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INDUSTRY VOICES AMPLIFIED
During Automechanika Birmingham (below), I caught up with David Clarke and his son, Ben. The pair, along with David’s other son, Tom, were the face of our May edition, as we put the focus on Autosupplies Group and how the Clarke family legacy was being nurtured and strengthened. He was keen to take as many display copies as he could back up to Yorkshire, to pass on to his team and then show suppliers, customers, family members, friends – whoever they wanted.
As a journalist, receiving calls from someone that’s featured in the magazine could be perceived to be a recipe for disaster, so it was flattering to receive one from David just as the issue was released, praising the job I had done in converting our day in Chesterfield and Rotherham into a fivepage piece. I’ll tell you what I told him: they were his words, not mine! I just filled in the blanks.
More importantly, he asked – no, insisted! – that I produce more content like this, featuring more people, more factors, more interviews and more opinions. In my tenure, I believe PMF has been a good place for that type of content anyway; however, I take the constructive feedback onboard and, of course, the customer is always right! Therefore, if you’d like to share your story, factor or have something valuable to contribute to our audience, please get in touch via pmf@hamerville.co.uk
In this issue, I am pleased to report, David, that we have “more of that” with bundles of interviews, columns and stories. Quite a few came from my three days at the NEC – did you attend? What did you think of this year’s instalment?
One story came from the Verification of Lubrication Specifications (page 20). Its chairman Harald Oosting visited the PMF stand, to inform me that VLS had recently partnered with Comma to run a workshop survey, and the results were intriguing: many workshops still choose oil based on price.
That’s a red flag, not just for workshops, but for those motor factors supplying them. There’s a clear link between price-led buying and poor understanding of oil specs, according to VLS.
Harald continued: “It’s not just about cheap oil; it’s about whether the product is suitable for that engine. Too often, people just don’t know – and that’s risky.”
Other articles to look out for in this issue are a deep dive into the differences in quality of steering and suspension systems and components, courtesy of MEYLE’s Andrew Tress (page 34).
Here’s a flavour: “One of the most impactful decisions you face daily is whether to supply OE, standard aftermarket or premium aftermarket parts. While price is always a consideration, factors –like fitment quality, longevity and customer satisfaction – play a much bigger role in profitability and workshop loyalty than they sometimes get credit for.”
As this is a combined issue, this is the last time I’ll talk to you until the autumn – writing in 32degree heat, that feels a long time away, but, as my wife reminded me today, the nights are now drawing in…
GSF Car Parts CEO, Steve Horne, addresses visitors at TechFest Midlands.
MARATHON
OPENS NEW UK DISTRIBUTION CENTRE TO BOOST SAME-DAY SERVICE IN SOUTH WALES AND BRISTOL
Marathon Warehouse Distribution has opened a new regional distribution centre. Based in Caerphilly, the new facility was opened on 2June.
Marathon is confident that the expansion offers improved service to factor customers in the region. It will deliver frequent sameday service to customers across South Wales and Bristol.
The Caerphilly site becomes the tenth distribution centre in Marathon’s national network, which includes locations in North and South London, Reading, Southampton, Colchester, Loughborough, Warrington, Castleford and Redditch.
A further property also in place, and Marathon is looking to open this later in the year.
Marathon has also revealed that it will enhance same-day frequency to customers served by three of its other regional distribution centres, improving service levels to over 300 existing customers.
Marathon Sales and Marketing Director, Colin Fisher, said: “The opening of
Caerphilly marks another big step forward in our commitment to responsive, frequent same-day service to factors across the UK. It’s about speed, yes – but also consistency and overall support to our customers.
“The new centre will enable us to strengthen the service and support we offer to our expanding factor customer base, and the launch will also see some new products added to our centres at the same time, increasing choice and availability to our already wide range of brands.”
NAPA AUTO PARTS REVEALS LATEST TYRESOFT INTEGRATION
NAPA Auto Parts UK and Ireland has announced its latest integration with Tyresoft, with the distributor confident its customers will benefit from ordering parts directly from their job screens –streamlining the parts procurement process.
The ordering of parts is directly associated with the customer’s job, which allows users to procure the necessary components efficiently without the need for manual cross-referencing. NAPA stated that this linkage facilitates faster turnaround times and improves overall service delivery.
The integration also ensures automatic creation of parts within the system, preparing them for goods-in processing without manual intervention, reducing the risk of errors and accelerating stock management processes.
Pricing information can be entered directly through the integration, reducing
the likelihood of booking errors. By ensuring the maintenance of accurate and consistent pricing data, workshops can achieve correct invoicing and enhanced financial control.
Chris Nash, digital programme manager, said: “This collaboration with Tyresoft underscores NAPA Auto Parts’ commitment to providing innovative solutions that support garages and workshops with efficient, accurate and user-friendly tools.”
TECHFEST MIDLANDS PRAISED FOR ENGAGEMENT WITH WEMBLEY UP NEXT
GSF TechFest concluded its second event of the year at the CBS Arena in Coventry. Organised and run by GSF Car Parts, the second of three TechFest garage technology festivals this year featured more than 70 suppliers and a variety of guest appearances from across the automotive industry.
Speakers included Mark Field, chief executive of the IAAF, Tim Guidotti –aka The Fleet Guy – Matt Cleevely, managing director of Cleevely Motors and Cleevely Electric Vehicles. Automotive journalist and content creator, Mat Watson, was another.
Elsewhere, a programme of ‘tech talks’ offered a mix of insights from hands-on technical guidance to business growth strategies. Topics included EV readiness, secure diagnostics, turbo troubleshooting, fleet work, key programming and future-focused repair techniques.
Steve Horne, CEO, GSF Car Parts, said: “TechFest exists because we felt there was something missing from the industry. Our ethos has always been customer is king, so we set out to create an event with a fun, carnival-like atmosphere to engage suppliers, garages and technicians. Whether that’s bringing your family, your staff or friends, TechFest is enjoyable for all involved.
“Big thank you to everyone who turned up and made it an unforgettable event. We now look forward to Wembley in September and announcing where we’ll be next year.”
Automechanika Birmingham opened its doors at the NEC in June, welcoming industry professionals.
ARNOLD CLARK AUTOPARTS LAUNCHES EV COURTESY CAR GIVEAWAY
One lucky Arnold Clark Autoparts trade customer is set to win the use of a new electric courtesy car for a year through a prize draw the factor is running with the support of Yuasa.
Arnold Clark Autoparts’ customers will receive an entry into the prize draw every time they purchase a Yuasa or Goliath battery until the end of July, with first prize being a Peugeot e-2008 (automatic) in Nera Black, which the winner will be able to use for a full 12 months.
Craig McCracken, group factor manager at Arnold Clark Autoparts, said: “A free courtesy car for a year is an amazing prize, and our customers are really excited at the prospect of getting their hands on it! We like to reward our customers regularly as a thank
you for their continued support – and this latest giveaway is a great example of our commitment to giving back.”
DURHAM COLLEGE THE NEXT STOP ON SCHAEFFLER’S WRENCHES & WISDOM COLLEGE CAMPAIGN
Schaeffler’s Wrenches & Wisdom campaign continued recently with a visit to Durham College, where students received clutch system training –including common fitment issues and how to overcome them.
Schaeffler has put the spotlight on workshop apprenticeships, along with aftermarket career possibilities and training opportunities, since it launched the campaign in 2024 and has continued the momentum in 2025.
Schaeffler’s REPXPERT team aims to v isit workshops and engage with owners and professional technicians to raise awareness in the independent aftermarket about the untapped potential of apprenticeships, as well as the benefits of upskilling staff through the latest product and systems training offered by companies.
Schaeffler Technical Services Manager, Alistair Mason, who conducted the latest training at Durham, said: “Hosting training sessions for people at the start of their automotive career journey, or about to embark on one, is really important. We need to support them wherever we can, because starting out in a new profession is daunting, and an understanding of the
market and the products they will encounter is of vital importance to them.
“The clutch system is complex and has many elements that can go wrong if not installed correctly, so students are always eager to learn during these days and digest as much information as possible so they can do the job right and progress in their training.”
ECOBAT BATTERY SOLD TO BRITISH PRIVATE EQUITY FIRM
Ecobat Battery has been acquired by private equity firm Endless LLP from the US-headquartered Ecobat Group.
Ecobat Battery is a supplier of batteries and energy storage solutions for a wide range of applications including automotive, CVs, marine and leisure, motorcycles and industrial uses. With a presence across Europe and a network of 23 distribution hubs in the UK, Ireland, France, The Netherlands, Belgium and Spain, Ecobat Battery serves a diverse customer base.
Endless is a UK-based private equity firm, established 20 years ago, with a “strong track record” of investing in businesses to support their strategic goals.
In a statement, it reads that the acquisition by Endless will provide Ecobat Battery with the “capital and strategic support to accelerate its growth plans, expand its market reach, and invest in its capabilities to further strengthen its commercial platform”.
Russell McBurnie, managing director of Ecobat Battery, said: “This is an exciting new chapter for our business. Endless brings a wealth of experience in supporting specialist distribution businesses, and we are confident that their backing will help us unlock new growth opportunities and continue delivering exceptional value to our customers.”
Andy Ross, investment partner of Endless, added: “We are delighted to welcome Ecobat Battery into the Endless portfolio. The business has a strong heritage, a talented team and a clear role to play in the battery distribution market. We look forward to working closely with the management team to support their growth strategy.”
NEWS
AUTOMECHANIKA BIRMINGHAM 2025 BREAKS RECORDS
Automechanika Birmingham 2025 welcomed more than 15,000 visitors for the first time in its history in June.
Professionals from across the aftermarket and supply chain united at the NEC for three days of product showcases, training, networking and business opportunities.
Organisers reported that more than 7,000 garages, bodyshops and detailers attended, with over 550 suppliers from more than 35 countries showcasing their exhibition stands, themes, people and products to the audience.
A new addition this year was Motorvate –a space designed to ignite interest and careers in automotive among students, apprentices and early career professionals –and LKQ UK and Ireland CEO, Kevan Wooden, was pleased with how that area was received.
He said: “Automechanika Birmingham is a must-attend event in the automotive calendar, as it showcases a thriving aftermarket with a promising future. It’s more important than ever for the sector to pull together in retaining and attracting future talent, and our participation in the
Motorvate programme highlighted the exciting career opportunities available to all.
“We’re fully committed to ensuring technicians of every level are equipped with the latest skills so the aftermarket can thrive long into the future, which is reflected via
SECTOR INVITED TO GET INVOLVED IN BEN’S
Ben is inviting everyone in the automotive industry to take part in Ben’s Big Breakfast in October – because a cuppa and a chat can change a life!
Ben’s Big Breakfast is now in its fifth year and, in 2024, raised £25,000. This year, automotive industry personnel are invited to host their own breakfast anytime during the week of 6 to 12 October and encourage colleagues, customers, friends and family to bring, bake or buy a spread and donate to support Ben’s vital work.
