind, as well as natural gas, nuclear power and biomass.

The UK government has signalled its intent to consider hydrogen as a worthwhile option by unveiling its hydrogen strategy last year. According to the government document, “hydrogen is likely to be fundamental to achieving net zero in transport, potentially complementing electrification across modes of transport, such as buses, trains and heavy goods vehicles (HGVs). It is also likely to provide solutions for sectors that will not be able to fully decarbonise otherwise, including aviation and shipping.”

OEMs are also investing in hydrogen, particularly for heavy duty vehicles. JCB Chairman, Lord Bamford, said: “We are investing in hydrogen as we don’t see electric being the all-round solution, particularly not for our industry because it can only be used to power smaller machines. It does mean we will carry on making engines, but they will be superefficient, affordable, high-tech hydrogen

motors with zero CO2 emissions, which can be brought to market quickly using our existing supply base.”

Hydrogen can be used in either a fuel cell or battery powered electric vehicle or as a fuel itself to drive vehicles, mixing it with air to produce combustion in a near conventional-type engine. These two options present complete opposite requirements for lubricants. The hydrogen fuel cell vehicle requires EV fluids, and a hydrogen-fuelled vehicle requires a more standard lubricant which you’ll be familiar with.

It remains to be seen whether hydrogen-fuelled or hydrogen fuel cell vehicles will become a viable alternative to battery-powered electric vehicles. In the meantime, as the vehicle parc transitions to an as yet unclear future, VLS encourages you to stock as wide a range as possible, considering not just the latest innovations but the many older vehicles on our roads.

While oil companies may be keen to promote their latest ultralow viscosity formulations, older vehicles may require different engine oils. It’s always worth checking the exact requirement for every vehicle, using an online database or checking the vehicle handbook.

In this increasingly complex market, it is tempting for manufacturers to claim their products meet a wide range of OEM and

ACEA specifications. Every one of the cases investigated by VLS over the past three years has related to misleading marketing claims, with conflicting or unevidenced OEM approvals. If an engine oil sounds too good to be true or you have any concerns about it being mis-sold or mislabelled, it’s important to double-check.

You can report a product you have concerns about to VLS, who will independently investigate it to confirm if it really can deliver what it claims. We continue to investigate and resolve complaints about lubricant products to ensure that motor factors, mechanics and motorists alike can make informed decisions and be confident that a lubricant is suitable for use in the application.

David Wright is company secretary of the Verification of Lubricant Specifications (VLS), an independent industry body that provides a credible and trusted means to verify lubricant specifications. This Lubricant Industry Initiative aims to bring transparency to the lubricant market place and protect and educate end users.

For more information about VLS, www.rdr.link/FFJ015

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HYBRID & ELECTRIC VEHICLES

TMD Friction technical team takes on electric and hybrid training TMD Friction’s UK technical team has passed the IMI level three award in electric and hybrid vehicle system repair and replacement, as the company continues to look ahead and make key investments for the future that will aid your customers. he training reflects TMD’s commitment to ensuring its team has the confidence to support its customers and share the required expertise needed in an evolving marketplace.

Stuart Incledon (top-left), technical sales representative, and James Harper (top-right), technical field support, at TMD Friction undertook 12 hours of online technical training and one full day in an assessment training centre.

They gained the knowledge to work safely when carrying out repair activities on electric and hybrid vehicle high voltage systems, while also acquiring a thorough understanding of regenerative braking.

The duo also learnt the skills and expertise required to work safely around a vehicle that may have had damage to its high energy or electrical system via elearning initiatives.

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The content of the qualification contains two mandatory units: EV2.2 and EV3. ● EV2.2 covers all of the skills and knowledge from the IMI level two award in electric and hybrid vehicles routine maintenance activities ● EV3 covers the ability to work safely on an electric and hybrid vehicle; using information to carry out the task; carrying out repairs on high energy electrical systems; and recording information and making suitable recommendations This achievement means that TMD Friction's UK technical training team is now fully qualified to carry out work on electric and hybrid vehicles.

Scott Irwin MIMI, head of technical training at TMD Friction, said: “Having a fully trained team at TMD Friction offers our customers a unique and full service offering, to help them and their customers

learn more about braking, as well as helping if any issues arise in the field.

“We recognise the value of continued CPD training at TMD, and we pride ourselves on supporting our employees with their ongoing learning and development, as automotive technology continues to evolve. It’s important that, as an industry, we invest in the required training and resources to futureproof our team and businesses so that we can continue to repair and maintain the growing vehicle parc.

