IN!SIDE nr. 24 - Mobility in the aftermarket

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I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

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INSIGHTS FROM THE AFTERMARKET WORLD AND BEYOND

EDITORIAL NOTE  WELCOME FROM THE CEO  INSIGHTS FROM NEXUS COMMUNITY  ABOUT NEXUS

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SUMMARY  ELECTRIFICATION AND NEW MOBILITY: AFTERSALES OF THE FUTURE

18 YVONNE RUBIO MRYT

 THE “SMART” FUTURE OF THE AUTOMOTIVE INDUSTRY

 MOBILITY – A SOUTH AFRICAN REFLECTION

12 MARIA RANIERI DB INFORMATION

MALCOM PIERRE MOTUS

 MOBILITY IN THE US MARKET I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

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ALEXADER GRUZDEV GRUZDEV-ANALYZE

 ONE MARKET - MANY POINTS OF VIEW

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RAFAŁ K�DZIOREK NEXUSAUTO POLAND

 DIGITALIZATION AND CONNECTIVITY ARE PRESENTING AUTO WORKSHOPS WITH HUGE CHALLENGES

 CHANGES IN THE AUTOMOTIVE INDUSTRY

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SIMON FRICK MANN+HUMMEL

FRANK GEIGES BOSCH

 NEXT GENERATION MOBILITY

84 PHILIPPE COLPRON ZF AFTERMARKET

VOLUME 7 | INSIDE 24 | JULY 2021 NEXUS IN!SIDE MAGAZINE is published by NEXUS Automotive International, Geneva, Switzerland.

NEXUS Automotive International SA Chemin du Château-Bloch 11 1219 Le Lignon | Geneva | Switzerland T +41 22 306 49 50 www.nexusautomotiveinternational.eu

Although the concept of the air suspension system on passenger cars was introduced in the sixties, the functioning of the system remains a mystery to most. This is partly because many workshops do not have air suspension maintenance and repair as part of their service offering. Below, Arnott, the air suspension specialist, explains the general functioning of this system and its components.

AIR SUSPENSION UNCOVERED In general, an air suspension system contains the following components: • Air suspension struts and/or air springs with separate shock absorbers • Electronic Control Unit (ECU) • Air suspension compressor • Solenoid valve block • Ride height sensors • Air hoses/lines • Pressure reservoir PARTS OF THE SYSTEM The suspension struts and shock absorbers of the air suspension system are similar to a conventional suspension system, but the metal coil springs are replaced by air springs. Nevertheless, the air spring does have different characteristics than a coil spring therefore the dampening setting of the shock is tuned differently.

The compressor is used for the air supply to inflate the air springs and often contains an integrated dryer as well. Moist is stored in the dryer and evaporates by the heat of the compressor itself.

When the height sensors give a signal to the ECU that the vehicle is not at the predetermined height, the compressor is activated. The air pressure flows through the valve block and air hoses to the air spring(s). The valve block regulates the direction in which the air pressure flows. Excessive pressure follows the same path back from the air bellow to the valve block.

The pressure is either released (by a pressure-release valve) into the open air or stored in a pressure reservoir. A pressure reservoir contains pressurized air and works like a buffer. It can be used to quickly deliver the required air pressure. This helps regulating the activation of the compressor more efficiently,

and it prevents possible overheating caused by constantly switching on and off.

ALL ABOUT ARNOTT Although air suspension and conventional suspension systems have similarities, air suspension has some additional benefits like adjustable ride height, improved driving comfort and load leveling capabilities. As the air suspension specialist with more than 30 years of experience in engineering, designing, and manufacturing high quality air suspension components for the aftermarket, Arnott is the technical expert when it comes to air suspension systems. Arnott’s products are produced with highquality, OE components offering exact form, fit and function. Each product is extensively tested in our American and European facilities and custom-tuned to suit the specific vehicle make and model before being produced.

The air spring itself is made of rubber, making the quality of elastomer used very important for safety and comfort. Therefore, Arnott uses high quality elastomer from respectable OEM and the sleeve construction consists of a multi-ply cross-corded design to provide a long-lasting structural integrity.

Although air suspension components are wear and tear parts, quality products can withstand high and low temperatures, and abrasion from dirt and road debris. An airtight construction is provided by stainless steel crimping rings that connect the rubber bellow with the top and bottom part.

The ECU is the brain of the system. It monitors the system pressure, processes the input signals from the height sensors, controls the valve block and activates the compressor.

FOR MORE AIR SUSPENSION INSIGHT, GO TO WWW.ARNOTTEUROPE.COM

SUMMARY EDITORIAL NOTE Bas Donders, NEXUS WELCOME FROM THE CEO Gael Escribe, NEXUS INSIGHTS FROM THE AFTERMARKET WORLD AND BEYOND

06 08 12

The "smart" future of the automotive industry Maria Ranieri, Parts Magazine Director • Mobility in the US Alexander Gruzdev, Gruzdev-Analyze CEO • Electrification and new mobility: after-sales of the future Yvonne Rubio, MRyT Director • The innovative mobility services coming with the digitalisation of the aftermarket should put consumers at the centre Frank Schlehuber, CLEPA, Senior Consultant Market Affairs INSIGHT FROM NEXUS COMMUNITY

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Digitalization and connectivity are presenting auto workshop with huge challenges Frank Geiges, Bosch Director International Trading Group • Changes in the automotive industry Simon Frick, MANN+ Hummel Vice President Sales IAM Europa • Garages gearing up for change Steffen Nielaender, Schaeffler

Head of Communication • Valeo's innovative iBSG 48V solution Damien Martin, Valeo Vice President Global Accounts• Mobility - a South African reflection Malcom Pierre, Motus Ceo • New mobility and the aftermarket in Greece Tzanidakis George, Viacar Head of logistics and distribution • One Market, many point of view Rafal Kedziorek, NEXUSAUTO, NEXUSTRUCK Poland Development Manager • Gates helps support the transfer to electric power Steven Zimmer, Gates Vice President Sales Aftermarket EMEA • Innovation: the Key to the future NTN SNR • Ready for the aftermarket boom Marco Loth, TMD Vice President and Commercial Director MEAAP • NRF llaunches aftermarket range for electric vehicles Jeroen Beterams, NRF Marketing and Communication coordinator • Next generation mobility Philippe Colpron, Head of ZF Aftermarket • The case of new mobility solutions and creating a potential disruptive impact for the aftermarket Neil Fryer, Delphi Technologies VP Global Marketing, Product & Strategic Planning • Smart innovation for the new aftermarket NEXUS Automotive International ABOUT NEXUS

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EXPLORING NEW MODELS

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

New powertrain technologies, advanced driver systems, changing ownership models, legislation on access data and sustainability measures; these are some of the key elements shaping the automotive aftermarket.

Manufacturers and parts distributors are more and more committed to exploring new models and business opportunities, willing to join together to develop common strategies.

Including contributions from manufacturers, parts distributors, influential leaders and journalists, we trust you will enjoy reading this magazine, hopefully, while enjoying a relaxing summer break!

This edition of IN!SIDE focuses on the definition of “mobility in the aftermarket”, from a general understanding of the market challenge to the real needs for the business.

Kind regards, Bas Donders NEXUS B&C Director

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WELCOME TRANSFORMING THE AUTOMOTIVE AFTERMARKET

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

Dear Reader, At NEXUS, we are fully committed to transforming the automotive aftermarket by championing a sustainable business model that can be applied to any company in the market.

It encompasses electric vehicles, digital solutions for workshops, data access, and much, much more, not only to facilitate daily business operations but also to create a more sustainable environment from which we can all can benefit. From the producer to the consumer.

I hope you will enjoy reading this magazine and you will be inspired by the examples of best practice that are shared by some of the most influential stakeholders in the automotive aftermarket.

Kind regards, Gaël Escribe NEXUS CEO

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MARIA RANIERI

THE 'SMART' FUTURE OF THE AUTOMOTIVE INDUSTRY

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

Director Parts Magazine Italy The future of the automotive industry has long been written, so much so that the Covid-19 pandemic that shook the world in 2020 has paradoxically had the effect of accelerating profound new developments that were actually already creeping in: e-mobility, connectivity, autonomous vehicles and new customer expectations, to name the most evident ones. These changes are intrinsically linked to environmental issues, the health of our planet, the scarcity of resources and energy supplies, as well as the socio-economic conditions that are affecting today’s consumers, who increasingly want all-round mobility. The policies pursued by different countries, which in Europe are coordinated by the EU, are also having a decisive influence. The forces that will ultimately reshape the automotive industry, now seen from a broader perspective that embraces a complex idea of increasingly sustainable and smart mobility, are numerous, the main ones being the consumers, who nowadays expect to be able to travel whenever and wherever they want, the new ways of working, which have created different mobility

needs, a greater interest in rental services as opposed to vehicle ownership, and a growing awareness of environmental issues, which is leading to a preference for electric vehicles.

THE PLAYERS Environmental protection, which governments now recognise as a genuine emergency — as shown by their increasingly stringent regulations geared at reducing CO2 emissions — is an issue that is impacting carmakers directly, as the European Commission is demanding that they play their part in cutting the EU’s greenhouse gas emissions by at least 55% by 2030. For this reason, carmakers are being urged to step up their efforts to design, develop and manufacture electric or hybrid vehicles, despite all the difficulties related to the marketing and sale of “clean” models, which continue to be much more expensive despite the government incentives and tax breaks offered in various countries in a bid to boost sales.

And the leading players in the independent aftermarket sector (spare parts manufacturers, large distributors, spare parts dealers, the world of repair and maintenance and the related networks), which Parts, as the voice of the auto parts production and distribution sector, has been supporting for over 40 years, are certainly not just sitting back and watching these developments unfold.

On the contrary, they are striving, each in its own professional capacity, to play an active part.

The road to full electric mobility, connected and based on self-driving vehicles, is actually still long, which means that the automotive industry still time has to invent and try out new and innovative approaches. The market analysis and consulting firm Bain & Company, in a recent study, examined the state of the art of the automotive sector at the start of 2021, seeking to outline the scenario we might expect to see emerging in the near future with regard to carmakers and their international and national dealerships, OEMs, component manufacturers, the IAM sector, as well as the specific challenges and opportunities facing the world of spare parts and maintenance. According to Bain &

Company, which examined the vehicle fleets of the five main European markets (Italy, Germany, France, the UK and Spain), taking into account a series of factors, such as the degree of penetration of the 6 different levels of vehicle autonomy in 6 different car segments (from city cars to SUVs) and for three different vehicle types (ICE, BEV and PHEV), we will have to wait until 2030–2035 before we can record really significant figures in terms of e-mobility, ADAS and connectivity. That said, the picture differs somewhat from country to country. In Italy, for example, the transition is proving slower, due to limited fleet expansion and flatter penetration curves for new technologies. On the other hand, in countries where the growth of vehicles in circulation is higher, this advantage will be negatively offset by the greater penetration of electric vehicles and vehicles with different levels of autonomy. E-mobility is, in any case, bound to impact negatively on maintenance and repair services, given that electric vehicles have considerably fewer components than those powered by internal combustion engines. In short, we will see reductions both in the number of failures and in the types and net value of repairs (with the exception of tires). According to the Bain & Company study, component manufacturers that tend to work not only with metal components, but also with vehicle interiors (which will probably be less affected), and with tires, will be able to offset the negative effects of e-mobility and ADAS. To summarise, after-sales revenues in Europe are set to grow until 2035, due to the effects of inflation and the vehicles in circulation, the latter also offsetting the negative effects of electric vehicles and ADAS. As a result, component makers should be somewhat safer, while IAM operators will suffer only slightly more negative than positive effects. Bain & Company highlights some trends under way, which can be interpreted as the system’s reaction to these dynamics, such as a new wave of mergers, acquisitions and consolidations. Thus, while, on the one hand, not all players will manage to reinvent themselves in time, on the other, new protagonists are already starting to appear on the stage. What is more, at

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SIDE product level, we are destined to see a shift away from physical hardware components in favour of software components, such as semiconductors; therefore, the future map of the sector’s players will be rather different from the current one. In short, we need to start thinking in terms of a new balance within the automotive industry, a politically and socially powerful sector, which provides employment for so many people and invests so heavily in innovation.

THE 'SMART' FUTURE OF THE AUTOMOTIVE INDUSTRY

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

NEW MOBILITY AND THE AFTERMARKET The new concepts of mobility, acting at different levels, demand new solutions from manufacturers, distributors, retailers and associations. The dynamics of the aftermarket sector are heavily influenced by trends such as e-mobility, digitalisation, connected and self-driving vehicles, and telematics, as well as by political, legislative, fiscal and technology management variables, such as data access. Some of these aspects are already a part of our everyday lives and we already know that ADAS are set to expand considerably over the next decade. The IAM world, under pressure from the strong competition generated by the OEMs entering its market and the emergence of new players — insurance companies, fleet hirers, software suppliers, service aggregators, telematics operators, and so on — will have to find ways of exploiting and riding changes. This means that they will have to further expand their offer, combining products with global services and targeted digital solutions. Another key factor that cannot be overlooked is that of online channels, which are fostering future-oriented models along the lines of Amazon and eBay, with the offer of almost complete vehicle management services. 

