Professional Motor Factor September 19

PROFESSIONAL

MOTOR factor VOLUME 19 ISSUE 8 SEPTEMBER 2019

What is ‘big data’?

A guide on how to analyse data to maximise your sales.

PEOPLE & INDUSTRY...

MARKET TRENDS & ANALYSIS...

A new technique for How factors and garages can co-operate. brake and clutch protection.

BUSINESS & TRAINING...

A look at a factor training evening.

AND...

This month’s dedicated features: ‘Batteries’ and ‘Steering & Suspension’.

VOLUME 19 ISSUE 8 SEPTEMBER 2019

CONTENTS ©AdobeStock_egokhan

7-10

13-15

NEWS & VIEWS

PEOPLE & INDUSTRY AdobeStock_Kaspars Grinvalds

17-23

25-31

BUSINESS & TRAINING

MARKET TRENDS & ANALYSIS

REGULARS

SPECIAL REPORTS A day at the Motor Parts Direct conference ......................................................................................32

Viewpoint ..............................5 News ......................................7

PMF visits the Hockenheimring..............................................................................................................34

STEERING & SUSPENSION

MECHANEX ........................12 Understanding the value of TÜV-certification ..................................................................................37 The ‘Reman Checklist’ ..............................................................................................................................38 Appointments ....................13 An Asian component producer extends its product portfolio ....................................................40 Insight into one manufacturer’s re-profiling service ........................................................................42 Counter View......................14 How a company’s business ethos has impacted its range ..........................................................45 IAAF Update ......................15 Talk of the Trade ..............28

BATTERIES Reactions to a new battery training programme ..............................................................................47 How advanced vehicle technology has led to a drastic change in batteries ........................48

Product Spotlight ............55 A guide to storing Lithium batteries ....................................................................................................50 The role of connected technology in a support unit ......................................................................52 What’s New?......................56 Why there is a growing demand for an all-in-one solution ..........................................................54

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 3

VIEWPOINT

Editor JAMES BURMAN Assistant Editor BEN LAZARUS

Reap what you sow

Group Manager OLIVER SHANNON

When I first received regular contributor David Clarke’s column

Group Advertisement Manager ROBERT GILHAM

caught my eye: “We don’t wait for the phone to ring; we are

Advertisement Manager ALEX DILLEIGH Design CREATIVEUNBLOCK.CO.UK Group Production Manager CAROL PADGETT

(page 14) in preperation for this issue, one particular comment always proactive in all areas, and want to play a big role in our customer’s growth and success.” It led me to thinking: Do most motor factors see their customers’ success and their own as intrinsically linked?

If you don’t, you should. Let’s imagine the garage down the road has a particularly strong winter, so is now in the fortunate

Production Assistant KERRI SMITH

financial position to get an apprentice on board to help out with

Publisher BRYAN SHANNON

Or, if you facilitate some electric vehicle repair training for the

Professional Motor Factor is an essential business magazine for those with decision-making responsibilities within motor factors.

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

Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk pmf@hamerville.co.uk Twitter: @PMFmag LinkedIn: Professional Motor Factor Magazine Copyright © 2019

the MOT season, they will be in the market for a new set of tools. technicians at another of your regular garages, you might eventually open up a whole new product category to sell to them. While your primary goal as a business is to generate instant revenue, it is also worth considering that when it comes to vehicle repair, sales breed sales – even if it means playing the long game.

So, what can you do to kickstart this cycle?

In my last Viewpoint, I talked about proactively implementing some research to find out what your customers think of how your factor is run, and how one of the potential complaints you might receive is your ability – or lack thereof – to have the correct stock on hand. In a perfect world, you’re always stocked with the exact products needed by the next customer to walk through the door, and everybody wins.

But, unfortunately, when it comes to the buying habits of your customers, speculation and estimation will only get you so far. For a deeper insight, you need to look at the hard numbers (something that isn’t always straightforward without the right tools). If you would like to know how to begin such an undertaking, I recommend you turn to page 22 of this issue, on which MAM Software and its latest data solution might be able to help.

So why not take David’s advice? When you get the feeling that any of your customers aren’t succeeding as much as they could be, don’t wait for the phone to ring; be proactive and undertake some research on how you can be better equipped to support them when they do eventually call.

Professional Motor Factor: Certificate of Average Net Circulation for the ten issues distributed between 1st July 2017 and 30th June 2018 Net total: 4,068 United Kingdom: 4,068

Enjoy the issue and have a great month.

James Burman Editor

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 5

NEWS

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

IAAF hails lobbying success with battery exclusion from Offensive Weapons Bill The Independent Automotive Aftermarket Federation (IAAF) has announced that following intense lobbying over the last year in conjunction with several of its members and the British Battery Industry Federation (BBIF), the Government has now confirmed that batteries will be excluded from the Offensive Weapons Act, avoiding significant implications for the UK aftermarket.

The Offensive Weapons Act is primarily aimed at guns and knife crime, but also covers acid attacks, following the spate of incidents experienced in London and elsewhere last year. Prior to IAAF’s intervention, all automotive batteries were within scope of the legislation. This meant it would have been illegal to sell batteries to under 18 year olds, and would have effectively banned deliveries to private addresses, with ramifications for the industrial, leisure and mobility sectors.

Back in January, IAAF Chief Executive, Wendy Williamson met with the Home Office’s Serious Violent Crime and Weapons Unit, in conjunction with the BBIF and

IAAF representatives, where they explained the ‘unintended consequences’ of this legislation on the automotive battery sector.

Their main argument was the difficulty in extracting battery acid and there being insufficient concentration to cause permanent harm.

They were able to help convince the Government to change the proposed legislation to exclude all batteries, after the Act was enacted and became law on the 16th May, which confirmed the exclusion.

‘Quality must come first’ on EV charging, states Bureau Veritas amid £40 million government boost

In response to the government’s recent pledge to invest more cash into electric vehicle charging infrastructure, Bureau Veritas has stated that ‘quality must come first’ if the UK is to create a worldclass charging network for cleaner vehicles.

Wendy commented, “We are absolutely delighted with the outcome, it is a real success for the continuous lobbying efforts of IAAF and the BBIF. The Government were sympathetic to our views thanks to us underlining the major challenges for the aftermarket sector if battery inclusion became part of the legislation.

“While we are not of course protesting against the main purpose of this bill, we have helped to protect our members’ businesses and the entire UK aftermarket at large.”

This week, the Department for Transport (DfT) announced it is pumping nearly £40m into improving the infrastructure for electric vehicles, with investments in wireless charging and pop-up pavement technology. All new homes built in Britain are also set to be fitted with charging points for electric cars.

At present, the UK has more than 24,000 public charging connectors in nearly 9,000 locations. However, with EV car registrations up 62% to 2,461 in June compared with the same month last year, the number of charging points being installed is expected to rise dramatically in the coming years.

Welcoming the government’s additional funding, Bureau Veritas has revealed that the speedy creation of charging infrastructure should focus on quality and safety.

Michael Kenyon, Technical Manager at Bureau Veritas, said, “This funding offers a great opportunity to a number of industries, including automotive, engineering and electrical contractors, currently involved in delivering the government’s Road to Zero strategy, which wants ‘almost every car and van’ in the UK to be zero emission by 2050.

“However, in the race to deliver the adequate charging infrastructure required to achieve this, quality in terms of engineering, safety and compliant installations must come first. Especially if the UK is to create a world-class charging network for cleaner vehicles that is not only cost-effective, but will last the test of time.”

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 7

NEWS Autosupplies Group to acquire Leisureways UK Autosupplies Group, comprising motor factors Autosupplies (Chesterfield) and Butlers Automotive, has entered into an agreement to purchase Leisureways UK of Rotherham.

The purchase is part of the Autosupplies Group’s continuing expansion plans throughout Yorkshire and East Midlands, with the size and location of Leisureways fitting perfectly into the group’s portfolio.

Leisureways is a long established family business, serving its customers in Rotherham for more than 60 years.

Work has already begun to integrate Leisureways into the Autosupplies Group, with the deal expected to be completed on 1st October 2019.

Autosupplies Group Managing Director, David Clarke, said, “The acquisition of Leisureways fits strategically into our ongoing expansion plans, and work has already begun with staff, customers and suppliers to ensure a seamless integration into the group.

Leisureways is a business with a proud history, mirroring that of Autosupplies and Butlers, and we look forward to continuing its tradition of exceptional customer service as part of the Autosupplies Group.”

Autosupplies Chesterfield is one of the single largest motor factor sites in the UK with over 100 staff and 70 vans.

In October 2017, the Autosupplies Group of Companies purchased Butlers Automotive of Barnsley.

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8 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

Autodata acquires AutoMate Training Autodata, part of Solera Holdings, has confirmed the acquisition of AutoMate, one of the automotive industry’s foremost providers of online technical training and professional development platforms.

Founded and based in Sydney, Australia, AutoMate has rapidly expanded from a fledgling start-up to become a globally competitive player, offering automotive eLearning to thousands of automotive professionals and workshops in more than 60 countries.

Jonathan Sampson, Managing Director and Founder of AutoMate, said, “Joining the Solera family is a logical and exciting next step on our strategic journey as a company. This union will see AutoMate’s renowned training programs made available in new global markets, and will ensure increased business growth through further product development.

AutoMate’s eLearning expertise, combined with Autodata’s highly advanced diagnostic and repair data, promises to deliver new and existing customers a compelling suite of products for the automotive mechanic.”

Rod Williams, Managing Director of Autodata, said, “AutoMate’s innovative solutions and strong management team provide immediate value with Solera.

Together, we provide immense value to Solera’s 400,000+ SMR users, enabling us to further capitalise on the opportunity to support both our existing users and beyond with AutoMate’s solutions.”

Textar adds to distribution network with Spartan Motor Factors Brake brand, Textar, has expanded its distribution network with the addition of new stockist, Spartan Motor Factors.

Available across 12 locations, Spartan Motor Factors will now stock a full range of Textar products, including brake pads and accessories, as well as brake fluid.

The range of aftermarket brakes is also complemented by a wide range of brake discs, with the full range covering 99.9% of the UK car parc.

Established in 2012, Spartan Motor Factors is a fast-growing vehicle parts supplier in south Wales. The company has recently opened its new 45,000ft² central distribution centre in Newport.

Lee Gratton, Director and Co-Founder of Spartan Motor Factors, said, “Textar provides a premium option to our customers. The brand’s renowned reputation for high quality performance makes it an ideal choice for garages and customers.”

Nick Hayes, Key Account Manager at TMD Friction, said, “It’s great that motor factors can see how Textar can elevate their current product offerings. Textar utilises cutting-edge technology to manufacture products that are precision engineered to offer maximum performance and comfort.”

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Autoparts UK leads aftermarket in curbing plastic waste Car parts distributor Autoparts UK has announced a significant increase in the popularity of its bottle-free tablet form of screenwash under the P1 Autocare brand.

Since the brand joined the global campaign against the use of plastic bottles in early 2019, Autoparts has sold over 5,000 screenwash pods, eliminating unnecessary plastic bottles going into landfill or the ocean.

With UK motorists consuming around 100 million plastic bottles of screenwash – almost two million plastic bottles per week and an astonishing 285,000 per day – every year, the effects are plunging the world into an environmental catastrophe.

The automotive aftermarket’s response is proving overwhelmingly positive, but more garages are being urged to switch from the traditional bottles to the P1 Autocare Screenwash Pods, to help curb plastic waste

and avert an even bigger environmental crisis.

