Professional Motor Factor November 2022

Editor TOM HENMAN Group Editor KIERAN NEE

Group Manager ROBERT GILHAM

Where do I start?

Account Manager ALEX DILLEIGH

Senior

Design

DONNA BOOTH

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.

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Professional Motor Factor: Certificate of Average Net Circulation for the 11 issues distributed between July 2021 and June 2022

Net total: 3,260 United Kingdom: 3,260

While recent political events almost go beyond satire, there is a serious point to be made: in the national interest, whether it be businesses looking over their shoulders at increasing running costs, or households concerned about utilities, rent or mortgages, particularly after the new, new chancellor announced that the energy price guarantee will only last until April 2023 – six months as opposed to two years – clarity is needed.

The Federation of Small Businesses (FSB) has also called for clarity, with its national chair, Martin McTague, saying: “The review to come on business and consumer energy support after six months must avoid a cliff-edge for small firms that remain impacted and vulnerable.”

Granted, my interview with Sanjiv Shah, a director of Car Spares Factors, took place before the tumultuous events at Westminster, but my question of whether opening a sixth branch was a gamble was still an appropriate one (pg 16).

He admitted that it was, but if the opening period of business continues in the same vein over the coming weeks and months, it will be a gamble that will have paid off.

We also exchanged thoughts on Motus’ acquisition of Motor Parts Direct and the departure of Mukesh Shah after 23 years. It’s one of the other big stories this month, and, in this issue, we include a statement by Motus Aftermarket Parts Global CEO, Malcolm Perrie –pg 6 – and here’s an extract:

“Motus’ expansive journey into the UK began one year ago with the acquisition of FAI Automotive and this has been expanded upon with the acquisition of MPD. Our investment philosophy is to look for strong and well managed businesses that fit our strategy and, once acquired, leverage the group’s strength to facilitate growth.”

He added: “MPD’s senior management team will remain at the helm of the business and will carry on the excellent legacy Mukesh has left.”

Next time we chat, it’ll be the final issue of the year – who knows what the political landscape will be by then! I hope the final months of the year yield positive business and you end the year on a high.

Tom Henman

Editor

It may or may not have escaped your notice that by the time the October issue reached you, my viewpoint was redundant. The ‘mini-budget’ had been shredded, obliterated, trashed – however you wish to describe it – and by the time you read this, amazingly, we will have another prime minister, our third this year.

Motus acquires Motor Parts Direct

Following the news that Motor Parts Direct Limited (MPD) has been acquired by Motus Aftermarket Parts (MAP), its global CEO, Malcolm Perrie, released a statement:

“After 23 years of building a wonderful business in MPD, Mukesh Shah has decided to move into retirement and focus on other aspects of his life. As part of this change, MAP, a division of Motus, a company listed on the Johannesburg Stock Exchange, has acquired 100% of MPD, effective 1st October 2022.

“MPD’s senior management team will remain at the helm of the business and will carry on the excellent legacy Mukesh has left.

“This acquisition is in line with the overall Motus strategy and an integral part of the MAP strategic plan that was developed in 2015, that started with the formation of MAP through the unification of several parts businesses in South Africa that were already owned by Motus.

“Following this unification, investments have been made in several motor factor businesses in South Africa and neighbouring countries, including Zimbabwe, Mozambique and Namibia. In addition, further investments were made in both Taiwan and China and the establishment of a distribution centre in Shanghai, China, to support a global sales initiative.

“Motus’ expansive journey into the UK began one year ago with the acquisition of FAI Automotive, and this has been expanded upon with the acquisition of MPD.

“Our investment philosophy is to look for strong and wellmanaged businesses that fit our strategy and, once acquired, leverage the group’s strength to facilitate growth.”

Founded in 1999, MPD has 175 branches in the UK, with 16 used as regional distribution centres, and employs 1,700 people.

UK AFCAR urges effective implementation on ‘positive’ MV-BEO proposals

The UK Alliance for the Freedom of Car Repair (UK AFCAR) has “welcomed” the new Motor Vehicle Block Exemption Order (MV-BEO) proposals but has called for “greater detail” on how positive revisions of the regulation would be implemented to support consumers and aftermarket businesses.

The Competition and Markets Authority (CMA) has recommended to the Department for Business, Energy and Industrial Strategy, that the retained Motor Vehicle Block Exemption Regulations (MVBER) should be replaced by a MV-BEO and remain in place until 31st May 2029.

In its recommendations, the CMA said that “the new MV-BEO should be tailored to meet the specific needs of UK businesses and consumers and reflects the broad consensus of responses to its consultation”.

The CMA report said: “The MV-BEO should be broadly similar to the existing MV-BER to ensure continuity for businesses, whilst providing some amendments to improve and reflect market developments.”

On key areas outlined by UK AFCAR, CMA has responded positively, stating that “the definition of ‘spare parts’ should clearly include lubricants and encompass all software together with activation/configuration codes for replacement parts and components, which are strictly necessary to fit those parts, or to replace or update components or systems of the vehicle, which are necessary for the use or

‘technical and vehicle information’, which will be treated as an ‘excluded restriction’, that would require self-assessment by a VM, so the wording in the guidance will be critical to its implementation, according to UK AFCAR.

The report added: “The CMA finds that in-vehicle data should be included in this definition and acknowledges that the manner in which information is provided is relevant.”

On the subject of vehicle warranties, CMA proposes additional and updated guidance to clarify that the clauses contained in all documents proposed to consumers by OEM/authorised dealers or repairers should “clearly state” the consumer’s right to use the service of an independent repairer without losing the benefit of the warranty.

While these new and revised definitions

recommendation is the “recognition of new technologies and communication interface” with “access to technical and in-vehicle information” being a critical development; however, it is still referencing the workshop level as the basis for competition.

This new definition will include access to in-vehicle data but does not include independent and direct access to the vehicle remotely – only what must be made available once the vehicle is in the workshop. This, however, legitimises the VM’s ‘extended vehicle’ model and distorts the ability to compete, according to UK AFCAR.

IAAF Chief Executive and UK AFCAR Chairman, Mark Field, said: “We broadly welcome the top-line revisions to the MVBEO. A key issue of the previous legislation was lack of enforcement of the regulation and its impact, particularly at garage level.

Alliance Automotive Group UK expects new distribution centre to open in early 2025

Alliance Automotive Group UK (AAG) has partnered with Europa Capital and Panattoni for the development of a new distribution centre in Rotherham. The purpose-built facility will provide almost one million sqft of usable warehouse space.

AAG Managing Director, Steve Richardson, said “We’re delighted to partner with Europa Capital and Panattoni to secure this new facility for our FPS business. We’ve experienced significant growth since acquiring FPS in 2016, and this investment not only allows us to consolidate our three existing facilities in Sheffield, but also forms part of our wider programme to strengthen our distribution infrastructure to ensure we are prepared for future growth.

“This will be a purpose built, state-ofthe-art facility, integrating best in-class logistics operations with advanced technologies to put us at the forefront of aftermarket distribution. As we move

GSF announces senior departure – interim appointment made

GSF Car Parts has confirmed that Mark Eburne, former president and COO, has left the business.

Uni-Select Executive Chair and Chief Executive Officer, Brian McManus, has been appointed GSF Car Parts Interim President and COO.

In a statement, Brian said: “We’re grateful to Mark for his leadership of the team through a significant period of growth and change for GSF, following its rebrand from The Parts Alliance in 2021.

“In the short-term, I have assumed the position of Interim President and COO at GSF Car Parts in order to support the company’s leadership team through this transitional phase.”

Brian added that GSF “remains committed” to investing in its infrastructure, network and operations. The distributor has more than 180 branches nationwide.

(L-R): AAG UK Group Logistics Director, Neil Warren, and Panattoni Head of Development for the North West and Yorkshire, Dan Burn

in our journey and we expect the new facility to be operational in the first quarter of NEWS

Marathon and GS Yuasa strike distribution deal

Marathon Warehouse Distribution has announced a new “strategic distribution agreement” with GS Yuasa.

GS Yuasa is an OEM to many vehicle manufacturers, including BMW, Ford, Fiat, General Motors, Honda, Hyundai, Land Rover, Lexus, Mazda, MercedesBenz, Nissan, Peugeot, Citroën, Renault and Toyota.

Marathon’s network of warehouses already have “substantial stocks” of GS Yuasa batteries in the GS brand.

Initially, Marathon will keep the full range of automotive batteries, both in GS four-year and Super Start two-year warranties. This will be followed by a range of commercial, marine, garden, leisure and motorcycle batteries, giving Marathon “the widest possible range and depth of GS Yuasa batteries”.

Batteries can be a challenging product to stock, according to the wholesaler, and collating orders over several days to meet pallet rate requirements, and then waiting several more days for delivery can lead to lost sales.

Marathon reported that its GS Yuasa stock will allow customers to get their batteries on a fast and frequent same-day basis, at a price that enables them to both keep their customers happy and retain a good profit margin.

Gulf Lubricants listed on MAM Software

Rossmore Lubricants, official distributor of Gulf Lubricants throughout the UK and Ireland, has announced that the full Gulf Lubricants range of products has been catalogued and listed on Autocat, MAM Software’s electronic parts catalogue.