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ELECTRIFICATION AND NEW MOBILITY: AFTER-SALES OF THE FUTURE YVONNE RUBIO MRyT Editor Director The subject that was raised in these same pages of the previous issue of INS!DE, Sustainability, has meant profound changes for the automotive industry that lead to the electrification of mobile parks (although with nuances, since there is a hybridization of the mobileparks or the existence of other types of propulsion) and the orientation towards new mobility formulas.

It is evident that in all businesses the main key is to keep the customer satisfied and, when the client claims that the protection of the I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

environment is a base in every product, the adaptation of the offer is the only intelligent way that allows IAM the survival of its channel.

Its a gradual process but, yes, progressively accelerating.

To give answers, the value chain modifies its products, services and its messages to be efficient, meaningful, and a high convenient option for the drivers.

CHANGES AND RESPONSES The aftermarket is the greatest expert in adapting to change. And all the players in the value chain are doing it, interacting with each other in a wonderful symbiosis that has always worked very well.

Let’s begin with component manufacturers (and especially those supplying manufacturers' production lines). They are developing elements in which electronics and software controls are increasingly present and, of course, developing products that are adapted to the needs of new propulsion models (in which there are fewer mechanical elements and fewer spare parts and in which artificial intelligence is increasingly present), but also by creating divisions or reorienting existing ones to-

wards new mobility formulas and their control (shared vehicle fleets, app, etc.), whole systems, even creating autonomous mobility vehicle models.

And of course, they are attentive to the needs of their clients and the clients of them, the repairers, constantly providing them with training.

The distribution, very close to its supplier, incorporates more efficient methodologies in its interactions that are being transferred to the workshops; Likewise, they are attentive to the changes in drivers' needs and, many of them, starting from the IT and in channels where the RRSS are already present, introducing services such as the App, being very aware (many, supported by their national groups and with the perspective that international links give them) of what spare parts they should incorporate into their warehouses based on increasingly precise stock studies.

The workshops (supported by the workshop networks of the component manufacturers or the distribution groups, if not their own) are trained in new technologies so that their knowledge is always up to date. They are adopting (many of them, we mean, unfortunately not all, at least in Spain due the high number of worskhops existing) measures based on digitization so that efficiencies in transmission knowledges, business management, contact with the client (or new clients, given by the changes in mobility, which implies a greater presence of fleets of shared vehicle companies).

THE BATTLE FOR DATA A fundamental question to finalize (above all because it is still being battled at the moment in Europe) is the access to information and data generated by vehicles, together with the possibility of control and interaction of connected vehicles, linked to the new mobility of the future, where vehicles have consoles that are no longer simply infotainment equipment to access music, or travel routes, but will increasingly incorporate functionalities related to maintenance based on data recorded by sensors and ECUs highly present on new vehicles.

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SIDE This is an essential chapter in the aftermarket of the future. And for this, the associations (national and international) representing the after-sales actors are defending (jointly) the free and unified connection of the multi-brand after-sales and all these data which have the possibility of orienting the vehicles to their maintenance and revision (something that will be a soon reality, and that the end user, especially the younger one, is used to manage with online procedures). That is key for the health of IAM future existance. The opposite would violate free competition, but the lobbyists do not give up.

ELECTRIFICATION AND NEW MOBILITY: AFTER-SALES OF THE FUTURE

The point will be to achieve equitable treatment (SERMI and data access) and that all links in the chain are prepared for it in depth and form, with which alliances, close collaborations between the links in the chain to prepare, be sufficiently competitive and to defend their role in the mobility of the future is guaranteed. 

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

Contributing to a cleaner world by consistently innovating in mobility and energy.

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MOBILITY Bosal is pleased to announce the reintroduction of 1000 parts of tow bars and e-Sets to the Aftermarket range.

TOW BARS & E-SETS

A completely new plant will be created for tow bars and our range extension will grow rapidly year by year.

Bike Carriers (2 or 3 bikes) are also new to the range and are adapted for all types of bikes, including e-bikes.

Our models have an easy fastening system, are foldable, storage convenient, and theft protected.

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Exide Workshop App Test and sell batteries in 5 minutes Exide Technologies, a leading provider of stored electrical energy solutions, has launched a unique battery testing app to make it easier for workshops to test and replace batteries. It lets workshops analyse battery test results and give customers replacement options – all within five minutes.

23% of tested batteries can be subject to replacement recommendation when tested with EBT965P, compared to 16% with other testing devices*, opening up a valuable new revenue stream for workshops and helping motorists avoid unexpected failures. Exide’s solution is the first of its kind on the market.

Available for free to workshops The app is designed for smartphones, but it works on any device with a web browser. Workshops can register for free at ebtp.exide.com, where they will be guided through the simple and intuitive process. The app works in most European countries, is available in 13 languages and supports multiple currencies.

The app is designed to work with the Exide EBT965P battery tester. This nextgeneration device performs advanced analysis on the battery, offering exceptional accuracy through Conductance Profiling™ technology. Each test produces a QR code, which the web app can scan to import the test results. This covers cranking health, voltage, temperature, reserve health capacity and recommendations for further battery treatment such as recharge. Test results can also be entered manually. *Source: Midtronics

The app has licence plate scan functionality, providing a quick and error-free way of ensuring the correct replacement battery is selected. Driving profile analysis is also available.

This allows the garage to recommend a battery retested schedule, increasing the chance of securing a sale at a later date.

Putting workshops in control Within the app, motorists are sent an SMS or email inviting them to authorise the battery replacement when needed – saving workshops the time and effort of trying to reach them by phone. Workshops can present multiple battery options based on the fitment list coming from Exide and have full control over the price of the part and installation. Workshops are alerted as soon as a customer authorises the replacement.

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

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

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MOBILITY IN THE US MARKET ALEXANDER GRUZDEV Gruzdev-Analyze, CEO Electric car manufacturers have been getting some good news lately.

Tesla declares the biggest sales, VW entered the EV market very successfully, Renault and Nissan EV sales show good results. More than a hundred new startups in the EV market arose just in 2020 only in California.

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

Global sales reached 3 million cars; it is more than a 40% increase compared to 2019.

Germany - the most significant European market, while total car sales decline 19%, EV sales reached nearly 400 000 EVs, which is over 260% growth!

The share of new car sales increased from 3% to 14%.

And it is still like that; from February 2020 to February 2021, the growth is 141%, and the market share is already 21%. The figures in other countries in Europe are similar, for example, Italy's 118% growth.

Speaking about car parc, currently, more than 10 million electric vehicles are running worldwide.

More and more people are attracted to EVs' benefits, whether driving experience with strong acceleration, zero emissions, or lower operating costs. At the same time, many governments around the world continue to tighten up carbon emissions regulations, encouraging both sides - drivers and car manufacturers with financial incentives.

Despite these efforts and figures, it is clear that fossil fuel vehicles are still the vast majority even in new car sales, so we can be sure that the aftersales business will not be affected critically in the next decade.

Today, only 10.2% of the European new car market is associated with the sale of EV and hybrid vehicles. For the US market, the figures are even lower. However, EV sales will increase, and all aftersales players will have to deal with it. The first is the car dealers; they already faced the hybrid cars and now facing the EV in their showrooms.

They already have to train their personnel on how to sell and repair electric vehicles and have to adapt their sales process, showrooms, parking, types of equipment, tools, and many other things.

Since several car manufacturers declared to sell only electric cars by 2025, some dealers already faced the need to choose whether to close the business in 3-4 years or invest in a new electric future.

Currently, the average investment required for the conversion of the dealership is estimated at 2.5 million USD. This money is needed, of course, in large part for the purchase of fairly expensive equipment, but it is also required for the personnel training, which already requires not only money investment but, more importantly, a time investment.

The sales and maintenance of electric vehicles will also require reconfiguring some processes in both sales and after-sales services.

Not all market players are ready to invest such resources, even if necessary, within 4-5 years.

Therefore, in connection with the upcoming changes, we will see a reformatting of the dealer segment in any case already in the next 2-4 years.

The segment of independent services is still less under pressure with electric vehicles, simply because there are not yet enough such cars in the post-warranty car park. However, the market of independent services, stores, and auto-centers will also be affected shortly. And all players, as well as dealers, will have to choose to leave the business or invest money, time, and resources in new technologies, equipment, and of course, personnel.

If you want to have enough time to make the right choice, then it's time to think about what path is better for you. An investment or a quiet leave from the business? It is better to plan ahead, and now is the best time to do it. 

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Filtration is the future!

Why sustainability is deeply ingrained in Hengst’s DNA. In countless areas, environmentally-compatible technologies cannot be developed without state-of-the-art filtration solutions.

This inescapable interconnection is brought about by the strong and continuous increase in population, consumption of resources, mobility and movements of goods we are witnessing everywhere on our planet. Our filter technology is used wherever processes and systems need to operate as cleanly as possible and with minimum emissions and strain on resources. But, it is also applied when emissions have already been produced and need to be removed.

At Hengst, we embarked on the journey to sustainability many decades ago. And, the vision we pursue at Hengst Filtration is clear: WE LEAD THE WORLD IN FILTRATION MAKING OUR PLANET A PURER PLACE. Our products help protect people, machines, and systems. They contribute to the preservation of resources and improved living conditions on our earth.

Never before has there been greater demand for what we do best at Hengst: Making things cleaner!

System Energetic® - fast & environmentally safe filter changes. Routine oil changes used to require, for instance, that the entire screw-on oil filter be removed during each service - even though only the filter elements showed a decrease in performance.

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Hengst – with the Energetic® filter insert at its core – offers a solution that is friendly to the environment as it keeps the oil filter housing and valves firmly attached to the engine block and merely requires a change of the filter insert.

Blue.maxx - the clever system for fuel filtration. Hengst relies on a multi-stage system consisting of a pre-filter and a main-filter. They are designed such that the replacement intervals of both filters are reached at the same time. This ensures that both filters are used to their full potential and that waste is minimized.

Innovative filtration solutions for automotive manufacturers - now and in the future. Radical changes in technology, such as the electrification of the drive trains

or digitization, also have an impact on the developments in filtration technology.

Today, the focus has already been placed on cultivating entirely new business segments revolving around the topics of gear oil filtration, the filtration of microplastic, and smart filtration, e.g. in cabin air filters, or on solutions in the area of the fuel cell.

This means that the world today and in the future will keep relying on the things at which Hengst has always excelled: Making things cleaner and, thus, protecting men, systems and the environment. We will continue to engineer smart solutions for the myriad of new challenges we are sure to encounter in the future. Filtration is the future!

OE quality and service excellence. www.hengst.com/smart

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THE DIGITALISATION OF THE AFTERMARKET SHOULD PUT CONSUMERS AT THE CENTRE

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

FRANK SCHLEHUBER CLEPA, Senior Consultant Market Affairs The innovative mobility services coming with the digitalisation of the aftermarket should put consumers at the centre.

•

The automotive aftermarket is becoming an increasingly complex business challenged by new powertrain technologies, advanced driver assistance systems, new ownership models and a highly consolidating market environment.

•

The upcoming legislation on access to data needs to ensure a level playing field in utilising automotive connectivity.

•

Parts distributors and suppliers are committed to exploring sustainability further as a joint initiative to develop common definitions.

Although the results of the Fit for 55 targets of the European Commission will not have an immediate impact on the aftermarket, the transformation of this sector is already in full swing. The aftermarket with its simple mission to maintain the value of vehicles over their lifespan is becoming an increasingly complex business. The entire value chain is challenged by new powertrain technologies, advanced driver assistance systems (ADAS), connectivity, new ownership models and a highly consolidating market environment. Digitalisation is happening at all levels in the value chain and new players are entering this market often by offering digital platforms to manage repair and maintenance related services among traditional players.

In the last years the entire discussion on competitiveness in the aftermarket was very much focused on Access to In-vehicle Data. Such access is a prerequisite for suppliers, distributors and workshops to compete in the existing 225 bn EUR repair and maintenance market in Europe and to participate in the new emerging mobility service market with a potential volume of approx. 36 bn EUR assuming 300 mio. consumers are willing to spend 10 EUR per month and vehicle for such services. But there is much more to consider than access to data.