With 44% of automotive people struggling with anxiety, 33% experiencing depression and 38% enduring a poor worklife balance, according to Ben’s latest annual survey report, the automotive charity’s Big Breakfast offers a chance to catch up over a cuppa, take time out, and be there for each other.
This food-fuelled event encourages Ben’s automotive family to bond over breakfast any day during the week of World Mental
Health Day on 10 October.
By signing up, participants willreceive a Ben’s Big Breakfast fundraising kit, packed with everything needed to make each event a success – and with more people turning to Ben for support than ever before, Ben is confident now is the time to get involved, get fundraising and help make a lifechanging difference to those who are struggling or in crisis.
Matt Wigginton, director of growth and development at Ben, said: “Our Big Breakfast is a simple, fun way to raise funds and a perfect excuse to bring your team together. Breakfast really is the best meal of the day and sharing it with others can spark meaningful conversations. A quick chat over a coffee could be exactly what someone needs. Right now, many people are suffering in silence, thinking they’ve got no-one to turn to. That’s why connection matters, for our mental health.
“By getting involved, you’re not just
our award-winning training initiatives at LKQ Academy centres across the UK…” The UK Garage & Bodyshop Event will commence in June 2026, before Automechanika Birmingham returns 12 months later.
having fun, you’re giving back to the industry charity that supports our automotive family. Whether you’re flipping pancakes, selling sausage sarnies or laying out a pastry platter, every breakfast counts. Rally your team, encourage multiple sites to join in, and make it something special. It’s time to toast your team and get a taste of something truly meaningful.”
Sign up for free at www.rdr.link/FAS001
DRIVING FORWARD: FAI ON RESTR UCTURING, PRODUCT EXPANSION AND CUSTOMER FOCUS
Q
FAI – Head of Product and Marketing, Peter Garrett, steps up to answer our questions about the direction of the business. After its acquisition in 2021, how have things changed and what should the trade look out for in the future?
Pete, thank you for joining us. FAI is a well-known brand in the trade, one that has gone through changes in recent times – arguably, the most notable is the takeover by Motus back in 2021 – and this is the first time we’ve been able to have a conversation about the direction of FAI since, so can you outline how the company has restructured?
A
FAI – for many of our customers –appears unchanged for the most part since the Motus Aftermarket Parts (MAP) acquisition. The main reason for this is that MAP recognised a great opportunity in us, centred around a longstanding team; therefore, when customers interacted with the company post-2021, relationships were maintained with customers’ needs met as they always had
been.
Moving forward, MAP has had a really positive impact on the business, moving us into an accelerated mode, where product groups can be quickly expanded and large new product groups added.
In recent months, our product development team has focused on bolstering product ranges, getting ready for a new launch and developing ranges that our customers have not seen from us in the past.
Q
Building on that, how has the integration with Motus impacted relationships with customers? Have you noticed any shifts in expectations or opportunities as a result of the restructure?
I’m sure some of our customers won’t have heard of MAP, but to a large degree, the word has spread about our corporate South Africanbased parent company. MAP has provided speed and flexibility that I liken to FAI changing from a sturdy ship, difficult to turn, into a speedboat – fast to react. Essentially, the wish list of projects within what was a family-owned business is now coming to fruition.
Q A
FAI has been proud of its commitment to supporting factors and workshops – through product education, marketing or technical support – how has that evolved and what more can the trade expect going forward?
We take the need to assist the chain of sale in all forms of product-related guidance seriously, having a dedicated team to answer any query not covered in our literature. To ensure we bolster this offering to customers, we appointed the post of head of technical in June 2025. Peter Eagle has over 35 years of experience in the automotive industry, all of which he will put to use in providing customers with a new level of support moving forward.
With a wide range of product categories in FAI’s portfolio, which would you say the company is best known for – and which are seeing the most demand right now?
We have maintained three main customer types in the UK: buying groups, independent factors and engine specialists. Grown from an engine heritage, we have become well-known for engine sealing products, valve train and, later, for engine timing. These product groups have provided a core offering, supplying a loyal customer base that we still enjoy today.
The early 2000s saw us invest in the development of a steering and suspension range, which has proved popular. We understood that the offering had to be competitive – but always with an emphasis on quality. The move into chassis components helped cement the brand with a countrywide network of motor factors.
The strategy of implementing quality ranges and maintaining customer relationships has secured good demand for our larger product groups. In recent years, we have added ranges, such as camshaft kits, sump pans and valve covers, seeing high demand from launch.
FAI has been a resident of Leighton Buzzard since its inception – and continues to be today – can you explain how the company has benefited from that and the role the location has made in terms of growth and operations, leading to its ability to service customers quickly and efficiently?
A A Q A Q A Q Q A A Q A Q
Our Leighton Buzzard site is where many of our employees have called home for decades. I can honestly say that it was part strategy –and in some cases part luck – that we were able to expand into 70% of the industrial estate. Now with five units, all as one internally, providing efficient picking operations and a further four opposite that house our bulk stock. Centrally located,
the site has worked well for employing the skills required and has excellent offerings from freight companies to service customer needs.
How is FAI ensuring product availability and delivery performance, especially in a climate where supply chain resilience is still a hot topic?
The last few years have been a challenge, what with COVID-19 and conflicts providing ebbs and flows in both demand and supply channels. We have a great purchasing team that has navigated us – excuse the pun! – through these situations. With a combination of industry knowledge, forecasting and investment in fast-moving stock, we have catered to customer needs.
During our discussions before this interview, you acknowledged that FAI has been relatively quiet in the media – but that’s about to change – why has FAI decided now is the time to make a push?
As previously mentioned, we have had a company-wide focus on what products – we as a business and our customer base – would benefit the market. Projects such as these take time to propagate, while many of our customers know our traditional offering. Now is a perfect time to discuss the next chapter of FAI and exciting new launches, such as control cables, filters and braking.
How do these reflect FAI’s broader strategy and direction in the trade?
We will always maintain our core values and engine product groups, but, with an experienced team and the backing of MAP, broadening our portfolio will give customers more choice within a trusted brand.
The new launch of control cables is a good example of a product range that required expansion from its initial introduction. The range now consists of over 800 references, with brake cables accounting for 600 part numbers, covering 92% vehicle parc.
Gear cables represent a focused range of 200-plus references for applications with high failure rates, such as LCVs.
Again, we hold quality as the cornerstone of our expansion strategy, with all cables matching or exceeding OE specifications. We’re looking forward to engaging with our customers with this massively expanded offer.
What are FAI’s priorities for the rest of 2025 and beyond?
As you can see, we’re not looking to stand still as a business. We will be looking to expand the team as new projects are currently in the works. I’d like to say more but all will be revealed later in the year.
SCALING SMART: AUTOWAVE BALANCES GROWTH BETWEEN NATIONALS AND INDEPENDENTS
Autowave is an example of a company that has explored an untapped market and is now thriving. With agreements with national distributors, a loyal customer base of independent factors and locksmiths, an expanding team and developing training curricula, now is a good time to sit down with Ravi Kotecha.
Ravi, can you give us an overview of 2025 and how business has been for Autowave?
It’s been an exciting six months for us – this year has started really positively. We’ve brought on some major national distributors, alongside our long-standing partnerships. These relationships are really flourishing.
The product we’re offering is still relatively new to the aftermarket, so seeing it gain traction has been extremely encouraging. We’re also continuing to support our loyal customer base –particularly within the locksmith sector, which has been a strong market for us.
We’ve just added new team members across technical support, customer service and marketing –all of which has strengthened our offering.
A Q A Q A Q
How have you managed to balance bringing on national distributors while, simultaneously, supporting your existing customer base? It’s definitely a balancing act –but it’s a good problem to have. The aftermarket is diverse; some customers have long-standing supply chains, while others are more flexible. We’re involved in the development of many products, which allows us to align with each
distributor’s specific customer base.
Of course, there will always be some crossover –that’s the nature of the market –but it’s big enough to support multiple routes. We’ve even helped introduce smaller or more sporadic customers to our distributor network, giving them the added convenience of local, often same-day supply through national coverage.
And how do you ensure fairness for independent motor factors who might be competing with large national distributors?
That’s a conversation we’ve had openly with both existing and
potential partners. We’re not interested in saturating the market; it’s about finding serious independents who want to add a consistent revenue stream to their business, add value to their brand and collaborate with us.
While we can’t control pricing across the board, we aim for fairness. It’s not about who spends the most; it’s about who aligns with our vision and can represent our products well.
Many independents are deeply trusted by local workshops or locksmiths and often offer a personal, flexible service. They also have the autonomy to be creative –whether that’s with joint marketing efforts or boots-on-the-ground sales support. Being a relatively small business ourselves, we can be agile and responsive.
How can factors – whether a national distributor or independent – work with Autowave?
There are two main routes: either they offer a spare key service inbranch or they distribute our products to garages and locksmiths providing that service. It’s rare for a factor to do both – it’s like trying to both sell and fit brake pads. We’ve designed our model to suit both business types.
And how should a motor factor decide which model fits them best?
component part. But for smaller operations – single-branch or five-branch businesses with in-house expertise – offering a key service directly works well. It’s all about matching the model to the operation.
A Q A Q A Q
It comes down to scale. If a factor has, for example, 250 branches, it’s tough to upskill every location in key programming. For them, distribution is a better fit – treating keys like a
Does Autowave’s current popularity and trajectory create added pressure on you and the team?
Yes, there’s definitely pressure, but we use it as motivation. There’s a strong reliance on our products in the aftermarket, and that drives us to keep delivering. We don’t like saying no. If there’s demand for a product we don’t currently offer, we do everything we can to develop it.
We maintain production quality across all sites, including our international facility in China, to ensure reliability and costeffectiveness for our customers. If we say we’re working on something, we mean it.
Let’s talk about training –what kind of in-field support do you offer?
We tailor our approach based on who we’re working with. For larger distributors, they’ve got the infrastructure — large sales teams and internal support — so we expect them to manage the frontline engagement. That’s the value they bring to the table.
However, when we’re working with independents, we take a much more hands-on approach. We don’t have a massive field sales team, but if support is needed, we’ll send someone out. We can offer bespoke, on-site training, co-branded marketing materials, and even help them develop a commercial strategy for growing their key programming services.
A recent example is Wilco; it operates multiple branches and offers key cutting and programming in several of them. We delivered custom training tailored to its specific equipment and business model. It wasn’t just a generic course; it was developed entirely around the company’s needs. That’s the kind of partnership we want to build – and are doing.
Are you still finding you have to educate the market?
Absolutely! Education is one of our biggest challenges. There are a lot of myths, like “you have to go to the dealer” or “it’s too complex”. Sure, sometimes that’s true – try programming a 2023 Jaguar Land Rover key! But program a 2015 Ford Transit key? Five minutes. So, there’s nuance, and we’re here to help customers navigate that.