According to a statement, the agreement is the culmination of “extensive work” between Gulf Oil and MAM Software and is “another step in the growing success” of the Gulf Lubricants brand in the UK and Ireland aftermarket.

Rossmore Lubricants General Manager, Dave Woodman, said: “Since 2021, when we were entrusted with marketing and distributing the Gulf Lubricants brand in the UK and Ireland, our aim has been to work with key partners in every sector that we operate and drive mutual growth.

“The listing on MAM Autocat, as the primary product cataloguing provider in the UK aftermarket, is massively important to us in providing our sector partners with the easiest route possible to the correct recommendation and selection of the Gulf Lubricants range of products.”

MAM Software Sales Manager, Ben Nicholls, added: “We are pleased that Gulf Lubricants has joined a growing number of parts suppliers that are adding product data to Autocat. As the leading aftermarket catalogue, Autocat provides Gulf Lubricants with the perfect platform to expand the distribution of its products to the marketplace.”

BM Catalysts launches European entity

‘to service its overseas partners’

BM Catalysts has launched a dedicated European company. BM Catalysts EU Ltd will “facilitate the smoothest possible trading with European partners and help fulfil demand for its products”.

BM Catalysts reported it already has an established presence in Europe, having built long-term relationships with distributors in the region over the past decade. The formation of BM Catalysts EU further supports its commitment to its partners by allowing them to trade with an EU-based company, simplifying many of the existing processes in place for working with a UK business.

The company has also recently opened its third manufacturing facility to increase production capacity.

With demand for emissions control products expected to increase, according to BM Catalysts, the additional manufacturing capabilities will enable the company to cope with this demand.

BM Catalysts’ three manufacturing facilities allows it to stock over 60,000 parts, covering 95% of the European car parc, while also developing up to 300 new-to-range parts each year.

BM Catalysts Commercial Director, Mark Blinston, said: “We are always looking at ways in which we can improve the experience for our partners, whether that’s increasing product availability, or streamlining certain processes. Providing the option for European partners to trade with BMC EU will make working with a UK supplier, like ourselves, much more efficient and a lot simpler, which is something we’ve been very passionate about facilitating.”

NEWSIN NUMBERS

71 %

of eBay-surveyed buyers would consider switching from new OEM parts to recycled ‘green’ parts to cut maintenance bills, while half would do so to help reduce waste.

300%

increase in IMI-accredited EV and hybrid training in two years: that’s the stand-out figure from Euro Car Parts’ latest report. According to the statement released in September 2022, through its LKQ Academy, LKQ Euro Car Parts has already trained more than 1,280 technicians to work with pure electric and hybrid vehicles.

fully electric vehicles of the BMW and Mini brands were sold in the opening three quarters of 2022. The BMW Group revealed it has sold double the amount of fully-electric BEVs compared to last year.

MOTORSPORT ROUND-UP

Comline Richardson Racing celebrates Porsche Carrera Cup GB title

Comline Auto Parts (Comline), title partner of Comline Richardson Racing, toasted a title-winning Porsche Carrera Cup GB season by hosting a champions celebration at its headquarters in Luton.

In dramatic style, Comline Richardson Racing clinched the Porsche Carrera Cup GB Teams’ Championship at the seasonending race weekend at Brands Hatch (GP).

Team honours were secured despite a spectacular high-speed crash during race one, which involved Comline Richardson Racing driver, Will Martin. Contact through Paddock Hill Bend put Will’s Porsche 911 GT3 Cup (992) into a high-speed spin –his car travelling backwards at speed into the tyres on the inside of the circuit, before vaulting over the barriers and coming to rest on catch fencing protecting a marshal’s post.

Thankfully, Will escaped unhurt, as did marshals and spectators, but the incident took him out of contention for the drivers’ title. Despite a creditable eighth-place finish from team-mate, Jack Bartholomew, in the same race, the team knew that more points were needed in the second race of the day to bring home team honours.

The challenge at-hand was getting

Will’s stricken and badly damaged #10 car repaired in time to compete. Thanks to the herculean efforts of the Comline Richardson Racing mechanics, though, both car and driver lined up on the grid for race two.

The second race of the day, and final race of the season, brought more exhilarating wheel-to-wheel action, but also the retirement of Jack, following unwanted contact that broke the steering on his #89 car. The incident left 19-yearold Will to nurse his car home and take the chequered flag in sixth place –enough to secure the Teams’ Championship by just nine points and the cue to spark euphoric scenes in the Comline Richardson Racing garage.

Time to celebrate at Comline HQ

Heading straight from Brands Hatch to Luton, the victorious Comline Richardson Racing team received a heroes’ welcome at Comline’s global headquarters. Drivers Will and Jack paraded their battle-scarred Porsche racers and silverware, whilst mingling with Comline staff, posing for selfies, and signing autographs. The drivers were also given a tour of the Comline facility.

During the enjoyable and relaxed event, Comline employees were given the opportunity to take their seat in the cockpit and listen to the roar of the sixcylinder, 510bhp Porsche engine, with many taking a moment to pose for a unique photo opportunity.

Off-the-track results also a triumph

Naturally, the title win – and the remarkable nature of it – will be etched in Comline Richardson Racing history; however, for Comline, in its debut season as title partner of the Corby-based racing team, it was a hugely successful partnership off the track.

Comline said the wrapped cars, adorned in its blue and yellow livery, caught the attention of motorsport fans at the track, and of those following race-byrace coverage on ITV1 or ITV4 throughout the season. The TV exposure complemented traction on social media too; Comline Richardson Racing content posted to the Comline Facebook channel achieved more than two million views.

Furthermore, Comline said it was thrilled to welcome customers from home and abroad to enjoy race day experiences with Comline Richardson Racing.

YMF Car Parts praises Autoelectro returns policy

Yorkshire-based YMF is a loyal Autoelectro account holder and has been a proactive and frequent seller of starter motors and alternators during that period, thanks to the strength of the remanufacturer’s availability, range and speed of delivery.

It’s Autoelectro’s returns policy, however, and ease in which YMF liaises with the Bradford-based business that stands out.

Matthew said: “In 2014, we reinvented ourselves; we created a philosophy where the ‘customer is king’. Customer service is at the heart of every decision we make, which means we must work with suppliers that understand our motto and respond to our needs, so we can cater our customers’ requirements.

“In the case of Autoelectro, there’s always a friendly and professional voice at the end of the phone, who understands the range, our wishes, and can give a definitive time on when parts will arrive. The company is reliable.

“It’s actually Autoelectro’s returns policy that impresses me the most, though! Recently, it took me just three minutes to start and complete the returns process,

opposed to some suppliers that I’ve dealt with in the past where it’s taken me hours, toing and froing, before reaching a solution.”

What’s the returns process?

YMF runs at a returns rate of just 16%, which has improved over the years, thanks to OE systems installed to improve accuracy; however, returns remain part and parcel: old core, product that’s no longer required – perhaps because of misdiagnosis in the workshop – or warranties are the main reasons for returning products to Autoelectro.

Account holders can log onto the portal, where they then can create a new collection by entering a part number. Autoelectro will authorise the return immediately, and because the invoice number is already stored on the portal, the user simply needs to confirm the return of the items.

Once that’s concluded, the motor factor can print off the delivery sheet and a courier will arrive shortly after to collect the redundant items. The next working day, the customer will receive the relevant paperwork, which concludes the returns process.

YMF Car Parts’ partnership with Autoelectro stretches back more than a decade, which its business development director, Matthew Pope, hails as a “brilliant relationship” – but what are the key attributes that solidifies a bond between a supplier and distributor?

Matthew said: “There have been scenarios where I’ve ordered an alternator and the part has been delivered the following morning; however, at the last moment, I’ve been informed by the workshop customer that they no longer need the part – they’ve misdiagnosed the problem on the vehicle.

“This has the potential to be a tricky situation because the customer doesn’t want me to say: “You can’t send the part back – you ordered it!” Instead, they want me to say: “No problem at all, we’ll take it back.”

“Autoelectro is just as focussed as we are in guaranteeing the happiness of the customer and offering a solution. It’s not about us either; it’s about the customer and what’s easiest for them. If we don’t apply that philosophy to our day-to-day work, customers will find somewhere else and, potentially, a different supplier too.”

“We immediately clicked”

Matthew joined YMF back in the 1990s when he was just 19-years-old. His career has progressed through the ranks over the last three decades, and one of his primary roles is assessing and improving customer service in the six branches.

Matthew has worked alongside Autoelectro UK Sales Manager, Nick Hood, for 10 years and praised his knowledge of the trade: “We immediately clicked; he’s someone that got to know our day-to-day business and is always approachable if we have a query – we’re on the same wavelength, and we’re delighted to be working with someone and a company with our mentality.”

For more information about Autoelectro, www.rdr.link/FFO022

WAI EV charging cables impress

Last

As the growth in the EV market continues at pace, WAI is excited to support its distributors, as part of the brand’s pledge to helping automotive businesses thrive and survive in times of change – and support motor factors and garages with its regular product launches.