With the Fit for 55 package, as launched by European Commission Mid of July, the electrification of passenger and light commercial vehicles will accelerate and some vehicle manufacturers already indicated potential dates for the last ICE powered vehicle to be produced. Therefore, electric vehicles will hit the aftermarket earlier than expected and with the same disruptive potential as connectivity. Aftermarket players will need to get familiar with new vehicle brands, different hybrid technologies, manifold electric drivetrain designs with less components but very specific spare parts and new diagnostics and repair methods. In parallel an increasing number of ADAS systems will need to be serviced and calibrated and software updates will become a standard repair method.

In the interest of consumers, it is relevant to have the free choice where to get the vehicle serviced.

But this is only possible if an independent repair and service market is fully competitive to the authorised repairers. Therefore, suppliers, distributors and workshops should join forces to prepare for the future with training, information, parts, diagnostics tools, and encouragement of mechanics not to send customer unnecessarily away.

While such technical preparation can be managed by the aftermarket players there is also the need for a robust regulatory framework to grant access to all relevant repair and maintenance information and to ensure that suppliers cannot be limited in the distribution and provision of spare parts.

Therefore, CLEPA appreciates latest legislative actions taken by the Commission. The adopted Delegated Act on the Type Approval Regulation now paves the way for an authorisation scheme for third parties to get access to security related functions which might be a template for other authorisations like access to OBD- or in-vehicle data.

In the same context the Commission confirmed that access to OBD information and repair and maintenance information should be possible independent from the powertrain, what means Battery Electric Vehicles will need an OBD-connector as well and OBD is not limited to emission related requirements. Decision on a legislation on access to data and on the extension of the Motor Vehicle Block Exemption Regulation (MVBER) are still pending.

CLEPA welcomes the first assessment of the MVBER by the Commission indicating sufficient relevance of market specifics supporting an extension beyond 2023 and the intention to prepare for a proposal to regulate the access to data by End of 2021.

Automotive suppliers and parts distributors are making strong efforts is Environmental Social Governance (ESG) and the related Corporate Social Reporting. For the aftermarket Nexus and CLEPA agreed to exploring this topic further as a joint initiative to develop common definitions resulting in sustainability pledges, activities at company level

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SIDE following common criteria to reduce CO2 emissions in the supply chain. First meetings have shown that the criteria for sustainability in the aftermarket shall not only be tied to the individual CO2 footprint of a specific spare part but to a wider range of criteria related to ESG of the portfolio and the manufacturer. The results shall be reported at the next edition of the CLEPA Aftermarket Conference in virtual format planned for 25 November 2021 with a special focus on sustainability and circular economy.

Wishing you a relaxing summer break and looking forward to meeting you at the next Aftermarket Conference. 

THE DIGITALISATION OF THE AFTERMARKET SHOULD PUT CONSUMERS AT THE CENTRE

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

CLEAN COMPANY. CLEAN BUSINESS. Everything in life centers on performance. Performance makes the difference, that inspires others. In garages it is the difference in service and accuracy. For the cleaning tasks in garages it is the Kärcher system of machines, accessories and cleaning agents. www.kaercher.com

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Monroe Protection Kits: Replacing worn shock absorbers and struts is a proven way to help enhance vehicle comfort, handling and safety. But as with any important repair, this one must be done correctly to help ensure long component life and an outstanding driving experience. For example, new shock absorbers and struts should always be installed in pairs. In addition, each new unit should be protected with a new protection kit. And finally, when replacing struts, do not forget to also install new mounting kits from Monroe.

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DIGITALIZATION AND CONNECTIVITY ARE PRESENTING AUTO WORKSHOPS WITH HUGE CHALLENGES

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

Digitalization and connectivity are presenting auto workshops with huge challenges. With diagnostic software, parts, and services, Bosch ensures that workshop processes are efficient.

CONNECTION WITH CUSTOMERS’ VEHICLES FOR OPTIMUM SERVICE The electrification of the powertrain, digitalization, connectivity, and solutions for automated and autonomous driving are not just the latest megatrends in automotive engineering. These modern mobility solutions also present workshops with huge technical challenges when servicing or repairs are needed. The growing number of assistance systems requires advanced and accurate sensor technology. The maintenance and calibration of these systems not only requires specialist expertise, but also the right (and efficient) tools.

When working on hybrid or electric vehicles, workshops have to have specialist knowledge that goes beyond the expertise needed to service conventional combustion engines. On top of that, workshops have to expand their portfolio to include new services that have only become possible as a result of digitalization in combination with the internet of things and artificial intelligence. Customer expectations are also changing, adapting to the growing number of possibilities offered by digitalization in all walks of life. For a modern auto workshop, the bottom line is that service processes have to move with the times.

Connecting IT systems, diagnosis technology, and workshop equipment with customer and vehicle data is becoming increasingly important for an efficient, customer-focused workshop service.

CONNECTIVITY HELPS PLAN SERVICING AND REPAIRS Digitalization und connectivity can help workshops with diagnosis and repair work. Vehicle sensors are permanently collecting data about the condition of individual components and the

vehicle as a whole. Error codes are saved and information about driver behavior recorded. This data can be transmitted to the workshop in advance of a service or repair appointment, and called up when the vehicle is brought in. This allows the workshop to prepare for the appointment, to order in advance any spare parts that are needed, and to provide workshop mechanics with service and repair instructions, circuit diagrams, and troubleshooting instructions for the maintenance or repair work that needs to be done.

IN THE CURRENT TRANSFORMATION PROCESS, BOSCH IS THERE TO LEND WORKSHOPS A HELPING HAND Given the rapid development of automotive technology, it is barely possible for a workshop to keep pace with technical innovations on its own, not to mention the challenges presented by electromobility, digitalization, and connectivity.

This is where the Bosch Automotive Aftermarket division comes in, supporting workshops with innovative hardware, workshop software, data, expertise, technical training programs, and an extensive range of services. In doing so, Bosch itself relies on connectivity, using over-the-air updates to make sure that software and data are permanently up to the minute. This puts workshops in a position to service and repair even the latest automotive technology efficiently and to a high level of quality.

For the maintenance and calibration of safety-relevant sensors, which in the case of driver assistance systems are installed in the vehicle front end and behind the windshield, Bosch offers efficient and precise tools for diagnosis and calibra-

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SIDE tion. The DAS 3000 system is suitable for various vehicle makes, and allows sensors to be calibrated not just by authorized dealerships, but also by vehicle glass repair services, body shops, and car accident repair shops.

In addition, Esitronic 2.0 is an essential tool for workshops. It is one of the leading diagnostic software packages for maintenance, diagnosis, and repair. With vehicle data, maintenance schedules, and circuit diagrams that are always up to date, and with all the important diagnostic functions and instructions for repair and troubleshooting, Esitronic 2.0 lends workshop associates a helping hand with any kind of task. Depending on requirements, workshops can add further options to the diagnostic software, which is modular in structure. The latest Esitronic highlight is experience-based repair (EBR). During the diagnostic process, this information function automatically offers workshop associates repair solutions for known faults. EBR can draw on a database that is constantly growing in size. It presently encompasses some 750,000 use cases and vehicle combinations, all of them fed into the system by Bosch specialists. Users can rate the usefulness of individual pieces of EBR content, and in this way help other workshops quickly find the most helpful solutions.

Sometimes, even experienced workshop mechanics can be at a loss for a solution to a complex technical problem in a customer’s vehicle. They can then turn to the Bosch technical hotline and the Visual Connect smartphone app for help. The smartphone’s camera will then allow a Bosch expert to literally look over the mechanic’s shoulder. For this purpose, the Visual Connect app transmits a real-time image to the technical support service. In this way, the expert there can see exactly what it is the mechanic wants to show, and subsequently talk the mechanic through a I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

solution, step by step. They can also draw on the screen and superimpose other information, such as circuit diagrams or the location of hidden components.

Digitalization and connectivity have changed automotive technology dramatically, and developments show no sign of stopping. For the workshops that are confronted with new technologies, this presents considerable problems. But at the same time, connectivity and digitalization offer workshops many opportunities to enhance customer loyalty and customer satisfaction, and to make their processes more effective. With diagnostics, parts, and workshop services, Bosch is helping workshops to emerge successfully from this transformation process. 

Driven by TRUST

Bosch braking systems. Delivering safety since 1927, from the pedal to the wheel.

As a key pioneer in brake technology, Bosch offers a range of brakes with more than 40,000 different products around the world. Whether wear parts, hydraulic products or components for electronic brake systems – Bosch supports workshops with an extensive range of products.

boschaftermarket.com What drives you, drives us.

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DIFFERENT FORMS OF MOBILITY

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

SIMON FRICK MANN+HUMMEL, Vice President Sales IAM Europa

Mr. Frick, how are you dealing with the muchdiscussed changes in the automotive industry, and what is your view of the future?

Even though it will still be a few years before the first changes in the aftermarket are noticeable, do you still feel well-prepared for the tasks ahead?

The market has been characterized by displacement and concentration, and new players have emerged on the European stage. Workshops have become increasingly professionalized, frequently using workshop concepts. As the market leader, we have a wide range of different instruments available that are of interest to new customers.

Yes, we are well-prepared for the filtration tasks in future vehicles. This is because we are in the advantageous position of being able to transfer our decades of experience in filtration to the requirements of alternative drives. Regardless of which drive technology will prevail in the future, or whether there will be a future with different technologies on an equal footing, filters will continue to be used, and we can continue exciting our customers with a wide range of innovative products for future filtration requirements. We combine intelligent technologies with our filtration know-how. This is how we can strengthen our position as market leader.

Not long ago, we weren't talking about alternative drives at the same level as we are today, electromobility wasn't yet part of every vehicle manufacturer's portfolio, and we certainly weren't philosophizing about the end of combustion engines – so what's in store for the future? That's a really tough question!

Individual mobility will continue to be very important and there will definitely be different forms of mobility. In today's aftermarket, characterized by a vehicle fleet with an average age of around ten years and combustion engines, alternative drive technologies do not yet play a decisive role. Therefore, I do not expect any fundamental changes for the aftermarket in the next ten years. One thing is certain, however: We cannot avoid topics such as digitalization, access to vehicle data, customer loyalty measures (customer journey) or price transparency. These issues are more relevant than ever and are evolving at a rapid pace.

After all, electric vehicles also need filtration. In addition to the cabin air filter, which is becoming more important and has to meet ever-growing performance demands due to increasing environmental pollution (keyword: filtration of fine dust and nitrogen oxides), our battery pressure equalization elements or filters for transmissions, for example, are used in electrically powered vehicles. We are constantly facing new requirements and are developing solutions to address them.

ABOUT MANN+HUMMEL MANN+HUMMEL is a leading global expert for filtration solutions. The company group with its

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SIDE headquarters in Ludwigsburg, Germany, develops filtration solutions for automotive and industrial applications, for clean air in indoor and outdoor spaces and for the sustainable use of water. In 2019, the group achieved sales of approx. 4.2 billion euros worldwide with more than 22,000 employees at more than 80 locations. The products manufactured by the group include air filtration systems, intake manifold systems, liquid filtration systems, engineered plastic components, filter media, cabin air filters, industrial filters as well as membranes for water filtration, wastewater treatment, and process applications.

Visit www.mann-hummel.com for more information on MANN+HUMMEL. 

DIFFERENT FORMS OF MOBILITY

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

G

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THE AFTERMARKET CLOUD IS THE CENTRAL TOOL OF FUTURE DIGITAL INTERACTION

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

GARAGES GEARING UP FOR CHANGE Unplanned vehicle downtimes are costly and timeconsuming – or outright nerve-racking. Around the world, the experts from Schaeffler Automotive Aftermarket assist customers with tailored repair solutions and services that, in spite of growing complexity, are provided at an increasingly faster pace using digital technologies.

Rally legend Walter Röhrl has a way with words reflecting equal virtuosity as his way with the throttle and the steering wheel. According to one of his famous quotes, “You can’t treat a car like a human being. A car needs love!” Besides tender loving care this entails the need for a spare part here and there and when the clutch, chassis, engine or transmission are acting up, the experts from Schaeffler Automotive Aftermarket come into play.

In reality, the seemingly straightforward task of procuring replacements involves a whole host of challenges increasingly calling for agile action. It starts with the rapid technological development and change in the automotive industry requiring considerable flexibility and adjustment. Within less than the coming decade, the majority of new cars may have been converted to electric mobility.

GOOD TRAINING MEANS BETTER REPAIRS To stay up to speed, Schaeffler Automotive Aftermarket concentrates all garage-related services under the REPXPERT brand and assists garage operators with training programs, repair information and the necessary specialty tools. “Repairs on automobiles are becoming more and more complex and require knowledge of all the vehicle systems,” says Sven Olev Müller, Director REPXPERT at Schaeffler Automotive Aftermarket. While brand-bound garages receive their requisite know-how through

OEM training programs, independent outfits have to pursue their own paths to keep the knowledge of their personnel at competitive levels.

