Professional Motor Factor January 2020

PROFESSIONAL

MOTOR FACTOR

BRAKES & CLUTCHES Is there an opportunity to be had in stocking hybrid and electric braking components?

WINTER PRODUCTS & LIGHTING Taking advantage of ‘lighting season’ – making a profit from winter vision solutions

JANUARY 2020

UNDERSTANDING ERP How choosing ERP software can help factors grow

news ■ appointments ■ expert opinion ■ interviews ■ products

VOLUME 20 ISSUE 1 JANUARY 2020

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

CONTENTS

6-9

11-15

NEWS & VIEWS

PEOPLE & INDUSTRY

16-20

23-28

BUSINESS & TRAINING

MARKET TRENDS & ANALYSIS

SPECIAL REPORT PMF takes the trip to Leeds to visit EAG’s new premises ............................................................30

BRAKES & CLUTCHES An insight into how NVR clutch technology works..........................................................................33

Appointments ...................11 Supplying the right brake caliper ..........................................................................................................34 Counter View...................13

Tapping into the potential of HEV brake components ..................................................................36

MECHANEX .....................14

A look into selling the ‘next generation’ of brake pads ................................................................38 An interview with TMD Friction’s Head of Technical Training, Scott Irwin................................39

IAAF Update ....................15 Talk of the Trade............24

WINTER PRODUCTS & LIGHTING Taking advantage of the seasonal need for wiper blades ..........................................................40

Product Spotlight...........47 What’s New? ...................48

How winter vision solutions can lead to greater profit opportunities........................................42 Dealing with damaged coil springs as a result of poor road conditions ..................................44 Adapting your headlamp bulb supply to suit each type of consumer ......................................45

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 3

VIEWPOINT

Deputy Editor BEN LAZARUS Editorial Assistant LAURA GUALDI Group Manager OLIVER SHANNON Group Advertisement Manager ROBERT GILHAM Advertisement 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

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

Starting the year right With 2020 now under way, the aftermarket is hoping that the uncertainty of the previous year will not be repeated. The second half of 2019 was plagued with ambiguity, particularly in terms of Brexit, and how this would affect not just aftermarket institutions, but businesses throughout the country.

Following last month’s ‘Brexit election’ and Boris Johnson’s Conservative Party achieving a large majority after hammering home the Party’s determination to ‘Get Brexit done’, business owners will be hoping for more positive news. In aftermarket terms, this will mean more drivers taking their vehicles into independent garages, and factors selling more parts as a result.

Page 13 sees David Clarke and Peter Welch from Autosupplies and Scotlands Ash Garage, respectively, discuss the challenges that arose from the uncertainty of 2019. David labelled the second half of the year as “very difficult”, whilst it was regarded by Peter as “a strange end to the year” where profit opportunities were harder to come by.

However, both David and Peter share the view that the year ahead will bring “a real change” in the aftermarket.

Also hoping for an improved 2020 is EAG, with the company’s new owner, Tony Bhogal, taking PMF around its new premises on page 30. Tony admitted that the company had been through a difficult few years, but was expecting it to “lift off” this year. With the company’s new facilities, including two sizeable warehouses, an extensive list of reputable suppliers and an ethos of providing “the right range of products”, there seems no reason for the company not to achieve the success that it aspires to.

So, how can factors make this year a successful one?

Delphi Technologies suggests that there are opportunities to be had from stocking hybrid and electric braking technologies (page 36). Although these vehicles are already on the road and have been for some time now, they are beginning to enter the aftermarket at an unprecedented rate and will, therefore, create significant openings for factors across the country. Supplying your customers with components that can be used on hybrid and electric vehicles will not only enable them to service more vehicles, but will boost your profits as a result.

With winter causing all sorts of damage to vehicles, the notion that the aftermarket must take advantage in order to make a profit is also appropriate. Throughout this month’s Winter Products & Lighting feature, you will read about a variety of different winter products, but the message is largely the same; supply the right products throughout the season and reap the rewards. Peter Dancer from Kilen Springs, for example, uses the example of how stocking the right coil springs can ensure that factors can acquire new business, particularly in winter, where potholes and uneven surfaces are more common (page 44).

Ultimately, it is up to each individual business to determine how successful 2020 will be for them. However, with a little more clarity on where the aftermarket stands, the year has the potential to be a more fruitful one for the industry.

“However, with a little more clarity on where the aftermarket stands, the year has the potential to be a more fruitful one for the industry.”

Enjoy the issue and have a good month.

Ben Lazarus Deputy Editor

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 5

NEWS Bosch to acquire Unipart’s Autoparts Garage Programmes Bosch has announced its intention to acquire Unipart Group’s (UG) Automotive Aftermarket workshop programmes in the UK. These programmes include the Unipart Car Care Centres (UCCC), a network of independently run garages, the KiS online garage management software, which helps to organise all daily workshop activities, and the Unipartner Consumer app. It is planned for all existing customer contracts to be transferred to Bosch.

“This acquisition perfectly fits with our growth strategy for the UK and Ireland,” explained Steffen Hoffmann, President of Bosch UK and Ireland.

“It is a significant step that increases our network of partner garages, and creates new sales channels for our automotive parts, diagnostics and workshop services customers.”

Established in 1995, Unipart’s Car Care Centres is one of the most recognised workshop programmes in the UK. Bosch will take over the marketing support and training services for the garages.

The Unipartner app enables car owners to manage key aspects of vehicle ownership such as MOT, road tax, insurance and servicing due dates, to ensure that they stay legal and safe. It also directly connects the consumer with the UCCC and Bosch Car Service networks at the touch of a button for all of their service and repair needs.

Mike Ferris, Unipart International Managing Director, commented, “We’ve been working in close partnership with Bosch for many years on a number of joint initiatives.

“I am delighted that the Unipart Autoparts Garage Programmes will be transferring to a trusted business that will further develop the programmes, whilst maintaining the needs of the garage and consumer.”

Crown court judge acquits Klarius directors Manchester Crown Court has cleared five current and former directors and managers of Klarius of any criminal activities, after being investigated by the Department for Transport.

All were formally acquitted and found ‘not guilty’, without the commencement of a trial. The Crown Court Judge referred to a “shambolic failure”, and ruled that no member of the team should stand trial.

Klarius self-reported problems in 2014, and worked with the VCA through to the end of 2015 to rectify production and administrative issues. The VCA found no intentional misconduct, and praised the company for its co-operation.

In his ruling, the Judge referred to individuals from two competitor companies who allegedly sought to make commercial gain from the situation.

The Department for Transport indicated that it could not pursue the case, and invited the Judge to acquit all five defendants.

Paul Schofield, Solicitor for Tony

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6 PROFESSIONAL MOTOR FACTOR JANUARY 2020

©denissimonov/AdobeStock

Wilson, commented, “The ruling marks the end of a case that we have always maintained was completely misguided, unfair and inappropriate.”

Lawyer Anthony Barnfather also instructed in the case and said, “This is one

of the most unjust prosecutions I have ever come across.

“After years of being wrongly accused, the directors can now get back to business without a stain on their characters.”

@PMFmag

www.pmfmag.co.uk

EAG joins the IAAF Excel Automotive Group (EAG) has become the latest aftermarket company to join the Independent Automotive Aftermarket Federation (IAAF).

Following the acquisition of EAG by Sancorp, the company will take full advantage of IAAF membership status, including the many networking events that the federation holds.

EAG Managing Director, Adrian Lamb, commented, “Since April, a lot of time and effort has been spent in ensuring that the foundations are right to reignite the business.

“Now that we’ve achieved that, it is the perfect time to join the IAAF. The gravitas of being an IAAF member will create new leads, build brand awareness, and help cement ourselves as a major player in the automotive aftermarket.”

IAAF Chief Executive, Wendy Williamson, added, “Membership of IAAF offers considerable benefits for companies at all stages of their development. We welcome EAG into membership, and look forward to its continued growth in the automotive aftermarket.”

Mintex bolsters its distribution network with AC Components Mintex has expanded its distribution network with the addition of Northern Ireland stockist AC Components.

AC Components is a one-stop motor factor, offering delivery within 20 miles of its base in Portadown. The distributor now stocks a full range of Mintex products, including aftermarket brake pads, brake discs and accessories.

Part of TMD Friction, Mintex benefits from the OE manufacturer’s £25.5m investment in R&D each year. As part of this R&D programme, Mintex has developed its own unique formulations to ensure that all of its brake pads are copper free.

Alwyn Megarity, Director of AC Components,commented, “The quality, performance and reputation of Mintex products makes the decision to stock them an easy one. We look forward to seeing the positive impact that the products will have on our customers and their bottom-line.

Nick Hayes, UK Sales Manager at TMD Friction, added, “Mintex is a trusted brand with a well-established name within the industry.

“AC Components is one of Northern Ireland’s largest distributors, which is a great way for the Mintex brand to expand its distribution channels further.”

pmf@hamerville.co.uk

Morris Lubricants speeds up bulk filling line with £200,000 investment An investment totalling £200,000 has increased the flexibility, control and speed of a bulk filling line at Morris Lubricants.

Steve Reading, Group Engineering Manager, explained, “The new, semiautomated system is more flexible in transferring product to our filling lines, and has increased the container filling speed.”

The new system transfers 20,000 litres of oil an hour to the filling line, where nine IVCs are filled in an hour, compared to four-and-a-half on the previous line.

The new line fills barrels from 20 to 205 litres at 1,000 litres every three minutes.

Managing Director Chris Slezakowski commented, “We can now control the pumps more accurately, and the filling speed of five litres per second is double that of the previous line. We can fill a tanker in about 20 minutes, which used to take us an hour.

“We can also measure exactly what has gone into the tanks or barrels with a high degree of accuracy, and power consumption has reduced by 50%.”

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 7

NEWS GS Yuasa powers homeless group’s charity work with battery donation Battery manufacturer GS Yuasa has donated two of its YBX5625 Super Heavy Duty (SHD) batteries to the South Wales homeless group, Helping Open People’s Eyes (H.O.P.E). The batteries will be used to power a bus which provides shelter for homeless people in and around Newport.

Led by Ian and Tammy Smith, H.O.P.E aims to help rough sleepers in the Newport area by offering them somewhere safe to stay in the shape of a repurposed London bus.

With 12 beds, showering facilities and a fully kitted-out kitchen, the bus offers temporary refuge, as well as space to socialise.

GS Yuasa donated one of its smart chargers to maintain performance, reducing the need for reconditioning via the bus’ alternator-driven charging system.

Ian, Founder of the group, said, “Their donation will allow us to continue to provide somewhere safe to stay for those who need it most.”

The Yuasa YBX5625 SHD is specifically designed for use in heavy duty applications, and its low self-discharge rate and maintenance free design make it the perfect solution for H.O.P.E. Peter Whittaker,

Technical Services Manager at GS Yuasa, added, “We’re delighted to be able to support H.O.P.E – it’s such a worthwhile cause and one we’re proud to get on board with.”

Thousands raised as Lucas and SMPE make ice hockey history

Automotive industry members have their say in Ben’s health and wellbeing survey Ben launched its third annual industry survey to ask the automotive community about the biggest health and wellbeing challenges they face.

Following the results of previous surveys, Ben has been developing its services to offer people more choice in how they receive mental health support in particular.

The charity also developed an online advice service to help people improve their sleep, which has been viewed 4,400 times since its launch in May 2019, following feedback that indicated that 57% of people had been experiencing stress at work. In light of this, workplace sessions were developed.

Rachel Clift, Health & Wellbeing Director at Ben, said, “The insights revealed from each annual survey are vital, and we need to continue gathering them so we offer the relevant health and wellbeing support now and in the future.”

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8 PROFESSIONAL MOTOR FACTOR JANUARY 2020

As a sponsor of Ice Hockey UK, Lucas partnered with UK All-Stars Ice Hockey to offer fans the chance to bid on limited-edition Lucas green jerseys from Great Britain’s World Championship warm-up matches in 2019.

Running from 6th to 10th November, fans bid on every player’s shirt, with proceeds going to UK AllStars, which raises funds for charities such as Mind, Breast Cancer Now and Ty Hafan Children’s Hospice. The charity has raised in excess of £130,000 since its inception.

A total of £3,894 was raised in the jersey auction, and this figure was matched by SMPE, bringing the total amount donated to £7,800.

Andy French, Ice Hockey UK General Secretary, commented, “When the jerseys were designed, we thought they would be something special with the striking Lucas green.

“I would like to highlight the fantastic support from Lucas with this auction, backed up by the amazing donation from them to take the fundraising to a brilliant total.”

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

Draper Tools advent calendar raises £3,000 for charity Draper Tools launched its first ever tool advent calendar earlier this year, donating £1 from the sale of every calendar to its 2019 charity partner, Care for Veterans.

The Draper Advent Calendar was named as one of the best by The Sun and The Daily Star.

Draper Tools, which also celebrates its centenary this year, made the presentation to Care for Veterans at its Chandler’s Ford Head Office.

Clive Richardson, Marketing Director at Draper Tools, who presented the cheque to Care for Veterans, commented, “When the time came to launch our first ever advent calendar, we all felt that it made sense to donate some of the proceeds to charity as a further way to honour our joint centenary year.

“The £3,000 raised will mean a lot to Care for Veterans, who provide long term nursing care, rehabilitation, respite and end of life care to disabled ex-Servicemen and women.”

