Professional Motor Factor September/October 2020

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PROFESSIONAL

BATTERIES

MOTOR FACTOR

Taking advantage of the spike in battery demand

WINTER PRODUCTS & LIGHTING The opportunities offered by the development of light bulb technology

STEERING & SUSPENSION Prospering in the wake of the steering system’s evolution

SEPTEMBER/OCTOBER 2020

BATTERY BONANZA Dealing with the post-lockdown battery surge

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 20 ISSUE 8 SEPTEMBER/OCTOBER 2020

CONTENTS

6-8

11-14

PEOPLE & INDUSTRY

NEWS

24-28

16-22

MARKET TRENDS & ANALYSIS

BUSINESS & TRAINING

REGULARS

BATTERIES

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

Why Ecobat decided to extend its One Box offering ......................................................................31 GS Yuasa’s James Douglas introduces the company’s battery lookup tool ..........................32

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

The Autosupplies Group’s journey through lockdown and into battery season ..................33

IAAF Update ....................13

Lee Gratton from Spartan Motor Factors answers PMF’s battery-related questions ..........35

Appointments ..................14

Taking advantage of the spike in demand for batteries ................................................................36

Talk of the Trade............24

WINTER PRODUCTS & LIGHTING

MECHANEX ....................30

Capitalising on the winter need for lighting products ....................................................................38

Product Spotlight...........48

Trico’s tips to help push wiper blade awareness ............................................................................39 The importance of offering quality lighting solutions ......................................................................41

What’s New?...................49

SPECIAL REPORT An interview with Midwest Motor Factors ................29

How the development of light bulb technology can boost sales prospects ..........................42 PMF breaks down Sealey’s 2020 Winter Promotion ......................................................................44

STEERING & SUSPENSION Encapsulating Meyle’s control arm offering ......................................................................................45 How can the aftermarket benefit from the evolution of the steering system? ......................46

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VIEWPOINT

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

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

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

All in the same boat Back in the summer issue, I discussed the impact that lockdown was having on society, the aftermarket, and even PMF. Now, in October, we are still feeling the effects. People across the world have had to do their part by socially distancing; factors, garages and other aftermarket businesses are dealing with the effects of a backlog of MOTs; and PMF’s September and October issues have been merged, resulting in this September/October issue.

Looking at the situation solely in terms of the aftermarket, there are the first hints of progress. Whilst the lockdown affected sales initially, with business limited to its bare bones, the number of vehicles on the road has shot back up, and this opens up a greater possibility of the need for maintenance and repair.

The progress that we have made should not be undermined as a natural cause, but instead cherished as the result of industry-wide collaboration. I’m sure none of you are interested in me preaching about the everyday difficulties that face the independent sector, but in our case, in the battle against franchised dealerships, it would have been easy to fail to recover from the economic effects of COVID-19. However, as is demonstrated on page 18, with Schaeffler providing the means for workshops to operate safely, the aftermarket’s capacity to come together has proved to be a significant tool in its resurgence.

One notable element of this revival has been the uptake in battery sales, and this is explored in-depth across the issue. With many vehicles going unused throughout lockdown, motorists have been experiencing battery failure upon their return to the road. As David Clarke, Managing Director of the Autosupplies Group, alluded to on page 33, battery sales are typically expected to take a backseat in the warmer months. Fortunately for David, his team was conscious of the effects that a lockdown could have on batteries, and it was this anticipation that enabled the component to be the Autosupplies Group’s biggest selling category “by far…over the past few months”.

Despite the uncertainty that remains as winter approaches, all that we as an industry can do is look forward and be proactive. For factors, it’s as important as ever to capitalise on the seasonal need for products such as wiper blades and lights, and stock a wide range of reputable products. Page 39 sees Trico implore factors to boost their own wiper blade awareness and pass this knowledge onto their garage customers. Initiatives such as this, where different parties lend each other a helping hand, serve to boost the entire aftermarket supply chain.

It is this togetherness and collaboration that I really want to stress, and it is this cooperation that will see the aftermarket not only survive, but flourish.

Enjoy the issue and have a good month.

Copyright © 2020

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

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NEWS Partner+ programme gains momentum as PCL supports customers on the road to recovery PCL’s Partner+ performance programme has continued to flourish despite COVID-19, with distributors signing up for wraparound support which will help them to recover and thrive.

The initiative is aimed at growing PCL’s market share by supporting distributors to grow, providing them with full support and backing to create a strong and well established, knowledge-based route to market.

Of the scheme, PCL’s Sales Director, Lee Wright, had this to say: “We take our commitment to our customers extremely seriously, and have been determined to add value wherever we can in the current situation. Where there has been short term impact, we can help businesses to recover with the right products and routes to market.

Partner+ provides them with the safety net of long term strategies and support, and we have had several companies keen to sign up during lockdown. Partner+ enables distributors to develop and sustain long term sales to their own customer base, rather than just transactional sales, which is of paramount importance in these unpredictable times.”

K&S McKenzie’s Stuart McKenzie has been especially impressed with the level of support available, and he commented: “PCL’s team have gone above and beyond despite the uncertain times, and as a result of conversations around keeping buoyant whilst creating long term strategies, we feel optimistic about the future for both ourselves and our customers.”

Lee Wright added, “We had no idea when we introduced Partner+ that it would provide an enhanced level of support during a worldwide pandemic, and the beauty of this scheme is that our expert team can tailor the support necessary to help businesses deal with their own individual set of circumstances and challenges. We remain committed to supporting our customers in recovery, whatever their needs may be.”

New car registrations rise for the first time in 2020 According to recent figures from the Society of Motor Manufacturers & Traders (SMMT), new car registrations in the UK rose for the first time this year, increasing by 11.3% year-on-year in July.

This comes in the wake of lockdown restrictions and closed car dealerships, causing months of stagnant sales, whilst the demand for Battery Electric Vehicles (BEVs) continued to accelerate – with sales surging 259.4% against the figures from last year. BEVs are now becoming the vehicle of choice for an increasing number of drivers, as government incentives, more attractive price points, and improved battery range work in their favour.

Whilst this shows promise for the automotive industry, the EU continues to lag behind in electric lithium-ion battery production, representing less than 3% of global manufacturing capacity. With lithiumion battery demand projected to increase ten-fold by 2029, the over-reliance on a few large-scale manufacturers overseas creates both risk and uncertainty for the sector.

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©Kurhan/AdobeStock

Kevin Brundish, CEO and Founder of AMTE Power, commented, “Despite challenging market conditions, the drive towards electrification is continuing to gather pace and is projected to accelerate in the years ahead. A shift in consumer sentiment during COVID-19 is fuelling the shift from combustion vehicles. This transition, however, is met by limited battery supply within the UK

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manufacturing supply chain industry.

“By 2040, over half of new passenger cars sold will be electric, with China and other European markets achieving much higher adoption rates. The UK needs to become less dependent on battery cell imports from the Far East, and the government needs to tailor its green agenda by continuing to invest in the creation of on-shore full-cycle battery plants.”

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Don enhances its distribution network with Oldham Motor Factors Aftermarket brake brand Don has expanded its passenger car distribution network with the addition of a new stockist based in Manchester, Oldham Motor Factors.

Offering an extensive range of car parts and accessories, Oldham Motor Factors is a one-stop-shop for braking and automotive products. The distributor now stocks a full range of Don passenger car products, including brake pads and discs.

Part of TMD Friction, Don’s PC range offers copper-free brake pads and discs that are engineered to provide reliable braking at a valuable price point. Available for a variety of vehicles from small cars to small vans, the Don PC range is said to be tested and

manufactured for consistent quality.

Oldham Motor Factors’ Manager, Basharam Janjua, commented, “We know the quality, performance and reputation of products is important to our customers.

With its trusted reputation, stocking Don was an easy choice.”

Nick Hayes, UK Sales Manager at TMD Friction, added, “Our aim is always to provide leading products that deliver the perfect solution to customers each and every time. It’s great to be able to offer motor factors a budget-friendly option that doesn’t vary in quality. Don is already a trusted brand to many within the automotive industry, and with the launch of Don PC, we’ve seen the accessible prices and

performance of the products make the range a desirable brand for factors. Oldham Motor Factors is an established distributor in the north west, which is a great result for the Don brand to expand its distribution channels further and enhance its reputability within the factor network.”

Mercedes-Benz vans dealer Ciceley Commercials answers Spartan’s call to arms The acquisition of Spartan Motor Factors

by MWR Sales – part of the Tetrosyl Group – in March prompted the South Walesbased company to commission a new fleet of 70 Mercedes-Benz vans.

The vans were all small Citan models, and were ply-lined and applied with vinyl wrap liveries, before being inspected prior to delivery at Ciceley Commercials’ Van Preparation Centre. Despite the scale of the task, the company delivered every one of the

new vans within a month of taking the order.

Spartan Motor Factors was already running more than 40 Mercedes-Benz Citan, Vito and Sprinter vans under its previous owners.

More than 120 of the company’s employees were retained following the acquisition, and several MWR outlets in South Wales will be rebranded as Spartan Motor Group depots.

MWR’s Trading Director, Ian Lawrence,

explained, “One of our first priorities on completing the Spartan purchase was a new fleet, not only to provide colleagues with the most efficient and effective vehicles, but also to raise the profile of our brand. We spoke to several suppliers but were particularly impressed with the proactive attitude of Ciceley Commercials, who assured us they were fully ‘open for business’.

“We were assured the dealer’s team could meet our deadline and they did not disappoint. They pulled out all the stops to deliver our fleet on time, and in perfect condition. The high level of commitment demonstrated justifies our decision to place this significant vehicle order with Ciceley Commercials and Mercedes-Benz.”

Crucial, too, was the round-the-clock aftersales support provided by the franchised Mercedes-Benz Vans network, and the manufacturer’s ‘Keeping businesses moving’ pledge. All new vans supplied by an official dealer are backed by three-year, unlimited mileage warranties.

The new vans are now working from Spartan’s network of 13 depots in South Wales and the South West of England, and are delivering a comprehensive range of motor parts and related products to independent garages and motor traders across the region.

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NEWS

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Total Lubricants outlines expansion plan to mark 50 years of blending at Ferrybridge Total Lubricants UK is celebrating the 50th anniversary of its blending plant in August. To commemorate this, the company has unveiled plans to invest in developing and expanding the site at Ferrybridge in West Yorkshire.

The development plan includes the purchase of four acres of land adjacent to the plant, which will enable Total Lubricants’ blending plant to develop and upgrade the site, review its warehousing operations and enhance the blending process.

Planning permission has been granted and work is due to commence in 2021. The plan includes developments using renewable energies and optimisation that will modernise the manufacturing process and increase the efficiency of the site.

John Ryder, General Manager of Total Lubricants’ Ferrybridge blending plant, commented, “As the only major energy company to still have a blending operation in the UK, we are in a strong position

Banner Batteries’ Quinney elected to new-look IAAF council Lee Quinney, Banner Batteries’ Country Manager, is amongst the latest movers and shakers to be elected to the council of the Independent Automotive Aftermarket Federation (IAAF) for 2020-21, having assumed a seat as a component supplier member.

Appointed at the IAAF’s Annual General Meeting, and instigated by the council in response to a growth in supplier members, Lee is being joined by Mark Darvill from Traxx Tyres, also elected to represent component suppliers, and Terry Dorney from Online Automotive, who will represent distance sellers.

Commenting on his election, Lee said: “It is an honour to be elected onto the Council of the IAAF and I would like to send my sincere thanks to all of the members who voted for me.

Adding to his statement, Lee paid tribute to the late Alec Morgan, long-standing IAAF council member and a colleague of Lee’s: “Banner Batteries has enjoyed a presence with the IAAF for many years, and this was due to the hard work and dedication of the larger than life presence of Alec. It is a privilege to be following in his footsteps.”

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for the future due to the proximity to our customer base. The investment underlines our commitment to the Yorkshire region and the UK market, and we are pleased to make this announcement on the 50th anniversary of blending at Ferrybridge.”