Therefore, Schaeffler Automotive Aftermarket has initiated new support concepts together with industry partners. Schaeffler actively assists garages with on-site training programs that have been substituted by online sessions since the pandemic started. “In more than 250 of such sessions, we reached more than 13,000 participants in 2020 alone and just in Europe,” emphasizes Sven Olev Müller. In addition to events with open attendance, there are workshops focused on subjects for a limited group of pre-registered participants to ensure maximum interactivity and quality for everyone.

Schaeffler Automotive Aftermarket offers its services not only for passenger cars, but also for commercial vehicles and farming equipment

ASK THE CLOUD Advanced cloud solutions are a central element supporting agility and performance in a rapidly changing environment. Since February 2019, this software platform has been subjected to continuous further development at Schaeffler. “The aftermarket cloud is our foundation for merging our previously separate online activities and delivering integrated digital services to our customers,” says Hamid Derakhshanmanesh, Head of Digital Program.

The Aftermarket cloud is the central tool for future digital interaction with dealerships and garages. In addition to the REPXPERT online garage portal, this particularly pertains to the website that was relaunched in 2020, now integrating daily updates of

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SIDE all catalog data. The catalog data of the nearly 40,000 articles are taken from Schaeffler’s in-house Product and Service Platform (PSP) and serve as the primary data source for the online catalog.

Users can systematically find the right spare part and are concurrently provided with all the important pertinent details. Retailers will be able to use several personalized services on the future online customer portal of the website. In addition, garages will benefit from simplified participation in the bonus program on the newly launched REPXPERT garage portal because the Schaeffler QR code will enable digital capturing of bonus points.

GOOD TRAINING MEANS BETTER REPAIRS

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

“With the Schaeffler QR code, we’ll have an individual code on each single packaging unit, which will make the path from the spare part to a customerspecific digital offer a walk in the park,” says Hamid Derakhshanmanesh. Using this holistic approach, Schaeffler has put itself into a perfect position today for meeting its customers’ requirements of tomorrow. 

THE ROLE OF 12 VOLT BATTERIES IN ELECTRIC VEHICLES Minimum size:

When the main battery of an electric car fails, the 12 Volt battery steps in to support the electrical consumers and systems.

The role of lead-acid batteries in electric vehicles

Have you ever wondered what happens when the lithiumion battery in a modern electric or hybrid electric vehicle stops working? Look under the bonnet and you will find your answer. Alongside the high voltage lithium-ion traction battery you might find a second one: A 12 Volt battery acting as a second power source to ensure the uninterrupted function of safety safety-critical, in case of a traction battery failure, but also key off-loads like the central locking system.

2.6 INCHES

This is where already proven solutions like AGM and EFB play to their strengths. They step in when the high voltage battery fails or switches off, to lock and unlock the car and also serve as an additional power supply to buffer the electrical system. They ensure that important safety functions such as ABS and ESP are working at all times.

AGM and EFB batteries are far from being obsolete. Their construction and behavior as well as their lack of electronics make them a reliable and robust power source.

Car drivers today find that more and more comfort and safety features like lane assist, front assist or the proactive occupant protection are handled by onboard smart systems. The same goes for the majority of the car’s monitoring functions which are also operated by automatic control systems. This, in turn, increases the need for a reliable, high-performance power supply.

VARTA Silver Dynamic AGM and Blue Dynamic EFB batteries have proven their reliability in this regard for years, making them the perfect companion in supporting the 12 Volt electrical system of electric or hybrid electric vehicles.

Old but not old-fashioned

Lithium-ion batteries are considered the successor for lead-acid technology when it comes to the drivetrain of electric or hybrid electric vehicles. However, they are not as inherently robust as other rechargeable technologies and require continuous monitoring. Lithium-ion cells need protection from being overcharged and deep discharge.

Additionally, they need to have the voltage maintained within safe limits, making a special protection circuitry mandatory. A further aspect of the protection circuitry is that the cell temperature needs to be monitored to detect and avoid critical malfunctions.

A 12 Volt battery like the VARTA Automotive AGM acts as a second power source to ensure the uniterrupted function of safety-critical systems.

The VARTA 12 Volt battery portfolio is ready to support both today’s as well as future electric vehicles. They have sufficient spare capacity to reliably supply future consumers too. Our VARTA batteries deliver energy for crucial safety systems, comfort features, and fuel-saving functions. Today and tomorrow.

Learn more about the VARTA products here:

www.varta-automotive.com/en-gb/products

Clarios The VARTA Automotive AGM is the perfect companion in supporting the 12 Volt electrical system of electric or hybrid electric vehicles. ®

Am Leineufer 51 · 30419 Hannover · Germany www.varta-automotive.com

J-Master is the new European brand of Japanparts

All the eyes on Japanparts Srl, who announces the launch of the 2021’s brand: J-Master, a brand that represents an interesting news for all the independent aftermarket field.

J-Master has been thought for European applications, allowing the company to reach its goal: becoming a complete player, not only on Asian applications, but even on the European range.

J-Master ignition coils assortment includes more than 200 references for European vehicles.

The first two lines of the brand J-Master being launched on the market are the air filters and ignition coils, and in future the offer will be more and more implemented with new references and product groups.

J-Master currently offers more than 300 references for air filters and it allows the company to cover the 80% of the European applications (even included light commercial vehicles).

What has always distinguished Japanparts is the attention to the quality of the product. For this reason, also J-Master, as per the other three brands (Japanparts, Ashika, Japko), the scouting of the suppliers has been extremely accurate, to guarantee an equivalent quality to the OE. Availability of the products and deepness of the range, over a great relationship with its distributors, are the key points of Japanparts’ 2021 strategy.

At Lizarte we move at the speed of your needs, so you only have to worry about moving forward.

That’s why, now more than ever, we put all our quality and availability at your service.

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STOP-START TECHNOLOGY

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

VALEO’S INNOVATIVE IBSG 48V SOLUTION TO REDUCE CO2 EMISSIONS IS NOW AVAILABLE ON THE AFTERMARKET With its iBSG 48V (Integrated Belt Starter Generator), Valeo has successfully risen to the challenge of increasing the performance of vehicles driven by internal combustion engines, while also reducing their fuel consumption. A technology destined to become more widespread on the market in the years to come.

DRIVING THE DEVELOPMENT OF ELECTRIC VEHICLES As the regulations on CO2 emissions and pollution become stricter in Europe and worldwide and a growing number of consumers turn to more ecological offers, carmakers and equipment suppliers are faced with the need to develop more responsible products.

Stop-start technology, pioneered by Valeo with i-StARS in 2010, was an important step forward.

Increasingly complex technological developments have been established since then in order to reduce CO2 emissions, including the 48V technology, which will become indispensable in the years to come. Consequently, electric vehicles and the 48V technology will dominate the market by 2030.

AN ULTRA-HIGH-PERFORMANCE SYSTEM In 2017, Valeo started supplying iBSG 48V alternator systems with built-in electronics as original equipment. As well as operating as an alternator and starter motor, this system fulfills four additional functions that reduce fuel consumption and therefore CO2 production by up to 6%*.

• • • •

It recharges the battery to assist the engine and to supply power to the vehicle’s equipment.

It assists the engine when the vehicle is driving at a constant speed (on main highways, for example) in order to cut fuel consumption.

It delivers a boost effect to the engine when accelerating.

It allows the car to be driven in 100% electric mode over short distances.

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SIDE Made in Valeo’s plant in Étaples in northern France, which is one of the largest electric machinery factories in Europe, the iBSG system has already been installed in several hundreds of thousands of vehicles, including applications for Asian, German, British and French vehicles.

AN ENVIRONMENTAL CHALLENGE FOR VALEO With its iBSG system, Valeo is actively contributing to the electrification of vehicles. The Group produces 30 million electric machines every year, confirming its long-standing know-how in the manufacture of electric systems, while also providing an effective response to today’s environmental and legislative issues.

STOP-START TECHNOLOGY

The plant in Étaples currently produces almost 30,000 electric machines per day, and it is continuing to ramp up its capacity to produce 48V systems in response to the strong demand from carmakers. In May 2020, French president Emmanuel Macron chose the Étaples site to unveil his government’s plan to support the automotive industry by making it more ecological and more competitive.

15 iBSG 48V part numbers are now available on the aftermarket for auto repair specialists. 

*in comparison with a stop-start system - WLTP standard

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

TECHNICAL SOLUTIONS FOR HGV SERVICES

Scan to watch our products in video.

Discover our HGV catalog and our entire range on clas.com

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MOBILITY A SOUTH AFRICAN REFLECTION

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

MALCOM PIERRE MOTUS, Ceo

To understand the trends shaping the automotive industry in South Africa, a brief reflection of the history of the global industry, makes for interesting context.

Henry Ford, democratized the car in the early 1900’s, when he discovered how to solve the underserved needs of people moving around by horse and carriage. He uncovered needs such as people wanted to travel further, faster, more convenient than what was possible by horse and carriage. His famous saying that if you asked people what they wanted, they would’ve said faster horses is profound. What he knew, was that the right question to ask was “what are the jobs people are trying to get done, relating to their mobility?”

The automotive industry in South Africa is unique in many ways.

• •

• Interestingly, today the question has not changed, but with the advent of the 4th IR, the possibilities around how the job could be done, has changed dramatically. Our industry has already seen major advances globally relating to Connectivity, Autonomy, Sharing & Electrical, mobility innovations.

These technologies however are merely enablers.

What shapes innovation in South Africa is how we solve the most important, unique and underserved needs of South Africans and then use these pervasive technologic advances to solve it.

•

We are spoilt for choice – our vehicle derivative to population ratio is the highest in the world.

We spend a lot of time commuting according to the 2017 Global Traffic Scorecard compiled by INRIX, South-African cities scored the 8th highest position when hours spend in peak traffic is measured.

Despite the vast distances South-Africans have to travel to and from work, we’re lying in 84th position only of countries globally, on vehicles per population (174/1000), according to Wikipedia.

Unlike the rest of the world where vehicle ownership for the younger generations are not as important anymore, in South Africa, getting out of public transport is an aspirational goal.

Operating in this active and vibrant market for over 72 years, Motus has grown from humble beginnings as a small dealership in down-town

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Johannesburg, to the largest, diversified automotive group in Sub-Saharan Africa.

Our vision is to improve people’s lives by envisioning, innovating and creating new avenues of access to leading-edge mobility solutions (products and services) at competitive prices through our strong relationships with suppliers and principals, while ensuring sustainable value creation for all stakeholders, as trusted partners to original equipment manufacturers (OEMs) and business partners to customers in the geographies in which we operate.

Through this vision, Motus has been first to market with various mobility solutions in a number of areas in South Africa. These include: • • •

One of the first to offer prepaid service and maintenance plans to the mass market The launch of Motus.cars which is the first true online brand by an automotive retail group in SA The first telematics based warranty using driver behaviour.

Globally we see that Consumers are moving from personal vehicle ownership models to mobility solutions that are consumed as a service, on demand, at specified times and places. Mobility fleet operators are likely to continue growing by leveraging their networks to provide more tailored services. Dealership models and vehicle financing could also change, with greater emphasis on offering fewer highly customised products and a shift toward fleet management services.

Furthermore, new technologies and emerging entrants are rapidly changing the way consumers buy, own, use and drive cars, forcing changes to products and business models. While the global I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

mobility trends mentioned shape the global automotive industry, in South Africa these trends are likely to take longer to emerge given economic constraints and lack of infrastructure.

While the market has certainly shown demand for new mobility solutions, the business model has been impacted by COVID-19- related concerns and because people were required to work from home. Regardless, all mobility stakeholders, from incumbents to technology players and beyond, need to understand which way the market is moving and why. The best way to understand the industry at this highly uncertain moment is simple: Follow the consumers’ jobs-to-be-done.

As the largest automotive group in South Africa spaning the entire vehicle value chain, Motus is ideally positioned to solving these needs.

Boiler plate: Motus is South Africa’s leading automotive group, employing over 16 000 people globally. We are a diversified (non-manufacturing) business in the automotive sector with unrivalled scale and scope in South Africa, a selected international presence primarily in the United Kingdom and Australia, as well as a limited presence in Asia and Southern and East Africa. 

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TECHNOLOGICAL PROGRESS AND CHANGES

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

NEW MOBILITY AND THE AFTERMARKET TZANIDAKIS GEORGE VIACAR Head of logistics and distribution

What our transportation will look like in the future? How regulations, driven by the necessity for more eco-friendly cities, will affect the mobility? Are mobility preferences gradually shifting, challenging today’s consumption model? How can aftermarket companies like Viacar SA adapt and be competitive?

Undoubtedly regulations that set targets for emissions, strongly influence the automotive industry. Innovative technologies are changing how companies develop and build vehicles. Electric powertrains tend to offer greater propulsion for lower energy investment at lower emission levels.