Motor Parts Direct (MPD) lists WAI as an MPD preferred supplier on rotating electrics and now stocks WAI’s EV cables.

MPD National Accounts Manager, Chris Olds, said: “When WAI launched stock to cater for the EV market, at the time no other supplier had a range in stock ready to go, so MPD began an official supplier of WAI’s EV cables.”

Coverage and durability

Two features of the EV cables MPD hails as key success are their “product coverage and durability.”

WAI’s EV charging cables range covers popular vehicle applications, including Type 2 Female to Type 2 Male 32A Single Phase and Three Phase, Type 2 Female to UK Plug (with controller) 16A and 32A and Type 2 Female to EU Plug (with controller) 16A and 32A for Audi, BMW, Mercedes,

Tesla, Jaguar, KIA, Mini, Hyundai, Nissan Leaf 2008, Renault, Smart, Tesla, Toyota, Volvo, Porsche, Range Rover P400e and Lucid Air.

The range also includes Type 1 Female to Type 2 Male 32A, Type 1 Female to UK Plug (with controller) 16A and Type 1 Female to EU Plug (with controller) 16A for

available in a 5m length and a 10m extension length. WAI said it is the first in the market to offer extension EV charging cables as part of its commitment to provide a high-quality alternative to manufacturer supplied cables, with the option to extend existing charging cable.

WAI has carried out its own tests at the company’s HQ to show customers their robustness. The brand recently launched a video on its social channels showing the EV cables being dropped from a height, driven over, and the wire being cut – with the cable coming out unscathed.

WAI support and values

MPD commented on the support it has received through stocking the cables: “As with all WAI products, the EV cables come with WAI’s complete technical support service, a technical brochure and information on identification of cable types.

“We also get regular visits with the WAI sales team to ensure we have the product knowledge and stock required for our stores.”

Chris added: “We associate high-quality, regular range development, excellent client support and marketing, with the WAI brand.”

Customer satisfaction

The EV cables have also received plaudits from MPD customers, citing the packaging, design and price points.

Chris said: “Our customers like that the EV cables come in a bag for packing up and keeping tidy. They also said they like the look and feel of the product, in terms of quality and stylish design – and at a very good price point.”

For more information about WAI, www.rdr.link/FFO001

Movers & Shakers

MAHLE Aftermarket

MAHLE Aftermarket has strengthened its team with the appointment of Tobias Lowen as category manager for filtration.

Tobias’s appointment bolsters MAHLE’s “continued push for developing OE-quality, reliable filter products for the automotive aftermarket, and communicating its product portfolio to customers across the UK”.

The new recruit, who joins MAHLE from similar roles at Schaeffler and Jaguar Land Rover, will be responsible for managing MAHLE’s filter business with a focus on go-tomarket strategy, as well as developing the aftermarket supplier’s value proposition to customers.

Tobias said: “It’s a great opportunity to join the team at MAHLE and continue promoting the message of quality and versatility in the aftermarket. There’s a real agility about the company, and it has carved a great reputation amongst our valued customers for highquality products and valued technical support.

“I’m excited to work on developing the strategy for marketing our filtration products, whilst navigating the challenges of the current economic environment, which bring with them material price increases and supply chain disruptions.”

MAHLE Aftermarket UK General Manager, Andy Lees, added: “Tobias brings many years of valuable category management experience to the company. It will be great to see him build levels of service within our filter product offering to customers as a trusted advisor rather than just a supplier. Tobias will also work on strengthening MAHLE’s footprint in the heavy-duty sector, so it’s an exciting time for him to join.”

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

Car Spares Factors’ Waltham Abbey branch off to ‘astonishing start’

Following the opening of its sixth branch in Waltham Abbey, Car Spares Factors’ (CSF) Sanjiv Shah invited us to the branch. Considering the branch had only been trading for four days, we were grateful for his valuable time.

Walking into the newest CSF branch in Waltham Abbey, it’s manic! One side of the room there is a member of staff trying to open and organise the contents of large cardboard boxes, ready to fill the freshly-installed mezzanine floor, while others are manning phones, which during my visit were never quiet!

I almost felt guilty for pinching an hour of Sanjiv Shah’s time, as, like when anyone moves house, there’s little room or time for distractions; however, there was no shortness, nor a feeling of being unwanted, as I was introduced to members of staff, shown the premises and offered a drink.

As I navigated the boxes and point of sale material littered around the branch, we were able to find a peaceful place to

conduct our interview. Before I asked a question, though, he put one to me and that was whether I’d heard the news about Motor Parts Direct’s acquisition: “I’ll ask the questions, thank you!” I joked in retort.

That broke the ice for what was a relaxed and enjoyable interview; Sanjiv, coowner of CSF alongside his brother, Avnish, refused my offer to sit down and preferred to stand up against the radiator, with the backdrop of other industrial units and the sun beaming down on them.

The purpose of my visit was to understand the logic behind opening a sixth branch, particularly in Waltham Abbey, and get to the heart of a family business that began its life in Highbury, a stone throw’s distance to the old Arsenal stadium, back in 1977.

Waltham Abbey welcomes its first factor

A civil parish in the Epping Forest District of Essex, within the metropolitan and urban area of London, I was surprised to learn Sanjiv’s claim that the Waltham Abbey branch I was standing in was the town’s first motor factor.

He said: “In the industrial estate we’re based in, there are eight garages. Turn right out of the estate, and there are even more garages. There are farms nearby, which have units that have garages fitted in. We’ve also got easy access into Cheshunt, Chigwell and Enfield – it’s a fantastic spot and amazing that we’re the first.

“Initially, we’re staying in a three-and-ahalf mile radius – around 120 garages –then, once we’ve established ourselves and got a good clutch of customers buying off us regularly, we’ll then look to put more vans on the road and go further afield into the likes of Hoddesdon. There’s more than enough business.”

CSF growing its empire

Over the last 45 years, CSF has matured from a small retailer in Drayton Park, Holloway, started by Sanjiv’s father, to a multi-branch business, with stores dotted around London, south Hertfordshire and now Essex: New Southgate (head office), Welwyn Garden City, East Barnet, Haringey, Park Royal and, obviously, Waltham Abbey. where either businesses were in financial difficulty or the incumbents “wanted out” –rather than explore greenfield sites. That

It is a shift that suits CSF, though, as Sanjiv explained: “We’re now having to open up fresh depots and start from scratch, which, in some ways, is better than the previous business plan because we can now lay out the branch exactly how we want and put a stock profile we want in there.

“Usually, the biggest challenge is that we have to work extra hard to get out there and chase customers. When there’s a good, loyal customer base and a new business comes along, it’s very rare that those same customers switch to the new boys. There is still a level of loyalty in the industry.”

The pace in which these sites are identified, developed and opened is also measured, rather than hasty.

Sanjiv said: “We’ve never expanded at a fast rate, where we simply open and move onto the next one – it’s not our style. We like to make sure that once we open a branch, we get it up-and-running with the right people, get it profitable, and we don’t overstretch ourselves. Then, once we’re ready, we find the next right location – like this one in Waltham Abbey.”

“Initially, we’re staying in a three-and-a-half mile radius – around 120 garages – then, once we’ve established ourselves and got a good clutch of customers buying off us regularly, we’ll then look to put more vans on the road and go further afield into the likes of Hoddesdon. There’s more than enough business.”

“Price-tag is justified”

The subject of pricing is always one that sparks a conversation. Sanjiv conceded that CSF “isn’t the cheapest” and has never hidden from that fact when speaking to garage owners or technicians, but he believes the price-tag is justified by the service and reliability that customers receive:

“We promise helpful service, product on the shelves, and having the right people on the phones. We’ve also invested in cataloguing and IT system technology. We offer the customers as many methods of communication as we can – our own app, WhatsApp, telephone, e-mail etc. If our phones are really busy, they can send a quick WhatsApp message and they will receive a response within minutes – it’s all about service!

“We aim to have every service kit on the shelf at all times. If it’s on the shelf and the invoice is printed, we want it on the van within 10 minutes and with the customer within the hour. Our locals receive a delivery within 20 to 30 minutes; whereas, further afield, we promise to have it with them within the hour.”

Lots of points, lots of questions, so I started with availability, which was the first time Sanjiv felt a little uneasy –understandably, he didn’t want to throw any brands under the bus! He was careful, neutral in his answer by saying the majority of suppliers CSF works with are “back to pre-pandemic levels” but that wasn’t the case for every supplier. We’ll leave it at that.

Onto the app and perhaps a familiar name to Professional Motor Factor readers or indeed users of its technology: Automotive Automation (AutoMM).

Users can simply download the app, enter the registration number, send a list of

the parts they need and decide whether they need to buy the parts now or just receive a quote. As soon as that enquiry is sent, it pings a member of staff in the office and they can put a quote together, send it back within a minute or two. If the customer agrees, they simply press ‘send’ and that’s the order completed.

Sanjiv added: “While 80% of orders are done over the phone, the app, as well as WhatsApp, is handy because if we’re particularly busy or short staffed, garages can still place their orders with us, rather than waiting for the phones to become available – it gives the garage more flexibility and options.”