Independent automotive remanufacturer buys Spanish turbocharger specialist Danish remanufacturing company Borg Automotive has acquired Spanish turbocharger company Turbo Motor Inyeccion, adding remanufactured turbochargers to its portfolio.

With this acquisition, Borg Automotive has strengthened its presence on the South European market.

Turbo Motor Inyeccion (TMI), with its headquarters in Spanish Pamplona, employs 135 employees, and is one of the leading European companies in the market for the remanufacturing of automotive turbochargers.

Borg Automotive’s CEO, Kim Kruse Andersen, commented, “Borg Automotive has a clear and ambitious growth strategy that relies on both organic growth and acquisitions, and over the past few years, we have worked on several specific acquisition cases. By acquiring TMI, we now take the first big step in this strategy.

TMI is a healthy and well-run family-owned business that specialises in remanufacturing automotive turbochargers.”

Due to the current conditions of the aftermarket, TMI had to choose between expanding its own business or being included in a bigger group. After considering Borg Automotive’s reputation, TMI went for the latter.

Founder and Chariman of TMI, Jesús Lizarraga, had this to say: “My family and I are very happy to join Borg Automotive. We have been in contact over an extended period of time, and we believe that TMI will have the best conditions for continuous growth with Borg Automotive.”

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PEOPLE & INDUSTRY

COMPANY PROFILE

Survival and recovery, the Morris Lubricants way PMF lays down Morris Lubricants’ resilient COVID-19 survival strategy, and delves into how the company has sought to use its experience throughout the pandemic as a means to improve.

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rawing strength from its workforce on the home front, and the loyalty shown by its international community of customers, Morris Lubricants credits the resilience of the people involved in every aspect of its 150-year-old business with helping the company to adapt and overcome the unprecedented challenges that the coronavirus pandemic has presented.

“The situation was so unexpected and shocking that a new level of mutual concern has developed within our team, and with our customers,” commented Group International Business Director, Stephen Dawe, who heads the department responsible for managing exports – a division that generates 40% of the company’s total business.

“Our overseas clients, many of whom have dealt with Morris Lubricants for more than 20 years, have demonstrated as much concern for us throughout the last 3-4 months as we have for them. Many have made contact on several occasions simply to make sure we are safe and keeping well,” added Stephen. “If anything, the relationship with our customers has flourished as a result of the pandemic.”

With more than 90 countries on Morris’ distribution list, disruption caused by global lockdown caused a short term reduction in monthly sales values of between 20-30%, but export order volumes are well on their way to recovering to pre-coronavirus levels, and not a single contract has been lost.

In the UK, the resolve of the nationwide sales team is also said to be showing results. Morris claims that orders are increasing on a daily basis, and calls to the

technical team for advice and help are reaching a familiar level.

The company’s Business Development Director, Ian Douglas said, “The role of the sales person has changed for a long time to come.” Ian regards some of the significant obstacles that his staff have faced during the crisis as opportunities to evolve. Most significant of all is the transition from visiting customer premises to remote video conferencing.

“The amount of time saved by not driving will make the team more productive. They can use it to find more creative and imaginative ways to generate business, and it will improve their wellbeing. I no longer have to drag the whole sales team to a central UK location to have meetings – we can comfortably do this from our homes,” added Ian. As Morris Lubricants continues to chart the uncertain waters of a COVID-19 world, plans for its long-term future remain at the forefront, with product development and investment in new technology key to helping to build a more efficient, sustainable and economical business.

“The automotive world is quite fastpaced, and environmental pressures being brought to bear on emissions, hardware and technologies, are continually evolving,” commented Automotive Product Manager, Adrian Hill.

Responsible for bringing new products to market, Adrian’s key concern during lockdown was being able to maintain

communication, with his role relying on keeping up-to-date with industry developments and research formulations, as well as in-house liaison with purchasing, laboratory, production, commercial, sales and marketing departments.

Adrian continued, “It’s important to know exactly where things stand so we can be proactive and anticipate what’s coming next. This enables us to meet our customers’ present and future needs with minimal delay. Two dimensions are better than none; being able to see the people you are talking to is psychologically invaluable!”

Now, more than ever, the company’s call to arms seems particularly appropriate: “to do the common thing uncommonly well brings success” – even at the height of a global pandemic.

For more information on Morris Lubricants, go to www.rdr.link/FS001

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PEOPLE & INDUSTRY

COMPANY PROFILE

The challenge ahead Doug Bentley, Head of Research and Development at Klarius Products, explains how the company has adapted to the pandemic and looks at what is next for the aftermarket.

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f nothing else, the coronavirus pandemic has underlined the importance of personal mobility for key workers and members of the public alike.

Ensuring safe and reliable transport has meant that UK automotive aftermarket manufacturers, parts suppliers and garages have stayed open to support road users, pushing businesses in the sector to adjust to the ‘new normal’.

During the height of lockdown, traffic on UK roads dropped by 73% as people generally stayed at home. Additionally, the government postponed all MOT testing for six months from 30th March 2020. While this represented a potential demand shortfall for the automotive aftermarket, road users were still legally required to keep their vehicle ‘roadworthy’ throughout the pandemic. To ensure that motorists had access to quality repairs, both garages and the wider aftermarket stayed open to offer critical maintenance support.

At Klarius, we continued to provide replacement exhausts to support essential repairs. The majority of our available ramp time at the R&D centre was used to support key workers, including NHS nurses. It was important to supply replacement parts quickly, and in many cases, we fitted the components ourselves. Our range of products also meant we could continue support for light commercial vehicles making deliveries throughout lockdown.

Combined with members of the public requiring critical repairs, this created demand for replacement exhausts despite the MOT postponement.

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Up next

The next challenge for the aftermarket is to meet the requirement in Q3 and Q4 with MOT testing back underway. We expect this to cause a rise in exhaust demand of between 25-50%, as motorists rush to ensure their vehicles are roadworthy. A number of our garage customers informed us that they were fully booked in September.

This is going to be a busy period.

The automotive aftermarket will see an unprecedented spike in demand, with the DVSA forecasting 17.9 million MOT tests from September to December 2020. This is a rise of 6.4 million (56%) compared with the same period last year.

October and November are each forecast to require 5 million MOT tests against a normal monthly demand of 2.5 to 3 million. The industry has never performed over 4 million tests in a single month, let alone 5 million. The challenge to every business supplying the UK’s garages,

Doug Bentley, Klarius’ Head of Research and Development

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motor factors and tyre dealers is enormous.

Even more so for all those working on the front line of our industry serving car and van drivers directly.

We currently have a production plan in place to meet this demand spike. Our extensive range, which is supported by market data-driven manufacturing and warehouse stocking procedures, is designed to provide availability across a wide range of vehicle applications. This allows us to supply quality replacement components quickly, ensuring that our end customers can deliver repairs faster. We offer next-morning delivery on any product range across the UK.

What does the future hold?

In the long term, relying on data and collaborating with customers and industry organisations will be important. Utilising MOT data from the DVSA to spot market opportunities and make forecasts will be crucial for aftermarket suppliers looking to secure profitability. Close dialogue with customers can further inform this insight.

Additionally, memberships of organisations such as the IAAF enables companies such as ours to meet with colleagues and discuss future challenges together.

At Klarius, we will be continuing to leverage an extensive product range, a responsive development programme, and flexible service to support our customers now and in the future.

For more information on Klarius, go to www.rdr.link/FS002

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U P D A T E The Independent Automotive Aftermarket Federation (IAAF) has warned that the coronavirus pandemic could contribute to a rise of counterfeit car parts entering the UK automotive industry in the latest Annual IP Crime and Enforcement Report.

The 120-page report demonstrates how Intellectual Property (IP) crime occurs, how it is prevented, and why it is so important to “engage with consumers on the ethical issues at the heart of much IP crime so that they do not engage with it.”

In the IAAF section of the report, it said: “The COVID-19 pandemic has created an extraordinary environment this year, in which all market players have been forced to adapt to the crisis and, in many cases, adopt different ways of operating. Some of these may be new and untested, and as a result, the IAAF is

PEOPLE & INDUSTRY

IAAF UPDATE

IAAF warns of ‘rise of counterfeit parts’ in new government report concerned that, because of possible parts supply chain disruptions, garages and motorists may resort to sourcing parts through alternative channels, which leads to an increased risk of counterfeit parts entering the market.

“With online usage increasing dramatically during the pandemic, the risk of fraudulent products being available online is a growing trend. When purchasing parts online, it is crucial that people know who they are buying their parts from.

“It is important, particularly during the coronavirus pandemic and beyond, that the supply chain remains in close

communication to ensure the effective supply of parts and equipment.

Garages are liable for any parts they fit and must be aware of the origin of the parts they are using.”

Wendy Williamson, IAAF Chief Executive, commented, “This year’s report highlights the wider implications of counterfeit goods, their links to other criminality and the sophisticated ‘business models’ by which they arrive into the UK market. The report also reveals the high level of acceptance of fake goods among consumers, and so we, as an industry, must play our part to outline the ethical issues associated with this activity.”

For more information, go to www.rdr.link/FS003

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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.

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Ring

Autogem Having appointed Adam Livett as its new Specialist Business Development Manager to complement its range of aftermarket products, Autogem has promised to provide even more solutions for its customers.

Adam brings with him 23 years of main vehicle dealer experience to the new role, and is already pledging to ‘fulfil customers’ needs and look after them’, rather than simply sell them products alone.

On his new role, the 42year-old commented: “I have always been struck by Autogem’s overarching portfolio of products. So many of them save time and improve engagement, and also importantly, they assist in increasing revenue streams on the forecourt.”

Autogem’s Managing Director, Prashant Chopra, added, “We are delighted to have Adam on board. He brings a wealth of experience to the role, and his enthusiasm and pro-active attitude shone through when we first spoke many years ago.”

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Following the retirement of George Skalski as Managing Director at Ring, the company has appointed Theresa Spencer, who was previously in the role of Financial Director, as his successor.

Theresa has been with Ring for four years, and has carefully overseen the transition of the company from private ownership to the acquisition by Osram.

Theresa’s key focus will to be to support UK customers with Ring and Osram brands, and to continue to grow Ring’s market share through product innovation.

An enthusiastic Theresa commented, “I’m delighted to be given this opportunity. At Ring, I have a team of people who are passionate and dedicated, and I am looking forward to leading them through the many exciting opportunities that lie ahead.”

In a series of changes, the company has also appointed a new Business Unit Director, Jeremy Rochfort, who will lead the UK Trade team.

Autotech Recruit Autotech Recruit has appointed Laurence Abbott as the company’s new Marketing and Technology Director.

Laurence will help to drive the company’s technical developments forward, as well as working with the existing marketing team to develop and enhance its ongoing marketing and PR strategy.

As a former director of digital agency FNSCreative, Laurence has worked extensively alongside Autotech Recruit since 2010, when the company was founded, and he now joins the company permanently.

“In the last decade, I have seen Autotech Recruit grow significantly,” commented Laurence. “During this time, we have discussed several technical developments and system integrations which would help streamline processes and drive the business forward, and I am now delighted that, as a member of the team, I can bring these plans to fruition.”

SMP Europe SMP Europe has made changes to its sales team with the appointment of Wayne Hodgkisson as its new Sales Director.

Wayne has previously overseen the company’s tier one sales strategy, where he was successful in bringing further growth into the business. In his new position, he will oversee the entire sales department, with a key focus on supporting growth with customers and buying groups, as well as tapping into new opportunities.

Wayne comes with a strong background in the automotive aftermarket, having previously worked for KYB and PDP, as well as being Managing Director for the Autostores group for 15 years.

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BUSINESS & TRAINING

EMISSIONS

Kitted out

Dee Blick, Kalimex’s Chartered Marketer, explains how two of the company’s toolkits can reduce emissions.

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blocked DPF is often a sign of underlying engine problems which not only cause the DPF unit to become overloaded with soot, but also contribute to emissions that are above the expected level for the vehicle in question.

The JLM DPF Professional Cleaning Toolkit enables technicians to clear the blocked DPF filter in under two hours without removing it from the vehicle. It’s important to diagnose the cause of the blockage and rectify it, which will protect the DPF unit and allow it to do its job of effectively trapping particulates. By fixing the underlying cause of the blockage, the engine will run more efficiently, producing lower emissions as a result.