Instead of typically buying a five litre bottle of screenwash or 500ml of concentrate, the P1 Autocare Screenwash Pod makes up to five litres in the washer fluid reservoir.

Teal blue in colour with a pleasant blue raspberry smell, the smear-free product is available from Autoparts UK under the P1 Autocare brand in blister packs of one, three and six tablets, to optimise speed to market and product visibility.

Craig McCracken, Autoparts Group Factor Manager, said, “With the success of the screenwash pods, we’ve taken 42 pallets of plastic waste out of circulation. This increase in popularity is very encouraging and I’m delighted that Autoparts UK is leading the campaign against waste in the automotive aftermarket.”

F-TEC celebrates three years in business July 2019 saw the Forklift Training Engineering Centre (F-TEC), and its dedicated training facility, celebrate a third year in business.

F-TEC, based in Swindon, Wiltshire, offers an extensive range of forklift engineering programmes, including; apprenticeships, advanced level courses, thorough examination, diagnostics, safety, and more.

Karl Baum, Managing Director of F-TEC said, “Since the business started three years ago, we've gone from strength to strength. F-TEC now boasts a team of 14 who manage the apprentice and commercial training.” Over the past three decades, F-TEC has trained in excess of 600 engineers of all ages and abilities.

NEWS

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pmf@hamerville.co.uk

Exol helps raise funds for Cancer Research UK

Ring takes on charity challenges Ring is supporting two employees who are embarking on a pair of physically demanding charity challenges in August and September.

Pippa Rowe-Bewick and Nick Weddall took part in the Great North Run and RideLondon, respectively, to raise money for St Vincent’s Support Centre, which helps change the lives of people in Leeds suffering from poverty and deprivation.

Ring set a team fundraising target of £850, which it hopes to collect from supportive colleagues.

Nick, who tackled the 100-mile closed road cycling event in London on 4th August, commented, “I am extremely proud to be supporting an organisation that is so dedicated to helping people who are less fortunate than ourselves and assist them in building a brighter future.

Pippa, who took on the 13.2-mile Great North Run on 8th September, commented, “I was really moved by the work St Vincent’s does for the less fortunate, especially with all the services the team is able to offer under one roof. I want to do all that I can to support all the good work it does.”

Sheena Eastwood, Centre Manager at St Vincent’s Support Centre, comments: “We are really thankful to Pippa and Nick for choosing to support St Vincent’s. We could not do what we do without the kindness of people like them and the money raised will be used to help local people in need.”

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10 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

Exol has been celebrating the recent fundraising achievements of Plevin, one of the UK's leading wood processing and recycling companies, which has raised over £1,000 in aid of Cancer Research UK, by participating in two tough charity challenges.

Team Plevin completed the Great Manchester Run on 19th May, where around 30,000 competitors descended on the city to take part in what is known for being Europe's biggest 10km race.

In addition to this, Ian Blewitt, Group Engineering Manager at Plevin, took on the Tour of Tameside, a four-day event covering a variety of physically and mentally demanding running routes and terrains. The challenge included a 10K trail race, a six

mile fell race and half marathon, before finishing with a seven mile road race.

Steve Dunn, Exol Lubricants’ Sales and Marketing Director, said, “Well done to Ian and the rest of the Plevin team who took part in these two challenges, which were no mean feats. Raising over £1,000 is fantastic and Exol is extremely proud to support such a vital cause.”

10-year anniversary of Code of Practice The Motor Ombudsman celebrated the tenth anniversary of the launch of its Motor Industry Code of Practice for Vehicle Warranty Products.

The code was unveiled to the public on 14th July 2009 in order to drive up standards, beyond those AdobeStock_Tomasz Zajda required by law, during the provision of extended automotive warranty products to vehicle owners.

In order to further raise the level of protection for consumers, it replaced and evolved the existing Mechanical Breakdown Insurance (MBI) Code of Practice to include noninsurance backed extended warranties for the first time, as well as service contracts, roadside assistance and insurance for items such as keys, tyres and vehicle replacement.

Today, a total of 13 vehicle warranty companies are accredited to the Vehicle Warranty Products Code, organisations which are responsible for administering a combined three million policies every year.

Bill Fennell, Chief Ombudsman and Managing Director of The Motor Ombudsman, said, “The tenth anniversary of the launch of the Vehicle Warranty Products Code marks an important milestone. For many years, the Code of Practice has played an important role in defining and developing best practice guidelines in the supply of car warranty agreements, and has been instrumental in helping consumers and businesses to reach an amicable and swift outcome to warranty disputes without the need for often costly legal action.”

PROFESSIONAL MOTOR MECHANIC

MECHANEX

THE REGIONAL TRADESHOW FOR AUTO REPAIR PROFESSIONALS

2019 DATES ANNOUNCED

Sandown Park, Surrey I Tuesday 12th & Wednesday 13th November I Opening hours: 10am – 4pm

ACCESS TO THE BIGGEST NAMES IN THE INDUSTRY With the automotive aftermarket evolving at an alarming rate, it’s more important than ever for you stay on top of the latest technology from the industry’s most influential suppliers. At Sandown Park in 2019, many of the biggest names in the industry will be exhibiting at MECHANEX. Here are a few of the exhibitors that have already booked their slot for this year’s event: NGK, Continental Automotive, Hella, Rotronics, Launch UK, UAN and Sykes-Pickavant.

There are more to follow, so watch this space!

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

MECHANEX is offering the opportunity to receive discounted travel costs for all who would like to bring customers along to Sandown Park.

To find out more about booking a minibus or alternative travel arrangements, call 01923 237799

GET SOCIAL To keep up to date with all things MECHANEX, like us on Facebook and follow us on Twitter!

MECHANEXShow

@MECHANEXShow

FOR MORE INFORMATION, VISIT: WWW.MECHANEX.INFO Also returning this year, running alongside MECHANEX:

PEOPLE & INDUSTRY

APPOINTMENTS

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

BM Catalysts BM Catalysts’ export sales team grows in strength with the appointment of Gergana Donevska as one of its new Export Sales Representatives. With over ten years of international sales experience in three different countries, Gergana’s diverse background and unique skillset will bring a greater dimension to BM Catalysts’ expanding and experienced export team.

Starting her career early, Gergana gained extensive knowledge on the different aspects of business after working for her family’s manufacturing company in Bulgaria. An eagerness to learn new languages and succeed in an international setting led her to pursue a career in Austria, where she learned German and had comprehensive new business development training. To further understand the global market, she moved to the UK three years ago, and will now be overseeing the company’s customers in the DACH region, which includes Germany, Austria and Switzerland.

LKQ Coatings LKQ Coatings has announced that Jeremy Seaman, has been appointed to the role of Commercial Transport, Light Industrial Coatings & Rail Manager. Mentoring the Regional Sales Managers will be central to his role.

“I’m excited to be starting this new chapter with LKQ Coatings,” explained Jeremy. “There are some great minds and personalities within our national sales team, and I am looking forward to working with each of them. I hope to share with them the industry knowledge I have gained over the past 30 years, bringing customers’ needs to the fore.

Dayco Joel Wiegert has accepted the opportunity to serve as Dayco’s Chief Executive Officer. Joel will be responsible for the global operational performance and strategic direction of the company.

He has also been named as a member of the Board of Managers.

“After a rigorous search, the board concluded that Joel’s outstanding leadership skills, along with his strong track record of success, made him the outstanding candidate for the role,” said Dr. Stephan Kessel, Chairman of the Board of Managers.

Joel added, “I want to thank the Dayco Board for the opportunity to join a company with such a long history.

I am looking forward to leading over 4,000 dedicated global employees and working together to deliver on our commitments to our customers, investors and to each other.”

TMD Friction TMD Friction will be led by David Baines, whose long term experience and international expertise will drive the positive development and future orientation of the company.

Effective from 1st August 2019, David was appointed as the group’s CEO and President. David will replace current CEO Tetsuya Kumakawa, who will leave TMD Friction and be appointed a senior management position inside parent company Nisshinbo Group.

David has more than 30 years’ experience inside TMD Friction across a variety of management roles and disciplines, and has accumulated extensive knowledge of the global automotive market. During the last 15 years of his career with TMD Friction, David has held a variety of customer facing roles, from regional management to strategic planning and global marketing, and for the last five years has held the overall worldwide responsibility for the independent aftermarket business unit inside TMD Friction.

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 13

PEOPLE & INDUSTRY

COUNTER VIEW

‘Parts distribution is not overly complicated and so we make it simple.’

In today’s aftermarket, working in collaboration with one another is more important than ever for factors and garages. Here, David and Peter discuss this crucial relationship.

DAVID CLARKE

PETER WELCH

Managing Director, Autosupplies (Chesterfield)

Proprietor, Scotlands Ash Garage

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hat does a garage want? I think a garage wants a motor factor to be, first and foremost, easy to deal with, to supply them quality parts and brands when they say they will, and at the right price.

Parts distribution is not overly complicated, and so we make it simple. Behind the scenes though there are a number of systems in place that enable us to grow and support our ever expanding customer base with more products and services.

Price is not the most important thing to a garage, nor factor for that matter. Availability and quality are the most important things to a garage and we have seen this first hand since acquiring Butlers Automotive of Barnsley. If you have the part on the shelf, you have more chance of making a sale. Again, that’s not complicated.

I’ve said since the very beginning that everything a

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garage purchases, we want to supply it, and our warehouse continues to stock more and more products. We’ve invested in areas such as logistics, online ordering and staff. Our sales team visits customers every day. We’re interested in their business and want to know how we can better serve them.

As the vehicle parc becomes more complex, we work closely with our garages to bring them the latest technology and equipment to help them service and repair modern vehicles.

We’ve always seen it as critical to bring garages closer to our supplier base so that they can access the technical support they need.

We don’t wait for the phone to ring; we are always proactive in all areas and want to play a big role in our customer’s growth and success.

14 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

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s I regard independent garages as being on the front line of the automotive aftermarket supply chain, partners for our business, such as motor factors are critical.

I’ve been concerned for some time about the comings and goings further up the supply chain, and it has impacted on my business with poor deliveries and problems with accounts. We want deliveries to arrive when they are supposed to arrive – we want quality parts. We don’t want to fit the product twice after a problem. There are so many new brands as well in the market – I’m finding a factor’s view of a quality brand is different to our own. Some are tinkering with a winning formula and changing brands all too readily.

We want our motor factor to be reliable, to have the products in stock and see us for what we are, the lifeblood of their business. We are an

independent garage that visits trade shows up and down the UK and invests in the latest equipment so that we can continue to compete with the main dealer. I would welcome more effort on the part of the motor factor to get us more involved, tell us more about what they stock and the technical support available from suppliers.

In short, those businesses that put independent garages as the most important thing in their business will do very well.

“We want our motor factor to be reliable, to have the products in stock and see us for what we are, the lifeblood of their business.”

U P D A T E ©AdobeStock_egokhan

IAAF joins forces with IPO for Counterfeit Awareness 2019 Wendy Williamson, Chief Executive of the Independent Automotive Aftermarket Federation (IAAF), has lent further support in the fight against fake goods, by attending Counterfeit Awareness 2019 in Bristol on 4th July, in conjunction with IPO. Wendy delivered a joint presentation with Helen Barnham from the Intellectual Property Office (IPO) on counterfeit in the automotive aftermarket – safety risks and challenges, which was well received by delegates. Wendy gave an overview of the IAAF’s activity over the last 12 months in support of the IPO’s campaign, as well as demonstrating a number of examples of counterfeit parts from across the automotive sector and the potential issues they can cause.

