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PROFESSIONAL
MOTOR FACTOR
WINTER PRODUCTS & LIGHTING VLS looks ahead to what the winter holds for the lubricants sector
BRAKES & CLUTCHES Reflecting on TMD Friction’s preparation for the MOT season
OCTOBER 2021
A PACKAGE DEAL Putting the spotlight on Shaftec’s dedicated packaging area
news ■ appointments ■ expert opinion ■ interviews ■ products
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VOLUME 21 ISSUE 9 OCTOBER 2021
CONTENTS
6-8
10-17
NEWS
PEOPLE & INDUSTRY @temp-64GTX/AdobeStock
22-26
18-21
MARKET TRENDS & ANALYSIS
BUSINESS & TRAINING
REGULARS
SPECIAL REPORTS PMF reports on Titan Motor Factors’ latest site ................................................................................30
Viewpoint............................5
An interview with two of JLM Lubricants’ global distributors........................................................32
News ....................................6
WINTER PRODUCTS & LIGHTING VLS sets the scene for the challenges facing the lubricants sector as the cold hits ..........35
Appointments ..................13
How Autoelectro’s ordering process can ease the purchase of its products this winter ..36 Introducing Osram’s Night Breaker 200 halogen range................................................................37
IAAF Update ....................17 Talk of the Trade ............22
Finding the right bulbs for the right motorist......................................................................................38 A look into Trico’s beam blade kits ......................................................................................................40 How can Ring Automotive’s latest lighting product help your customers? ............................40
Environmental Insight ..28
BRAKES & CLUTCHES
Product Spotlight ..........46
An insight into TMD Friction’s preparation for the MOT season ................................................42 Finding the right clutch product via Schaeffler’s online catalogue ............................................44
What’s New?....................48
Taking a look at Borg & Beck’s latest braking range ......................................................................45
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VIEWPOINT
Editor BEN LAZARUS Group Editor KIERAN NEE Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH 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. To be removed from this magazine’s circulation, please call 01923 237799 or email circulation@hamerville.co.uk. Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk pmf@hamerville.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2021
Professional Motor Factor: Certificate of Average Net Circulation for the 10 issues distributed between July 2020 and June 2021 Net total: 3,297 United Kingdom: 3,297
Standing out from the crowd Every business is unique in some capacity. No two companies have the same USPs as one another, whether that’s in hospitality, retail, or the aftermarket. What enables each business to thrive is its ability to maximise the potential of this exceptional selling point. Yes, this is easier said than done; if the blueprint for a successful business was that simple, everyone would be an entrepreneur! But despite this difficulty, many business owners within the independent aftermarket – including many readers of this very magazine – have found a way to crack the code to success. As a motor factor, your USP might be your availability, your customer service, or the range of products that you have to offer, but what is it about your suppliers that you find so appealing? This concept is explored throughout this month’s issue of PMF. febi, for example, lays out the production processes that it undertakes to produce its wheel bearing hubs on page 10. The company’s UK Marketing Manager Traci Varley stresses that these processes ensure that “febi only offers products with the highest degree of installation safety and durability”. This desire to produce high quality products is further demonstrated by the use of bilstein group Engineering, febi’s excellent in-house manufacturing facility. Perhaps these resources, as well as the company’s transparency in detailing its production processes, are its very own USP. We also hear from Shaftec’s Joe Toakley about the company’s commitment to the packaging of its products (page 14). With a dedication to providing the aftermarket with remanufactured parts – which, in itself, is a valuable selling point – the company must ensure that its “delicate” products are safely packaged, and this takes place at its very own dedicated packaging area. Joe points out the cost that this bears to Shaftec, but it is an essential step to guarantee that the products reach its factor customers intact and ready to be sold to garages. Whilst companies that offer high quality products that have been well looked after are clearly appealing, how do you respond to businesses that are attempting to operate in a more sustainable manner? In our Environmental Insight feature (page 28), NGK Spark Plugs’ UK Managing Director Marko Wowczyna spoke about the company’s own internal evaluation process on how its day-to-day operations and products impacted both society and the business. This process led to the identification of 13 issues, with numerical goals assigned to the four main areas that needed addressing. One of these, ‘Responding to Climate Change’, will see NGK aim to achieve a 30% reduction in CO₂ emissions compared to 2018 figures by 2030. This is an admirable and necessary step to take, particularly in a world with a growing environmental conscience, and perhaps it should be regarded as highly as quality products and impressive infrastructure. Throughout this issue, you will see a whole host of businesses putting forward their unique selling points. Now, these companies may not inspire you to immediately purchase their products or to take on their services, but they will hopefully serve as food for thought; what is unique about your business, and how can you demonstrate this in the most effective way? In an industry as competitive as ours, this could be what gives your business the edge. On a final note, this will be my last issue as the Editor of Professional Motor Factor magazine. It has been an absolute pleasure to not only put together the magazine for you each month, but to have the opportunity to speak with and meet many of you. Thank you for everything, and I hope that our paths cross again one day. Enjoy the issue and have a great month!
Ben Lazarus Editor
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NEWS IAAF to campaign against extending MOT frequency in Northern Ireland The IAAF is set to take an active part in the consultation by the Northern Ireland Executive on the Call for Evidence on the potential introduction of biennial MOT testing for private cars and light goods vehicles. The current testing frequency in Northern Ireland is 4-1-1, with the first vehicle test at four years of age and then a test every year after. The IAAF will argue that the current test frequency is both safer and more cost effective for motorists. In Northern Ireland, the Department of Infrastructure’s Driver and Vehicle Agency (DVA) is responsible for conducting the MOT of all vehicles which use public roads. Unlike in Great Britain, the tests in Northern Ireland are conducted in dedicated MOT centres throughout the province. In the consultation, the IAAF will warn of the potential dangers of extending the MOT test frequency, as it could lead to an increase in road accidents and fatalities. The IAAF will also point out that an increase in frequency will mean an increase in repair costs for drivers, insurance premiums, and harmful emissions. Responding to the consultation
announcement, Mark Field, IAAF Chief Executive, said: “It is more important than ever, following the reduction in Northern Ireland testing due to defective lifts in early 2020 and then the impact from the coronavirus pandemic, that the current testing frequency be upheld, if not strengthened. “To ensure as safe and cost-effective motoring as possible, motorists are responsible to have their vehicle inspected
and serviced regularly. Given the substantial backlog of tests in Northern Ireland, which are only coming back to pre-pandemic levels in September, there are more unsafe vehicles on NI roads than ever before. Test Centres are currently experiencing an increase in failed items as a direct result of the granted extensions. It is vital that the Northern Ireland Executive understands the impact that a change in MOT frequency would have on the number of unsafe vehicles on NI roads.”
Management buyout completed at automotive parts manufacturer
Automotive parts manufacturer Interflex has announced the successful completion of a management buyout, 18 months after the appointment of new Managing Director Jim Griffin. The management buyout is part of an ongoing expansion plan that has seen the company introduce new products, as well as investing in new equipment and diversifying into other areas of
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manufacturing. Jim Griffin will now be taking the lead in the business, with founder Pete Ryder remaining involved by supporting the team as required through his position as Chairman of the Group. “Having run the business for almost two decades, I felt it was the right time to hand over the reins to a dynamic new team who will take the business forward into the next 20 years,” commented Pete Ryder. “I will be on hand to offer help and advice as needed, but I have every confidence that Interflex will go from strength to strength under Jim’s leadership.” Jim Griffin added, “I will be working closely with other members of our experienced management team, including our Finance Director Mark Cardnell and Operations Director Gary Brooker to continue developing the business, bringing some exciting plans for growth to fruition. “In addition to maintaining the current product lines of automotive trim and acoustic insulation, Interflex is developing other new NVH products to meet the demanding requirements of the rapidly expanding electric vehicle sector. We are also preparing to move into new markets, including rail and off road vehicles.”
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ProMotorFactor
@PMFmag
VLS closes case 166 after manufacturer withdraws product claims
©Tiko/AdobeStock
The Verification of Lubricant Specifications (VLS) has closed case 166, relating to SCT Vertriebs GmbH Mannol Longlife 504/507 5W30 Engine Oil, following an investigation. VLS received a complaint regarding Mannol Longlife 5w30 504/507 Engine Oil in September 2020. The complaint alleged that no current additive pack existed in the marketplace that could meet all of the OEM claims made on the product. During the investigation, VLS determined that the product did receive an official approval from VW on 8th June 2019 against its standard 504 00/507 00. In line with the VLS marketing claims procedure, VLS asked the Named Party to provide the Candidate Data Pack and a letter of support from their additive company supporting all of the marketing claims made on the product, including VW 505 01 and the other manufacturer claims, which fell short of formal OEM approvals. The Named Party provided a reblend approval to the formulation from their technology provider, along with a copy of the Candidate Data Pack. VLS then worked with the Named Party to rationalise the number of claims made on the technical data sheet to reflect the official Volkswagen approval obtained, the marketing claims supported by the technology reblend approval, and the Candidate Data Pack validating the ACEA claims made. VLS undertook a six month review of the case and concluded that the product was in continued compliance at this stage. Consequently, the complaint has been met and the case resolved.
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Absolute Alignment opens new head office Absolute Alignment has officially opened its new head office in Aldershot, Hampshire. With a training area featuring a two-post lift, a dedicated build area to calibrate and test equipment before dispatch and delivery, a main office area, and a storage area, the company’s new bespoke head office is a fully equipped wheel alignment demonstration and customer training facility. The training area, which is also used as an active workshop for Absolute Alignment’s own vehicles, is available for new customers to learn about the latest in wheel alignment and ADAS technology. As the company’s staff are based on-site, customers are also able to put faces to the names of those behind the Absolute Alignment daily operation. Chris Dear, Absolute Alignment’s Technical Director, said, “We are proud to officially open our new multi-purpose head office, welcoming new and long-term customers to Aldershot for demonstration and training sessions. “As the business has grown over the last ten years, so has the demand for demonstrations of all of our wheel aligners. Although we still offer demonstrations at customer workshops, in some cases it’s more practical and beneficial for the customer to be able to come to us, where they can view our full product range and speak to numerous members of the team for expert advice.”
NGK to relocate Japanese head office NGK Spark Plugs has announced that it is relocating its global head office in Japan. The move will take place in April 2022, with the new headquarters located at the ‘URBANNET NAGOYA nexta BUILDING’ in Higashisakura, Higashi-ku, Nagoya City. The relocation is a further step in the company’s 2030 long term management plan, which provides a framework for the complete transformation of NGK Spark Plugs into an environmentally sustainable company for a wide variety of future needs. These new premises are designed to meet the goals of this plan. Situated between the 16th-19th floors of the URBANNET NAGOYA nexta BUILDING, the new global head office will cover a total of 4400m2 and house around 500 employees. The new, easy-to-access
premises will be home to many major new initiatives, including a face recognition security system, a transition to a paperless way of working, and the introduction of a ‘Dokodemo Extension System’ that facilitates calls from home or from business trips. NGK Spark Plugs UK Managing Director Marko Wowczyna commented, “The relocation of our global head office functions to the URBANNET NAGOYA nexta BUILDING in Nagoya perfectly symbolises the transformative path we are on. “This new state-of-the-art facility is designed with our 2040 vision – ‘Beyond ceramics, exceeding imagination’ – in mind. The new head office will help us strengthen various corporate functions as the company changes drastically beyond the current way.”