A fan of the toolkit is Chay Blyth, Owner of Fife Autotech, and a member of Darren Darling’s DPF Doctor network. Chay commented, “Recently, I had a Nissan Qashqai with a severely blocked DPF. The garage referring it had removed it for cleaning. During the road test, the car broke down again, and so we had to work backwards on this job, cleaning the DPF before the full assessment. We used the Professional Cleaning Toolkit and after the three stage process, the DPF pressure came down from 2500mbar (with back pressure sensor disconnected) to 2mbar – an unbelievable result.”

Sometimes, the symptoms of underlying engine and emissions problems are not obvious. Modern diesel engines use a variety of clever systems to reduce the emissions output at the exhaust, but in doing so, the internals of the engine slowly become contaminated with oil and carbon, strangling its performance, which ultimately

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leads to greater emissions as the age and mileage of the vehicle increases. Not only will the life of the engine and key emissions components be reduced, leading to premature failure, but higher vehicle emissions will cause further environmental damage.

The JLM Diesel Intake Extreme Clean Toolkit uses an innovative two-stage process to gently and effectively clean the air intake, combustion chamber, EGR, injectors, and turbo. The process takes around two hours, and is much more effective than an in-tank additive. With no high cost capital equipment necessary, it’s easy for a workshop to adopt this system.

Once the clean is complete, the engine can ‘breathe’ more easily, performance is improved, and emissions are reduced, which is perfect for an older or high mileage vehicle ahead of its MOT. Darren Darling himself is a big fan of this toolkit, and he commented: “The JLM Diesel Intake Extreme Clean Toolkit was launched in the same week as the new lower smoke limits were introduced to the MOT test. We’ve saved hundreds of cars from the scrap yard since then. In one early case, a taxi came to our HQ having failed the new smoke test a few days earlier. It had been fully serviced with a new DPF filter, but had failed the retest with almost the same results. Within a few hours, the taxi was back on the road after treating it with the Diesel Intake Extreme Clean Toolkit. It went straight through the retest.

And similar successes keep on coming.”

For more information on these toolkits, go to www.rdr.link/FS004

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BUSINESS & TRAINING

HYBRID & ELECTRIC VEHICLES

A guiding light With hybrid and electric vehicles taking on a greater role within the automotive industry, Mahle Aftermarket UK has sought to assist technicians with their maintenance.

M “Exploring the key components of electric vehicle thermal systems, Mahle’s new brochure offers practical tips for technicians working on hybrid and electric vehicles, including maintenance, breakdown assistance, and towing.”

ahle Aftermarket UK has launched a new guide for technicians on thermal management in electric and hybrid vehicles. For factors, this provides a great opportunity to boost relations with their garage customers; now, they can push technicians in the right direction when it comes to the maintenance of hybrid and electric vehicles.

The document looks at the importance of hybrid and electric technologies in the workshop, and provides an overview of hybrid systems and their differences.

Based on a study by management consultants Pricewaterhouse-Coopers, every third new car registered in Europe in 2030 could be an electric car. With this in mind, it is no longer a question of whether vehicles with electric, hybrid, or even hydrogen technologies will really catch on.

Instead, they will soon become part of everyday life on our roads.

These vehicles will also have to be serviced and repaired, and therefore the subject of thermal management will become more complex. The temperature control of the battery and power electronics plays just as important a role in this respect as the heating and cooling of the vehicle cabin.

Air-conditioning components are also required for these types of drive, and even their importance is increasing, with the air-conditioning system often having a direct or indirect influence on the cooling of the batteries and electronics.

The Mahle guide looks at the high

voltage thermal systems in electric vehicles and the different types of cooling, including a refrigerant-based cooling system, and coolant and refrigerant based circuit cooling.

Exploring the key components of electric vehicle thermal systems, Mahle’s new brochure offers practical tips for technicians working on hybrid and electric vehicles, including maintenance, breakdown assistance, and towing. Also covered is interior air-conditioning, and the differences of these systems in combustion engines and electric and hybrid vehicles.

Finally, the full colour publication offers insight and diagrams on high voltage air-conditioning compressors for full hybrid vehicles and temperature management of the battery in electric and hybrid vehicles.

The battery is essential for the operation of an electric and hybrid vehicle. It must provide the high amount of energy required for the drive quickly and reliably. Most of these are lithium-ion and nickel-metal hybrid high-voltage batteries. This further reduces the size and weight of hybrid vehicle batteries.

It is essential that the batteries used are operated within a defined temperature window. Service life decreases at operating temperatures of +40°C or higher, while efficiency drops, and output is lower at temperatures below 0°C. Furthermore, the temperature difference between the individual cells must not exceed a particular value.

To download the guide, go to www.rdr.link/FS005

The guide’s front cover

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BUSINESS & TRAINING

COVID-19

Back on track Schaeffler’s Marketing Communications Manager, Jeff Earl, discusses how the company was able to help workshops get ‘back on track’ as lockdown started to ease.

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n May, the Government took the first steps to ease the lockdown and encourage businesses to get back to work, and Schaeffler claims to have been the first out of the blocks to put together and deliver a practical series of measures to help make that request become a reality.

Heeding the advice provided by healthcare experts and the Department of Health, the company mobilised its resources and invested to compile and deliver its ‘BACK > ON TRACK’ workshop essentials packs.

These packs included floor stickers and tape to mark out social distancing requirements around the reception and workshop area, personal PPE (a hygienic washable mask and a bottle of hand sanitiser), prominent A2 posters, and a handful of mirror-hanging air fresheners to be left in customer’s cars. Everything was produced in a striking yellow and black design, including the outer box, which could be repurposed as a COVID-19 cleaning station.

Schaeffler claims that the response that it received from workshops was tremendous, as it was clear that, despite there being a great desire to lift the shutters to help clear the backlog of servicing, testing and repairs, it was unclear to many how they should go about it.

The company’s Marketing Communications Manager, Jeff Earl, commented, “Right from the start, we had fantastic feedback for the initiative, not just from workshops, but right across the

independent sector. Many said that it wasn’t just the contents in the pack that were such a help, but also the advice and direction on the included ‘safe workshop charter’ poster. As a result, they were more confident that their workshops looked and ‘felt’ safe and professional to customers, which is exactly why we created them.”

Just one month on from the start of the initiative, 2,000 workshops across the UK and Ireland were in possession of packs, many of them thanks to Schaeffler’s team of REPXPERTS. Usually seen delivering training sessions and best practice advice, they were instead tasked with delivering 500 of the packs to workshops the length and breadth of the country. Another 1,500 were sent out via UPS from Schaeffler HQ in Hereford, where the packs had been assembled by the sales and marketing team.

“Although response to the initiative was huge, the icing on the cake was seeing the reaction of the workshops on receiving their packs, whether they had been delivered

“Just one month on from the start of the initiative, 2,000 workshops across the UK and Ireland were in possession of packs, many of them thanks to Schaeffler’s team of REPXPERTS.” I

18 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

personally or by courier,” Jeff continued.

“For instance, we received a fantastic email from a workshop in Romsey, which had just passed its IGA COVID-19 workplace audit, saying ‘we would not have succeeded with compliance without the pack’. It was comments like that, along with the overwhelming positivity shared on social media and the dozens of photos we have been sent, that are the reward for all the hard work – not to mention investment – that went into the initiative.

“The whole of the aftermarket is reliant on workshops reopening safely, as well as customers being confident enough to take their vehicles in for a service, repair or an MOT test, so we are very happy to have played a small, but extremely positive part in the process, which has, in turn, helped to fuel the recovery at motor factor level.”

Valuable guidance

As the aftermarket continues to get back on track, the Government, along with leading industry organisations, has made lots of valuable business guidance available to help workshops reopen safely.

The GEA, IAAF, IMI, SMTA and the SMMT have combined to produce a raft of aftermarket specific information, which can

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BUSINESS & TRAINING

COVID-19

“Right from the start, we had fantastic feedback for the initiative, not just from workshops, but right across the independent sector.” be downloaded from any of the association’s websites.

To assist workshops further, Schaeffler has used this information to create an online e-learning module to help owners and technicians take on board all the key guidelines they need to be aware of to keep their workplaces safe for both staff and customers. Factors should be encouraging their garage customers to visit the REPXPERT website at www.rdr.link/FS006 to learn more, and find a link to the training.

Schaeffler’s colleagues at OESAA, the Original Equipment Suppliers Aftermarket Association, have also taken the initiative to heart, and the group has committed to

delivering 3,000 supplementary ‘back on track’ packs to workshops that register via the link at www.rdr.link/FS007. These new packs contain more workshop essentials, including a mask, floor and door stickers, and posters, all in the same yellow and

black design, so customers can feel confident they are in a safe and professional environment.

For more information online, go to www.rdr.link/FS008

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BUSINESS & TRAINING

BATTERY TESTING

Putting your customers on the m-app Exide’s Michael Geiger is on hand to discuss Exide Technologies’ battery testing app, a tool that factors should be aware of in order to help their garage customers.

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xide Technologies claims to have launched the first battery testing app to make it easier for workshops to test and replace batteries. The app allows workshops to analyse battery test results and give customers battery replacement options within a five minute period. Issues requiring replacement may be discovered in more than 20% of tested batteries, opening up a valuable new revenue stream for the aftermarket, and helping motorists avoid unexpected failures.

Available for free

The app is designed for smartphones, but it works on any device with a web browser.

Workshops can register for free at www.rdr.link/FS009, where they will be guided through the simple process. The app works in most European countries, is available in 13 languages and supports multiple currencies.

On top of this, the app is designed to work alongside the Exide EBT965P battery tester, which performs advanced analysis

on the battery and is said to offer exceptional accuracy through Conductance Profiling technology. Each test produces a QR code, which the web app can scan to import the test results. These cover cranking health, voltage, temperature, reserve health capacity, and recommendations for further battery treatment, such as recharge. Test results can also be entered manually.

With a licence plate scan functionality, the app is able to provide a quick and error-free way of ensuring the correct replacement battery is selected. Driving profile analysis is also available, and this allows the garage to recommend to the motorist when they should visit again to have the battery retested, increasing the chance of securing a sale later down the line.

Putting workshops in control

Through the app, motorists are sent a text or an email inviting them to authorise the battery replacement when needed –

“The app allows workshops to analyse battery test results and give customers battery replacement options within a five minute period.”

saving workshops the time and effort of trying to reach them by phone. Workshops can present multiple battery options based on the fitment list coming from Exide, and have full control over the price of the part and installation. Workshops are alerted as soon as a customer authorises the replacement.

A full suite of tools

Exide offers a full suite of tools, including the Exide EBT965P tester, the Exide BRT-12 battery replacement tool and a range of chargers. The new web app is one more addition to this, allowing workshops to improve efficiency and increase financial performance.

“Testing, charging and replacing batteries using Exide’s workshop tools are excellent ways for motorists to reduce the risk of breakdowns, and for workshops to increase revenue and improve customer satisfaction. The new web app makes this process easy, and it works effortlessly with Exide’s advanced EBT965P battery tester,” commented Michael Geiger, Vice President, Sales and Marketing, Exide Technologies, EMEA. “We provide workshops with full control over pricing and product selection, and allow them to tap into our best-in-class fitment information.”

For more information on the app, go to www.rdr.link/FS010

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BUSINESS & TRAINING

HEALTH & SAFETY

Masking up How one automotive parts supplier has taken the pandemic as an opportunity to provide its customers with the equipment to sufficiently protect themselves in the workplace.

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n times of uncertainty regarding public health, it is essential to be cautious. This is especially the case in the workplace, where you cannot be certain about who you will come into contact with. With this in mind, KPS PPE Protects, part of automotive parts supplier KPS Automotive, has recently added Versarien’s plc’s grapheneenhanced face masks to its offering. These protective face masks feature a coated layer that utilises Polygrene, an advanced graphene-based material featuring Nanene – the world’s only independently verified graphene product certified by The Graphene Council. To get these masks out into the industry, KPS PPE Protects has joined PPE Defends, the launch partner for Versarien plc’s line of face masks, as a distribution partner for these vital PPE technologies.