The audience also got to hear how much of a widespread problem counterfeit is, and, that it is not just restricted to products such as braking, lighting, bearings and spark plugs. She highlighted the increasing difficulty in identifying fake parts, with far reaching consequences of handling such products: “Besides invalidating your warranty, counterfeiting is not safe as the products have not been properly tested and are unlikely to perform as they should, which will potentially cost lives.”

She then underlined to delegates the three key factors to remember when buying product: quality, traceability and accountability. Wendy finished her speech by warning: “If it’s too good to be true, it probably is; it is important, now more than ever, that suppliers, distributors and garages are aware of the origin of the parts they are using.”

For more information, visit www.rdr.link/FH001

BUSINESS & TRAINING

SALES SUPPORT

Straight to the point Unilite details its point of sale (POS) options, suitable for different retail setups, and its own various product ranges.

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factor’s success is often underpinned by additional add-on sales it can get from its customers, helping it to become more profitable. Additional add-on sales in areas such as portable lighting is one way that they can help to achieve this; a product they will need to complete their work efficiently and safely. This is where Unilite comes in with a range of differentiated portable LED lighting.

Unilite’s lighting range is said to offer industrial toughness, highvisibility colours and bright, high-quality LEDs. The best way to sell this range of lighting isn’t to keep it tucked away in a corner of a warehouse, but instead to put it on a trade counter or a merchandising stand within the branch.

A motor factor in the West Midlands has utilised Unilite’s range of POS to great effect, helping it to surpass last year’s sales target. The Sales Manager, Rory, stated, “The great thing with this range of POS is that it really helps to show off the quality of the product, which in turn is thanks to the quality of the packaging.

Take this slatwall for example; it looks the

business with its industrial metal feel and fits well with the types of customers we get.

We hang several product lines on the euro hooks and just replace them when they are running low. It’s great, as they catch the customer’s eye when they are waiting in the queue. We get loads of people who take one in addition to the other components they pick up.”

The slatwall is not the only POS option Unilite has on offer, with some stands focusing on ranges such as headlights.

Mark, from a regional factor in Scotland, has found a benefit in this type of stand: “We only really sell headlights, apart from a few one-off site lights, so this stand works really well for us.”

“Getting hold of Unilite’s range of POS helps factors to display the products on visually appealing stands which will help the range to essentially sell itself.”

The stand has enough space for three headlights to be displayed out of the packaging, along with the addition of some euro hooks to the side. This way you can display the products’ packaging or increase the range of headlights on display. Mark concluded, “Our customers love the fact the headlights are out on display, giving them a chance to play with the settings and feel the high build quality.”

For more information, go to www.rdr.link/FH002

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 17

BUSINESS & TRAINING

TRAINING

Technical workshop puts power in the hands of factor customers Reducing premature timing belt failures, increasing installer efficiency and eliminating comebacks were all part of the service menu when Motor Parts Direct in Shrewsbury became the latest UK motor factor to deliver a Synchronised Belt Drive Systems (SBDS) Technical Workshop from Gates.

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arage customers from around the county of Shropshire were invited to attend the specially arranged, early evening training session, which was hosted by the Gates Technical Training and Support Team in partnership with MPD.

Pre-installation care After a brief outline about developments in belt materials, construction and strength, several delegates were surprised to hear that premature belt failure could be linked to ‘inappropriate’ handling of belts prior to installation. They learned that belts that had been twisted, crimped or simply turned inside out to test for flexibility had been

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18 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

extensively tested as part of the Gates OE design and manufacturing processes.

Engineers were able to predict with accuracy the points of failure and even specify which belts would tear or shear prematurely. A basic ‘Do & Don’t Guide’ to belt handling in every workshop could reduce comebacks, they were advised.

Water pump kits and cooling systems Gates claims that most technicians agree that the installation of a new water pump with every replacement belt kit, where appropriate, is good engineering practice.

What divides opinion is the use of sealant and the importance of preparing the ’dynamic seal’. Gates settled the debate by explaining how to prevent water pump failure. This highlights the principles of preparing a ‘dynamic seal’ and explains how inappropriate sealant use can compromise the installation and function of a water pump.

The conclusion was that sealant must only be used when specifically recommended by the vehicle manufacturer.

Model issues Central to the efficient performance of the SBDS or timing belt drive is the damping effect provided by different types of tensioners (e.g. automatic and/or hydraulic) with varying designs. Vehicle manufacturers often commission a range of tensioner designs from Gates and other OE suppliers for strategic logistical reasons.

The Gates Technical Training and Support Team identified the timing belt drive on a wide range of VW Group 1.6 and 2L diesel engines – such as the VW Golf – as a typical example. Consequently, the OE part that comes off some of these models will sometimes appear different to the OE replacement inside the box.

It’s vital to appreciate that while the parts are designed to do the same job, the installation procedures may differ, installers were told.

Comebacks relating to cars fitted with a Renault 1.2 16V petrol engine were highlighted to demonstrate problems caused by setting incorrect tension. This installation procedure is very specific. If fitting instructions are not followed, the tensioner may foul engine bracketry,

leading to system failure.

Customer support MPD Regional Manager, Darren Jackson, says the Gates Technical Workshop was part of the network’s determination to demonstrate how partnerships with OE suppliers are key elements of its customer support strategy.

MPD Shrewsbury’s garage customers were also among the first UK installers to learn that QR codes are now included on all of the latest Gates PowerGrip Timing Belt Kit boxes. This means they have a direct link to OE-based and engine-specific installation procedures on screen. In place of paper instructions within each Power Grip box, mechanics can access mobile-

friendly, digital instructions by scanning the QR code with their phone or by entering the product key, via a computer at https://install.gates.com.

For more information, go to www.rdr.link/FH003

BUSINESS & TRAINING

CAMPAIGN NEWS

Exceeding expectations Following a brand review at the beginning of the year, BM Catalysts launched a new campaign that was officially exhibited at Automechanika Birmingham in June.

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he campaign focuses on the importance of quality, something BM Catalysts holds as one of its core values. The company has also adopted a new strapline which reflects the importance of this value: “Those who know quality, know BM”.

Quality has always been a topic of discussion in the aftermarket, from materials and cataloguing, to legislative requirements and customer support. BM Catalysts says its dedication to exceeding the aftermarket’s expectations is not only focused on the quality of its products, but reflected in every aspect of its business.

From its two hi-tech manufacturing facilities, BM Catalysts is able to facilitate product development and precision engineering. Earlier this year, the company announced a significant investment in new machinery as well as opening an additional 20,000ft2 warehouse to accommodate for increased demand. In 2019 alone, BM Catalysts has already released 88 new parts, meaning its range now covers an additional 2.5 million vehicles across the UK car parc.

With such wide availability and over 50,000 parts kept in stock at all times, customers can be assured that products will be dispatched quickly and efficiently.

On rare occasions where items are not in stock, BM Catalysts build to order on the same day the order is received. In addition to this, the company’s range has been purposely developed to allow partners to reduce its stock holdings by up to 30%, whilst actually improving car parc coverage.

However, what really sets BM Catalysts apart is its continual investment in the latest machinery and manufacturing processes. Over 90% of all components used are manufactured in-house, allowing for the highest levels of quality control at all levels. These processes include the use of CNC technology to refine design, allowing for quick production of large batches of components whilst

guaranteeing accurate repeatability. This includes manufacturing its own lambda sensor ports, which are 14% thicker than those from other suppliers. Producing these in-house significantly helps reduce the defect rate during the welding process. Laser-mapping equipment is also used to replicate parts to fit vehicles exactly, ensuring an OE-standard fit.

These advanced techniques help ensure everything from sub-components to finished products are designed to the highest possible quality and fit.

These processes also allow customers to benefit from both precise automated production, as well as the BM Catalyst team’s quality-focused approach to final assembly. All parts are rigorously checked and tested to exceed quality and performance standards, and all homologated catalysts and DPFs are tested in accordance with the latest regulations.

Mark Blinston, Commercial Director, comments, “Quality is hugely important to us for so many different reasons. Our partners and their customers have increasingly high expectations over the quality of emissions products, so it’s important that we don’t just follow the pack in adopting an ‘it will do’ attitude and that we continue to exceed the expectations of the market. The level of investment we have made and continue to make in quality is enabling us to improve processes and techniques on an ongoing basis to embed the value of quality even further”.

For more information, go to www.rdr.link/FH004

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20 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

BUSINESS & TRAINING

I.T

How big data can benefit the aftermarket Motor factors are up against shifting marketing conditions, and the need to stay ahead of the competition is greater than ever. Using ‘big data’ can help, but processing it isn’t easy for most businesses, which is why analytical tools and services are imperative. MAM Software discusses how its latest solution will give the aftermarket a valuable insight into parts lookup and fitment trends.

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actors that use big data analytics throughout their supply chain are well-positioned for success, not least because they can analyse market conditions, see where product needs are changing, and recognise new business opportunities. MAM's big data offering brings together historical data and predictive analytics to give factors the tools they need to thrive in today's market.

What is big data?

Factors deal with vast amounts of data on a daily basis, but it is the sheer volume, velocity and variety of this information that defines it as 'big'. This is a concept that has been around for some time, but it's only recently that its potential has been fully recognised.

MAM Software has compiled its data anonymously from thousands of users accessing its Autocat catalogue and Autowork Online garage management software.

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Analysing this data will provide valuable insights into two core areas of the aftermarket: parts lookups and fitment trends. Factors can use the information to find out more about the performance of certain products and where improvements can be made.

Why should big data matter to factors?

Big data and analytics can give factors a competitive advantage. This is especially true at a time when the concept of big data is still new to many companies, meaning they don't have the tools in place to make the most of the opportunities it offers.

One of the most valuable pieces of data for factors is knowing where – and how well – their products are performing. The ability to identify regional trends can suggest where certain parts are in the highest demand, and therefore where stock needs to be kept at optimum levels.

Through its new data service, MAM is able to illustrate the best-selling regions for specific parts, and equally as important,

regions where parts aren't selling, as there is little point holding them in stock.

Factors can see where opportunities for sales have previously been missed, which can help to avoid sales being lost in the future due to a lack of part availability.

Tracking seasonal trends in sales and returns is also possible, which further enables better planning of stock.

helping to diagnose faults more quickly.

Having a list of the most commonlyidentified faults on a vehicle at a specific mileage will mean a technician can prioritise checking these areas, while factors can prepare parts for dispatch.

Big data can help guide the user towards a more efficient resolution to the job at hand, ultimately saving time and improving efficiency throughout the supply chain.

Ensuring customer satisfaction Big data analytics helps the aftermarket better understand the buying behaviour, preferences and requirements of their customers. Accessing this level of detail enables factors to tailor their service, which in turn can increase revenue and improve customer satisfaction.

For example, analysis of historic trends can be used to predict the failure rates of specific parts. MAM's data is capable of indicating the probability of a replacement or repair when a vehicle arrives at a garage with a given mileage.

This information can make garages – and their factors – more efficient by

The MAM approach to big data MAM is launching its big data service with a free monthly ‘Insights’ ebulletin, which will show key performance indicators from across the industry.