“We aim to have every service kit on the shelf at all times. If it’s on the shelf and the invoice is printed, we want it on the van within 10 minutes and with the customer within the hour. Our locals receive a delivery within 20 to 30 minutes; whereas, further afield, we promise to have it with them within the hour.”

How are factors responding to EVs? Are they staying away from these parts, sticking to what they know, or are they embracing the technology? While Sanjiv can’t speak on behalf of all factors, he believes they’re all trying to learn more about these particular parts and what can go wrong with them – what does CSF need on its shelves?

He answered: “We’ve already put wishbones on the shelves for Teslas because there’s been demand for them. Once we sold our first pair, we kept the stock coming and are selling well. It’s a case of learning. I’ve actually bought a Tesla to drive for the next three years to understand what parts wear or could go wrong.

“We’ve evolved with the industry; 15 years ago, we wouldn’t have had a flywheel on the shelf, but now we’ve got 25 to 30 flywheels at each branch. This is why we hired a procurement manager, to keep an eye on market trends.”

Supporting Sanjiv’s claim about keeping an eye on the future, he revealed that CSF runs EV courses for its garage customers, which take place monthly and for up to six technicians at a time. In conjunction with the IMI, these training courses allow the delegates to become level two or three qualified.

Cost of living/energy – gamble?

On the way over to CSF – just over an

Sanjiv how rising costs are impacting CSF and if opening the Waltham Abbey branch was a gamble.

He replied: “It is a gamble, but what I would say is that this is our fourth day of trading and if we carry on at the rate we’re going in terms of sales, we will probably breakeven by the end of the month, which is astonishing. It’d be a record for us because it normally takes anywhere between three and six months to get a branch really going. We’ve got around 10 to 12 garages ordering regularly from this depot already.”

Staff

position to be in! We’ve got a strong name out there; we regularly speak to garage professionals too, who sometimes recommend people to us.

“With this new branch, we’ve spent the last few months training the new recruits at head office. They’ve learnt about us as a company – the CSF way.

“Staff are key; we have to look after our staff in every way possible. We’ve got to make sure we show them how valuable they are. We appreciate what they do. I make a point to branch managers “this is how you treat staff” and “this is how you get the best out of colleagues”.

“We’ve had members of staff with us for 20 to 25 years – they don’t want to leave! –so we’ve obviously done something right!”

Fire still burning strong

During the conversation with Sanjiv, his enthusiasm and commitment hit me, and I could tell that he lives and breathes CSF, so I wanted to know what keeps that passion going.

He said: “There are 75 families that rely on us to ensure that we’re here every day, so that they can put a roof over their family’s heads – I love that pressure. I love dealing with customers; I still pick up the phone and have a chat with the customers, and I love working with all my staff. When I walk through the door, staff and I chat about anything and everything and we have a bit of banter, and that’s important – I don’t want to be ‘suited and booted’. We all muck in!”

The Waltham Abbey branch is up-andrunning, but if Sanjiv’s love for the job is anything to go by, I don’t think it’ll be the last.

For more information about CSF, www.rdr.link/FFO002

(L-R): Tom and Sanjiv

Carwood reveals footballthemed promotion

With

Carwood said the campaign gives its customers the opportunity to get “match ready” with every qualifying purchase made. Prizes on offer include a LG 50” Smart 4K Ultra HD HDR LED TV, Apple iPad, Nintendo Switch and Microsoft Xbox consoles with FIFA 23 games, national team stadium shirts, £50 Just Eat gift cards, official Adidas World Cup Al Rihla training balls and Adidas winter gear.

Carwood Deputy Managing Director, Simon Quantrell, said: “Our latest promotion is designed to do what it says – help our sports-loving customers get ready for the biggest competition in world football.

“With more than 40 prizes on offer in

the build up to, and during the first half of the tournament, we’ve got everything (customers will) need to watch, play, and eat (their) way through it in style. And it’s easy to take part: every time (a customer) places a qualifying order, (they’ll) get an entry into the prize draw. So, the more (they) buy from us, the better (their) odds of netting a prize.”

With every VOR order, including at least one Carwood remanufactured pump, injector, turbocharger or DPF clean, or any Bosch, Garrett or BorgWarner new or exchange unit, placed via the phone or its new online part finder and ordering system –www.carwoodecat.co.uk – Carwood account holders will receive one entry

into a weekly draw to win one of eight footie themed prizes.

Every week, until the 2nd December, Carwood will be giving away a top tech gift for the lucky winner, plus a national team shirt of the customer’s choice, a £50 online food delivery voucher and five official training balls for the runners-up.

What’s more, when England or Wales play during the group stages, there will be additional spot prizes up for grabs. Here, customers can win one of three winter football bundles every home nation match day, including an Adidas World Cup Al Rihla training ball, Collegiate pom beanie and a pair of Tiro gloves.

For more information about Carwood, www.rdr.link/FFO003

Streetwize launches QR code system on revamped packaging

With easy access to a smartphone, people now have ample information at their fingertips. They can search for anything, from finding local stores to reading up on product reviews before making a purchase.

The other thing that has gained a lot of digital ground is the QR code, according to Streetwize, which is a square shaped barcode system that is linked to a webpage. This barcode can be picked up by a phone’s smartphone camera app and will open up the web page through that device’s browser. This will only work when a smartphone has access to WiFi or to mobile data.

QR codes have become more popular over recent years, especially in chain restaurants when placing food orders or when the NHS Track and Trace system was

opportunity to take advantage of this QR code system to give the end-consumer more information about its product range.

Streetwize Lead Design and Brand

product’s packaging via their smartphone, it will take them to that specific product’s webpage, where they view full product information.”

Each product’s web listing will have a detailed product description and videos, FAQs (if needed) and a downloadable product manual. And, as an added benefit, Streetwize also provides consumers the option to read the text on the website in multiple languages.

Streetwize Lead Copywriter, Mayur Mistry, added: “Language is not universal, but how we use our smartphones are. Just having that option (to) translate the text on a webpage will make it easier to share product information with customers who are multilingual.”

Continuous brand improvement

In other developments, Streetwize has strengthened its existing brand identity. The team at Streetwize acknowledged that due to its “continuous, strong growth” and eagerness to explore various sectors, such as mobility and pets, a “more focussed identity” was required.

Streetwize had two sister brands –Leisurewize and Gardenwize – where the former was its main brand for a range of caravan and camping accessories, like air tents, awnings and towing accessories. Gardenwize, meanwhile, supplied a range of garden accessories, which included solar lights, solar water features and outdoor furniture.

With more than 1,600 products across all its brands, Streetwize made the decision to consolidate all its brands so they all fall under the Streetwize name.

Yusuf said: “We feel this was an important decision for us to take, especially when we are always on the lookout for new and exciting products to add to our range.”

The

GS Yuasa teams up with Tunnock’s to launch winter promotion

The ‘Treat Yourself to a Tunnock’s’ initiative follows the success of GS Yuasa’s snack pack and ‘eggstra’ promotions and brings together two brands and long-time supporters of the three-time BTCC Champion, Gordon ‘Flash’ Shedden (right), who fronts the campaign. This latest initiative will see nearly half a million individual snowballs shipped across the UK and Ireland.

Each promotional pack contains eight Snowballs, as well as a unique code for the battery manufacturer’s exclusive competition. With a smart watch, a Gordon Shedden experience at Knockhill racing circuit and three GS Yuasa ‘Winter Workshop’ kits up for grabs, workshops and technicians are encouraged to complete the entry form on the GS Yuasa website for their chance to win.

GS Yuasa Battery Sales UK General Sales and Marketing Manager, Jon Pritchard, said: “We know this is an incredibly busy time for workshops; in fact, more batteries fail in winter than at any other time of year. That’s why our latest

“Winter really is the season of battery failure, and with this promotion, we’re forecasting snow too! With the widest range and cold weather performance you can rely on, GS Yuasa (is) the number one choice for me and the UK’s thousands of mechanics and motorists.”

How does the promotion work?

Available at no cost with qualifying purchases of Yuasa and GS-branded batteries from participating distributors across the UK and Ireland, the ongoing promotion will see vehicle technicians receive a free pack of Tunnock’s Snowballs with their battery purchases over the coming months. Exclusive to the trade, the promotion is already up-and-running and will conclude at the end of February, or while stocks last.

For more information about GS Yuasa, www.rdr.link/FFO005

promotion encourages vehicle technicians to take a well-earned break and treat

GS Yuasa and Tunnock’s Brand Ambassador, Gordon Shedden, added:

GS Yuasa has revealed a tasty new partnership with confectionary brand Tunnock’s. The partnership sees the two brands join forces to feed the nation’s vehicle technicians over winter, a period associated with high rates of battery failure.

‘Workshops turning to DPF treatments as preventa tive measures’

The company said DPF cleaning foams are soaring in popularity as not only a remedy of fixing blocked DPFs, but also as a preventative measure to prevent emissions-related issues and avoid removal of the entire part.