Banner Batteries strengthens ties with ASL Motor Factors UAN member ASL Motor Factors celebrates its 10th trading anniversary with the introduction of a co-branded van, strengthening its ties with Banner Batteries.

A keen advocate of Banner’s automotive and leisure battery product range, ASL Motor Factors has added a Peugeot 108 to its delivery vehicle fleet, which has been converted into a van.

Serving to increase the brand visibility of both Banner Batteries and ASL Motor Factors, the eyecatching van will become a familiar sight within Bolton, Tyldesley and Chorley.

PEOPLE & INDUSTRY

APPOINTMENTS

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

Dayco

EAG

Dayco has announced that Laura Kowalchik has joined the company as Chief Financial Officer.

“Laura is a highly regarded operational finance leader with significant experience in automotive industries, data analytics and steel. Her breadth of experience in multiple ownership structures and market conditions, as well as her hands-on-leadership style, make her uniquely qualified to drive our financial strategy forward to deliver industry leading financial performance across our business worldwide,” said Joel Wiegert, Dayco’s Chief Executive Officer.

On her new role, Laura commented, “I am looking forward to working closely with Dayco’s investors and stakeholders. It is exciting to join the Dayco team during this time of transformation. I look forward to driving strong discipline around financial results that focus on delivering stakeholder value.”

Following his move from Universal Components, Tom Waites has been appointed to the role of Internal Sales at Excel Automotive Group (EAG) Tom’s product knowledge and MAM Autopart software capability earned him the position of Internal Sales at Universal Components. It was his previous experience and three years in the role that impressed EAG bosses, all of whom were keen to bring him on board.

Tom said, “There is a lot of work to do behind the scenes.

However, early impressions suggest that the people and products behind the brand can deliver.

“I am keen to develop into a stronger sales person, and with the change from commercial vehicle to passenger car, there is ample room for me to broaden my knowledge. I am delighted to be here, and I am looking forward to the new challenges and to meeting a wide variety of customers.”

Hella

ECOBAT

Neil Grant has been announced as Hella’s new UK Managing Director (MD).

Neil has been Hella UK’s Financial Director (FD) for four years, and has a wealth of financial experience behind him.

Neil will be taking over from current MD, Matthew Say, who has been leading the UK operation for the past four and a half years.

Commenting on his appointment, Neil said, “Becoming the MD of a company such as Hella is a huge honour, and one that I am very much looking forward to. Having worked for the company for the past four years as the FD, I am well prepared for the role, and am fully aware of our customer base, product portfolio and the strengths that we have within our team.

“In an industry that is constantly changing, it is now my responsibility to ensure that we remain a relevant supplier to our customers, are adaptable to the developing landscape, and are well positioned to meet customer’s needs.”

ECOBAT Logistics has announced the appointment of David Reynolds as Managing Director.

David is a Regional Scientific Adviser to the Fire Service, giving him invaluable knowledge and training that can assist the industry-wide understanding of battery incidents. He is also a STEM Ambassador, helping to attract the engineers and scientists of tomorrow into the automotive industry.

Speaking on his new role, David commented, “It is fantastic to have a senior role for a market leader where I can use all of my previous experience, education and training. I have joined the group at a very exciting time, and I am looking forward to working with the team to develop our UK offerings, branded and marketed as OneCallCollection. Our electric vehicle battery collection and recycling service across Europe is expanding rapidly. We are working with customers to develop market leading solutions.”

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PEOPLE & INDUSTRY

INTERVIEW

Meeting the mark When it comes to oils, there are two phrases that are often used: ‘meets specification’ and ‘OEM approved’.

Millers Oils often gets asked what the difference really is and whether it affects vehicle warranty. Here, the company’s Managing Director, Tony Lowe, lays out the truth.

What’s the difference between an oil that’s approved and an oil that meets specification?

Q

TL: As well as industry standards for oil, such as the European Automobile Manufacturers’ Association (ACEA), OEMs often have their own standards or specifications for oil that can be used in their vehicles.

These specifications are made available to oil blenders, who can then formulate products that meet the criteria. If an oil has been formulated in line with the OEM specification, it is described as ‘meets specification’.

An oil is OEM approved if it has been submitted to the vehicle manufacturer for testing and they have confirmed that it meets specification.

How do I know if an oil really does ‘meet specification’?

TL: An industry organisation called the Verification of Lubricant Specification (VLS) monitors the market and checks compliance of products to industry and performance standards. This allows businesses and consumers to have confidence in the claims that oil blenders make.

For more information on VLS, go to www.rdr.link/FL001

Q

If I use an oil that ‘meets specification’, will it invalidate my warranty?

TL: The quick answer is ‘no’. An oil that meets specification will not invalidate your warranty.

However, looking at this in more detail, it’s worth mentioning that in 2003, the European Commission introduced the Block Exemption Regulation, which is a law that stops unfair activities that prevent competition. In the context of oil, it means that motorists can have their vehicles serviced or repaired in any chosen workshop without invalidating their manufacturer’s warranty, so long as the work, parts and oil are of appropriate and matching standards to that of the manufacturer.

Simply put, if an oil meets the OEM specification, it is the same standard as the OEM approved oil and will not invalidate your warranty.

Q

To find out more about Millers Oils’ offering, go to www.rdr.link/FL002

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PEOPLE & INDUSTRY

COUNTER VIEW

‘We may now be entering the decade where we experience a real change.’

With 2019 having now drawn to a close, it’s time to see what the new decade will bring. David and Peter discuss the challenges of the previous year, the road ahead, and how factors can make the most of the upcoming changes.

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DAVID CLARKE

PETER WELCH

Managing Director, Autosupplies

Proprietor, Scotlands Ash Garage

think that 2019 has been a tale of two halves. The first half of the year was very good for the market, but the second has been very difficult, both due to Brexit uncertainty and a general election.

We are finding that the approach of investing in improved service levels and greater stockholding is a solitary one.

Competitors are in the process of de­stocking, and this is helping us as we are able to fulfil customer demand.

Another thing that went well this year was the ‘Your Car – Your Choice’ campaign, which we were a leading player in. Taking it one step at a time, we were able to work with the information provided and educate garages on the benefits of fitting OE­ equivalent aftermarket products.

We found that within independent garages, there is still

a nervousness to fit non­genuine parts to vehicles less than three years old. The ‘Your Car ­ Your Choice’ campaign gave us the opportunity to address this, often face­to­face with customers, and we have won new business as a result.

Training has also been a big part of our year, and we have conducted more training events with suppliers and United Garage Services than ever before. The take­up has been very strong, and we look forward to doing more in 2020.

Finally, I would like to pay tribute to our industry’s suppliers.

It has not been a comfortable year for many, with a lot of suppliers being forced into keeping additional stock. They have maintained their professionalism and through these challenges, they and the automotive aftermarket will emerge stronger.

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t’s been a strange end to the year for the garage trade.

We’ve seen the volume of work decrease and while we have caught up with ‘larger’ jobs, these are often not the most profitable.

The decrease in work has been trying for us, as we are not in favour of discounting, especially not on MOTs. Motorists also seem to be more price conscious, but again, we as an industry should not give away our expertise for nothing.

Compare this ‘race to the bottom’ with the increase in the pace of technological change in the automotive aftermarket – something has to give. Motorists can’t expect us to invest in the latest technology and cover all makes of vehicle without charging appropriately for it.

One of the biggest issues for an independent garage is how they go to market with a new piece of equipment. We promote all of our investments so that motorists know what we’re about.

We’re currently looking at ADAS and how we invest in that. The biggest issue is space, and we’re not a small independent garage by any means.

As an independent garage, we need to maintain our credibility in the wake of this technological revolution, to ensure confidence within our customer base. For decades, we’ve been saying that garages must invest or get left behind. We may now be entering the decade where we experience a real change in vehicle service and repair. Are you ready?

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BRAKES & CLUTCHES

PROFESSIONAL MOTOR MECHANIC

XXXXXXXXXXXX

MECHANEX

THE REGIONAL TRADESHOW FOR AUTO REPAIR PROFESSIONALS

MECHANEX SANDOWN IS A HIT! XXXXXXX The UK’s only regional tradeshow dedicated to garage businesses signed off 2019

XXXX

in style at Sandown Park on the 12th and 13th November 2019.

X

XXX

Around 1,800 garage owners and technicians descended on the famous XXXXX racecourse venue, to sample the latest products on the market, benefit XXXXXXXXXXXXXXX from technical insight from some of the aftermarket’s leading suppliers, and attend the free seminar programme – all under one roof!

“XXXXXXXXXXX.” As ever, MECHANEX provided an ideal opportunity for factors to meet their customers and suppliers, helping to strengthen existing relationships and build new ones.

BRING YOUR CUSTOMERS ALONG

Next year, factors can get involved again! Why not gather together a group of your customers and bring them along to Sandown?

2020 DATES ANNOUNCED

SHOW DETAILS: Sandown Park, Surrey | Tuesday 10th & Wednesday 11th November Opening hours: 10am – 4pm

14 DECEMBER 2017 PMM

READERLINK 000

READERLINK 000 씰

U P D A T E FFR Automotive and Lucas Oil join IAAF Over the last month, two companies have decided to join the ranks of the Independent Automotive Aftermarket Federation (IAAF) .

Lucas Oil and recruitment solutions company, FFR Automotive, have become the latest automotive aftermarket companies to join the IAAF. FFR Automotive FFR specialises in passenger car, commercial vehicle and refinish sectors, and is a trusted recruitment partner to aftermarket businesses, including manufacturers, suppliers, motor factors and independent garages.

With more than 20 years of combined experience, the FFR team prides itself on offering recruitment solutions for any role within an aftermarket business, also offering free candidate training and a 12-month candidate guarantee.

Directors Gavin Collier and David Jobin explained the reasons behind joining the IAAF: “We want to keep abreast of all of the latest developments within the industry and support initiatives that the IAAF works hard to promote, as they are key to the survival of the aftermarket as we know it.”

The pair also highlighted the ever-growing skills shortage in the industry, explaining, “The skills shortage is a threat to many businesses. It has cost companies over £2 billion in increased salaries alone.

“More concerning still is that more than half of senior business leaders surveyed expect the situation to deteriorate over the next 12 months. This is a real issue for many aftermarket businesses, or certainly will be in the future, and we are in a position to help members alleviate these pressures.”

Lucas Oil Lucas Oil is a manufacturer of oils, additives, greases and other workshop lubricants. The company’s product range is designed for any kind of engine, and most vehicles, from motorcycles to cars, trucks and buses.

Joining the IAAF is part of Lucas Oil Products UK’s long term growth strategy, as Director of Sales & Operations, Dan Morgan, explained: “It’s important to be aware of developing trends, and the IAAF is the ideal partner to help us to keep in touch with any political or legislative changes that might affect our business either directly or indirectly.

“Where proposals for change are positive, the IAAF is adept at driving them forward. If problems are likely, the collective experience and lobbying power of the IAAF can help to secure the best possible result for suppliers like Lucas Oil, and that’s why we are delighted to become a member.”

Stay tuned next month, as PMF reports on the 2019 IAAF Conference

For more information, go to www.rdr.link/FL003

BUSINESS & TRAINING

MARKETING

Marketing matters How did you get into marketing?

Q

Leigh Davies (LD:) Upon leaving university, I looked to the golf industry for my first opportunity (sadly not as a playing professional) and took up a position in customer services with a golf equipment brand.

From there, I took on a variety of positions until I transitioned into marketing, where I discovered my professional passion. From this point on, I never looked back, and I’m currently in my 13th year as a marketing professional.

How important would you say that marketing is in the modern business world?

LD: Marketing is not just important, it is essential! In a hugely competitive and global business world, defining and delivering an effective marketing strategy has never been more critical.

With the onset of new technologies, the way that products are brought to market has evolved massively, and there is a bewildering array of options and opportunities available to marketeers that can help a business, brand or product gain an important edge within the market place.

Whether you focus on the automotive aftermarket or beyond, the company right

Q

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An important aspect of building a business is promoting its services. PMF speaks to Comline’s Group Marketing & Communications Manager, Leigh Davies, about all things marketing. at the top of the tree will almost always be the one that is the most skilled at marketing themselves, their products and their services.

Are there ‘do’s and don’ts’ in marketing?

LD: For me, the first and the most important ‘do’ is listening to your market.

To deliver effective and impactful marketing, you must be in-tune with your customers and the markets in which you operate. Marketing in a vacuum does not work and is destined to fail.

You also need to adopt an open mind,

Q

particularly when operating in international markets. Every market is different, and the way that things are articulated and presented must be carefully tailored to suit.

At times, this may mean delivering a campaign or solution which isn’t necessarily to your tastes, but if it is right for the market, you have to be prepared to park your own preferences.

Moving onto ‘don’ts’, I would say the most important rule is to never assume that you have cracked it. Nothing is the same for very long, and it’s very dangerous to sit back or become complacent, even if you are experiencing considerable success.

You must remain vigilant and agile in response to market changes, and constantly strive to be better.

What marketing duties do you undertake for Comline?

LD: My role within Comline focuses almost entirely on marketing communications, meaning I am not directly responsible for other areas of the marketing mix – such as

Q

content could really help a factor get noticed, generate business and build engagement with their customers.