Q A A Q A Q
Final thoughts –what’s next for Autowave in this evolving aftermarket?
We want to continue strengthening relationships – both with our national distributors and our independent partners. By ensuring product quality, fair pricing and tailored support, we aim to keep growing sustainably.
We’re also heavily focused on training and development. Whether it’s through online modules, in-person training or bespoke solutions, we believe education is key. And as always, we’ll keep listening to the market and evolving alongside it.
IAAF: TIME FOR THE TRADE TO RESET AND REMIND MOTORISTS OF ITS VALUE
“The UK aftermarket needs a reset with the consumer,” according to IAAF Chief Executive, Mark Field, who has produced the first of two columns exclusively for PMF.
Having recently visited many garages, motor factors and suppliers it is obvious, perhaps more so than ever throughout my 25 years in the trade, that we undervalue the service we provide to motorists – and even the wider UK economy.
Saying a garage just fixes cars is like a motor factor saying it just distributes parts or a supplier saying it just makes parts. This needs to stop – it undervalues what we all do.
We are part of something bigger. We are part of a vital aftermarket industry serving around 40 million vehicles on UK roads. With nearly £35 billion in revenue, servicing and repair is one of the largest contributors to the automotive sector.
Closer to home, we are part of something that keeps families mobile and businesses moving – and the IAAF will continue to reflect that.
The aftermarket needs to reset its contract with the consumer. Our suppliers are pioneers in developing technology, our distributors are leaders in logistics and service and garages are expert problem solvers, providing reassurance to millions of motorists.
PROTECTING THE AFTERMARKET’S ABILITY TO OFFER A CHOICE
Today, the IAAF enjoys a far greater reach than ever before. It now represents every
business in the supply chain, including suppliers and manufacturers, motor factors, trading groups, garages and, ultimately, consumer choice.
This representation gives the IAAF more credibility and authority when talking with government departments. Since the start of the year, the IAAF has been involved in no less than five UK and Northern Ireland Department for Transport consultations.
These included:
• Phasing out the sale of new petrol and diesel cars from 2030 and support for the Zero Emission Transition
• Zero emission vans: regulatory flexibility
• UNECE R155 and R156 cybersecurity in UK vehicle Type Approval legislation
Meanwhile, the Stormont Parliament in Northern Ireland issued a consultation into potential changes to the frequency of MOT testing (to 4-2-2) – which the IAAF opposes.
On net zero, we believe it should be a ‘technology neutral’ focus, considering the full ‘cradle to grave’ impact of the vehicle for the carbon dioxide levels – not just when it is being driven and that alternative fuels should remain part of the net zero solution.
As examples, the generation of both hydrogen and so-called ‘eFuels’ using renewable energy sources would create a carbon-neutral virtuous circle when the vehicle is driven. Equally, keeping existing
vehicles on the road will remove the high levels of carbon emissions created when a new EV is manufactured and delivered to its ultimate market destination, as well as keeping transport affordable to the many millions of vehicle owners who cannot afford a new EV, especially for those that live in more rural locations.
This should all form part of a wider ‘right to repair’ and the associated ‘repair and not replace’ approach, which not only helps maintain consumer choice and affordable mobility, but also helps to minimise the significant carbon impact of having to replace a vehicle.
The IAAF also remains an active player with FIGIEFA within Europe and looks at how rulings around access to data and technical information are applied within the UK, to the benefit of the aftermarket.
These consultations, in addition to the ongoing work on Euro 7 and SERMI are designed to ensure the sector retains its ability to offer affordable choices for servicing and repair to the motorist.
In part two, Mark reveals the “changing face of the IAAF”, how it is bringing members together and praises the host of volunteers who ensure the IAAF continues its dedicated work to the trade.
For more information about the IAAF, www.rdr.link/FAS003
Movers & Shakers
PMF introduces this month’s movers and shakers, as they begin a new stage of their career.
THINKCAR UK
Thinkcar UK has announced the appointment of Garry Phillips as southern regional manager for the automotive diagnostics and equipment department, as the company looks to strengthen its national support for distributors and garages alike.
With a remit covering the southern region of England and Wales, Garry will work closely with Thinkcar UK’s distributor partners and business development managers, helping them understand and promote the brand’s range of diagnostic tools and workshop equipment. He will also play a key role in introducing Thinkcar UK to new customers across the area.
Garry brings with him more than 30 years of experience in automotive air conditioning and diagnostics, having held senior roles across a number of aftermarket businesses.
Throughout his career, he has focused on technical training, education and the development of industry standards. His work has included creating recognised IMI qualifications and delivering hands-on training programmes across the country.
Garry said: “Joining Thinkcar UK is an exciting step for me. The company is bringing genuinely innovative technology to the market, and I’m looking forward to helping distributors and technicians understand the full capabilities of our tools.”
Garry’s experience in heavy-duty diagnostics and advanced HVAC systems should be pivotal, particularly as the brand looks to stamp its authority on EV diagnostics. Thinkcar UK believes this is a key area of growth as workshops adapt to future vehicle technologies.
“We’re delighted to welcome Garry to the team,” said Alex Gillbanks, managing director of Thinkcar UK. “His technical knowledge, industry connections and passion for education will make him a fantastic asset to our distribution network in the south.
“He joins at a key time for us, as we expand both our team and our product offering to meet growing demand from workshops.”
DELPHI
Delphi has recruited Aliya Lam as UK country director. The appointment is viewed by Delphi as a “significant step forward” in its strategy to strengthen operations and accelerate growth in the aftermarket.
Aliya has joined Delphi with more than 23 years of experience in the global automotive aftermarket. Her career includes a tenure at MAHLE, where she held several senior leadership positions, including head of global sales and marketing excellence, plus UK and Ireland sales and marketing manager.
Delphi is confident her track record in commercial strategy, team leadership and customer engagement signals an exciting new chapter for the company.
Aliya said: “This is a fantastic time to be joining Delphi. With a strong brand, dedicated team and a holistic approach to workshop solutions, we’re ideally placed to support our customers and deliver sustainable growth. I’m looking forward to working closely with our partners to strengthen relationships, unlock new opportunities, and continue building on our success.”
Based in Warwick, Aliya will oversee Delphi’s UK operations, with a focus on delivering “profitable sales growth, driving regional strategies and championing customer-centric innovation”.
Bas Donders, regional director Western Europe at PHINIA, said: “Aliya brings deep industry insight and a results-driven mindset that will be pivotal as we sharpen our regional focus. Her leadership will be key in elevating our presence and performance in the UK and Irish aftermarket. We wish Aliya every success in embracing her full potential and the best of luck in this new venture.”
VLS: WHY OIL STILL MATTERS –AND WHY YOU SHOULD CARE
Motor factors are at the front line when it comes to oil selection – and the wrong choice can lead to big problems. That’s the message from the Verification of Lubricant Specifications (VLS), which has just updated its white paper to reflect an influx of new cases and some concerning trends.
Two years ago, VLS released a 10year review of all the oil complaints it had investigated. Since then, case numbers have surged – and not just in the usual passenger car oils. There’s been a noticeable rise in complaints relating to CV oils, hydraulic fluids and brake fluids – so what’s happened?
Products that don’t actually meet the specifications they claim to.
VLS Chairman, Harald Oosting, told PMF during Automechanika Birmingham: “We still get cases where an oil claims two specs that are chemically incompatible. It can’t be one or the other – it’s impossible. It’s either a mistake or someone doesn’t understand what they’re selling.”
Specifications exist for a reason; if an oil doesn’t meet the correct viscosity or performance standard, it can lead to premature engine wear or even serious damage, claimed VLS. The same goes for brake fluid; get that wrong, and stopping distances can increase significantly.
‘PRICE IS STILL THE CLINCHER’
VLS recently partnered with Comma to run a workshop survey, and the results were intriguing: many workshops still choose oil based on price.
That’s a red flag, not just for workshops, but for those motor factors supplying them. There’s a clear link between price-led buying and poor understanding of oil specs, according to VLS.
Harald continued: “It’s not just about cheap oil; it’s about whether the product is suitable for that engine. Too often, people just don’t know – and that’s risky.”
WHAT’S YOUR ROLE?
According to VLS, workshops are increasingly relying on you for oil recommendations, and, naturally, the pressure is on to provide good advice. That’s not easy in a world where ‘universal’ oil is in demand.
Harald said: “One oil doesn’t fit all – but customers don’t want a blank screen when you run a reg check either. That’s where things go wrong: when people stretch specs just to fill the gap.”
Cataloguing systems are better than ever, but they’re only as good as the data
“We still get cases where an oil claims two specs that are chemically incompatible. It can’t be one or the other – it’s impossible. It’s either a mistake or someone doesn’t understand what they’re selling.”
behind them. VLS reported it’s crucial for all motor factors to stick to verified spec matches and not be tempted to offer something “close enough”.
MORE COMPLAINTS, MORE AWARENESS
The good news is that more workshops are reporting concerns. Most enquiries still come from companies in the trade, rather than the public – but the phone is ringing more often.
Harald revealed: “We had a workshop ring and say: ‘I’ve been offered two oils claiming the same thing – one’s 20% cheaper – which should I buy?’ That’s exactly the kind of conversation we want to be having.”
VLS’ process is completely anonymous and impartial, which is key in maintaining trust with suppliers and avoiding legal
headaches. Some brands don’t like what they hear, acknowledged VLS, but it is unapologetic about its position and goal of improving industry standards.
VLS HOPES FACTOR MEMBERSHIP GROWS
Currently, only a handful of “major” motor factors are VLS members. The organisation would love to see more get involved – but many are yet to see the tangible benefits, conceded the organisation.
Harald concluded: “Motor factors have thousands of products to manage. We get that. But if oil’s just an afterthought, the risk of getting it wrong goes up.”
VLS encourages all factors to consider membership, not just to stay informed, but to be part of the wider solution.
BREMBO TARGETS
UK EXPANSION
Jean Claude Dal Grande, Brembo’s aftermarket GBU – VP EMEA Sales, donated some time to PMF during Automechanika Birmingham, answering questions about the state of play in the trade and Brembo’s ambition and strategy to increase its market share.
What’s your overall feeling about the current market landscape?
A Q A Q
My feeling is that, in Europe, the markets have been experiencing quite a bit of uncertainty in recent months. This is primarily due to geopolitical tensions – the situation in the US, ongoing conflicts, and also China aggressively pushing into the automotive space. The automotive sector is struggling, especially when it comes to car sales. So, all of these factors add up to a lot of variables. In response, businesses are likely returning to their comfort zones – the traditional way of doing business, based on relationships and simple principles.
The trend is quite clear: distributors are optimising their product portfolios, carefully selecting the brands that will be part of it. There is also a push towards market polarisation, valuing top premium brands
and private labels. On top of this, product innovation and service levels are crucial to making the difference in a difficult market situation.