Fueltone Pro Chairman, Robbie Gray, said: “Generally we’re finding that more garages are turning to fuel additives, engine flush products and DPF cleaning foams, to keep engines running cleaner, and to remove pollutants from DPFs that

getting the regenerative cycles they need to clear the pollutant. We’re seeing an increase in garages using the quick and easy system that can resolve the issues surrounding a blocked DPF before it gets

the engine, affecting fuel economy and reducing power, and over time can cause serious issues.

Increasing numbers of independent garages are contacting the Aberdeenshirebased company for technical support on DPF cleaning and the use of fuel additives to prevent issues that were evident during the pandemic, as vehicles were used less frequently.

Fueltone has two product lines that optimise running of diesel particulate filters:

• Fueltone Pro DPF 200 product reduces the load on the DPF itself by reducing filter-blocking particles, and by adding a fuel-tank based catalyst to make it easier for the filter to regenerate

• Fueltone Pro DPF Foam Burst is applied to the DPF in situ via a sensor port when the filter is blocked. The foam expands though the filter and burns away any particulate, saving time and costs on expensive repairs

For more information about Fueltone Pro, www.rdr.link/FFO006

Swathes of garages are turning to cleaning foams for diesel particulate filters (DPFs) as a preventative measure against clogged filters, says fuel additives agent, Fueltone Pro.

TALK OF THETRADE

Following a global pandemic and Brexit uncertainty, now the cost-of-living crisis, Health and Wellbeing Director, Rachel Clift, has some encouraging words to offer: “While we can’t alter the rising cost of living, there are many ways that Ben can make life easier for those struggling with financial troubles. Whether that’s making sure you know which benefits you may be entitled to or helping you to manage your money in the short or longer term – we’re here to help.

“Many people suffer in silence because financial insecurity carries a lot of feelings of shame and low self-esteem. We often find that people wait until a struggle becomes a crisis before reaching out to Ben for help.

“Ben is here for everyone who works or has worked in the automotive community regardless of their circumstances. Our whole purpose is to help our automotive family to overcome life’s challenges – without judgement or prejudice. If you are worried about money, if you need financial assistance or simply want reassurance that you’re prepared and in a good place financially, ready to weather the cost-ofliving storm, please do get in touch. We have a team of specialists here, ready and waiting to help you.

“Remember if you or someone you know is struggling with this, or anything else –you can chat with us online or call our free and confidential helpline on 0801 311 333 (Mon-Fri 8am-8pm). When any member of our automotive family is struggling or in crisis, we all rally to support them.”

BM Catalysts explained what selective catalyst reduction is and what it does: “Selective Catalyst Reduction (SCR) technology has been around for decades. First introduced by the Japanese in the 1970s, this technology is often found in power plants, marine vessels, and heavy duty vehicles as one of the most cost and fuel effective ways of reducing nitrogen oxide and nitrogen dioxide (NOx) emissions.

“It is no longer the case that soot particulates are considered to be the ‘worst’ elements found in diesel vehicle emissions. More recently, research has identified NOx to potentially cause or exacerbate various respiratory conditions. Some VMs, such as Mercedes and VW, have been using SCR technology since around 2004. The technology has since become more commonplace to treat emissions from diesel engines over 1.5l following the introduction of Euro 6 emissions standards in 2015, which cut permitted NOx emissions by more than 50%.

“SCR technology can reduce a vehicle’s NOx emissions by up to 90%, whilst also reducing hydrocarbons, carbon monoxide and particulate matter emissions.

“SCR technology works by injecting a liquid-reductant agent through a special catalyst into the exhaust stream of the vehicle. This reductant is an automotive grade urea solution comprised of ammonia (a third) and water (two thirds). It is more commonly referred to as a diesel exhaust fluid and it triggers a chemical reaction that converts NOx into nitrogen, carbon dioxide and water vapour.”

INSIDE THEISSUE

How important are winter tyres?

Grouptyre shares its view: “While most tyres on the road are primarily designed for summer, they are not dangerous to use in winter and, in fact, advances in technology mean they now perform better than ever before at low temperatures; however, they must be thoroughly inspected for roadworthiness, and the driver must pay particular attention to road conditions and adjust their driving accordingly.

“Winter tyres are the optimal choice for a vehicle during prolonged periods of cold weather. Even at extremely low temperatures, their rubber stays supple and, combined with an increased number of ‘sipes’ or grooves in the tread, they provide the highest levels of grip under these conditions. As the name implies, they

are not best suited to year-round driving.

“All-season tyres, however, are an increasingly popular option, as they provide near winter tyre performance but have the benefit of also being designed to be driven all year-round. They also feature many more sipes than summer tyres, again increasing physical grip; however, they will not always offer the optimal performance of summer tyres in warm weather or winter tyres in the cold.”

Finally, Maverick Diagnostics Managing Director, Andy Brooke, gave a brief history of vehicle diagnostics –but what about the future?

He replied: “Automotive technology is on the verge of self-driving vehicles and ADAS is now commonplace. We have hit a pinnacle of internal combustion engine efficiency at around 35% and VMs are focussed on developing software and systems, which are getting more reliable all the time.

“Vehicles are actually getting simpler and more reliable with fewer components. An electric motor has one working part, is 90% efficient and has fewer sensors. This, coupled with a reliable small petrol ICE, plus automatic remote updates, make the customer’s experience a better one.

Motul 8100 offers ‘variety, performance and durability’ from one

Motorsport has always been a key factor in the development of new Motul product: Motul 300V, the world’s first fully-synthetic automotive oil, is named in honour of the 300 race victories that Motul had achieved. That was more than half a century ago and, in the intervening period, fully-synthetic lubricants have moved from racetrack to road.

Synthetic oils have become part of the everyday motoring mix, where once they were the sole preserve of the highest performing engines on track. At the top of Motul’s everyday motor oils is the 8100 range, which is fully-synthetic in all its variants. The 8100 range combines many different recent type approvals for engines, from a host of different OEMs into this single but wide-reaching range.

Motul 8100 is designed in such a way that dealers, factors and workshops are able to cover a wide spectrum of cars, with full OEM approval, with a minimum number of references. The 8100 portfolio encompasses most modern engines,

whether normally aspirated or turbo/supercharged, and whether they are petrol or diesel fuelled.

Motorsport pedigree

However, the 8100 now has the distinction of not only being an oil with a racing heritage, but also perhaps the unique chance of creating a racing heritage of its own, having been chosen as the mandated engine oil of this year’s ROKiT F4 British Championship, certified by FIA. The 2022 race series is the start of a new era for the single-seater racing championship, with a new car and new engine powering it.

The latest-generation F4 car is the Tatuus T-421 chassis, which features stateof-the-art safety measures, like a Halo-style cockpit protection device, reinforced side anti-intrusion panels and on-board safety signalling systems.

The new 1.4l turbocharged, 414-F4 dry sump four-cylinder engine produces around 160bhp and comes courtesy of Abarth, the brand that has long been responsible for

fast FIAT-derived motor cars.

This engine is lubricated by Motul 8100 X-Power 10W-60, which has been introduced as the control engine oil within the regulations, so that all of the cars in the championship, throughout the 2022 season, are lubricated by it.

Motul’s Andy Wait said: “To have a passenger car oil lubricating a race series engine is not what people expect; however, if 8100 X-Power can lubricate these race cars, with the extremes that motorsport produces, then it clearly demonstrates it is an oil that is a more-than up to coping with everyday road use.”

For more information about Motul, www.rdr.link/FFO007

It is not a name that everyone in the automotive aftermarket is necessarily aware of – yet! – but Motul has a history of innovation. As the company that brought the world the first multigrade, the first semisynthetic and first fully-synthetic motor oils, Motul said it has long been at the cutting edge of both road and race lubricants.

single range

Why are oils becoming thinner?

Oliver Kuhn (OK): “The viscosity of motor oil is indicated by two numbers; for example, 5W-30. The first number with the ‘W’ stands for the low-temperature viscosity, i.e., how fluid the oil is at low temperatures. The second number represents the high-temperature viscosity, i.e., how fluid the oil is at high temperatures. The following applies to both numbers: the higher it is, the more viscous and thicker the oil; vice versa, the lower the number is, the thinner the oil.”

thinner a motor oil is, the less force the engine needs to apply to pump it. This reduces fuel consumption. The effect isn’t huge, but thin oil is one of many adjustments the VMs make to increase the efficiency of their vehicles. Our task as an oil manufacturer is then to develop motor oils that are thin and still offer the required performance.”

carrier fluid for the additive packages. Almost a third of modern oils consist of additive packages.”

What happens if a thin oil is added to an engine that it is not designed for it?

OK: “This is due to VMs and their efforts to further reduce vehicle emissions. The

OK: “This can only be achieved with stateof-the-art lubricant technology. Motor oils consist of two main components: the base oil and the additive packages. In the past, the base oil was the most important performer in motor oil, but today it is the additive packages. They are not only responsible for the cleaning and corrosion protection with thin-bodied oils, but also for cooling and lubrication. The base oil – the actual oil – is then hardly more than just a

OK: “If an engine is not designed for this purpose, (technicians) should definitely not do so. This is because the oil film is simply too thin for the engine. It is not capable of bearing the load. A cracked oil film means significantly increased wear, which can extend to seized bearings. This, in turn, can lead to consequential damage up to major engine failure.”