Versarien’s CEO, Neill Ricketts, commented on the technology used in the masks: “Our new graphene enhanced mask is just one example of Polygrene’s versatility and the high-quality design specifications that can be met using the material.”

Initial availability will be of an FFP2/KN95 rated mask, which is designed to help provide enhanced protection against airborne bacteria and to minimise the spread of viral infections. The mask meets the strict BS EN 149:2001+A1:2009 standard for respiratory protective devices, with its antibacterial performance certified according to GB/T 20944.2.2007, and its anti-viral performance certified according to ISO 18184:2014 (E). The mask meets the guidelines as issued by the World Health Organisation (WHO).

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Enhanced with a graphene coated layer, the mask is said to give exemplary protection to both the wearer and the public alike, whilst meeting high standards of certification, breathability and comfort.

The mask is also re-usable and washable, making it both cost-effective and ecofriendly. KPS PPE Protects will be adding further products to its distribution portfolio over the coming weeks.

Steve Blake, Sales Director at KPS PPE Protects, added, “We have been working

“The mask is…re-usable and washable, making it both cost-effective and eco-friendly.”

22 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

hard now for some time to identify the very best products available, and Versarien’s face mask is very much the best of breed.

Using graphene is a game-changer, and we are very happy to offer this British technology and its protective properties where everyone can benefit from them”.

Robert Cottingham, Global Sales Director/CTO of PPE Defends, concluded, “These are unprecedented times, and we have worked incredibly hard to produce this outstanding and certified mask, and I am delighted to be announcing KPS Automotive Parts as a new distribution partner. We look forward to working closely with KPS PPE Protects to ensure their customers have access to British technology at its best, giving everyone piece of mind and freedom to travel and work safely.

For more information on this protective equipment, go to www.rdr.link/FS011

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE In the September issue’s Brakes & Clutches feature, PMM highlighted Brembo’s latest innovation for hybrid and electric vehicles – the ‘Brake-by-Wire’ system, where the brake pedal is decoupled to allow for optimum use of regenerative braking on hybrid and electric vehicles. Brake-by-Wire is a wet/dry system, and the brake pedal is completely decoupled in normal operation. This means that there is no physical mechanical link between the calipers and the brake pedal. The brake pedal, instead, functions as a simulator – such systems are the only ones that allow VMs to move to the higher levels of automated driving. Regenerative braking maximises energy recuperation, and it is in the best interests of motor factors to keep up with such important technological innovations.

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

Moving on to Battries and Ignition, Rotronics explained how to maximise battery management opportunities using its return on investment calculator (ROI), as well as its range of battery chargers and testers. Ken Clark, Managing Director at Rotronics, explained that batteries will need attention, and that “the best care option for [garage] customers’ vehicles would be to offer a three-month battery check”. As such, he recommended the use of testers such as the CPX900, the MDX655P Start/Stop and the MDX545P, and chargers like the CTEK MXS25 and Pro25. Offering these will allow garages to take advantage of the battery management opportunities caused by the pandemic. According to Ken, stock of batteries themselves should also be considered; he warned against neglecting batteries on the shelves during these checks – these need to be inspected and charged before fitting if they have been lying in wait. Motor factors should therefore be well stocked in all battery-related equipment in order to support workshops. The company also offers support through its ROI calculator, which shows the estimated number of weeks that it will take a workshop to make back the money invested in battery management equipment – a useful tool for those recovering from the financial effects of the lockdown.

Finally from September, in the Engines & Turbos feature, Nissens explained The Nissens Training Concept, or NTC – an online platform containing technical knowledge on engine cooling and air conditioning components. The platform contains self-learning modules, webinars, knowledge tests after live training sessions, and a library of technical articles and bulletins. Modules are constantly added and expanded, and can be taken on air conditioning, engine cooling, and engine efficiency and emission. Modules are also divided into knowledge levels, and each ends with a short summary test that checks whether the user has acquired the most important information. Correct answers, within a specified minimum, ensure that an official Nissens training certificate, signed by company management and the training department, is issued to the technician.

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24 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

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In the October issue, Castrol’s Gareth Bracchi, an engineer at the company, kicks off the Oils, Lubricants & Additives feature.

Citing GiPA’s research on the effects of COVID-19 on vehicles across the country, Gareth adhered to a significant reduction in workshop activity and the subsequent impact this would have on the oil within vehicles. Firstly, some vehicles may have been operated beyond the point when an oil service was due, meaning they may had been running on old oil, or on incorrect oil. Secondly, the short journeys undertaken by motorists throughout lockdown may have damaged the engine. Gareth then went on to discuss the consequences of using the incorrect oil, including the potential for both engine wear and even engine failure. He concluded by instructing technicians to choose the correct oil, and of the particular needs of certain engines – for example, those that run hot, and therefore need extra antioxidants and detergents – before directing technicians to Castrol’s own ‘Oil Selector’.

The Tools & Equipment feature included an interview with Paul Fallon, Kraftwerk Tools’ UK Representative. Upon being asked why the company has now decided to break into the UK market, Paul referred to the growing nature of the UK aftermarket, and claimed that “Kraftwerk has something different to offer the UK market”. According to Paul, the company aims to make the working lives of technicians easier by providing them with exciting products. The conversation then took a turn to focus on hybrid and electric servicing, and Paul insisted that, in response to Kraftwerk’s own market research, the electric vehicle market was expected to grow

INSIDE THE ISSUE

substantially over the next five years.

With this in mind, the company carried out a survey with the readers of PMM to gauge the demand for its VDE tool trolley, and the results demonstrated a clear shift towards electrification; 70% confirmed that they would be signing up for the IMI’s H/EV training courses, and 53% believed they would then need to purchase the tool trolley.

Sticking with the electric vehicle concept, Autotech Recruit’s CEO, Gavin White, discussed the necessity of EV training in the Hybrid & Electric Vehicles feature. Starting off by bemoaning the current skill shortage within the aftermarket – largely as a result of enhanced vehicle technology – Gavin went on to discuss reasons for under-training, including the economic impact for garages in releasing their technicians to undertake training courses. This has only been worsened by the COVID-19 pandemic, but Gavin insisted that there is a significant amount of training readily available to the aftermarket, both virtual and on-site. According to Gavin, “the need for a greater skill set around electric and hybrid vehicles has never been more pressing”, with garages putting their futures at risk by not being prepared for the imminent influx of H/EVs. An example of this is that in the first six months of this year, registrations for pure electric vehicles were up 86% on 2019, but “there is a serious shortfall in the number of vehicle technicians sufficiently trained to service” these vehicles. Calling upon the aftermarket’s duty of care to future proof the industry, Gavin concluded that the aftermarket needed to create a culture of training in order to ensure its sustainability.

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MARKET TRENDS & ANALYSIS

EMISSIONS

The innovation game

©Le Moal/AdobeStock

Dayco’s National Sales Manager, Steve Carolan, provides an insight into the steps the company has taken to meet emissions standards.

O

ne of the most powerful drivers of change is governmental legislation, and in few areas is that more evident than in the automotive industry, where legislation influences everything, from lighting to safety standards.

Understandably, activities that have an effect on the environment are particularly highly regulated, which is why one of the key areas that appears to be under almost continuous review is the level of exhaust emissions emitted by the internal combustion engines that are still used to power the majority of the world’s vehicles.

In order to minimise the environmental impact, VMs work alongside their manufacturing partners to design and integrate innovative solutions that reduce the level of emissions their internal combustion engines produce, as well as the amount of fuel they use. Thus, innovation is also the name of the game when it comes to mechanical products, such as drive belts, tensioners and pulleys.

BIO tech Belt-in-oil technology has brought together the best of belt and chain technologies. As a result of its implementation, the advantages of an external belt system have been demonstrated, with the weight of the transmission system and its inertia. This, combined with the lower friction properties of a flexible belt, delivers the twin environmental benefits of lower fuel consumption and reduced emissions.

However, perhaps the most significant contribution to these savings is the fact that, unlike a chain, a timing belt cannot stretch, which prevents the engine from undergoing phase variations due to elongation. Therefore, it actively helps to avoid increased pollution caused by incorrect valve timing. The technology also produces noticeably lower noise levels

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than a comparable chain driven system.

VMs are under enormous pressure to reduce exhaust emissions and increase fuel efficiency of the engines that power their vehicles, which means they need to push the technological boundaries in order to achieve the gains they need. Therefore, it is necessary for them to work in partnership with specialist component manufacturers to develop the technology needed to meet their objectives.

Ford has deployed a range of high performance, small capacity petrol and diesel engines to address the emission/consumption challenge.

The company’s EcoBoost family of turbocharged, direct injection petrol engines are designed to deliver levels of power and torque normally associated with larger capacity engines, while at the same time achieving 20% better fuel efficiency and 15% lower emissions.

Going green Turning to the ‘green’ tensioner for 1.2, 1.6 and 2.0-litre VW diesel engines, Dayco designed a solution for reducing the force

26 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

normally required on the auxiliary drive belt.

Naturally, a force needs to be allied to the belt to maintain its tension and prevent it from slipping, but also to keep it running smoothly and avoid any ‘backlash’ as the engine transfers between being under load when accelerating and over running when braking, for example. The greater the tension, the more power is sapped from the engine, so conversely, a reduction in the tension required provides direct efficiency gains.

A new accessory drive geometry and tensioner design that reduced the nominal tensioning force by 35% was developed

by Dayco’s team, and this has resulted in a direct reduction of 0.5 g/km CO₂ emissions for these engines.

Friction Wheel One of the most interesting characteristics of the BMW-PSA 1.6-litre turbo petrol engine is the friction wheel that controls the water pump, which is activated only when the temperature of the engine needs to be controlled, and therefore allows the fastest possible warm-up, minimising emissions in the first phase of operation.

Dayco designed, developed and manufactured both the single-arm torsion bar tensioner that replaces the traditional

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MARKET TRENDS & ANALYSIS

spiral spring tensioner on the auxiliary drive system, and the motorised ‘switchable’ friction pulley that actuates the water pump.

At start-up, or whenever the engine is operating below its optimal temperature, the water pump is disengaged, which decreases the engine’s warm up time, reduces its overall emissions and improves fuel consumption. However, once the engine reaches a pre-determined temperature, the friction wheel is activated, and the water pump engaged, therefore allowing the engine to optimise its thermal management.

To prevent excessive acceleration forces on the bearing during off-on operations, the friction wheel is in constant contact with the back of the auxiliary belt that runs around

the crankshaft pulley. With the use of an electric motor and small planetary reducer, the pulley’s radial movement is altered, and the rotating friction wheel comes into contact with the surface of the water pump pulley, bringing the water pump into operation.

Due to the confined space around these components, a traditional auxiliary belt tensioner could not be employed.

Aftermarket businesses need to be aware of this development because it is a very different solution to the traditional design they are generally familiar with. By being aware of the differences in the system, they will be able to implement the correct repair.

These OE developments are reflected in

EMISSIONS

Dayco’s aftermarket programme, which allows factors to supply independent workshops with these solutions to enable them to offer their customers a like-for-like replacement that provides them with an alternative to the franchised dealer.

For more information on the OEM quality power transmission products in the Dayco range, go to www.rdr.link/FS012

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MARKET TRENDS & ANALYSIS

PRODUCTS IN DEMAND

Keeping the engine moving To keep vehicles running smoothly, there are several different fluids used to grease components and provide lubrication. febi’s range of antifreeze is said to be matched to VMs’ specific requirements. PMF finds out more.

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nternal combustion engines rely on coolant, which is pumped around the engine block and cylinder head, to prevent overheating and thermal distortion caused by the heat created in the combustion process. As the coolant is pumped through the engine casing, it absorbs heat, which is then circulated through a radiator to be cooled before returning. This cycle is repeated. Coolant is also circulated through the heater matrix and is used to increase the temperature within the vehicle interior as required. A perfectly functioning cooling system is a prerequisite for the optimum performance of an engine. The primary factor in ensuring this is using the correct coolant.