Do you think “returning to their comfort zones” is the right approach?
I find it fascinating how systems, how people, react to crises. And I don’t mean “crisis” as something purely negative; crisis also means a break in continuity. Reassessing the basics is actually a valuable opportunity to better understand how to respond. And I believe the aftermarket value chain needs to take some responsibility. We should push authorities and the system toward a new direction. It’s important to identify and address some shared challenges.
For example, just yesterday (talking to
visitors at Automechanika Birmingham) we talked about the shortage of mechanics –this is a growing issue across Europe and even globally. The reasons vary: generational changes, the perception of the job. I think the aftermarket value chain could help solve this by investing in training and talent attraction – essentially creating an ‘academy’ to inspire and educate the next generation of mechanics. This is crucial for the future, not just in terms of parts and systems, but for ensuring continuity throughout the entire chain.
Is Brembo involved in any initiatives or groups working on such an ‘academy’ or educational programmes?
A Q
For Brembo it is crucial both to teach and enhance braking skills, and to communicate Brembo’s specific values across the IAM chain. This means it’s fundamental for Brembo to maintain strong relationships with mechanics and garages. It’s essential that we ensure garages understand the quality of our products and how to work with them – that’s how we help create a functioning
ecosystem around Brembo and ensure demand.
For those reasons, we are closely involved with existing academies, run mainly by our key distributors. We offer specific training from our technical experts, who, in turn, are advised by our advanced product, as well as research and development, teams.
We also offer a specific programme called Brembo Expert to support dealer and garage education, in particular, and to build loyalty with them. In the end, our ultimate goal is to continue building Brembo ‘ambassadors’ throughout the chain.
On top of these initiatives, the Brembo brand has a strong recognition factor, especially in racing. If younger generations associate Brembo with motorsport and understand what we do, it can help to build brand awareness and product familiarity on top of an outstanding reputation. It’s a long-term approach, but these two elements – our brand passion and our garage support – are key for us.
Specifically in the UK, your messaging goes through national distributors and independent motor factors – what is your approach for the British market?
The UK market is very important to us for two reasons: first, it’s one of the five largest car markets in Europe, which is strategically significant. Second, our market share in the UK isn’t where we want it to be, so there is real growth potential here. That makes the UK a top priority.
As often happens, it’s historical. In the past, we focused on other local markets where we had a stronger presence. In some markets, our representation was small or indirect. But now, with our pan-European and global strategy, particularly with a strong focus on India, we’ve reassessed our priorities and identified the UK as a country with big potential. Now we’re ready to do a better job here!
Gaining market share in a competitive market, like the UK, doesn’t happen organically. We need to be proactive; leverage our brand, leverage our product quality. And we need to support our distributors in passing that message down to garages. That’s why we’re here at Automechanika Birmingham. We’re showing the same commitment we show in other key markets – whether it’s Italy, Spain, Turkey or the UK. Of course, Frankfurt is a different scale, but our presence here is just as important.
A Q A Q A Q A Q
Why do you think your market share in the UK has been below expectations?
The braking market is very competitive – arguably saturated – that must make things difficult? Absolutely. If I look at the EMEA region, the UK and France are the most competitive markets. In countries, like Spain or Italy, the market
developed with a very regional structure. Distribution is highly local, with many small wholesalers very close to the garages. That creates a kind of ecosystem that’s hard to penetrate.
In the UK, by contrast, you have a few very large players operating nationally. They are powerful, professional and committed. You immediately face the risk of market overlaps or internal competition. We have two phases in our approach: first, gain market share; second, work with distributors strategically – not just tactically or opportunistically. That’s not easy.
Strategic cooperation means growing the market with a clear pricing policy, tailored programmes and alignment with the industry’s needs. It’s about long-term planning.
So, are you targeting the big national distributors, or building your presence with strong independents?
That’s a great question. I used to work in industrial lubricants and learned that, to cover a surface well, you need different particle sizes in your product. I see the same logic here.
We want a mix of large distributors and smaller, highly committed local partners. The smaller ones bring deep roots and trust in the territory, and they align well with our premium value proposition. But Europe is what it is; we can’t ignore the large national players. Our strategy is to balance both, which is not simple. Larger customers are often driven by commercial conditions, while smaller ones are more relationship-driven.
The challenge is not just entering the market, but sustaining and stabilising growth. That means addressing potential overlaps, reshaping partnerships and thinking in multi-year cycles. It’s a real challenge, but one we’re eager to embrace because we believe Brembo has a strong message and can bring real value across the entire chain.
HARD TO FIND, WORTH THE EFFORT: LABOUR SHORTAGES ARE MAKING US BETTER EMPLOYERS
Skilled people are hard to find, full stop. It’s not a throwaway line; it’s the simple truth. It’s especially noticeable in our world of technicians, where the pool is already small. In rural areas, like ours in the heart of North Herefordshire, it can feel like you’re fishing in a puddle. At Oldfields Garage, this shortage has forced us to take a long, hard look at how we recruit and plan, and, more importantly, how we retain the best team members.
The issue isn’t new, but it has become more acute. There are fewer apprentices coming through the system, and that’s because of interest and a misperception about our industry. Garages aren’t taking on apprentices because of the “hassle”, and this has compounded over the last 10 to 15 years. The 10-year experienced technicians are few and far between. It’s because, as an industry, we’ve historically undervalued the skill involved in being a technician. That’s something we’ve been complicit in, whether by underpaying, underinvesting in training, or failing to shout about the level of expertise our people actually have. They are not just spanner twirlers. They are diagnostics experts, EV specialists, plumbers, electricians, mechanics all rolled into one. That’s the message we need to get across.
At Oldfields, we made the decision to invest – not just financially, but with time and focus. Recruitment isn’t just about placing ads anymore. It’s about culture. It’s about values. We’ve had more success bringing people in when they can see what we stand for –that we back our team, develop their skills and run a professional outfit where they feel respected. We’ve also redoubled our effort and investment in apprentices and work experience.
What hasn’t worked? Thinking we can plug a gap quickly with a stop-gap solution. Hiring in desperation leads to mismatches. You’ve got to be clear who you are as a business and who you want in your team. We learned that – and sometimes the hard way.
Retention has become less about bonuses and more about belonging and caring. We aren’t there yet, but we’ve worked on building a team that wants to stay because they feel part of something, not because they’re tied down. Simple things matter –good communication, development opportunities and recognising achievements.
So yes, the labour challenge is real, and, yes, it’s made us rethink how we operate – but it’s also made us better.
At Car Spares Factors (CSF), we always pride ourselves on being a people-first business, with a family-feel (CSF was established by mine and my brother’s father and uncles in 1976). From our warehouse teams to our delivery drivers and office staff, our people are the core of our business – and if you put people first, inevitably they put your customers first.
Over the past few years, however, like many in the automotive aftermarket sector, we’ve faced challenges brought on by a tightening labour market. The widely discussed labour shortage has, without doubt, influenced how we think about recruitment and retention – but it hasn’t stopped us in our tracks.
Have we had to rethink our approach? Yes – and no!We have always believed in growing talent from within, but the current landscape has meant we’ve had to be more proactive and flexible – the biggest change? We no longer assume people will come to us; we’ve gone to them. That means investing more into local outreach, being more visible in our communities and making it easier for people to apply, even if they’re not from a traditional motor trade background.
We’ve seen success with entry-level roles that allow us to train people the ‘CSF way’. Internal mentoring has worked well, as have regular team meetings to make everyone feel valued. We’ve also focused heavily on retention: small changes, like clearer career progression paths, more consistent recognition and better onboarding, have helped us keep hold of good people.
What hasn’t worked? Throwing money at the problem alone. We quickly learned that offering a slightly higher wage than a competitor only gets you so far. Culture, reputation, communication and consistency have proved more powerful in keeping teams together.
It is still a problem; recruitment remains challenging. It’s harder to find the ‘right fit’ – individuals with the right attitude, reliability and willingness to learn – but we’ve become better at spotting potential and shaping roles around individuals, rather than insisting every hire must come with years of experience.
In short, the labour market has forced us to adapt – but not compromise. It’s made us better employers, more open to change and more connected to our workforce.
TIM BENSON OLDFIELDS GARAGE OWNER
SANJIV SHAH CAR SPARES FACTORS OWNER
YORK MOTOR FACTORS SWITCHES TO DIGITAL DELIVERY PROCESSES
For over five decades, York Motor Factors (YMF) has been supplying parts, consumables and accessories to trade and retail customers. With seven branches across North Yorkshire, order volumes have continued to grow in the past few years. Consequently, it was time upgrade its delivery processes – by implementing ePOD, an app integrated with Autopart.
Previously, drivers would record deliveries on paper and input the details into a terminal back at base. Not only was this time-consuming, but it often led to errors, unclear records and a lack of visibility.
YMF Chairman, Tom O’Brien, said: “Each of our drivers would manually add the delivery info into a terminal back on site. Times were recorded to paper and often, the handwriting was difficult to read. Unforced errors were happening and, honestly, we couldn’t always fully trust our data.”
Customer queries became unnecessarily complex, often involving multiple team members chasing the same information. What should have been a quick update could take five conversations and delay resolution.
As a result, the business decided to implement ePOD, which allowed YMF’s drivers to log deliveries in real time using a mobile device. They can now capture signatures, take supporting photos, timestamp deliveries and record GPS locations on the spot – all without needing to return to base to input data.
Tom reported: “For our drivers, ePOD was highly intuitive and easy to use – we were up and running within a day.”
The shift was immediate and operational visibility improved overnight, according to Tom: “What would have taken
“We’ve made the biggest impact with our latest sites first and seen instant value. We’re now moving forward with the rest of the rollout (of ePOD).”
five different conversations with four different team members, we can now resolve through one real-time call.”
Teams could now see which deliveries had been completed while drivers were still on the road creating faster, more confident responses to customer queries.
Customer service wasn’t the only area to benefit. Internally, the business gained a much clearer audit trail. Paper logs were replaced with accurate digital records, reducing confusion and admin workload.
Tom continued: “It’s helped auditing and tracking by continually providing greater clarity. We’ve taken away the guesswork and that’s had a real impact on data quality.”
Having seen strong results at its busiest sites, YMF is now rolling ePOD out across all branches.
Tom concluded: “We’ve made the biggest impact with our largest sites first and seen instant value. We’re now moving forward with the rest of the rollout.”
YMF is now also looking into additional tools within Klipboard’s platform to support its wider digital transformation.
From real-time visibility to streamlined communication, the product has become a critical part of YMF Car Parts’ move towards smarter, more efficient operations.