“E-mobility” will eventually bring new service and maintenance demands for cars and create the need for different parts that can create revenue. Batteries, electrical parts and sensors are spare parts that traditional aftermarket distribution companies such as Viacar SA are already experienced in launching to the market.

We must keep in mind that the increasing technical complexity of vehicles require innovative repair solutions. The installation of electric components requires additional know-how from an

independent workshop. It is very important for distributors to provide technical support to their clients. Viacar SA in association with the top manufacturers of our industry keeps truck of the latest developments in the field of modern technologies as well as electromobility. In this way it will be possible to provide services that support retailers and workshops in identifying, ordering and properly installing the spare parts.

Another key factor for future mobility is the shift in consumer preferences. Simultaneously, young adults, especially in big cities, are gravitating toward a model of personal mobility consumption based on pay-per-use rather than upfront purchase of a capital asset, which fundamentally challenges today’s consumption model centered on personal ownership of cars. This “shared mobili-

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SIDE ty” model will eventually lead the intermediaries (rental cars, taxi companies etc) to have a severe impact on our market. Increasingly, it will be people other than the driver responsible for maintenance of the vehicle.

TECHNOLOGICAL PROGRESS AND CHANGES

This idea could be scary for the independent aftermarket sector. We, in Viacar SA, believe that this could be an opportunity to create a steady stream of business with less but more reliable partners. Professionally managed fleets pay a lot of attention on total cost of ownership (TOC) and vehicles are their most important asset. It seems that high standards of service need to be a key focus point for aftermarket stakeholders. Viacar SA, as a leading distributor for the Greek aftermarket, is able to provide services such as expertise for choosing the right parts, immediate delivery, unlimited returns and payments on a retained basis. Services that are highly appreciated and differentiate the company from aspirant competitors, such as e-commerce spare parts companies.

Technological progress and changes in consumer behavior will inevitably cause changes in our transportation habits and mobility in the future. Connectivity and automotive digital services will become more and more important. Services may be more centered around the customer’s needs rather than the car’s performance. Development in the autonomous vehicle space has been rapid and maybe the time that taxi-bots will drive themselves to the repair shops in order to be retained is not so far…

In this rapidly changing business environment aftermarket companies must be agile and responsive to the new challenges. Industry disruption may come, and new mobility trends will be key factors in this change. Eventually, the market will decide who wins and who loses. 

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

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TECHNOLOGICAL PROGRESS AND CHANGES

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

ONE MARKET MANY POINT OF VIEW RAFAL KEDZIOREK NEXUSAUTO & NEXUSTRUCK Poland Development manager The automotive market is changing rapidly. Some of the directions of its development are naturally correct, but looking at the whole from an appropriate distance one can also see a lot of shortcomings.

In theory, ecology experts have a growing influence on the design of new cars, the production process, operation and repairs. But is it truly so? As always, it all depends on your point of view.

Car manufacturers make key decisions based on new regulations and applicable standards. Hybrid or pure electric? Should a hybrid be powered by a gasoline engine, or maybe a more economical diesel engine, although condemned to extinction but most environmentalists and the general public after the VW scandal? What standards will it have to meet when it is launched in 3 years? Will there be a grace period for new models and will enough cars be sold by the end of this period for the whole thing to be economically viable? Unfortunately, this is just the tip of the iceberg and one could multiply these questions by hun-dreds.

What effect does this have on the car itself? Only a negative one. Increasingly restrictive standards force solutions that are often illogical, uneconomical and, more interestingly, not environmentally friendly. Not even mentioning the durability of these vehicles. Probably everyone knows Mercedes W124 with the absolutely reliable diesel (I personally recommend 3.0 liters). A car easily reaching mileages of 500,000 and more kilometers. Nu-

merous specimens can be found with a million kilometers driven. Ecology in its pure form. Something that works for a long time does not need a successor, does not need to be scrapped and recycled. Only consumables and occasional repairs.

One battery that lasts for years, oil in the gearbox and the rear axle that hardly anyone knew about because they didn't change it. Who did it bother?

Maybe the one who did not sell more Mercedes to replace this eternal one? Let's contrast this vehicle with an ultra-modern electric one. If you are interested, I would refer you to publicly available studies that show the true environmental impact of the production process, use and recycling of the cell battery itself. Of course, if we put both vehicles next to each other in the city center in a traffic jam, the good old W124 will not stand a chance from the perspective of a pedestrian on a walk. But just a few dozen kilometers away, in the vicinity of a lignite power plant, providing electricity to charge the electric car, the decision will not be so obvious... And for the owner of the vehicle,

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SIDE it is not so from the very beginning either. For the time being, a modern electric car is much more expensive than a classically powered vehicle comparable in terms of performance and equipment.

The generous subsidies for modern drives help to make a decision.

Now the exploitation. For someone living in a private house with a large power allocation that allows for a reasonably fast charger this makes sense. But please check who can afford for example 30 kW? The standard is be rather ~10-15 kW. So, while baking a turkey in an electric oven, you will not be able to quickly charge the car for an evening cinema trip with children. We should also hope that our dear neighbors drive diesels, because should too many chargers appear on one street, the neighborhood may face a local blackout. Apartment building residents have it much easier — a simply limited choice. A limited number of chargers in the underground garage and queues, or a city-owned charger — much more expensive and often much further from home. Of course, the more you drive an electric in the city the better. Routes or business trips need to be planned much better due the range of the vehicle and charging time. It so happened recently that within a few days I overtook two popular Teslas on the highway. It was not a special challenge, because they were driving even a little slower than trucks, with their drivers nervously looking for the nearest charging station in the dedicated app...

Once the electric is charged, once in a while we need to go for an inspection. Warranty makes this a little easier, but also more expensive. As we already used the word "warranty", I will mention that it is worth to read this document, because sometimes one can find strange entries regarding exclusions and limitations of e.g. key cells.

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

The list of operations during the first inspections may be very long and some of them we will not even know about. After all, because of the newer and newer standards, the race of manufacturers in the introduction of newer and newer vehicles, more ecological and saturated with electronics, no one had enough time to test the vehicle before its introduction to the market. Therefore, the buyer of such a vehicle is also a test driver, only that he does it for free, and the defects stored in the memory of controllers are removed during a visit to the authorized repairer. The independent workshop market is more interesting, because there is also the issue of spare parts. Contrary to frequent communication, the aftermarket offers products of the same quality as authorized repairers, you just need to make the right choice and not be guided only by the price. Part manufacturers themselves are also facing crucial decisions.

If someone specializes in parts for the suspension system or brakes, changes will occur naturally, or a little faster. If, on the other hand, you have been improving the technology used in traditional combustion engines for years, you will have to take new trends very seriously and prepare for them.

SO WHAT WILL THE FUTURE AND THE MORE DISTANT ONE LOOK LIKE? Of course, the traditional combustion engine will stay with us for decades, but sales of parts dedicated to them will steadily and regularly decline.

This needs to be factored into long-term plans and perhaps one should start planning now for the acquisition of promising startups specializing in new technologies. You can also adopt a strategy of reacting to market trends with some delay and smoothly adjusting production to market needs. But let's keep one thing in mind: the pioneers earn the most, then prices and margins

fall with a greater supply from various sources of sought-after components. In the new reality, it will be relatively easy for the parts distribution segment to find its feet. In fact, the only obstacle may be contracts limiting manufacturers to temporary fidelity to the OE market. Importing new catalogs and price lists into advanced IT systems is not a problem for a network of wholesalers. Electric drive parts are subject to the same transportation and storage rules, except in smaller quantities. The only difficulty is to have them in quantities corresponding to the current needs of workshops. Too many —unnecessary costs, too few — better prepared competitors will step in.

The link between the network of wholesalers and the car owner described above is the independent workshop. It is the one who will make the subsequent purchases of the necessary components and install them in the cars being serviced.

So what will change from its perspective? As with any operation, it’s going to need knowledge, technical data and the right tools. The latter have been available for a long time, because in principle the electric drive is much simpler in construction than the combustion engine — same for diagnostics and repairs. It has been used for a long time even in railroads, and the only barrier to its popularization in the popular car was the efficiency and mobility of power sources in the form of modern batteries. Therefore, the key will be the knowledge transferred during professional training.

HOW DOES IT LOOK LIKE AT THE MOMENT? I will use here statistics from Betis company, which among other things runs a technical hotline and trainings for NexusAuto workshops in Poland.

They conducted their first training on hybrid cars in March 2014. To date, they have already held 114 of them, at different levels. Trainings regar-

ding electric cars have been held since April 2017.

A total of 69, of which 27 at different levels for independent repairers, the remaining 42 for authorized repairers — but so far only regarding health and safety, construction and diagnostics.

This means that a workshop wanting to service a car with a modern powertrain will not have a problem with it.

Are such cars already present in NexusAuto workshops in Poland? Yes, they have been for a long time. For many years it has been the hybrid Toyota Prius, naturally. And the electrics? I asked the owner of a workshop of the NexusAuto network in Olsztyn, Karol Nowicki. One of his regular customers is the owner of a modern Nissan Leaf, but there are also Teslas, mainly imported as secondhand from USA. IS MR. NOWICKI PREPARED FOR THEM? Of course he is. In addition to the necessary tools, both he and one of the employees have undergone appropriate training and possess, among other things, the required 1 kV certificate of the Association of Polish Electricians. So, where is the will there is a way. Despite the still small scale, NexusAuto workshops in the Eastern-Central Europe are ready for the challenge, they are not afraid and even see the potential of being a pioneer. They started to invest in the right equipment and to attend the technical trainings dedicated to electrics. We should wish the same for other NexusAuto workshops around the world. 

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GATES HELPS SUPPORT THE TRANSFER TO ELECTRIC POWER

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STEVEN ZIMMER GATES, Vice President Sales Aftermarket Emea

Driven by the stringent low emissions targets set by governments, vehicle manufacturers are racing to deliver an electrified car parc. Manufacturers like Gates are assisting with the transfer of power from the internal combustion engine (ICE) to the electric vehicle (EV):

“When it comes to new power train systems and the new technologies, Gates is at the forefront of vehicle systems design and the development of dynamic systems capabilities,” says Steven Zimmer, VP automotive aftermarket sales, EMEA. “We have the R&D teams and appreciate the OE performance specifications required. We manufacture the parts in our factories and understand the market.

This expertise allows us to set standards for quality and reliability in the aftermarket, which represents a very significant part of our business.”

Successful OE collaborations have enabled Gates to develop aftermarket parts programmes for hybrid cars and EVs, but have also contributed to a legacy of product ranges and technical support for ICEbased technology. “This is important because the car parc is getting older and that means Gates will play a significant role in the maintenance of cars with ICE technology for at least the next 15 years.”

Gates demonstrated its adaptability and the growing strength of its focus on vehicle electrification when two new product groups were added to its fluid power range, at Automechanika in 2018.

“The first was modular coolant hoses, which are more complex than curved hoses and sometimes incorporate some integrated components such as sensors, that make them subject to more frequent replacement,” says strategic product development director Jean-Christophe Etienne. “These are new product opportunities that are manufactured in Gates factories. The second was electric water pumps. These are essential for battery durability and for the overall vehicle performance of hybrids and EVs. As some EVs are equipped with multiple units, it’s a range that is growing fast, adding value and new revenue streams for installers and distributors.”

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SIDE ADDITIONAL PRODUCT RANGES HAVE SINCE EMERGED: “The launch of E-Start™, last December, is the latest example and is already helping to associate Gates belts and kits more strongly with a wide range of hybrid vehicle designs,” says Casper Haenbeukers, VP engineering global engine systems power train.

“Thanks to a wide portfolio of OE collaborations, the Gates core product range continues to expand, with recent examples including: • • • • • • •

TECHNOLOGICAL PROGRESS AND CHANGES

Sidewinder tensioners and Micro-V® belts and kits for Stop Start applications Alternator Isolator Decouplers EPAS belts for steering columns Electrical and mechanical water pumps Flexible couplings Belts & tensioners, dry and in oil Eco Sprockets

He says vehicle sales trends also show that the vehicle parc is getting older: “By 2030, 8% of the car parc will be full electric in EMEA. The remainder will be mainly hybrids, in any configuration, featuring ICE technology such as power recuperation systems, power boost modes and many will be fitted with Gates belts that are designed for maximum efficiency and durability.”

Steven Zimmer states that vehicle electrification is bringing new opportunities to the independent aftermarket and that Gates will help to deliver the technical knowledge that installers will need: “In order to manage a successful transition into EV maintenance, garages will need information.

Gates is doing everything possible to provide it.

We are continually developing new training materials and we already have the infrastructure in place to deliver the support that our distributors will need to service the requirements of their garage customers.” 