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Coolant for water-cooled combustion engines prevents freezing at sub-zero temperatures. It helps to prevent corrosion within the cooling system, which, in turn, increases the service life of engine components. It also ensures that the moving parts within this system, such as the water pump, are lubricated.

Automotive coolants are a mixture of water and antifreeze concentrate. The recommended mix ratio is 1:1, which corresponds to a frost protection of -36°. The maximum possible protection can reach down to -52°, which is achieved by mixing at a ratio of 2:1 (concentrate:water). Pure antifreeze reduces the efficiency of cooling – compared to a 1:1 mixture – by about 50%. However, antifreeze concentrates also contribute to an increase in the

28 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

boiling point, which, in summer, protects the engine against overheating. In a 1:1 mixture, the boiling point of the coolant is about 107˚.

It is advisable that technicians regularly check the cooling system for the correct level and the correct mix ratio of cooling water and antifreeze.

Using high quality liquids promotes the longevity of moving parts such as water pumps, thermostats or heating valves. febi claims that its antifreeze is a state-of-the-art, long-term antifreeze concentrate based on mono ethylene glycol, with cutting-edge OAT (Organic Additive Technology).

The company also claims that its radiator coolant has been expertly matched to the specific requirements of VMs, whilst offering reliable protection against freezing, corrosion and cavitation damage.

For a complete overview of febi’s components, go to www.rdr.link/FS013

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SPECIAL REPORT

FACE-TO-FACE

Taking every factor into account PMF sat down – in a socially distanced manner – with Craig McCracken, Group Factor Manager at Autoparts UK and Arnold Clark, to assess how Midwest Motor Factors has dealt with the coronavirus crisis.

Q

Talk us through Midwest Motor Factors’ experience throughout lockdown. How was business?

Craig McCracken (CM): Initially, government restrictions made it difficult to trade effectively, so some branches unfortunately had to close. No industry can ever really plan for a pandemic, but we have effective procedures in place to ensure that customers could order safely, and that members of the team could operate in a safe and proactive manner.

We listened closely to recommended guidelines, and acted quickly to implement the necessary measures, including installing safety screens at each counter and employing strict social distancing rules.

We also introduced product groups that would help customers trade safely and more efficiently, such as vehicle sanitisation equipment and PPE.

As part of Arnold Clark, Midwest, alongside Monmore Auto Parts and Autoparts UK, helped to make an enormous amount of resources available, providing over 1,000 vehicles to NHS and frontline workers free of charge so they could get to work. All three companies also supplied 10,000 disposable seat covers for use by NHS staff.

Q

Did you see a gradual rise in business as soon as the lockdown was lifted, or was it more of a sharp increase?

CM: Since we re-opened, demand has soared, and we’ve been really busy. This is a direct result of the MOT exemption, as it resulted in hundreds of thousands of vehicles going for long periods of time without necessary repair and maintenance work. We’re now seeing a spike in vehicles needing an MOT, and this is expected to continue throughout autumn. We will continue to support customers during this busy period by communicating closely with the entire supply chain to make sure that availability remains strong and technicians have quick access to required parts.

Q

Have you noticed a significant change to the market, in terms of product groups being more popular than usual?

CM: During lockdown, many vehicles weren’t in operation and were left unused on driveways, which has led to a number of faults. For example, although we didn’t necessarily have a very cold winter this year – meaning we didn’t experience the usual peak for batteries – batteries were in demand during the summer months, as drivers hadn’t been using their vehicles sufficiently.

General service items, such as filters and spark plugs, have remained high despite the MOT exemption.

Q

Have any of your suppliers been particularly helpful in providing you with the assistance that you needed throughout this period?

CM: With demand for particular products being unpredictable over the past few months, the toughest thing for suppliers is maintaining availability, as it is difficult for them to plan ahead and forecast.

We work closely with all of our suppliers and have procedures in place to make sure that we can communicate effectively at all times, enabling us to manage demand and availability as best as possible.

As an industry, we’ve had to evolve and change how we work by maximising online trading, while still communicating regularly through online meetings.

We’ve also worked really closely with garages over the past few months to understand their revolving requirements.

Effective online trading helps to make sure that customers have access to our business 24 hours a day, safely and securely, with same-day delivery.

Motor factors’ demands are the same today as they were six months ago. On a positive note, the pandemic has opened the industry’s eyes to different ways of working together, and that includes parts suppliers, garages and motor factors. The most important thing for us was to effectively communicate throughout every stage of the pandemic and make sure that as we emerged from it, our customers emerged with us.

For more information on Midwest Motor Factors, go to www.rdr.link/FS035

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PROFESSIONAL MOTOR MECHANIC

MECHANEX

The regional Tradeshow for aUTo  rePair Professionals

R FO SS CK INE BA S BU

THE LIVE EVENT FOR ALL GARAGE BUSINESSES

All the latest in diagnostics, parts, tools and equipment

NEXT SHOW Sandown Park, Surrey: Tuesday 2nd & Wednesday 3rd March 2021 SAFELY DOES IT An extensive risk assessment programme has been carried out to ensure Mechanex is a safe and well-ordered environment for all visitors and exhibitors. Enhanced measures include: l Non Touch Entry l Hand Sanitising Stations l Contactless Payments

l Visitor Flow Management l Trained Operations Teams l Regular Thorough Cleaning

Register for free at www.mechanex.info

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BATTERIES

Stimulating demand Laura Jones, Marketing Manager at Ecobat Battery Technologies, examines the significance of the extension of the company’s One Box offering, with training videos and an online assessment equipping technicians to properly fit start-stop batteries.

F

ollowing the launch of its One Box start-stop battery testing and installation solution at Automechanika Birmingham in June last year, Ecobat Battery Technologies has further developed its offering with the release of a free start-stop battery training, assessment and certification package, which is intended to enable technicians to fit AGM/EFB batteries with confidence.

“Despite the prevalence of vehicles equipped with start-stop technology, sales of the replacement AGM and EFB batteries used in them are still not keeping pace,” explained Ecobat’s Marketing Manager, Laura Jones.

“We know that part of this is due to drivers deactivating the function, which means the batteries are not making the engine starts they are designed for, and so are lasting much longer before needing to be replaced. We also know from the results of our own research that this is partly due to the fear-factor among some independents; many are still nervous or unsure about changing them, so the business goes elsewhere.

“We introduced the One Box solution to help workshops tackle this uncertainty, and it’s been a great success, not just for them, but also for the factors supplying the

replacement batteries required. The logical next step in our plan was to introduce a training and assessment element that elevates the status of the workshop in the eyes of the motorist, with the knock-on benefits that also brings.”

The package consists of a comprehensive, but easy to follow YouTube video, which provides viewers with a stepby-step guide that takes them through the assessment, removal, replacement and validation processes, and introduces them to the four parts that make up the One Box package. Together, this allows technicians to tackle start-stop battery replacement with confidence.

Once they have viewed the video, technicians can now undertake the online assessment that covers not just the removal and installation process, but the information concerning the battery and the start-stop system, to discover whether they have achieved the necessary score to have passed.

Due to the importance of following the correct procedure, the assessment has a low margin for error, but provided the technician has demonstrated they have the understood – and crucially, can replicate – the process, they will pass and can move onto certification.

The successful applicant is then able to download their certificate in a choice of branded Lucas, Numax, multiple ( joint Exide/Lucas/Numax/VARTA) or nonaligned formats, and they will then be in a position to put their new found knowledge into practice to the benefit of motorists and

workshops alike.

Laura continued, “Prior to the One Box launch, Ecobat’s only contact with workshops has been through training sessions and workouts that have been arranged by their local motor factor.

However, what our One Box communication has now done at workshop level is stimulate demand for AGM/EFB batteries far more effectively than through any sort of factor level promotion, because it’s removed the blockage to increase sales by empowering the workshop to understand and fit the products. This has also benefitted motor factors, which are now – finally – experiencing an upturn in AGM/EFB battery sales.

“In short, the One Box project has delivered a win-win-win scenario for motorists, workshops and factors!”

For more information on One Box, go to www.rdr.link/FS014

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BATTERIES

The right battery According to GS Yuasa Battery Sales UK’s Marketing and Product Manager, James Douglas, using general battery lookup systems to find replacement vehicle batteries poses a particular risk. Here, he refers the industry to the company’s very own lookup tool.

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attery replacement is no longer a simple task. Fitting the wrong one to a vehicle can lead to damaging consequences, usually resulting in breakdown and a very short battery service life.

Modern day vehicles are increasingly complex. Most new models use next generation start-stop technology and are produced with a vast array of specification options. Many will have additional auxiliary batteries to accompany the main starter unit.

Although there are many different lookup systems accessible to workshops, most cannot account for these multiple variables.

First launched in 2012, Yuasa’s trade battery lookup website is the original and most comprehensive solution available. It takes all of the aforementioned factors into account. It is for this reason that it is the most accurate, trusted and well used system in the industry.

When searching on most other battery lookup systems, the results can show multiple and dissimilar choices for a vehicle. Users can be presented with an array of different specifications with no obvious correct suggestion, causing uncertainty. These confusing results may lead to doubt and incorrect batteries being fitted, resulting in complications and premature failure.

With Yuasa’s online tool, users are guaranteed to find the exact battery on every occasion, helping technicians save valuable time and money, whilst boosting their own customer service and reputation.

This is primarily due to the company’s unrivalled database, which is updated daily

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by dedicated technicians. Furthermore, Yuasa works with garages to obtain feedback on inaccuracies in the data. This makes it the most accurate lookup tool in the industry.

Just the start…

There are many ways to find the right battery, but none are as accurate as ours.

Since the tool’s launch in 2012, we’ve helped over 350,000 technicians across the country save time and money by finding over 3 million batteries.

Our online trade battery lookup tool has by far the most comprehensive database in the industry, with

32 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

over 100,000 unique vehicle models listed.

We urge all garages, distributors and technicians to proactively use our lookup system to prevent unnecessary batteryrelated failure due to the wrong battery being fitted.

Finding the right battery is just the start, though. Once correctly found, users can download detailed information, including battery location on the vehicle, accurate fitting times, and even the location of OBD (on-board diagnostics), if appropriate. This is complemented by full OE level step-bystep fitting instructions that can be printed for convenience. Garages can use the online fitting system to help with customer quotations and other enquiries.

Yuasa’s system is extremely userfriendly and ultra-fast. The system is completely free to use and can be accessed online at www.rdr.link/FS015 or simply by pushing a Yuasa USB Smart Button.

For more information on Yuasa’s online trade battery lookup system, go to www.rdr.link/FS016

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BATTERIES

David Clarke, Managing Director of the Autosupplies Group, provides a brief update on how the company endured throughout lockdown, and details the current state of the battery market.

Time for a recharge T

he automotive aftermarket has set a great example during the COVID-19 pandemic, with the supply chain pulling together to ensure key workers can continue to have their cars serviced and maintained safely and securely. As a business, we at the Autosupplies Group have had a positive lockdown experience, as staying open has allowed us to experience an increase in battery sales. Our methods of working have evolved, and it’s important that the industry adapts quickly to these changes in order to progress.

With a significant number of the population working from home for a long period of time, the number of cars in operation decreased substantially throughout lockdown. As modern vehicles now contain many electrical components, this can cause an enormous amount of strain on the battery. This naturally led to an increase in demand for this product category, and we can safely say that they were by far our biggest sellers over the past few months.

Ensuring product on the shelf

The key to every motor factor’s strategy is maintaining stock levels and ensuring that in-demand products are instantly available.

When lockdown started, we were beginning to head out of winter and into an unusually warm spring. As batteries are prone to failure in the colder weather, we would normally expect demand for them to drop as we move towards the warmer months.

However, as a team, we sat down together and talked through our stock list,

foreseeing potential products that may experience a surge in demand as a direct result of vehicles not moving for long periods of time, and batteries were at the top of our list.

batteries and opt for a battery that is not only fit for purpose, but one that is reliable and will help keep the car running for longer. At Autosupplies, we only work with established, high-quality suppliers, and throughout lockdown, we worked particularly closely with Banner Batteries and Bosch Batteries.