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NEWS Castrol ‘Oil Check Challenge’ campaign aims to boost business for vehicle workshops Castrol is launching an ‘Oil Check Challenge’ marketing campaign this autumn, encouraging motorists to take their vehicle to a workshop if they are unsure of how to assess its oil level. Having created a free marketing pack for workshops to help promote the campaign, the company is seeking to encourage customers to bring their car in for a check. The marketing kit contains promotional email templates, digital advertising banners for use on a workshop’s website and Facebook page, posters to put up in a reception area, leaflets that can be used at point of sale or mailed out, and oil check reminder stickers that can be left in customers’ cars. Workshops can request their own complimentary Oil Check Challenge marketing pack by visiting: www.rdr.link/FC001. Castrol’s Marketing Director EMEA Shailendra Gupte commented, “The Oil Check Challenge provides a great opportunity for workshops to build positive awareness in their local communities, attract more consumers, and increase revenue. And it’s not just about finding new customers; the Challenge also helps workshops reconnect with lapsed customers, and create a platform to sell top-up lubricants packs and identify additional service, maintenance and repair work.”
ZF Aftermarket launches mental health initiative ZF Aftermarket is making employee wellbeing a priority with its latest mental health initiative. The company has opened a new medical room at its site in Wrexham, offering its employees a place to go if they are experiencing mental health illness. Along with this, ZF has also assigned a team of mental health first aiders to help support staff members. The new medical room is spilt into two areas: a mental wellbeing area and general first aid area. The first half of the room is to be used for occupational health services and a place for first aid to be administered in case of injury. The other half of the room is a more informal space to assist when anyone is emotionally distressed and needs mental health support. Here, conversation is encouraged in a safe and calm place, with some privacy to bring tranquillity and peace. Lloyd Williams, HR Officer at ZF Aftermarket, said, “Looking after employee welfare has always been key at ZF. The coronavirus pandemic has seen a sharp rise in mental health issues and pressures, and so our new mental health first aiders team and medical room has provided us with an opportunity to develop a better mental health support network for our employees.”
TMD Friction offers support to Martin House Hospice TMD Friction UK has supported Martin House Hospice, based in Wetherby, West Yorkshire, by donating two branded rucksacks, two Bluetooth speakers and two teddies.
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Martin House provides family-led care for children with life shortening conditions across West, North and East Yorkshire. It is a place where children, young people and their families can come to stay from time to time along their journey for support, rest and practical help. Chris Verney, Regional Fundraiser at Martin House Hospice, was delighted with the gifts, commenting: “We’d like to say a big thank you to Scott and the TMD Friction team for coming over to Martin House and for the kind donation. The care team were delighted to receive the speakers, and they will be used by our music therapists to help them in their therapy sessions, and by the families to listen to music in their rooms. As the teddies unfortunately could not be given to the children for infection control reasons, they will be sold in our shops to raise vital funds for the care we provide. Our Retail Manager was delighted with the rucksacks and will be putting them on eBay to ensure that we can maximise their value and raise as much money as we can from them.” Scott Irwin, MIMI, Head of Technical Training at TMD Friction IAM, added, “TMD is a keen supporter of local charities, and it was a pleasure to visit and meet the hardworking team at Martin House and offer our support to this worthy cause.”
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PEOPLE & INDUSTRY
PRODUCTION PROCESS
Engineered with confidence n the importance of wheel bearing hubs on febi’s operation, the company’s UK Marketing Manager Traci Varley had this to say: “Since the early pioneering days of the motor car, we have been manufacturing many parts for the motor industry. Wheel hub and bearing assemblies are purposefully built at our production facility, bilstein group Engineering. “The wheel hub’s fundamental role is to provide the central mounting point for the attachment of the road wheel, brake disc, and wheel bearing, making it a core
O
bilstein group Engineering runs through the production processes that the company undertakes to produce febi’s wheel bearing hubs.
The process begins with a 3D scan of the wheel hub blank.
The blank and the drawings are created from the finished contour in preparation for mechanical processing. After this, a quality assurance check in accordance with the OE part is carried out. The blank is finish turned on the CNC lathe and the finished product begins to emerge.
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The wheel hub is then hardened. According to the company, many of its competitors omit this important step during the production process, which comes at the expense of durability, quality and safety.
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PEOPLE & INDUSTRY
PRODUCTION PROCESS
Manufacturer’s guarantee
component of the wheel hub assembly. febi offers a wide range, with more than 600 wheel bearing kits for popular vehicle applications on European roads, all manufactured to OE-matching quality.”
In-house production
bilstein group Engineering uses its expertise and top quality facility for manufacturing and assembling three different types of wheel bearing hubs: bearings with hub, hubs with steel stud, and hubs with ABS ring. To guarantee the wheel bearing hubs the company creates are identical to OE,
bilstein group Engineering follows a strict creation process. Below, we look at the process in more detail.
Testing, testing, testing
As with any safety-critical component, material checking and functional testing are of the utmost importance. This key process is not any different for the components that make up a wheel hub assembly. All materials used in wheel bearings, hubs, and wheel fastenings are checked for hardness, strength and mechanical properties, and size and functionality accuracy.
Traci added, “As a parts specialist with manufacturing competence embedded in our history, febi only offers products with the highest degree of installation safety and durability. “To underline our high product quality standards to our customers worldwide, we provide a three-year manufacturer guarantee for all of our replacement parts. This is a real benefit for everyone that trusts in febi products, and provides an added value for factors, workshops and motorists. “You can find our full range of wheel bearing kits at www.rdr.link/FC002.”
febi’s wheel hub promise Highest quality – all febi products are said to be designed, specified and manufactured to be direct OE replacements, with its wheel hubs no exception to this Right range – with over 600 parts in range, the company offers an appropriate and competitive range of wheel hubs In-house production – at bilstein group Engineering, the company uses its expertise in the production of a select number of wheel hubs. febi is recognised for having the correct know-how and manufacturing competence bearing kits
The toothing is abutted. This is a key process for assuring perfect fitment. It also ensures that there will be no movement when engaging the driveshaft into the wheel hub.
After the hardening and toothing process, the wheel hub is finalised to ensure 100% accuracy.
Associated products – febi provides a substantial range of wheel bearings, wheel speed/ABS sensors and wheel fastenings to complement its wheel hub offer More profit – by offering a competitive price, febi assures a higher profit to its customers
The quality and accuracy of fitment is rechecked and assured by a variety of stringent measurement procedures.
Lastly, final visual inspections are completed and each wheel hub is packed and kitted by hand.
Fit and forget – factors can have peace of mind with febi’s wheel hubs. The company insists that the parts – backed by its manufacturer guarantee – offer a precise part selection, easy fitment, and safety and durability.
To see the full wheel bearing production process video on febi’s YouTube Channel, www.rdr.link/FC003
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PEOPLE & INDUSTRY
TRAINING INITIATIVE
A collision course PMF reports on Toyota’s collision repair training initiative, which has been supported by ACIS.
F
ollowing a substantial collision involving a Toyota Supra, which thankfully protected the driver after the correct deployment of the vehicle’s active and passive safety systems, Toyota (GB) saw an opportunity to use the damaged vehicle, which was written off, at its head office as a skills training vehicle for technicians, and to demonstrate the expertise and high-quality repairs delivered by the Toyota Approved Repairer network. The initiative is being supported by ACIS, which provided the Sikkens paint products, and ACIS member Sayers Motor Factors, which painted the vehicle. ITAS (International Technical Automotive Systems) stripped, sectioned and prepared the vehicle. The damaged GR Supra was released to Toyota (GB) for use on a collision awareness training event in June. However, Toyota Body and Paint Project and Reporting Manager Paul Collins decided to extend the use of the damaged vehicle to provide continuous training for technicians. The bodyshell would help highlight the range of material utilised in the body
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construction, reinforcing the need for training, as vehicles are continually advancing in terms of materials used in their structure. Under the skin, the GR Supra features three types of aluminium, one mild steel, five high-strength steels, and three ultrahigh-strength steels. It has an aluminium front end, which reduces overall weight and contributes to keeping the centre of gravity as far towards the centre of the vehicle as possible. The offside rear and nearside front corners of the damaged GR Supra have been cut away, exposing the underpinnings. Technicians can now study each area of the car, using the colour coding to differentiate the materials used within the vehicle’s structure. Paul Collins commented, “This is the first time we have ever done anything like this. We asked the car insurer QBE Insurance whether we could acquire it for training and the company kindly donated it to us. As a result, we’ve been working closely with Bob Prill, Head of Engineering at QBE, to deliver the project at Toyota GB’s head office. As
ACIS CEO Graham O’Neill
vehicles become increasingly advanced, we need to ensure our Approved Repairer Network remains the best at what it does and has all the latest information available to benefit our insurer partners. “There are so many learnings we can take from this. We can showcase how these materials have an influence on both the safety and performance of the vehicle. We want the technicians to understand the different types of materials, where the transfer of energy occurs, and where the vehicle’s panels can and can’t be sectioned. It’s a great visual aid for them.” ACIS CEO Graham O’Neill added, “ACIS and our members are continually looking at innovative ways we can support our customers and the wider repair industry to help drive up skills training and ensure that technicians are constantly at the top of their game.” For more inforamtion on ACIS, www.rdr.link/FC004
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PEOPLE & INDUSTRY
APPOINTMENTS
Movers & Shakers
PMF introduces this month’s movers and shakers as they begin a new stage of their career in the UK aftermarket.
NGK
Chris Barrett has been appointed as Sales Representative at NGK Spark Plugs (UK). The 53-year-old takes over the Home Counties and ‘M1 Corridor’ area previously covered by Steve Padbury, who retired recently. Chris has spent 25 years in the automotive aftermarket, most recently as a Sales Representative for Standard Motor Products Europe (SMPE), where he looked after sales for a number of brands. He said, “I am delighted to be joining a market leader such as NGK, which is one of the first-tier brands in the marketplace. It is one of the few brands that is recognised right through to the end-user and is specified by garage customers.” Stuart Bayne, National Field Sales Manager, NGK Spark Plugs (UK), added, “I’m very pleased to welcome Chris to NGK. With his wide industry experience and knowledge, I am sure he will be a great addition to the sales team.”
IAAF The Independent Automotive Aftermarket Federation (IAAF) has appointed Craig McCracken, Group Factor Manager at Arnold Clark Autoparts, as its new Vice-President. In becoming Vice-President and then President in 2023, Craig succeeds former President Terry Knox and will join the IAAF board, supporting current President Richard Welland, Honorary Treasurer Lawrence Bleasdale, and Chief Executive Mark Field. Craig has more than 40 years’ experience in the automotive industry and has worked for Arnold Clark for 35 years. At Arnold Clark Autoparts, Craig has presided over the motor factor’s meteoric rise, which has ensured customers have benefitted from the wide range of products and services available from Arnold Clark. Commenting on his appointment, Craig said: “I wish to thank Arnold Clark Autoparts for its support as I expand my role within IAAF, a trade federation I have been closely involved with for almost 10 years. The next period for the automotive aftermarket will arguably be its most challenging – with a changing vehicle parc, access to data issues, and block exemption regulation renewal – and so it is essential we all get behind the Federation and support its widespread activity to protect the sector.” Richard Welland, IAAF President, added, “Craig is a passionate supporter of our trade, and his expertise and experience will be extremely well received as we continue to modernise the IAAF over the next few years.”
Mahle Jessica Wacogne has joined Mahle Aftermarket, taking on the role as Head of Customer Service. Skilled in purchasing, management, pricing, sales, and with continuous improvement and noticeable customer satisfaction, Jessica brings nearly 15 years of industry experience with her, which she will utilise to guide Mahle’s customer service team, ensuring customers continue to receive unwavering support and guidance when required.