Companies that require more detailed information will be able to purchase bespoke reports for in-depth monitoring, trend analysis, reporting and analytics. A data feed service will also allow subscribers to manipulate and analyse data in third-party tools.

For more information, go to www.rdr.link/FH005

MARKET TRENDS & ANALYSIS

VEHICLE DATA

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It’s all about data TecAlliance tells PMF how it has optimised the accuracy of spare part identification with new vehicle attributes.

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odel variety and various equipment variants are constantly increasing.

TecAlliance implements new attributes in the vehicle data in order to enable accurate identification of the right spare parts worldwide. The TecDoc Standard, which has been established in the worldwide automotive aftermarket for 25 years, provides all market participants with access to standardised vehicle and spare parts information; each vehicle type is clearly and unmistakably defined and linked to the corresponding spare parts.

“No matter if its vehicle manufacturers, parts manufacturers, ITGs or dealers, they all realised the growing importance of highquality vehicle and parts data, and that it is essential for their business success“, explains Jürgen Mehlis, EVP Data Management Product & Sales at TecAlliance. “Data from all stages of the vehicle’s life cycle is of interest to our customers, and its use is not limited solely to repair and maintenance, but extends to the economic management of the company as well. Product and vehicle data thus became a strong driver of future developments, and are increasingly important for companies across all sectors.

In order to enable fair competition between all market participants, they must have access to data that is as standardised as possible and available worldwide.”

Availability and access to vehicle and product information are key to success. If the vehicle and the matching spare parts

can be identified accurately, the most important step has already been taken.

However, the demands on the global independent automotive aftermarket to deliver new vehicle attributes in a higher granularity are constantly increasing.

The extension of the TecDoc Standard enables accurate results. In the past, there was only one brake disc for the front axle of a vehicle according to the TecDoc Standard. Due to internationalisation and model diversity, however, vehicles are now offered with multiple equipment variants, which also entail multiple spare parts offers.

As a result, there are several spare parts from the same module for the same vehicle. The customer, workshop, or dealer only have the option of having all of the most suitable spare parts delivered to them because it is no longer possible to clearly identify the vehicle without having it present in the workshop.

TecAlliance has been working on this issue internally for quite a long time and has created a global solution for the market. This allows it to continue serving existing customers who are satisfied with the current structures as well as to provide the market with new ways and offers for more granular data.

“We will definitely continue to adhere to the current TecDoc KType standard. At the same time, we will provide data suppliers (parts manufacturers) and data users (dealers) with new vehicle attributes in a higher granularity“, says Ralf Pelkmann, EVP

Information Management at TecAlliance.

“The vehicles are fully up- and downward compatible so that the parts manufacturer has the advantage that they don’t have to redo their previous work, and the data user can simultaneously use the advantages of more granular vehicles. In addition, this approach allows us to assign international vehicles to a TecAlliance vehicle ID as uniquely as possible, so that international formats such as ACES & PIES, MAM, etc. can also be referenced and distributed almost unambiguously in the future“, explains Pelkmann.

For more information, go to www.rdr.link/FH006

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MARKET TRENDS & ANALYSIS

PRODUCTS IN DEMAND

Comline names its part of the month Aftermarket supplier, Comline, proudly introduces its latest ‘Part of the Month', ECK228F, a multi-application Single Mass Flywheel Clutch Kit.

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erving a variety of vehicles from the Volkswagen Group, the company says that this popular reference delivers performance and inherent value for money, attributes synonymous with the Comline brand.

Formed from high-quality raw materials, every component in Comline's comprehensive clutch range is subjected to strict analysis for chemical composition, tensile strength, hardness and microstructure. Rigorously inspected and measured for conformity, all parts also undergo tests looking at clamp load, release load, pressure plate lift and more. It is this laser-like focus on quality that allows Comline to confidently supply all parts with a three-year, 36,000-mile warranty.

Serving a variety of models from the Volkswagen Group, the ECK228F clutch kit is precisely attuned to the following vehicles: 씰 Audi A3 (2003-2010) 씰 Seat Altea (2004 onwards)

Some facts about Comline 씰 씰 씰 씰

씰 씰

Established in 1991.

Headquartered in Luton, England.

The company’s warehouse capacity is currently 230,000ft2.

Distributing across Europe, the brand currently trades in 50 countries worldwide.

Subsidiaries in Greece, Spain and Ireland.

Products include filters, brake pads, brake discs for passenger and commercial vehicles; clutch kits, CV joint kits, water pumps, hub assembly kits; motor oils, wiper blades, and steering and suspension parts.

씰

Seat Leon (2004 onwards) Seat Toledo (2004-2009) 씰 Skoda Octavia (2004-2010) 씰 Skoda Superb (2008 onwards) 씰 VW Caddy (2004 -2010) 씰 VW Golf (2003-2009) 씰 VW Golf Plus (2005-2009) 씰 VW Jetta (2005-2010) 씰 VW Passat (2005-2008) 씰 VW Touran (2003-2010) Said to be trusted by customers in 50 countries worldwide, Comline's aftermarket portfolio spans multiple product categories and caters for all popular European, Japanese and Korean vehicles. 씰

To view the latest episode in Comline's Part of the Month video series featuring ECK228F, go to www.rdr.link/FH007

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26 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

MARKET TRENDS & ANALYSIS

TALK OF THE TRADE

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

Comline

AutoMate

Delphi

Harrison Boudakin from AutoMate begins the July/August issue with a report on how next-generation technology will unlock a new world of automotive and mobility innovations. He argues that nothing has done more to shape the last 50 years of human existence than the processing power of computers, and that they will continue to change the world as more developments take place. Quantum technology in particular is especially beneficial to the automotive sector, with engineers able to bring more connected, increasingly electrified and eventually autonomous vehicles to the market. The quantum leap will advance the engineering abilities of OEMs significantly, by, for example, calculating the most effective neural network design for a hybrid powertrain, or accelerating battery development for electric vehicles.

Harrison goes on to mention the possibilities that quantum technology can have on data analysis, traffic management infrastructure, and in the aftermarket in particular, noting the potential for more efficient servicing plans and maintenance intervals, as well as increasingly powerful

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on-board diagnostics technology.

The Steering & Suspension feature begins with Delphi Technologies’ Julian Goulding explaining the importance of a timely and high-quality top strut mount replacement. Julian discusses the customer demand for a reduction in noise, vibration and harshness (NVH) levels, which put a substantial strain on a vehicle’s steering and suspension systems, with components suffering accelerated wear. Despite being an often overlooked component, the top strut mount is an essential part of the suspension, and acts as a steering pivot, which enables a smooth and responsive ride. When a vehicle is in use, the component undergoes significant stress, as it has to take the full weight of the vehicle’s shock absorption and steering.

Therefore, Julian emphasises the need for OE-quality replacement mounts if garages are to provide a service that exceeds customer expectation, and one that “maximises service intervals and promotes the feeling of value for money”.

Next up is the Filters feature, which contains Comline’s discussion on what

constitutes a high-quality oil filter, and whether technicians need to supply the OE part to guarantee performance. The engine is a hotbed for potentially harmful particles, with oil degradation mobilising contaminants and spreading them throughout the inner workings of the engine, which causes further damage and can eventually lead to complete engine failure. To ensure engine protection and safeguard performance, it’s vital that the oil is changed regularly, and that a high-quality oil filter is fitted in order to remove harmful particles from the oil before it’s fed into the engine.

Mike Smallbone, Head of Membership Development at the IAAF, credited Comline for being BER compliant, which he was at pains to highlight is a big step forward for the aftermarket, as motorists can use parts of OE-matching quality from BER compliant suppliers.

In the Exhausts & Emissions feature, DPF Recovery explained how it can help with cleaning and servicing Diesel Particulate Filters (DPFs). The focus of the

DPF Recovery

article is on the company’s Flash Cleaner Machine, which uses a liquid cleaning method, as well as air blast and thermal cleaning services. By utilising carefully calibrated, pressurised jets of water that are mixed with a Bio-enzyme cleaning agent, the machine is said to be able to completely remove all PM10 particulates, oil and cerium residuals, whilst leaving precious metal coatings unaffected. Useful for large fleets as well as individual workshop requirements, the cleaning process is labelled as relatively fast and cheap, as well as environmentally friendly.

In terms of passenger cars, it is able to clean every kind of particulate filter, including those on Euro 6 vehicles.

Continuing in Exhausts & Emissions, Elta went through the exhaust-related components that tend to fail most often, starting with fuel vaporisers. Solving the problem of oil dilution, the fuel vaporiser is capable of lowering emissions whilst prolonging the life of the engine. It uses an integrated, electrically heated glow plug to evaporate the fuel, which is injected into the exhaust gas stream ahead of the catalytic converter/diesel oxidation catalyst, which allows for DPF regeneration without additional cooling.

Also adhered to is the lambda sensor, which aims to improve the efficiency of combustion engines and helps to reduce harmful exhaust emissions. The company attributes the majority of lambda sensor failures to age, with the typical lifespan of a heated sensor lasting close to 100,000 miles. In order to reduce harmful nitrogen oxide (NOₓ) emissions from the exhaust gas, an exhaust gas recirculation (EGR) valve is required. In doing this, the EGR valve enables vehicle manufacturers to meet increasingly strict environmental targets; it keeps temperatures below the

Elta

NOₓ threshold. This is done via the recirculation of exhaust gas back through the combustion process. Failure of EGR valves is most commonly caused by carbon deposits that can cause clogging or sticking.

Ring

The Tools & Garage Equipment feature saw PMM’s product tester, Des Davies, give his view on Ring’s pull-back rapid-action ratchets one that was 230mm, and the other 350mm. Labelling the tools as comfortable to use and good in terms of quality, Des said that they “worked well in general use”. Going against the grain, the ratchets were able to go where “conventional” ratchets would not be usable – the limited space between the component and the body – as they made use of their 3/8” inch drive.

In terms of speed of use, Des praised the tools for being able to remove and replace components such as nuts and bolts faster than would normally be the case. However, they weren’t without their faults; they struggled to work on corroded or stiff fasteners, with Des mentioning that he “couldn’t pull the handle at all”. In his summation, he noted that the shorter of the two ratchets was easier to use, but that the larger one was easier to use in tight spaces, but on the whole, they are useful tools.

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MARKET TRENDS & ANALYSIS

MARKET RESEARCH

More car manufacturers are switching to EPDM rubber within vehicles as it offers longevity and quality. However, the material is sensitive to mineral oil and, when exposed to it over time, it will swell. Scott Irwin, Head of Technical Training at TMD Friction, discusses the dangers this poses and suggests the safest products for use on a vehicle’s brake and clutch system.

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welling rubber can cause an array of problems, especially in the braking system. Rubber brake seals maintain pressure on the fluids within the brakes and are imperative in ensuring the safety of the driver and passengers when driving. If these seals fail, brake fluid could leak and compromise the pressure capacity, significantly decreasing the ability to stop the car.

The seals also prevent any potential contaminants entering the system.

Contaminated brake fluid is extremely dangerous as it lowers the boiling temperature of the fluid and can change the way a vehicle reacts when braking.

This makes brake seals critical components that are found at the brake calipers, master cylinder and brake vacuum booster. They are created using specific

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AdobeStock_mtmmarek

SAFETYSENSITIVE TECH

materials that are able to resist brake fluids DOT 3, DOT 4, DOT 5 and DOT 5.1, but they’re not compatible with mineral oil.