Q What happens if too thick an oil to the engine is applied?

OK: “The actual lubrication is less of a problem here, apart from the fact that fuel consumption increases. But to force the thick oil through the small oil passages

LIQUI MOLY Deputy Head of the Oil Laboratory, Oliver Kuhn (above), answers the key questions:

QWhat’s the deal with thick or thin motor oil?

QWhy is motor oil becoming thinner and thinner?

QBut how can such thin oil still lubricate properly?

Q

The trend is towards thinner oils in order to reduce fuel consumption and emissions, according to LIQUI MOLY, but the engine must be designed for such an oil to avoid the risk of expensive damage. Also, the company warns motor oil cannot become arbitrarily thin.

designed for thin oil, the oil pump has to work more. As a result, it can become overloaded and fail. And then the engine is completely without lubrication.”

Q How do factors or technicians ensure the right oil?

OK: “By looking in the manual, or simply use the free oil guide at www.liqui-moly.com.”

Q How thin can motor oil get?

OK: “That’s an exciting question! The lowest viscosity currently specified for motor oil is 0W-8. This is almost a single-grade oil. In addition to lubrication, the difficulty here is, above all, evaporation, because the thinner an oil is, the easier it evaporates.

“With the 0W-8, this balance can just about be maintained. For even lower viscosities, it would probably require a completely different chemistry, which would then no longer be based on oil. In any case, 0W-8 is limited to the Japanese market. Only the Japanese automotive standards organisation, JASO, has published specifications for 0W-8 to date, but so far neither the European car manufacturer association, ACEA, nor the American API have done so.

“In addition, 0W-8 is only intended for (petrol) engines; for diesel engines, 0W-20 is currently the lowest viscosity. This is due to the higher pressure load there.”

‘Misleading marketing claims continue to cause issues in lubricants sector’

Chairman of the Verification of Lubricant Specifications (VLS), Mike Bewsey, a familiar name to readers this year, returns to offer another commentary –this time he focusses on deceptive marketing claims, some of which are being investigated.

VLS has recently opened four cases following complaints about misleading marketing claims on several passenger vehicle engine oils.

• Case 176 concerns a 0W-30 passenger car engine and its ability to meet its claim against an OEM specification. The complainant highlights the product’s ability to meet the NOACK (evaporation) limits required as a particular cause for concern

• Case 177 concerns a 5W-30 passenger car engine oil and its ability to meet claims against ACEA C2 and ACEA C3, alongside MB 229.51 and MB 229.52. The complainant alleges that the product fails to meet these specifications in key areas, including oxidation

• Case 178 concerns a 10W-40 passenger car engine oil and the compatibility between OEM specifications and SAE viscosity ratings, along with the product’s own performance claim against its technical specification

• Case 179 concerns a 5W-40 passenger car engine oil and its compatibility between OEM specifications claimed and also against one of the ACEA light-duty engine oil sequences

All cases are now under investigation by the VLS Technical Review Panel.

Mike said: “These new cases prove that misleading marketing claims are still a cause for concern for lubricant manufacturers, motor factors

and mechanics alike.

“The world of engine oil has become increasingly sophisticated over the past few years. Smaller capacity engines are running at higher power outputs to maximise efficiency and deliver fuel economy alongside the use of exhaust after-treatment devices to reduce emissions. The need for compatibility with emission control devices and longer oil drain intervals, taken together with smaller sumps, have created the need for lower viscosity, synthetic or semi-synthetic oils to provide the essential lubrication required in these challenging conditions.”

Using the wrong oil risks accelerated wear to critical engine components, reduced effectiveness of emission control devices and customer complaints, according to VLS, and motor factors must be confident that the engine oils they are stocking are accurately labelled and fit for purpose.

Over the past five years, all of the cases investigated by VLS have concerned performance claims relative to market standards, such as conflicting or unevidenced OEM specifications or market standards, such as ACEA engine oil specifications. Products claiming that they meet certain specifications or are suitable for use in vehicles which might, at best, be unevidenced or, at worst, simply untrue.

Mike continued: “The VLS Marketing Claims Guidance is very clear about why clarity and consistency in lubricant blenders, manufacturers, and marketers’ use of these marketing claims is so important.

“End-users must be able to make informed decisions on the correct lubricants for a vehicle and be confident that a lubricant is suitable for use in their application.”

VLS considers there are three types of generic marketing claims, of which two are common:

1.Approved. This means that the product name has been registered with the approval authority and a ‘reblend’ approval was sought and obtained.

2.‘Recommended for use’, ‘Suitable for use’ or ‘Meets the requirements of’ amongst other terms. These terms indicate that the marketer is making an informed, professional judgement based on supporting technical evidence regarding the suitability of a given lubricant to a stated application. These terms can include the following cases:

• an approval exists on the formulation being used, but the

marketer has decided not to pursue a formal ‘reblend’ approval for their product name

• an approval is not technically possible; for example, claims which are self-certified and there is no body to grant approval, like ACEA sequences

• the specification is technically obsolete, or one or more tests are currently unavailable, but, on the basis of a technical judgement – similarity with previously tested materials – the product would fully meet all the requirements of the specification

• the lubricant marketer or technology provider has sufficient, robust and relevant supporting data for the recommended application. This should be on the basis of engine test data against the requirements of the OEM specifications and/or data from substantial field trials where appropriate.

3.Not suitable for use. In practice, this would normally be indicated simply by the omission to claim one of the above classifications for the product.

In all cases involving marketing claims, it is the responsibility of the product marketer to ensure that they have sufficient data from a technically competent individual or organisation to justify any such claims.

Mike concluded: “It is understandable that with margins under pressure, lubricant marketers are keen to service the maximum number of applications with the minimum number of products, but they must be able to prove their marketing claims.

“VLS plays a vital role in ensuring that lubricants are labelled accurately. This includes working with Trading Standards, if required, to ensure that robust action is taken, and incorrectly marketed products are brought into line.”

For more information about the VLS www.rdr.link/FFO009

“It is understandable that with margins under pressure, lubricant marketers are keen to service the maximum number of applications with the minimum number of products, but they must be able to prove their marketing claims.”

Business Development

David

We are in a transitional moment: there are now around one million EV and plug-in hybrid cars on UK roads – with sales rising considerably in recent years. This is, however, roughly equivalent to the total number of Citroëns on the road alone…

This has significant implications for the sustainability agenda, with it being imperative to ensure that the running and maintenance of the UK’s legacy vehicle fleet is as carbon-effective as possible, while alternative fuelled vehicles become more ubiquitous. Drivers believe that electric cars will outnumber diesels on UK roads by 2030, according to a survey by the AA.

First and foremost, the higher the quality of oil, the better the engine performance –including emissions reduction – and the longer the lifespan of the vehicle. Wellmaintained vehicles, for instance, can increase their fuel efficiency by around 4%, while extending a car’s lifespan can have an equal or greater environmental impact than

switching to a new vehicle – even one with a more energy efficient engine, according to recent academic research. Taken together this can significantly improve the overall carbon impact of drivers.

But there are wider issues, too, not least in terms of the operational and logistical systems and processes within the aftermarket industry.

Top down and bottom-up pressures

Change is being driven by a number of forces: garage technicians are increasingly having to stock a larger number of lubricant references in workshops to meet a growing list of manufacturer requirements, in line with both evolving consumer demand and regulatory compliance including with environmental standards. This in turn, leads to challenges around available space, logistics and waste management.

Customer demands are also changing; they are becoming increasingly climateconscious with many placing an emphasis on the environmental impact of their driving, and therefore the lubricants they choose to use.

However, the industry must look at more than just the technical characteristics of the specific oils they stock.

Supply chain, packaging, and the challenges that come with waste and recycling need to be considered holistically and as part of a nuanced approached to carbon footprint mitigation.

Sustainable solutions

From when an order is placed for a product to the point where waste oil leaves the workshop, each step of the journey has the potential to contribute to reducing emissions.

For instance, TotalEnergies recently launched its new QuartzBox, eco-efficient packaging designed to meet the requirements of garage technicians and the motor industry.

The packaging has a durable inner bag inside a 100% recycled cardboard box where the lubricant is poured directly through a no-spill tap. This reduces the risk of spillage and makes life easier for technicians working on the garage floor.

The QuartzBox approach reduces the use of plastics – 86% less compared to equivalent volume rigid plastic containers –

meaning less waste.

It also saves space and maximises storage efficiency. Boxes can be stacked efficiently six to a shelf when full and folded flat when empty, taking up far less space than bulky rigid plastic containers and freeing up room in the workshop, improving health and safety profiles while also giving businesses more space to stock a wider range of products.

The design also means that 20% more volume can be packed per pallet, resulting in less frequent deliveries and fewer trucks on the road.

There are, of course, considerations beyond the delivery and storage of product. Oil spillages in workshops and garages are common, and the safe disposal of waste oil often a headache. Tailored waste oil collection services can make a significant impact, collecting waste product which can then be recycled into new, high-performance lubricants –improving the circularity of operations.