Quality and reliability

Although often overlooked, the battery is a core component and is essential to the smooth running of any vehicle. However, because consumers don’t usually think about it until it fails, it is a distressed purchase.

As there are more electrical demands than ever before on a battery, including stop-start technology, additional lighting and wiper support, as well as air conditioning, heated seats, central locking, electric seats and windows, navigation systems, and various entertainment devices, the battery has to work a lot harder than in times gone by.

This is especially the case when cars are only being used to pop to the local shop, which was particularly the case over the past few months, as the alternators are not able to keep up.

It is therefore essential to forget budget

Preparation is key

Over the next few months, we can’t take our finger off the pulse, as winter will be here before we know it, and as cold temperatures or extreme heat can cause electrolytes in batteries to evaporate, resulting in premature failure, it’s important to continue to maintain stock of batteries from high-quality suppliers.

The MOT extension has been the biggest contributor to a decline in business for garages and with this now having ended, demand is expected to peak in autumn. Therefore, it’s essential to remind the customer to carry out basic maintenance to ensure a longer battery life.

For more information on the Autosupplies Group, go to www.rdr.link/FS017

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BATTERIES

Battery business boost Lee Gratton, Spartan Motor Factors’ Sales and Operations Manager, answers PMF’s questions regarding how the COVID-19 enforced lockdown affected the company, particularly in terms of battery sales.

Q

How was everything at Spartan before the lockdown was put into place?

Lee Gratton (LG): During the last quarter of 2019, Spartan were only running at 70% of its projected turnover. The trade was quiet, and the uncertainty of Brexit reduced customer spending and resulted in a negative impact on Spartans sales.

Business did not improve in January or February 2020, as at that point, we had the threat of lockdown looming over us.

Q

How did the lockdown restrictions affect trading? Did any of your stores close?

LG: As expected, lockdown brought trading to a halt. Spartan closed six depots temporarily and furloughed 100 staff.

During March and April, we diverted all sales calls to the four sites that remained open – Cardiff, Swansea, Avonmouth and Blackwood. These sites were challenged with servicing our entire network of 3,000 account customers, covering a 150 mile radius. For the first time ever, we had closed our doors to the public and only supplied key workers.

Q

Surely battery sales shot up as a result of many people using their vehicles far less than they would normally. Have you found this to be the case, and has this helped to boost business in what has undoubtedly been a tough time?

LG: You are correct. Traditionally, battery sales would spike during the winter.

We reopened all Spartan depots in May and recalled a number of furloughed staff.

June saw our highest volume of battery sales in a one-month period for 10 years.

We welcomed this rejuvenation of business, and as a result, we are now on track for our most successful year to date, which is incredible considering the lockdown. The opening of a new branch in Williamstown South Wales on August 15th is testament to the recent growth in business.

Q

Have you found that any battery manufacturers in particular have been especially helpful?

LG: Quinton Hazel has been outstanding.

The company supplied us with point of sale material for our customers – ‘A battery maintenance guide to lockdown!’ – which

provides advice on when it is best to start the vehicle, how often to run the vehicle and for how long, as well as covering the use of trickle chargers and how to spot corrosion on batteries.

Q

Having gone through lockdown, and with the winter fast approaching, is it especially important for motorists to get their vehicle’s batteries checked as soon as possible to ensure that they’re prepared for the cold weather?

LG: I would recommend that motorists get their battery tested before the winter as batteries do not like sitting idle. Through normal use, the battery retains enough charge to support the immobiliser and alarm systems whilst the car is switched off.

When the car is not being used in times such as lockdown, it will result in a constant drain on the battery. This will have a negative effect on how easily a battery can get a vehicle going. In the winter, the battery has to work harder to start the engine and if it does not have enough charge, this will result in a flat battery.

For more information on Spartan Motor Factors, go to www.rdr.link/FS018

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BATTERIES ©pickup/AdobeStock

Battery ready Banner Batteries informs factors that, with the demand for batteries about to spike, now is the time to invest in its comprehensive product range.

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espite the uncertainty that continues to surround all of our lives, preparing and planning for the future has arguably never been more important. With this in mind, Banner Batteries claims to be especially focused on ensuring that its UK operation remains in prime position to meet the needs of its customers as a greater percentage of the UK vehicle parc takes to the road again.

With the typical battery buying season now just around the corner, Banner has sought to be well placed to satisfy product demand across all sectors, and attributes this to having never taken its eye off the ball even when lockdown first came around. The company’s Country Manager, Lee Quinney, explained, “Despite the difficulties that lockdown inevitably brought to all businesses, we made the decision at Banner to use the time productively, and to a large extent, this involved the team at Banner Batteries working tirelessly on fine-tuning all cross-sector product range requirements for the impending season – be it car, CV, leisure or plant and construction.

“We also benefitted from never closing our doors and even went on to enjoy higher than anticipated sales in the months

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of April, May and June. What our customers can now rest assured on is that by working closely with our world class O/E manufacturing plant in Austria, we have the power in terms of stock and product availability to meet the demand that we predict will emanate as more and more sectors get back on the move again.”

demand from both the garage and factor sectors. He added, “Year on year, we have found our winter promotions to be highly successful and well received across the trade. And whilst we are still to finalise this year’s theme, content and mode of execution, a 2020 winter promotion will be unveiled in due course.”

On an unrelated note, Banner is also working on a more universally appealing public awareness initiative aimed at the general motorist and one that will play on the ‘start-stop’ AGM and EFB battery technology of today. “Whilst too early to reveal more, everyone at Banner is excited by what is about to come. So watch this space,” stated an enthusiastic Quinney.

Bullish campaigning

Winter promotion

To support this process, Lee alluded to Banner’s impending ‘Winter Garage Promotion’ being used to help drive

36 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

Banner’s UK operation has channelled its efforts into promoting its products to the motor factor. Central to this push is the company’s current above-the-line campaign – ‘NO Bull Get Real’.

Unsurprisingly bullish in its execution, the premise of the campaign is the number of leading O/E manufacturers that Banner claims turn to them as their preferred power source. The list itself is exhaustive,

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BATTERIES

Power and quality

Banner’s ideology is that, when it comes to batteries, power and quality are vital, and with this in mind, it is wise for factors to take heed of the following guidelines: 씰 Offering the largest capacity and the best quality batteries should always be the main priority 씰 Quality is pivotal. Most operators will seek to fit batteries from an OEM supplier, thereby guaranteeing true OE quality, reliable performance and longer life. Offering budget batteries is a definite no-no, as they invariably have a much shorter working life and may be incapable of powering particular vehicles. 씰 Well recognised within the leisure sector is the NCC’s highly acclaimed Product Approval Scheme, introduced to provide consumers with the confidence that the battery purchased is fit for purpose and capable of performing to the levels of requirement as specified. The scheme covers three battery classes – A, B and C, and a manufacturer’s ability to supply a cross-section of products is hugely important from a supply line standpoint. 씰 Sourcing a product portfolio that is not only of OE quality, but which is capable of serving all sectors of the motor industry, is a pre-requisite.

and includes leading names such as Audi, Autotrail, Aston Martin, Bailey Motorhomes, BMW, Caterham, Chausson, Leibherr, Lotus, Mercedes, Porsche, Rolls-Royce, Seat Skoda, Volvo, VW, and more.

Whilst product quality is no doubt imperative, range coverage also holds significant weight. It is with this that the

company has looked to take the lead, creating a one-stop source for all starter batteries – from those that deliver startstop power in today’s cars, CVs and motorhomes, to those that are the chosen favourite amongst the biking, caravanning, quad biking, jet skiing, and motorboat communities. It’s a one make fits all.

So, now is the time for factors to embrace the post-lockdown period and capitalise on the opportunities that this will bring.

For more information on Banner Batteries’ products, go to www.rdr.link/FS019

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WINTER PRODUCTS & LIGHTING ©Ivan Kurmyshov/AdobeStock

Staying out of the dark With the demand of lighting products especially prominent as winter edges closer, Henry Bisson, Marketing Manager at Ring, explains why factors should consider the company for their lighting needs.

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here lighting is concerned, there is arguably nothing more important than reliability, traceability and quality, and with the nights getting darker now that autumn is here, this is only going to become an even greater priority for garages and workshops.

For those that specialise in automotive lighting, such as Ring, investing in inhouse quality test equipment is essential to ensure quality is guaranteed with every product, and to offer the customer complete reassurance every time.

Although quality is key, when opting for lighting products, additional support services can go a long way in helping customers to choose one established brand over another.

this in mind, the need to have quicker access to aftermarket MOT and servicing products will be even greater, and brands that have a warehouse based in the UK, such as Ring, will be able to accommodate demand a lot faster.

A home touch

Choosing a lighting brand that can offer UK production not only reduces lead times, but it also removes unwanted supply chain risks, whilst also ensuring better quality control and traceability.

For example, Ring has on-site Quality Assurance (QA) facilities, allowing the company to test all lighting products onsite. This means customers can be assured that all products in its range of bulbs perform as they should, and are suitable for the people and vehicles using them.

Next-day delivery

Demand for next-day delivery is increasing, and with e-commerce sites and various platforms making it easier than ever before to purchase a product at the touch of a button, being able to offer next-day delivery is no longer seen as an added benefit, but a must. Ring has set itself up to be able to meet customer expectations. For example, if customers order before 3pm, the product will be dispatched for next-day delivery.

Autumn this year is set to be the busiest in a long time for garages and workshops, with demand for MOTs, servicing and repair work set to soar as the six-month MOT exemption came to an end in August. With

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For motorists, this means testing to ensure wear and tear, and for professionals, Ring recognises that it is not enough to make sure a product does the job; it needs to be able to perform consistently in real-life scenarios for long periods of time.

38 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

Help when you need it

Having a UK customer service base improves communication between the lighting supplier and the customer, allowing any potential queries to be resolved as quickly and as easily as possible.

Additional marketing support, such as promotional products on new ranges, point of sale displays, helpful technical specifications, and various literature are also helpful tools to help the customer understand the benefits of a specific lighting product. On top of this, they can pass the knowledge onto the end user in a simple and clear cut manner.

It’s also worth calculating the importance of on-the-ground support. With the pandemic changing the way the industry communicates, visits from area sales managers have been reduced, but it is still important that these relationships are maintained to ensure the customer is kept up to date with the latest developments. At Ring, our Area Sales Managers are very much available and will meet with customers in the safest possible way, offering complete reassurance.

For more information on Ring’s services, go to www.rdr.link/FS020

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WINTER PRODUCTS & LIGHTING

A seasonal opportunity In order to capitalise on the seasonal need for wiper blades, Trico suggests that now is the time for factors to push wiper blade awareness.

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ith the clocks going back soon, perhaps now is the time for factors and workshops to think of the products that will sell the most during this period and how to capitalise on them. Wiper blades are an excellent consumable to focus on; throughout a long, bright summer, the UV rays from the sun can cause damage to the rubber of a blade, so these will need checking to ensure they’re in optimum condition.

To assist with this demand, Trico is suggesting that workshops offer a free winter wiper blade check, and has compiled a helpful checklist that they can use to assess the blade’s condition and identify if it needs replacing.

Wiping away the competition In order to set your business apart, it is imperative to go above and beyond; to do more than just supply parts. Factors can win over customers by providing them with advice that will boost their sales and keep drivers coming. With this in mind, familiarising yourself with Trico’s checklist will do no harm. In fact, it will serve as a healthy reminder to your garage customers to implement best practice.

Clean screen Technicians must ensure the windscreen is thoroughly cleaned using warm water or specialist glass cleaning fluid. In particular, they must pay attention to the areas at the top and bottom of the wipe area, as dirt and debris collect there. The glass should also be checked for any cracks or chips, which are not only a safety hazard in their own right, but can also damage the wiper blade rubber.

rubber element is returned to a central position, and is not flipped over and set in one direction. If the blade fails any of these checks, it should be replaced.

As blades are not only affected by rain and snow, but also the UV rays from the sun, Trico’s guide recommends that wiper blades are replaced every 12 months to ensure maximum effectiveness and visibility.