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PEOPLE & INDUSTRY
PACKAGING
The full package PMF gets the lowdown on Shaftec’s dedicated packaging area.
W
hat is the first thing you think of when you cast your mind to the automotive aftermarket? Perhaps the latest technological advancements or the legislation that affects our industry might come to mind, but what about packaging? Whilst this subject may not set most of our worlds on fire, there’s actually a whole lot more that goes into the box that contains the component you just bought than you think. This is especially true when it protects something as valuable and delicate as a remanufactured EPS rack, for example. The average remanufactured electric powered steering rack commonly costs hundreds of pounds, and when you factor in the surcharge on top of that, that’s quite an investment. This investment needs to be protected – quite literally. It would therefore be completely counterproductive to package such parts in boxes made of flimsy, weak material. The boxed product not only has to find its way to the motor factor, but from there to the garage, and it may have to be stored in a warehouse before it gets to its final destination. That’s a lot of travelling,
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manhandling, and moving from one vehicle to another. And then at the end of its life, to protect the surcharge, it has to be returned in its original box or the integrity of the part could be seriously compromised. Shaftec invests a substantial amount each year in R&D, and this investment includes looking closely at the design and manufacture of its boxes. The company works closely with its packaging suppliers, which utilise the latest technologies,
material and processes at their global manufacturing facilities to ensure the optimal design is used for each product, and the most robust material make-up is utilised. Once the EPS rack has undergone all of the relevant procedures, the product is transported to a dedicated packaging area at Shaftec’s 42,000ft² remanufacturing facility in Birmingham. These procedures include remanufacturing, being fitted with new ancillary parts, testing, and having any existing codes wiped to make it compatible with the next vehicle onto which it will be fitted. Added insurance comes in the form of tamper seals, which are placed on all electrical connectors so the customer knows that it has not been fitted previously since remanufacture, as this can cause catastrophic programming errors. And everything – from core acceptance, shot blasting and cleaning, through to piecemeal remanufacture and individual part testing – is carried out at the facility in Birmingham. Everything happens under one roof, allowing Shaftec to have much greater process and quality control. When the EPS racks reach the dedicated packaging area, the delicate components are placed by hand carefully into boxes. The boxes for EPS racks contain a specially designed ‘cradle’, which holds the part in place, eliminating any movement during travel or handling to protect the fragile elements of the rack. The boxes are sealed with a hologram sticker.
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PEOPLE & INDUSTRY
PACKAGING
Facts by number... 씰 8: People that work in the packaging department 씰 2,000: Boxes packaged each day 씰 60,000m, or 60km: Metres of tape used annually.
Joe Toakley, Area Manager for the South at Shaftec, commented, “You’d be really surprised at how much work and effort goes into something which the end user doesn’t pay much attention to. Boxes don’t come cheap either, and when you are
talking of packaging in huge quantities, this cost is significant.” The packaging area also acts as a final quality control area where a last detailed check is carried out as the product enters the box. Any specific instructions or
technical bulletins are also added at this point to ensure that nothing is forgotten and that when the part reaches its final destination, it can be quickly, easily and safely fitted to its intended vehicle. It’s really important that the boxes are kept, as any old units considered for remanufacture must be returned in their original packaging to protect the surcharge and avoid rejection. This not only protects the actual fragile component itself, but it also allows for traceability. To top it off, at the end of its lifecycle, each box is fully recycled and forms the basis of the next. So, there you have it, a look into Shaftec’s packaging processes from the perspective of the particularly delicate EPS rack. For more inforamtion on Shaftec, www.rdr.link/FC005
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PROFESSIONAL MOTOR MECHANIC
MECHANEX
THE REGIONAL TRADESHOW FOR AUTO REPAIR PROFESSIONALS
BRING YOUR CUSTOMERS TO MECHANEX SANDOWN The UK’s only regional tradeshow dedicated to garage businesses is back in 2021.
In 2019, when the show last took place, around 1,800 garage owners and technicians descended on the famous racecourse venue to sample the latest products on the market, benefit from technical insight from some of the aftermarket’s leading suppliers, and attend the free seminar programme – all under one roof!
BRING YOUR CUSTOMERS ALONG This year, factors can get involved again! Why not gather together a group of your customers and bring them along to Sandown?
2021 SHOW DATES AND DETAILS Sandown Park, Esher, Surrey, KT10 9AJ Tuesday 9th & Wednesday 10th November Opening hours: 10am – 4pm
GET SOCIAL To keep up with all things MECHANEX in 2021, be sure to visit WWW.MECHANEX.INFO, like us on Facebook and follow us on Twitter!
MECHANEXShow @MECHANEXShow
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PEOPLE & INDUSTRY
IAAF UPDATE
Aftermarket for the future U P D A T E The Independent Automotive Aftermarket Federation (IAAF) Virtual Conference 2021 will be titled ‘Aftermarket for the Future’, as the event looks to address the biggest challenges and opportunities the industry will face in the coming years.
The conference will take place on Thursday 2nd December. Last year’s event attracted more than 300 industry personnel at its virtual showing. The IAAF will once again welcome a top list of industry speakers to its annual conference this year, and attendance at the event will be charged at £49+vat per company, with £5 of the fee going towards funding of UK AFCAR, a coalition set up to lobby the UK government in a post-Brexit era. With a number of new and exciting sponsorship packages available to members, including the launch of a new e-programme, the event will also feature the ‘Pride of the Aftermarket’ awards, which will honour exceptional performances of companies and individuals throughout the past year. Mark Field, IAAF chief executive, commented, “The IAAF Virtual Conference
2021 will reflect the fact that wherever we look, we are counting down towards something very big affecting our sector, whether that be the 2023 Block Exemption Regulation expiry, or the 2030 ban on new petrol and diesel vehicles. “The conference will examine what our industry might look like in the run-up to such milestones and also what the future will be for the thousands of businesses and employees within our sector.” The IAAF continues to remain highly active on lobbying issues, holding regular virtual meetings and providing additional support and information to assist members throughout the pandemic and in a postBrexit era. More details on the conference’s speaker line-up and registration will be announced shortly.
For more information online, go to www.rdr.link/FC006
BUSINESS & TRAINING
ONLINE CATALOGUE
Streamlining your search
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ahle’s eCatalogue provides users with a virtual platform to look up any part they require for a specific vehicle to ensure they order the right part. The easy-to-use eCatalogue has now been upgraded to include extra technical features to streamline the process. These include vehicle search, updated search and filter options, and search and selection history. The online catalogue also has PDF article comparison documents and bulletin sheets, along with language-specific marketing banners. Once users are logged in, they will now be able to integrate into Mahle’s eCommerce platform. The company has also updated its mobile app version of the eCatalogue to include new features such as simple and intuitive product search, part authenticity checker via QR code scan, extended contact/communication features, and easily accessible media content. Jonathan Walker, Managing Director of Mahle Aftermarket, commented, “Our updated eCatalogue is now based on a
Mahle Aftermarket’s eCatalogue is now provided by TecAlliance and has undergone functionality updates to offer an even easier and faster parts search solution on a computer and mobile app. PMF reports.
proven TecAlliance solution, which enables us to offer users easier and quicker search functions. Mahle is committed to streamlining the process for technicians; the latest eCat solution helps to improve the
search process, and provides helpful bulletin sheets and eCommerce integration.” For more inforamtion on Mahle Aftermarket’s eCatalogue, www.rdr.link/FC007
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BUSINESS & TRAINING
ONLINE TRAINING
Training for the future
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Nissens’ Michael Ingvardsen and Jan Zieleskiewicz shed some light on the company’s latest training modules and how these can help the aftermarket going forward.
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lobal aftermarket manufacturer Nissens recently released a couple of important knowledge sharing modules in its training programme. This time, the company shifted its focus to the heating, ventilation and air conditioning (HVAC) systems in hybrid and electric cars, explaining the fundamentals and how AC service and repair should be conducted with direct examples from popular PHEV models. The arrival of hybrid and electric cars in the aftermarket also means new systems and ways to repair them. And while one could expect that there would not be much difference between AC systems in regular vehicles and hybrid/electrical vehicles, there are some major differences that can make or break a successful repair or service of the system. Nissens has taken the responsibility to educate the aftermarket in these
differences, and has released a couple of training modules focusing on the heat pump-based HVAC system. Michael Ingvardsen, Training Manager at Nissens, explained, “We see an increased demand for training in the modern HVAC systems. The recent months have been extremely busy in terms of educating our customers in live and webinar-based training seminars. The countless courses that have been held in Europe and the US have given us a clear idea of what technicians need to become even better at
“It is not money that is driving the ambition of the company, rather the obligation to support the aftermarket”
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understanding and servicing HVAC and heat pump systems in hybrid and electrical vehicles. The sum of what we’ve learned is what we now make available for everyone in the aftermarket. This sets a clear direction for our training content for the future. After last year’s successful launch of our heat pump fundamentals training, we now share two new self-learning courses: heat pump system fundamentals and an advanced service procedure.
Heat pumps in focus
For Nissens, it has been interesting to deep dive into the world of hybrid and electric hybrid systems, and heat pumps especially are now receiving extra focus. “Looking into the future of ‘New Energy Vehicles’, we can see that heat pump technology plays a significant role for the HVAC systems,” continued Michael. “Due to the vast number of benefits it offers, it will not be long before it dominates the new energy vehicle applications. What we aim to do is to prepare technicians for the change and make them ready for an efficient and profitable service of these cars. As usual, in our knowledge sharing, we take a holistic approach. The various course levels address all audience needs, from beginners to advanced technicians. Furthermore, as the hallmark of our training concept, we explain the advanced matters in a visually attractive and easy-to-capture way, as well as making the knowledge available through various formats, including online self-learning modules.”
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BUSINESS & TRAINING
ONLINE TRAINING
Nissens offers education in various forms, from live and webinar-based sessions, to self-learning courses, and as technical marketing material in print and digital. For more information about Nissens’ Training Concept, go to www.rdr.link/FC008
Feeling obliged
Nissens currently offers all of its training for free via its online portal: www.rdr.link/FC009. If your customers want to sign up and start learning, they only need to request access links or coupons from you. And as the training is free, it is not money that is driving the ambition of the company, rather the obligation to support the aftermarket in being profitable on all levels, as Marketing Manager at Nissens Jan Zieleskiewicz attested to: “As an acknowledged premium spare parts supplier, we are committed to delivering high-quality products and services for all levels of the aftermarket. We create our technical marketing and learning programme to serve both our direct
customers – the factors – and the technicians and garages that work with the system, servicing and fitting components. Our latest Heat Pump Fundamentals and Prius PHEV Flushing courses are valuable for several reasons. They provide advanced knowledge in an easily digestible manner, delivered in top-notch quality from contents to visuals. Additionally, the Heat Pump flushing training module is fully videobased. It contains a bunch of tips and elaborate documentation on the approach
to the repair, so technicians can be ready when advanced, heat pump-equipped cars start hitting their workshop. These productions reflect our ambition to bring aftermarket training to another level and to support the independent sector, making garages competitive and ready for the future, where the repairs are becoming increasingly complex.” For more information on Nissens, www.rdr.link/FC010
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BUSINESS & TRAINING
SOFTWARE
Eyeing further growth Auto Spares Wales discusses the impact that MAM Software’s Autopart has had on its business.
