Professional Motor Factor Summer 2020

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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

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

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 20 ISSUE 6 SUMMER 2020

CONTENTS

6-9 NEWS

11-12

PEOPLE & INDUSTRY

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13-14

BUSINESS & TRAINING

REGULARS Viewpoint ...........................5 News....................................6

16-18

MARKET TRENDS & ANALYSIS

BRAKES & CLUTCHES Juratek’s plan to reduce the harmful particles in braking products............................................21 How a brake supplier helped one of its customers throughout lockdown ............................22

Appointments ...................11 IAAF Update ....................12

DIAGNOSTICS

Talk of the Trade.............16

Capitalising on the growing need for OBD tools ............................................................................24

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

Top tips for factors looking to develop their diagnostic equipment sales ..............................26

What’s New? ...................33

FILTERS Looking into UFI Filters’ latest engine air filtration technology....................................................29 Making the most of a rise in demand for cabin filters ....................................................................30

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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 Copyright © 2020

Getting back on track A long time has passed since my last Viewpoint. Since then, our society has continued to adapt to the challenges faced by COVID-19, and even with the lockdown restrictions being eased, we have to acclimatise ourselves to a new ‘normal’. The same even applies to this very magazine; the regular June and July/August issues have been merged to create what you are reading now – a summer issue.

Not only is this an indication of the economic effects of the lockdown, but it is also a demonstration of how things have – at least for now – changed. No doubt motor factors are witnessing this first-hand; as a result of Government intervention, those visiting stores need to wear a face mask and take further steps to prevent the risk of contamination. Whilst these requirements may not feel ‘normal’ in the context of our regular lives, they are necessary in order for us to get back to what we are accustomed to.

For now, we are all having to make small changes to our processes in order to get to where we would like to be. At PMF, we have made such changes ourselves. As well as making adjustments to our issues, we are sending the publication directly to readers’ inboxes so that you can continue to receive it every month. If you haven’t done so already and you wish to get involved, please follow the link – www.rdr.link/FR020.

The restrictions implemented throughout lockdown have affected the aftermarket on all levels of its supply chain. On page 22, Shaftec’s Director, Tom Curtis, details how the company was able to help the Autosupplies Group throughout lockdown. Adjusting to the changing landscape, Shaftec took a flexible approach when it came to the number and frequency of deliveries. This demonstrates how well the industry can function – even in such testing times – when cooperation is made a priority. If there is anything to take from these last few months, I believe this should be it.

It’s also important to look beyond the problems caused by the lockdown and to the need to boost sales. To help factors as lockdown eases, page 14 sees Kalimex provide its take on how to capitalise on increasingly busy garages. Whilst making sales is always a necessity, it is particularly important as we approach this stage of the pandemic; business will be there for the taking with more and more consumers taking to the roads, so it pays to be prepared.

Whilst we are not quite back to normality yet, I hope that by the time I speak to you in September, some progress will have been made.

Enjoy the issue and have a good month.

Ben Lazarus Deputy Editor

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

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NEWS Mandatory MOT testing reintroduced from 1st August On 29th June, Roads Minister Baroness Vere announced that mandatory MOT testing was to be reintroduced from 1st August due to COVID-19 restrictions being slowly lifted.

As a result of the coronavirus outbreak, drivers were granted a six-month exemption from MOT testing in March to help slow the spread of the virus. However, with restrictions being eased where it is safe to do so, all drivers whose car, motorcycle or van is due for an MOT test from 1st August will be required to get a test certificate to continue driving their vehicle.

MOT tests are important for road safety, and ensure that vehicle parts, including tyres, seatbelts, brakes, lights and exhausts, are in proper working order.

Drivers with an MOT due date before 1st August will still receive a six-month exemption from testing. However, all vehicles must continue to be properly maintained and kept in a roadworthy condition, and people will be able to voluntarily get their MOT sooner should they wish, even if they are exempt from the legal requirement. Motorists can be

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prosecuted for driving an unsafe vehicle.

On the matter, Roads Minister Baroness Vere said: “As people return to our roads, it is vital that motorists are able to keep their vehicles safe. That’s why as restrictions are eased, from 1st August MOT testing will again become mandatory. Garages across the country are open and I urge drivers who are

due for their MOT to book a test as soon they can.

Only some garages remained open to conduct essential services during the coronavirus outbreak, but now over 90% are open across the country. Testing capacity has already reached 70% of normal levels and is steadily increasing.

Automechanika Frankfurt to be held from 14th to 18th September 2021 Following the postponement of the 2020 edition of Authomechanika Frankfurt, the event has been rescheduled and will now take place from 14th to 18th September 2021.

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6 PROFESSIONAL MOTOR FACTOR SUMMER 2020

The postponement of the international industry gathering for the automotive aftermarket was a response to local and global measures implemented to stop the spread of COVID-19. It simply would not have been possible for many of the exhibitors and visitors from over 180 countries to take part in the event under the conditions currently prevailing or those expected at that time. In agreement with exhibitors, representatives from the industry, workshops and retail, associations and partners, Messe Frankfurt has rescheduled the event for autumn 2021.

Automechanika Frankfurt will then resume its biennial rotation – the event will now be taking place in odd-numbered years.

Detlef Braun, Member of the Executive Board of Messe Frankfurt, explained the change of schedule: “Our top priority is ensuring the health and safety of everyone – exhibitors and visitors alike – taking part in the event. With waves of the pandemic moving around the globe and many countries not expecting it to peak until the summer, I am certain that the decision to postpone Automechanika until September 2021 is the right one. Over the past two weeks in particular, we have been engaged in intensive discussions with our customers, partners and supporting associations, and they sent us a clear signal. By holding the event in 2021, we are responding to our customers’ wishes.”

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Online ‘Industry Briefing Bitesize’ proves successful The Independent Automotive Aftermarket Federation (IAAF) provided its very first online ‘Industry Briefing Bitesize’, providing aftermarket

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professionals with an informative insight into the continued growth of electric vehicles (EVs), as well as giving an update on ongoing IAAF activity.

First up was Steve Carter from Train4Auto Consultancy, who spoke of how the effects of the pandemic have led to a dramatic improvement in air quality as a result of the significant reduction in NOx, and how this will accelerate momentum for electric and hybrid vehicles. He also acknowledged that less than 10% of garages in the UK are equipped to work on these vehicles and is calling on the aftermarket to embrace this form of technology sooner rather than later, commenting: “As an industry, we need to take the rise of electric vehicle sales seriously and view it as an opportunity.”

Wendy Williamson, IAAF

Chief Executive, then addressed members, highlighting IAAF’s current activity, before discussing how it welcomes the proposed adoption by the UK Government of the forthcoming Type Approval legislation, whilst work is also continuing on the forthcoming Block Exemption renewal, due in 2023.

More information was also provided on how IAAF is building a consensus against an overall scrappage scheme, before Mike Smallbone, IAAF’s Head of Membership Development, spoke about member communication and gave an update on membership activity for the second part of 2020.

An open forum then followed, whereby members could engage with one another and the key speakers to discuss how the pandemic has affected their business, as well as pose any questions on the topics discussed.

Osram expands Trust Programme to continue to fight the fakes in the aftermarket Lighting specialist Osram has expanded its Trust Programme as counterfeit parts continue to be a problem in the aftermarket.

The company is urging businesses in the automotive aftermarket to ensure they are purchasing from credible sources as the sector is being ‘flooded with unreliable counterfeit’ HID and HAL bulbs. These spurious products imitate branded products and can appear to be genuine to the untrained eye.

Osram’s Trust Programme has now been extended to include Halogen upgrade bulbs packed in their distinct Duo Box packaging. The programme for HID (Xenon) bulbs was first introduced in October 2015 and as a result of its success, has now been extended to include Halogen upgrade Duo Boxed bulbs since December 2019.

The Trust Programme provides 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 access the tool, go to www.rdr.link/FR001, 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.

It must match the data displayed on the base of the HID (Xenon) bulb/s or the data displayed on the Halogen DUO BOX. It’s as simple as that.

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

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NEWS Ben launches exciting new virtual challenges inspired

by Formula 1

Automotive industry charity Ben is launching its first ever series of virtual challenges, as part of Bring It On 4 Ben. The first of the charity’s virtual challenges to run this year, Formula Ben Silverstone VGP, started on 2nd August, and is inspired by the Formula 1 British Grand Prix at Silverstone.

After the last few months of uncertainty, the Formula Ben Silverstone VGP will help automotive people get back on track, funding vital support which is needed now more than ever.

Each participant must complete the length of the Grand Prix, a total of 190 miles, by exercising in their own way to raise vital funds for Ben. Participants choose how they complete the challenge, for example, by walking, cycling, running, swimming, or even by playing basketball, wrestling, trampolining – or a mixture of whatever they like!