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

The RVD platform gives access to multi-brand vehicle data in a unified format, facilitating various innovative services for workshops.

Profit for dealers: Remote Vehicle Data Vehicle technologies become more complex, customers are looking for a smooth and often digital experience, and new customer groups such as fleets with a focus on the total cost of ownership become more important.

Therefore, access to in-vehicle data and repair routing becomes more and more important for independent workshop businesses. With its Remote Vehicle Data platform (RVD), Continental offers dealers and, by extension, their workshops customers, an answer to the question of how they can turn the data access challenge into success.

The RVD platform permits unified access to multi-brand vehicle data from a remote location. That means: Relevant data, for example from the engine control unit, warning lights and error messages (DTC) can be transmitted directly from the customer’s vehicle to a front end. But the data transmission goes far beyond mere vehicle error messages: In addition to vehicle diagnostic data, speed and fuel consumption, workshops also receive data such as information on maintenance dates. This gives workshops the opportunity to inform drivers not only about possible vehicle problems, but also about upcoming appointments. Some vehicle models are even able to transmit data on the condition of individual vehicle parts. If one of these parts shows signs of wear and tear, the workshop can order the appropriate part from the dealer ahead of time. In short: RVD allows many new services that can help improve customer relations and thus increase turnover.

Another benefit: The hardware from RVD can be retrofitted as a simple plug-and-play solution in all widely-used vehicle brands and models, simply requiring a dongle for the OBD interface. Since last year, Continental is offering their own 4G dongle for this purpose, making data transmission even faster and easier.

Dealers benefit from RVD, as well: The new services and more efficient working methods resulting from RVD are likely to lead to a greater demand for spare parts and will increase the workshop’s customer satisfaction.

Continental’s RVD solution therefore lays the foundation for innovative connected services – and thus helps dealers and workshops remain competitive in the increasingly complex environment of the automotive aftermarket.

The RVD platform allows workshops to know the needs of their customers better and to improve their customer service.

3D exhibition stand offers workshops virtual trade fair experience As the corona pandemic is again causing numerous restrictions on trade fair operations in 2021, Continental is presenting its new aftermarket products, trends and technologies at an innovative online 3D exhibition stand. The virtual booth includes everything from air springs to brake calipers to new tire models and can be visited conveniently at any time. Anyone who wants to learn more about a particular product or service can find additional information by simply clicking on the exhibit.

Workshops can start their online tour through Continental’s comprehensive portfolio here: For anyone interested in an expert’s opinion on the exhibits, there is also a trade fair report with tuning star Sidney Hoffmann.

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INNOVATION: THE KEY TO THE FUTURE

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

NTN-SNR has chosen a premium positioning and is banking on innovation by pursuing the development of mature technologies on the CHASSIS, POWERTRAIN and DRIVELINE modules.

Product and Process R&D in Europe is employing 400 people who work with Japanese and North American teams. As the group operates on the basis of the exchange of skills between its various R&D centers, solutions originating in Europe can be industrialized in Japan and vice versa with the aim of sharing know-how and knowledge.

Today, 9 out of 10 of the best-selling vehicles in Europe are equipped with CHASSIS, POWERTRAIN or DRIVELINE products developed by NTN-SNR. Also in synergy with the one based in Japan, the European Research and Innovation center located in France enables us to study and meet the needs of this market TRENDS THAT INFLUENCE INNOVATION Innovation policies are globally impacted by the emergence of 7 structural trends called megatrends: environmental change, urbanization, population growth, resource scarcity, connectivity, high technology and emerging countries. These key factors, which influence innovation on a daily basis, are all constraints that must be integrated in order to respond to societal changes.

KEY FIGURES • 2021: 95 g/km of CO2, new regulation of average emissions allowed for cars sold by manufacturers • 2040: 67 times more electric vehicles in the global fleet Directly linked to these megatrends, 3 trends specific to the automotive market have emerged:

• • •

Mobility Electrification Automation

The challenge and the stakes they represent are unavoidable for all the players in the sector, of which NTN-SNR is a part. In order to meet the demand, automotive innovation must imperatively focus on electrification, friction reduction, vehicle lightening, the development of new sensors, simplified maintenance and the use of "green" materials. NTN-SNR is now focusing its R&D plan on intelligent products with increased reliability.

These parts, which maximize performance and optimize life cycles, must have the lowest possible environmental impact.

Eager to meet the needs of mobility, electrification and automation of the automotive market, NTN-SNR is drawing on its know-how to offer new bearings, transmission joints and other modules. More efficient and environmentally friendly, they enable various measurements to be taken to feed on-board computers.

MOBILITY Since mobility is now subject to new environmental constraints, NTN-SNR, the only equipment manufacturer to design and manufacture wheel bearings and transmission seals within the same group, is working on redesigning the wheel assembly, its lubrication and its sealing.

These products will be increasingly reliable and will thus meet European and global standards aimed at limiting the ecological impact of vehicles. As

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SIDE the market leader in wheel corners, the equipment manufacturer is also rethinking the way the suspension stop contacts the suspension spring for optimal operation. By choosing to introduce an aluminum part, NTN-SNR is responding to requirements in terms of eco-responsibility as well as cost, while improving the mechanical performance of the parts.

In a more global perspective of respect for the environment, NTN-SNR is reviewing its industrial processes so that they too are ecologically responsible. 99% of waste is recycled in the factories and non-destructive control methods based on aqueous products are used, for example.

TECHNOLOGICAL PROGRESS AND CHANGES

ELECTRIFICATION Aware of the strong growth of the electric and hybrid market, but also of the constraints linked to electric motors and associated gearboxes, NTN-SNR is developing high-performance bearings that take into account the very high operating speed of motors and the problems of electrical insulation.

At the same time, NTN-SNR is working on diversifying on-board equipment as well as on new architectures with increasingly compact and highperformance bearings that allow speed and angle measurement and are compatible with new motorizations. Materials and surface treatment, more or less conductive lubrication, sealing and bearing geometry are all new proposals for optimized and reliable electric motors.

AUTOMATION One of the futures of the automotive market is the autonomous vehicle. As data and telecommunications are at the heart of the operation of this technology, NTN-SNR is now responding to mechatronic requests, particularly for angle sensors and monitoring. NTN-SNR's predictive maintenance proposal is based on its ASB® know-how and specific algorithms. 

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

A perfect movement is the first element of the engine.

Timing belt kit with tensioner and water pump

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LESJÖ F ORS IN THE P R E M I E R L E A G U E !

Lesjöfors have been confirmed as a ‘Premier Data Supplier’ by TecAlliance.

At the beginning of 2021, TecAlliance introduced the new ‘Premier Data Supplier’ status to bring greater clarity and accuracy to their data.

Lesjöfors’ active involvement and commitment to data quality - resulting in the successive inclusion of new data quality characteristics for product and linkage data - has supported TecAlliance in further improving the data quality of Lesjöfors products.

TecAlliance comment: “we are pleased to confirm that your data meets the high-quality standards of the TecDoc Catalogue and you are a Premier Data Supplier… Thank you for your outstanding commitment and efforts to achieve jointly higher customer satisfaction at the point of service!”

Per Lindahl, head of cataloguing and data at Lesjöfors, commented: “We have been a ‘Certified’ data supplier for many years, and the progression to the new ‘Premier’ status was a natural evolution given the continued focus and drive of all our team who continuously strive to deliver the best data for our customers. We are delighted to receive this recognition, and will ensure we retain our Premier Data Supplier status going forward.”

Additionally, the Lesjöfors catalogue App has also been updated to ensure the same Premier level of data is available in a faster and more user friendly format, with a modern look.

It is of course possible to search via vehicle registration mark, VIN or manually. Simply scan the VIN using the optical character reader to find the correct vehicle. The OCR can also be used to scan a bar code from a part to get full application details.

The new App also supports Lesjöfors notifications to users; such as the announcement of new to range parts, promotions or company news etc.

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The new generation of Mecafilter cabin filters based on a combined technology of activated carbon and polyphenol coating to stop more than 95% of allergenic particles in the air.

It also contains an antimicrobial coating that prevents the spread of mold and bacteria on the filter surface.

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READY FOR THE AFTERMARKET BOOM

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

MARCO LOTH Vice President and Commercial Director MEAAP at TMD Friction.

TMD FRICTION IS READY FOR AFTERMARKET BOOM TMD FRICTION IS READY FOR AFTERMARKET BOOM IN THE MEAAP REGION – PROSPECTS AND OPPORTUNITIES

The Middle East, Africa, Asia & Pacific (MEAAP) region is one of the world’s largest growth markets. Brake friction suppliers that also want to succeed in the MEAAP region aftermarket must adapt to regional trends. Traditional, primarily European organisational structures that cater to the rest of the world from the company headquarters in Europe are no longer able to meet the changing demands of the markets.

Future-proof strategies must instead respond to dynamic situations and the needs of local customers and distribution partners.

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TMD FRICTIO

TMD Friction, one of the world’s leading manufacturers of brake technology, decided to change to a clearly customer-oriented strategy some years ago. In doing so, it aims to position the company’s own brands to ensure that they are precisely tailored to specific regions and their market requirements, vehicle segments and price classes.

While export managers had been catering to the market from Europe, TMD Friction gradually began opening its own local sales offices in 2016.

Today TMD Friction has offices in Dubai, Singapore and Shanghai with a total of more than 30 employees. TMD Friction also has warehouses in Shanghai and Qingdao as well as its own production facilities in China that are operated directly

by TMD Friction or the parent company Nisshinbo.

The region holds enormous potential for the automotive sector. According to TecAlliance, China alone has around 20 million new registrations per year and a total of 244 million registered vehicles, of which about 155 million are Asian and about 89 million are non-Asian models. As the average age of vehicles in the Chinese market is under five years, a high number of vehicles will likely be entering the aftermarket in the coming years.

TMD FRICTION’S BRAND REGION MEAA & PACIFIC PARTICULARITIES OF DOING BUSINESS IN THE MEAAP REGION The many different cultures in a region as vast as the MEAAP region mean that business practices in the various sub-regions vary greatly. Deployment of our own local sales staff that speak the regional

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

TMD FRICTION'S BRAND UNIVERSE

languages and are very familiar with the specific cultural contexts promotes trust and thus facilitates the establishment of business relationships.

TMD Friction’s regional presence also cuts the time zones between TMD Friction offices and customer locations, creating ideal customer service conditions.

Having its own production facilities and warehouses in the region allows TMD Friction to provide this high level of delivery performance. TMD Friction’s recipe for success in the region is to build up rather

ON'S BRAND UNIVERSE

“Another important success factor is the constant availability of the products.

As a premium manufacturer, we also provide premium service. This means product quality as well as high delivery reliability and product availability.”

than cut back capacity. The capability of shipping TMD Friction and Nisshinbo branded products directly from warehouses and factories in Asia cuts delivery times to the Middle East from six weeks to 14 days.

FROM PREMIUM TO BUDGET – EVERYTHING FROM A SINGLE SOURCE FOR PASSENGER CARS AND COMMERCIAL VEHICLES TMD Friction plays a significant role globally in the premium brake friction segment for commercial vehicles and passenger cars. As an OE manufactu-

rer and spare parts market supplier, TMD Friction’s brands represent product quality and OEM knowhow for European car manufacturers; in Asia, the parent company Nisshinbo is strongly represented in the OE market. Together the two companies cover almost the entire vehicle fleet with their brand portfolios and can apply their OE business expertise directly to the aftermarket segment. 

World Class Quality from KYB K

YB OE and aftermarket shock absorbers are made on the same production lines and in the same factories, the only difference is that the valves in aftermarket shocks are tuned slightly differently to compensate for the wear on surrounding components.

All new shock absorbers developed by KYB have to pass a rigorous series of quality tests before they go into production. This ensures world class quality products are available for both OE and aftermarket.

KYB has 5 ranges of aftermarket shock absorbers: Premium, Excel-G, Gas-a-Just, Ultra SR and Monomax.

Also available is a range of AGX adjustable shock absorbers. Whether it’s a straightforward OE replacement, or an upgrade replacement, KYB has over 4,100 shock absorber part numbers available worldwide.

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LOYAL ASSISTANTS FOR AND BY PROFESSIONALS PROFLEET ASSIST+ POWERED BY MOBILEYE® The retrofittable turning assistant ProFleet Assist+ and other integrated driver assistance systems help improve road safety. Sophisticated algorithms analyze the driving environment and warn the driver with visual and acoustic signals – in the city, in the countryside and on the highway. | profleetassist.knorr-bremse.com |

“M”, “M Mobileye”, and other Mobileye trademarks or logos appearing herein are trademarks of Mobileye Vision Technologies Ltd. in the United States, the EU, and/or other jurisdictions.