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uto Spares Wales, a start-up motor factor based in Newport, recently implemented Autopart in a move that has helped the company go “from strength to strength” in just a few months of trading. Tony Griffiths, co-owner of Auto Spares Wales, explained how, despite only having launched in February 2021, the software has already formed the backbone of the business. “We wouldn’t be where we are without the help of the software”, Tony noted, revealing that a second branch will be opening in the coming weeks. Autopart is the business management software of choice for many motor factors, and it was previous experience of the product that made it the logical choice for the new business venture. Tony added, “We could start trading as soon as possible because we already knew our way around the system. It’s something we are all comfortable using.”
Auto Spares Wales is using Autopart Online, the cloud version of the automotive software. Tony admitted it was the first time he had invested in a cloud-based product, but it was a decision that meets the current – and future – needs of the growing venture. Adding users to the system is simple, making it easy for the company to scale up as it continues to expand. Many of Autopart’s features are already helping the business thrive, but it is the speed and accuracy of the automotive software that has made it so invaluable from day one. “What’s most appealing is the speed that you can look up a customer’s enquiry,” Tony continued. “If a customer gets in touch and gives you a registration number, all you have to do is type it into the lookup and within a couple of seconds, you can
“Quite simply, Autopart is the most important thing in our business.”
provide a quote and complete the sale. “This is ultimately what is going to help us grow our business. It’s the speed and ease that Autopart creates – it allows us to serve our customers as quickly as possible.” Tony revealed that Autopart allows his team to access a wealth of information with just a few clicks. From sales information to monitoring progress against monthly targets, the automotive business management software is a “complete working tool” that underpins the whole of the motor factor’s operation. “Quite simply, Autopart is the most important thing in our business. Without it, we wouldn’t be able to quote our customers and turn those quotes into sales,” concluded Tony. For more information on Autopart, www.rdr.link/FC011
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BUSINESS & TRAINING
ADVICE
Get fully equipped Absolute Alignment’s Technical Director Chris Dear weighs in on how your customers could be missing out on substantial revenue from an important market.
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lthough Absolute Alignment is a supplier of wheel alignment equipment and not an alignment workshop, many visits to the company’s web pages are from people looking for wheel alignment services – and the fastest growing search is for ‘lowered car alignment’, which was up 40% this July. In the company’s September 2020 article titled ‘Nice Wheels, Shame About the Clearance’, it was discussed how owners of
Absolute Alignment equipment can satisfy the need for lowered, sports and performance car alignment. Take the Bluetooth Pro aligner, for example. This 3D product, which contains an in-built ‘spoiler programme’, is able to take on the challenge from the very beginning. Many wheel alignment machines cannot cope with modified cars at all, which leaves frustrated owners and a wasted business opportunity. Experience suggests that this
is a sector which would be worth targeting in your customers’ local area and even beyond. It is a very real USP that could bring workshops further long-term business; on the whole, modified car owners are active on internet forums, and good news spreads fast. Factors should encourage their customers to add a page on their website on lowered and performance cars, as well as to visit local car shows with their business cards, and add a ‘lowered cars a speciality’ tagline on all of their current advertising. This doesn’t have to cost much, but the results could be surprising. Owners of modified, lowered and performance vehicles traditionally spend big money on their cars, and the margins for workshops are enticing. If your customers are not currently using Absolute Alignment wheel aligners and want to make the most of these high-spending customers, contact the company’s technical team to book a free demonstration. For more information on Absolute Alignment, www.rdr.link/FC012
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MARKET TRENDS & ANALYSIS
INDUSTRY INSIGHT
TALK OF THE TRADE Neil Pattemore kicked off proceedings with his perspective on the recent semiconductor shortage and the increasing restrictions on independent workshops replacing OEM parts in the name of ‘cybersecurity’. Neil predicted that the semiconductor shortage will become a serious problem for the aftermarket. In the short term, however, this shortage might actually help the aftermarket in regard to new car sales, which will drop. Unfortunately, with the availability of the replacement parts that use these chips declining, independent repairers will struggle to get hold of the parts they need. In a separate, but parallel, issue to the chip shortage, vehicle manufacturers are programming the replacement parts that are supplied so that a code is required to allow the part to be activated. This code is usually only made available to main dealers, or can only be conducted using the vehicle manufacturer’s own diagnostic tool. On top of this, the new vehicle type approval legislation means that the vehicle manufacturer decides who can access the vehicle and for what purpose.
Offering insight into the buying behaviour of trade customers, PMF casts an eye over sister publication Professional Motor Mechanic’s October issue to explore the products, services and industry news that have been the talk of the trade.
On a similar note, a Special Report saw the Independent Automotive Aftermarket Federation (IAAF) comment on the aftermarket’s lack of access to in-vehicle data. The closed technical design of manufacturers’ in-vehicle telematics systems and the lack of an efficient, interoperable access to in-vehicle data and resources prevents the automotive aftermarket and mobility services sector realising its digital potential. The ‘Extended Vehicle’ (ExVe) model, promoted by vehicle manufacturers, channels all remote data communication through the vehicle manufacturer’s proprietary backend server. Only a limited part of the in-vehicle data and a narrow subset of functions, based on the business model of the vehicle manufacturer, are made available to independent service providers. This gives vehicle manufacturers full control to decide how, when, and to whom access to data, functions and resources will be granted. Innovation, as well as effective competition, will be hampered within the overall automotive sector.
In the Oils, Lubricants & Additives feature, Liqui Moly explained the differences between mineral, synthetic and fully synthetic motor oil. The Deputy Head of the company’s oil laboratory Oliver Kuhn noted that “Modern engines demand much more from the oil than old engines. Only synthetic oils can meet these requirements”. He then went on to say that semi-synthetic oils – mineral oils mixed with synthetic oils – don’t perform as well as fully synthetic oils due to their mineral content. The question of which type of synthetic oil is best to use is irrelevant; instead, it is a matter of using the right oil for each car. Today, motor oil is like a liquid replacement part. Putting in the wrong oil is like fitting the wrong replacement part. Unfortunately, a change in trend towards fewer oil types is not on the horizon – quite the opposite. In future, the variety of oils will grow even further and the trend towards ever more specialised oils will continue, making life more difficult for motorists, technicians and manufacturers.
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Following this, Andrew Goddard, VLS Chairman, discussed whether hydrogen could be a viable solution to the emissions challenge. Andrew said that electric vehicles might not be a tenable long term solution if lithium shortages, limited range, and the relatively short lifespan of batteries continue to hamper technological advances for these types of product. Add to this the sheer volume of charging infrastructure required in such a short space of time, and it is no surprise that some companies are investigating other options, such as hydrogen. Hydrogen fuel cell or battery powered electric vehicles have totally different fluid requirements to diesel or gasoline-powered internal combustion engines. Therefore, lubricants manufacturers have been busy developing fluids to suit these electric vehicle needs. Hydrogen can also be used as a fuel itself to drive vehicles, which could be good news for lubricants manufacturers, as engines running on hydrogen fuel will still need some form of lubrication in the crankcase to keep them functioning effectively.
INSIDE THE ISSUES
Moving on to the MOT feature, CTEK explained how workshops can capitalise on the test to diagnose and maintain their customers’ batteries, which, of course, would benefit motor factors too. The company insists that with the help of its technology, technicians can now check their customers’ vehicle batteries easily, safely, and without disruption to usual workshop routines. A replacement battery or recharge – both chargeable services – provides an enhanced level of customer service, as well as additional revenue. According to CTEK, to make the most of this opportunity, the modern workshop needs to be equipped with an up-to-date battery tester, ideally incorporating a printer facility and a smart battery charger. In a six-week workshop trial, the company identified that workshops can earn extra income by routinely testing vehicle batteries, even as few as two a day. It also found that 11% of vehicles tested needed a new battery. Annually, that equates to 68 batteries sold at a minimum of £50+VAT, amounting to £3,400 per year. 59% of those tested were sold a battery reconditioning service at £10 per service, which is 368 services annually, and £3,680.
Finally, Steve Scofield, Head of Business Development at the IMI, looked at the challenges and opportunities facing the MOT sector. The MOT extension granted last year has structurally changed the market, to the extent that aftermarket analysts GIPA stated that 60% of all MOTs required in 2021 will be due between July and December. The figure for the same period before the pandemic would have been 47%. This ‘feast or famine’ environment will be challenging for some operations, particularly the smaller, independent garages reliant on just a few qualified personnel. Against a backdrop of an older car parc and the enormous new car supply issues that aren’t likely to do much to reduce that age in the coming months, businesses right across the aftermarket should also see the opportunities, as long as they focus on continual professional development and training. With the usual spring surge for MOTs likely to be less hectic in 2022, technicians will have time to get their training and assessments completed well ahead of the DVSA deadline of 31st March.
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MARKET TRENDS & ANALYSIS
ELECTRIC VEHICLES
The race to electrification Delphi Technologies has introduced its global power electronics program to the aftermarket. Alex Ashmore, President and Global Manager of BorgWarner Aftermarket – which acquired Delphi last year – tells us more.
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elphi Technologies is bringing its emerging technologies to the aftermarket with its global power electronics program for electrified vehicles. Delphi’s product portfolio has benefitted from the strategic business investments the company has made, which have globally expanded its electrification capabilities, allowing aftermarket customers access to OE quality replacement parts. The company’s solution also provides charging equipment, in-depth, expert-led training, advanced technical support, and traditional replacement parts to further help the aftermarket service and repair this rapidly evolving electrified market. The move towards sustainability is not only being driven by government initiatives around the world implementing 100% sales of zero-emission vehicles. We now have proof that consumers also want greener mobility, because even during a pandemic, global battery electric and plug-in hybrid vehicle sales increased last year by 43%. All those vehicles use power electronics to move and the aftermarket will need access to these components in order to move forward with the industry.
An electrified aftermarket
Delphi’s innovative forethought to invest in power electronics helped our customers meet increasing emission and fuel economy regulations, as well as create consumer acceptance for electrified vehicles. The company’s suite of differentiated OE solutions includes
combined inverter and DC/DC converters (CIDD), traction power inverter modules (TPIM), and on-board chargers that deliver best-in-class performance in size, weight, and power density, as well as significant cost reductions. Already featured on multiple global vehicle manufacturers’ platforms, we will continue the race to electrification into the aftermarket by offering these same components for an OE quality repair.
A flexible and portable charging solution
As a company, we are trying to ease consumer range anxiety with an innovative, low-cost, all-in-one charging solution that can be used almost anywhere. Proven in serial production at multiple major OEMs, our Charge Mode 2 cable features an InCable Control and Protection Device (ICCPD) that enables customers to safely charge their EV using existing infrastructure, such as household socket outlets. Easily storable in an EV luggage
compartment, this technology is perfect for short commutes, overnight charging, or an emergency charge.
More than just parts
In the anticipation of future electrification trends, Delphi Technologies is committed to supporting the technical training that installers around the world will need to undertake to safely service high voltage automotive technology. The company’s full service solution offers comprehensive training on servicing plug-in and hybrid electric vehicles (PHEV/HEVs), with plans to expand the program in order to meet future service needs. Our pioneering products provide high quality traditional replacement parts to support many powertrain repairs, such as brakes and sensors, and thermal, steering, and suspension parts, for a full service electric vehicle solution. The race to electrification represents a significant aftermarket opportunity for those with the right parts, tools, and knowhow to service the next generation of vehicles. That’s why at Delphi Technologies, we’re not only excited about bringing BorgWarner’s pioneering OE technology to the aftermarket, but also providing the technical training and support needed to upskill the workforce on the emerging technologies of this new fleet of complex EVs. For more information on Delphi Technologies’ power electronics program, www.rdr.link/FC013
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MARKET TRENDS & ANALYSIS
RAW MATERIALS
Prices on the rise Klarius Products’ CEO Mark Brickhill explains how the aftermarket can cope with the rise in price of raw materials such as steel.