Engage with your suppliers. From a Comline perspective, we are constantly working to support our customers with marketing activity, and barely a week goes by where we aren’t developing something tailored or bespoke for one of our customers.

pricing and distribution – although I do work closely with these departments.

Areas which fall under my responsibility include brand identity, positioning and the global promotion of Comline’s brands, which include Comline, Motaquip and Allied Nippon. Together with my dedicated and extremely talented team, we deliver a comprehensive marketing communications function to support our company, our brands and our customers.

Do you see good marketing as particularly advantageous for motor factors?

LD: Again, it is not advantageous; it is crucial. Any business, in any sector, needs to effectively market itself to reach full potential. By having a clear identity, powerful messaging and utilising the right marketing tools, motor factors can genuinely differentiate themselves from their competitors.

Q

What marketing advice do you have for motor factors?

LD: Everything starts with a clear brand identity. To connect with your market, you must first clearly define who you are, what

Q

Does Comline offer any support to its distributors in this aspect?

LD: We offer Comline customers a broad spectrum of marketing support, from graphic design and event management assistance, to PR and media. We also offer our customers access to an extensive array of brand promotional materials (clothing, literature, merchandise, etc.), all of which is showcased within our ‘customer only’ online marketing portal.

Ultimately, we are always happy to engage with our customers, working in partnership to develop marketing strategies and to deliver effective solutions.

Q you stand for and how you want to present yourself. Find what makes your business and brand different from the rest and use that to your advantage.

Embrace technology and take full advantage of it. Social media is a perfect example of a tool which, if used correctly, can be hugely powerful for motor factors in developing a strong local or regional following. The ability for a factor to communicate instantly and directly with its core audience cannot be underestimated, and social media platforms like Facebook provide the facility to do just that. Carefully targeted pay-per-click advertising and a consistent stream of well thought out page

For more information on Comline, go to www.rdr.link/FL004

BUSINESS & TRAINING

MARKET RESEARCH

©DOCRABEMedia/AdobeStock

Raising awareness Dayco’s National Sales Manager, Steve Carolan, discusses the importance of sales staff being well informed on OE brands.

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otor factors rely on their sales staff to develop customer relationships and to maximise the revenue potential from their customer base, which, from a profit perspective, is predominantly made up of independent workshops. They, therefore, not only have a position of trust and responsibility, but also one of influence, which, if deployed wisely, can help the business flourish.

One of the issues which suppliers consistently grapple with is translating their approved status into actual sales with an independent business, or within a buying group. This can often be as a result of motor factor sales staff who are unfamiliar with their brand, or may simply be an unwillingness to specify an alternative, as it’s easier to stick with the ‘normal’ brand.

Although the second reason is always going to be difficult to resolve, for original equipment (OE) manufacturer brands such as Dayco, the unfamiliarity issue is a red herring, a fact highlighted by the company’s recent market research amongst technicians.

Steve commented, “Dayco is a major player as an OE supplier of dampers to vehicle manufacturers around the world, so when we recently extended the range into our aftermarket programme alongside

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18 PROFESSIONAL MOTOR FACTOR JANUARY 2020

the belts, tensioners and water pumps that we are traditionally known for, we wanted to establish the existing awareness of Dayco dampers among technicians.

“Although the primary purpose of the market research was to gauge the effectiveness of an awareness campaign targeting workshops and technicians, it was very revealing to find that the pre-campaign awareness of Dayco dampers with 10,000 technicians was already high, at 55%. Following the campaign, when another 10,000 technicians were surveyed, this figure increased to 63%.”

Bringing these results back to the subject of sales staff who are unsure of supplying an unfamiliar OE brand, one of the contributory issues sometimes stated is the fear of an increase in product returns from

workshops, which is obviously a challenge for every motor factor.

However, these findings show that this uncertainty is not shared amongst technicians that see these brands fitted on a daily basis to the vehicles that they work on.

So, rather than being an unknown brand that immediately puts them on the back foot, OE brands such as Dayco are likely to instil greater confidence in those tasked with installing them.

Taking the theme further, owners and branch managers can use the opportunity that this presents and combine it with the support that Dayco provides them with in the form of on-site training, promotional information and point-of-sale material.

The company hopes that this support, alongside access to the OE quality parts that factor’s customers need, ensures that they can further develop the skills of their sales staff, which will make a tangible difference to the company’s overall profits.

For more information regarding the power transmission products in the Dayco range, go to www.rdr.link/FL005

BUSINESS & TRAINING

SOFTWARE

New year, new ERP provider?

Mark Kendall, Sales Director at MAM Software, reveals how looking for a new ERP application can benefit factors in 2020.

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he start of a new year is the perfect opportunity to take stock of your core business processes and where improvements can be made.

Choosing ERP software that will meet your growth objectives and support your current business is critical, and there are several features to look out for when searching for a new software provider.

order capabilities can make this happen.

Prices and discounts can be applied automatically, while product-specific promotions can be incorporated for retail or trade customers.

Cloud-based convenience An increasing number of software providers are moving their products to the cloud for the convenience and cost savings that it offers. A cloud-based infrastructure can also be beneficial for expanding motor factors, as it’s easy to deploy across several locations.

Understanding ERP ERP can integrate several of the core processes that are essential to running your business, and can streamline them into a single system. Whether it’s helping your staff process transactions more efficiently, or ensuring that stock is accurately tracked, an effective ERP solution will simplify these critical functions.

A good ERP application can also help you identify where improvements can be made across your operations. Time and cost savings are just two of the areas where factors can make improvements by choosing the right ERP, both of which can result in more efficient operation and a better bottom line.

How can ERP help your business?

One of the key features of ERP is its ability to enhance customer service. Factors need to be able to rely on their system to provide accurate pricing at point of sale, but also to retrieve the information quickly – software that includes advanced sales

Being able to accurately keep track of stock is crucial for any motor factor. Items need to be traced from goods received to despatch, to ensure that stock levels are properly maintained. ERP can bring these analysis tools together and give an accurate overview of day-to-day operations, making it easier to recalculate minimum and maximum stock levels based on sales history and forecast demand.

Accounting is a core area of a growing business that can also be made easier with ERP. Making Tax Digital (MTD) came into force in 2019, and it requires VAT-registered businesses with a turnover exceeding £85,000 to submit electronic returns. Some ERP systems have been reviewed by HMRC and are approved as MTD compliant, helping factors to ensure that they are meeting their legal obligations.

This has been the case for J4 Truck Components, which recently invested in MAM’s Autopart software, citing the flexibility that it offers. The company’s previous system was not capable of coping with the level of growth that it had experienced, but moving to a cloud-based solution has facilitated this expansion.

“Stock levels are increasing and so are the number of part lines; our previous system couldn’t handle this expansion, but we are confident in the capabilities of our new software,” said Phil Edwards, Managing Director of J4 Truck Components.

To find out more about Autopart, go to www.rdr.link/FL006

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 19

BUSINESS & TRAINING

WEBSITE LAUNCH

Helping you to help them With the digital age well underway, it is especially important to keep up to date with the latest online tools. In this case, the resource in question is aimed at helping factors to provide the optimal service to garages.

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ro-Align recently launched a brandnew website that is designed to transform and enhance the online experience of workshops across the UK. Featuring a modern, clean design, the company claims that its new platform puts customers at the heart of the online journey by providing easier navigation, a fully integrated experience and product recommendations based upon their specific business type.

“With such a comprehensive product line-up available to choose from, it’s important that workshops select the most appropriate equipment for their individual needs, helping them to capitalise on their own unique business circumstances,” commented Wayne Tulip, Pro-Align’s Marketing Manager. “Our new website is designed to help them achieve this by recommending the most suitable solutions to match their needs and business type.

What’s more, we’ve greatly enhanced the design and navigation of the site so that it’s a much more user-friendly experience.”

In addition to detailing what the company labels as one of the most comprehensive ranges of wheel servicing equipment in the market, Pro-Align’s new website highlights its ability to make a real difference to workshop customers through its ‘Supply, Maintain, Grow’ ethos. This philosophy outlines the company’s levels of support and commitment to its customers through activities such as in-house equipment installation, a unique two-day breakdown attendance guarantee, and training vouchers for its IMI approved training courses.

When it comes to choosing between

different pieces of workshop equipment, Pro-Align has added a brand-new comparison tool which allows visitors to assess the key attributes and capabilities of a number of systems, in an easy-tounderstand, side-by-side visual format.

With content being so fundamental to the success of modern websites, Pro-Align regards its new site as the perfect platform for future content to support and assist workshops. Videos are now available on most product pages and training courses can be booked directly from the website.

Workshops can also sign-up to receive tailored news from Pro-Align directly to their inbox.

“Whether you’re an independent tyre shop or a multi-site franchise dealership chain, it’s now much easier for you to see which Hunter workshop systems can best

support you in your business growth,” Wayne added. “We’d encourage all workshops to take a look and see how we can help to play a pivotal role in growing your business.”

To conclude, Wayne said, “Factors are often asked for their opinion not only on the best replacement parts for a car, but also the best equipment for a workshop.

With the new added functionality on our website of recommending specific systems, depending upon the type or size of the workshop, factors will have access to even clearer information, helping them to provide even more useful recommendations than ever before.”

To visit the new website, go to www.rdr.link/FL007

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20 PROFESSIONAL MOTOR FACTOR JANUARY 2020

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

MARKET TRENDS & ANALYSIS

COMPONENT TRENDS

Emergent evolution Schaeffler REPXPERT Alistair Mason analyses how the clutch and transmission system is adapting to the evolution of engines.

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anual gearbox cars are still very popular, so there is still a high demand for clutch repairs and replacements. The number of vehicles using self-adjusting clutches continues to increase, as they give the benefits of a lighter clutch operation, with a consistent bite point and clamp load.

We are now seeing the use of hydroelectric clutches in semi-automatic transmissions, where an electrical actuator controls hydraulic pressure to the concentric slave cylinder to operate the clutch. A position sensor is fitted to the slave cylinder to give feedback on the clutch position.

The future is in electrically-controlled clutches, which will also help reduce vehicle emissions, allowing the car to coast wherever possible.

Double clutch systems are also now being used by most vehicle manufacturers (VMs). The main advantage is the gearchange speed, which can be as quick as 0.08 seconds! Because of this, when accelerating, drivers tend to hold the throttle in one position until the desired speed is reached, and then they lift slightly to maintain that speed. As a result, it is much easier for the vehicle to run at Lambda 1 to aid emissions control and, because the gearbox is controlled by an ECU, it is always in the correct gear. The dry double clutch system is the most efficient, as there is no drag on the clutch.

Importance of clutch and transmission maintenance Generally, the only maintenance that factors need to warn their customers about on the transmission system is to change the oil on automatic, wet double clutch and constantly variable gearboxes. This is because the oil becomes contaminated as the clutch wears, and loses its lubricating properties as it deteriorates, which causes premature wear on associated components, leading to expensive repair bills.

Another area to look at, to ensure that gearboxes are maintained properly, is the control unit software. VMs are constantly modifying software to optimise systems and to prevent potential problems.

Advice for workshops when sourcing parts Factors should be advising workshops to fit quality parts from a known manufacturer, and not to choose simply on price. It is the workshop’s reputation at the end of the day, and if rectification work is required due to faulty parts, who’s going to pay? There’s also going to be an unhappy customer.

I’d also recommend not ‘mixing and matching’ parts during a clutch replacement – technicians should use all components from just one brand, as they will be optimised to work together. If the flywheel is also being replaced, again use the same brand. We have seen many problems arising from mixing different branded components.

“Generally, the only maintenance that factors need to warn their customers about on the transmission system is to change the oil on automatic, wet double clutch and constantly variable gearboxes.”

For more information on Schaeffler’s products, go to www.rdr.link/FL008

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 23

MARKET TRENDS & ANALYSIS

TALK OF THE TRADE

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

MAM

DECEMBER 2019

PROFESSIONAL

MOT OR

FR T E R E A

T T O H E

BUSINESS

PMM takes stock after a year of aftermarket innovation

Delphi

TMD Friction

TMD Friction’s Head of Technical Training, Scott Irwin, then explains the need for motor factors to stock (and technicians to use) the right oils, due to the rise in popularity of EPDM rubber use within braking components. Scott explains that mineral-based oils and lubricants are often used as standard, but that over time, the rubber will begin to swell if the material comes into contact with mineral oil. This can cause a real issue for technicians, who need to ensure that they’re not causing damage to their customers’ vehicles. Scott explains that a multipurpose WD (water dispersant) spray grease is often the go-to, but this may not be the more efficient or effective product when taking the ingredients into account.

As a result, he recommends the use of Textar’s Hydra Tec, an EPDM compatible lubricant specifically designed for components within a brake and clutch system, and ideal for lubricating cylinder working surfaces.