Wipe check Using the washer spray or a mister bottle to spray the glass, the wipers should be operated and checked for any missed areas, water smears, or multiple streaks that impair vision. Any light misting remaining after the wipe should disappear quickly. Naturally, blades that leave streaks or smears should be replaced immediately.

Safe and secure fitment The blade must be securely fixed to the arm.

It should rotate freely, parallel with the wiper arm, to allow it to flex over the screen, but there should be no wobbling or movement perpendicular to the arm. This movement can be a sign of wear from the blades flipping over and could eventually cause the blades to come apart during use. Naturally, if the blade shows excessive movement, it should be replaced immediately.

Blade edge check

For more information online, go to www.rdr.link/FS021

Technicians should gently clean the rubber blade edge with a damp cloth or sponge to remove any dirt or residue. It should be checked along its length for any imperfections in the rubber, especially for splits at either end. It is essential that the

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If it’s not bright, it’s not right Terri Clark, Lighting Marketing Manager for the Osram brand, discusses how important it is for lighting products to be available, trustworthy and bright enough to serve the consumer.

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s the nights draw in, good quality lighting is a must, and it’s important that every vehicle is fitted with working lights to maximise safety on the roads for both drivers and pedestrians. It’s important for workshops and factors to realise that if a bulb is not bright, then it’s not right.

With lighting technology constantly evolving, the options for technicians and factors are endless. Osram is urging them to ‘check’, ‘change’ and ‘upgrade’, and to opt for high-end innovations from established OE brands and benefit from the quality of their products and support offered.

Availability

Having access to the correct bulb is essential. With garages expected to be busier than usual this autumn, with the MOT exemption earlier this year causing a backlog of thousands of MOTs, it’s important they can get their hands on the bulbs they need as quickly and easily as possible.

Garages and factors should be able to find the right bulb for well-known brands of cars, bikes and trucks using specialist tools such as Osram’s Bulb Replacement Guide.

Users simply need to enter the vehicle type or search via the Osram order number or ECE Reference, before selecting the required light source and technology.

Whether searching for low beam, high beam or daytime running light applications, as well as halogen, LED or xenon technologies, all of our products provide powerful light output and quality.

A trusted brand

Our Trust Programme was first introduced in October 2015 for HID (Xenon) bulbs, and as a result of its success, has now been extended to include Halogen upgrade DUO BOXED bulbs.

This programme provides the aftermarket with a solution to fight against counterfeit products by merging a unique bulb ID with a unique packaging ID. The online tool is available to support customers so that they can check and identify HID and Halogen Osram originals from HID and Halogen counterfeits.

To check, users simply need to visit www.rdr.link/FS022, and enter the sevendigit label code from the packaging and

then enter the captcha code shown. After the label code has been verified, the automatically prompted bulb data needs to be checked.

Counterfeit and spurious products negatively impact every party in the supply chain as there is an evident safety risk, and they often have a very reduced lifespan and insufficient photometric values.

Severe damage can also be caused to the headlight, such as fogging, and the electronic components, such as the control units, airbags and communication systems.

Brighter bulbs

Of course, brightness is a key factor when it comes to bulb quality, and factors can opt to stock products that provide more brightness on the road.

Osram’s Night Breaker Laser range features laser ablation technology, and its highly engineered filament enables it to shine up to 150% brighter. The bulbs in the range also provide up to a 150m long beam and 20% whiter light compared to the minimum legal standard, whilst also offering a wide hot spot beam and sharp cut off.

The Night Breaker Laser range has been designed with the purpose of maximising safety and visibility, and to ensure drivers can spot hazards quickly.

For more information on Osram’s range, go to www.rdr.link/FS023

Osram’s range of bulbs

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WINTER PRODUCTS & LIGHTING

Seeing things in a new light Lumileds’ UK Business Development Manager, Richard Armstrong, highlights the sales opportunities presented to the aftermarket by the development of car light bulb technology.

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ar light bulbs are a subject that is rarely at the forefront of people’s minds when it comes to vehicle development.

However, major advances in lighting, both within established technologies, and in new forms, are always the aim of the major vehicle lighting manufacturers.

LED lighting is undoubtedly where automotive lighting is headed for VMs. Most already employ LEDs for some lighting applications, although halogen remains far and away the most common form of lighting, and still continues to benefit from the results of much research and development.

Halogen technology is constantly being refined and improved, with the key parameters being performance, longevity and durability. The perceived wisdom has always been that the brighter a car headlight, the shorter its lifespan, and it is this trade off that manufacturers look towards new technological developments to offset, so they can improve lighting

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performance but also maintain – or increase – longevity.

It might come as a surprise, but the number of companies that actually manufacturer bulbs themselves for Original Equipment (OE) supply to the automotive industry is actually very small.

It is these manufacturers that are invariably responsible for bringing new technology to the marketplace.

Of these, in terms of vehicle lighting advances, Philips’ car lighting products have truly pioneered the major innovations over the last half century, bringing highperformance halogen, HID Xenon and LED lights to the automotive market.

A decade ago, the Philips EcoVision bulb was introduced. The rationale behind it was simple; it offered reasonable performance, but an ultralong lifetime, making it a greener bulb to operate.

EcoVision is still part of the Philips

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range, but technology has significantly moved on; there are now higher performance bulbs, which produce an increased range of vision and greater safety margins.

These advances mean that the latest generation halogen bulbs – Philips Racing Vision GT200 and X-TremeVision Pro150 – which are now entering the market, not only perform significantly better, but are also more durable than their predecessors.

These advances have not come from one single huge breakthrough in technology. Instead, there has been a series of smaller developments, in different aspects of the headlights’s make-up, which, in combination, bring about significant improvements in the bulbs as a whole – achieving what was once thought almost impossible.

R&D departments of any major manufacturer are secretive places, but the technical department of Lumileds, which is responsible for all aspects of the Philips Automotive Lighting product ranges, is able to offer some insight into how these improvements

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WINTER PRODUCTS & LIGHTING

have come about.

Philips has always benefitted from the use of quartz glass in its bulbs, which is somewhat of a rarity amongst bulb manufacturers. It is, however, important because it offers better thermal shock protection than standard glass. The latest generation of Philips upgrade bulbs all enjoy a new evolution of the glass, known as Diamond Precision Quartz, which increases protection against thermal shock and pressure, whilst also offering enhanced UV absorption to help protect the headlamp.

The new glass also contributes towards greater light output than previously, which ensures a sharp cut-off line for the dipped beam and a brighter sweet spot, all of which are important factors in producing a beam that can light up the road further ahead and give an increased margin of safety to the driver, without the fear of dazzling oncoming traffic.

Precision of manufacture, in terms of the light filament’s positioning and securing, remains critical. Where the new Philips bulbs diverge from each other in technical

make-up is in the coating on the glass and the make-up of precious gases within the bulb. In the case of RacingVision GT200, these have been formulated with ‘ultimate’ performance in mind, and with XTremeVision Pro150, Philips has produced a bulb that performs exceptionally, has great durability, and has a lifespan of up to 450 hours.

Safety is always the prime concern when it comes to developing bulbs. The better you can see the road ahead, the safer you are. We have to bear in mind our responsibility to the motorist, to the environment and to the industry as a whole. The latest advances in halogen technology should result in positive progress for all and represent a great sales opportunity. Therefore, we look to factors to take advantage of this and to help inform workshops – and through them, motorists – about the benefits of fitting this latest generation of halogen bulbs coming into the market.

For more information on Lumileds’ range of Philips products, go to www.rdr.link/FS024

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WINTER PRODUCTS & LIGHTING

Coming in from the cold There are two things that appear to be an absolute guarantee come the winter: the cold will bite, and Sealey will release its Winter Promotion. With the former out of our remit, we take a look at the latter, and how factors can benefit from its arrival on the scene.

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ealey’s Winter Promotion launched on 1st September. Valid up until the end of February 2021, the company’s latest catalogue consists of 64 pages, which are packed with over 550 products, as well as discounts of up to 55% off list price, and free items.

Featuring over 25 new products, the promotion includes a range of Roadstart Compact Jump Starters, which are suitable for starting vehicles with 8-cylinder petrol engines up to 5L, and 6-cylinder diesel engines up to 3.5L. The front panel includes an integral LED work light, single 5V 2.4A USB output, and inbuilt MOSFET circuit protection. The units feature reverse polarity and short circuit protection with audible warning, as well as a mains charger with automatic power cut-off to prevent battery damage whilst charging.

Standing out

Sealey now stock two familiar styles of hi-vis jackets in yellow and orange: jackets with a quilted lining and elasticated waists, and the Motorway style jackets. Both types feature a full quilted lining for greater warmth and comfort, and are fitted with a retractable hood, two outer pockets, an inner phone pocket, and zipper and snap closings for added protection against rain.

On top of this, the company is now offering a battery and charger combination.

The deal consists of a 12V Li-ion COB LED 360° Inspection Lamp (body only), a 12V power tool battery which fits the rest of the SV12 Series, and a battery charger. The inspection lamp has a 360° swivel and tilt

function, which enables the light source to be positioned in any direction. Each lamp houses a super bright COB LED, providing up to 1000 lumens output with 120° spread of light, illuminating the whole work area with CRI 80+, with brightness of 6500K. The lamp features a swivel hook and a strong magnet on the base, which allow hands-free operation.

Finally, Sealey is also offering an ‘intrinsically safe’ head torch and flashlight, which are designed for use in hazardous environments. They are both CE, RoHS and REACH approved, and are lightweight, with a tough and durable casing that can sustain high impacts and drops. Both are battery operated, have three modes, and the single high power XPE CREE LED produces bright, white light, with a notable working range.

For more information on Sealey’s Winter Promotion, go to www.rdr.link/FS025

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STEERING & SUSPENSION

Taking control Patrick Stüdemann, International Technical Trainer at Meyle, discusses how the company’s control arm offering expands beyond a simple product.

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ercedes vehicles with complex multi-link axles are susceptible to high levels of wear and tear. The ball joint, in particular, is often subject to wear due to the high weight and the running movements of the Mercedes models. This may lead to premature failure of the OE part, thus impairing driving safety and causing costly repairs with relatively low mileage.

This is where Meyle-HD comes into play.

With a durable solution, we have expanded our portfolio of steering and suspension components. The Meyle-HD control arm for Mercedes W205 models has been technically enhanced by our engineers for the high weight load in Mercedes vehicles, thereby preventing the part from premature failure.

The increased ball diameter of the Meyle-HD ball pin reduces the surface pressure, and thus wear. During the optimisation process, we not only focused on the function, but also on the condition.

An inductive heat treatment has made the ball stud even more resistant to friction and wear – and therefore simply lasts longer than the OE part. Even the grease that we use is designed for a long service life, whilst a newly designed plastic seat ensures a perfect fit.

Alongside the Meyle-HD control arm for Mercedes-Benz W205, we also offer a large range of control arm kits for, for example, various BMW, Mini and Range Rover models. In terms of the BMW and Mini

control arm kits, we provide a technically improved aluminum control arm with a replaceable support joint and fastening material. The aluminum construction ensures that the control arms are very well protected against corrosion and are particularly durable. The kit consists of every component needed for both installation and removal: both control arms, matching Meyle-HD bushings – with holders and the necessary fastening material – as well as all required installation materials.

offer context-sensitive graphics of rear-axle multi-links for selected BMW and Mercedes-Benz models. These graphics show the spare part in the context of complex chassis technology, which is an enormous time saver for aftermarket businesses. When viewing the graphics, users are shown the exact installation positions, and can see all the relevant information and details when they click on the article.

Technical training and seminars for know-how transfer On top of its product offering, Meyle also offers diversified training opportunities. In response to COVID-19, the company has decided to offer digital training sessions online to support technicians with in-depth knowledge and tips. Whether topic-related seminars – such as steering and suspension – or product-related training courses – such as on Meyle-HD parts – the training seminars are run by skilled and qualified trainers.

It doesn’t stop there; the company also offers detailed assembly instructions for many of its products that are specifically adapted to different vehicle types and manufacturers, as well as different step-by-step video tutorials.