So, how can these seals be properly maintained? Utilising a lubricant on the cylinder running surfaces, pistons and sealing elements can improve the integrity of the running surfaces and protect against corrosion. Using a paste can also facilitate the installation of hydraulic brake components, making it easier to work on this area of a vehicle.

More often than not, it will be a multipurpose grease that a technician reaches for to assist with this, which we have seen evidence of first-hand at TMD Friction. A lot of these will contain mineral oil or unspecified petroleumbased oil, and this negatively effects the integrity of the rubber, causing it to swell or crack over time.

Hydra Tec, a new lubricant created by Textar, has been specifically designed for the components in a brake and clutch

system, and is ideal for lubricating cylinder working surfaces. It’s compatible with EPDM rubber and commercially available brake fluids. The lubricant also protects working surfaces and other metallic components against corrosion thanks to its water-repellent properties. When utilised correctly, the formula prevents brake seizure, and keeps all elements protected and moving as required.

With so many options available on the market when it comes to lubricating sections of the clutch and braking system, it’s imperative to research the best product for the job. Mineral oil substitutes can cause seals to misshape and adversely affect the function of the caliper. This cannot be overlooked by technicians that have a customer’s safety at the forefront of their mind when working on brake systems.

For more information online, go to www.rdr.link/FH008

SPECIAL REPORT

Meeting MPD Around 50 suppliers were present at Motor Parts Direct’s 2019 conference in early July, hosted at the Oshwal Centre in Hertfordshire.

PMF took a visit.

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pon arriving at the centre, both the indoor and outdoor sections of the supplier village were buzzing with anticipation ahead of the day’s events.

Not only were there many introductions between newer MPD staff and various aftermarket business representatives, but there were also clearly many longstanding relationships in the room too.

Stands were well presented, usually showing off the products or services each supplier was looking to push in the branches. It wasn’t all business though; attendees got the opportunity to have a go on an F1 driving simulator, as well as testing their skills on the dart challenge.

After lunch, all attendees sat down to hear the thoughts of the company’s senior management. At of the date of the conference, Managing Director, Darren Wykes established that there are 122 outlets in the MPD network, and that new locations are scheduled to open in later on this year. He explained the reasons

why MPD feels the need to run a conference, and what its purpose is: building and maintaining relationships, as well as idea sharing.

PMF spoke to Draper Tools’ Phil Rowley earlier on in the day, who was able to confirm this sentiment with confidence: “We have a fantastic working relationship with MPD, they’re a brilliant company to work with, which is of paramount importance to us. They represent our products really well, and we go back quite a long way. It’s a great business with even better people. The conference is a great opportunity for us.”

“Our relationship with MPD is excellent, they’re a very good company to work with; they’re loyal and friendly. As a company, they still have that family feel about them. The show is a wonderful opportunity, especially to meet all of the company’s branch managers.” – Gates

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“It’s a brilliant show. We’ve been trying to raise the message of battery maintenance, as most garages don’t understand it.

MPD pass on this message and train their staff on it so that they can then pass it on to the garages, which is really helpful. The company has really responsive management, but with MPD, I don’t expect anything less.”

– Ring Automotive Supplier awards presented: 씰

Supplier of the Year (as voted for by branch staff) – febi 씰 Supplier of the Year (as voted for by head office) – First Line 씰 Most Improved Supplier – EuroFlo

Top performing MPD branches in 2018: 씰 씰 씰 씰 씰 씰

Then, Mukesh Shah, MBE, Chairman of Motor Parts Direct, took the time to address employees and suppliers before the day came to a close. Mukesh made the future goals of the business very clear, which was an easy task, as they have barely changed since the company’s inception: to sell quality automotive products at a fair price, whilst nurturing the abilities of staff – young employees, especially – and maintain a

Garage Equipment Sales – Honiton Sales Over Budget – Petersfield Best Over budget on Profit – Ipswitch Cash Collection – Wokingham Year-on-Year Growth – Honiton Promotion results – Boston

high standard of customer service.

The Chairman also discussed the importance of being aware of the rapidly changing trends in the industry, and advised everybody in the room to stay abreast of new technology in particular. He acknowledged that this industry is tough, but concluded, “The tougher the competition, the greater the incentive.”

“We’ve been supplying MPD with our parts for eight years; they’re a good customer. Trade events like this are rare, but they’re a good opportunity; you don’t often get everyone together under one roof like today.”

– Rohit Patel, BM Catalysts

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SPECIAL REPORT

TRACK

Tested on the Shell has been in partnership with Scuderia Ferrari ever since the inaugural FIA Formula One World Championship race in 1950. But this is only part of the story.

Behind the scenes, there is a trialling process for technology that makes its way onto the road. To understand what this involves, Shell invited PMF to the Hockenheimring ahead of the German Grand Prix.

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t is peculiar to think that the same engine oil formula you may have just used in your last job is also coursing through the power unit of a Ferrari SF90 capable of churning out over 1,000bhp. Yet, this was the point that was made time and time again as Shell and Scuderia Ferrari representatives explained the cohesive nature of the two companies’ racetrack research.

The relationship was described as one built on ‘co-engineering’ and communication. One side of the partnership would always know what the other was doing. If changes are made to the race car, then Shell would be informed immediately to ensure that the lubricant in use would be

able to cope with the adjustment.

Collaboration between the racecar and lubricant engineers plays such a crucial role in remaining compliant with FIA (Fédération Internationale de l'Automobile – the federation in charge of F1 motor racing standards) rules that Shell now has its own fuel and lubricant laboratory within the Scuderia Ferrari F1 motorsport camp.

However, all this was explained over the course of the two-day trip to the famed Hockenheimring racetrack, as Shell welcomed motoring journalists from across Europe to find out exactly what goes on behind the scenes.

Day One – ‘From track to road’ After settling in and a period of time to at least partially recover from the early flight, we headed off to get our first insight into how the research Shell carries out at the racetrack finds its way onto roads across the globe. To help communicate this information, the event organisers had recruited some of the brightest engineering minds from within Shell’s motorsport division: Jochen Lach, the project leader for Shell’s engine oil

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development with Scuderia Ferrari, and Daniel Bernicke, marketing expert for Shell Helix motor oil.

Jochen began by explaining why motorsport is the perfect environment to test products that may eventually make their way into mass production: “Everything that happens to your normal road-going car also happens to the machines you see racing in F1 – except the effects are so much more pronounced should something go wrong. The stress that an F1 power unit and the accompanying engine oil are put under is far greater than those of normal vehicles, which allows us to test our products in the most extreme environments.

“After every race, we take an oil sample, analyse the amount of wear within the oil (this consists of tiny fragments of metal that have broken off from the engine during operation), and then collate this data back at our laboratory in Hamburg. By repeating this process, we gradually gain an idea as to how the oil is interacting with the power unit, and how we can improve the formula should we need to. Eventually, this process allows us to develop an oil for road-going vehicles.”

Having touched upon a number of the most pressing issues within the lubricant industry – engine downsizing, the rising popularity of the turbocharger, and the proliferation of oil grades – the technical discussion came to an end as we were needed elsewhere.

Given the nature of an F1 driver’s job, Sebastian Vettel is hard to pin down.

Therefore, we were delighted to find out that we would have a press briefing with Vettel, as well as Mattia Binotto, Scuderia Ferrari’s team principal, and Jochen, later on that day. Despite his focus on racing, Vettel still appreciated the importance of having this close partnership between Scuderia Ferrari and Shell: “The work the Shell team does allows us to see inside the engine and anticipate anything that may come around the corner that we wouldn’t want to see. The tests act as a kind of alarm system that flags up problems within the vehicle that could potentially prevent me from achieving my ultimate goal – winning races! This being said, I think there has only been one incident in the last five years,

which was in testing, not even during a race. This speaks volumes about the quality of the collaboration between Scuderia Ferrari and Shell.” And with that, Sebastian was shepherded out of the room to prepare for the following day’s practice sessions.

Day Two – Trackside Day two, and with temperatures soaring to 40°C, we made our way to the Hockenheimring to take in the first two practice sessions of the German Grand Prix.

The sessions are designed to give the drivers an opportunity to test out their vehicles, and familiarise themselves with the track and all it has to offer. After the first practice session, we were led into the race paddocks and the Scuderia Ferrari pit to view the workings of the F1 team during a race weekend.

Here is where the collaboration is at its most apparent. As part of the pit layout, Shell has its own race day laboratory that constantly tests and monitors the engine oil and fuel used in the Ferrari car. Paul Johnson, Shell’s Trackside Analyst, was happy to explain what goes on within the confines of the lab: “During each practice session or race, we take a sample of the engine oil, both before and after. This first allows us to show the FIA that the lubricants we are using comply with the rules, but also enables us to tell exactly which engine parts are wearing and which are not.

“This is all done through metallurgy; analysing the metallic content of the oil.

The difference in the oil between the time it goes into the engine and when it comes

out is considerable, and shows just how extreme an environment the lubricant is working in. However, this is also the sort of environment that allows Shell to test new concepts and new components, eventually bringing them to the end consumer.”

Leaving the laboratory behind us, we went to watch the final practice session of the day and experience the end result of what Shell and Scuderia Ferrari work so hard on. With the SF90 power units speeding around the circuit, something that Jochen Lach had said earlier on in the trip sprang to mind: engine oil no longer appears to be a supplement to the rest of the mechanical components that work hard under the bonnet. Instead, it is now more appropriate to view engine oil as an integral part of vehicle production. It is no longer an afterthought, but a component as important to the construction of a vehicle as a clutch or even the engine itself. This certainly appears to be the direction in which lubricant development is heading, and in what ways this will affect the aftermarket, it’s too soon to tell. However, if F1 is the proving ground for new automotive concepts, then perhaps it will generate an answer soon enough.

For more information online, go to www.rdr.link/FH009

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STEERING & SUSPENSION

Optimal performance When replacing a vehicle component, it is vital that the replacement part is up to the task. Optimal takes PMF through the benefits of the TÜV certification, and discusses why its parts can leave vehicle owners safe in the knowledge that their vehicle has been looked after.

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ptimal provides TÜV-certified steering and suspension components, for its range of over 8,500 references. The company’s components are manufactured using precision machines, and cover areas from cast and sheet steel to lightweight aluminium materials, with the range including components such as CFW dust covers, high performance lubricants and cathodic dip coating.

The steering and suspension range includes ball joints, tie rods, track control arms, stabiliser links, bushes and mountings, amongst others.

In many instances of poor handling, it may only be necessary to replace bushes.

With this in mind, Optimal’s 3,000+ references encompass 175,000 applications. This is particularly important given that deteriorated bushes are one of the most frequent MOT advisories in the UK. On top of this, the company’s rubber-

to-metal parts range consists of over 3,000 references and over 191,000 applications, including strut bearings, suspension arm bearings, and steering and joint bellows.

Having its products certified by TÜV gives Optimal the confidence that its products are high quality and reliable. Only after passing rigorous testing can a product carry the TÜV mark of approval, with products tested for safety, quality and sustainability before being given TÜV status.

Optimal's entire product range has recently been updated with over 38,000 product lines and 1.3 million applications on Autocat, giving the company V8 Autocat status. Automate online has also been added to the Optimal process, allowing the company to be more flexible when

updating data that will be live the following day. This means that customers will be able to have access to the most up to date products at all times.