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range of factors are pushing current raw material prices up in a virtually unprecedented manner. Industries ranging from construction to electronics to white goods manufacture are having to pay far more for raw materials. This price increase has been driven by a perfect storm of initially reduced demand and production shutdowns, subsequently followed by a strong surge in demand. Large UK automotive aftermarket parts manufacturers such as Klarius Products have absorbed early cost increases, but are now having to increase prices, although so far only in single digits. As the availability of any resource fails to meet demand, prices naturally go up. Thankfully, the current situation is not as serious an issue for UK rolled steel products as it is for the global computer chip market. A global shortage of processors has seen industrial giants such as Ford, Nissan, Apple, Sony and Samsung reduce production shifts and delay much anticipated product launches – just as demand peaks for their products. Many industries have seen shortages and continuous price rises, especially with regard to small volumes of specialist steel, where producers are primarily focusing on the largest back orders. Manufacturers are typically afforded nine months price visibility from suppliers. However, in light of this extraordinary market, only one month visibility is available in most cases. Mark Brickhill, CEO at Klarius,
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“Many industries have seen shortages and continuous price rises, especially with regard to small volumes of specialist steel, where producers are primarily focusing on the largest back orders.” commented, “We are having to put prices up now, but it’s a relatively small increase compared to the growth in steel prices over the past 18 months. We’ll continue to find efficiencies and pass on savings to our customers while safeguarding the superior quality of our products, but the current market situation means we’ll almost certainly have to make another round of price increases. It will only make a difference of a few pounds to a single product, such as a section of exhausts. Factors are also working hard to pass on as little of this as they can to garages, so consumers aren’t seeing the kind of increases we are witnessing regarding raw materials.”
The good news is that production can continue, and stock levels of Klarius exhausts, catalytic converters, diesel particulate filters and accessories in the UK remain substantial, so there are no product availability issues. This is aided by the fact that Klarius is a UK manufacturer and therefore isn’t as affected by global logistics issues as more import-reliant businesses and industries. For example, compared to the construction sector, which is facing major material shortages, the picture is much more positive for the UK automotive aftermarket. Looking further ahead, the availability of raw materials such as steel should improve as production catches up to demand. However, due to inflation and rising demand, prices are unlikely to fall in the foreseeable future. Mark concluded, “We are extremely grateful to our key suppliers for their support and openness in these turbulent times and look forward to continuing our strong working relationships.” For more information on Klarius Products www.rdr.link/FC014
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ENVIRONMENTAL INSIGHT
ECO VISION NGK SPARK PLUGS HAS SET ITSELF THE GOAL OF ACHIEVING CARBON NEUTRALITY BY 2050. BUT HOW IS IT GOING ABOUT THIS? PMF FINDS OUT MORE.
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ollowing the lead of the United Nations’ ‘Sustainable Development Goals’, NGK Spark Plugs has established ‘Eco Vision 2030’, a policy which sets milestones for where the company wants to be by the end of this decade, as well as the vision which will be pursued in the following ten years leading up to 2040.
Managing Director Marko Wowczyna
This bold new environmental policy will see the company promoting environmental conservation activities. These are linked with corporate management maintaining a good balance with corporate growth – based on the participation of all company employees – in order to contribute to the construction of a sustainable society. For ‘Eco Vision 2030’, the impacts which the company’s day-to-day operations and products have on both society and the business were analysed, with 13 issues ultimately identified. From these, four main issues, considered to have a greater impact, were selected and given numerical goals. These were ‘Responding to Climate Change’, ‘Expanding Environmentally Friendly Products’, ‘Conserving Water Resources’, and ‘Waste Management’. Through the practice of ‘Eco Vision 2030’, all employees at NGK will work together to contribute to the realisation of global carbon neutrality and zero emissions. “We are undergoing unprecedented change at our company,” said NGK Spark Plugs (UK) Managing Director Marko Wowczyna. “Although confronting the issue of climate change provides us with many challenges, it also offers many opportunities which we are keen to take advantage of. With our long term management plan, ‘Nittoku BX’, we have already begun the process of transforming
“For ‘Eco Vision 2030’, the impacts which the company’s day-to-day operations and products have on both society and the business were analysed, with 13 issues ultimately identified.”
For more information on NGK Spark Plugs, www.rdr.link/FC015
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into an environmentally sustainable company fit for the future. Our new ‘Eco Vision 2030’, along with our venture labs and our investment in a $100 million Corporate Venture Capital Fund, clearly demonstrate the path we’re on.” In the category of ‘Responding to Climate Change’, the company is aiming to achieve a 30% reduction in CO₂ emissions compared to 2018 figures by 2030. To do this, business activities that contribute to a decarbonised society are being given precedence. Indeed, the company has already made significant headway on this front, as evidenced by the progress it is making in the development of Solid Oxide Fuel Cell (SOFC) technology. This will provide even further benefits in the future, when carbon-free hydrogen can be used as fuel. In order to be successful in ‘Expanding Environmentally Friendly Products’, the company has established a certification system for environmentally friendly products, which assesses the environmental impact in the supply chain, including in-house production processes. Products that satisfy the certification standards will be announced annually, under the title of ‘Nittoku Green Products’. This certification system will ultimately accelerate the creation of environmentally friendly products. Along with ‘Conserving Water Resources’, which sets the target of keeping water consumption intensity below the 2018 fiscal year level through the implementation of sustainable business operations, the company is also placing a greater emphasis on ‘Waste Management’. This policy will see NGK strive to achieve an effective utilisation rate of over 95% in terms of waste. The ‘3Rs’ (reduce, reuse, recycle) will be even further prioritised, and a reduction of at least 1% of waste intensity compared to the 2018 fiscal year will be targeted.
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SPECIAL REPORT
FACTOR FOCUS
Launching with purpose In a PMF exclusive, we hear from Angela Brown, Director of the company's latest branch in Coleshill.
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hen PMF visited Titan Motor Factors’ Avonmouth headquarters in June, the company teased the imminent announcement of a fifth Titan site. Although the location of the site was kept under wraps at the time, it has since been annunced that Coleshill in Birmingham was Titan's big secret. The branch, known as AB Titan, will be headed up by its Director Angela Brown. With the majority of the Coleshill team having previously worked at large factor groups, the company referred to the set up as “totally different” to that of any of the other current Titan branches. However, this wasn’t necessarily a bad thing; the Titan project, in taking on teams that may have
worked for large factor groups, enables the Titan team to learn the intricacies of a whole host of factors. Setting up the Coleshill branch, for example, has allowed them to learn what has worked well with this team in the past, and what they feel could be improved upon. After acknowledging the different expectations of staff working at a large factor group, Titan managment added: “When some other groups open a new site, everything is already prepared for the team. On day one, the team will walk in and the front counter is arranged, the racking is done, the stock is on the shelves, and the system and phones are set up. “For us, this is part of the learning curve,
but for the team at Coleshill, it’s been a bit of a culture shock. They’ve now got a lot more freedom than they’re used to; in their position, they have more room to develop and guide the business as they see fit. In the past, however, they've received more guidance on what they could be doing at regular intervals, so when that direction disappears, it’s difficult to do things on your own. To combat this, we’ve given them some helpful guidance so that they can hit the ground running.” On its latest members of staff, the company had this to say: "It's a really good, nice team. They’re ambitious, hungry, and driven – all of the qualities that you need in order to do what we’re trying to do. We looked at four prospective sites for this position, and we got a really good feeling from this group. As soon as we met them, we understood just how passionate they are. We’ve set up a three- to five-year plan about how we’re going to develop the branch and the area around it, and we’re very excited to see where things go!”
The right direction After our conversation with Titan's management, we were introduced to Angela Brown, the Director of the Coleshill branch. Since leaving her role as a Sales Manager at ECP in 2014, Angela spent just
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SPECIAL REPORT
under two years at Whittaker Fleet Care before making the move to Andrew Page – which was later bought out by ECP – in 2016. She left her position at the company in March of this year and joined the Titan project in July. With 10 staff, four delivery vans and one truck, the Coleshill branch has been kitted out to the same extent as Titan’s other sites. At the time that we spoke with Angela, the branch had been trading for almost three weeks, and she alluded to one particular reason why the branch was opened in its exact location: “If you look at a map and you look at Coleshill, you’ll see that it’s in the middle of two large cities – Birmingham and Coventry – and that wasn’t an accident! It’s early days right now; we managed to get the doors open within two weeks of getting the keys, and we’ve been trading for two-and-a-half weeks since then. “It’s been very busy, and there is a lot to get our heads around because it is very different to working for other motor factors. Obviously, when you initially take on a job, you walk in to an established organisation; there are already staff, there are procedures in place, and there’s infrastructure, but we
FACTOR FOCUS
“It’s a really good, nice team. They’re ambitious, hungry, and driven – all of the qualities that you need in order to do what we’re trying to do.” walked in as a team to an empty site, and it was our responsibility to get the ball rolling – to implement our own procedures, to build relationships, and to train our staff. On our end, we wanted to get everything arranged within two weeks, and it was a big push to get this done.” Angela continued to stress just how different working as a part of Titan was to any other factor business. She added, “We’re trying to do it all for ourselves, and this is part of the Titan project. It’s an employee owned scheme, but some of our team haven’t done anything remotely close to this before, so in a way, it’s almost like we have to sell the concept to them before they can go on and sell to our customers. Everyone has settled in well and we’ve hit the ground running. We’re where we need to be.” For more information on Titan Motor Factors, www.rdr.link/FC016
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SPECIAL REPORT
PMF ACROSS THE GLOBE
Worldwide service With the help of Kalimex’s Mike Schlup, PMF spoke with two of JLM Lubricants’ global distributors, Brett Lloyd from GCG Turbochargers – the JLM distributor for Australia and New Zealand – and Antonis Goulas from Digiparts – JLM’s distributor for Greece.
Brett Lloyd, GCG Turbochargers Brett, please tell us about your business. Brett Lloyd (BL): GCG Turbochargers was formed in 1979 with the sole remit to sell and service turbochargers directly to the Australian aftermarket. Today, this familyowned, independent business has grown to become one of the most respected turbocharger suppliers and remanufacturers in Australia, with a collection of industry-respected awards and a global customer base. GCG Turbochargers employs 30 staff across sales, service, and warehousing.
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an emphasis on detail that no other lubricants manufacturer has shown. Its products are always in demand with the professional technician because other additive and chemical manufacturers have been unsuccessful in tackling the issues that come along with newer emissions control technologies. JLM’s DPF products prove the company’s value with their ability to clean and restore function to diesel particulate filters.
How long have you been selling JLM products? BL: We have been the JLM Distributor for Australia and New Zealand since 2018.
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What made you decide to promote JLM Lubricants’ brand and products? BL: JLM Lubricants is a dynamic brand, open to working with distributors to develop and expand on its product offering. It has many unique products with
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What are your five bestselling JLM products?