Meyle’s graphics

Graphic design In order to make it easier for garages and factors to identify the required parts, we

For more information on Meyle’s range of control arms, go to www.rdr.link/FS026

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PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020 45

046_PMF_SEP/OCT20_Layout 1 22/09/2020 11:27 Page 46

STEERING & SUSPENSION

Steering evolution: a turn for the better

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hilst it is true that the steering system has undergone a radical transformation, these technological advancements represent plenty of opportunities for motor factors that are willing to embrace the change.

The steering system has traditionally comprised a network of intrinsic, but largely mechanical parts. However, change is catching up with steering, and with new components, new materials and new service procedures evolving, it is now seeing electronics playing a more involved role in determining its functionality.

And of course, as steering technology evolves, so must the aftermarket.

Technicians and garages are facing a host of new components that are now integral to the steering system and it’s essential that they can service these areas. For many independents, failure to do so will undoubtedly limit their future customer base, and may even see a migration of existing customers to franchised outfits that are already well-rehearsed in new

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Delphi Technologies’ Julian Goulding analyses how the changes that have swept the steering system serve to benefit the aftermarket, not trouble it.

46 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

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STEERING & SUSPENSION

technologies and that benefit from ongoing manufacturer training.

An example of such an evolution is the Electronic Stability Programme (ESP) system, which has introduced an array of new electronic components. One of these is the steering angle sensor. Typically found inside the steering column, they work with the yaw, accelerometer and wheel speed sensors to monitor what the vehicle is doing, what the driver wants the vehicle to do, and what corrections need to be made by the ABS to maintain control.

Whilst the steering angle sensor was introduced in the early 90s, it has only recently become necessary to reset them after performing a wheel alignment or when replacing a component that can alter the toe and thrust angle. Critically, the procedure to do this differs significantly between manufacturers; some vehicles can self-calibrate by having the wheel turned from lock to lock and then centred and cycling the key; some need a quick test drive, and others a diagnostic routine. Either way, steering angle reset should now be part of a garage’s standard wheel alignment.

Many new vehicles also feature a selflevelling headlight sensor, positioned on the control arm. When fitting a new control arm, this sensor will need to be transferred and reset using a diagnostic tool – such as Delphi Technologies’ DS solution – to access the headlight or body module and then perform a basic setting. This procedure will ensure that the headlights self-level to the correct position and do not blind oncoming traffic.

“Steering advancements can be viewed as a benefit rather than a hindrance for garages and the motor factors that serve them”

As Julian Goulding, Delphi’s UK Marketing Manager, explains, however, steering advancements should be viewed as a benefit rather than a hindrance for garages and the motor factors that serve them. Julian commented, “There’s no doubt that steering systems are becoming increasingly complex, but there’s no reason why the aftermarket can’t turn this to their advantage. Quality support and components are readily available, enabling them to fully embrace any technological changes in a hassle-free way and, perhaps more importantly, enjoy the revenue that repairs in this area present.”

According to Julian, Delphi Technologies’ range of steering components perfectly illustrates this. The company’s offering continues to expand, currently comprising over 6,000 part numbers and providing coverage of well over 90% of the UK vehicle parc. Reassuringly, for motor factors and customers, these come with a comprehensive three-year, 36,000-mile warranty.

Julian added, “Our steering component range comes complete with all the accessories that may be required for fitment. On top of this, it offers a first time fix that satisfies garages and their customers, and ensures that motor factors can provide a quality part that is time efficient to install. As an extra benefit, and in addition to providing all the information that motor factors need to know to correctly inform their customers, we have a dedicated technical helpline should garages need assistance in completing the task.

“Therefore, the Delphi Technologies steering offering provides a quality ‘one-stop’ solution for those motor factors that are wondering how they can keep abreast of automotive technological advancements, yet still safeguard their established levels of service without the worry of taking a chance on unproven or substandard parts.”

For more information on Delphi Technologies’ steering and suspension range, go to www.rdr.link/FS027

048_PMF_SEP/OCT20_Layout 1 22/09/2020 11:28 Page 48

Product spotlight

Laser Tools: 2020 tool catalogue Laser Tools has fully revised its 2020 tool catalogue to offer its customers some of the UK’s most exciting and innovative range of tools, workshop equipment, HSE, PPE, and much, much more! The company’s constant research and development ensures that it is able to provide up-to-theminute special tools for today’s (and tomorrow’s) vehicles, as well as offering a large range of tools for classic cars and motorcycles.

This dynamic new resource is bursting at the seams with hundreds of new items listed out of a truly impressive range of products.

The new catalogue is a visual feast for the tool enthusiast and technician; there are plenty of in-situ photos, with key icons to lead the user straight to the tools they’re looking for. Because of the size of the range of hand tool sets, the catalogue contains quick-reference tables and comparison tables to make it easy to quickly identify the most suitable set for the user.

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The catalogue sees Laser Tools further increase its range of tools, HSE and PPE specifically designed for safe working on electric and hybrid vehicles. These are required to be fully tested and insulated to IEC 60900:2012 standards and carry the international symbols for High Voltage Tools. Users can establish and set up their workshop’s dedicated electric and hybrid vehicles safe area with advice and equipment from the company. Connect Workshop Consumables and Power-TEC (bodyshop) products are also listed.

The catalogue has straightforward, easy-to-use sections, comprising Hybrid/EV, Specialist Automotive and LGV, HGV, Motorcycle, General Hand Tools, Workshop, and plenty of Laser Tools Racing merchandise. The comprehensive index section makes it easy to find the tool of choice, and each item is listed with images and full details, including vehicle applications if applicable.

48 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

“The new catalogue is a visual feast for the tool enthusiast and technician; there are plenty of in-situ photos, with key icons to lead the user straight to the tools they’re looking for.”

For more information on the 2020 tool catalogue, go to www.rdr.link/FS028

049_PMF_SEP/OCT20_Layout 1 22/09/2020 11:31 Page 49

What's New? STUD REMOVER AND INSTALLER

When removing or installing studs, it’s important not to damage the threads. This stud remover and installer from Laser Tools enables users to remove studs from cylinder heads without damaging them, as well as to install new studs tightly and firmly without damaging the new stud threads.

Four sizes of remover and installer are provided, covering the most common head and manifold stud sizes: M6 x 1.0, M8 x 1.25, M10 x 1.25, and M10 x 1.5. To remove a stud, screw on the remover until the outer nut section reaches the stud tip, then turn the inner section anti-clockwise until the stud is removed.

Go to: www.rdr.link/FS029

INTERIOR SANITATION MACHINE

EDT Automotive has added the Interior Sanitation Machine to its portfolio.

Car interiors and air conditioning systems can be a breeding ground for germs and bacteria. ‘Sick vehicle syndrome’ symptoms are many and varied – including headaches, nausea, runny nose, coughs, asthma, sneezes and eye irritation.

The machine offers an anti-bacterial deep cleaning process that kills over 99% of germs and bacteria.

The cleaning machine atomises a ‘superfine’ anti-bacterial mist that is dispersed inside the vehicle and throughout the heating and ventilation system. It even penetrates into fabrics to work on carpets, seats, mats and head linings.

The treatment is certified as effective for long term protection against viruses such as COVID-19.

Go to: www.rdr.link/FS031

MOTOR OIL

German oil and additive specialist Liqui Moly has developed a motor oil especially for garages. Profi Longlife III is suitable for numerous VW Group models, as well as Mercedes, BMW and Porsche. Officially approved by Volkswagen, Mercedes, BMW and Porsche, the oil also meets ACEA C3, API SN and CF specifications.

Because it was developed specifically for garages, it is only available in 205-litre barrels. Technicians must be careful to only use this oil for vehicles that it is designed for. To find out whether or not Profi Longlife III 5W-30 is suitable for a particular vehicle, technicians can see the guide at www.rdr.link/FS033

PORTABLE OZONE GENERATOR

In these days of social distancing and careful sanitising, the Power-TEC portable ozone generator is a useful innovation. The machine produces ozone at the rate of 10g per hour, is economical to use, and is an environmentally friendly odour neutraliser that actually destroys the source of the odour. Using corona discharge technology, the ozone generator effectively destroys viruses, bacteria, smells and odours. It is capable of freshening the air within vehicles; it eliminates surface-bound viruses and bacteria, eliminates airbound viruses and bacteria, and eliminates airborne allergens.

As well as powerful sanitising, the ozone generator is particularly effective at removing tobacco and damp/mould odours from vehicles.

Go to: www.rdr.link/FS030

TIMING BELTS

Continental has updated its range of timing belts for the automotive aftermarket with the addition of the CT1228 timing belt. It is intended for use in Peugeot and Citroen 1.2L engines built from the end of 2013 onwards.

The timing belt runs directly in oil in some applications, which prompted Continental to further improve the belt’s material properties. The glass-cord tension members have an optimised, oil-resistant coating and are embedded in an HNBR rubber (hydrogenated nitrile rubber) cross-linked with peroxide. This improves material’s resistance to certain carbon compounds that can occur as a result of friction between crystallised impurities in the oil.

Go to: www.rdr.link/FS032

ELECTRIC WATER PUMPS

Gates has extended its range of E-Cool electric water pumps with the addition of 16 new part numbers, meaning that there are now 36 part numbers to choose from. The company claims to have always sought to ensure that E-Cool units always meet or exceed the quality of the build and performance specified by the vehicle manufacturer. Each part number is a complete solution, meaning that wherever brackets are required to fit the water pumps to specific applications, they are included. As re-used old brackets frequently fail and create unnecessary comebacks for garages, the brackets represent additional cost- and time-saving benefits.

Go to: www.rdr.link/FS034

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PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020 49

050_PMF_SEP/OCT20_Layout 1 23/09/2020 14:15 Page 50

ADVERTISING INDEX

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

Kalimex Ltd ........................................................ Page 27

Bailcast Ltd ........................................................ Page 47

MANN+HUMMEL (UK) Ltd ................................ Page 4

BM Catalysts Ltd ................................................ Page 10

MECHANEX ........................................................Page 30

Clarios.................................... Page 34, Bound Outsert

Millers Oils Ltd .................................................. Page 23

Dayco Europe .................................................... Page 15

Platinum International Ltd ............ Inside Back Cover

Delphi Automotive Systems LLC..................... Page 9

Shaftec Automotive Components ................ Page 43

ECOBAT Automotive Ltd ................................ Page 44

Teng Tools .......................................................... Page 21

Ferdinand Bilstein UK Ltd .............................. Page 40

Trico Ltd................................................................ Page 19

Jack Sealey Ltd .......................................... Pages 13,37

In the next issue of

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

PROFESSIONAL

MOTOR FACTOR

■ Remanufacturing ■ Tools & Equipment ■ Oils, Lubricants & Additives

out 1 28/0 01_PMF_MAY20_Lay

VEHICLES HYBRID & ELECTRIC

PROFESSIONAL

MOTOR FACTOR

of a Adapting to the needs ket more sustainable aftermar

RETAIL FOCUS s Engaging with customer from the retail shelves

MAY 2020

BRAKES & CLUTCHES

PROFESSIONAL

MOTOR FACTOR

The mission to remove harmful particles from braking products

DIAGNOSTICS Taking advantage of the growth in demand for OBD tools

FILTERS A breakdown of UFI Filters’ latest engine air filtration technology

SUMMER 2020

PROFESSIONAL

MOTOR FACTOR

BATTER

IES Taking advantage of the spike in battery demand WINTER PRODUCTS & LIGHTING

The opportunities offered by the development of light bulb technology

STEERING & SUSPE NSION Prospering in the wake of the steering system’s evolution

SEPTEMBER/OCTOBER 2020

BATTERY BONANZ A

PERIPHERAL VISION

Dealing with the post-lo ckdown battery surge

software capabilities Encapsulating AutoMM’s

INDUSTRY SYNERGY Stories from the aftermarket as the supply chain comes together during lockdown

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

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50 PROFESSIONAL MOTOR FACTOR SEPTEMBER/OCTOBER 2020

news ■ appointments ■ expert opinion ■ interviews ■ products

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

PMF Page Grid_Layout 1 16/09/2020 09:19 Page 1

028_PMF_MAR20_Layout 1 24/07/2020 10:47 Page 28

PROFESSIONAL

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

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