For more information online, go to www.rdr.link/FH010

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 37

STEERING & SUSPENSION

AdobeStock_Kenishirotie

Sticking to the list PMF talks to Shaftec about how following its ‘Reman Checklist’ can ensure that the best return on surcharge is achieved, with the company emphasising which defects make a component difficult or impossible to remanufacture.

Being aware of this makes it easier for motor factors to advise their garage customers on correct component removal.

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n surcharge, Tom Curtis, Shaftec Director, said, “Obtaining core in a fit state to remanufacture can render the surcharge obsolete, which is something we never want to do as it doesn’t benefit anyone in the chain. But a bit of knowledge and understanding when removing the part goes a long way towards ensuring that everyone gets the best out of the remanufacturing process.”

Shaftec works with safety critical parts which need to be disassembled, reprocessed, remanufactured and tested.

Damaged core isn’t suitable, and so the company has invested heavily in the quality of the return and the source of collection. The importance of core quality varies from product to product. When remanufacturing driveshafts, the pots and CV joints are always replaced, so as long as they not broken or bent, they can be used. Similarly with calipers, as long as the casting isn’t badly corroded or cracked, they can generally be remanufactured as everything else is replaced.

However, due to the complexity of both

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the product itself and the remanufacturing processes, for steering racks and pumps, Shaftec’s core return criteria is a lot more stringent. For example, when accepting core units, amongst other parts, the rack body, pinion, mounting brackets, inlet ports and bar must be completely undamaged.

“Let’s get one thing clear, we do not want to reject anything,” Tom continued. “We have a team in-house specifically tasked with sourcing core constantly, so we need as much of it as we can get, but if a returned unit is not in

a condition where we can remanufacture to the required quality, then we unfortunately have to throw it away.

“We pride ourselves on working with the customer; we really want to make their lives as easy as possible. In line with this, we’ve significantly loosened the belt on our criteria over the years. The biggest change being that in October 2018, we lifted the criteria on corroded rack bars. Previously, if the rack bar beneath the gaiter was corroded or pitted due to water ingress – which would invariably mean that it had been contaminated through to the rack internals – it was rejected. We are now taking this particular criteria ‘on the nose’, and instead of passing the rejection back to the customer, we scrap them yet still honour the surcharge credit, even though the unit is useless to us.”

Joe Toakley, Area Sales Manager at Shaftec, added, “The best thing a motor factor can do when selling a rack is to have the conversation about making sure the old unit comes back in as good a condition as possible. All too often, we see rejections due to unit damage that could have only

occurred once off the vehicle. Pinion damage is a perfect example, as is cutting pipes – which damages ports at the same time – and cutting electrical cables on electric racks.

Joe concluded, “The old units should be treated as new. After all, this piece of core is destined for a full remanufacture.

The cost of some surcharges are greater than the cost of the unit itself and this should scream out the importance of good housekeeping.”

For more information online, go to www.rdr.link/FH011

STEERING & SUSPENSION

East to west Japanparts shares a complete breakdown of its range of traditional suspension, air suspension and electronic suspension components, which now includes various major European and American vehicle brands.

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he company’s range of traditional shock absorbers, which has now become a core element of the complete product offering, has been extended to include a stock of components for electronically controlled suspensions, air springs (commonly known as bellows), and electronically controlled dampers (variable stiffness and damping shock absorbers).

With this line, Japanparts Group, a specialist in Asian vehicle brands, has extended its coverage to include the major European and American brands. These additions range from VAG to FCA Groups, from Renault to PSA, and include applications for BMW, GM, Mercedes, Subaru, Toyota, Volvo, Cadillac, Hummer, Land Rover, Smart, Piaggio and DR. The range for the Japanparts’ Ashika and Japko brands consists of: 씰 1,969 part numbers for traditional shock absorbers with pre-part numbers MM-, MA- and MJ 씰 16 part numbers for electronically controlled vehicle suspensions with prepart numbers MM-AS, MA-AS and MJ-AS

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씰

47 part numbers for air springs 38 variable stiffness and damping shock absorbers 씰 10 part numbers for steering shock absorbers 씰 7 part numbers for Piaggio shock absorbers Shock absorber mounts are added to complete the service. These are inserted into the coil spring to strengthen the vehicle and control its suspension and dust protection kits. The dust protection kits (with just 6 part numbers) allow 92% coverage of on-road vehicles, perfectly compatible with traditional shock absorbers. To complete the offer, Japanparts introduced 31 electric lift spring part numbers in 2019. 씰

From warehouse to vehicle All the coded references are already available from the warehouse in Verona, allowing immediate delivery not only within Italy and the islands, but to all the countries where the group's brands are distributed.

The company increased the storage area in 2016, adding a warehouse dedicated exclusively to this product and covering a

surface area of 18,000m² Japanparts says that the production of the components entails high quality workmanship, and assembly includes a rigorous series of checks, designed to eliminate any possible non-compliance.

The stem of each shock absorber is treated with high-resistance chrome-plating, combining NOK rings that stand out for a potentially longer service life and tightness.

Precision welding and high-resistance treatments complete the production chain.

The rubber used for the air springs is the ideal compromise between flexibility and strength, thereby ensuring constant performance over time and the various load-unload cycles.

The continuous implementation of these components is constantly being pushed in the product marketing department with the addition of new applications. The packaging has also been designed to ensure considerable space savings and ensure that the product is recognised immediately.

For more information, go to www.rdr.link/FH012

STEERING & SUSPENSION

The perfect profile In today’s ultra-competitive market, motor factors should understand how crucial availability and range is. Spring supplier Kilen gives PMF readers an insight into its re-profiling service, enabling its customers to stay ahead of the curve.

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egular range re-profiling for a factor will increase its car parc coverage and ensure it meets more orders direct from the shelf, reducing waiting times for customers, and increasing sales.

Every Kilen stockist is offered a bespoke, bi-annual range re-profiling service to ensure their Kilen ranges are continually updated with the bestselling references, meaning the most popular springs are on the shelf and ready to go.

The range re-profiling exercise starts with a review of the customer’s annual sales and current stock holding. Customers typically set a minimum and maximum stock quantity for each part, and run a system to automatically reorder daily to the maximum.

Kilen imports the customer’s data into a template based on Kilen’s latest Pareto, which is updated quarterly. This allows a review into which springs are gaining in popularity (climbers) and which are becoming less popular (fallers).

Once the customer’s data has been analysed, Kilen can answer two important questions: 1. Which springs are selling but are not on the shelf?

2. Which springs are on the shelf but should be removed?

The first step when re-profiling is to identify popular references which are not on the shelf – these will be flagged to add to stock immediately, replacing the

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furthest-falling springs on a like-for-like basis to ensure no increased stock holding – unless the customer wants to increase their total range to catch more sales.

Next, taking account of the customers’ shelf space available, and any budgetary concerns, Kilen will recommend the best possible profile. This typically ranges from a very small profile of 150 references to a comprehensive range of more than 1,100 references at a branch.

If, for example, a customer wanted to maintain the top 750 references in stock, Kilen would identify all parts in the top 750 which they don’t currently stock and recommend that the customer add a pair of each to their profile. Any springs that are on the shelf but outside the top 750, and have not sold in the previous 12 months, are recommended for cleanse.

Kilen attempts to balance stock coming out with stock going in by replacing any references which have fallen out of the agreed profile with references that have entered the agreed range. However, Kilen always recommends that any references which are due to be removed, but which have climbed by fifty Pareto places or more in the past 12 months, be considered by the customer first.

Finally, any overstocks are identified – these are springs with more than two units in stock, but with sales of less than two per year, or any springs with more stock than the customer’s set maximum – generally due to returns. Anything over the maximum level is cleansed, or the maximum level is increased in line with sales.

Kilen has seen that the correct profile grows sales and increases margins since less same day distress purchases are needed. Kilen urges factors to utilise its service to ensure their profile is up to date!

For more information, go to www.rdr.link/FH013

STEERING & SUSPENSION

Supplying the best to avoid the worst I

n Europe, Aisin has been active since 1982, and has strived to offer a variety of quality parts. Besides the clutch and cooling business, Aisin is also a shareholder in the brake business via ADVIC’S. In order to increase its range of products, the company is launching a steering and suspension programme. Chassis parts are the second most critical safety components on vehicles, after brake parts. It is a complex network of linked components that are impacted by many external factors, such as road condition (potholes, speed bumps, etc.) or weather conditions (temperature difference, snow, salt, etc.).

When you think about suspension, you think about the shock absorber, but there’s more to it than just that; as aforementioned, it’s an intricate network of components that starts with the tyre. A poor component in this chain could speed up the wear and tear of the chassis parts, making the car unsafe to drive.

Valuing the opinion of its customers, Aisin insists that it will attempt to achieve its goals by listening to their opinions. With the European market changing so quickly and the number of vehicles in operation continuing to grow, the company is aware that it has to follow the trends.

Aisin claims to provide only premium quality products, with a varied range of hard parts and rubber to metal parts.

PMF finds out more about Aisin’s ‘business ethos’, and how it is reflected in its latest steering and suspension programme.

Depending on the material used in OE steering and suspension parts, the company’s aftermarket parts will be produced in either high-grade steel or aluminium. All steel parts will receive a Cataphoresis coating, which comes with Aisin’s 10-year guarantee against corrosion. Vehicle manufacturers are using more aluminium to reduce vehicle weight in the chassis, for example, which contributes to a 4% improvement in fuel consumption and CO₂ output, and this is a trend that is also occurring in steering and suspension components.

As the steering and suspension system is the second most frequent item to fail in annual technical vehicle inspections, it is of paramount importance to ensure that only the highest quality parts are fitted. The deterioration of steering and suspension components isn’t like many other vehicle components that fail; it’s gradual. This means that the driver may not necessarily notice the issue until they’re involved in an emergency manoeuvre, or they have taken a bend slightly too fast. The consequences of the failure of these components may be critical, so it’s important that when technicians are fitting them, they should be using premium parts to ensure the safety of the end user.

For more information, go to www.rdr.link/FH014

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 45

BATTERIES

A platform for success F

eaturing both Yuasa and GS battery brands, GS Yuasa Academy is the first system of its type for comprehensive online battery training. Aimed at improving customer service, reducing warranty returns and maximising battery business potential, it provides over 20 certified courses tailored to different job roles.

Jon Pritchard, General Sales and Marketing Manager at GS Yuasa Battery Sales UK, said, “The reaction to GS Yuasa Academy has been fantastic. Our customers have been impressed with the wide range of courses on offer, how these battery related topics are broken down into easy-to-follow, bite sized modules, and how upon completion of each course, a downloadable certificate is achieved.

“Results of a recent survey of workshop technicians highlighted a real need for comprehensive training.

Worryingly, 62% of participants asked did not know what battery state of charge and state of health were, and 52% were unaware of the reasons battery failure is more common in the winter. These results highlighted some concerning knowledge gaps, replicating what we often see at our workshop training events.

“An understanding of batteries is essential for all technicians to ensure that batteries are stored, applicated and fitted correctly. We already had a comprehensive

GS Yuasa has launched its much-anticipated GS Yuasa Academy, an online battery training platform. It was revealed to audiences at Automechanika Birmingham and is now available.

training programme in place, but GS Yuasa Academy offers training to as many workshops as possible.”

Designed for individuals and organisations alike, GS Yuasa Academy provides valuable knowledge and skills.

Training content is delivered in dynamic video format and courses feature downloadable support material.