“I’d like to offer my congratulations to both Stuart and James on passing the course with flying colours and would also like to thank Ben Stockton at OVA for the great training the team had from him and the team.”

For more information about TMD Friction, www.rdr.link/FFJ016

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HYBRID & ELECTRIC VEHICLES

Virtual training sees real-world benefits for motor factors aunched in late 2021, the Delphi Technologies Academy offered a convenient way for those in the aftermarket to enhance their skills and knowledge without the challenges of attending physical training away from the workplace.

The online e-learning platform was the company’s comprehensive response to a recognised need for those who work in the automotive aftermarket for a simple, efficient way to attain the knowledge that can help them in their everyday role. It expands the company’s existing training portfolio and underlines its status of being able to transfer its learnings from being an original equipment manufacturer (OEM) to the aftermarket.

In the six months since its launch, it’s gone from strength-to-strength with nearly 1,000 users now enjoying access to well over 300 courses and modules, all of which have been compiled by Delphi Technologies’ expert in-house trainers.

For you, the Delphi Technologies Academy continues to represent an easily accessible way in which to gain information, to advise clients or simply enhance your own understanding of emerging technologies and vehicle workings. You can access it 24/7 on any device, so even if a customer is at the front desk, little more than a few taps and a couple of minutes to digest the material is all it takes to potentially find the answer.

The online platform caters for all levels of knowledge too, with no prior understanding or qualifications assumed or required, enabling anyone in the business to start acquiring know-how as and when the need arises.

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Since opening its virtual doors for business six months ago, the popularity of the Delphi Technologies Academy e-learning platform has rocketed.

Four of the five most popular courses relate to electric vehicles (EVs) and hybrids, and how these vehicles can be safely repaired. Some of this relates to signage, equipment and processes, which can give you the insight required to help point customers in the right direction of spares and consumables. It also represents a golden opportunity for stocking vital personal protective equipment (PPE), such as gloves, visors and rubber mats – all of which are in big demand.

“Delphi Technologies’ high voltage battery course is just 15 minutes long but provides all users need to know to understand the batteries in use today by various manufacturers.”

Understanding hybrids and EVs can seem a daunting task, but the changing nature of the UK vehicle parc demands a good grasp of battery technology. Delphi Technologies’ high voltage battery course is just 15 minutes long but provides all users need to know to understand the batteries in use today by various manufacturers. The interactive course even provides an online 3D model that can be manipulated by the viewer.

Each online course also earns Institute of Motor Industry (IMI) credits, helping candidates on their way towards an industry recognised qualification.

Phil Mitchell, technical services manager, Delphi Technologies Aftermarket, said: “Delphi Technologies Academy courses are the quickest way of getting up to speed on all new vehicle technology. For instance, the electrification of the UK vehicle parc represents a fantastic opportunity for motor factors. Keeping hybrids and EVs on the road will become increasingly important for repairers, and therefore motor factors need to respond.

Our online courses are IMI accredited, giving motor factors exactly what they need to train their staff and keep customers happy.”

For more information about Delphi Technologies, www.rdr.link/FJJ017

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Product spotlight

Schaeffler introduces LuK RepSet 2CT repair solution for popular ‘wet’ double clutch system Original equipment manufacturer (OEM), Schaeffler, has responded to the needs of the independent sector with the introduction of a new LuK RepSet 2CT kit (part number 602002600).

The kit can service more than 300,000 popular Volkswagen Audi Group (VAG) UK and Irish vehicles that are equipped with the DQ381 ‘wet’ double clutch system, including the Audi A3, Q2, Q3 and TT; Seat Ateca, Leon and Tarraco; Škoda Karoq, Octavia and Superb, and Volkswagen Caddy, Golf VII, Passat, T-Roc, Tiguan and Touran.

The DQ381 is an electronically controlled, twin-clutch, multiple-shaft,

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automatic gearbox, in either a transaxle or traditional transmission layout, depending on the engine/drive configuration, and features automated clutch operation and selectable fully automatic or semi-manual gear selection.

It was designed to be smaller and lighter than previous versions, helping to reduce fuel consumption and lower emissions.

The parts in the LuK RepSet 2CT box are the same as Schaeffler delivers to vehicle manufacturers around the world for original fitment, so quality, durability and performance is guaranteed, the company said.