BL: 1: Turbo Pre-Lube. It is now the standard to use a purpose made priming lubricant when installing a turbo charger. This is sold with almost every turbo charger. 2: Petrol/Diesel Air intake & EGR Cleaner. The flexible petrol and diesel chemistry make this a lucrative investment for professional technicians. It returns greater profits than other products available, and it rapidly restores fuel economy and keeps the engine running efficiently. It’s a key product every time a car is being serviced. 3: Engine Oil Flush. The common trend of
short journeys that don’t allow the engine to warm up, plus low-quality diesel, means oil contamination is a massive issue in Australia. Engine flush is a standard practice for a vehicle servicing. Feedback shows that JLM’s formula can thoroughly remove contamination and oil sludge, and when used regularly, won’t allow it to develop. Diesel Extreme Clean. This all-in-one treatment proves it is possible to use chemistry to clear faults and codes that most technicians would usually replace parts to fix. From common rail injector and variable turbo vanes to diesel particulate filters, we have heard so many success stories and so few failures. It raises the standard of additive technology and allows the highest quality diagnostic technicians to work efficiently and professionally. DPF Clean & Flush Fluid. Many technicians in Australia are sceptical about cleaning a DPF without removing it – often due to incorrect diagnosis or using a poor quality product. JLM DPF Clean & Flush Fluids and the JLM professional DPF toolkit are changing the way technicians assess a DPF situation to allow them to clean it quickly, thoroughly and without breaking the bank.
Antonis Goulas, Digiparts How long have you been selling JLM products? Antonis Goulas (AG): For 11 years. In 2010, LPG business was growing rapidly in the Greek market, so we began stocking LPG products such as the JLM Valve Saver Kit. As time has gone on, so has the variety of JLM products we offer.
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SPECIAL REPORT
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What made you decide to promote the JLM Lubricants brand and its products? AG: Vehicle technology is advancing rapidly, but with the same requirements for repair and maintenance products. JLM offers an incredible range of products that are reliable, easy to use and affordable – three qualities every technicians understands the importance of!
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What are your five bestselling JLM products?
AG: 1: Diesel Injector Cleaner 2: Diesel Extreme Clean 3: Diesel Rapid Fuel System Clean 4: DPF Regen Plus 5: DPF Cleaner Diesel products are in demand in Greece, with most vehicles – especially commercial vehicles – running on diesel. JLM products work, and the feedback we receive from our trade customers is always positive. JLM products complement our brand, which is to support customers by
“JLM offers an incredible range of products that are reliable, easy to use and affordable”
PMF ACROSS THE GLOBE
offering the best. With the coronavirus pandemic, many garages had to close, but now they’re open again, motorists are booking in vehicles for overdue repairs, maintenance and servicing. With so many vehicles off the road for months, DPFs are coming into garages clogged up with soot, unable to regenerate. With JLM Lubricants’ range of DPF products, we can offer technicians a variety of maintenance and repair solutions to help get customers back on the road – especially delivery drivers that are dependent on their vehicles. A technician can use JLM products to carry out all repair jobs in-house, from a partly blocked DPF to a fully blocked DPF. Using these products, a technician won’t have to send the work to a DPF specialist. They have become their own DPF expert. For more information on the JLM Lubricants product range, www.rdr.link/FC017
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WINTER PRODUCTS & LIGHTING
No rest for the wicked T
he new ACEA 2021 sequences for light duty vehicles were finally published in May 2021. Representing evolution, not revolution, the new sequences tackle some existing challenges in the marketplace, such as the impact of Low Speed Pre-Ignition. The introduction of new engine tests modernises the sequences to take account of the need for lower viscosity fluids in some engines. They also withdraw legacy engines that are no longer representative of the overall market. New claims can already be made against the 2021 oil sequences, which will become mandatory for all new claims from 1st May 2022 onwards. The industry is still waiting for the new sequences for heavy duty vehicles, which were expected to be published no later than June 2021. It is still hoped they may be published before the end of the year. New categories E8 and E11 are likely to be introduced, replacing E6 and E9. Two new categories for fuel efficiency, F8 and F11, are also expected, reflecting the trend in the light duty sequences to lower SAPS formulations. The upcoming introduction of Euro 7 is also causing concern in the industry. According to the VDA, the German Association of the Automotive Industry, Euro 7 could spell the end of the ICE as early as 2025 if the EU moves to zero emissions in urban areas. A final proposal from the European Commission on Euro 7 is expected by the end of 2021. The discussion about future mobility does appear to be shifting slightly though,
As we approach the winter months of 2021, the lubricants sector is facing just as many challenges as when the year began. VLS sets the scene. at least here in the UK. The Government recently published its hydrogen strategy, which put forward its ambition for 5GW of low carbon hydrogen production capacity by 2030. This includes investment in the development of use of hydrogen for heavy goods vehicles, buses and rail. Hydrogen as a fuel works in a similar way to the internal combustion engine, meaning that lubricants are required to deliver lubrication in the crankcase. Pistons
and other moving parts need to be lubricated to keep the engine functioning properly. This is in contrast to electric vehicles, where a totally different fluid is required, catering to the increase in oxidation and the need to dissipate an increase in generated heat around the power units. Hydrogen could be good news for lubricant manufacturers, but there is still a long way to go in the development and roll out of this alternative fuel option. In the aftermarket, owners are holding onto their vehicles for longer, which means greater opportunities for aftermarket sales. But the current consultation by Northern Ireland to move to biennial statutory testing of passenger and light commercial vehicles away from the annual MOT also poses a threat. Motorists might undertake interim maintenance tasks themselves between major services and might be much more likely to top up their own oil in this scenario, which would create a shift in the aftermarket supply chain and require increased education. Using the wrong or poor quality oil, especially in today’s modern, sophisticated engines, can result in accelerated wear in gears and bearings, leading to increased maintenance costs and, if left unchecked, eventual engine failure. As all these changes unfold, VLS will continue to work with the industry, supply chain and end users to bring transparency to the lubricant market place, and protect and educate end users. For more information on VLS, www.rdr.link/FC018
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A simpler solution Autoelectro’s Nick Hood discusses the company’s simplification of its ordering process to allow nonaccount holders to buy products this winter and beyond.
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utoelectro has built a reputation amongst its customer base for coming to the rescue when a customer can’t find the starter motor or alternator they’re looking for elsewhere. This is made possible thanks to its availability and range, but what if an enquiry comes from someone without an account? Nick Hood, Autoelectro’s UK Sales Manager, conceded that the COVID-19 pandemic had created a surge of online sales, meaning the company’s website had to be ready to cater demand from new and existing customers. He commented, “Obviously, we think everyone should have an account! However, in reality, we know this will not be the case. “We have recently added a feature to allow online sales for customers that don’t have a credit account with us. Within a few minutes, they can access all the information needed to ensure they make the sale – product information, price, etc. – and without any delay. “There’s no need to wait for credit approval either, as the Autoelectro website has incorporated the ability to take a credit card or electronic payment method. With
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next-day AM delivery, the whole process couldn’t be quicker or simpler.” The team at Autoelectro relishes a challenge; when an enquiry comes in for a part number, particularly an obscure one, its product team jumps into action and sets about either finding the part number in stock or sourcing the core to remanufacture the component. Nick added, “Usually, those without accounts get in touch with us because they are struggling to find a particular part. For example, we’ve experienced instances where people have challenged us on a part because it’s that obscure – a Ferrari 458 California or MGR V8, for example. They don’t expect us to have it, but more often than not, we deliver. “In the event we don’t, we’re always in a position to ‘reman and return’ the customer’s old unit – making us a genuine one-stop for rotating electrics.” Autoelectro’s latest digital venture could not have come at a better time; approaching the winter, it is essential that parts can be obtained at a moment’s notice to ensure the safe operation of the vehicles that come into the care of the aftermarket.
“With next-day AM delivery, the whole process couldn't be quicker or simpler.”
To learn more about Autoelectro, www.rdr.link/FC019
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WINTER PRODUCTS & LIGHTING
The light to break the night With the winter season looming, Osram’s Lighting Marketing Manager Terri Clark introduces the company’s Night Breaker 200 halogen range.
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long with cold weather, winter brings with it darker and shorter days, so good quality lighting on a vehicle is essential. With this in mind, Osram wants to provide the UK’s technicians with the latest developments in lighting technology. Nearly a fifth of vehicles will fail their MOT this winter because of an issue with their lights, usually for something as simple as a blown bulb. It’s therefore really important for technicians to carry out quick and easy checks on the car’s lights during a service or before an MOT – it’s key and simple to resolve. With an anticipated 60% of all annual MOTs due to take place between July and December this year, workshops should ensure that they have ample stock of bulbs ready to meet this demand. Osram’s latest launch, the Osram Night Breaker 200 halogen upgrade range, offers motorists the best and brightest bulbs on the market, with 200% brighter light than required by law, significantly improving road illumination and safety. By using cutting-edge technology, our Night Breaker 200 upgrade halogen bulbs deliver a high light output. The powerful
headlight bulbs are up to three times brighter and provide up to 20% whiter light. The light beam extends up to 150 metres, and the strong luminosity of the bulb provides improved, wider visibility. This range of performance bulbs complements the existing halogen and xenon bulb portfolio of the Night Breaker Series. Osram’s Night Breaker 200 is available now in H4 and H7 ECE bulb types. The good news is that traditional lighting technologies, such as Halogen and HID, will be around for a considerable time to come, and that means the most up-to-date solutions, such as whiter or brighter light, can still be retrofitted to older cars. This provides profit opportunities for factors, garages and workshops to upsell to
upgrade bulbs, leading to satisfied customers who will be able to see more and feel safer on the roads at night. Furthermore, bulbs should always be changed in pairs even if only one has blown, as it is not only a safer and more practicable option, but it presents an additional opportunity to upsell. Most of Osram’s upgrade bulbs are sold in twin duo packs – making it easier to upgrade. We are also pleased to be launching a Counter Display Unit (CDU) for the lighting season. The CDU comes complete with seven H7 duo packs and three H4 duo packs. For more information on Osram’s lighting products, www.rdr.link/FC020
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WINTER PRODUCTS & LIGHTING
Which light is right?
Hella shines a light on its range of bulbs that can service every type of motorist.
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t is very easy to think of vehicle lighting as merely headlights and rear lights, but although they are of paramount importance to both driver and public safety, lighting is a far broader and varied topic. Hella considers itself at the forefront of this segment of the automotive sphere, and it cites its many long term relationships with vehicle manufacturers around the world and the concepts it has brought to market through these collaborations as proof of this. These include LED, Matrix LED and HD Matrix LED with laser high beam, as well as the introduction of organic light-emitting diode (OLED) technology into rear combination lamps, for example.
Day-to-day opportunities
Safety first
As bulbs are becoming more difficult for drivers to change themselves, largely because engine bays are now more compact, they are turning to workshops to assist them in this once simple task. This development provides proactive motor factors with the opportunity to upsell lighting products by combining their expert knowledge with the driver’s preferences and driving style to recommend the most appropriate replacement. Factors can also advise workshops to replace both bulbs at the same time, following best practice procedures to increase profit margins for both parties.
Hella’s Standard bulb is a popular classic and is primarily aimed at the driver that values safety, affordability and trustworthiness. Therefore, factors should focus on selling these when workshops are working on family cars, for instance, as they provide good value for money and are tested for premium quality and reliability. These halogen bulbs are available for nearly all types, including H1, H4, H7, H11, H15, as well as the up-and-coming H18 and H19 versions.
Keeping up appearances Performance bulbs are aimed at drivers that are enthusiastic about their vehicle, its appearance and maintenance. These bulbs are available as Performance +60% or +120%, providing more brightness where needed. Factors should also emphasise the fact that with these bulbs, drivers will be able to react faster, as the Performance range provides 25 or 50 metres more visibility, depending on the variant. So, one of the main selling points for workshops to communicate to drivers is the improved safety they provide for a wide range of vehicles, with references H1, H4 and H7.