GS Yuasa has identified individualised learning programmes, tailored to specific job roles within the industry. Each course module only takes a few minutes to complete, and users can leave the site and return to pick up where they left off at any time.

With engaging presenters and clear graphics to aid learning, GS Yuasa Academy will also detail GS Yuasa’s product ranges – including its key features and benefits, manufacturing processes, information on labelling specification and what it thinks set these ranges apart from competitors.

There are various multiple-choice tests along the way, so individuals can reflect on learning and check their understanding as

they progress. Upon completion of each course, a downloadable certificate will be achieved and should be printed as proof of certification in this area.

Whilst GS Yuasa Academy is directed at technicians, it is also designed with large distributors, retailers, motor factors and other organisations in mind. The system helps organisations maximise business potential by managing and monitoring the

learning of teams of any size. It can be customised to business requirements with easy-to-use team leader features, including a bulk team upload, progress dashboards, downloadable reports and specific learning paths.

For more information, go to www.rdr.link/FH015

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PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019 47

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BATTERIES

An integral cog in a complicated machine Banner discusses how vehicle batteries are now used for so much more than just providing starting power. The company highlights its role in the continued evolution of this technology.

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onsidering it takes roughly 10,000W to power the average family home, it seems quite staggering that cars require approximately 6,500W of energy per day. If this comes as a surprise, the illustration below pinpoints exactly what the battery is required to power.

The demand for delivering more power has subsequently resulted in manufacturers developing the current generation of starter batteries that continue to lead the field; EFB (Enhanced Flooded Battery), AGM (Absorbent Glass Mat) and VRLA (Valve Regulated Lead Acid)

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batteries. Traditional lead acid batteries are still on the scene, although their lifespan is now in increasing jeopardy. Alarmingly, despite having been in existence for a number of years now, there is still some confusion about AGM and EFB batteries in terms of the role that they play and what needs to happen when they are replaced.

Legislation drivers Firstly, it’s important to remember that these battery technologies are here to stay, and not just because they have the ability to deliver power throughout the vehicle,

but because they correspond with the allimportant eco-initiatives that governments are implementing to meet EU legislation.

The current EU legislation on emission targets was passed in 2009, and it committed vehicle manufacturers to cut the average CO₂ emissions from new vehicles to 130g/km by 2015 and 95g/km by 2020.

Legislation discussions have stated that figures of up to 250€/gram of CO₂/km may be charged based on the manufacturer’s average fleet emissions, which exceed the legislative level for the time period between emission reduction targets. This

charge will be applied to every vehicle sold by that manufacturer.

It is against this backdrop that OE battery manufacturers continue to work closely with vehicle producers to deliver power solutions that not only exceed automotive power output requirements, but which are also emission friendly. In order to deliver on these two fronts, OE battery manufacturers have to produce a solution that is designed and produced to exceed a normal life expectancy. This means using only the highest quality components, as opposed to producing on price alone.

Advanced eco-initiatives So, let’s not forget that OE manufactured batteries of the EFB and AGM type are proven to perform both on the car and in favour of the environment. But the story isn’t about to end there. With more dynamic eco-initiatives being developed, again to help drivers save fuel and reduce vehicle CO₂ emissions, it’s increasingly important to keep deploying the highest quality battery technology.

Recent eco-initiatives centre on tyre pressure monitoring systems (TPMS),

low-rolling resistance tyres, gearshift indicators, and new radical technologies, including electronic camshafts or electronic valve timing systems that allow the engine tune to be optimised to driving style.

Despite not impacting the automotive aftermarket, when it comes to AGM and EFB batteries, these technologies are here

to stay. Isn’t it then wise to start now, if you haven’t already, by adopting a philosophy of stocking and recommending a battery solution that is capable of delivering power to the entire vehicle?

For more information online, go to www.rdr.link/FH016

BATTERIES

Storage wars A Lithium (12V LiFePO4) battery requires a different approach to maintenance in storage, compared to that of its lead-acid counterpart.

This is to ensure that factors, and in turn their customers, protect against warranty returns, maximise the lifespan of the battery and maintain high levels of customer satisfaction – that’s according to CTEK. I

50 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

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ith Lithium (12V LiFePO4) batteries being more regularly used in high performance vehicles, and certainly being installed as the service battery solution in campers, caravans and 4WD vehicles, more and more factors are stocking these high performance, highcost batteries. Here, Tony Zeal from CTEK shares some best practice tips for storing Lithium (12V LiFePO4) batteries:

Self-discharge: In a Lithium battery, selfdischarge is minimal – with lead-acid it is a minimum of 0.1V per month. One of the biggest causes of self-discharge when a Lithium battery is in storage is the in-built Battery Management System (BMS). This system is constantly checking cell voltages to ensure that they don’t fall too low. This means that the battery is using a small, but constant amount of power.

It’s not lead-acid: Before I go into the specifics, the first thing we need to clear up is that a Lithium battery has very different characteristics to that of 12V lead-acid, and therefore needs maintaining in a different way. These powerful and robust batteries are more expensive but have a longer expected lifespan than that of lead-acid, provided you store and maintain them properly.

Minimum voltage: Nearly all manufacturers state that a Lithium (12V LiFePO4) battery should not be taken below 2V, certainly not for an extended period of time. If battery charge levels fall below this critically low level for a longer period of time, the battery will begin to produce shunts within the cell, which can lead to soft shorts (an internal load), resulting in dangerous heat generation and early failure.

Voltage: A fully charged LiFePo4 battery has an open circuit voltage of 12.8V (four cells at 3.2V per cell = 12.8V) – not at all dissimilar to a 12V lead-acid battery.

Cut out voltage: To protect against damage due to low voltage, the Lithium Battery Management System will have a cut-out voltage anywhere between 2.0-

2.8V (depending on the manufacturer) which will prevent the battery from discharging any further. Think of this as a type of battery watch or battery guard.

Maximum state of charge (SOC): For short periods of time, it is not a problem to store a Lithium battery at 100% SOC. If storage is long term, then it is beneficial to store the battery at around 40-50% SOC. Storing a Lithium battery at 100% SOC causes internal stressing within the battery – if this is coupled with high ambient temperatures for extended periods, it can be more stressful on the battery than heavy cycling. Battery life expectancy and battery performance could be reduced significantly.

Use a dedicated lithium charging mode: CTEK does not recommend that you charge a Lithium battery with a lead-acid battery charger. In CTEK chargers, for example, trigger levels within the algorithms for Lithium and lead acid chargers are very different. This is to ensure each technology is charged as quickly and safely as possible. Not using the correct charger will impair the battery’s performance and service life. It is also worth noting that the BMS in a Lithium battery may consider some parts of the lead-acid charging curve as too high a voltage, and put the battery into standby, so a compete charge won’t be delivered.

Temperature: Lithium batteries like to be kept as cold as possible without freezing – the fridge is perfect! If battery cell temperatures rise too high, this can have a massive effect on the battery lifespan.

Prolonged exposure to heat can result in degrading of the electrode materials – leading to poor performance and reduced service life. If the temperature of the battery does drop below freezing, it can still operate, but it would need to be allowed to recover from freezing before a charge was delivered.

Storage: Best practice is on wooden pallets – this is to allow circulation of air at ambient temperature (if stored on a cold concrete floor this can create a heat sink). Stacking of

Preparing the battery for sale Don’t forget to remind your customers: if they do make the sale of a Lithium battery, and it has been in storage for a while, it should have been kept at 50-60% SOC. To enhance their customer service offering, suggest they deliver a charge to the battery before the customer takes the battery away to ensure maximum performance from the moment they leave the shop! batteries is not advised – stacking can cause damage to casings/handles and in extreme cases, short circuiting of the battery below.

individual battery. A built-in temperature sensor will adjust the charge rate, depending on temperature, to achieve maximum charge levels.

Keep clean: A dirty battery can discharge more quickly than a clean battery (small amounts of voltage can track across the moist dirt to earth, speeding up the discharge process). Always clean off dirt and moisture

The PRO25 is easy to use and has a dedicated Lithium mode for use with Lithium batteries. It’s also very simple to connect, spark proof, and reverse-polarity protected to protect the user and the battery. Designed to ensure easy handling in the workshop, it’s lightweight and portable. A rugged, impact-resistant casing means the PRO25 can handle the toughest environment. It also comes with a two-year warranty.

Charging Lithium batteries The PRO25 from CTEK combines power and advanced technology with safety, portability and flexibility to work with any 12V vehicle battery, including Lithium.

Using advanced technology, the PRO25 will ensure that a safe, fast charge is delivered to exactly meet the needs of the

For more information online, go to www.rdr.link/FH017

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BATTERIES

A question of support GYS launches its most powerful Battery Support Unit yet, now including connected technology.

PMF takes a look.

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hen ‘engine off, ignition on’ work is undertaken on a vehicle, it is essential that a constant power supply is maintained. This will prevent loss of data and avoid the potential for costly damage to the ECU during diagnostic work, software updates, and module reprogramming. While this work is in progress, the vehicle’s electronic systems are operating from the battery alone, so choosing the right Battery Support Unit to maintain battery charge is essential.

To meet the demand for ever-increasing constant power supply during this work, GYS, Europe’s leading manufacturer of battery charging equipment, has launched its most powerful and technologicallyadvanced Battery Support Unit to date.

GYS’s Battery Support Units in the GYSFLASH PRO range have outputs of 30, 50 and 100A. The latest addition to the range, the GYSFLASH 121.12 CNT FV has a powerful 120A output, and can be used in one of four operating modes – diagnostics, charging, showroom and tester.

Vehicle manufacturer specifications determine the vehicle’s voltage requirements from a Battery Support Unit.

The GYSFLASH 121.12 CNT FV can supply 12 to 14.8V, which is easily adjustable by the user in 0.1V increments.

And now, GYS has introduced connected technology, meaning the charger can be connected to a keyboard to enter customer, vehicle or battery details; a

barcode scanner to identify the battery (if it has a barcode attached); a printer to report battery charging data; and it is now able to receive software updates, and where there is a demand for changes in charging curve to meet specific vehicle manufacturer requirements.

In addition to its advanced Battery Support Unit capabilities, it is an extremely sophisticated battery charger, suitable for charging all lead acid battery types, as well as the latest generation of Lithium (LiFePO4) batteries, offering advanced protection for vehicle electronics, ensuring it is safe to use over extended periods.

Lithium batteries require a specific charging curve, and GYS has worked with Lithium battery manufacturers to develop and meet this requirement.

The GYSFLASH 121.12 CNT FV is supplied with 5m heavy duty cables and connectors. A range of accessories are also available for the GYSFLASH PRO range, including a trolley, wall support unit, and heavy duty case. This new machine has already generated a high level of interest with garages and the wider diagnostic community.

For more information, go to www.rdr.link/FH018

BATTERIES

All in one For those that didn’t get a chance to make it to Automechanika earlier in the year, and want to learn more about ONE BOX, Ecobat’s installation and testing solution for start/stop batteries, the company explains what the package has to offer.

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cobat Battery Technologies (EBT), formerly Manbat, has long expressed the need for independent workshops to be fully up to speed when it comes to both the batteries and the associated technology present in every micro-hybrid, or start/stop, enabled vehicle.

However, there are still a surprisingly large number of workshops that have yet to grasp the issue and are therefore losing out on the potential it offers. The knock-on effect to motor factors is obvious, inasmuch as they can’t sell the number of replacement batteries they ought to be able to due to the lack of demand from their customers.