Participants have eight weeks to complete the challenge which ends on 30th September. Those taking part will also be able to see their location on the Silverstone circuit and track their progress as they complete the 52 laps of the British Grand Prix.

As a result of the COVID-19 pandemic, a number of Ben’s fundraising initiatives have been cancelled, including Ben Ball, leaving the charity with an anticipated £1m income shortfall this year. Therefore, this new approach to fundraising is Ben’s way of adapting to the situation, with more virtual fundraising events set to

Mann-Hummel recognised by General Motors as a 2019 Supplier of the Year winner On 24th June, Mann-Hummel was named as a Supplier of the Year by General Motors during a virtual ceremony honouring the recipients of the company’s 28th annual Supplier of the Year awards.

During the event, General Motors (GM) recognised 116 of its best suppliers from 15 countries that have consistently exceeded the company’s expectations, created outstanding value or introduced innovations to the company. The awards ceremony was originally scheduled as a liveevent to be held in March, but was postponed due to the impact of the COVID-19 pandemic. The recognition is for supplier performance in the 2019 calendar year.

This is the 25th time Mann-Hummel has received the award.

“Our entire global organisation is once again proud to receive this recognition from General Motors. It’s proof that we work consistently and globally to align with our customers’ values and targets. We remain committed to doing our part in helping General Motors being successful as one of the leaders in the automotive industry,” said Harald Späth, Mann-Hummel’s President and General Manager Original Equipment.

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take place throughout 2020.

Matt Wigginton, Fundraising Director at Ben, commented, “Formula Ben Silverstone VGP is a fantastic way to have fun and raise money so we can continue providing life-changing support for automotive people, which is needed now more than ever!”

Darren Turner joins Laser Tools as brand ambassador to promote and develop hybrid/EV tools and equipment The latest professional racing driver to join Laser Tools as a brand ambassador is Darren Turner, Works Driver for Aston Martin Racing and High Performance Development Driver for Aston Martin Lagonda.

Darren’s responsibility is to give in-depth feedback and assist in development of the BTCC’s first specification hybrid system, which is comprised of a 60V gearbox-mounted hybrid motor that generates around 40bhp additional power for the driver when applied.

“Motorsport organisers and racing teams are now seriously looking at hybrid/EV technology,” Darren commented, “And as Laser Tools are the UK’s foremost suppliers of hybrid/EV insulated tools and workshop safety equipment, now is the right time to become involved with such a forward-thinking company. I recently visited the Laser Tools’ Tech Centre in Warwickshire and their range of hybrid/EV insulated tools and the new products in the pipeline are quite breath-taking.”

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VLS escalates another 5W30 engine oil case to Trading Standards The Verification of Lubricant Specifications (VLS) has escalated case 154, a case relating to a fully synthetic 5W30 oil, to Trading Standards following months of investigation.

VLS received a complaint regarding Kerax Hyperdrive’s (now Hyperdrive Lubricants) Fully Synthetic 5W/30 C3 passenger car motor oil in 2019. The complaint alleged that the product failed its own technical specification for High Temp/High Shear (HTHS) and NOACK evaporation properties for a product of this type.

Through independent testing, VLS found that the product failed to meet both the HTHS and NOACK test limits with respect to the claim against the manufacturer’s specification for Mercedes-Benz (MB) 229.51, claimed on the product’s description. However, it did meet the claim against ACEA’s engine oil sequences against the specification ‘C3’.

In April 2020, VLS conducted a six month case review to ensure continued compliance. A sample of the reformulated product was procured and tested by an independent testing house. The results showed that the product met the minimum standards for NOACK, but again failed to meet the minimum specification for HTHS laid down by ACEA. Andrew Goddard, Chairman of VLS commented, “Due to the continued noncompliance of the product, the VLS Board has decided to raise this issue with Trading Standards for enforcement. The product is not as described and fails to meet the stated technical specification regarding its HTHS value. As a result, the product can cause accelerated wear to gears and bearings in application which could lead to eventual engine failure.”

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UFI Filters sponsors Archie Hamilton in the Porsche Sprint Challenge GB UFI Filters has announced that Archie Hamilton is a new brand ambassador for the company.

After a five-year hiatus from racing, Archie will compete in the 2020 Porsche Sprint Challenge GB for UFI Filters-sponsored race team, ‘Redline Racing’.

As a brand ambassador, UFI Filters hope that Archie will boost the company’s online brand visibility.

The six race 2020 Porsche Sprint Challenge GB will be Archie’s inaugural competition with ‘Redline Racing’, whilst 2019 UFI brand ambassador Dino Zamparelli will be his coach and mentor. Archie commented, “I’m really pleased to be working with UFI Filters in 2020.

Karl Ridings, UFI Filters’ UK & Ireland Sales Manager Aftermarket, added, “We are very enthusiastic about our new partnership with Archie, which will strengthen our brand awareness within a growing segment.”

IAAF welcomes Cataclean

The Independent Automotive Aftermarket Federation (IAAF) has added fuel additive manufacturer Cataclean Global to its membership.

Cataclean is a complete fuel and exhaust system cleaner for all petrol, diesel and hybrid vehicles.

William Jones, Sales Director at Cataclean, said, “We’re delighted to join the IAAF. We are looking forward to becoming an active member and to the increased exposure for our product and brand that this will bring.”

Mike Smallbone, Head of Membership Development at IAAF, added, “We’re continuing to grow month on month, and we welcome Cataclean, who, we’re sure will be a valuable addition to the membership.”

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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.

PCL

PCL has strengthened its UK team with the addition of National Sales Manager Alan Findlow.

With extensive experience of working with end users and distributors both at home and abroad, Alan will use his knowledge and expertise to help companies whose operations have been affected

by COVID-19, and will focus on the UK market for tyre inflation and compressed air equipment.

On his appointment, Alan commented, “To work for a world leader that still has a UK production facility is a strong message to be able to take out to market. There is always going to be a demand for these products.

“We are facing unprecedented and challenging circumstances, but this is a good industry to be in, and all we can do as individuals and as a business is look after each other.”

Lee Wright, PCL’s Sales Director, added, “Alan’s dedication to building relationships and providing personal, tailored business support makes him a valuable addition to the team, and right now his role as National Sales Manager is an especially vital one.”

Schaeffler

Gates Josef Parzhuber has been appointed as EMEA President of Gates. Josef will report to Grant Gawronski, the company’s Executive Vice President and Chief Commercial Officer.

At Gates, Josef will be responsible for driving the strategic direction for the region and optimising performance for the regional business functions. Prior to joining Gates, he served as President and General Manager at Mann+Hummel, leading the global automotive aftermarket business since 2016.

“We are very pleased to have Josef join the Gates family,” said Grant Gawronski.

“He brings a wealth of global experience to the team, having successfully served in senior leadership roles for more than a decade while having a deep understanding of all facets of business, including sales and product marketing. He joins with a solid and strong team already in place to take advantage of EMEA market opportunities.”

Taking on the role of Schaeffler’s Operations Manager at its automotive aftermarket headquarters and warehouse facility in Hereford will be Philip Elson.

Phil is a familiar face in the aftermarket, having spent over 17 years in a variety of senior management roles at Mann+Hummel.

Managing Director, Nigel Morgan, is happy to have secured Phil’s services and said: “I am very pleased to welcome Phil to the Schaeffler family. He comes with a vast amount of operational experience and will fit right in as we continue to both improve our customer service levels and develop the business in the UK and Ireland.”

KM Tools

KM Tools has appointed Neil Harrison as Sales Manager.

Offering a wealth of technical know-how and experience in sales management, Neil is well placed to meet the engineering challenges of the company’s customers.

Neil has built his career delivering technical solutions to leading OEMs in the automotive, aerospace, oil and gas, chemical, and transport sectors.

He joins KM Tools having most recently been National OEM and Technical Sales Manager at Wheelabrator. He also has an extensive background in developing business for multiple UK organisations,.

“I’m delighted to be joining KM Tools,” Neil said. “The technical capabilities of the business and its customers match well with my experience in previous roles.”

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PEOPLE & INDUSTRY

IAAF UPDATE

“End of MOT extension will make the road safer,” says IAAF

U P D A T E The Independent Automotive Aftermarket Federation (IAAF) has welcomed the news that motorists will no longer be able to extend their MOT for six months from 1st August.

According to the IAAF, this will not only significantly increase road safety, but will provide a much needed boost to the automotive sector overall.

The federation previously stated that delaying MOTs for a six-month period would cause ‘huge challenges’ for the sector, as it would inevitably result in thousands of dangerous vehicles in operation, posing huge safety risks. The IAAF believes the announcement will ensure this number is significantly reduced.