On to the Batteries & Ignition feature,

& TRAINING TOOLS

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& GARAGE EQUIPMENT

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■ M O T I R ■ D I A G N O S T I C S S E R V I C I N G ■ R E P A AND REPAIR PROFESSIONALS THE TRADE MAGAZINE FOR SERVICING

SHINING A LIGHT ON 2019

©AnatolyVartanov_AdobeStock

Kicking off Business & Training is a testimonial for MAM Software’s Autowork Online. Independent garage Grant Auto Services, recently adopted the software, which includes a new ‘MOT history’ button, allowing technicians to view a vehicle’s previous test records at the touch of a button. Andy Grant, Owner of Grant Auto Services, explains that prior to Autowork Online, technicians had to retrieve necessary details manually via the government website. In contrast, the ‘MOT History’ button retrieves details directly from the DVSA database, and is able to recall information on vehicles tested in England, Scotland and Wales dating as far back as 2006. Details include a vehicle’s full MOT history, current expiry date, any advisories issued, and the reasons for failures. Andy also highlighted the invoice transfer option as another “really helpful” feature, which allows him to store 25 years’ worth of work history and invoices in one place, therefore speeding up the process and increasing turnover.

Next up is a Brakes & Clutches feature, in which Julian Goulding, UK Marketing Manager at Delphi, explains the rise of brake pad wear sensors. Also known as brake pad wear indicators, Julian explains that these are now fitted as standard on many modern vehicles, and will become an increasingly frequent part of any brake job. It’s therefore essential for technicians to know both how they work, and when to replace them. Julian advises technicians to regularly inspect the sensors inbetween pad changes and replace them where necessary, because over time, heat from the brakes can damage both the wiring and its clips. They are also susceptible to damage during other work on the vehicle, including the installation of new brake disc rotors. The sensitivity of these ‘new’ components, therefore, is something that factors should keep in mind when considering stock.

Also inside...

PMM Awards

With wireless diagnosis and autonomous vehicles fast approaching the mainstream market, cybersecurity and data availability are becoming some of the most pressing issues facing the industry.

Neil Pattemore provides PMM with insight into the future of an everevolving industry, and what independents can do to keep up.

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am neither the Doctor with his Tardis, nor a fortune teller with a crystal ball. Attempting to forecast what the workshop of tomorrow will look like is not easy, but I will try and predict what I think is coming for the automotive industry in tomorrow’s ‘brave new world’. I have previously written about some of the changes facing independent workshops, including the threat to being able to connect to a vehicle via the OBD port. The workshop of tomorrow will need to evolve significantly to remain compliant with both commercial and legislative requirements, as well as being profitable and competitive in the future.

Cybersecurity

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

As I wrote in last month’s issue, the independent workshop will need to be prepared for the world of vehicle cybersecurity, which will introduce a range of new requirements and processes. Security is all about controlling access, and when access is provided, who is then allowed admission, and for what reasons. This is known as the ‘rights and roles’ allocation, and is controlled through the use of electronic certificates, which must always come from a trusted source. Who decides and controls these can monopolise everything that can then be done

Brave new world with a vehicle from a diagnostic, service, repair, and maintenance perspective.

Cybersecurity will be needed as vehicles become ever-more remotely connected and electronically controlled, especially as the industry moves closer towards autonomous vehicles. As part of vehicle security, today’s OBD connector is already becoming more restricted in terms of what vehicle data and functions are accessible. The first vehicle manufacturers (VMs) are now requiring electronic certificates for the OBD port, so this is not what could happen, but rather what is happening. Independent workshops and their technicians now need to be registered and authorised by the VM, and must pay them for the required certificate to access data on these new vehicles.

To directly access a vehicle remotely, the access will need to be via an embedded wireless communication interface, which is both faster and more secure, with wider access to the in-vehicle networks. However, this is not currently possible for independent service providers. Currently, this is very much a ‘hot topic’ in Brussels, as VMs already deny independent service providers direct remote access to the vehicle and its data via any of their telematics systems.

So, if this ‘brave new world’ of cybersecurity is the future, what will this mean for independent workshops concerning their day-to-day business? Quite simply, the future will be controlled by the ability to access a vehicle and its data. This will vary according to the status of the vehicle, namely whether it is in the workshop, is being driven, or is remote but stationary. However, if the legislator supports what is needed, then new opportunities and partnerships will transform the future of the independent workshop.

Paradigm shift The fundamental change in paradigm will be where and when the diagnostic and subsequent repair process will start; today, it

is in the workshop, but this will eventually become almost completely remote. With diagnostics being embedded in the vehicle, there will be more access to more data when the vehicle is being driven. It is then a case of whose diagnostic application is in the vehicle: solely the VMs, or expanded to include independent aftermarket providers.

Unless legislation is created to introduce the ‘rights and roles’ of access for independent companies, such as diagnostic tool manufacturers and parts suppliers, the only remote data provided by the VM will be to support their own repair methods and replacement parts. In this scenario, the independent workshop becomes a simple replication of the VM’s business model, but with increased costs and less choice, which is not a good basis for competition.

Without these supplier partnerships supporting smaller independent businesses, these businesses will struggle to repair the latest vehicles, let alone make a profit from doing so.

As vehicle ownership moves away from individuals to corporate ‘mobility service providers’ – where the use of the vehicle will be available as short-term rental – your customer becomes the vehicle provider. They will lower prices to be competitive in their own mobility services, so workshop efficiency becomes paramount to remaining competitive in this changing market. Again, working with your partner suppliers will help achieve a ‘critical mass’ to create and align a network of independent workshops to support mobility providers across the UK for these corporate customers.

“The fundamental change in paradigm will be where and when the diagnostic and subsequent repair process will start; today, it is in the workshop, but this will eventually become almost completely remote.”

How to stay independent So how can independent workshops continue to be profitable and able to offer alternative and competitive choices to vehicle owners?

The answer lies with support from the legislator to provide the rights of access to the vehicle and its data. However, it also lies with your supporting supplier partners, such as the diagnostic tool manufacturers, who will provide applications that can access and process this in-vehicle data, to offer a choice of repair methods and a competitive choice of replacement parts.

By working with your partners to provide a delivery of the in-vehicle data and technical support, as well as the parts needed, the workshop becomes more efficient and profitable by implementing a ‘factory line’ optimisation of the service and repair process.

Ultimately, the workshop of tomorrow will have a much heavier reliance on both legislation and partner suppliers for the access and use of data, the efficient repair of vehicles, and increased levels of business management, to fulfil the demands of mobility service providers. This new era will demand changes within the independent workshop business, but will also be directly linked to external supplier partners. It’s therefore essential to choose these partners carefully, as your future business may be dependent on what they can provide. It is also clear that your future business will be increasingly less independent, and will have to rely on the requirements and abilities of others.

Biting the dust

W

alking into the Mirka building, it was easy to see why the company says innovation is always at the forefront of its mind: sleek offices and the brand new training centre stocked with its latest range of dust-free sanding tools is shown off in full force by National Sales Manager Steve Smith. Steve doesn’t hesitate to emphasise the importance of advancement in the company’s ethos, explaining, “We’re never going to be satisfied with what we’ve got – we’re never standing still.”

Eager to put words to action, Steve wanted us to experience the Mirka method for ourselves, explaining that he is “a big believer in hands-on experience”. So, heading down to the training centre, we donned safety goggles and lab coats to be part of the demonstrations.

We began with sanding, with National Technical Support, Aran Pemberton, presenting the products before we launched in to try them for ourselves. After coping with the painful sight of a bonnet being keyed, we set to sand it down with the DEROS 77mm. Quick, effective, and easy to

Interested in Mirka’s new training centre? To

68 DECEMBER 2019 PMM

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24 PROFESSIONAL MOTOR FACTOR JANUARY 2020

use for even the most inexperienced of editors, the DEROS proved to be a formidable tool, especially when used with the Mirka dust extractor, one of the most impressive additions to the product portfolio.

Steve explained that the extractors not only solve the obvious issues of dust ingestion and clean up, but also offer cost effective benefits.

“Our extractors are efficient, effective and connect directly to the tool, allowing them to get rid of dust as soon as it is created. With time being saved on clean up, technicians are also able to fit in more repairs.”

Going dust-free isn’t the only big change Mirka is ushering in. The range also contains

brand new Bluetooth technology, allowing technicians to connect the tools directly to the new myMirka app. Thanks to the app, users have access to benefits such as the vibration monitor. The Bluetooth system monitors vibration levels both in real time and over a period, alerting the user when the levels fall into an unhealthy exposure range.

Next were the polishers: the Mirka AROP-B 312NV and ARP-B 300NV polishers are cordless, with a battery that can be fully charged in just 20 minutes. Along with being cordless, the strength of the polishers allow for powerful and localised quick repairs.

The training centre, however, remains one of Mirka UK’s most important investments.

More than just 2,500ft2 of practice space, the centre offers bespoke training to both internal employees and external customers, with technicians even visiting colleges to train students. In its first year, the centre has held 89 customer training sessions, as well as 12 internal ones. Despite its initial success, Steve Smith sees it as a “constant work in progress”. Mirka also hopes that its ambitions for the centre’s expansion will help to tackle the skill crisis facing the automotive industry: approximately 20% of the automotive industry is under the age of 30, marking a worrying trend of a potentially ageing industry. Steve hopes that the hands-on approach that we experienced, along with the education achieved by the training centre, can help to alleviate the crisis.

find out more,

For more information online, www.rdr.link /A K008

PMM DECEMBER 2019 31

In October, PMM was fortunate enough to visit Mirka UK’s training centre in Milton Keynes, which was decked out with the latest additions to its tool lines, including the innovative dust-free range.

www.rdr.link/AK030

Traction Charger

which sees technicians Des Davies and Ed Grimley give their thoughts on Traction Charger’s MPL10 battery charger. Des was particularly fond of the product’s ability to recognise a battery with an output of 1V rather than the usual 8V needed. This meant that it was capable of charging a battery that was completely flat, negating the need for the user to buy a new replacement. Des commented that the charger was “well worth the investment”, as it also prevents battery damage caused by gassing and thermal runaway. The charger also balances the amp and voltage inputs, which means that the battery can reach 100% charge in the shortest amount of time, decreasing the repair time and increasing turnover. Ed also highlighted how easy it was to use and read from, requiring no additional effort or training.

Rowena Harrison, Proprietor of Harrison’s Garage Services, then explains how Ecobat Technologies’ (EBT) One Box solved the garage’s issues with start-stop battery testing. Battery testing is of the upmost importance, especially when

Ring

leading up to the winter months. The garage, however, began to encounter problems when testing the EFB (enhanced flooded battery) and AGM (absorbent glass mat) batteries fitted to cars with start-stop technology. Rowena explains that the garage didn’t realise that its existing tester, which was “perfect for traditional SLI (starter, lights and ignition) battery applications”, didn’t work with AGM or EFB batteries. As a result, young vehicles with no obvious battery related symptoms were giving false readings and failing the test.

After gaining One Box, the garage was not

Ecobat Technologies

only able to test start-stop batteries, but also to fit and replace them, widening the vehicle parc that the garage can make a profit from. With the influx of vehicles being manufactured with start-stop technology, the One Box is an excellent option for factors to stock in response to the increasing demand.

Finally, Senior Technician Tony Powell AMIMI reviews Ring Automotive’s MAGflex Pivot inspection lamp. Able to pack a punch of up to 400 lumens, Tony praised the versatile lamp for its flexibility and ease of use. The MAGflex would be ideal to stock for the technician on the go, as Tony highlights that it can be charged via a USB port, and therefore within a vehicle. He also praised the light’s three hour burn time, which allows for a large amount of use at a high power. The magnets at the base and back of the lamp make it an ideal option for hands-free use, especially when taking the inclusion of a hook into account – this means that hands-free use is not just limited to when working on metal. Tony also describes the strip lamp as “extremely flexible”, allowing the user to light awkward spots at “almost any angle”.

SPECIAL REPORT

Finding the staff

A formula that works In this year’s April issue, PMM covered the story of independent garage Complete Car Maintenance (CCM) and its main workshop in Ewhurst, Surrey.

Since then, the business has been pushing ahead with its expansion plans by opening up a third depot in the nearby village of Cranleigh.

With the new facility specialising in MOT, PMM simply had to investigate…

Before

Where it began Before CCM moved into the premises in Cranleigh, there was already a wellestablished garage operating there. Having worked in the industry for 30-odd years, owner Bob Macey was looking to retire and hand the business to someone who would be able to grow it and continue to offer the people of Cranleigh and the surrounding area quality vehicle repair services.

Having grown up locally and opening his own business in the neighbouring village of Ewhurst, Stuart White, Director of CCM, knew the garage and owner very well. This led to Stuart investing in Bob’s garage, acquiring a share in the enterprise. With the Ewhurst CCM depot thriving, it seemed only natural for Stuart to take over from Bob and transfer the processes that were in place at

the main workshop to the new Cranleigh venture.

“To tell you the truth, we were becoming exceptionally busy at Ewhurst, particularly when it comes to MOT. The problem with MOTs is that they are a fast-moving business, which means there always needs to be technicians and bays free for them when they come in. Given the nature of our work at Ewhurst, such as long diagnostic and servicing procedures, a bottleneck started to form. So, the unit at Cranleigh couldn’t have come at a better time,” Stuart explained.

Although at times reluctant to give up the business, Bob gradually handed over the reins, at which point, Stuart made moves to convert the garage into a revamped MOT test centre that could also play host to standard servicing when required.

As is often the case, it is one thing to find a unit that can hold a garage business within it, but another thing entirely to find the staff to manage the day-to-day operations. With a serious skills shortage in the industry, this is becoming more and more of a problem for garages. Thankfully, CCM could draw on technicians from the Ewhurst branch, plus there were a number of technicians taken on from Bob’s original business.