For more information about Schaeffler, www.rdr.link/FFJ018

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What's New? New air springs

Apec has leapt into a new season with the launch of air springs, which, the company said, have been designed with comfort and excellence in mind and offer excellent ride quality for vehicles manufactured with air spring fitments.

Apec claimed many environmental factors can result in the failure of a vehicle’s air springs, citing oxidisation of rubber seals that can cause them to dry out and leak, or contamination from leaking shock absorbers. These air springs are supported by a three-year or 36,000-mile warranty guarantee.

For more information

WWW.RDR.LINK/FFJ019

Magnetic tool pad

Magnetic tool and part-holding pads are versatile and useful — keeping the tools or components in place – and Laser Tools is confident its Laser Tools Racing-branded version (part number 8275) is something special!

Eighteen super-strong magnets embedded inside the 300 x 210mm nylon pad ensure that heavy tools or parts are held securely. The pad holds up to 15kg; therefore, it will hold a brake disc vertically or upside-down!

The magnetic pad ensures that when a ferrous tool or part is placed on it, even when used vertically or at an angle, it will stay there. Can be used for a multitude of disciplines, but useful for your customers!

For more information

WWW.RDR.LINK/FFJ020

Expanding catalytic converter range

Catalytic converter (cat), diesel particulate filter (DPF) and front pipe manufacturer, BM Catalysts, has added nine new references to its range.

As part of its commitment to provide a wide choice of high-quality aftermarket products, BM Catalysts’ latest additions are applicable to 22 vehicle fitments, providing coverage to a further one million vehicles in the European car parc.

Notable highlights from the latest release include a Euro 6 petrol cat for the Toyota Yaris 1.3 VVTi (BM92866H) and a petrol cat for the Honda Civic 1.3 8v Hybrid (BM92237H).

For more information

WWW.RDR.LINK/FFJ021

New transmission oil filling device

MEYLE has introduced its new transmission oil filling device and a matching adaptor set for oil changes on all transmission types.

The handy device comes with a 12.5l oil holding tank and the possibility to choose between manual pumping via a pump handle or compressed air connection, facilitating and shortening oil changes on a broad range of vehicles.

This professional filling device “matches perfectly” with the MEYLE-ORIGINAL automatic transmission service kits and is a “win for every workshop”.

For more information

WWW.RDR.LINK/FFJ022

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ADVERTISEMENT INDEX Auto Air Gloucester Ltd ......................................................page 34 www.rdr.link/FFJ100 Automotive Automation Ltd ..........................outside back cover www.rdr.link/FFJ101 Ben ........................................................................ inside back cover www.rdr.link/FFJ102 BM Catalysts Ltd ......................................................................page 4 www.rdr.link/FFJ103 Carwood Motor Units Ltd ..................................................page 42 www.rdr.link/FFJ104 Castrol Ltd ................................................................................page 9 www.rdr.link/FFJ105 Castrol Ltd ..............................................................................page 33 www.rdr.link/FFJ106 Castrol Ltd ..............................................................................page 37 www.rdr.link/FFJ107 Castrol Ltd ..............................................................................page 49 www.rdr.link/FFJ108 Comline Auto Parts Ltd ..................................................front cover www.rdr.link/FFJ109 Dayco Europe ........................................................................page 10 www.rdr.link/FFJ110 ECOBAT Automotive Ltd ....................................................page 45 www.rdr.link/FFJ111

European Exhaust and Catalyst Ltd ................................page 23 www.rdr.link/FFJ112 Impression Communications ............................................page 38 www.rdr.link/FFJ113 Jack Sealey Ltd ....................................................................page 29 www.rdr.link/FFJ114 Juratek Ltd ..............................................................................page 14 www.rdr.link/FFJ115 Kalimex Ltd ..............................................................................page 17 www.rdr.link/FFJ116 Kalimex Ltd ............................................................................page 25 www.rdr.link/FFJ117 Lubriage Ltd T/A Mannol UK ..............................................page 21 www.rdr.link/FFJ118 MAM Software Ltd ..................................................................page 7 www.rdr.link/FFJ119 Marathon Warehouse Distribution ....................................page 12 www.rdr.link/FFJ120 Millers Oils Ltd ......................................................inside front cover www.rdr.link/FFJ121 Ring Automotive Ltd ............................................................page 19 www.rdr.link/FFJ122 www.pmfmag.co.uk ..............................................................page 41 www.rdr.link/FFJ123

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