Wendy Williamson, IAAF Chief Executive, commented, “The entire automotive aftermarket needs this news, and it will have a positive effect on many businesses. As people begin to head back to work, the number of cars on the road will inevitably rise, with more people set to avoid public transport and rely instead on personal mobility.”

The IAAF is now urging the industry to encourage drivers that have previously made the decision to extend their MOT to bring their vehicle in as soon as possible.

Wendy added, “We’ve already been hearing from members who have experienced concerning issues first-hand, whereby customers have been driving around in vehicles that are a threat to the safety of the driver and the general public.

“This move will reduce the number of motorists driving un-roadworthy vehicles and will benefit the aftermarket, as more cars are brought in for essential testing, service and repairs.”

For more information, go to www.rdr.link/FR002

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BUSINESS & TRAINING

Getting a move on

CUSTOMER TIPS

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With lockdown being eased, Exide Technologies provides some tips that can be passed on to customers about maintaining a vehicle’s battery in the current climate.

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hroughout the recent lockdown, vehicles were left parked in the drive and were not used for long periods of time. While activity levels are slowly picking up again, we will continue to see altered driving patterns and reduced mileage for some time.

Car batteries struggle during extended periods of vehicle downtime. Batteries of more than four years old are especially likely to have started the lockdown with reduced capacity due to their age, so they are more likely to experience problems.

Older batteries often have underlying issues that do not surface until winter, when lower temperatures create increased demand for cranking power.

The maintenance of every battery

requires care and attention. With long periods of vehicle downtime, the battery management system could estimate the state of charge incorrectly.

Charging is key

To prevent problems, the battery can be charged with a battery charger, such as the Exide 12/7 or 12/15. These change mode and act as a maintenance charger once the battery is fully recharged, keeping it in a proper state of charge and preserving its service life.

Going the distance

From a consumer perspective, going for a weekly shop by car may not be enough to

keep the battery healthy. Ideally, the travel should be around 15km-20km, with a stretch of motorway to give the alternator a chance to properly work.

In this period of reduced service, remember that most workshops continue to work in some capacity. They will be able to test batteries using professional testers such as the EBT965P, and possibly recharge them if needed.

For more information on Exide’s range of battery equipment, go to www.rdr.link/FR003

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BUSINESS & TRAINING

SALES SUPPORT

Kalimex’s Chartered Marketer, Dee Blick, discusses how Kalimex can help motor factors boost their sales in the wake of the COVID-19 lockdown.

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s businesses begin to emerge from lockdown, removing the ‘Closed’ sign from their doors with a sigh of relief, it is imperative that motor factors inform their customers that it is very much business as usual. Businesses should make their customers aware of any improvements to their service, and they should remind them of the trade quality products that they stock.

One thing is for sure – motorists that were tempted by a new vehicle prepandemic will now be focusing on keeping their existing vehicle on the road. As a result, their technician will be on speed dial.

This puts factors in an excellent position; they can help their trade customers to help their customers by supplying them with products developed for the trade and endorsed by the trade.

Enter Kalimex

As consumers take to the road more often and for longer periods of time, garages will be increasingly busy. With this in mind, how can Kalimex help factors to take advantage and boost their sales?

We have supplied trade quality products to the professional motor factor for three decades, and here are our top six trade trusted products that factors can promote to their trade customers.

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Quiksteel: Quiksteel is a must have product for any technician. This industrial strength epoxy putty will bond to any hard surface and is ideal for repairing damaged fuel tanks, blowing exhausts, cracked sumps, leaking pipes and many other emergency vehicle faults. Quiksteel cures steel hard in minutes and withstands up to 300°C.

K-Seal Multi-Purpose Coolant Leak Repair: This multi-purpose coolant leak repair is a safe and reliable way to repair leaks in all parts of the cooling system. These leaks can often be expensive to repair, so K-Seal is the solution for getting a technician’s customers back on the road until they can pay for a mechanical repair or replace the vehicle. We can attest that a repair made with K-Seal is guaranteed for the lifetime of the engine.

Diesel damage

With so many vehicles off the road or carrying out short journeys, diesels are suffering from neglect. DPFs will be clogging up with soot as they fail to regenerate correctly. JLM products from Kalimex offer a variety of maintenance and repair solutions to help technicians get their customers back on the road and keep them there. With main dealers and DPF cleaning services not always available, independent technicians can use JLM products to carry out this work in-house.

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BUSINESS & TRAINING

Catalytic Exhaust Cleaner: This preventative treatment is simply added to the fuel to clean out the fuel system, improve emissions and keep exhaust filters clean.

There are separate dedicated formulas for both diesel and petrol. Motorists should use this on a regular basis, especially for low mileage vehicles, to maintain optimal performance.

DPF Cleaner: Containing Platinum and Cerium, this treatment will safely and effectively help the DPF to regenerate at a lower temperature, removing soot and restoring performance. It should be used at the first warning light.

Professional DPF Cleaning Toolkit: Once the DPF is overloaded with soot, which is expected to happen more frequently due to low mileage journeys, the vehicle will go into limp mode. Rather than sending customers to a main dealer or sending the DPF offsite for cleaning, technicians can use the JLM DPF Clean and Flush Toolkit to clear the DPF without having to remove it from the vehicle. This saves their customers time and money, and enables them to keep the work in-house.

Diesel Extreme Clean: This product is the perfect tonic for diesels that have been neglected for some time. A single treatment will clean the fuel tank to the exhaust, and it even contains a shot of DPF regenerative additive to help clear out the filter.

SALES SUPPORT

“Here are our top six trade trusted products that factors can promote to their trade customers.”

With JLM products, garages can help repair diesel issues and clean parts such as DPFs and EGRs, enabling them to keep their customers’ vehicles in good shape and on the road for longer.

The writing is on the wall Now is the time to fly the flag for all that is great about your business and get it back on track. Look out for Kalimex’s Accelerate Programme – developed to help professional motor factors sell more high-margin products – with special promotions, special offers and great point of sale materials.

For more information online, go to www.rdr.link/FR004

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE SUMMER 2020

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MOT OR

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PROFESSIONAL

S E R V I C I N G ■ R E P A I R ■ D I A G N O S T I C S ■ M O T THE TRADE MAGAZ INE FOR SERVICING AND REPAIR PROFES SIONALS

MOVING ONL

PMM helps steer you toward INE s your ideal online training provid er Also inside...

FlexRay and the new generation of automotive communication buses

TECHNICAL TIPS AND CLINICS

First up, Rotronics takes PMM readers through its battery testing offering, and explains how to solve common battery failure caused by vehicles remaining stationary during the lockdown period. Ken Clark, the company’s Managing Director, discusses how such failure occurs when vehicles have remained stationary for long periods of time, and outlines the solutions to a number of issues that workshops might face upon diagnosis. The company offers a wide range of battery testers and chargers for customers suffering from battery failure, and recommends that all workshops are equipped with testers that are able to test both EFB and AGM batteries. As such, Rotronics recommends the use of the Midtronics CPX900 (Conductance Profiling Battery and System Analyser) on vehicles belonging to customers that have fallen into the trap of running their vehicles for a few minutes and taking short drives, which often causes more deterioration than not driving at all.

The Midtronics CPX900, for example, is ideal for this use, as it services modern vehicles and battery technology with reserve capacity problems.

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

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

Next up is Business & Training, which details MEWA’s solution to costly spillages.

Spillages of engine oil, hydraulic fluids, antifreeze, and grease are unsurprisingly common within the workshop. However, although common, the company’s UK Country Manager, Günes Yenen, explains that such spillages pose a huge safety risk. The common solution of rags and spill kits are inefficient and often costly, as they are often singleuse. As such, MEWA has developed an efficient solution in the form of absorbent mats. Its Multitex mats are designed so that fluid is transported immediately from their exterior to their absorbent, inner cores. A single mat can absorb up to three litres of fluid before needing to be replaced, eliminating the need for solutions such as rags. The mats are also part of the company’s reusable service offering; used mats are collected by the company, washed, and returned, clean and ready for use again. MEWA has also developed a container, SaCon, for the safe storage of the mats prior to their collection. A clean SaCon is returned with each fresh batch of Multitex mats, providing an excellent spillage solution.

Mark Sweetman, Managing Director of Sealey, then outlines why the company has decided to stock products from Worksafe, and how Worksafe products can benefit the automotive sector during the pandemic. Mark explains that the company’s range offers a number of options for PPE, such as its collection of safety gloves. The collection presents a wide range of protection to choose from, from general purpose gloves to anti-vibration, anti-slip, anti-cut options to welding gauntlets, allowing both technicians and the workplace itself to be as uncontaminated as possible. Furthermore, the Worksafe range also includes face masks, ranging from single-use to FFP3 valved cup masks, which provide a high level of protection that conforms to stringent EN standards. The demand for PPE remains high in all sectors, and, as Mark explains, “employee safety is paramount”. As such, it is beneficial for factors to cater to this demand and maintain the safety of the automotive industry and those within it.