Addressing the carbon footprint of lubricant production, distribution, storage and disposal is essential to making incremental environmental improvements in motor transport as part of the net zero movement.

As the climate change mission continues apace, motor factors have an essential role to play in facilitating the transition to a more sustainable motor industry. There is a global drive towards minimising carbon footprints, and the reality is that the automotive industry must get smart about how it helps effect and adapt to change, whilst also keeping people and the economy moving. The solutions are out there, and the industry is certainly ready for the challenge.

TotalEnergies Marketing UK

Manager,

Valentyne, has his say on the road to ‘net zero’ and believes the automotive industry, which includes motor factors, is beginning to adapt:

Autolite: ‘We’re back!’

Spark and glow plug brand, Autolite, has returned to the European aftermarket.

The news was revealed during September’s Automechanika Frankfurt trade fair by Autolite’s parent company, First Brands Group.

Supported by more than 85 years of design, manufacturing and engineering expertise, Autolite products “meet the most demanding requirements, offering the ultimate solution in performance, reliability, and value for money”.

Autolite is currently distributed in the United States, Canada, Mexico, and Australia and is now making an impact in European motor factors and workshops too.

The range boasts five product lines that, due to a purposely

The range:

Autolite Copper spark plugs deliver quick starts, good fuel economy and smooth acceleration.

designed and consolidated range, covers more than 80% of the European vehicle parc with less than 50 SKUs. In essence, the hope is more sales and less stock to hold.

The company has a production capacity of more than 300,000 plugs a day, with more than 10 billion spark plugs produced so far.

Brand and Marketing Manager (Europe), Sam Robinson, said: “Autolite is an incredible brand and one that will benefit the aftermarket hugely.”

Autolite Iridium Ultra is an engineered OE replacement iridium spark plug. A laser-welded 0.5mm iridium finewire centre electrode provides fuel efficiency, acceleration and focussed ignitability.

Autolite Double Platinum spark plugs have a design that greatly decreases gap erosion and reduces misfires. These are spark plugs for distributor-less ignition system engines.

Autolite Iridium XP is an OE replacement iridium spark plug, balancing a tested blend of iridium, platinum and palladium. Autolite Iridium XP plugs precisely focus spark energy at the optimum ignition point to deliver high power, long life and value.

Autolite Glow Plugs provide a fast and reliable cold start for both older engines and modern applications. They feature after-glow capability and are made from materials to meet OE standards.

For more information about Autolite, www.rdr.link/FFO011

“Autolite is an incredible brand and one that will benefit the aftermarket hugely.”

Nissens emphasises importance of quality turbocharger

With VMs under pressure to conform with governmental emissions legislation, smaller capacity, forced induction combustion engines, both petrol and diesel, have gained a strong foothold in the passenger car and LCV sectors. As a result, turbocharger replacement is increasingly common in the independent service sector, according to Nissens, but it believes only the correct installation of a premium quality component will ensure a professional repair.

Nissens first introduced turbos into its aftermarket programme in 2018, as part of a dedicated plan to expand its engine efficiency and emissions range, to offer the independent sector a “premium replacement proposition that reflects the high genuine Nissens quality standards” of its existing product groups, particularly concerning thermal management.

As a result, Nissens built a specific team and invested in the design and production facilities required to deliver on its commitment and develop a turbo offering that is underpinned by comprehensive internal and external validation and test procedures, independently verified by bodies, such as TÜV; therefore, the range is designed and manufactured to match the OE unit and replicate engine performance, fuel economy, emissions standards and durability stipulated by the VMs.

Alongside its objective to develop a range of quality, Nissens has added convenience for both the motor factor and workshop, as all its turbos are brand new units that do not require the return of the old unit or are subject to any surcharge.

In addition, they are easy to install, as any necessary ancillary items – gaskets, stretch bolts and clips, prime oil – are included in the box, which makes fitting them a straightforward process, particularly as fitting instructions in both printed and online formats are also provided.

Depth of range

The growing offer, which consists of more than 270 part numbers, is also increasing in its coverage of the vehicle parc, presently standing at 3,200 OE references that, in addition to passenger and LCV applications, also includes trucks. This is already 51% of the UK market but will rise to 68% during the next year.

This range expansion includes the newest models and latest technology, so besides wastegate and variable turbos with pneumatic actuation, the company has recently developed a line of 23 turbos with electronic actuation, dedicated to the newest Euro 5 and 6 engines.

Advanced engine designs for premium segment vehicles are often equipped with electrically actuated turbos and to ensure engine performance, smooth and reliable control of the flow of the exhaust gases within the turbo is a necessity. In addition, higher diagnostics capabilities and excellent control stability requires them to have high-quality electronics, so the internal DC motor design and motorised elements also need to be of high precision and durable to enable long and troublefree operation.

There are several benefits to electronically actuated turbos, not least because the voltage can provide a precise signalling control, as their electric actuation provides an accurate, smooth and fast control of the vane mechanism of a variable turbo, which means it can quickly react to fully match the given engine needs. It also doesn’t depend on the vehicle’s pressure/vacuum system, so has a simpler architecture.

Collaboration with HELLA

With the cooperation with experts within the field of electrification, several eactuator turbos in the Nissens range for the latest Euro 5 and 6 engines are equipped with OE-manufactured electric units from HELLA. This actuator solution ensures the precise and reliable control of company’s variable geometry turbos.

Turbo assembly ends with the precise calibration of the electrical unit to allow the electrical actuator to deliver the necessary fine-tuned turbo flow control, which is needed for modern engines operating in various working parameters and specific applications.

In addition to products and range depth, Nissens also supports factors with comprehensive technical solutions that are essential for professional turbo installation, maintenance and troubleshooting.

“Nissens has added convenience for both the motor factor and workshop, as all its turbos are brand new units that do not require the return of the old unit or are subject to any surcharge.”

‘Internal combustion engines not done yet!’

It’s quite right that both workshops and motor factors keep their eyes on the future, so they are ready to adapt to the demands of their customers, but with the trade’s preoccupation for all things electric, it’s easy to overlook the fact that the vast majority of the vehicles that will enter the independent workshop for the next decade will have an ICE, whether petrol or diesel. This assumption is drawn by looking at

the complexion of the UK passenger car parc from publicly available data, which shows that over the last 12 years, it has grown from around 27 million to more than 32 million, while over the same period the average age of these vehicles has increased from 7.3 to 8.6 years. So, it’s reasonable to suggest that vehicles sold in 2021, the last full year that we have the figures, are likely to still be on the road in 2030.

Clearly, the increase in the sales of alternative fuel vehicles (AFVs) is on the rise, but of the 1,350,403 new car registrations in 2021 (a figure that, for simplicity, excludes the 296,778 mild hybrids, which would, incidentally, also utilise a combustion engine), 897,876 were either petrol or diesel – that’s almost 66.5%. Even with the addition of the 452,527 AFVs that make up the reminder of the year’s total, they still only represented 3% of the 32 million cars in the

vehicle parc. In fact, the projections indicate that it is not until the mid 2030s that AFVs will achieve parity with ICE, and that by 2040, ICE will still be 40% of the total, which is likely to be approximately 13 million cars and similar to the current passenger car parc of Benelux!

So, what do these figures mean for independent workshops and their motor factor supply partners? Well, it would be complacent to just say it’s ‘business as usual’, because as I mentioned earlier, it makes complete business sense to keep an eye on the developments in the market and take advantage of the opportunities they present; however, foregoing training and learning more about the best practice service and repair requirements of ICE powered vehicles, which are still becoming ever more complicated, in favour of AFV technology, doesn’t seem a wise decision, while ICE is, and still is likely to be for the next decade, the main revenue source for the typical workshop.

Addressing the topic of developing ICE technology, if you look just at a single product sector, power transmission and timing drive systems specifically, there is still a lot that many technicians can learn and revenue that workshops can benefit from.

Belt in oil (BIO) systems are a perfect example, as the concept will be around for the long term, which is demonstrated by the fact that the 2.0l TDCi engine used in models, such as the Ford Transit, is planned to be in production until 2030, so the newest vehicles are unlikely to enter the aftermarket until 2033.

Therefore, workshops servicing and repairing vehicles with BIO systems must have technicians that are fully aware of the potential problems that can arise with them, what issues they need to look out for and are proficient and knowledgeable in the specifics of their correct replacement, and that requires an investment in training. It will, however, also unlock a reliable revenue stream for the long-term benefit of the business, and I might add, the motor factor supplying the replacement kit!

For more information about Dayco, www.rdr.link/FFO013

What's New?

RADIATOR CAPS

Dayco has expanded its aftermarket portfolio to include radiator and expansion tank caps.

The company has grown its thermal management related product range to “satisfy the increasing demands” of its aftermarket customers and wish to purchase a wider range of products from a single supplier.

Dayco said its radiator cap range, which also includes expansion tank caps, is manufactured to OE quality standards, not only in its design and composition, but its performance, which is assured by using individually specified materials to produce the internal pressure springs and seals.