For more information about YMF, www.rdr.link/FAS008
MINIMISING RISK, MAXIMISING SAFETY: FEATURES BUILT INTO ESPRIT REPAIR KITS
If you’re supplying professional-grade repair equipment, safety and ease of use are key selling points. Esprit’s windscreen repair kit has been developed to ensure quality repairs and reduce risk to both the technician and the vehicle. Understanding and communicating these features to trade customers is an important part of supporting safe and effective repair work.
Although the Esprit resin is non-toxic, it can occasionally cause mild skin irritation or allergic reactions in sensitive users. To mitigate this, the use of protective gloves or a barrier cream is recommended during application – you may already supply the standard disposable gloves or light-duty options that are suitable!
Eye protection is also a vital component of the kit’s safety protocol. While the Esprit curing lamp emits UVA light – within a safer range than UVB or UVC – long-term exposure still warrants protection. To support this, every Esprit kit includes UVresistant safety glasses, specifically selectedfrom Bolle. Technicians should be encouraged to wear these throughout the repair process, not only during curing, but also when drilling or using tools where splashes or debris may be present. For users with prescription glasses, protective overglasses are also supplied to ensure full compliance without compromise.
■ Protecting the customer’s vehicle during the repair process is also important. Even small resin splashes can damage paintwork or trim. To prevent this, Esprit has introduced a branded magnetic bonnet cover. Water and resin-resistant, this cover provides a professional, secure barrier between the repair area and the vehicle. The cover not only protects the bodywork but should also reinforce the technician’s professional image when working on-site. Smart branding and a clean finish add credibility to the repair setup. The covers have just been launched and are currently available at an introductory price – making them a strong upsell opportunity if you’re offering Esprit products.
TRIP HAZARDS AND WORKSPACE SAFETY
Trailing wires have long been a common cause of trip hazards in busy workshops. To address this, Esprit now offers a rechargeable cordless curing lamp. This eliminates the need for mains cabling, reducing both trip risk and setup time. The cordless lamp has been engineered to fit into the existing Esprit lamp case, maintaining compatibility with current kit layouts and providing seamless integration for existing users.
The battery-powered unit is ideal for mobile repair businesses or technicians working off-site. A single charge supports a full day’s repair schedule, typically 25 to 30 uses. For customers still using the standard wired lamp, Esprit also supplies handheld battery packs that allow for off-grid operation while keeping cables out of harm’s way. These packs use the standard Esprit charging cable, simplifying inventory.
To learn more about Esprit, www.rdr.link/FAS009
SEALEY UNVEILS SUMMER PROMO CAMPAIGN
Sealey’s latest Tool Promotion is now live — and it’s one to watch closely. Running until the end of September, the campaign features more than 200 new products and over 1,400 deals, offering timely seasonal stock opportunities across fans, fire pits, water hoses, cordless gardening tools and workshop essentials.
The promotion could be an excellent window to boost add-on and seasonal sales, while positioning customers to take advantage of workshop-ready innovations.
WHAT’S INSIDE THE CATALOGUE?
Among the highlights is a new range of professional workshop lighting. The LED142 Rechargeable Flexible Under-Bonnet Light leads the charge, delivering 1,600 lumens of wide, bright COB
LED illumination. Designed for flexibility, it features a bendable light strip, 150° rotation at each end, interchangeable 360° rotating hooks and stretchable silicone bands (1.35-1.7m) that are safe for painted surfaces. Covered magnets allow for easy attachment without additional fittings – ideal for quick installs in busy bays.
Also available is LED100PTR, a telescopic, rechargeable pick-up tool light with integrated magnets — another practical solution with strong counter appeal.
For carbon cleaning without chemicals, the new VSWB30 Walnut Blaster is a potential workshop solution. It offers a filtered, closed-loop system that uses walnut shell media to safely and thoroughly clean intake ports and valves — a high-demand service, especially on direct injection engines.
The machine includes 23 vehicle inlet port adaptors, stored neatly on-board, providing wide compatibility. Built-in wheels and a telescopic handle support workshop mobility. Sealey is confident it’s a strong sell-in for workshops looking to expand their highmargin service offerings without introducing harsh chemicals.
GIVEAWAY…
To support the promotion, Sealey is also offering an incentive: a chance to win a detailing bundle worth over £700 (RRP). The prize includes a 2,200W pressure washer, snow foam sprayer with TFR detergent and a technician’s utility seat — everything needed for light commercial or advanced DIY detailing. An easy value-add talking point when discussing the promotion with customers.
For more information about Sealey, www.rdr.link/FAS010
In its latest article, Factor Sales, the leading market measurement provider that converts genuine transactional data from 60% of motor factors in the UK into tangible benefits for both distributors and suppliers, goes back to basics –explaining what the platform is designed to achieve and provide for its loyal factors – plus reveals if the market has picked up from a slow start to the year.
ARE YOU STOCKING THE RIGHT PARTS AT THE RIGHT PRICE?
The purpose of Factor Sales is to provide its network of motor factor subscribers with authentic, exact data insights that can strengthen and optimise their businesses – giving them an edge in a competitive market.
How does Factor Sales achieve this? By partnering with point-of-sale providers, like MAM Software, to receive end-of-day sales figures, those figures are anonymised, standardised into category hierarchies and used to generate national aftermarket benchmarks.
Those benchmarks are pricing, return rates and bestselling lines – all pivotal dynamics of a successful factor business –and, intriguingly, all can be compared against fellow branches of multi-site businesses.
Factor Sales allows its factor users to be
■ After Factor Sales revealed that the trade had faced a sticky start to 2025 –the first nine weeks showed year-on-year sales and value down by 3.1% and 3% respectively – it is disappointed to announce that the struggle has continued.
The first 22 weeks of the year, when compared with 2024 trading numbers, saw a 5.82% drop in revenue and 4.83% in units sold. Compared to the same period in 2023, the unit decline is smaller at 2.16%, and revenue is broadly flat with a slight 0.03% increase.
The disparity between revenue and units sold reflects an increase in average prices across the automotive aftermarket. The average value of a single part has risen to £21.01, up from £20.12 in 2024 and
proactive by displaying notable figures, like if categories or lines are underperforming in comparison to the national or branch average.
The data is then neatly packaged into free monthly snapshots and sent to a
£19.36 in 2023.
This increase is driven by stronger sales in higher-value categories, such as body and exhaust components, alongside a decline in lower-value miscellaneous items. These shifts are offsetting the pricing pressures brought by national factor chains engaged in discounting strategies.
factor’s inbox (example above). These can show month-on-month analyses, year-onyear comparisons and same month last year benchmarks.
Ultimately, Factor Sales removes the guesswork and delivers noticeable benefits.
Despite the struggles, Factor Sales can report that the cooling and heating category continues to go from strength-tostrength, both engine and service part components have picked up from the start of the year and have closed the gap to parity – standing at 1.5% and 1.3% down respectively when assessing revenue. The former posted a 2% growth in units.
Meanwhile, braking continues to underperform and is currently 9.5% down in monetary terms and 11% in units sold.
Sign up today at https://factorsales.app/1/en/signup. Alternatively, e-mail alexjenner@pearsonhamgroup.com to request a demo.
DELPHI DEBUNKS TESLA SERVICING MYTHS
Delphi took to the stage at Automechanika Birmingham in June to address what it believes is one of the biggest misconceptions in the aftermarket: that Teslas are too complex for independent workshops to service and maintain.
With more than 250,000 Tesla cars on UK roads, Delphi used its live sessions to demonstrate how routine Tesla servicing is not only possible for independent workshops but presents a growing opportunity for the trade as a whole.
Delphi UK Technical Services Manager, Luke Garratt, said: “There’s a lingering belief that Tesla vehicles are somehow out of reach for the independent sector. We wanted to show technicians that with the right knowledge and training, these vehicles are entirely serviceable and, in many ways, easier to work on than some may think.”
The sessions began with an overview of Tesla model identification, helping professionals distinguish between the Model S (2012-2023), Model X (2016-2023), Model 3 (2019-onwards) and Model Y (2022-onwards). With Tesla’s production timelines overlapping and subtle design changes introduced over the years, Delphi
pointed out that correct identification is a crucial starting point.
Professionals were also given a detailed look at Tesla’s service mode, accessed directly through the infotainment system. Delphi demonstrated how this allows access to vital service functions and diagnostics.
One area that caught the attention of many was Tesla’s smartphone app integration. With owners able to access real-time data, such as speed, location and even camera footage, the session highlighted the importance of understanding how these systems operate to avoid accidentally triggering alerts or causing concern.
High-voltage safety was another key focus; Delphi emphasised that no technician should attempt work on a Tesla’s high-voltage components without at least a Level 3 EV qualification. That said, many everyday service items, like brake fluid, coolant, battery state-of-health
checks and the inspection of tyres, suspension and brakes, can be carried out safely without touching any high-voltage systems.
Luke added: “It’s easy to forget that all EVs suffer many of the same wear-and-tear items as any other vehicle, and unlike most VMs, Tesla makes its service information portal freely available. There’s no login needed, no subscription. That’s a gamechanger for independent garages.”
Delphi’s participation at Automechanika Birmingham follows the recent expansion of its Warwick-based training academy, where the company has invested over £500,000 to create a dedicated hybrid and EV training facility. Among its wide range of courses, the centre offers a Tesla service and maintenance programme, designed to give the trade the confidence to work on this evolving part of the UK car parc.
FIRST LINE LTD PREPARED FOR SUMMER SURGE IN CLASSIC CAR RANGE
As the classic car season shifts into high gear, First Line Ltd is gearing up for a busy summer of servicing and restoration, with demand expected for its Borg & Beck classic product range. The message to the trade is clear: now is the time to stock up.
With thousands of classic vehicles set to return to the road, First Line believes the call for OE-quality parts is growing louder. From keeping icons, like the Jaguar E-Type, roadworthy to restoring classics, like the Mazda MX-5, the right components are important – both for performance and authenticity.
First Line Product Director, Kelvin Olds, said: “Summer always brings a spike in demand for classic vehicle maintenance. Workshops need trusted components that install without issue, and motor factors need to know those parts are available when required. That’s exactly what Borg & Beck delivers, heritage fitment backed by modern engineering, with coverage across more than 65 product ranges.”
With a history stretching back to 1903, Borg & Beck’s classic range
spans clutches, braking systems, suspension, filtration and cooling, all designed to meet or exceed OE specifications. And it’s not just about the vintage greats – like Austin-Healey and Triumph – modern classics such as the BMW E30 are also firmly in scope.
MODERN ENGINEERING FOR HERITAGE FIT
While generic replacements may suffice for some, First Line reported that its Borg & Beck parts are engineered with durability and correct fitment at the heart of every design. The brand’s clutch kits, for example, are backed by the in-house technical clutch centre at First Line, where they are rigorously tested against OE standards – even for vehicles that left production decades ago.