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16 PROFESSIONAL MOTOR FACTOR SUMMER 2020

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Next up is Exhausts & Emissions, which sees the owner of Offmore Road Garage, Neil Chapman, explain the benefits that his workshop has been able to reap from the use of FlexFuel’s services. After being contacted by the company, the garage began to offer FlexFuel’s hydrogen engine cleaning service, the benefits of which Neil witnessed firsthand during a demonstration. Following the demonstration on a van, he observed the engine to be “smoother, quieter and more responsive”, cementing the service as an excellent add-on for any workshop. The benefits to the service, however, are not limited to its effect on engine efficiency – there are also environmental benefits. The hydrogen engine cleaning service is also seen to improve emissions, with Neil explaining that “we have had many cars in that have failed their MOT horrendously on emissions, and after running a FlexFuel treatment, we have been able to pass them”. As a non-labour-intensive service, the FlexFuel treatment is a highly profitable potential source of revenue for workshops getting back on their feet following the lockdown.

Moving on to Diagnostics & Engine Management, Dominik Overmann, Head of the Electronics Product Team at Meyle, suggests how workshops can adapt their approach to repair and maintenance, in response to the rise of ADAS. As the number of sensors within a vehicle increases, so does the complexity of the repair. This rise means that the demand for sensor repair is also increasing, so it is imperative that

technicians adapt by expanding their knowledge of the sensor systems of a vehicle. As Dominik explains, “an extensive know-how about the technology and how to change sensors is required” on both diagnostic and repair levels, first in “how to operate with a diagnostic device and ‘get into the car electronics’”, and secondly in expertise in how to change the part, which also requires the latest technologies. As such, factors can benefit from the rise of ADAS by providing workshops with the latest equipment from Meyle, as sensor repairs become a promising source of revenue to help workshops return to a sense of normalcy.

INSIDE THE ISSUE PROFESSIONAL

F R T E R E A

MOTOR

T T O H E

SUMMER 2020

D

E

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

THE TRADE MAGAZINE FOR SERVICING AND REPAIR PROFESSIONALS

MOVING ONLINE PMM helps steer you towards your ideal online training provider Also inside...

FlexRay and the new generation of automotive communication buses

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

BUSINESS

& TRAINING

Keep your tools SAFE With many technicians temporarily shutting up shop due to lockdown measures, tools have been left unattended and vulnerable. Although lockdown has started to ease, tools still need to be kept safe, and The Tool Register may be the perfect way to do it.

Finally, A/C & Thermal Management details how Dayco is helping VMs adapt to ever-stringent emissions standards. Central to the adherence to these standards is effective thermal management, which Dayco has catered to through the development of its electric water pumps. For effective thermal management, engines must reach their operating temperatures as quickly as possible and maintain the performance. Electric water pumps allow for this because they can be activated instantly to provide an immediate response to coolant temperature changes, and, as such, they have begun to be used widely in vehicle manufacturing. VMs have also begun to integrate the water pump into the primary drive (timing) system, rather than it being driven by the auxiliary belt. As such, technicians will begin to come into contact with the water pump more often, which will allow them to evaluate its condition. As a result, more will be found to be faulty or in need of replacement as best practice. Sales of the water pump, therefore, are on the rise, and factors will be able to benefit from stocking such components as the newer vehicles begin to enter workshops.

ased in Cholsey, South Oxfordshire, uWatch Ltd recently launched a new smartphone app called The Tool Register, which is available on both android and iOS. The app aims to make tools ‘too hot to handle’ and therefore very difficult to re-sell. This is called ‘the market reduction approach’ and is the best solution to reduce theft in the long term.

Tool theft costs tradespeople £100 million per year and ruins livelihoods. This type of crime is increasing year on year which is evident by increased insurance claims.

To truly understand the severity of the problem, uWatch Ltd met with over 30 police constabularies across the UK. However, it became apparent that there was no system in place which empowers tradesmen to securely register their tools and identify stolen ones.

The market reduction approach lowers the crime rate by reducing the opportunity for thieves to resell what they have stolen. If you can’t sell the tool you have stolen, why would you steal another one?

The Tool Register adopts this philosophy but firmly puts the ability to identify stolen goods in the hands of the tradesmen and general public as well as the police.

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How does the app work?

The app allows tradespeople to record pictures and details of their tools and receipts on a secure cloud server which holds the ISO27001 certificate. This list of tools can then be downloaded as a PDF and sent to the police and insurance companies Users can very quickly report tools as stolen or lost from the app. This sends an instant alert to all other local registered users,

warning them a theft has just happened. This allows them to make sure their tools are secure and to keep an eye out for suspicious activity. After tools are reported stolen, they appear on ‘Dodgy Gear’ – a search engine for stolen goods which can be freely accessed by any member of the public or police.

Before purchasing an item (online or at a market) you can very simply check on Dodgy Gear to make sure the item you are about to buy is not listed as stolen.

You can search for the tool by serial number, model number, brand, tool type and description.

If the tool you are looking at is displayed you can do three things: ■ Take picture of vendor or URL ■ Share the tool picture and information ■ Directly contact the original owner

through the app

Subsequently, the original owner will get an alert on their app, informing them that their tool has been found and the repatriation process can begin.

This is a huge deterrent to thieves, knowing that anyone can very easily use an app to check what they are selling is legitimate. By definition, if every tool was registered on this system today, then any tool that is now stolen could be identified by any member of the public.

“The Tool Register will lead to a longterm decline in the theft of tools. The only requirement is that lots of people sign up nationally and therefore everyone is not only reporting tool theft but helping to identify stolen ones, and most importantly, getting them back to the original owner,” commented Louis Bennett, Product Manager at uWatch Ltd. YOU CAN DOWNLOAD OR FIND OUT MORE ABOUT THE TOOL REGISTER APP IF YOU WWW.RDR.LINK /AR012

22 SUMMER 2020 PMM

EXHAUSTS

& EMISSIONS

A/C

CLEARING the air

CLEANING Offmore Road Garage was one of the first in the UK to sign up to FlexFuel, with owner Neil Chapman clearly seeing the benefits. The garage, located near Kidderminster, caters for all types of servicing and MOT requirements, with hydrogen cleaning a popular offering. PMM finds out more…

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32 SUMMER 2020 PMM

ensuring a good decarbonising around the flap as well as in the channel itself.

Business benefits The FlexFuel clean requires minimal effort, and once running, technicians can get on with other jobs.

“It is not labour intensive, we just check the vehicle is running effectively while it is cleaning, then the vehicle is ready to go,” Neil commented. “You free yourself up to do other work and, therefore, potentially double your work rate and income from jobs.”

When asked about tips for using FlexFuel, Neil elaborated, “You have to talk to customers about the service, telling them about the benefits and the reasons why they should consider it. I have said to customers that if they do not feel a difference, they can have their money back. I’ve never had to refund a customer.

“It is an additional revenue stream. We can put it on as a service and sell it as an annual package, encouraging customers to come back and ensure their vehicle retains its best possible performance.”

n order to protect against harmful particles and boost the efficiency of the air conditioning system, UFI Filters recommends replacing the air cabin filter regularly: every 15,000km – even at shorter intervals in particularly dusty areas – or at the latest, every six to 12 months. This operation is crucial for guaranteeing health and comfort inside the vehicle.

The company also advises that the selected filter corresponds to the application suggested in the catalogue – the use of incorrect part numbers is a frequent cause of malfunction, and may even result in the collapse of the filter. Garages should follow service procedures as suggested by the vehicle and filter element manufacturer in order to achieve the best possible service operations and prevent functionality issues.

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beyond the engine

ffmore Road Garage is an independent workshop that has been operating for 18 years, employs four technicians and sees a steady stream of customers taking up its offer of servicing and repair. Since late 2018, the site has also been offering FlexFuel hydrogen engine cleaning, a service that is becoming popular across the country.

“FlexFuel contacted me and offered to conduct a demonstration on my own van,” Neil explained. “The guys did a clean on it, and when I took it out afterwards, I could immediately feel the effect; the van ran smoother, quieter, it was more responsive, almost like a different vehicle.

“At that point, I could understand what the FlexFuel process did and decided to take the machine on.”

There was also the environmental aspect to consider: “FlexFuel is good for the environment. We have had many cars in that have failed their MOT horrendously on emissions, and after running a FlexFuel treatment, we have been able to pass them.