Operations Manager Tina Drayson explained, “With four bays to manage, we needed to make sure that we had technicians that we can rely on to maintain the standards customers would expect of CCM. So, we brought across two technicians from Ewhurst, and kept on two of the originals from Bob’s day. To head-up the management of the workshop, we have Liam – he moved across from the Ewhurst branch. We also have Imogen; she works on the front desk as our first point of contact for customers. As it happens, Imogen is Bob’s daughter, so the Macey name is still very much integral to the business.”

To ensure that the quality of service didn’t slip as the CCM technicians became used to the new setup, Liam was entrusted to oversee the management of the workshop floor. Professional and naturally competitive,

speaking to him you begin to understand why the Cranleigh branch has been such a triumph since its opening.

“I love to work fast. Of course, this doesn’t mean I trade quality for speed. First and foremost, we have to make sure that we are doing the job properly, and that our customers leave us satisfied with the work. But, the fact that I am competitive and want to do the best job I can as fast as possible, means that I am suited to running an MOT garage. I want to lead by example as well – can’t expect others to work if I am not pulling my own weight.

“This area is quite competitive when it comes to garages, so we need to be at the top of our game. Occasionally, we will have a vehicle sent to us from elsewhere, and I enjoy solving these more difficult problems. I guess it is all about pushing yourself.”

“When we originally established these values we brought everyone together to discuss exactly ‘what it means to be a professional’. From this discussion, we compiled a list of concepts that would act as guide for how we should conduct ourselves.

It seems like a small thing, but I think this brainstorming activity really helps. So, I made our list into a plaque that now hangs in our meeting room.”

What next?

The CCM secret Speaking to the team at CCM, it becomes clear that they all share an attitude that is conducive to making a success of the business. When asked about this, Tina explained with a smile: “I think our approach to the work is certainly something we are proud of. When we first planned to open up the Cranleigh branch we made sure that we transfered our core set of principles to unite the CCM branches.

PMM Awards 2019

PMM recognises the products and services that have made waves in the garage industry this year.

THE DPF DOCTOR

Innovative, determined and geared towards teamwork, CCM will no doubt keep growing. It’s taken less than a year to establish the Cranleigh branch, so there may be more to come from this independent. The formula is working and there is no reason why this can’t continue.

JLM ACADEMY AND ASSOCIATED TRAINING PROGRAMME

SCHAEFFLER To find out more about CCM, www.rdr.link /A K015

REPXPERT TRAINING EVENTS

MEYLE

CHICAGO PNEUMATIC

MEYLE-HD CONTROL ARM KITS

CP7748 ½” IMPACT WRENCH

ROTRONICS To improve vehicle stability and driving comfort, Meyle has refined its control arms this year, which has enabled the company to present its Meyle-HD control arm kits. The control arm within makes what is usually complex repair work easier for garages; thanks to a continuously variable adjustable ball joint and exact position indication. The control arm can be used for three different wheel camber settings, thus replacing three different OE parts.

This saves garages time, storage space, logistics and transport costs; instead of six references, only two control arms are required for the repair of Range Rover IV and Range Rover Sport.

The ball joint and the reinforced bushings can be replaced individually, making the control arm kit another sustainable repair solution.

Garages can also win over their customers with a four year guarantee on Meyle-HD parts. In addition to the Meyle-HD control arm kit for Land Rover, the company is also offering its control arm kits for BMW and MINI.

After

ROBIS BATTERY MANAGEMENT PLATFORM To help independent workshops drive a more cohesive and proactive approach to battery sales and maintenance opportunities, Rotronics has developed a management portal named ROBIS. Linking this with Midtronics’ CPX900 battery diagnostic testing platform, the comprehensive management reporting system provides instant visibility of how, through proactive testing, all vehicles entering the garage can increase battery sales and customer satisfaction.

Linking this to regional and national statistics, workshops can compare how their performance measures up against the industry, and more importantly, ensure all staff are on-board with the programme.

Chicago Pneumatic unveiled its powerful new ½” impact wrench for vehicle service specialists back in the first half of 2019.

Building upon the successful previous model, the CP7748 has been designed to offer operators power, comfort and durability, and is suitable for workshop or roadside assistance tasks, such as tyre changing.

Weighing in at just 4.4lbs (2kg) and delivering 960ft.lbs (1,300Nm) of power in forward and reverse, the CP7748 impact wrench provides a high power-to-weight ratio.

The CP7748 also offers two different settings in the forward position (40% of maximum power and full power) and a full power setting in reverse. The forward/reverse and power control ring system facilitates the use of the CP7748 in tight places, without having to remove the tool to change direction. Furthermore, the system also reduces fatigue on operators’ wrists and arms when switching between forward and reverse or adjusting the power.

PMM was invited to take part in the water pump and thermal management course at Schaeffler’s Minworth office back in the summer. The course was delivered by Schaeffler REPXPERT Alistair Mason, who split the day into two sections: the first focussing on the function of a water (coolant) pump, the different varieties out there, its role in circulating coolant and its effects on engine temperature; and the second, investigating the thermal management units and what their role is in the modern vehicle.

The course was a testament to the expertise held by Schaeffler and the company’s REXPERTs. It was clear, concise, and filled with vital information. This feeling was clearly shared by those technicians who had attended the official course, as earlier in the year, at one of the INA and FAG events, attending technician Gary Butler-Holmes reported that it was a “10-out-of-10 course”.

More recently, Schaeffler announced a new training concept: REPXPERT Academy LIVE. Events are set to take place throughout 2020, so keep an eye out for those!

PMM regular readers will have seen the coverage afforded to the JLM Academy that opened at the beginning of September.

It is the brainchild of Darren Darling, aka The DPF Doctor, who felt that there was a real void of training facilities in the North East. To remedy the situation, he coordinated with JLM Lubricants to open the Academy, and devise a series of courses for technicians that would target those with a thirst for knowledge.

One such technician was PMM product tester Tony Powell, who sat in on one of the courses offered at the Academy, Troubleshooting 101, delivered by diagnostics specialist Steve Scott. He reported the following in the November issue: “Regardless of your training or skill level, I simply cannot recommend this event enough. Having spoken with the other attendees, we all felt the same, all of us coming away thinking that the course was worth every penny.”

The Academy plays host to a wide range of courses, including diagnostics and JLM product training, with an expert team of trainers: Darren Darling and Callum Lee (from The DPF Doctor network), Steve Scott (Simply Diagnostics), and David Massey (Autoinform). www.rdr.link /A K036

PICO TECHNOLOGY PICOSCOPE 4823 – 8-CHANNEL OSCILLOSCOPE 2019 saw Pico Technology launch the PicoScope 4823, its first 8-channel oscilloscope for the automotive market. The PicoScope 4823 oscilloscope is ideal for those involved in advanced diagnostics, training or vehicle design. The eight channels allow multiple sensors, actuators and CAN / CAN FD signals to be monitored at the same time at up to 80MS/s. It is ready-configured for automotive probes and includes more than 150 guided tests, plus access to thousands of comparisons in the Pico waveform library, which now supports 8 channels.

The 4823 inputs have common grounds protected by self-resetting fuses; this offers less input protection than the floating input design of the 2 & 4 channel 4225/4425 PicoScopes, but by sharing grounds it makes connecting up its eight channels quicker. The PicoScope 4823 is an oscilloscope for the expert user with complex problems to diagnose, while the 4425 remains the scope of choice for general workshop use. Other specifications are what you would expect from a deep-memory PicoScope, with 12-bit resolution, 20MHz bandwidth, a 256MS buffer memory, and SuperSpeed USB 3.0 interface.

www.rdr.link /A K033 www.rdr.link /A K032

www.rdr.link /A K034

www.rdr.link /A K038

www.rdr.link /A K037

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38 DECEMBER 2019 PMM

Photography by Aidan Edgar

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 25

DATA

©Alex/AdobeStock

MARKET TRENDS & ANALYSIS

Aftermarket trends Factor-Sales has produced a review of value and unit trends that measure key product categories in the UK aftermarket. Whilst some of these product categories hold up relatively well, the overall picture isn’t so pretty.

T

he table below lists the performance of key aftermarket categories in both value and units. Factor-Sales has gathered this data from the daily trading practices of over 800 motor factors.

THE MEASURE COVERS THE YEAR FROM 06/10/2018, UP UNTIL THE SAME PERIOD IN 2019 FOR SALES FROM MOTOR FACTORS TO GARAGES.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

13.1

4.9

FILTERS

2.9

3.3

ELECTRICAL

3.7

1.7

FUEL – ENGINE MANAGEMENT

-6.3

1.2

COOLING – HEATING

-4.4

-1.4

BRAKE FRICTION

-3.6

-1.5

LIGHTING

-4.8

-1.5

LUBRICANTS – FLUIDS

-7.3

-1.9

WIPERS

-12.6

-3.9

CLUTCH FRICTION

-6.6

-4.0

ENGINE PARTS

-7.3

-4.6

EXHAUSTS

-12.6

-6.2

IGNITION

-8.8

-6.8

FLEXIBLE MOUNTINGS

-7.0

-7.0

STEERING – SUSPENSION

-8.1

-7.9

TRANSMISSION

-5.9

-8.1

BATTERIES

-12.2

-10.1

HYDRAULICS

-15.3

-14.2

The numbers reported showed a generally depressed market, with some significant reductions in unit sales, to a certain extent, being masked in some product categories by a general increase in prices.

Unfortunately, it appears that there is no good news at the moment, as the latest quarter returns paint an even bleaker picture.

Of course, certain product categories are holding up better than others, but the overall impression is that the major repair categories have suffered the most. It is possible that the uncertainty over, for example, Brexit, has caused customers to restrict their spend to basic services rather than committing to any major works.

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28 PROFESSIONAL MOTOR FACTOR JANUARY 2020

For more information on Factor-Sales’ data analysis capabilities, go to www.rdr.link/FL009

SPECIAL REPORT

PMF ON THE ROAD

Always available In 2019, Excel Automotive Group (EAG) relocated from its old facility in Barnsley to its new premises in Leeds.

PMF paid a visit to the company’s new headquarters, where the company’s new owner, Tony Bhogal, was kind enough to show us around.

E

ven though EAG is currently a relatively small operation, in terms of its 12 members of staff, it was instantly clear that what is being built in Leeds is not just for the present, but for the future. This was made abundantly clear by Tony, who took over the company in April, who has ambitious plans to grow the company and increase warehouse facilities that are stocking an even greater range of products.

This is not to say that this relocation is a stop-gap; the overarching purpose of the move was to improve the company’s access to a range of customers. From its new premises, EAG can utilise its van delivery service to supply factors with its array of products, with deliveries taking place across the whole of the UK. For local customers, there is a collection point within the facility that enables those within close proximity to collect their orders in a similar fashion to an Argos store – “like a trade version of click and collect”. This helps the company’s local factor community to overcome the problem of getting hold of parts on extremely short notice.

As we were walking through the reception area, Tony spoke of his plans to boost the local community’s engagement with the new site, with a variety of upcoming promotions intended to attract local factors. However, Tony was fully confident that the company was already capable “of helping any distributor’s needs”, and this was immediately demonstrated as walked through the door

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30 PROFESSIONAL MOTOR FACTOR JANUARY 2020

“EAG is at its customer’s service; it wants to provide them with the right range of products, and it wants to ensure availability for all of its parts.” into the first of EAG’s two warehouses.

Whilst the first warehouse was currently more of a holding area to sort stock out, the potential of what followed was astounding. Boasting brands such as EAG, Suplex, Monroe, Dayco and Brembo, amongst others, the space can hold around several thousand parts, with more deliveries on their way. Suddenly, Tony’s vision of supporting his customers with their every need seemed an even greater possibility.

On the challenges of the last 7-8 months since his acquisition of EAG, Tony commented, “Since we took over, the last

few months have been mostly about putting in the infrastructure for a successful business. Initially, the copper piping and the cabling was stolen, and everything needed re-wiring.” With this in mind, it is testament to Tony and his staff that they have still been able to put together an impressive assembly of brands to fill their storage facilities.

Throughout the tour of the warehouse, Tony reaffirmed what appears to be the main ethos of the company under its new management: “To make sure that we have the range and the availability, not just the most popular part numbers.” In order to The company’s warehouse stocks a wide variety of brands.

“Since we took over, the last few months have been mostly about putting in the infrastructure for a successful business.”

The company has recently agreed a deal to become the exclusive distributors of over 3,000 Suplex coil spring references.

achieve this, EAG recently appointed Verne Wainwright as its Purchasing Manager and Chris Haw as its UK Sales Manager.

Meanwhile, Adrian Lamb continues to spearhead the day-to-day running of the business as Managing Director. Whilst emphasising that the company will still be catering for those interested in popular parts, Tony wanted to make it clear that the company is there to help its customers as best it can, offering a “one-stop shop for niche products”.

Again stressing EAG’s commitment to its customers, Tony, when filling us in on the company’s two-year no quibble warranty policy, commented tha, “We want to make sure that we offer our customers a good service as well as good support.”

On the company’s future plans, Tony added, “EAG is committed to improving customer service and professionalism, underlined by us working towards ISO 9001, ISO 14001 and ISO 45001. We don’t

want to saturate the market; we want to offer the right parts. Here, we have a focused, cost-effective range of parts with good breadth and depth.” This depth may even extend to remanufactured steering and suspension components at some point in the future, with Tony refusing to rule out the possibility of stocking them – he insisted that it simply depended on demand.