COX7

NEW Oxygen Sensors Catalogue

While the covid-19 pandemic is maturing and immunizing is picking up at different velocities worldwide, without a doubt, uncertainty continues to multiply for individuals, for policy makers and ultimately for businesses.

Decision making can be hard today however at FAE we persistently continued developing our Lambda Sensor range during the pandemic. The result is a NEW CATALOGUE COX7 which will be presented to the market in late summer 2021.

FAE’s new COX7 catalogue (+700SKU’s), includes 147 new SKU’s covering the needs of an increasingly demanding market to fulfil Euro 4, 5 and 6 anti-pollution restrictions.

AIR FUEL RATIO A/F - NEW TECHNOLOGY - 47 NEW SKU’s Our comprehensive Lambda Sensors range of +700 SKU’s includes besides the existing technologies: Zirconium Planar, Titanium, 5-Wire Wide Band and Mini Lambda Sensor, now also a new technology, more particularly 4-wire planar A/F Sensors. This innovative sensor has been developed and designed inhouse at FAE’s HQ in Barcelona (Spain).

An initial range of 47 A/F Sensors will be launched and covers approximately 19M vehicles across Europe, including the most renown Japanese and European car manufacturers, such as Volvo, Lexus, Toyota, Honda, Nissan, Mazda, Daihatsu, Opel, Renault, Jaguar, and Dacia, who have all opted for the 4-wire linear sensor instead of the conventional Lambda Sensor.

The A/F Sensor gains popularity thanks to a linear output, meeting the ever-tightening emissions regulations.

5-WIRE WIDE BAND - 16 NEW SKU’s After the successful acceptance of the market of FAE’s 5-Wire Wide Band Sensors, we present 16 new references applied to passenger cars of a variety of European makes such as BMW, Volvo, Mercedes Benz, Audi, Seat, Volkswagen, Skoda, Alfa Romeo, Jaguar, but also light commercial and truck applications such as MAN. The 5-Wire Wide Band Sensors range covers now over 86M vehicles throughout Europe.

FAE - Francisco Albero, S.A.U. Rafael Barradas, 19 Districte Econòmic Granvia L´H 08908 L’Hospitalet de Ll. Barcelona - ESPAÑA

+34 932 618 500 +34 932 618 485 fae@fae.es www.fae.es

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SHARING TECHNICAL KNOWLEDGE

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JEROEN BETERAMS NRF, Marketing and Communication Coordinator

NRF LAUNCHES AFTERMARKET RANGE FOR ELECTRIC VEHICLES The global electric and hybrid vehicle market has taken a huge leap forward in the past decade. Looking at the global electric car parc, we see an increase from 17.000 cars in 2010 to 7.2 million cars in 2019.

And of course, this number is only growing. Although electric vehicles do not have a combustion engine, they still require cooling parts to cool the battery and power electronics. And taking into account that they are all equipped with an air conditioning system, they all need the required A/C parts. The aftermarket for these vehicles is also growing. NRF also proves to be a leading supplier in this specific segment

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SIDE COOLING OF THE BATTERY AND POWER ELECTRONICS In an electric vehicle, the cooling system is regulating the temperature of the battery pack and some of the electronics. The coolant is circulated through batteries and some of the electronics, using an electric pump. This cooling system contains a radiator for the heat transfer. Next to a radiator, these vehicles are also equipped with a radiator fan. When a car isn’t moving, the radiator fan provides the additional airflow which is needed to prevent overheating.

SHARING TECHNICAL KNOWLEDGE

An example of an aftermarket radiator for an electric vehicle is this radiator for a Tesla Model S. (NRF no.

58790).

A/C SYSTEM IN ELECTRIC CARS Like normal modern engine powered cars, electric cars also have an air conditioning system. In traditional vehicles, the engine provides the power for the HVAC (heating, ventilation and air conditioning) system. At electric cars, they use electricity. Electricity is used to power the compressor for example. For the heater often an electric heater is used. Because these parts are electrically powered, the vehicle range will reduce when the AC system is operating.

NRF provides a large range of AC parts for electric vehicles. For example a condenser for BMW i Series.

The latest introduced part is a condenser for a Tesla Model 3 (NRF no. 350517).

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PRODUCT RANGE DEVELOPMENT As a leading aftermarket supplier, NRF closely follows all market developments. NRF wants to be a one-stop supplier by offering a complete range.

Furthermore NRF wants to move in line with market demand.

For this reason, NRF introduced a special range of aftermarket parts for electric vehicles. Furthermore NRF offers a wide range for hybrid vehicles.

The total range for electric and hybrid vehicles consists of more than 500 references. But due to NRF’s focus on these vehicles, this number will grow rapidly in the coming years.

TECHSUPPORT = DIRECT TECHNICAL ADVICE! NRF offers a unique and extensive technical service, named NRF TECHsupport. If a mechanic has questions about the installation of a NRF part, he or she can immediately contact a technical specialist from NRF. TECHsupport can be reached for any technical question. So for questions about mounting the part to questions about adjust proper oil

amount to the air conditioning system. You can also reach them for question about electric vehicles.

NRF has a multilingual team of 6 specialists. They can be reached by telephone, Whatsapp or e-mail.

NRF offers direct support in English (UK), German, Dutch, Spanish, Italian, Polish, Romanian and Russian (Russian-speaking countries).

SHARING TECHNICAL KNOWLEDGE NRF offers more than 500 technical training courses per year, both online and on location. Because of these training, mechanics are better trained in the correct installation of engine cooling and air conditioning parts. This prevents many returns.

NRF develops its training offer constantly. Recently, NRF expanded it’s training offer with a dedicated technical training for diagnosis of air conditioning on electrical cars.  FOR MORE INFORMATION: WWW.NRF.EU

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SHAPING THE NEXT GENERATION OF MOBILITY

I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

PHILIPPE COLPRON ZF, Head of ZF Aftermarket

We are in the middle of a major industry transformation. Connected, autonomous, shared & electric vehicles will transform the Next Generation of Mobility. We talked to Philippe Colpron, the new head of ZF Aftermarket about his insights and how to be prepared best for the challenges ahead.

HOW WOULD YOU DESCRIBE THE UPCOMING CHANGES? The global aftermarket is changing on multiple fronts. We expect fast evolving dynamics along the whole value chain. Changing customer expectations and behaviors as well as the increasing importance of fleet customers require new service offerings. The rapid expansion of software impacts service needs and requires technical know-how.

Online channels will probably be integrated in all dimensions of our aftermarket environment. New players and decision makers are creating shifts in the competitive landscape. Ongoing consolidation within the global market is continuing to accelerate. ZF Aftermarket sees its role in preparing and accompanying its partners through this transformation, providing simplicity in an increasingly complex ecosystem.

AND WHAT IS NECESSARY TO BE SUCCESSFUL IN THE NEXT GENERATION AFTERMARKET? It starts by creating a strong connection with our customers. By being attentive towards their needs we can provide a unique value proposition.

We operate in an ever evolving, increasingly complex landscape, so we strive to make the lives our customers easier by supporting them with comprehensive solutions.

Digital services will take a larger precedence in our offering, allowing us to cater to our customers’ needs in a more dynamic and intuitive manner.

In addition, the amount of new onboard technologies within vehicles is growing very fast while increasingly connected and autonomous functionalities are gaining more and more traction. Disruptive new mobility concepts are requiring shifts

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SIDE in business models across many industries. We see our role in anticipating changes early enough to ensure that our business partners remain future ready.

HOW CAN WE PREPARE ALREADY NOW FOR A SUCCESSFUL FUTURE SERVICE? ZF Aftermarket strives to enable workshops to stay on top of new technologies as they are being developed. As an example, mechanics require constant training in the evolving fields of ADAS and e-mobility – both core technologies of new Autonomous Transport Systems (ATS). To support mechanics on their journey of lifelong education we have added ADAS and High Voltage trainings to our workshop offering: While our ADAS training is focused on sensor technology such as radar and lidar, our HV training provides knowledge about high voltage components within various electric vehicle applications.

As the ZF Group is committed to shaping the next generation of mobility we are in a unique position to bring these competencies – such as latest technologies on driveline, chassis or even active and passive safety systems - into the aftermarket supporting the professionals in our industry.

WHAT IS MEANT BY "NEW MOBILITY"?

The acronym CASE appeared some time ago as a description for new mobility: Connected, autonomous, shared & electric vehicles are already operational in some urban areas today. The concept of CASE has the power to revolutionize our entire industry by offering a compelling alternative to our currently vehicle‑centric landscape - all while conserving resources and reducing emissions.

Highly efficient, data‑enabled and truly driverless I N S I D E E D I T I O N 2 4 • J U LY 2 0 2 1

applications - such as Robo Taxis or shuttles - are setting a new scope for mobility. ZF Aftermarket supports the continuous roll-out of CASE vehicles by developing infrastructure but also offering maintenance services for the software and hardware of these futuristic applications.

HOW IS ZF AFTERMARKET MEETING THE CHALLENGES OF THE NEW MOBILITY? Backed by the technology leadership of the ZF Group, ZF Aftermarket channels the competence of latest OE engineering into the Aftermarket, delivering innovative solutions to our customers. The winning formula is a combination of strong customer centricity, an extended global service footprint and a steadily growing product and service portfolio. We strive to empower our customers across the entire value chain with the common goal to create a seamless experience for end-users.

Within an increasingly complex aftermarket field our goal is to offer simplicity by enriching our partners with knowledge and a comprehensive offering – covering automotive, commercial vehicle, industrial and new mobility applications.

Together with our partners we aim to shape a greener and more sustainable aftermarket. 

Getting There First: New Timing Belts for Young VW Golfs VW Golfs built from 2018 have only been on the road for two or three years, but many will already have clocked up well over 100,000 kilometers. Fact is that these models with the robust 2.0l TDI engine are favorites for the long daily commute. Which means that despite being relatively young, they’re already up for a timing belt change.

We are the first supplier on the market to offer an aftermarket solution here in the shape of the CT1229 timing belt. The belt has a temperature-resistant polyamide fabric backing and a body made from fiber-reinforced elastomer with embedded tension members that offer excellent longitudinal stability. The next umpteen million flexing cycles are in good hands!

“We’ve been quick to transfer our OE expertise to the aftermarket here – and workshops are now enjoying the benefits,” says Robert Franz, product manager EMEA. www.continental-engineparts.com

3D exhibition stand offers workshops virtual trade fair experience As the corona pandemic is again causing numerous restrictions on trade fair operations in 2021, Continental is presenting its new aftermarket products, trends and technologies at an innovative online 3D exhibition stand. The virtual booth includes everything from air springs to brake calipers to new tire models and can be visited conveniently at any time.

Anyone who wants to learn more about a particular product or service can find additional information by simply clicking on the exhibit.

Workshops can start their online tour through Continental’s comprehensive portfolio here:

For anyone interested in an expert’s opinion on the exhibits, there is also a trade fair report with tuning star Sidney Hoffmann:

The improved follow ups of our sealing compounds Curil™ are available now

Our CurilTM K2 and CurilTM T have a follow-up now!

The new non-curing CurilTM T2 is not only easier to apply due to its chemical structure, it is also completely solvent-free. Due to the absence of solvents it does not require any airing time and offers twice as much sealing gap capacity as its two previous versions.

Your advantages at a glance: • Improved sealing gap ability and higher sealing performance • New formula for a more user friendly application • Solvent-free eliminating the need for hazardous substance labelling • No airing time required • No demixing and no tendency to set

Website

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Elring Sealants Adviser: finding your product in 3 simple steps

www.airspringreplacement.com

Lightweight Air Springs for Euro 6 vehicles New trucks in Europe with EURO 6 emissions standard are good for the environment and the climate, because the standard means that trucks are significantly restricted in the particles and nitrogen oxides they are allowed to emit. In order to meet the standard, truck manufacturers must design their vehicles to be as light as possible – in spite of the extra weight caused by additional exhaust gas treatment systems. After all, less weight means less fuel consumption and emissions. Lightweight construction is therefore an absolute top priority for truck manufacturers.

But what happens when individual components have to be replaced after a few years of operation? If these are heavier than the original equipment parts, emissions will also rise again – and the EURO 6 advantages will be lost. To prevent this, Continental offers an extensive range of lightweight axle air springs for the aftermarket.

In these components, metal parts such as the steel pistons are replaced by lighter but equally durable plastic parts. The fitting and the way the pistons are attached have also been optimized. Injection moulding, combined with a high-performance joining process, means that the entire internal volume of the piston can be used. All this results in a weight saving of several hundred grams compared to the standard component.

And because several air springs are installed in a large truck, depending on the type of air spring used, a weight saving of several kilos can quickly be achieved. And that reduces fuel consumption.