So, taking these vehicles and improving their emissions is only a good thing,” added Neil.

Ensuring a thorough clean is essential as Neil noted: “One of the factors that I was interested in is the EGR pilot, which we can connect subject to accessibility.”

The EGR pilot pulses the EGR valve,

& THERMAL MANAGEMENT

“You free yourself up to do other work and, therefore, potentially double your work rate and income from jobs.” has now reopened, and business is returning to a ‘new normal’.

“Throughout lockdown, FlexFuel has been on hand to provide support where we needed it,” Neil continued. “I work with dozens of suppliers, and FlexFuel I see as a true partner. It is not only my view, but the view of countless other partners within the FlexFuel network. We will soon be provided with our own FlexFuel safety masks, and the team has been constantly in touch to see how we are managing.”

The Hy-Carbon machine sits perfectly alongside Offmore Road Garage’s wider car servicing offering. There are no consumables and no maintenance required, it is 100% standalone and requires next to zero manual intervention – ideal under current safety guidance.

PMM speaks with UFI Filters, a leading company in filtration and thermal management, to find out its top tips for the proper replacement of cabin air filters.

Common fitment errors

Dangerous knock-on effect

■ The filter cannot be located, with the

The poor fitment of a cabin air filter, or failure to replace it at the recommended intervals, can lead to a number of dangerous risks: ■ An accumulation of harmful gases, unpleasant odours and airborne particulate matter that trigger allergies, throat discomfort or sneezing ■ Fatigue and poor concentration after prolonged driving ■ Poor visibility due to condensation that builds up on the windscreen and side windows

disassembly/assembly procedure only partially understood ■ Residue in the filter housing is not

removed and the housing is not properly cleaned – if necessary, use an antibacterial spray ■ The replaced filter is not perfectly sealed

in its housing, e.g. as the new filter is not the same as the one being replaced ■ Noises or leaks are not identified after

replacement

HOW TO To properly illustrate how a technician should go about installing a cabin filter on a vehicle, UFI Filters has provided brief step-by-step guidelines for a Vauxhall Adam 1.0 SIDI Turbo.

Locate the filter underneath the glove box

Remove the filter box cover

Check the compatibility between old and new filter

Insert the new cabin filter in its housing

Pull out the cabin filter from its housing

Coronavirus response On March 24th, following the Government’s initiation of lockdown procedures, Neil decided to close the garage. With new procedures in place, Offmore Road Garage

FOR MORE INFORMATION ON FLEXFUEL,

Close the housing with the appropriate cover

WWW.RDR.LINK /AR023

TO FIND OUT MORE ABOUT UFI FILTERS’ RANGE OF PRODUCTS,

WWW.RDR.LINK /AR028

PMM SUMMER 2020 45

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PROFESSIONAL MOTOR FACTOR SUMMER 2020 17

MARKET TRENDS & ANALYSIS

©Alex/AdobeStock

018_PMF_SUM20_Layout 1 24/07/2020 10:44 Page 28

DATA

Aftermarket trends COMPARING NET SALES FROM FACTORS TO GARAGES IN THE SECOND QUARTER OF 2020 WITH THE SAME PERIOD IN 2019.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

-15.5%

-16.0%

FILTERS

-20.0%

-20.7%

ELECTRICAL

-46.8%

-32.8%

FUEL – ENGINE MANAGEMENT

-22.8%

-14.0%

COOLING – HEATING

-15.1%

-3.8%

BRAKE FRICTION

-25.7%

-24.1%

LIGHTING

-50.2%

-46.4%

LUBRICANTS – FLUIDS

-13.9%

-13.2%

WIPERS

-33.3%

-30.6%

CLUTCH FRICTION

-29.9%

-24.7%

ENGINE PARTS

-18.6%

-14.7%

EXHAUSTS

-34.4%

-27.7%

IGNITION

-32.7%

-26.5%

FLEXIBLE MOUNTINGS

-29.1%

-24.6%

STEERING – SUSPENSION

-40.0%

-35.1% -25.6%

TRANSMISSION

-19.8%

BATTERIES

35.3%

53.1%

HYDRAULICS

-39.0%

-22.8%

COMPARING NET SALES FROM FACTORS TO GARAGES IN THE LAST FOUR WEEKS OF THE SECOND QUARTER OF 2020 WITH THE SAME PERIOD IN 2019.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

2.9%

5.9%

FILTERS

15.8%

4.4%

ELECTRICAL

-21.4%

8.5%

FUEL – ENGINE MANAGEMENT

13.9%

22.5%

COOLING – HEATING

20.7%

41.4%

BRAKE FRICTION

2.3%

5.6%

LIGHTING

-21.9%

-17.1%

LUBRICANTS – FLUIDS

10.5%

20.8%

WIPERS

12.0%

15.9%

CLUTCH FRICTION

-9.1%

-3.9%

ENGINE PARTS

11.9%

15.5%

EXHAUSTS

-5.0%

8.5%

IGNITION

-6.3%

2.6%

FLEXIBLE MOUNTINGS

-3.6%

-0.5%

STEERING – SUSPENSION

-16.5%

-8.9%

TRANSMISSION

29.6%

-0.2%

BATTERIES

50.9%

70.6%

HYDRAULICS

-18.0%

1.8%

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18 PROFESSIONAL MOTOR FACTOR SUMMER 2020

Factor-Sales returns to demonstrate how COVID-19 has affected key product categories in the UK aftermarket, with the pandemic resulting in some startling results.

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he tables to the left are based on sales transactions and credit notes collected daily from over 800 motor factor sites.

The numbers from the second quarter’s last four weeks, when compared to the same period last year, show a slightly more encouraging picture than the last quarter of the year to date. Of course, the reports have been run at Product Category level, but the Factor-Sales data splits it down to Sub Category and Sub-Sub Category where necessary. So, for example, Brake Friction Discs are up 4.9% in units and 8.6% in value, whereas Pads are only up 2.3% in units and 3.7% in value.

COVID-19 has certainly had the anticipated impact on the industry, as many garages closed. However, recent government statistics show that well over 90% are open again and, with the MOT requirement coming back from 1st August, we will undoubtedly see further good news.

Of course, vehicles with a six month exemption will still carry that, but they will gradually be brought back in and many will need to be made roadworthy.

If the system isn’t sufficiently monitored to ensure that motorists comply, this might cause problems. On top of this, we simply don’t know whether some families will decide that they can do without a second car, as working from home has proven to be perfectly viable for many.

Throughout the pandemic, the big news story has clearly been the battery market; in what is traditionally a slow period of the year for battery manufacturers, demand has surged.

This is a result of vehicles being left idle for too long and consequently failing to start on demand, with the battery simply running down.

For more information on Factor Sales’ data, go to www.rdr.link/FR005

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PMF Page Grid_Layout 1 22/07/2020 09:26 Page 1

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BRAKES & CLUTCHES

Copper-bottomed brakes Juratek’s Engineering Manager, Bradley Hill, discusses the measures that the company is taking to reduce the harmful particles in friction materials. ©ezstudiophoto/AdobeStock

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recent report from the parliamentary Air Quality Expert Group detailed that ‘pollution from tyre wear and brake dust contributes to half of the particle pollution from road transport’. It is clear that the action of two surfaces rubbing together, like brake pads on brake discs or tyres on the road, will cause wear to both surfaces.

In the case of brakes, about half of this wear debris is liberated into the air, with some of it dispersed to the roadside, whilst the rest sticks to the wheels of the car and the vehicle body in close proximity to the wheels.

American action As a result of this, both California and Washington states have imposed regulations to reduce copper and other heavy metals from being present in braking products. The first level of the legislation began in 2014 in California and in 2015 in Washington. All brake manufacturers and importers were required to self-certify that their brake pads contained no more than 0.1% by weight of asbestos, cadmium, chromium, lead, and/or mercury.

On 1st January 2021, the second phase of the legislation will go into effect. This phase will require brake manufacturers and importers to self-certify that their brake pads contain no more than 5% by weight of copper. By 2025, this must be less than 0.5%.

Preparing for European application Of course, this law does not apply in Europe. However, the principles behind it are to everyone’s benefit; reducing harmful pollution is good for everyone.

Like others in the industry, Juratek has been rightly concerned about the health hazards that might be posed by brake wear debris, and for some years now, our range of brake pads has been fully environmentally friendly, with all of our pad materials being free from heavy metals and copper. This presented our product development team with a significant challenge – to ensure that the products still had industry-leading standards of performance and freedom from noise and judder, whilst retaining reasonable pad and disc life. In summary, our aim was to ensure Juratek pads provide premium service performance, without costing the earth.