Following some detailed research, EBT discovered that nationally, 43% of workshops turn away start/stop battery replacement. This points to an assumption that they consider fitting them to be complicated and the necessary equipment costly, or that the potential negative publicity to their incorrect fitment, as seen through recent news stories concerning a prominent chain, and the subsequent demand for compensation, has led them to decide that it is something they think is best to steer clear of.

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However, the number of start/stop vehicles entering the workshop, all of which are fitted with either an AGM or EFB battery, is only going to continue to grow because since 2016, virtually all petrol and diesel engines have the system as standard.

In order to alleviate the problem, EBT has developed ONE BOX, a solution that consolidates all the equipment needed to test and install start/stop batteries into a single package to provide workshops with an easy route to access the profit potential, which they would typically charge at more than £185 per installation.

With the ONE BOX package and a little training to enable technicians get the very best from the equipment, workshops will find that fitting these batteries correctly is not a complicated process and allows them to provide a more professional service. The benefit from a motor factor perspective is equally positive, as they can finally begin to sell the much publicised AGM and EFB batteries alongside their existing traditional SLI sales.

The components brought together in the ONE BOX bundle include a battery analyser to accurately assess the condition of the existing battery, a NOCO charger

and OBD lead to support the vehicle’s ECU/data storage during the replacement process, and a battery validation tool to ensure the new AGM/EFB battery is correctly assimilated into the vehicle’s battery management system.

Demand for the solution was demonstrated when the package was introduced at Automechanika Birmingham in June, when sales during the show were 400% up on the company’s preshow projection. In common with the other products in the EBT portfolio, which include the VARTA, Lucas and Numax brands, ONE BOX is only available to workshops through wholesalers and motor factors. The orders taken at the event have now been supplied and the training support arranged, through the company’s existing customers.

However, enquiries from workshops remain ongoing, which is why factors would benefit from supporting the initiative; the product is stimulating sales in an underdeveloped market, opening up previously untapped profits – something all too rare in such a mature industry.

For more information online, go to www.rdr.link/FH019

Product spotlight

TRICO: WIPER BLADE DISPLAY Trico has launched its new planogram design with signage, which allows motor factors to display the entire Exact Fit programme to their customers – using just a single two-metre bay.

The Exact Fit programme is a comprehensive range of direct fit, original equipment (OE) replacement blades, with almost 150 references, giving 99% front and rear wiper coverage. This new display system means motor factors can display the full programme without compromising on space inside their branch, which is

perfect for their walk-in customers.

Reducing stock keeping units (SKUs) by up to 35% compared to other OE brands is also a critical advantage for stockists, and Trico has been able to do this because its clips can fit up to three arms in one. It also has a single pack philosophy, which gives added flexibility with stock and drastically reduces the number of SKUs required.

Trico’s Senior Brand and Product Manager, Sam Robinson, said, “We’re delighted to reveal this new display and

stylish consumer display signage. It is vitally important that we listen to customer feedback and show them that we’re working on new innovations, as well as to continuously improve our products, and to help our customers increase their sales and stock levels. We must also continue to provide the best tools to support their wiper blade sales, which we are confident we have achieved with this new layout.”

For more information online, go to www.rdr.link/FH020

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What's New? WEBSITE Melett has enhanced its website offering, with a number of new features and functions.

The new-look provides simpler navigation, with quick and easy access to content, including new products, technical guides and videos, turbo tips and industry news, keeping customers up-to-date with Melett’s most recent activity.

The refresh gives the website a cleaner look to enhance user experience, with more features being developed, including a series of technical videos and help guides.

The company’s aim is to further benefit and assist its customers as it looks to expand on its offering of supplying precision engineered turbochargers, turbocharger parts, turbo repair kits, and complete VSR balanced CHRA/Core Assemblies to the professional turbo repair industry.

Key features of the website include a Parts Search section, enabling visitors to use the simple search facility to narrow down parts by criteria, including vehicle manufacturer, vehicle data, turbo manufacturer and component dimensions to help find the right part for the correct application.

There are also sections for customers to view Parts Catalogues, Melett’s entire product range and to catch up on the latest industry news, as well as a section dedicated to Turbo Tips, covering FAQs, troubleshooting diagnostic advice, glossary and warranty returns, plus technical content addressing the functions of a turbo.

What’s more, the Media section offers a platform for supporting marketing material such as brochures, leaflets, and a series of videos highlighting the manufacturing and production capabilities of the supplier.

Go to www.rdr.link/FH021

HEAVY DUTY AUXILIARY BELT KITS To further assist both installers and parts suppliers, Dayco has introduced a range of auxiliary belt kits, with the prefix KPV, that combine the necessary original equipment (OE) quality belt/belts and the accompanying tensioners/idlers to allow a complete FEAD (front end auxiliary drive) system overhaul from a single purchase.

Dayco is also a player in the heavy duty (HD) sector, where it supplies OE components to vehicle manufacturers, including Volvo, DAF, Scania, Iveco and Mercedes-Benz.

Although the company originally made its name through the manufacture of drive belts, with a range that now features more than 600V and Poly-V part numbers, it has grown its product portfolio to include the associated components within the drive system.

Go to www.rdr.link/FH022

CATALOGUE UPDATE Optimal UK has upgraded its data to Autocat v8 quality, publishing 1.3 million lines and 38,000 individual references.

The company has recently launched more than 2,000 CV joints and drive shafts, as well as over 1,200 Dolz water pump references. Improving the quality of the company's data was the next logical step, as was achieving Make Model Index (MMI) Certified Supplier status.

Automate Online is a cloud-hosted system, designed to enable component suppliers such as Optimal UK to improve their product data before it is published to Autocat.

Amongst the features is the MMI, which the company will use to reference its catalogue data against a comprehensive database of UK-specific vehicles.

Go to www.rdr.link/FH023

FRONT BRAKE DISCS Textar has grown its aftermarket product range with the addition of front brake discs for the 2018 Toyota Yaris. Textar, which is manufactured by TMD Friction, covers 99.9% of the UK car parc and includes pads, discs, accessories and brake fluid.

The range of brakes discs includes high carbon as well as composite discs, which is further complemented by a wide range of brake pads.

Go to www.rdr.link/FH024

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56 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

CATALOGUE DATA KYB has announced further improvements to its data and visibility on TecDoc. It has recently been announced that KYB has retained its status as an A-rated supplier to TecAlliance. A dedicated team of people work full-time to ensure that the KYB catalogue data is up to date and accurate, ensuring customers have access to the most relevant data. To be an A-rated supplier, product descriptions must conform by at least 99% to TecAlliance standards.

In addition to the above, KYB has been chosen to be included in a TecAlliance pilot scheme that will see new data added to Tec Doc. KYB is one of the only shock absorber manufacturers to be chosen for this huge improvement to speed of data visibility.

Go to www.rdr.link/FH025

EXHAUST GAS TEMPERATURE SENSORS

BRAKE CALIPERS The Parts Alliance has added a new range of Bendix brake callipers. The range will be available from all of the trading group’s local brands throughout the UK branch network.

The decision to add Bendix brake calipers builds on the successful reintroduction of the Bendix brake friction range by GSF Car Parts in 2018.

The Bendix range of calipers is remanufactured from OE castings, and incorporates new pistons and seals.

Go to www.rdr.link/FH026

Standard Motor Products Europe (SMPE) has announced that its range of Exhaust Gas Temperature Sensors (EGTS) has increased with the addition of 30 new part numbers.

The new parts cover a large number of extremely popular makes and models from some of the world’s biggest vehicle manufacturers, including Audi, Citroën, Ford, Mercedes, Peugeot and Vauxhall, for both passenger cars and light commercial vehicles.

The latest additions are available now across SMPE’s house brands, including Intermotor, Fuel Parts and Lemark, and now Lucas.

The EGTS is located in front of and/or behind the diesel particulate filter (DPF), and measures the temperature of the exhaust gas, converting it into a voltage, which is then fed back to the engine’s ECU with the voltage signal. This is done in order to control the engine’s condition to effectively lower emissions and to help prevent damage to components.

EGTS Troubleshooting: failure and symptoms The connector and wiring of the sensor must be in good condition; symptoms of failure to look out for include: Engine pinking or knocking Engine warning light illuminates Failed emissions test DPF regeneration process fails

Go to www.rdr.link/FH027

ADVERTISING INDEX

AISIN-EUROPE SA .................................................... Page 6 KYB UK & Europe .................................................... Page 41 Arnott Europe .......................................................... Page 39 MAM Software Ltd .................................................. Page 35 Bailcast Ltd .............................................................. Page 57 Marathon Warehouse Distribution .................... Page 24 BM Catalysts Ltd .................................. Inside Front Cover Mobiletron UK Ltd .................................................. Page 36 Chicago Pneumatic ................................................ Page 31 Morris Lubricants .................................................... Page 19 Comline Auto Parts Ltd ........................................ Page 43 NSK Europe Ltd ...................................................... Page 21 Continental Direct UK Ltd .................................... Page 15 Optimal UK Distribution Ltd .................... Bound Outsert CTEK .......................................................................... Page 16 Platinum International Ltd .................................... Page 46 Delphi Automotive Systems .................................. Page 11 Revive Turbo Cleaner ............................................ Page 53 ECOBAT Automotive Ltd ........................................ Page 9 Shaftec Automotive Components ...................... Page 27 ELTA Automotive Ltd ............................................ Page 23 The Complete Group (West Yorkshire) Ltd ...... Page 41 EuroFlo Premium Emission Systems .................... Page 4 Thermobile UK Ltd ................................................ Page 49 FAI Automotives PLC ............................................ Page 44 Walker Products Inc. .............................................. Page 53 Jack Sealey Ltd ...................................................... Page 27

In the next issue of

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

PROFESSIONAL

MOTOR

■ Exhausts & Emissions ■ Winter Products & Lighting ■ Equip Auto Preview

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PEOPLE & INDUSTRY...

Recent developments in the Your Car – Your Choice campaign.

BUSINESS & TRAINING...

MARKET TRENDS & ANALYSIS...

The benefits of a cloudbased server system.

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This month’s dedicated features: ‘Filters’ and ‘Tools & Equipment’.

A beginner’s guide to business tax.

2019 VOLUME 19 ISSUE 6 JUNE

PEOPLE & INDUSTRY...

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A look inside a lubricant Understanding torsional vibration dampers. manufacturer’s new facilities.

BUSINESS & TRAINING...

Advising garages how to handle ‘customer supplied parts’.

VOLUME 19 ISSUE 7 JULY/AUGUST 2019

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This month’s dedicated features: ‘Brakes & Clutches’, ‘Diagnostics’ and the ‘2019 Product Showcase’.

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factor VOLUME 19 ISSUE 8 SEPTEM BER

2019

Striking a balance ination of comb The value in offering a tools. modern and traditional

Plug-in solutions A guide to the complex yet lucrative diagnostics market.

What is ‘big data’?

A guide on how to analy se data to maximise your sales .

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58 PROFESSIONAL MOTOR FACTOR SEPTEMBER 2019

PEOPLE & INDUSTRY...

How factors and garages can cooperate

BUSINESS & TRAINING...

A look at a factor training evening

MARKET TRENDS & ANALYSIS...

Keeping brake materials safe

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This month’s dedicated features: ‘Batteries’ and ‘Steering & Suspensio n’.

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