All-in-all, the company has spent a significant amount on this new site, with refurbishments costing over £250,000.

Commenting on the company, Tony said, “It’s a good, professional business. We are aiming to both meet and exceed expectations, and with our good, supportive suppliers, we have been able to ensure quality in the parts that we are selling.” This investment perhaps demonstrates the ambition of the ‘new’ EAG, and Tony added to this sentiment, claiming that: “If we decide we’re going to do something, we’re

going to get on with it.”

With this in mind, there may be some expectation within the aftermarket that EAG will experience significant growth. 2020 is predicted by Tony to be an “interesting” year, with the company – and its ownbranded products – really “lifting off”. The aim for the year is to re-establish the business and inform its customers about its stock, especially after what Tony described as “a particularly difficult few years, with EAG now having a point to prove.” With Tony and his staff at the helm, the company seems to be on a solid footing.

The message to be taken from our trip to Leeds is that, above all, EAG is at its customer’s service; it wants to provide them with the right range of products, and it wants to ensure availability for all of its parts. Taking this into account, it comes as no surprise that the company already has strong relationships with factors across the country, and if it continues to grow under its new leadership, new customers will surely come flocking.

EAG owner, Tony Bhogal

For more information online, go to www.rdr.link/FL010

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 31

BRAKES & CLUTCHES

Good vibrations A In an ever-growing aftermarket, it always helps to stay in tune with the latest developments in technology. With safety-critical components such as the clutch, this is especially the case.

NVR performance is greatly increased by positioning the coil springs at the outermost edge of the disc plate.

ccording to Aisin, its clutches hold the largest market share of parts supplied and manufactured for Toyota. The technology used in these vehicles is incorporated into products that are supplied to other automakers. By applying the knowledge and experience that is derived from OE manufacturing, the company is hopeful that its aftermarket parts are of equal quality and reliability.

Around 1,000 Aisin kits are now available in the company’s aftermarket program. One of Aisin’s technologies, the NVR (Noise Vibration Reduction) clutch, is believed by the company to prove that performance and environmental awareness can go hand-inhand. The NVR clutch system has been adopted into the automotive industry as OE. To demonstrate the technology, Aisin has provided a guide that encapsulates how it works, as well as its benefits.

1. Employs single-unit disc spring assembly

7. Use large capacity coil springs 8. Large capacity coil springs enable expanded torque range.

NVR features 2. The Noise Vibration Reduction (NVR) technology is the perfect combination between the following upgrade:

Improved ride comfort: The ability to apply torque with less force improves vibration and sound absorption, enabling a quiet and stable ride.

Improved part coverage: Greater product coverage and part number consolidation is achieved by increasing the torque range.

Improved shift feel: The decreased disc weight reduces sticking and gear noise.

Improved durability: The addition of seat stoppers to the torsion spring reduces spring wear, increasing durability.

Improved pedal feel: Increased strength and easier halfclutching is achieved through improvements in cover design.

9. User Benefits – in comparison with conventional types

3. Use of seat stopper

5. Addition of spring retainer to torsion seat

4. Torque angle is increased by the addition of spring stoppers on the torsion seat.

6. New coil spring design eliminates contact with metal plate.

For more information on the NVR clutch, go to www.rdr.link/FL011

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 33

BRAKES & CLUTCHES

Getting ahead of the game With the car parc constantly growing, both in terms of the number of new vehicles registered, and the number of new makes and marques each year, factors must be able to meet the needs of their customers when it comes to dealing with the supply and demand of the brake caliper.

J

oe Toakley, Area Sales Manager at Shaftec, commented on these needs: “There are a number of basic rules which factors should follow to ensure that their garage customers never have to turn away business in an ever-growing market.

These rules include excellent quality, range, availability and up-to-the-minute data. Broadly speaking, these rules all fall under the simple heading of ‘choose your supplier carefully!’ Always go for one who can meet all your needs.”

Market growth The statistics for new car registrations are impressive. Figures show that the number of new registrations has increased virtually every year since the end of the Second World War. At the end of March 2019, there were 38.4 million licensed vehicles in Great Britain, an increase of 1.4% compared to the end of March 2018. During the first quarter of 2019, 857,000 vehicles were registered for the first time in the country.

These included 16,082 vehicles that complied with the ULEZ regulations.

Furthermore, there were 24 makes with over 10,000 cars, and 21 makes with over 500,000 licensed cars registered for the first time each.

That’s a lot of cars, and over the next five years, these will enter the aftermarket for service and repair. With this in mind, factors need to do their homework well in advance to make sure that they are prepared.

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34 PROFESSIONAL MOTOR FACTOR JANUARY 2020

Go down the reman route Price wise, with goods arriving from factories across the globe, the caliper market is extremely competitive. In terms of quality and range, partnering with a supplier of remanufactured parts is the ideal solution because they are cheaper for the end user and they use less energy to produce. In addition, they are often the only way of keeping older and more niche vehicles on the road. New parts often come from abroad. Aside from the safety aspect of having an unknown track record, they are made in large numbers to make it economically viable. Suppliers buy in the parts which they believe are guaranteed to

sell quickly, as they don’t want to be left with 10 years of redundant stock sitting on the shelves, taking up valuable space and not generating any income.

However, this model has its flaws, and in many cases, these parts don’t fit. If a garage gets a couple of cars a day through the door which are older vehicles requiring a niche part and they don’t have access to quality products from a reputable remanufacturer, they are going to lose business to the main dealer. And nine times out of ten, that customer won’t come back.

Forecasting “Prediction is a big part of the job of a

remanufacturer, and forecasting reverse material flow can be problematic,” added Joe. “Shaftec uses bespoke formulas in order to forecast demand and production routines. We have a team that concentrates solely on this and on sourcing core. Getting this bit right is a key ingredient for our processes to flow and to keep our availability as high as possible. The long term weather forecast is our friend, as bad weather has a significant effect on demand for calipers.

Falling temperatures, road salt and gritting agents are the achilles heel of the caliper! Corroded or old seals are easier to penetrate, and the cold temperature makes them brittle. Once a caliper ceases, it is extremely likely that the only option is to replace it rather than to get it repaired, especially when it is such a safety critical part. As a result, we see a notable increase in caliper sales based on the climate.”

Data is key As a TecDoc certified data supplier, Shaftec offers a range in excess of 5,500 remanufactured part numbers from its Midlands-based production facility. TecDoc acts as a conduit data collator between the company and its customers. All customer actions and behaviour are tracked and logged, and this data is used to forecast Shaftec’s production routine/stock holding, as well as its new-to-range calipers.

Joe concluded, “Choosing a supplier that meets all of your needs gives you the perfect foundation and ensures that you will always be able to service your customers with the parts they want, when they need them. All your ducks need to be in a line to achieve success.

“From expert sourcing of old core and remanufacturing processes, to intelligent forecasting and range development,

through to the correct use of TecDoc data to produce reliable cataloguing and confidence in availability, we make sure that all of this is in harmony; developing and managing a successful programme

that keeps us, you – and in turn your customers – ahead of the game.”

For more information on Shaftec’s brake calipers, go to www.rdr.link/FL012

BRAKES & CLUTCHES

Cashing in on opportunity With hybrid and electric vehicles becoming more prominent in workshops, there is a real opportunity for the aftermarket to make significant profit, particularly when it comes to brakes.

B

y 2025, in the space of just five years, it is estimated that up to 45% of global vehicle production will be electrified. Though some will be entirely electric, the majority of these vehicles will be hybrids, with either a gasoline or diesel engine, as automakers look for the best value solutions to meet increasingly stringent regulatory requirements, whilst adding more on-board power and improved engine performance. With commitments from Volvo, Jaguar Land Rover, Mercedes-Benz and others to electrify their entire vehicle line-up within the next few years, HEVs (hybrid electric vehicles) will soon become a common sight, on the road and in the workshop.

But HEV technology is not just about the future; it’s here now! First-generation cars, such as the Toyota Prius and Nissan Leaf, have been around for many years.

Already, the UK HEV parc has topped 750,000, and the number of HEVs on Europe’s road will pass the four million mark this year. For the replacement parts market, this presents new challenges, and importantly, new opportunities.

Apart from the obvious powertrain differences between HEVs and conventional vehicles, other systems, such as the brakes, can be subject to quite different requirements in an electrified vehicle. Most HEVs use regenerative braking; the electric equivalent of ‘engine

©photobyphotoboy/Adobestock

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36 PROFESSIONAL MOTOR FACTOR JANUARY 2020

©mmphoto/Adobestock

braking’, only more so. The electric motor normally draws power from the battery to propel the vehicle but, when the brakes are applied, this process reverses. The kinetic energy of the moving vehicle rotates the electric motor, turning it into a generator producing electricity to help recharge the battery and make the vehicle more efficient.

This reduces the workload for the hydraulic braking system. In many cases, the electric motor/generator will provide sufficient braking power to slow the vehicle without using the hydraulics, except when the electric motor cannot provide enough

braking torque on its own. For example, on the earlier generation Toyota Prius (20012004), the hydraulic brakes are not used until the vehicle is below seven miles per hour, except for hard stops.

Because the hydraulic brakes become almost a back-up system, they are used less, and in theory should last longer.

However, this is not necessarily good news – with intermittent use, rust and contaminants can build-up, affecting the disc friction surface, the pad mounting and the caliper piston/slider pins. In the case of a caliper carrier, for example, the brake pads may not be free to fully retract from the disc, causing accelerated, uneven wear. Alternatively, depending on where the corrosion lies, the pads may not contact the disc properly. As such, any corrosion on the disc friction face will not get cleaned off completely, resulting in disc pitting.

Without the background noise and vibration of a combustion engine, cabin NVH levels are often lower in an HEV, making the occupants much more aware of any unwanted brake noise. Braking systems are fine-tuned for such applications to take account of this. This means that poorly developed replacement parts can lead to customer dissatisfaction, not only from rapid wear, but also unacceptable noise characteristics.

Labelling itself as a pioneer in

Taking advantage The company also offers the tools and know-how that aftermarket businesses need to make the most of this fast-growing market. As well as the ability to read fault codes and view live data from the invertor, charger, motor and battery management system, Delphi’s DS diagnostic tool can also, for example, perform a high-voltage battery health check, calibrate the hybrid clutch and reset the brake stroke simulator, making this an increasingly attractive commercial opportunity for factors.

On top of this, factors can also take advantage of the company’s HEV training, helping them to gain expertise and establish a pre-eminent position with independent garages as the preferred resource for HEV braking systems and parts.

The mass migration to electrified powertrains offers business opportunities to those who are best placed to take advantage of them. Delphi believes that it can support ambitious motor factors by using the expertise that it has gained with vehicle manufacturers to benefit its customers in the aftermarket. propulsion technologies, solutions and services, Delphi Technologies claims to work hand-in-hand with the world’s leading automakers to develop the OE systems on many of today’s latest generation vehicles, and, as a result, to understand the subtle differences between HEV and conventional applications. For factors, this means that new and unfamiliar vehicle applications can be supported with confidence, secure in the knowledge that customer expectations will be fully met.

Delphi Technologies is continually

introducing new product lines to support the rapidly growing HEV sector. In the UK, it already supports more than 94% coverage on brake pads for hybrid vehicles, and over 95% on discs for electric vehicles. As HEVs become more popular and the vehicle parc increases, this growing investment ensures that factors can access the associated revenue stream with proven products.

For more information online, go to www.rdr.link/FL013

BRAKES & CLUTCHES

The next generation Meyle’s Head of Brakes/Drivetrain, Stefan Bachmann, provides an insight into the company’s ‘next generation’ brake pads, discussing how motor factors stand to benefit from selling them.

The benefits

Best practice: Selling

Generally speaking: The sportier the pad is, the more likely it is to squeak. With the ‘next generation’ Meyle-PD brake pads, Meyle is going one step further by reducing the noise emission of its performance-oriented brake pads to a minimum.

On one hand, motor factors can sell a performance-oriented brake pad with reduced noise, and on the other hand, they can offer their customers an alternative to regular brake pads.

Factors can also benefit from Meyle’s LCV-PD brake pads, which are said to have longer lasting brake components.

According to the company, these pads improve performance with their extra durability – they can take extra weight, as well as extra distance. This enables a longer service life and, as a result, the vehicles will be in workshops less often, saving money for the fleet owner.

Meyle claims to support motor factors in communicating its –PD brake pads’ features directly into the market. A full package of sales promotions, such as adverts, assembly-videos, check-lists, and brochures about typical damage patterns, is provided to motor factors to allow for efficient and successful selling. Factors can also make use of these promotional assets online at www.rdr.link/FL014.

Making more sales Usually, drivers of sporty vehicles tend to order brake pads via the internet. With the Meyle-PD brake pads supposedly offering more performance-oriented characteristics, factors can add these more ‘sporty’ customers to their target pool.

Another opportunity for factors to expand their regular customer base is the LCV market, with factors providing the pads for LCV fleet-holders. With Meyle claiming that these brake pads last longer and reduce servicing durations, factors can convince LCV customers that the pads are a strong asset for every professionally used vehicle. By offering reliable and durable products to their customers, motor factors can strengthen their image as a dependable partner to their customers.

designed to help workshops do as good and as efficient of a job as possible. To aid this, the pads come with optimally aligned chamfers, slots of friction material and individual shims, as well as with detailed and easy-to-understand assembly instructions and advice.