Obviously, governments are looking to go further than just restricting the use of some of the more problematic ingredients of brake pads. It has been established that this wear debris, or particulate matter, which is a mixture of both pad and disc debris, ranges in particle size from > 100 µm to approximately 0.1 µm, with some of it falling in the critical respirable range of 10 µm to 1 µm.

Reducing particle emissions further will require a much broader approach across a number of fronts, so we are seeing special hard coatings being applied to the surface of brake discs to reduce their wear rates, with carbon-ceramic discs offering reduced wear, albeit at a significantly higher cost.

The industry is also exploring partially enclosing brakes and fitting them with filters in order to capture the bulk of the particulate emissions, so it seems likely that the final outcome will be a combination of measures.

For more information on Juratek’s copper free pads, go to www.rdr.link/FR006

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PROFESSIONAL MOTOR FACTOR SUMMER 2020 21

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BRAKES & CLUTCHES

Coming together

PMF looks at how braking supplier Shaftec has adapted its processes to help one of its biggest customers, Autosupplies, throughout the COVID-19 pandemic.

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he past few months have been challenging for everyone, not least for the automotive aftermarket. The arrival of COVID-19 signalled the start of some of the hardest business months on record. With lockdown in place and a large proportion of the population forced to work from home, vehicles sat idle and many businesses, from independent garages and motor factors through to component suppliers, were forced to either close or furlough employees and operate with a skeleton staff. Nevertheless, many in the aftermarket remained calm and continued to help each other.

good few months’ worth of stock and our customers largely requiring fewer parts due to their customers either closing or running at a significantly reduced capacity, we’ve still been able to meet all of our commitments over the past months. As well as range and availability, we’ve worked with our customers where possible to be flexible with terms, including the number and frequency of deliveries and carriage terms. I honestly don’t believe any of our motor factors were prejudiced in any way by seeing a drop in range, availability or delivery.”

A helping hand

Managing Director of the Autosupplies Group, David Clarke, is in complete agreement. He explained that as a result of a combination of the hard work and willingness of the remaining staff and the partnership of suppliers like Shaftec, by the start of July, the Autosupplies Group was back to full efficiency.

“As soon as the lockdown measures were announced, business dropped considerably,” said David. “Operating three motor factors across Chesterfield and Yorkshire, each business fared differently depending on both the number of garages and competitors being open and their workloads. But across the board, it’s fair to say that the whole of April and the first couple of weeks of May were very difficult.

Shaftec Director, Tom Curtis, explained, “As with all our customers, during ‘normal’ times, we work closely with Autosupplies to predict what they will need during any given month. This allows us to forecast the numbers of components and variation in range that they will need to offer a seamless supply. As one of our biggest customers, the Autosupplies Group has worked with us for 15 years, taking a large supply of the full range. This means we have a significant amount of data to work with, and so we were able to ensure continuity of range and availability, as well as uninterrupted delivery throughout the crisis.

“Despite having to furlough 90% of our employees, a combination of us carrying a

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22 PROFESSIONAL MOTOR FACTOR SUMMER 2020

On the up

Staying open, maintaining close communication with our customers, providing good customer service and having good stock availability was key, as it dictated how we would emerge when restrictions eased.”

With the business climate looking sunnier, things are definitely looking up. In fact, things are moving so fast – helped in no small way by the hard work of industry bodies such as the IAAF to overturn the MOT extension – that in the past few weeks, the Autosupplies Group has recruited 10 more staff and also increased its fleet of delivery vehicles.

“I’d like to take the opportunity to applaud all those who lobbied at local and national levels to bring back the normal MOT testing frequency,” added David. “In line with the IAAF, we were very vocal in our thoughts on this. We made it our business to advise our customers to communicate to their customers the dangers of delaying these tests. In our area, figures show that initially our MOT stations were running at 25% testing during April and May, and throughout June and July, this has risen to 90%. The news that motorists will no longer be able to extend their MOT for six months from 1st August will not only significantly increase road safety, but will give a much-needed boost to the automotive sector overall.”

“Getting the industry moving again has

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BRAKES & CLUTCHES

been a real team effort,” Tom Curtis concluded.

“Everybody has had to make compromises and be flexible. I’m proud of the relationships we have with our motor factors and proud of the Shaftec team who have really gone the extra mile to get things back to some kind of normality. Even though at the end of July we’ll still have some of our employees furloughed, we’ve introduced a collection of new-to-range parts over the past few months. Working together as an industry really proves your commitment to the cause. The last few months have shown me that it really is a case of what you can do, rather than what you can’t.”

For more information on Shaftec and its products, go to www.rdr.link/FR007

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DIAGNOSTICS

Getting on board

Julian Goulding, Marketing Manager at Delphi Technologies Aftermarket UK, discusses how motor factors can take advantage of the growing demand for OBD tools.

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24 PROFESSIONAL MOTOR FACTOR SUMMER 2020

B

eing able to supply a quality onboard diagnostics reader that’s accurate and fast is a sure way for motor factors to find favour with timepressed modern-day workshops.

With modern vehicles containing anything up to 50 computers, the completion of everything from complex repairs to simple routine maintenance often requires access to a car’s ECU in order to clear a fault code or program in a replacement component.

Such an undertaking isn’t restricted to main dealers or the more tech-savvy independents either; the growth of onboard electronics means that it’s unusual for any workshop or technician not to have to delve into an ECU as part of their everyday operations. What’s more, with the growth of new technologies, such as hybridisation and active safety systems, the number of components that rely on electronics will only continue to increase.

It was only as recent as the early 2000s that systems such as fuel, air-conditioning and braking were still largely mechanical.

This fast-evolving shift from mechanical to electronic operation for many functions has

meant that technicians and garages have had to overhaul their tool cabinets as well as the way in which they approach everyday jobs.

As Julian Goulding, Marketing Manager at Delphi Technologies Aftermarket UK, explains, this shift presents an excellent opportunity for motor factors. Julian commented, “Not only has the rise of electronics increased the portfolio of car components that motor factors are able to supply, it has also opened up a potential revenue stream for the tools that are required to service such advanced systems. A good OBD tool is now every bit as essential to a garage as a spanner is.

“As an illustration of how vital this piece of equipment is, you only need to look at air filter replacement on many modern cars. Where this was once a straightforward remove and re-fit job, a diagnostic procedure is now required to tell the ECU that it has been replaced, and in turn ensure the correct air flow measurement is calculated. The same is true for windscreens – on vehicles fitted with Advanced Driver Assistance Systems, or ADAS, technicians will now need to perform a static or dynamic calibration when replacing one to ensure these safety-critical systems function as they should. To achieve this, you need a diagnostic tool.”

024_PMF_SUM20_Layout 1 24/07/2020 10:14 Page 25

DIAGNOSTICS

The Delphi difference

Going for quality With a workshop being increasingly dependent on an OBD tool, it’s essential that any equipment provided by a motor factor is of the highest quality. As with any tool, the cheapest is very rarely the best, and supplying an unknown item can have catastrophic results for a workshop in terms of throughput and revenue should it

fail. By providing a proven OBD tool, especially one that has optimised applications, customers can perform tasks as efficiently as possible, retain work and increase the profitability of each job.

Julian added, “With our OBD tools, we use our OE-expertise to provide the perfect, reliable solution for customers to read fault codes, view live data and perform adjustments across a wide range of functions and vehicles. At the same time though, we also add in several time and money-saving features to enable quick, easy and accurate diagnosis, which really helps workshops in minimising downtime.

“It’s features like these that set OBD tools apart. From our perspective at Delphi Technologies, our tools are set apart by the technical support that we provide motor factors in the sale of our OBD tools. With this back-up, class-leading products and the availability of training to boot, our offering represents a very strong proposition for workshops and motor factors that want to fully capitalise on the needs of the increasingly complex market and set themselves up for future success.”

Delphi claims that its diagnostic offering is like no other on the market.

Here’s why: 씰 User-friendly software with built-in features such as intelligent system scan, VIN recognition, help files and technical information for quick and accurate diagnostics 씰 Powerful VCI with integrated flight recorder, battery voltage monitor and LED flashlight 씰 Availability of car and heavy duty software packages 씰 Supports extensive vehicle database with three major, easy-to-install software updates per year. 씰 Choice of hardware platforms for greater workshop flexibility 씰 Range of additional accessories available 씰 Full service support including technical hotline and training

For more information on Delphi Technologies’ OBD tools, go to www.rdr.link/FR008

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DIAGNOSTICS

Diagnosing your sales solution Hella Gutmann Solutions’ Head of Business Development, Neil Hilton, lays down his top tips for motor factors looking to develop their diagnostic equipment sales.