One specific example lies in clutch release bearings. Many classic vehicles originally used carbon bearings, which were never designed for prolonged pedal engagement. As driving habits have
changed – with many motorists keeping the clutch pedal pressed down at traffic lights rather than shifting into neutral –carbon bearings can wear rapidly, leading to premature failure.
To solve this, Borg & Beck offers clutch kits fitted with ball race bearings, which are designed to withstand constant rotation and contact. The result is a longer service life, and a clutch system better suited to today’s road conditions – without compromising on originality.
CHOICE, FITMENT AND PEACE OF MIND
Classic car owners and the trade can choose between the original carbon bearings or upgraded ball race alternatives. The ball race option is available across a range of applications, including:
Jaguar E-Type, Mk II and XK models (1950–1970) – HK5229HD
MGB and MGB GT (1962–1969) –
HK9679
MGC (1967–1969)– HK9636HD
Austin-Healey 3000, Jaguar Mk X, SType and XK – HK9702HD
SUPPORT FOR THE TRADE
Backed by First Line’s stockholding, trade customers benefit from access to a wide inventory, clear cataloguing and technical support –helping them match the right part, first time.
For more information about First Line Ltd, www.rdr.link/FAS012
WHY UNDERSTANDING PARTS QUALITY CAN IMPACT BOTH BOTTOM LINE AND LOYALTY
In the competitive landscape of the trade, you sit at the heart of the supply chain. Your choices – from what you stock to what you recommend – directly influence the success of independent garages and the satisfaction of your end customers. Here’s Andrew Tress, the sales director of MEYLE UK, to explain why.
One of the most impactful decisions you face daily is whether to supply OE, standard aftermarket or premium aftermarket parts. While price is always a consideration, factors – like fitment quality, longevity and customer satisfaction – play a much bigger role in profitability and workshop loyalty than they sometimes get credit for.
This article offers a practical breakdown of how quality tiers affect workshop outcomes, margins and relationships –helping you to make smarter decisions and build stronger business partnerships.
THE QUALITY SPECTRUM: OE, AFTERMARKET AND EVERYTHING IN BETWEEN
Simply, OE parts are those supplied by the VM, usually through dealership networks or OE-branded channels. These are built to the VM’s specifications and are often perceived as the most reliable option –but they come with a premium price tag and, in some cases, limited flexibility.
Aftermarket parts range widely in quality. Some are engineered to meet or exceed OE standards, while others are designed primarily to hit a price point. For
you, the key is understanding where a product sits on that spectrum –and how that impacts the workshop’s experience fitting it.
Broadly, aftermarket parts can be broken into three categories: Budget/low-cost aftermarket: Attractive margins, but often lower material quality and poor tolerances –leading to potential comebacks or longer fitting times.
Standard aftermarket: Matches OE in specification, often with good availability and pricing, but may not solve known OE weaknesses.
Premium aftermarket: Designed with improvements over OE –such as better materials, easier installation, and longer service life –often backed by extended warranties.
WHY FITMENT QUALITY MATTERS MORE
THAN EVER
Workshops today are under immense time pressure: labour shortages, high MOT volumes and customer expectations make first-time fit a top priority. If a part doesn’t fit correctly, it costs workshops their time –and that costs you too.
As a motor factor, recommending or stocking parts with reliable, consistent fitment gives you a key competitive
advantage. Fewer returns, fewer complaints, and faster job turnaround all mean stronger business relationships.
It is advisable to look out for components that come with necessary hardware and instructions, manufacturer support – technical information, videos and helplines – and feedback from other workshops about installation time.
We believe premium aftermarket brands often invest more in design validation and installation support, which can make a tangible difference to your workshop customers.
MARGIN ISN’T JUST ABOUT PURCHASE PRICE
It’s tempting to think the lowest-priced part means the highest margin, but when you look at the bigger picture – including return rates, time wasted and customer dissatisfaction – the maths changes.
Offering a well-engineered part at a fair price can often deliver better long-term profitability than budget options – and here’s why:
✔ Fewer comebacks mean fewer credits and wasted admin time
✔ Stronger workshop loyalty from helping them solve jobs efficiently
✔ Opportunity to upsell higher-value parts based on quality, not just price
✔ Improved brand perception –you’re seen as an expert, not just a seller
By understanding the real cost of poorquality components, you can guide workshops toward smarter choices –especially for time-sensitive, high-labour jobs, like changing suspension, steering and braking parts.
CUSTOMER SATISFACTION STARTS WITH THE RIGHT RECOMMENDATION
While the motorist rarely sees the parts box, they’ll certainly notice if the repair doesn’t last. When that happens, the workshop – not the brand or the factor –takes the blame.
You have an important role in educating workshops about the implications of quality levels. That doesn’t mean always pushing the most expensive option – it means giving workshops the confidence that the part they’re fitting is going to last and helping them explain the difference to their own customers.
Many workshops value a tiered offering: one part that’s price-driven, another that’s
OE-equivalent, and a premium option for longevity or high-stress components. Offering clear comparisons – and backing them up with warranty details, technical support and installation tips – gives workshops the tools to make informed decisions.
SUPPORTING YOUR WORKSHOP CUSTOMERS PAYS OFF
The strongest motor factors don’t just sell parts, they solve problems. In a market where brand loyalty is often tied to the last experience a workshop had with a part, your advice and product knowledge can set you apart.
Stock parts that deliver consistent fit and durability, be transparent about quality tiers – and what trade-offs come with them – support workshops with product information, kit solutions and technical content. Flag known OE issues and offer improved aftermarket alternatives when available.
This approach doesn’t just reduce your return rate, it makes you the go-to partner for workshops looking to save time, reduce risk and keep their own customers happy.
FINAL TAKEAWAY
OE, aftermarket, premium, budget – no one solution fits every repair – but what you supply and how you advise your customers have a direct impact on their efficiency, satisfaction and trust in your business.
By understanding how quality, fit and margin work together, you can not only protect your bottom line, but you can actively help customers do the same. In a trade built on reputation and relationships, that might be the most valuable part of all.
For more information about MEYLE, www.rdr.link/FAS013
STEERING & SUSPENSION
WHY STEERING AND SUSPENSION REMAIN A GROWTH OPPORTUNITY –EVEN IN THE AGE OF EVs
Although independents need to be ready and react to the growth in EV sales, steering and suspension components are one of the few product groups that are not threatened by it, as whatever the powertrain, vehicles still need to absorb bumps and imperfections in the road and steer around corners. This means that demand for replacement components will be one of the few constants for the long term.
In common with many other parts, the requirement for replacement steering and
WHAT’S IN DAYCO’S RANGE?
Despite the rise of EVs, demand for steering and suspension parts continues –offering independents a reliable, long-term revenue stream. That’s the message from Dayco, and here’s its national sales manager, Ann-Marie Dean, who offers some intriguing insights.
suspension components occurs automatically, due to wear generated by using the vehicle, but is also exaggerated by its age, which is another factor moving in the favour of the independent sector, as the average age of a car is now around 10years-old.
However, what distinguishes this product group is that the demand is further stimulated by the generally poor state of the roads, as it’s these parts that must isolate the vehicle’s occupants from the consequences of driving through potholes, over speed humps and up aggressive kerb stones, and they often suffer as a result.
As an OE supply partner to many of the world’s VMs, our steering and suspension components are equivalent in appearance, material composition, weight and construction, and possess the same handling and performance characteristics as the OE part, which ensures the safety and security of the vehicle’s occupants.
Additional benefits of the 3,300 strong range, which encompasses axle joints, tie rod ends/assemblies and steering boots, as well as track control arms, ball joints, stabiliser links and bushes, include a protective coating for maximum anti-corrosion resistance, a two-year unlimited mileage warranty and the convenience that all the necessary auxiliary items, such as fastenings and clips, that are required for their fitment, come within the kit.
Interestingly, in common with the heavy demands they put on their tyres, due to their greater weight, it is likely that the typical EV will be even more vulnerable to the condition of the road network, so you should be highlighting to your workshop customers the potential this presents them.
REGULAR INSPECTIONS IMPORTANT
With this in mind, and due to the vital role they play in ensuring the correct handling, stability and comfort, steering and suspension components are critical for vehicle safety, so regular inspection is a
It has long been a Dayco priority to raise awareness of best practice methods when replacing components, so it is keen to remind the trade that after the new steering and suspension parts have been fitted, but before the vehicle is passed back to the owner, it’s important that a wheel alignment and tracking check is carried out, as the vehicle’s steering geometry, handling characteristics, as well as the correct functioning of its ADAS systems, rely on these being set to the VM’s specific tolerances.
For vehicles being repaired following a collision, you can offer bodyshops complete kits that include the replacement components for both sides of the vehicle to ensure that it is returned to its best possible, pre-accident condition.
necessity because, over time, normal driving conditions cause wear and tear on these systems.
This will lead to potential issues, such as unstable handling, excessive tyre wear and loss of ride comfort and steering control; therefore, regular inspection and maintenance are essential to maintain performance and safety.
Most VMs recommend inspecting steering and suspension components every 36,000 miles or 36 months; however, we believe it’s best to perform checks more frequently whenever the opportunity arises, such as during brake servicing or whenever tyres are changed, which are in addition to the checks already stipulated for an annual MOT. Naturally, should the owner report that their vehicle handles irregularly or reacts unpredictably to road imperfections, an immediate examination of the steering and suspension components is particularly important.
“WEAR IN UNISON”
Another important safety message to reinforce is that even though components wear continuously during normal use, they also wear in unison and although that does
gradually affect steering performance and ride quality, it’s not normally noticeable to the occupants day-to-day. However, if a wishbone or stabiliser, for example, is replaced on just one side of the vehicle, it will have an adverse effect on the vehicle’s handling as, in effect, its geometry has
been altered on one side and not the other, which can potentially cause problems. So, these components should be supplied and fitted in pairs
MAINTAINING SAFETY AND COMFORT: FEBI’S FORD MONDEO REAR SUSPENSION INSIGHTS
Charles Figgins, bilstein group’s product and technical information manager, highlights “one of the most commonly affected components” on a fourthgeneration Ford Mondeo (2007-2014) and febi’s solution.
The Mondeo was a strong player in the family and fleet car market, lauded for its refined ride, ample load capacity and all-round practicality. Its popularity among private users, company car fleets –and even emergency services – cemented its reputation as a dependable workhorse.
Underneath its practical shell lies an independent multilink rear suspension system, a design shared with its siblings, the Ford Galaxy and S-Max, as well as several Volvo models.
This advanced rear suspension came in several versions – standard, sports and heavy-duty – with or without self-levelling dampers or electronic control; however, most of the underlying hardware remained largely consistent across variants.
As with all suspension systems, this network of bushes, joints and bearings is critical for maintaining stability, comfort and drivability. Over time, wear and tear on these components can lead to compromised ride quality, vague steering and reduced braking performance due to uneven tyre contact with the road.