Dayco has ensured that its range of 45 part numbers, designated with the product code DRC, caters for 80% of EMEA applications, which account for more than 480 OE references.

WWW.RDR.LINK/FFO014

NEW FLOODLIGHTS

Designed in consultation with a group of mechanics, three new Philips Xperion 6000 floodlights bring “unique functions and high-performance” LED illumination to the workshop market. Philips said its professional Flood, Flood Audio, and Flood Mini work lights offer durability, flexibility, and battery lifetime expected from professional grade equipment, together with an innovative smart-zoom function.

Whether lighting up a work site, temporarily replacing a wall lamp, or illuminating outdoor activities, the Philips Xperion 6000 Flood and Flood Audio lights illuminate large, dark areas. Delivering 1,000 lumens from 10W of power, their bright light spreads in a wide beam. If less light and longer battery life are needed, it’s easy to dim the lamp to just 100 lumens. The Philips Xperion 6000 Flood Mini offers a compact way to get the job done and delivers 500 lumens with the same adjustable beam as the Flood.

WWW.RDR.LINK/FFO016

BOOSTER CABLES

NAPA has released a new range of booster cables as part of an update to its pre-existing Winter Essentials catalogue.

From frosted windscreens to flat batteries, NAPA said its winter products help customers weather the storm. The range already features a library of antifreeze, screenwash, de-icer, ice scrapers, winter kits – with booster cables joining the list in October.

A range of options are available under both NAPA and NAPA PROFORMER. Booster cables are a must-have to prepare for the cold months ahead, as a flat battery can happen at any time.

All cables feature flexible colour-coded safe-grip handles and heavy-duty insulated clips. For safe storage in a car boot or

What's New?

EGR VALVES

SMP Europe’s range of EGR valves includes 57 part numbers to cover over 27 million vehicle makes and models.

They offer customers replacement electronics with custom designed PCBs, developed at the company’s brand-new research and manufacturing facility in Nottingham.

Improvements have been made to materials and methods used in the manufacture of castings with SMP Europe’s partner suppliers, to ensure “high quality, high-performance and a long service life”.

The new range of EGR valves offer a fully temperature compensated design, with each unit individually calibrated on bespoke end of line testing equipment to meet or exceed OE

TOOL PROMOTION

Seventy new lines can be found inside the latest edition of Sealey’s Tool Promotion, valid until 31st December 2022.

The 180-page issue includes over 1,760 deals, including offers on many seasonal items, such as battery chargers, lighting, and heating.

There are savings to be had on its new range of 12V RoadStart® Lithium Jump Starter Power Packs. Available in three different capacities, the 1,200A model is suitable for starting 8l petrol or 6l diesel engines. Each model includes a USB outlet for powering or charging a variety of small electronic devices.

There is also a festive gift guide, which comprises of the new

LKQ Euro Car Parts expands suspension portfolio

The distributor of car and LCV parts has added new lines of shock absorbers, coil springs and air suspension systems to its existing Starline range, to help ensure the garages it supports can cater for every vehicle that enters their workshops.

Starline’s range of shock absorbers use low-pressure nitrogen gas to provide enhanced comfort and noise reduction throughout the entire range. In addition, Starline coil springs are 100% compressiontested and are manufactured using only 55CrSi spring steel, with an anti-corrosion coating to provide the added benefit of a longer life.

The air suspension offering covers practically every requirement in the aftermarket, including air springs, struts and compressors. The development team has also worked to identify specific applications where compressors come pre-assembled with valve blocks and fitting pipes to save overall fitting time, making installation easy and trouble free.

Developed using 20 years of

knowledge and experience, the new suspension range is backed up with a three-year guarantee.

LKQ Euro Car Parts Marketing Director, Colin Cottrell, said: “As a general rule, LCVs and other vehicles that regularly carry heavy loads tend to need replacement suspension parts, shock absorbers and springs more often than the average passenger car.

“But with ‘staycations’ retaining their popularity following the pandemic, more and more people are now relying on their cars to cover long distances when they go away, with the weight of extra luggage onboard. And that’s driving demand in the passenger car market, too.

“We’ve incorporated two decades of technical knowledge and experience into the Starline suspension range to ensure the garages we support can capitalise on these opportunities. Offering a choice of products from great brands helps garages empower their customers to make their own decisions when it comes to their vehicles and is an important way to drive loyalty and trust.”

The Starline range was established in 1999 and today includes more than 35,000 products, covering more than 90% of spare parts for passenger vehicles.

The national motor factor has increased its range of suspension products under its Starline brand.

Product spotlight

TRICO Exact Fit has award-winning pedigree

TRICO has been presented with an award at the A1 Motor Stores annual convention: this year its Exact Fit range won Product of the Year.

For more than a decade, TRICO and A1 Motor Stores have enjoyed a “fantastic business relationship”, with members able to offer their customers a range of wiper blades that “boast OE quality, safety and performance”.

The Exact Fit range of direct fit wiper blades in conventional, single beam, hybrid and rear blades has been established for over a decade, but it is the introduction of vehicle specific beam blade kits (twin packs) at the start of 2022 that has been a “game-changer” for TRICO and A1.

Packaged in an eco-friendly carton, the range comprises just 95 references, covering more than 95% of the beam blade vehicle parc. Due to its ‘superkit’ design that comes with an optional alternative connector, TRICO claimed this means up to 40% less stock than competitor ranges, which often require in excess of 150 SKUs to attain the same coverage.

A1 members have been reaping the benefits it offers customers. McGanns A1 Motor Stores Managing Director, Phil Wilkinson, said earlier this year: “As soon as TRICO released its new twin blade beam blade kits, we were keen to stock them and ordered a top-20 stock pack. They flew off the shelves and we have now tripled our stock holding of the twin packs.”

The new kits contain two of TRICO’s ‘X1’ design blades, manufactured and packaged in Europe. TRICO supplies this blade as OE to VAG, for a multitude of vehicles, including VW ID4, Golf VIII, T-Roc; Audi Q4, Q5, Q7, TT; Škoda Citigo, Kodiaq, Superb; Seat Ibiza, Leon, Rapid and Mi.

On a roll!

This is the fifth year that TRICO has won an award at the A1 convention, four of which were Product of the Year awards and one for Retail Supplier of the Year.

Brand and Marketing Manager (Europe), Sam Robinson, said: “I am absolutely delighted that TRICO has won A1’s Product of the Year award again. We work tirelessly to continue improving our product ranges yearon-year to deliver the performance, coverage and innovations that our customers expect. To win an award five years running, four of which are for Product of the Year, pays

testament to the continued investment that we make in product development.

“I would personally like to thank the members that voted for us and look forward to seeing the partnership between TRICO and A1 Motor Stores continue to thrive in the future. The next year is going

to be a very exciting one for TRICO, and we hope that A1 members will continue to benefit from stocking our products.”

For more information about TRICO, www.rdr.link/FFO020

The Caddy was introduced to Europe in 1982 and is now in its second generation. Although most often seen in its panel van variant, it has also been manufactured as a pick-up and utility in both its first and present generation, with more recent versions featuring a seven-speed double clutch system.

Starting with the transmission, Schaeffler offers two LuK RepSet 2CT clutch kits (602000200 for vehicles up to June 2011 and 602000700 from July 2011-onwards), along with the matching dual mass flywheel (DMF) (415062609). A standard LuK RepSet kit (623353400) is also available for the manual version, plus two DMF bolt sets, separate release bearing, master and slave cylinders. A LuK GearBOX kit for 04A transmissions (462033310) completes the offer, giving independent workshops the chance to overhaul the gearbox, rather than send work away to a ‘specialist’.

Engine expert, INA, offers two timing belt kits, with or without the water pump (530055032 or 530055010 respectively). All individual timing system components, as well as the water pump, are available separately if required. For the front end auxiliary drive (FEAD), there are two FEAD kits (529047520 including the OAP or 529047510 without), plus the torsional vibration damper (544013810), along with the separate components: belt, tensioner and OAP.

When it comes to the chassis system on the Caddy, its front and rear wheel bearing requirements are met with OE units from Schaeffler’s FAG brand. Alongside wheel bearings, the FAG chassis system programme also includes steering and suspension components, covering the entire range of ball joints, tie rods, strut mounts, track control arms, mountings and bushes, as well as link/coupling rods and stabilisers – all requirements are catered for.

Schaeffler delivers the same parts to the aftermarket as it does to VMs for original fitment, which it says guarantees quality, durability and performance. If Schaeffler

isn’t the OE supplier, every component is still manufactured to exacting Schaeffler quality standards, using the same specifications, materials and manufacturing techniques used in the OE parts.

Motor factor customers, in particular, also benefit from Schaeffler’s ‘complete repair solution’ philosophy, with every single component required for a professional and safe replacement included in the box, right down to the last nut, bolt or washer.

For more information about Schaeffler, www.rdr.link/FFO021

Schaeffler: ‘Transmission, engine and chassis systems covered’

Responding to the needs of the independent sector, Schaeffler, a technical partner and OE supplier to VMs, has assembled a wide range of service and repair solutions for the popular VW Caddy.

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