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oday, diagnostic tools are a necessity for the independent workshop to compete effectively with original equipment franchisers. Forward-thinking factors are ideally placed to focus on this product line as an additional revenue stream. To maximise sales, factors need to position themselves as reliable specialists and promote to their customers the benefits of diagnostic tools and the added value they bring.

At Hella Gutmann Solutions (HGS), our mega macs range of tools is highly regarded within the field; we aim to provide the aftermarket with a quality, multi-brand diagnostic capability, allowing it to compete directly with vehicle manufacturers’ (VMs’) franchised dealers.

The tools provide the perfect opportunity for workshops to future-proof their business, as they are able to quickly and accurately diagnose faults and institute a resolution, saving time and money.

Nowadays, if only to reset the servicerelated warning lights, even the most basic service requires the use of diagnostic equipment. Indeed, one of the characteristics that sets the HGS mega macs range apart is its ability to prompt users to the VM’s online service schedule in order to electronically update the vehicle’s digital service record. Without fulfilling this function, it’s common for the service-related warning lights to come back on and, in extreme cases, for the vehicle to go into limp mode, as the VM’s online system does not acknowledge that the vehicle has had the required service and is therefore unable to verify its safety.

On top of this, another problem persists when technicians use superficial diagnostic test results. For example, some use fault codes to automatically change what could be the faulty component without considering what might have actually caused the issue or whether an underlying

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26 PROFESSIONAL MOTOR FACTOR SUMMER 2020

matter is ultimately responsible.

Although a tool might display the fault codes that identify a problem with the EGR valve, further diagnosis should be carried out before assuming a simple replacement will solve the problem. When most common components are replaced, they will also require a basic setting or adaptation before they operate correctly.

By contrast, the mega macs diagnostic tool range, in addition to highlighting the fault codes, will direct the technician to a series of potential causes for the fault.

Whilst this may or may not be remedied by the replacement of the EGR valve or the other component, it will allow technicians to get to the actual source of the problem and undertake the correct repair.

Unfortunately, simple replacement remains one of the primary reasons for drivers to return their vehicle to the workshop with a

recurrence of the fault, which incurs costs to the workshop and inconvenience to the customer. It is also a big problem for factors that constantly have parts returned when they have not resolved the fault for the workshop.

In line with HGS’s commitment to technical excellence, every product licence includes access to a free technical support hotline offering high-level technical support from a team of experts in the UK, supported by more than 100 master technicians in Germany.

To enable factors to comprehensively sell the best tool for their customers’ requirements, HGS has provided the following selling points of each of its mega macs tools:

mega macs 56

The mega macs 56 has become the most

HGS’ mega macs 56 tool

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DIAGNOSTICS

mega macs PC Rugged Tablet

This tablet allows technicians to diagnose issues and it has similar capabilities as the mega macs 56. The PC version is an all-round powerful diagnostic solution that runs on a Windows-based Rugged Tablet, with full diagnostic and technical data functions that many workshops will find hard to beat.

mega macs 42 SE

A compact and lightweight diagnostic tool. the mega macs 42 SE has comprehensive vehicle coverage and is packed with features. It is popular with smaller workshops or mobile services and has many of the necessary capabilities they need to

popular model in the HGS range; it is more advanced than the 42 SE version and is highly portable, with Wi-Fi and Bluetooth VCI connectivity. It has all of the features needed for a typical workshop, is userfriendly, and also features the renowned ‘Real Time repair’ function and comprehensive technical data. HGS recommends this for mid-sized workshops that are looking to offer more diagnostic capabilities to their customers.

diagnose problems quickly and accurately.

For those just venturing into diagnostics or mobile ADAS recalibration, this is a great, portable option.

mega macs 77

The mega macs 77 tool is the most powerful diagnostic tool that HGS offers, and we recognise it as the leading device in the independent aftermarket. The tool allows up to 16 vehicle parameters to be viewed at any one time and provides a step-by-step guide through the measurement procedure, with detailed notes and instructions displayed on the device’s screen. It is ideal for larger workshops or those that specialise in diagnostics, as well as training centres.

For more information on HGS’ range of diagnostic tools, go to www.rdr.link/FR009

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PROFESSIONAL

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

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

029_PMF_SUM20_Layout 1 24/07/2020 10:16 Page 29

FILTERS

Breaking new ground Karl Ridings, UFI Filters’ UK & Ireland Sales Manager, provides an insight into the company’s engine air filtration technology, Multitube.

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irst launched in the Porsche GT2RS as OE, UFI Filters’ Multitube was recently included in the Hybrid Launch Edition version of the Fiat 500, a car that combines a naturally aspirated three cylinder Firefly GSE N3 engine with a 12 volt starter generator and a lithium battery.

To my mind, being included in an Asegment car that ranks amongst the most popular super-utility cars demonstrates the product’s amazing versatility and flexibility.

Kick-starting the revolution One of Multitube’s primary advantages is its geometric flexibility. This gives it modularity and, together with its ad hoc design, allows it to adapt to the special needs of VMs. It optimises the limited space available in the engine compartment and offers a wide range of possible developments for hybrid applications.

Due to its double tubular structure, which replaces the traditional air panel, the air filter has a cartridge that is up to 50% lighter. The two tubes on the Multitube are placed in an airbox designed and manufactured by UFI. The airbox is made of polypropylene, a light, deformation-resistant material. The filter box has also been streamlined, which makes the module 30% lighter, resulting in lower fuel consumption and lower CO₂ emissions.

Part of the revolution that we have tried to kick-start with Multitube is the

result of improved fluid dynamics in the flow of air to the engine. This minimises resistance, as well as pressure and energy loss, with a consequent increase in supply of power to the engine.

The special cartridge coupling system also attaches the cartridge firmly to the filter box, simplifying service operations and preventing the entry of dirty air into the engine, thereby guaranteeing an additional level of protection.

A step ahead With their vast experience and know-how in the development of new materials, our experts engineered a filter medium that consists of a rigid, non-woven filter media, with synthetic hydrophobic fibres. Structured according to a specific distribution gradient of diameter and porosity, the product keeps its full functionality constant throughout its entire life cycle. A traditional panel made of pleated cellulose that absorbs humidity would significantly reduce its filtering capacity due to the deformation of the materials, which would result in a negative impact on engine power.

What makes Multitube a cuttingedge product? I would say its improved flexibility, better fluid dynamics and lower weight, as well as its increased filtering

performance. We believe that the air filter guarantees filtering efficiency over 99.5%.

The versatility of the UFI Multitube is demonstrated by its use on a hybrid vehicle such as the Fiat 500, as is its capability to adapt to the needs of environmentally friendly engines by reducing emissions. Its use in an Asegment car paves the way for wider use of the product on the market. This will undoubtedly have a positive impact on the aftermarket, which will benefit from the uniqueness of a patented product featuring exclusive quality and performance.

For more information on the UFI Multitube, go to www.rdr.link/FR010

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FILTERS Mahle’s distribution centre

Avoiding cabin fever

Mahle Aftermarket’s Managing Director, Jonathan Walker, stresses the need for the aftermarket to make the most of the growing demand for cabin filters as a result of the COVID-19 crisis.

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here is no denying that the Putting quality first global pandemic is forcing There are all sorts of invisible the general public to be dangers waiting to enter a more aware and conscious of the vehicle such as mould, air they are breathing in on a daily bacteria and unwanted basis. This is intensified by new smells, and many legislation coming into play that conventional filters lack the requires people to wear a face technology to eliminate them. mask when travelling on public Although conventional transport or visiting retail shops. filters have often struggled to Although the world has provide a complete solution, changed dramatically over the last Jonathan Walker, Managing there are options available Director of Mahle few months, people are now that feature advanced Aftermarket beginning to adjust to a ‘new technology, helping to normal’ and are looking for ways to prevent the invisible danger of mildew and continue their daily life. Travel is key to this, mould spores that linger in the air from and there has been a spike in people entering the cabin. This ensures the air opting to use their personal car rather than conditioning system is kept clean and use public transport. mould build up is prevented, significantly With this in mind, and as motorists could benefiting a passenger’s health. be inside an enclosed space for any length For example, Mahle’s CareMetix cabin of time, a number of garages have filter features a five-layer cabin filter, reported that cabin filters are in higher specially designed to improve passenger demand than ever before, as motorists are health and wellbeing by removing nasty being proactive in their attempts to breathe odours and harmful contaminants from in clean air. vehicle cabins.

This enables garages to offer customers a tangible difference as the range provides Keep the door closed on five-layer protection against allergens, harmful pollutants brake dust, diesel soot, fine particulates Motorists are seeking reassurance at this and tyre debris that is proven to enter a car unprecedented time, and it’s to be from exhaust fumes in preceding traffic. expected that they are relying on their technician to provide advice on how best to purify air entering their vehicle.