It is useful for factors to know the complexities of the pads, and how to get the best possible service life out of them.

Meyle recommends that, before installing the new pads, technicians should clean the brake calipers and wheel hubs intensely, and use enough brake lubricant to ensure a flawless fitment and protection from corrosion.

The company also offers a ‘Brake Checklist’, which can be used as guidance when observing typical damages on brake components. To help factors push the pads and to make customers more likely to choose them, Meyle frequently publishes and delivers tutorial videos and brochures on typical damage patterns, as well as product flyers for POS help. These assets can be accessed by visiting www.rdr.link/FL015.

Knowledge to pass on As part of its aim to provide better services for the aftermarket, Meyle is aiming to support workshops and to become a ‘driver’s best friend’. With this in mind, the company wants factors to know what advice they can pass on to their customers – a win-win for both parties.

The company claims that the pads are

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38 PROFESSIONAL MOTOR FACTOR JANUARY 2020

For more information on Meyle’s -PD brake pads, go to www.rdr.link/FL016

BRAKES & CLUTCHES

A ground-braking Q&A Scott Irwin, TMD Friction’s Head of Technical Training, fills PMF in on the company’s braking expertise.

How has braking technology changed over the last few years and what are your future predictions?

Scott Irwin (SI): Over the past few years, we have seen advancements in lightweight technology, particularly for the brake disc.

Keeping elements within the braking system as light as possible helps to improve fuel consumption, and is much kinder on the brakes. Looking a little further down the line, electromagnetic brakes could also feature more heavily in the future. This form of braking works on a slow or stop motion, using an electromagnetic force to apply mechanical resistance. When electricity is applied to the coil of an electromagnet, the magnetic flux attracts the armature to the face of the brake. As it does so, it squeezes the inner and outer friction discs together.

Currently, electromagnetic braking is not used on road vehicles, but has been implemented on trains and trams. With some adaptation, this technology could be used as a basis to improve a vehicle’s braking system, and may potentially lessen the environmental stresses currently caused by road vehicle braking.

Q

Are the demands of the aftermarket different to what they used to be?

SI: Yes, as technology used within cars becomes more advanced, braking products have needed to progress alongside it. This is evident even down to the type of brake grease that is applied to parts within the system. Although brake grease sounds like

Q

a small part of a brake replacement process, it has an important role, and the correct formulation is integral to how the system operates. For example, EPDM rubber is now a popular material used within the braking system, and if it comes into contact with mineral oil, the rubber will begin to swell. As a selection of popular lubricants are mineral based, this can cause a real issue for technicians. With this in mind, braking products need to be continually reviewed to ensure that they are in line with new materials and vehicle technology.

In response to this, what has TMD Friction’s approach to R&D been?

SI: With regards to the R&D process, all pads start out life in our laboratory as raw materials. TMD Friction is continually evaluating new raw materials, often several hundred at any one time, in order to identify suitable ingredients for the development of new friction material formulations. These raw materials are converted into unique friction formulations, which are then rigorously tested to identify whether their characteristics make it

Q

suitable for inclusion within the TMD Friction material formulation portfolio.

With regards to training, do you believe that motor factors should be provided with more opportunities to keep up to date with the latest developments in braking?

SI: We are committed to supporting motor factors across the UK, and we regularly host training sessions to help distributors understand more about Textar products. In turn, these sessions also help to support the technician network, as they can help to reduce the amount of returned stock due to incorrect fitment, thus improving the relationship between factors and garages.

Along with regular visits to motor factors, we also invite them to the factory so that they can see how brake pads are made first hand. This provides the opportunity for factors to see the process behind how brake pads are manufactured, and more specifically, how our approach creates truly unique products. Our factory produces 125,000 pads a week, which equates to around 12,000 per shift.

Q

For more information on TMD Friction’s brake brands, go to www.rdr.link/FL017

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 39

WINTER PRODUCTS & LIGHTING

Putting on a display

PMF speaks to Trico’s Senior Brand and Product Manager, Sam Robinson, to discover how motor factors can take advantage of the need for wiper blades in the winter months.

Please could you tell us a little bit about the history of Trico?

Sam Robinson (SR): Trico was the first to manufacture the wiper blade way back in 1917, so with over 100 years’ experience, we like to think we know what we’re doing!

We’ve been responsible for some major innovations over the years, from the humble wiper blade itself to wiper motors and washer systems.

Originally founded in the USA, a plant was established in the UK just 10 years later and today, we operate in all continents, with manufacturing, assembly and distribution sites in the USA, South America, Europe, China and Australia. On top of this, in 2019, we acquired the complete wiper blade division of Federal Mogul (Champion).

Q

How does Trico develop new products and technology?

SR: We are constantly working with vehicle manufacturers (VMs) to design and develop new innovations, often on new cars three or four years ahead of their launch. We focus on different areas of improvement to meet their needs, which might include ways that we can improve efficiency on their production line, or ideas to make products lighter to reduce the overall weight of the vehicle.

In Europe, we have our mobile rapid prototyping suite, which allows us to take items for track testing on a vehicle and instantly make tweaks or changes to

components in order to improve the performance. Within minutes, we can 3D print new plastic components or stamp new metal parts right there on site and assemble a new blade. This means that a process of maybe three, four or five different blade configurations and tweaks that would have previously taken weeks and months can now be completed in a single day.

Q

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40 PROFESSIONAL MOTOR FACTOR JANUARY 2020

How does Trico ensure that its products are of a high quality?

SR: Our products are manufactured and tested to the same specifications as our original equipment (OE) products, using the same components on the same production line. For example, the beam blades we sell in our Exact Fit aftermarket line are the same ones supplied to VMs in their own OES branding. Likewise, our aftermarket Hybrid blade was recently approved for

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supply to a major VM, and our Force line of high performance blades was created using technology originally developed specifically for one of the world’s most prestigious vehicle brands.

Wiper blades are a seasonal product – how can factors use this to their advantage over the winter period?

SR: Now is the time to be stocking up! In the event of a cold snap, the impact on sales will be instant, and it pays to be ready. Therefore, they should ensure that they have plenty of stock of all types and fitments, and consider promotions on short (multi-clip) ranges to allow workshops to hold a small wall rack or display, so they can quickly and easily change worn wipers when they spot them.

They should also consider some POS material for these workshops, such as posters offering a free wiper blade check, or reminder signs/posters encouraging consumers to replace their wipers every 12 months.

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What is the best way to display wiper blades?

SR: Wiper blades remain the ‘forgotten’ product with regard to consumers, as they have no definitive failure point. Having wipers on a large display, room permitting, is great for reminding consumers that they might not have changed their blades recently. Trico recently launched a new 2m wide display that stocks and showcases

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the full Exact Fit programme of premium direct fit blades, and, so far, this has been a great success with factors and retail stores.

In a relatively condensed footprint, it showcases the full range and incorporates prominent signage that highlights their quality and reminds customers to change their wipers once a year.

What are some wiper maintenance tips that factors can offer their customers?

SR: The number one rule at this time of year – don’t start or operate them on a snowy or frozen screen! Starting them this way can completely tear the rubber from the blade, and trying to clear built-up snow or ice can also put undue pressure on the motor, with the catastrophic effect of the complete wiper linkage and/or the motor failing.

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Is Trico doing anything to ensure that it is a responsible business, specifically in relation to the environment and waste management?

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“Wiper blades remain the ‘forgotten’ product with regard to consumers, as they have no definitive failure point.”

SR: This is a bigger topic than ever before, and we are currently undergoing a full internal review to identify how we can minimise our environmental impact, in particular with regards to plastic packaging. As an immediate interim measure, we have ensured that all of our plastic packaging is made from recycled and fully recyclable material.

However, we recognise that we must look at moving away from plastic altogether, and this is a much larger, ongoing project to identify packaging materials and styles that are more environmentally friendly, whilst still sufficiently protecting the product and providing a striking retail friendly appearance.

For more information on Trico’s wiper blade offering, go to www.rdr.link/FL018

WINTER PRODUCTS & LIGHTING

Lighting the way to greater profits

Winter vision solutions mean more profit opportunities for the trade, as well as safer motoring for end users. “

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ith the arrival of Winter, we are now very much into the time of year that we refer to as ‘lighting season’,” explained Richard Armstrong, UK and Ireland Automotive Sales Manager for Lumileds, which is responsible for manufacturing Philips automotive lighting products. “Switched-on factors - and the workshops they supply - should be targeting their customers with winter safety in mind. One of the key safety areas, therefore, is that of lighting.”

In the UK, during winter and often throughout the spring, the weather is much less certain, and driving conditions as a whole are often considerably worse than at other times of the year. On top of this, there are longer nights, and these conditions also bring a notably increased use of a car’s full lights during the daylight hours.

“The trade and motoring public alike need to bear in mind that one of the least expensive proactive vehicle safety measures that can be taken is the installation of a set of quality headlamp bulbs, especially given that poor lighting is an important factor in 80% of all traffic accidents in bad conditions,” continued Richard. “Our eyes let in less light and handle glare less well as we age. Good lights instantly provide better and more comfortable vision for drivers and passengers, and will invariably prove to be the best option in the long run for the

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42 PROFESSIONAL MOTOR FACTOR JANUARY 2020

motorist, the installer and the reseller.”

Crucially, for factors – and workshops as well – a quality bulb offers a higher margin sale, as well as a substantially reduced risk of early failure and the consequent need for a free-of-charge replacement. This is becoming more and more important, because car headlamps have become more complicated and time-consuming to change. An original equipment (OE) manufacturer’s bulb will not only mean almost zero risk of return, but will also offer a greater profit on each sale.

Other opportunities It is also important to be mindful of two further sales points. Firstly, car/van bulbs should always be replaced in pairs because if one unit needs replacing, the other is also likely to do so shortly afterwards. It is also important that both bulbs are of matching performance and quality.

Secondly, although the focus is often on headlamp bulbs – because they account for the majority of the cost of lights on a vehicle – it is also vital to make sure that not only the headlights and running lights work, but also that brake lights, tail lights, indicators, spotlights and high density lights are also in good condition.

This is of particular relevance when it comes to MOT time. Year-on-year, the biggest single cause of MOT failures is a

defective bulb – invariably between 2025% of all failures.

This further highlights the need for quality lighting products. Factors, as well as the garages that have to replace bulbs, will of course benefit from providing a product of OE quality, as the margins are noticeably higher than their low-quality counterparts.

Interestingly, in the motorcycle market, defective lighting accounts for more than half of MOT failures. Therefore, for customers who handle motorcycle business, there is a real opportunity for extra sales simply by encouraging workshops to perform a lighting check as a matter of course.

Further thoughts Firstly, although it is not compulsory in this country to have a spare bulb kit (unlike much of the rest of Europe), they are an especially good add-on sell for both factors and workshops during the winter because of the short days and the subsequent extra use of vehicle lighting. Advising workshops to encourage their customers to keep one in the car will mean that they not only have the

right bulb to replace one in case of failure, but they will also have the replacement instructions to hand as well.

Finally, with the increased hours of darkness encroaching on the working day, the requirement for professional workshop inspection lights with high quality and a long life on a single charge (or set of batteries) also increases. Workshop lamps can make a really good add-on sell, and

Philips claims to have one of the most comprehensive ranges available in the UK market. Richard concluded, “The message is very much: don’t go light on lighting this winter!”

For more information on Philips’ range of automotive lighting products, go to www.rdr.link/FL019

WANT TO KNOW MORE?

WE’VE INTRODUCED A NEW DIGITAL INFORMATION SERVICE. RDR.LINK GETS YOU FASTER ACCESS STRAIGHT TO THE EXACT ONLINE PLATFORM THAT HAS THE SPECIFIC INFORMATION YOU WANT. FROM VIDEOS TO TECHNICAL GUIDES, PDF’S TO PODCASTS – RDR.LINK WILL TAKE YOU STRAIGHT THERE.

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In with the old, and in with the new For oil suppliers, it’s essential to produce solutions that can not only deal with modern vehicles, but that cater to the classics too. Millers Oils’ latest releases emphasise this, with both its Trident range and its Classic Pistoneeze range hitting the market.

Taking care of the classics The Classic Pistoneeze range brings with it three new multi-grade engine oils. Able to protect the investment of a classic vehicle, Millers Oils claims that the oil can ensure the longevity and healthy life of the vehicle, which shouldn’t be a time-consuming or costly practice.

The range has welcomed three new products, providing engine oil solutions for vehicles such as the Ford Capri and Escort, as well as many other icons of 70s and 80s motoring. Application of the new range even extends to the rare Shelby Mustang American muscle car.

Specifically designed for the new

as a result of high iness and sludge modern-classics from the 70s and 80s that are gaining popularity, these three new additions combine the latest technology performance additives, solvent refined base oils and shear stable index (SSI) improver.