COMMON WEAR POINTS: REAR TRAILING ARM BUSHES
One of the most commonly affected components on the Mondeo’s rear suspension is the rear trailing arm bush. These bushes are vital to maintaining suspension alignment. Once degraded –often seen in torn rubber or corroded outer casings – the back of the vehicle may adopt a slumped appearance, indicating a loss of suspension geometry and effective control.
Fortunately, these bushes can be replaced individually without the need to swap out the entire trailing arm, offering a costeffective repair solution. With the right press tool, the old bush can be removed and a new one installed. Technicians should
take care to align the new bush correctly according to the indexing marks.
SOLUTION
At febi, we offer replacement bushes engineered from vulcanised natural rubber with an outer metal casing designed for easy installation. These parts offer longlasting durability and the mechanical properties needed to cope with daily driving stress. The bushes also include a slight leading edge on the bush casing to assist in accurate fitment.
elements means these parts often corrode, seize or weaken, and are no longer suitable for reuse. This is where our repair solutions come into play. For example, our axle beam mounting kit (43403) provides bushes for both sides of the vehicle along with new, high-tensile bolts. The ProKit(46000) cross strut kit goes further, supplying not only the bushes and bolts but also suspension links.
Beyond replacement bushes, we recognise the challenges faced by workshop technicians, particularly the difficulty of reusing original bolts and fixings. Exposure to the
Each bolt included in the repair kits features high tensile strength for critical load-bearing applications, anti-corrosion coating for longevity, leading threads for easier installation and thread-lock treatment to resist loosening over time.
These kits are designed to meet or exceed OE specifications.
For more information about febi, www.rdr.link/FAS015
COMLINE: CONTINUED POTHOLE PROBLEMS HIGHLIGHT IMPORTANCE OF ROBUST STEERING AND SUSPENSION SYSTEMS
The distributor has welcomed the government’s pledge to help fix Britain’s potholes – but believes the “stark reality” of the situation emphasises the need of quality steering and suspension components.
Britain’s pothole problems show no sign of abating, and while the government’s recent pledge of an additional £8.3 billion to repair local roads is welcome, the stark reality is that our roads remain in desperate need of urgent attention.
The statistics don’t make good reading either; on average, drivers encounter six potholes per mile, putting strain on a vehicle’s steering and suspension system. These and the intricate components within them are tested every time a pothole is absorbed and navigated. As roads deteriorate, they contribute to premature wear, misalignment and, potentially, dangerous failures, claimed Comline.
According to Kwik-Fit’s annual Pothole Impact Tracker report, the average repair bill for pothole-related problems rose to
£120 last year, with costs exceeding £300 for 660,000 car owners. Overall, it costs British motorists an estimated £1.48 billion annually to fix pothole-related issues – 27% of those repairs are steering and suspension.
Worryingly, continued Kwik-Fit, was that in almost half of cases (45%), the damage caused was not obvious; one-in-five (19%) only learned of the damage after it was taken to a workshop.
Furthermore, with the number of vehicles equipped with advanced driver assistance systems (ADAS) increasing, recalibrations – caused by potholes – are further denting motorists’ pockets. The Institute of the Motor Industry’s 2023 forecast claims that 44% of vehicles will have level 2 autonomy by 2030.
QUALITY MATTERS
Plainly, for the trade, providing motorists with durable and reliable steering and suspension components is a must, given the current road conditions.
Choosing components purely based on price is counter-intuitive, believes Comline, particularly if those parts prove to be inferior. Poor quality steering and suspension parts will be found out quickly – ironically, thanks to the current conditions of our roads. Untimely failures and repeated repairs are only going to frustrate the motorist – probably more than the original pothole!
Choosing a reputable supplier is essential – and Comline, for example, is confident it has built a reputation for producing components that deliver both performance and durability. Its steering and suspension range is tested to endure the
demanding conditions of Britain’s roads, providing an OE-quality solution.
The range includes rack ends, stabiliser links, suspension arms and bushes, tie rod ends and top strut mounts. Each component is manufactured and subjected to strict quality controls, backed by a threeyear warranty.
BE PROACTIVE!
Comline Product Director, Nick Weir, said that while the government’s funding boost is a “step in the right direction”, fixing our potholes won’t be solved overnight, so factors and garages alike need to work together to keep motorists safe.
He reported: “Regular vehicle checks, proactive suspension inspections and recommending quality components can help drivers avoid unexpected breakdowns and costly repairs.
“For independent technicians, now is the time to emphasise the value of highquality parts. With potholes likely to be around for considerable time yet, fitting robust and dependable parts isn’t just good practice – it’s essential.”
MOTOR FACTOR
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ZF AFTERMARKET LAUNCHES SACHS AIR STRUTS
As the number of vehicles equipped with air springs continues to rise – many of them with air struts – naturally, the demand in the aftermarket increases too. ZF Aftermarket has responded by introducing a range of Sachs air struts.
Approximately 10 million vehicles on European roads are equipped with air suspension systems. This technology brings with it several new components that are increasingly in need of replacement, such as the air spring itself or when combined with a damper, the complete air strut.
To support the trade, ZF Aftermarket has made a wide range of air strut applications available. ZF Aftermarket reported that Sachs air struts are manufactured according to OE specifications and guarantee the burst
pressure defined by VMs.
They also feature ‘plug-and-play’ installation and come complete with all necessary accessories, including the top mount. They are fully compatible with the electronic control systems of the respective vehicle, enabling automatic levelling and adaptive damping functions.
ZF Aftermarket Country Manager IAM, Martyn Houghton, said: “The introduction of Sachs air struts marks a significant step in expanding our premium suspension offering to meet growing demand in the market. As more vehicles adopt air
“The introduction of Sachs air struts marks a significant step in expanding our premium suspension offering to meet growing demand in the market. As more vehicles adopt air suspension systems, workshops need high-quality, easy-to-install solutions. With OE-quality design and plug-and-play convenience, our new range helps the independent aftermarket stay competitive and confidently service modern vehicles.”
suspension systems, workshops need highquality, easy-to-install solutions. With OEquality design and plug-and-play convenience, our new range helps the independent aftermarket stay competitive and confidently service modern vehicles.”
The Sachs air strut combines the air spring and shock absorber into a single, advanced component, helping save space and functionality. Sensors monitor road conditions, load levels and vehicle movements, while a control unit processes these signals to adjust damping forces every two milliseconds through a proportional valve. This ensures that damping is dynamically adjusted to match driving conditions and help control, stability and comfort.
ZF Aftermarket currently offers 22 part numbers within its new range of air struts for various Audi Q7, Porsche Cayenne and VW Touareg models. Over the next few months, the range will be extended to include applications for Mercedes-Benz and Land Rover.
WHY THE ANNUAL MOT DRIVES DEMAND FOR QUALITY EMISSIONS COMPONENTS
As environmental emission regulations have become increasingly rigorous, VMs have been refining the technologies to ensure the engines they design reach the required standards, but with the aftermarket, it’s primarily the annual MOT test that drives demand, according to DENSO Aftermarket Assistant Manager, Mike Sadler.
Although the engine management system (EMS) effectively monitors and, subsequently, controls aspects, such as the fuel, air and combustion process within an engine, many elements work to ensure it operates optimally.
Largely controlled through a series of sensors and actuators that communicate with the vehicle’s electronic control unit (ECU) to manage the process, these sensors monitor parameters, like engine speed, airflow, throttle position, coolant temperature and exhaust gases. The ECU matches them against a designated set of values and, if necessary, controls the actuators to ensure the correct levels are met, which, along with ignition components, ensures that fuel consumption and exhaust emissions are kept at their best.
If, however, engine faults develop that the actuators can’t adequately adjust, as well as triggering an engine warning light on the dashboard, the EMS stores them as fault codes that a technician can find using a diagnostic tool, which is often what brings the vehicle into the workshop; however, it’s the annual MOT that really drives emissions related product sales.
We recommend supplying OE-quality replacement components when faults cannot be repaired, as using lower-quality parts may lead to premature failure and the need for further replacements, ultimately increasing costs.
‘EGR SYSTEM CENTRAL TO COMBUSTION’
Due to their positive effect on the reduction of exhaust emissions, the EGR system is central to the modern combustion engine, as it is designed to influence the air-fuel (A/F) mixture formulation and, consequently, the combustion process. The idea is that by adding a larger proportion of inert gas to the A/F mixture, the combustion temperature is reduced.
PROACTIVE EMISSIONS REDUCTIONS
An effective and inexpensive method of both combatting a failed MOT emissions test and ensuring the lowest possible levels are passed into the atmosphere in a petrol engine vehicle, is to upgrade the spark plugs from standard nickel to DENSO Iridium TT (twin tip) plugs.
These improvements are made possible by use of finer electrodes, with the Iridium TT having a ground electrode of just 0.7 mm diameter and the centre electrode even smaller at 0.4 mm. These finer electrodes provide less masking to the flame and reduce flame quenching compared to larger nickel electrodes; therefore, the flame can grow quicker, effectively burning more of the fuel and providing a more efficient combustion. This enables the fuel to be used more efficiently and reduces CO2 emissions
because the fuel is burned more efficiently within the engine, rather than in
As an OE supplier to VMs, our aftermarket components provide you with the ideal replacement solution when workshop customers are servicing and repairing both petrol and diesel engines. Our EMS range encompasses lambda sensors, exhaust gas temperature sensors, mass air flow sensors, camshaft and crankshaft sensors, EGR valves and manifold absolute pressure sensors, complementing the spark plugs, glow plugs and ignition coils in the ignition programme.
Lower combustion temperatures result in a reduction of nitrogen oxide (NOX) in the exhaust gases.
The purpose of the EGR valve, which is often found to need replacing if emissions issues arise, is to recirculate some of the exhaust gas into the cylinder.
For efficient EGR, regulating valves are used in the intake air system, as they generate the pressure difference required
between the exhaust gas side and intake side. As indicated earlier, after the A/F mixture has been burned, some of the exhaust gas is taken through the EGR valve. This regulates the subsequent mixing of the exhaust gas with the intake air.
This means that less oxygen reaches the cylinder, and less oxygen means a lower combustion temperature, which significantly reduces the quantity of NOX
the engine produces. This is because the higher the temperature, the more harmful NOX is produced; therefore, the valve is a key component within the EGR system, as it regulates the quantity of exhaust gas that is returned.
WHAT’S REALLY SELLING IN EXHAUSTS AND EMISSIONS RIGHT NOW
Not long ago, the team here at European Exhaust and Catalyst were asked to write an article focusing on what you should be considering when stocking and managing inventory for emissions products. In answering that, it became clear that the traditional Pareto principle – where a small percentage of parts typically account for the majority of sales – has shifted significantly in recent years, especially in relation to catalytic converters (CATs), diesel particulate filters (DPFs) and exhaust (EXH) systems.