Not only does a high quality cabin air filter help a vehicle to run more efficiently, as it prevents unwanted debris clogging up the HVAC system which could result in irreparable damage, but it also plays an essential role in keeping the air inside the cabin fresh.

With findings demonstrating that more than 100,000 litres of air is swept into the cabin every hour when a vehicle is in operation, it is recommended to always opt for quality when choosing a cabin air filter.

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30 PROFESSIONAL MOTOR FACTOR SUMMER 2020

The filters within the CareMetix range also feature an anti-bacterial coating preventing dangerous micro-organisms from spreading throughout the filter material, enabling passengers to breathe easy.

All-round protection and complete coverage

Not only does the filter provide protection for passengers, its cutting-edge technology also preserves the sensitive components in the HVAC system from premature wear, providing a complete solution.

The CareMetix range provides strong coverage across the total European car parc, with the figure expected to increase as Mahle continues to add new parts to its offering.

With more motorists understandably taking action to improve their vehicle’s circulation and prevent unwanted germs and bacteria entering their car, we anticipate a surge in demand for cabin air filters.

With this in mind, we urge the aftermarket to provide customers with quality at all times. This will not only benefit the passengers, but it will help to prolong the life of the HVAC system overall.

For more information on Mahle Aftermarket’s CareMetix cabin air filters, go to www.rdr.link/FR011

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Product spotlight Autogem: I–sensor Pro Autogem has unveiled its most advanced TPMS handheld solution to date. The I-sensor Pro features Wi-Fi connectivity, wireless Bluetooth and an integrated autofocus camera, allowing for instant, personalised tyre pressure reporting.

On top of this, the updated handheld device features a completely integrated tread depth measuring device to give technicians the full picture of the condition of each tyre they are tending to – all on an easy-to-read colour screen.

Latest updates

Like its predecessor, the I-sensor Pro duplicates sensors electronically or manually and can create a brand new, unique sensor in a matter of seconds. It diagnoses sensors at the wheel side, and Autogem claims that it boasts 99% coverage of all direct TPMS vehicles in the UK. Perhaps most impressively of all, the device can make sensors on demand using the I-sensor blanks.

As a patented programmable blank sensor, no information is preloaded into the sensor. This extends battery life, but more importantly, it means that there is no obsolescence by having a sensor on a shelf. It also means that users don’t need to spend time working out which sensor to use, as coverage is

defined by the tool’s software version and not the sensor itself.

In another development, a tyre tread measuring device has been added to allow quick and easy diagnosis of any tyres in need of replacement. Via an easy-to-read colour screen on the handheld device, a report can then be shared with motorists so they are fully aware of the state of their tyres before the next steps are agreed.

Training

As is the case with all Autogem aftermarket solutions, a comprehensive training package sits alongside the product, whether it’s online, on paper or on the phone.

An example of this is the company’s online ‘TPMS tune-up sessions’, which enable installer partner customers to counteract the loss of traditional face-to-face interaction due to lockdown.

Customers can visit www.rdr.link/FR019 and book an online ‘TPMS tune up session’ during the slot times available to discuss their TPMS experience with a member of Autogem’s technical team. The objective of the sessions is to point the installer partner to the relevant tools, support and training to help tune up their TPMS sensor and service kit sales.

For more information on the I-sensor Pro, go to www.rdr.link/FR012

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32 PROFESSIONAL MOTOR FACTOR SUMMER 2020

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What's New? MAINTENANCE TOOL

Brought to the market by Launch UK, the C-reader S1 CBD Code Reader comes with multiple language options and can record up to eight hours of live data.

The tool can display up to four lines of available data simultaneously, and users can read and clear fault codes, carry out an I/M readiness monitor status test, view freeze-frame data when an emissions fault occurs, view and graph the data stream, save and review data, and benefit from the on-board monitor test.

It is capable of displaying C codes (Chassis) for equipment such as steering, brakes and airbags; B codes (Body) associated with equipment inside passenger; and U codes, including network and vehicle integration.

Go to: www.rdr.link/FR013

COOLING SYSTEM FLUSHER

A vehicle’s cooling system has to work really hard. Over time, the radiator core tubes can become contaminated and clogged. To aid with this, Laser Tools has introduced its cooling system flusher.

It combines the traditional method of radiator flushing using clean water with the added power of the workshop compressed air supply. Simply connect to a suitable hose or port on the vehicle radiator, attach the water hose and the compressed air supply to the tool, press the trigger, and it’s ready to go.

The flusher features five common pipe size connections from 19mm up to 40mm.

Go to: www.rdr.link/FR014

WORK LAMP

Hella has released a versatile work lamp with extremely high light output: the Ultra Beam LED Gen. 2.

The lamp’s light is distributed by a specially developed multi-faceted reflector that ensures homogeneous illumination and is available in different light distribution options, making it suitable for a wide range of applications. Despite this, the Ultra Beam LED Gen. 2 uses just 50 watts.

To ensure sufficient heat dissipation from the eight high-power LEDs, the black housing is made of aluminium and incorporates cooling fins. Additionally, a temperature sensor protects the lamp from overheating.

Go to: www.rdr.link/FR015

WEB CATALOGUE

Kilen Springs’ customers can now access its full range of products via its TecAlliancepowered, web-based catalogue.

The new catalogue features Kilen’s range of coil springs, gas springs and leaf springs for passenger car and light commercial vehicle applications.

Users simply choose a vehicle type, before specifying the required vehicle to find all the relevant product details. They can search for a spring via the VIN or registration number, before arriving at a ‘dashboard’, which lists products available, part numbers and graphics, along with full vehicle details.

Go to: www.rdr.link/FR016

MINI AIR TOOLS

Sealey’s Mini Air Tools, SA1001 and SA1002, both have a textured finish to ensure good grip, and are ‘mini’ by design, so they are perfect for working in confined areas, which is ideal for working around engines where space is limited. They feature a twist reverse action and trigger operated power control, as well as a rear exhaust with baffle for reduced noise level. In addition, the SA1001 has a safety throttle lever to stop accidental operation.

Ultimately, the SA1001 is a two-in-one air ratchet 1/4”² drive head, with a 1/2”² drive adaptor easily fitted, whereas the SA1002 is a Mini Air Ratchet Wrench with 3/8”² drive.

Go to: www.rdr.link/FR017

MULTIGRADE OILS

Mahle claims that its PAO 68 oil is a practical and cost-effective solution for workshops. Suitable for many types of compressor, the oil is nonhygroscopic, and is compatible with numerous other lubricants and refrigerants. Reliable lubrication of the air conditioning compressor is thus guaranteed whenever this product is used.

Because the PAO 68 oil doesn’t form permanent bonds, the necessary viscosity of the oils is maintained and changes to their overall viscosity are excluded. In view of these characteristics, PAO 68 oil can be used both when topping up and when changing the system’s entire oil volume.

Go to: www.rdr.link/FR018

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PROFESSIONAL MOTOR FACTOR SUMMER 2020 33

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ADVERTISING INDEX

Bailcast Ltd ..........................................................Page 27

MAHLE Aftermarket GmbH ............................Page 20

ECOBAT Automotive Ltd ....................................Page 9

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

Ferdinand Bilstein UK Ltd ............Inside Front Cover

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

Induction Innovations, Inc. ..............................Page 15

Shaftec Automotive Components ..................Page 12

Jack Sealey Ltd ..................................................Page 13

Teng Tools ............................................................Page 10

Juratek Ltd ............................................................Page 31

UFI Filters S.p.A. ................................................Page 23

Kalimex Ltd ..................................................Pages 19,25

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 ut 1 30/03/2020 10: 1_PMF_APR20_Layo

■ Batteries ■ Steering & Suspension

g

& ADDITIVES OILS, LUBRICANTS

PROFESSIONAL

MOTOR FACTOR

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

GEMENT A/C & THERMAL MANA

opportunities Taking advantage of the ent presented by thermal managem

APRIL 2020

ID FOUNDATIONS BUILDING ON SOLto remanufacturing success PMF discovers the secret

PROFESSIONAL

HYBRID & ELECTRIC VEHICLES

MOTOR FACTOR

Adapting to the needs of a more sustainable aftermarket

RETAIL FOCUS Engaging with customers from the retail shelves

MAY 2020

PROFESSIONAL

MOTOR FACTOR

BRAKES & CLUTCHES

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 technolo gy

SUMMER 2020

PERIPHERAL VISION Encapsulating AutoMM’s software capabilities

INDUSTRY SYNERG Y

Stories from the afterm arket as the supply chain comes together during lockdown

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

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34 PROFESSIONAL MOTOR FACTOR SUMMER 2020

news ■ appointments ■ expert opinion ■ interviews ■ products

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

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