Professionalism For the professional driver or fleet manager, factors should generally suggest Hella’s
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WINTER PRODUCTS & LIGHTING
Long Life range, as it has an extended lifespan, while continuing to provide effective and lasting performance. These bulbs last up to three times longer than is required by ECE regulations, which reduces the need for maintenance, leading to less downtime and more overall profit for the business owner. These bulbs are available in H1, H4, H7 and H11.
Styling it out Finally, White Light is Hella’s xenon offering, which is designed for the more stylish driver, as it provides the perfect combination of style and comfort. With up to 30% more light when compared to a standard halogen lamp, it delivers greater safety due to its higher light contrast, and lasts up to 300 hours. The White Light range is available in H1, H4 and H7. Factors that are able to understand the different types of bulbs and their unique selling points will earn the trust of their workshop customers and allow them to respond quickly and efficiently to any of their needs. This understanding will also enable them to increase their profit margins.
Beware of LED replacement bulbs Be wary. Although it has been proven that it is beneficial for motorists to have upgrade bulbs fitted, any replacement must comply to ECE R37 regulation. Only bulbs with an ‘E’ mark – which stipulates that they comply to the global standard, followed by a number that identifies the country where the authorisation was granted – are legal. The problem with using LED replacements for traditional halogen bulb applications is that, unlike the Hella halogen upgrade examples mentioned, LED bulbs do not currently qualify for R37 approval and therefore carry no ‘E’ mark,
making them illegal for road use. When it comes to actual LED headlights, as it presently stands, the only viable option should they need to be replaced is to change the entire unit rather than an individual light source. For this type of repair, Hella claims to be the go-to manufacturer to ensure the best possible aftermarket solution. For more information on Hella’s offering www.rdr.link/FC021
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WINTER PRODUCTS & LIGHTING
Fully kitted out
Trico’s Group Brand & Marketing Manager (Europe) Sam Robinson discusses the company’s latest wiper blade kits.
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s part of its premium Exact Fit range, Trico recently launched its beam blade kits. The OE wiper blade kits are said to be easy to stock, sell and fit; just one SKU has both front blades for a vehicle. Packaged in an ecofriendly carton box, the range comprises just 95 references – 73 direct fit kits for OE beam blade applications, and 22 ‘retrofit’ kits for hybrid and upgrade applications. In total, this covers more than 95% of the beam blade vehicle parc. Due to Trico’s ‘superkit’ design that comes with an optional alternative connector, the company claims that this ensures over 40% less stock than competitor ranges, which often require in excess of 150 SKUs to attain the same coverage. The new kits contain two of Trico’s ‘X1’ design blades. The company supplies this same 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. Trico’s Group Brand & Marketing Manager (Europe), Sam Robinson, commented, “The introduction of these beam blade kits is a game changer for Trico. While previously, we exclusively sold our OE wipers singularly, now customers will have the benefit of buying a complete kit with everything they need provided for them, with the reassurance that they are buying the exact same quality product that we are trusted to deliver to vehicle manufacturers across Europe. “As we’re coming into the winter wiper blade season, this is a perfect opportunity for factors to increase their profit margins, whilst maintaining maximum vehicle coverage and reducing their inventory commitment. We created this offering with space saving in mind, so it’s clear, compact and comprehensive, and delivers a perfect premium direct fit wiper offering.”
For more information on Trico’s beam blade kits, www.rdr.link/FC022
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Taking a stand Henry Bisson, Marketing Manager at Ring Automotive, runs through the company’s latest lighting product.
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ighting and signalling are some of the most common failures of an MOT, but some of the most important aspects when it comes to safety, particularly in winter, when days become shorter and nights become darker earlier. New upgrade bulb ranges help to bring new opportunities for factors, garages, and even motorists, and therefore, it’s important to opt for the latest OE-quality products to keep vehicles roadworthy, and drivers and passengers safe. Ring Automotive is preparing for the MOT rush with a handy bulb stand, providing technicians with easy access to its 12V bulb range. The BU175 pre-stocked bulb stand enables technicians to have the most popular automotive bulbs at their disposal at the point of installation. It is designed to be wall-mounted and comes fully stocked with 175 bulbs – including 16 of the most popular, fast-moving references – ensuring garages and workshops have every bulb they need close to hand for every job. Vehicle lighting is often taken for granted, but headlights will gradually grow dimmer over time. As both headlights are subject to the same stresses, they will both be deteriorating together. Replacing just one failed bulb can result in an unbalanced or unpredictable headlight beam that can cause serious hazards for the driver and other road users. Changing bulbs together in pairs is key for garages and service centres, even if only one has blown, as it is not only a safer and more practicable option, but it presents a profitable opportunity to upsell. Ring’s warehouse in Leeds is stocked and capable of shipping both emergency and customer orders. Fast delivery is key, as it ensures quicker access to the best performing and selling products from Ring. To find out more on the Ring BU175 Bulb Stand, www.rdr.link/FC023
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BRAKES & CLUTCHES
MOT ready
TMD Friction’s UK Sales Manager Nick Hayes discusses how the braking supplier has prepared itself for the traditionally busy MOT period.
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t a time when supply chains face considerable logistical pressures and with the majority of the nation’s vehicles set to take their MOT test, it is important that automotive parts suppliers work closely with their factor customers to ensure clear communication throughout very unpredictable trading conditions. TMD Friction is making this a priority this winter. The company claims to have worked tirelessly throughout the coronavirus pandemic, and maintains its manufacture of 5.5 million sets of brake pads per year at its Hartlepool facility, which operates sixand-a-half days a week, with over 450 staff members. TMD Friction spends £30 million per year on R&D to ensure its braking product offering is the best it can be, and with its Yorkshire-based proving ground, it is able to perform high quality brake testing and consequently provide safe options to the market. Nick Hayes, UK Sales Manager at TMD Friction, commented, “The automotive aftermarket is no exception to the rest of the UK or rest of the world. The global transport infrastructure is facing extraordinary pressures. We’re working hard in collaboration with all our customers to ensure their braking offering is the best it can be.
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“Going into peak MOT season, the TMD Friction brand heritage and performance quality offers confidence to garages, which in turn enables us to work with them to develop their business in conjunction with our stockists, through training and marketing. TMD Friction is a true brake friction specialist, with the broadest brand portfolio to cover the ever-growing European car parc and provide motor factors with the very best in braking products.”
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“TMD Friction made perfect sense for us when adding to our braking offering, as its tried and tested braking technology ensures our customers receive the quality they have come to expect from us” The customer is always right Several of TMD Friction’s motor factor customers can attest to Nick’s comments. For example, on the braking supplier, Spartan Motor Factors’ Sales & Operations Director Lee Gratton had this to say: “The support from suppliers such as TMD Friction is always fantastic. Our braking brands line-up, comprising TMD Friction products, offers customers choice, quality and performance, ensuring confidence throughout the repair process.” Paul Starling, Autovaux Car Parts Owner, added, “TMD Friction made perfect sense for us when adding to our braking offering, as its tried and tested braking technology ensures our customers receive the quality they have come to expect from us. With an
extensive range, it complements our existing brands perfectly.” David Clarke, Managing Director at Autosupplies Group, commented, “TMD Friction is really easy to deal with, but more importantly, it is a brand that really resonates with garages. Technicians want to fit a quality brand and product that is backed up by support if they need it. TMD Friction has all these attributes, and it’s one of our most requested brands from customers.” To round off the resounding praise, BMG’s Managing Director Rick Fraser explained: “It’s important for a busy motor factor that the brands we supply are of high quality, as customer service is key. With TMD Friction, we’ve built up an enviable reputation as being ‘first-to-market’ with
new parts, and we offer a braking solution of the highest quality. “The service, support and quality from TMD Friction enables us to work more closely with garages, which fully appreciate the technical expertise of the brand. As a result, this creates confidence throughout our entire business, and a level of security in knowing we are supplying the best to our customers.” For more information on TMD Friction, www.rdr.link/FC024
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BRAKES & CLUTCHES ©dashu83 /AdobeStock
Jeff Earl, Marketing Communications Manager at Schaeffler, provides an insight into how the company’s updated online catalogue can help factors find the right clutch product.
Come online
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chaeffler has updated the TecDoc driven online catalogue hosted on its aftermarket website – www.rdr.link/FC025 – to provide users with more functionality and easier access to the original equipment (OE) replacement parts they need. “Providing garages and parts sales staff with an accurate catalogue to help them identify the correct genuine OE quality parts they need is in keeping with Schaeffler’s policy of equipping them with not only the product, but the information required to successfully carry out a complete and professional repair,” said Marketing Communications Manager Jeff Earl. He continued, “We have several improvements to the catalogue which enable users to identify the correct replacement part quickly and reliably using a variety of search methods, such as OE and aftermarket part numbers, plus the ability to find vehicle information via a registration look-up that returns much more detailed application data than the traditional drop-down make and model search. “Once you have correctly identified the vehicle, Schaeffler’s top products for the application are highlighted, followed by the full range in brand order, starting with LuK, then INA, and finally FAG. Again, in line with Schaeffler’s complete repair philosophy,
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the most comprehensive solutions are always listed first. “Once the replacement parts are selected, the user can see what is provided inside the box, before checking out any linked repair information, such as product bulletins and technical specifications. These are all designed to help users complete the repair to the highest possible standard. “Naturally, the system is constantly updated and operates in real time, providing users with an invaluable tool to help them quickly and easily identify the correct parts for any application. “Our aftermarket website also provides visitors with an understanding of the many high-tech precision components and systems manufactured by Schaeffler for original fitment around the world, and how we then carry that support through to aftermarket professionals that undertake
vehicle repair and maintenance. “Visitors will hopefully find the improved site informative, intuitive, and optimised to work effectively on any device. On top of the catalogue, and the products and service support that Schaeffler provides, users can also find links to Schaeffler’s corporate site, which contains a wealth of company information, such as the latest news on technological innovation and motorsport.” Alongside the aftermarket site, but aimed squarely at professional vehicle technicians, is the Schaeffler REPXPERT workshop portal – www.rdr.link/FC026. Here, technicians and garage owners can find information on Schaeffler products and systems, fitting instructions, labour times, and much more. For more information on Schaeffler’s clutch products, www.rdr.link/FC027
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BRAKES & CLUTCHES
Braking the mould PMF reports on Borg & Beck’s latest braking range.
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o ensure that factors are providing technicians with premium quality braking components, they need to sell a brand they trust and that their customers can depend on. Under its Borg & Beck brand, First Line claims to offer such an option. Its range of BECKTEC coated brake discs and brake pads – featuring BECKTEC multi-layered shim technology – provide an ideal solution for the discerning professional. BECKTEC coated discs incorporate water-based technology to produce a fully protected disc, which not only looks the part, but more importantly saves time during installation, as technicians do not have to remove any oil residue before fitting, so they can go straight from the box to the hub. As well as protecting the disc inside and out against rust and corrosion, the waterbased coating, which incorporates zincaluminium flakes, also provides improved thermal properties that result in better braking performance. With their BECKTEC multi-layered shim technology, these brake pads offer a copper-free semi-metallic compound that is
consistent with the OE formulation. This mitigates the corrosive effects and noise associated with coarser, cheaper pads that wear quickly and perform less effectively. On top of this, the pads are chamfered and grooved, and, where applicable, are supplied with integral wear leads, sensors, bolts and accessories.