Available as 15W40, 10W40 and 10W30, these moderate detergent multi-grade mineral engine oils are suitable for both diesel and petrol engines, and will come in both five and one litre bottles. The bespoke formulation – including corrosion inhibiting ZDDP (Zinc dialkyldithiophosphates) – has been created by Millers Oils’ technical team for modern-classic engines which incorporate

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For more information on Millers Oils’ oil ranges, go to www.rdr.link/FJ019

TWO STEP

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PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 53

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WINTER PRODUCTS & LIGHTING

Springing into action Modern, highly stressed suspension spring designs, combined with potholes, speed bumps and salt on the roads in winter, mean that coil springs, especially those of lower quality, are increasingly prone to breakage. Peter Dancer, UK Business Development Manager at Kilen Springs, tells us more.

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ith breakage being the main reason for spring replacement, spring producers strive to maximise fatigue strength. A springs’ fatigue strength is essentially the maximum stress it can withstand without breaking.

So, what affects fatigue strength?

Poor quality spring wire, containing nonmetallic inclusions (Fig. 1), influences fatigue strength and will lead to premature breakage. Therefore, the risk of breakage is significantly greater for ‘budget’ springs that use lower-quality steel.

Heat treatment is a critical part of spring manufacturing and, if not performed to OE standards, can leave a spring too Fig. 1 brittle. The more brittle the steel, the more sensitive it is to defects such as corrosion, which results in lower fatigue strength and an increased risk of premature breakage.

Surface defects also lower fatigue strength and lead to early breakage. Lower quality spring steel can have many microscopic cracks in the material surface, increasing the risk of breakage (Fig. 2).

Use of OE quality spring wire, combined with shot peening and pre-setting will improve fatigue strength.

Shot peening is a treatment where the complete surface of the spring is bombarded with millions of tiny steel shots.

This closes any potential micro fissures,

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44 PROFESSIONAL MOTOR FACTOR JANUARY 2020

and introduces a positive residual stress in the material, whilst also preparing the steel for surface treatment.

Fig. 2 The pre-setting operation is a manufacturing stage where the spring is compressed to implement a positive residual stress. All OE quality springs, where the design requires it, will be pre-set.

Coil springs are under continuous attack from the road below. The sudden impact of a pothole is a well-documented cause of suspension damage. Road debris is also a significant danger. This exposes the bare steel which, if untreated, will quickly rust.

To reduce the risk of premature failure, a spring should employ a surface treatment which provides protection between the steel and the paint layer. The technique is normally a special zinc phosphate method.

The substance contains zinc ions, a less noble metal than iron, which gives the required galvanic protection. An OE quality spring will be zinc phosphate (Fig. 3), will be protected with a powder coat paint system – of 50 micron thickness – to ensure suitable protection against corrosion, and will have a good cosmetic finish.

As grit salt is spread on the roads during cold weather, it mixes with surface water to form an abrasive paste, grinding the protective paint off of the spring and dramatically accelerating the corrosion

process. Cold temperatures affect the toughness of the steel, meaning that the steel becomes more brittle and is Fig. 3 more liable to cracking. Minute cracks can form on a rusty, damaged spring surface and, given repeated compression cycles, will increase in size over time. One of these cracks will eventually propagate, and it is not uncommon for coil springs to fail catastrophically on a cold winter’s morning; the shock impact of hitting a speed bump or descending a kerb can be enough to cause a crack to propagate across the full diameter of the spring wire, often quite audibly.

How to win this winter In today’s market, factors know how crucial availability and range is, especially during peak season. Factors should aim to have at least the top 750 part numbers on the shelf at all times, covering just over 90% of demand. Kilen supports its stockists with a range re-profiling service to ensure that their stock profile is continually updated with the very latest references, meaning that the most popular springs are on the shelf and ready to go.

For more information on Kilen Springs’ coil spring offering, go to www.rdr.link/FL020

WINTER PRODUCTS & LIGHTING

The right light With all sorts of different lighting solutions available in the aftermarket, it is essential to understand what bulb suits which type of consumer.

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lthough space is limited within motor factors, it may be beneficial to stock different types of bulbs. That way, factors will have the ideal solution for every lighting challenge that garages provide them with. On top of this, factors need to be knowledgeable about the bulbs themselves – the advantages that each provides and the type of driver that each bulb would suit. In this capacity, factors will be able to fully assist their customers, who will then be able to do the same with drivers. In response to these needs, Hella has put together a guide to the ways in which its bulbs can be promoted.

Standard bulbs – the safe driver The Hella Standard bulb is primarily aimed at the driver that values safety, but needs their equipment to be affordable and trustworthy. Factors should therefore focus on selling these when workshops are working on, for example, family cars, as they provide good value for money and are tested for premium quality and reliability.

Performance bulbs – the passionate driver

White Light bulbs – the stylish driver

Performance bulbs are aimed at the passionate driver who is enthusiastic about their vehicle, its appearance and its maintenance.

Factors should emphasise that with these bulbs, drivers will be able to react faster, with the Performance range supposedly providing between 25 and 50 metres more visibility.

White Light is Hella’s xenon offering, and it is designed for the more stylish driver, with the company stressing that it provides the perfect combination of style and comfort.

With up to 30% more light, when compared to a standard halogen lamp, it delivers high levels of safety due to its higher light contrast, and lasts up to 300 hours.

When factors are able to understand the different types of bulbs and their unique selling points, it instils a level of trust with their customers, and allows them to respond quickly and efficiently to any need. Of course, on top of this, they will be able to retain a healthy profit margin in the process. By providing their customers with multiple lighting options, factors are giving workshops the opportunity to upsell, suiting every party in the process.

Long Life bulbs – the professional driver Factors should mainly look at selling Hella’s Long Life range to the professional driver or fleet managers, as it has an extended lifespan, while continuing to provide effective and lasting performance. The company claims that these bulbs last up to three times longer than is required by ECE regulations, which ensures that the vehicle doesn’t need as much maintenance, leading to less downtime, and more profit for the employee and business owner.

For more information on the Hella range, go to www.rdr.link/FL021

Product spotlight

Ring: RPPL700 Jump Starter Powerpack Ring is powering up its range of lithium jump starters with the launch of the RPPL700 Jump Starter Powerpack.

The disruption caused from flat batteries is not only inconvenient, but can also impact on business.

Specifically intended for 12V vehicle batteries, the new product is lightweight and compact without compromising performance. It can carry out multiple jump starts, making it an ideal product for mobile technicians, fleet operators, large garages and vehicle hire businesses.

In addition to the rapid recharging docking station, the RPPL700 has the feature of Rapid Recharge Technology. The user should leave the jump starter connected to the vehicle for 40 seconds after the vehicle starts for 100% recharge.

This means that the unit never needs to be fully discharged at any time, ensuring it is ready to use when needed.

Designed to be more practical than larger industrial-sized units, the RPPL700 contains an array of vital safety features, including protection against: 씰 Surges 씰 Over and low voltage 씰 Reverse polarity 씰 Over cranking 씰 Short circuiting 씰 Battery and switch over temperature levels

“The disruption caused from flat batteries is not only inconvenient, but can also impact on business.”

To find out more about the RPPL700 Jump Starter Powerpack and Ring’s wider range of products, Go to: www.rdr.link/FL022

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 47

What's New? WHEEL BALANCER Gunson has introduced a static wheel balancer, to allow for quick and easy wheel balancing.

Static balancing ensures that the tyre is balanced around its circumference, even as it deforms with speed, temperature and pressure. This reduces vibrations at high speeds and enhances tyre tread life.

Particularly suited to cross-ply and bias-belted tyres, the wheel that is to be balanced is centred on a machined aluminium cone, allowing all types of wheels with centre holes with a diameter of 38–101.6mm to be balanced. The value of this is then read using a fluid bubble level. The base is cast aluminium and includes wells for balance weights.

Go to: www.rdr.link/FL023

DISTRIBUTOR PORTAL Busy distributors with frequent orders of tyre inflation and compressed air products can now turn to PCL’s new online portal, which aims to make ordering PCL’s products as simple as selling them.

The system allows distributors to log in and place both bulk and one-off orders for next day delivery, removing the need for lengthy, time-consuming emails listing each item by part number.

Once registered, users can access their own dashboard to help them keep track of orders, with their account balance, invoices, shipping details and returns all clearly displayed.

Customers can search by product or part number, checking price and stock availability in real time. Repeat orders can also be made simply, by clicking ‘Reorder’.

Go to: www.rdr.link/FL024

AIR SUSPENSION RANGES Ranges of Arnott air suspension products, including air springs, air struts and compressors, are now available from Optimal.

Air struts, both new and remanufactured, include an air spring bladder, high quality crimping rings, improved seals to prevent leaks, and a thoroughly tested OE shock absorber.

They are compatible with OE air lines, with no modifications needed, and are serialised, coded and dated.

Arnott air springs also come with an air spring bladder and crimping rings. They are also compatible with OE air lines, without modification.

Compressors comprise an epoxy-electrocoated finish to prevent corrosion, and have been life cycle tested for over 2,000 hours.

They are manufactured with RoHS compliant materials and are compatible with OE plugs and air lines.

Go to: www.rdr.link/FL025

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48 PROFESSIONAL MOTOR FACTOR JANUARY 2020

ENGINE OIL

BRAKE PIPE CUTTER

An engine oil with increased fuel economy has been released by FUCHS Lubricants. TITAN SYN SN 0W-16 is an all-season oil for petrol passenger cars from a variety of manufacturers. Oil consumption is low, which helps to increase fuel economy.

It is specifically formulated for petrol and turbocharged petrol engines, and is also recommended for hybrid and electric vehicles where the use of an 0W-16 oil is suggested.

It can be used under extreme conditions, and aids in reliable cold start and rapid oil circulation, whilst also protecting against engine sludge.

The oil is also miscible and compatible with conventional branded engine oils.

Go to: www.rdr.link/FL026

Modern brake pipe cutters can be quite compact, but there are instances where there is still not enough clearance to turn the cutter around the whole circumference of the brake pipe.

This mini brake pipe cutter from Laser Tools can alleviate this problem with its self-adjusting ratchet mechanism.

Slide the cutter over the pipe, and a few turns of the handle will quickly and cleanly cut straight through.

Suitable for use on 3/16” or 4.75mm brake pipe, steel, cupro nickel, or copper.

Go to: www.rdr.link/FL028

IGNITION COILS Standard Motor Products Europe (SMPE) has added a range of multicharge ignition coils to its product portfolio, with the component having been recently introduced to gasoline direct injection (GDI) engines.

Multicharge ignition coils are designed to fire multiple times per cycle. After the initial spark, the coil is sparked multiple times, which is possible due to the much shorter dwell time than standard ignition coils.

This allows for an extended spark duration that produces more spark energy, optimising combustion in GDI engines. More economical injection is also achieved thanks to higher efficiency in the combustion process, minimising soot and particulate emissions, and therefore boosting fuel economy.

Go to: www.rdr.link/FL029

WEBSITE Engine decontamination specialist, EDT Automotive, has updated its website, which seeks to provide a more user-friendly experience via intuitive navigation and functionality.

The ‘book now’ feature allows garages and vehicle owners to contact EDT directly and order equipment. Another additional feature is the ‘testimonials’ section, which features reviews from both garage owners and motorists.

Go to: www.rdr.link/FL027

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PROFESSIONAL MOTOR FACTOR JANUARY 2020 49

ADVERTISING INDEX

AISIN-EUROPE SA........................Outside Back Cover

MAM Software Ltd..............................................Page 35

Automotive Automation Ltd ..........Inside Back Cover

Marathon Warehouse Distribution ........Pages 26,27

Bailcast Ltd ..........................................................Page 45

Ring Automotive Ltd ..........................................Page 41

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

Shaftec Automotive Components ..................Page 37

ECOBAT Automotive Ltd ..................................Page 15

SIP Industrial Products Ltd..................................Page 4

FAI Automotives PLC......................Inside Front Cover

Total UK Ltd ............................................................Page 9

Ferdinand Bilstein UK Ltd ................................Page 32

Trico Ltd ................................................................Page 21

Jack Sealey Ltd ....................................................Page 17

VARTA ..................................................................Page 29

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 S ENGINES & TURBO

PROFESSIONAL

MOTOR FACTOR

ng engine The effects of decreasi size on EGT sensor durability

OILS, LUBRICANTS & ADDITIVES

sales How to maximise lubricant during the winter season

NOVEMBER 2019

■ Batteries ■ Ignition & Engine Management

PROFESSIONAL

TOOLS & EQUIPMENT

MOTOR FACTOR

An MOT equipment supplier outlines its exhaust emissions analysers

REMANUFACTURING Can remanufacturing help to overcome the aftermarket’s environmental concerns?

DECEMBER 2019

PROFESSIONAL

MOTOR FACTOR

BRAKES & CLUTCHES

Is there an opportunity to be had in stocking hybrid and electric braking components?

WINTER PRODUCTS & LIGHTING

Taking advantage of ‘lighting season’ – making a profit from winter vision solutions

JANUARY 2020

UNDERSTANDING ERP How

choosing ERP software can help factors grow

COMING OF AGE

correct oil The value of stocking the for an ageing car parc

ALL THINGS REMAN The process of remanufacturing laid bare

cts n ■ interviews ■ produ nts ■ exper t opinio news ■ appointme

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50 PROFESSIONAL MOTOR FACTOR JANUARY 2020

news ■ appointments ■ expert opinion ■ interviews ■ products

news ■ appointme nts ■ exper t opinio n ■ interviews ■ produ cts