One important realisation for businesses operating in this space is that what sells well for you is likely also selling well for your competitors. That makes it increasingly difficult to differentiate based purely on product availability. In this climate, creating and maintaining a USP is more vital than ever. Whether it’s through offering a broader or more specialised product range, exceptional aftersales service, robust marketing support or even highly knowledgeable and approachable staff, having a clearly defined USP can give your business a competitive edge –something not easily replicated by others, at least in the short to medium term.
While price is always a significant factor in the exhaust and emissions market, it is crucial not to fall into the trap of competing solely on cost. A ‘race to the bottom’ on
The duo of Ben Kendrick and Paul Newby, of European Exhaust and Catalyst (EEC), explore how shifting emissions trends, Euro 6 regulations and smarter stock choices are reshaping success in the aftermarket.
pricing can erode profit margins and devalue your offering. Instead, focus on the elements that enhance value for your customers and set your brand apart.
Here at EEC, we have great confidence in our technical support and product quality. As a long-established manufacturer of CATs, DPFs and EXH components, we have built a strong reputation backed by decades of experience. Our product catalogue is comprehensive and continues to evolve, and our commitment to quality manufacturing remains a cornerstone of our brand.
That said, staying relevant in a fastchanging market means we must continually innovate and adapt. To ensure we can meet market demands, we manufacture the majority of our range inhouse while also maintaining strategic partnerships with both domestic and international manufacturers. These partnerships enable us to bring to market the products that our customers are actively seeking, products that are not only
necessary but also difficult to source elsewhere.
WHAT’S SELLING RIGHT NOW?
When it comes to EXH products, the Pareto distribution has tightened around the most popular, mass-produced vehicle applications. These are often vehicles that share common platforms across multiple brands. A good example is the rear silencer for the Citroën C1, which is also compatible with the Toyota Aygo and Peugeot 107. This part covers six different applications,
WHAT DOES EURO 6 AND BEYOND MEAN FOR PARTS SUPPLY?
Back in 2014, Euro 6 became the mandatory emission standard for VMs with subsequent updates (Euro 6b through to Euro 6e) each with additional refinements, reduced conformity factors and test procedures that extend beyond the laboratory. To meet the requirements of Euro 6 standards, VMs developed several supplementary technologies that weren’t prevalent in the Euro 5 era. Technology moved quickly with gasoline particulate filters (GPF) introduced to enhance the environmental capabilities of three-way catalysts (TWC), but diesel technology is where we’ve seen the widest array of innovations in the pursuit of NOX reduction.
Alongside the diesel oxidation catalysts and DPFs we were already familiar with, VMs introduced many other technologies, including Lean NOX Traps, selective catalyst reduction systems paired with AdBlue reductant and low pressure EGR, along with an array of additional sensors for NOX and particulate matter.
Over time, this technology cascades down into the aftermarket, providing substantial challenges for manufacturers of aftermarket parts. One of the biggest challenges relates to the variety of distinct parts required to service the Euro 6 market. Our customers will require access to a far wider portfolio of available references than before, and while the increased sensitivity of Euro 6 on-board diagnostics suggests that demand is likely to be high for pollution control devices and sensors, it also suggests that the capability of the installer to accurately diagnose the root cause of issues will need to be enhanced.
making it the top-selling exhaust component in the UK by volume.
In the realm of pollution control –namely CATs and DPFs – the landscape is also shifting. While CAT sales have plateaued somewhat, DPFs are experiencing a surge in demand. This is largely driven by the growing number of Euro 5 and Euro 6 vehicles entering the aftermarket phase of their lifecycle. These newer emissions standards require advanced development and rigorous testing, both of which come with increased cost and complexity. Getting these components right is absolutely essential, both from a performance and regulatory compliance standpoint.
Looking ahead to the rest of 2025, we are confident of bringing more Euro 5 and Euro 6 DPF and CAT products to market than any other UK manufacturer. This is the result of a recent collaboration that has enabled us to significantly accelerate our product development pipeline. Our aim is to meet the demand for parts that customers are already searching for – but which the broader aftermarket has yet to fully supply, whether for cars or LCVs.
We think the key to success in today’s emissions and exhaust market lies in
For aftermarket manufacturers, the days of standardisation are long gone; the array of shapes, sizes and technology combinations have a direct impact on the development process, which, itself, can be dissected into two elements: the first is the reverse engineering of the OE item, which is generally becoming increasingly complex. Today, a typical Euro 6 DPF is constructed from upwards of 30 bespoke components with each requiring its own individual development. The second element is to evaluate the product in controlled conditions on a vehicle within a Type Approval test laboratory. The product is tested in direct comparison with the OE item, and provided the aftermarket part performs beyond the acceptable limits, certification is granted. This enables the product to be distributed legally within the UK and EU.
Naturally, this level of Type Approval testing is expensive, but, more importantly, it takes considerable time and resources. Irrespective of how fast we move, the demand for new references is likely to outstrip the development capacity of any manufacturer in isolation.
At EEC, we recognise the needs of our customers, and we’re very conscious that the race to provide Type Approved Euro 6 product is on. Alongside our own ongoing projects for Euro 6 petrol and diesel applications, we know that the best offering can be made in the short term through collaboration with carefully selected strategic partners that are able to complement our own range with quality products that have undergone the same rigorous certification process.
“In
the realm of pollution control – namely CATs and DPFs – the landscape is also shifting. While CAT sales have plateaued somewhat, DPFs are experiencing a surge in demand. This is largely driven by the growing number of Euro 5 and Euro 6 vehicles entering the aftermarket phase of their lifecycle. These newer emissions standards require advanced development and rigorous testing, both of which come with increased cost and complexity. Getting these components right is absolutely essential, both from a performance and regulatory compliance standpoint.”
understanding current demand trends, staying agile and offering something beyond price. For EEC, that means continuing our push on product development, technical support, and customer-focused innovation – ensuring we remain the go-to supplier for what’s selling, now and in the future.
NISSENS: HOW TO SUPPORT GARAGES FACING REGENERATION AND REPLACEMENT ISSUES
Certain engine components are particularly problematic for the aftermarket –chief among them is the exhaust gas recirculation (EGR) valve, according to Nissens Head of Marketing, Group Content Director, Jan Zieleskiewicz. For professionals working with diesel applications, especially those from VAG and PSA, the high failure rate of these parts poses both a technical challenge and a commercial opportunity.
The EGR valves used in more than seven million European VAG diesel vehicles, spanning 1.4, 1.6 and 2.0L TDI engines, are prone to failure. Heat, vibration and soot build-up combine to create harsh operating conditions, exacerbated by design limitations. In practice, this means faults can reappear –even when a part has already been replaced, frustrating technicians and motorists alike.
However, aftermarket manufacturers, like Nissens, are increasingly stepping in with solutions. By identifying the core weaknesses in original parts and applying targeted design improvements, these new units aim to deliver a longer-lasting alternative. For you, this represents a valuable talking point: not just selling a replacement but offering a durable fix –especially in applications with known fault
histories.
From the workshop perspective, reliability and ease of fitment remain paramount. A ‘first-time fit’ policy – where required installation components are included in the box – can be the difference between a smooth job and a return visit. For you, the greater appeal often lies in linked sales opportunities and solving known problems. Where product redesign can pre-empt further failure, the benefits are commercial as well as technical.
Beyond EGR, attention is also turning to turbochargers. Once strongly associated with thermal systems, we have now spent more than a decade building our comprehensive turbo ranges. This has grown into a catalogue of over 500 models, covering both petrol and diesel units across major marques, including VAG, PSA and Nissan.
These turbos are manufactured from new – not remanufactured – and validated against OE-level performance benchmarks. The emphasis is on matching the expected engine lifespan, ensuring long-term reliability. For the aftermarket, the ability to supply quality turbo units, supported by proper technical backup and fitting documentation, helps reduce comebacks and build trust with workshop customers.
EURO 6, EMISSIONS AND THE IMPACT ON PARTS SUPPLY
As emissions standards evolve, so too does the need for compliance in replacement parts. Many components, especially within the engine efficiency category, must now meet strict design and performance criteria to align with Euro 6 regulations and beyond.
At Nissens, we design, manufacture and
validate our parts in line with these requirements, submitting them to internal and external testing against regulatory norms. The goal is to match OE performance while ensuring fitment and longevity, even under demanding conditions.
You also have a role to play in managing workshop use of additives and consumables in emissions-sensitive systems. These products can support performance, but only when used within manufacturer specifications. For example, the wrong additive can damage an EGR system or compromise a turbo if it interferes with oil quality or combustion efficiency. Encouraging best practice here protects both parts and reputations.
ADDED VALUE
Beyond EGR valves and turbos, our engine efficiency segment is expanding.
Intercoolers, oil feed lines, throttle bodies, and EGR coolers are increasingly part of our unified product offering, consisting of a list of over 1,400 parts, covering more than 7,600 OE numbers. These service the bulk of the European passenger car and LCV parc.
Our technical portals now offer structured
“However, aftermarket manufacturers, like Nissens, are increasingly stepping in with (EGR) solutions. By identifying the core weaknesses in original parts and applying targeted design improvements, these new units aim to deliver a longer-lasting alternative. For you, this represents a valuable talking point: not just selling a replacement but offering a durable fix –especially in applications with known fault histories.
training, best-practice videos and faultfinding tools to aid the correct installation and diagnostics – giving you further leverage to support your customers beyond just product supply.
For the trade, the emissions repair arena is not just about parts; it’s about offering complete, credible solutions –designed to last and backed by reliable technical insight.
For more information about Nissens, www.rdr.link/FAS020
Product Spotlight
SCHAEFFLER VITESCO’S FIRST PRODUCT LAUNCH REVEALED
The first product to emerge from the Schaeffler Vitesco portfolio has been unveiled – with NOx sensors launched at the beginning of this month.
Vitesco was integrated into the Schaeffler family some months ago, and now the company has announced the first joint Schaeffler Vitesco product available to order from the Hereford distribution centre will be NOx sensors.
As emissions regulations tighten across the globe, Schaeffler Vitesco’s OE-quality NOx sensors arrive at just the right moment. Engineered for precision, they play a critical role in accurate nitrogen oxide measurement — supporting cleaner engines, more efficient exhaust after-treatment, and helping workshops keep vehicles compliant and roadworthy.
Schaeffler Sales and Marketing Director, Matt Selby, said: “Vitesco has manufactured over 140 million NOx sensors since 2002, with more than half of that total coming in the last seven years, so we know there is enormous potential in the independent aftermarket for this product, which delivers a significant
contribution to clean mobility.
“With Schaeffler NOx sensors, you can trust in genuine marketleading OE quality for precise emission control, plus optimum reliability and a long service life.”
The range covers all vehicle sectors, from passenger cars and LCVs to trucks and tractors, for both 12V and 24V systems. For more information about Schaeffler Vitesco, www.rdr.link/FAS021
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