An advisory role First Line recognises that factors play a vital role in advising their customers on best practice and tips, as well as upselling other products in the process. 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 to be able to operate freely, so they 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, factors need to check to see what’s included, as Borg & Beck follows what is supplied in the OE box, which varies by manufacturer, and therefore, references that don’t include replacement caliper bolts, springs and clips provide an opportunity to be sold separately as fitting kits. Borg & Beck claims that its range of more than 630 brake fitting kits and in excess of 200 wear leads provides a comprehensive 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. To help factors promote Borg & Beck braking products, the company has made useful POS material available, which includes an informative reception/workshop poster highlighting ‘best practice’ brake disc installation. Copies can be downloaded by visiting www.rdr.link/FC028 The Borg & Beck braking range now encompasses more than 8,200 references, and it continues to grow on a monthly basis. For total reassurance, the company insists that these references are all manufactured to the highest standard and undergo rigorous testing to ensure their reliability and durability. For more information on First Line, www.rdr.link/FC029
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Product spotlight GS YUASA: BATTERY CONFIGURATION TOOL. With battery configuration now commonplace in workshops across the country, GS Yuasa has given its Yu-Fit battery configuration tool a fresh new look. The overhaul brings with it a sleek new design, incorporating the battery manufacturer’s staple colour pairing of black and orange. Although once a rarity, research conducted by GS Yuasa highlighted the fact that workshops and garages are seeing increasing numbers of vehicles fitted with a Battery Management System (BMS). No longer exclusive to premium vehicles, these systems monitor a vehicle’s battery throughout its life to maintain optimum charge efficiency and operation of the start-stop system. If fitted, it is essential to reprogram the BMS via the on-board diagnostics (OBD) port following the installation of a replacement battery. Failure to correctly reprogram the BMS or fit the correct specification battery can lead to a number of problems, including general system faults, in-car error messages, and complete loss of the start-stop functionality. Already a mainstay of workshops across Europe, the Yu-Fit has proved incredibly popular with workshop technicians due to its compact form factor, robust design, and value for money. Designed with optimum user experience in mind, the GS Yuasa Yu-Fit features easy-to-use buttons and a clear OLED display. David Shield, General Manager Engineering (Automotive &
“Designed with optimum user experience in mind, the GS Yuasa Yu-Fit features easy-to-use buttons and a clear OLED display.”
Motorcycle) for GS Yuasa Europe, commented, “Battery replacement is no longer a five-minute task. In fact, battery configuration is fast becoming the norm. To ensure it’s both a quick and easy task, the GS Yuasa Yu-Fit has been specifically designed to be one of the most user-friendly tools available. In fact, battery validation can typically be achieved in less than 60 seconds!” “When looking to overhaul the Yu-Fit, we were keen to ensure we maintained the robust design and simple operation. The Yu-Fit offers fantastic value for money and is widely regarded as one of the easiest diagnostic tools to use on the market. Although garages may already own diagnostic equipment, to have such a centrally important tool tied up on a relatively straightforward task is not ideal.” The GS Yuasa Yu-Fit is supplied with a carry case, a 12 month warranty and a 12 month battery validation subscription.
For more information on the GS Yuasa Yu-Fit, www.rdr.link/FC030
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What's New? WEBSITE
KYB Europe is expanding its online support for workshops and distributors. The company’s website has been updated with a refreshed image and additional technical and training content. Available in 22 languages, the website focuses on its Support Zone, which is packed with a selection of useful tools to help both technicians and retailers to identify and sell replacement suspension components. The ‘KYB Training’ area contains an introductory overview to the company’s Suspension Solutions training, which was delivered to over 7,000 aftermarket professionals by KYB technical trainers pre-pandemic in 2019. There is a request form to sign up for more detailed online training delivered by one of KYB’s trainers, as well as the ability to sign up for the monthly KYB newsletter. WWW.RDR.LINK/FC031
PLIERS
Every tool box has a pair of self-grip or locking pliers, but what if a technician needs to grip a large pipe or bar? These large-jaw locking pliers from Laser Tools could do the trick; they open right up to 65mm. The large curved-shape jaws have sharp serrations and are designed to grip pipe-work, large diameter bars, nuts and bolts. The flat end-section of the jaws means that smaller items can also be gripped securely. 12” in length, the pliers feature a one-handed release mechanism with a soft-grip handle to allow increased grip and ease of use. The tool is manufactured from chrome molybdenum steel, and the body of the pliers is heat-treated for strength and toughness. WWW.RDR.LINK/FC033
BRAKING RANGE
TMD Friction, through its Textar brand, has extended its braking portfolio with 76 additions for the European market. The new parts include 67 ABS sensors for popular makes and models, including Mercedes-Benz, Renault, Nissan, Jaguar, Ford, Polestar, Volvo, Hyundai, Toyota, KIA, and Infiniti. WWW.RDR.LINK/FC032
TOOL KITS
The 29pc Insulated Tool Kit – which is ideal for technicians working on modern hybrid and electric vehicles – has been added to Sealey’s range of hand tools. Each component of this kit is fully insulated to IEC 60900 Category C standards to protect from electric shocks up to 1,500V DC and 1,000V AC, and is chrome plated for resistance to corrosion. This set includes a 1/2”Sq drive reversible ratchet, sockets, extensions, spanners, hex socket bits, screwdrivers, pliers, and a cable knife. The equipment comes supplied in a storage case. Also of interest is the AK7911 19pc Hybrid & Electric Vehicle Battery Tool Kit. This set includes sockets, a ratchet wrench, spanners, and a bit holder, which are all fully insulated to IEC 60900 Category C standards to protect from electric shocks up to 1,500V DC and 1,000V AC. WWW.RDR.LINK/FC034
STEERING AND SUSPENSION, COOLING, CABLE, AND BRAKING PARTS
Automotive aftermarket supplier First Line has introduced 40 new-torange products across its steering and suspension, cooling, cables, and braking categories. Key references include Wishbones to fit Volkswagen Crafter 2017> and Audi A8 2017>. Water pumps have been added for vehicle makes and models including Mercedes C-Class 2018>, Mercedes GLC 2019>, BMW 1 Series 2015> and BMW 4 Series 2016>, Renault Twingo 2019>, Toyota RAV4 2015>, and Kia XCeed 2019>. Stand out additions in the company’s latest gear control cables programme include new references for Kia Sportage 2011>2015, Hyundai ix35 2010>2015, and Vauxhall Opel 2012> vehicle applications. WWW.RDR.LINK/FC035
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What's New? MOTOR OIL
On its 50th anniversary, Motul has launched a new version of its flagship product, Motul 300V racing oil. The new formulation improves engine performance by reducing internal friction. This new formulation ensures proven power and torque gains across the whole powerband. The new oil aims to protect engines without compromising performance by providing high shear stability for maximum oil film resistance, even in the most extreme conditions. The updated product fulfills modern engine requirements: compatible with exhaust gas after-treatment systems such as particulate filters, compatible with biofuels (especially Ethanol), and protects against LSPI (on downsized engines). The company has made a more sustainable solution, with organic base stocks using non-fossil renewable materials limiting the environmental impact. This allows Motul to lower its carbon footprint by 25% during the manufacturing process.
EXHAUSTS
Klarius Products has added a multitude of new exhausts, catalytic converters (CATs) and diesel particulate filters (DPFs) to its emissions control range, including replacement CATs for the Land Rover Freelander 2.2. New exhausts in range are designed to fit the Dacia Sandero 0.9 from 2012 forwards, the 2009 onwards Mini Countryman 1.6, the Ford Mondeo 2.0 for 2014 models forwards, and the 2016 onwards Kuga. The latest CATs in stock are replacements for the 2012 onwards Toyota Yaris 1.5, the 2011 forwards Kia Picanto 1.0 and Venga 1.6 for 2010 models onwards, and the 2013-2016 Hyundai i10 1.0 supermini and iX20 from 2010 onwards. Furthermore, multiple CATs are now available to fit a range of popular Ford and Nissan vehicles too. Those looking for aftermarket DPFs for the 2005 onwards Land Rover Discovery III 2.7 TDI will also find new items now added.
WWW.RDR.LINK/FC036
WWW.RDR.LINK/FC037
OILS AVAILABLE ON ONLINE TOOL
Castrol’s complete range of aftermarket oils, fluids and lubricants are now available to view on Autocat, the look-up and recommendation tool used by independent workshops. Each Castrol product listed includes the most up-to-date lubricant specifications and viscosity grades, making it easier to locate the most suitable oil. Castrol’s full range of current oils, including Castrol Edge, Castrol MAGNATEC and Castrol GTX, are available, alongside the brand’s extensive range of driveline fluids, coolants and greases. WWW.RDR.LINK/FC038
NEW-TO-RANGE PARTS
WAI has added two new alternators and two new starter motors to its range of rotating electrics to meet demand of the growing European car parc. The latest alternator references, part numbers 21139N and 20895N, fit popular passenger car and commercial vehicle applications, including Honda HRV 1.5 2015, Honda Jazz 1.3, 1.5 2015, and Iveco Daily 3.0D 2014. The brand has also expanded its starter motor range with new part numbers 30567N and 16371N to cover vehicle makes and models including Mazda 6 2.2 D 2012, Mazda CX-5 2.2D 2012, Lexus IS 2.0 2015, Lexus RC 2.0 2015, and Lexus GS 2.0 2015. WWW.RDR.LINK/FC039
CATALYTIC CONVERTERS
BM Catalysts has added a further 15 new catalytic converters and connecting pipes to its product portfolio, including nine new Euro 6 part numbers. The additional parts have been introduced as part of the aftermarket specialist’s commitment to offering wider car parc coverage, and include Euro 6 petrol catalytic converters for the Hyundai i20 Coupe 1.2cc 16v, Hyundai i10 1.0cc 12v, and Kia Picanto 1.0cc 12v, as well as a Euro 5 or 6 petrol catalytic converter for the Toyota Prius C 1.5cc Hybrid CVT and a Euro 5 connecting pipe for the Citroen C4 Grand Picasso 1.6cc HDi. As a result, BM Catalysts’ total EU car parc coverage, including the UK, of these releases is 1.14 million. As well as regularly introduced new-to-range parts to expand vehicle parc coverage, BM Catalysts also carries out ongoing R&D work to identify additional fitments to offer even greater choice to motor factors. WWW.RDR.LINK/FC040
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PROFESSIONAL MOTOR FACTOR OCTOBER 2021 49
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ADVERTISEMENT INDEX AISIN-EUROPE SA ..........................Inside Front Cover
Juratek Ltd ..........................................................Page 24
Autoelectro ..........................................................Page 39
Kalimex Ltd............................................................Page 15
Ben ........................................................................Page 47
Lucas Oil Products, Inc. ......................................Page 9
Carwood Motor Units Ltd ..................................Page 19
MAM Software Ltd ..............................................Page 13
Clarios ..................................................................Page 27
MANNOL................................................................Page 41
ECOBAT Automotive Ltd ..................................Page 21
MECHANEX ..........................................................Page 16
Exide Technologies (Transportation) Ltd ......Page 34
Nissens ..........................................Outside Back Cover
FAI Automotive PLC ..........................................Page 29
OSRAM Automotive............................................Page 31
Ferdinand Bilstein UK Ltd ..................................Page 4
Thermobile UK Ltd ..............................................Page 41
Jack Sealey Ltd ..................................................Page 33
Trico Ltd ................................................................Page 43
PROFESSIONAL
MOTOR FACTOR
WINTER PRODUCTS & LIGHTING VLS looks ahead to what the winter holds for the lubricants sector
BRAKES & CLUTCHES Reflecting on TMD Friction’s preparation for the MOT season
OCTOBER 2021
A PACKAGE DEAL Putting the spotlight on Shaftec’s dedicated packaging area
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