ContiTech Luftfedersysteme GmbH 30165 Hannover Phone +49 (0)511 938-5268 E-mail airspring_replacement@continental.com www.airspringreplacement.com

ContiTech Euro 6 Air Spring 6122 N

Continental‘s portfolio currently includes more than 80 types for the EURO 6 models of the largest commercial vehicle manufacturers. At www.airspringreplacement.com all the air springs of the ContiTech brand for the aftermarket are listed, together with technical data and drawings. Here users, developers and sales partners can find the right air spring type for the relevant application.

Reducing weight is worthwhile for operators, because fuel costs account for by far the largest share of total costs over the entire life cycle of a truck. Bastian Dobrick, Sales Manager in charge of the aftermarket for air spring business in the EMEA region, states: „Our calculations based on average consumption and mileage show that fuel costs of more than €50,000 are incurred every year. In view of falling freight yields, any form of weight saving is therefore worth hard cash for operators.“ Another advantage is that if operators use lightweight components for spare parts, the reduced weight of the entire vehicle unit gives them a greater range and more payload capacity, and accordingly more efficient operation.

This aspect is becoming increasingly important because, with electrified powertrains in particular, it is vital to compensate for the extra weight of the heavy battery cells.

With the new lightweight air springs from Continental, fleet operators and freight forwarders can continue to benefit from the advantages offered by EURO 6 vehicles. In other words, significantly lower emissions, lower fuel costs and a high payload for efficient journeys.

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SMART MOBILITY WILL LEAD

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NEIL FRYER DELPHI TECHNOLOGIES, VP Global Marketing, Product & Strategic Planning

THE CASE OF NEW MOBILITY SOLUTIONS AND CREATING A POTENTIAL DISRUPTIVE IMPACT FOR THE AFTERMARKET New regulations, technological progress, urbanization, influential younger generations and resource shortage are just a few trends transforming the mobility industry.

Governments and automotive companies are setting strategies in motion to deliver more efficient mobility in the coming years. The EU has committed to achieving 100 climate neutral European cities and having at least 30 million zero-emission cars in operation on European roads by 2030. This strategic shift to sustainable and smart mobility will lead to many commercial opportunities for companies to develop technologies that make transportation more efficient, greener, and accessible. Delphi Technologies, a brand of BorgWarner, is investing in technologies that develop solutions for connected mobility and support integrated mobility solutions to pave the way for more efficient and environmentally compatible mobility.

Mobility-Ready Aftermarket addressing immediate opportunities in the smart mobility space “Smart mobility around the 4 key areas of connectivity, autonomy, sharing, and electrification (CASE) is already changing our world for the better. The aftermarket will remain at the forefront of these exciting developments thanks to our investment in smart mobility through a venture capital fund to capitalize on this fast-growing segment,” comments Neil Fryer, VP Global Marketing, Product, & Strategy. “We have joined forces with NEXUS Automotive International and Future Mobility Ventures (FMV) to invest in high-tech start-ups that are focused on using smart mobility technologies to offer aftermarket solutions. The investment in the venture capital fund will provide Delphi Technologies

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SIDE with access to aftermarket products, services, tools and training under development by entrepreneurs around the world in areas that include control systems, navigation and communication”.

SMART MOBILITY WILL LEAD

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This first-of-its-kind initiative is expected to accelerate new product and service time-to-market by up to 60%. The speed and agility that’s been proven through FMV’s approach, which can trim the standard 5- to 6-year development process down to 2 or 3, can help Delphi Technologies give its customers a significant competitive edge in the rapidly shifting mobility marketplace. “This investment in the smart mobility segment is a significant move toward solidifying our position as the leader in pioneering aftermarket solutions,” added Fryer.

“While we will continue our own efforts in areas such as advanced driver assistance systems and over-the-air repairs, participating in the fund will substantially increase our exposure to new technologies that will drive innovations in mobility and start to be seen in the aftermarket over the next decade.” Workshops that choose to partner with Delphi Technologies already experience our engineering excellence, and OE quality products and solutions. Now we are investing in the latest mobility technology so that we can provide them with aftermarket products that will maximize their revenue opportunities well into the future. 

Previous winners reveal why you should enter the 2021 ‘League of True Mechanics’ DENSO’s ‘League of True Mechanics’ e-learning competition is back for 2021.

Both mechanics and distributors across a range of European countries can now take part for free. We asked winners from the first season of the ‘League of True Mechanics’ to share their experiences.

From left to right: Tadeusz Mielko, Service Manager, 1st place winner Sylweriusz Sidor, Euro-Car Expert in Gdynia, Poland, and Przemysław Maliga, Senior Sales Executive at DENSO.

DENSO has digitalized its online training courses to improve and test the knowledge of participants and award certificates and prizes to those with the top 10 highest scores. Available in more than 10 languages, new entrants can enjoy new courses, certificates, and prizes, further raising the possibilities for career progression. In the UK, the training programme is accredited by the Institute of the Motor Industry for all 2020 modules. New courses and modules are constantly being added in new languages; some with interactive content, to keep participants up-to-date on the latest trends.

Four previous winners with the top 10 highest scores agreed to share their feedback with 2021 entrants. They included: Sylweriusz Sidor, Karol Niedbalski and Maciej Kuleta, all from Poland, along with Mário Eliaš from Slovakia.

How did you rate the difficulty of the courses?

All four winners said the courses tested their knowledge, one commented: ‘Some questions were clearly trying to trick me, but that motivated me to succeed.’

How satisfied were you with the choice of DENSO product courses?

All four winners gave favourable reviews. One winner commented, ‘DENSO have a very good selection of product courses,’ and Mr Niedbalski said, ‘all the courses were immensely useful for deepening my knowledge.’

Which topic are you most interested in from the point of view of DENSO products? What course would you like to add to e-learning for 2021?

These two questions gave DENSO insight into which areas make technicians tick. It also shows the variety of interest when it comes to working on cars. Each technician had a different DENSO topic of interest.

These ranged from one preferring to learn about ‘electronics, sensors and common rail diesel systems,’ to ‘air conditioning systems,’ to ‘engine management systems and different elements of ignition systems,’ to ‘everything to do with electricity, alternators, starters, control computers, sensors and more.’

When asked if there were any courses they would like to see in the future, Mr Eliaš said he would like to see courses on Electronic Control Units (ECU) and Exhaust Gas Recirculation valves (EGR).

Would you recommend other mechanics to register for e-learning and test their knowledge? Any other comments?

From left to right: runner-up Karol Niedbalski, Eurotim in Bydgoszcz, Poland, and Krzysztof Fabisiak, Sales Executive at DENSO.

All participants agreed that future applicants should register to take part in e-learning and to test their knowledge. One winner said, ‘I strongly encourage you to register and take part in training and tests. Thanks to DENSO, everyone can expand their knowledge and further their careers.’

Have you got what it takes?

Sign up for DENSO’s e-learning now and you could be a winner of the 2021 League of True Mechanics contest!

Innovation – made by MEYLE! For Hamburg based manufacturer MEYLE, innovation is the key element of the company’s DNA. Aside from MEYLE’s long-term business strategy, especially in 2020 the COVID-19 challenges accelerated MEYLE’s digital transformation process.

extremely important to support the workshops with relevant content, providing tips and tricks from MEYLE’s

Digital first: Building on the success on the MEYLExperience 2020, where MEYLE has successfully accompanied customers with individual digital offers for the canceled Automechanika, MEYLE will also offer its MEYLE Exhibition Hamburg 2021. Customers and partners are able to arrange individual meetings to learn about current topics, new products and solutions, while also being able to exchange views with MEYLE experts.

Thanks to Microsoft Teams and a customized tool designed for invitation and guest management, key decision makers get the chance to engage with each other through a digital platform. In 2020 already, it was a huge success and attracted over 700 participants, convincing customers with its new digital trade fair ‘feeling’.

MEYLE’s innovative path also shows in its product portfolio: MEYLE-KITS solutions and especially the MEYLE-HD product line, demonstrate the importance of innovations and added value for customers and independent workshops all over the world.

Also, MEYLE offers online trainings and digital customer visits. Especially training sessions and webinars became

Learn more at www.meyle.com

technical experts. With this new offer, MEYLE focusses on the newest and future technologies once more. Soon there will even be a new training on high-voltage cars.

Simply Convincing and award-winning!

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OUR STRATEGY IS ORGANIZED

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SMART INNOVATION FOR THE NEW AFTERMARKET In May, NEXUS CEO Gael Escribe and NEXUS CFIO Thierry Mugnier had the opportunity to attend ‘Ecomotion Week’, a virtual edition of the event for world leading companies who are pioneers in Smart Mobility. Invited as representatives of the automotive aftermarket to share their vision and strategy for innovative solutions in the market, here they offer a snapshot of what they discussed.

GAEL, CAN YOU SUM UP TODAY’S AFTERMARKET? The automotive aftermarket is huge and fragmented, and we are living in an era of transition towards a more digitalized environment in a global landscape.

exploring data from the connected car, we can anticipate needs and create innovative services.

OEM manufacturers may be protecting the data, but through the dialogue NEXUS is currently having with them we hope they will collaborate with independent workshops to give them access.

Also, importantly, the market is shifting from a model that is essentially based on parts manufacturing to one that is service oriented.

There is certainly plenty of space in the market for ambitious start-ups with an appetite to engage in connectivity!

This is creating major opportunities but to take advantage of these companies must innovate, particularly as ownership of the car is changing and the move to a service-based offering will radically change the very structure of the aftermarket.

THIERRY, HOW DO YOU STRUCTURE INNOVATION IN NEXUS? We decided to step up our investment in innovation in 2018. Although structured in a pragmatic way, it is a proactive, dynamic approach with a clear objective of helping our stakeholders be more comfortable with the new technologies that are emerging, so they have a better experience and are more successful.

At NEXUS we have engaged with Mobilion, the early-stage smart mobility venture fund, so that we can equip N! distributors with the skillset and strategies to help them migrate into this service mindset, alongside continuing to deliver parts, thereby creating additional business opportunities.

Connectivity is the next frontier. By accessing and

Activity is built around a number of different business areas: safety, electric vehicle, fleet management, connectivity, the green vehicle.

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SIDE Our strategy is organized around two complementary actions: • Incubating and developing ideas and needs under the NEXUS umbrella in close connection with our direct business and model • Support and implement Mobilion – a unique and special partner to accelerate the market, with a wide approach and channels, and also expert in green mobility Our expectation is to act in a progressive way, turning ideas into actions. It is not driven by seeking financial gain. We need to create new solutions that are attractive to consumers, coupled with an efficient process. Our portfolio companies, Mobilion, Adam and Click-in, are contributing to this in the aftermarket.

We are working on a more efficient process for the workshops, while also supporting distributors and manufacturers in this new ecosystem.

OUR STRATEGY IS ORGANIZED

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There is also the ‘green’ workshop concept and opportunities linked to the great challenge of sustainability. 

Pioneering electrical lubrication TotalEnergies is a key player in electric mobility with an innovative and complete range of fluids for electric and hybrid vehicles.

Through intensive research and development, Quartz EV Fluid, for light vehicles, has been specially developed to meet the cooling and lubrication needs for the components of these new vehicles.

lubricants.totalenergies.com

All that you need for the season

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AC FAN HEATER

CONDENSER RECEIVER-DRYER

EVAPORATOR AC COMPRESSOR

EXPANSION VALVE

INTERIOR BLOWER

KEY SYSTEM COMPONENTS While you focus on a best-in-class AC system service, our role is to make sure you have the parts you need to achieve it. Our comprehensive range of high quality and easy to install key system components ensure optimal system performance and a long, trouble-free lifespan.

It is all that you need to perfectly service your customers.

In the season and all year long.

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SALERI’S ELECTROMECHANICAL WATER PUMP As a leading designer and manufacturer supplier of specialist water pumps and cooling systems to the automotive sector, Saleri recognises that it can only achieve its ambitious growth plans by taking a strong approach to innovation and research & development. Saleri prepares for the major expected technological changes in the drivetrains of the future with clear strategies to ensure that they remain highly relevant. Today the focus of its development activities is on the next generation of electromechanical water pumps, setting yet again new standards for energy efficiency and reductions in emissions. This has been achieved by devising sophisticated approaches to optimizing engine cooling through constantly varying the flow of fluid to ensure that exactly the right volume is supplied at a given time.

The market shows a growing demand for hybrid powered vehicles. For such vehicles, new energy management solutions are required. In response to this, Saleri has developed the EMP which can be exceptionally useful, delivering superior temperature control without the need for increased power. The innovation is designed to combine all the benefits of today’s mechanical pumps with those of electrical ones. In particular, the EMP is a highly flexible pump in terms of both performance and power, since the electronic technology allows control of the impeller’s speed across an extremely broad timeframe. In addition, the presence of an electrical drive enables the water pump to be active even when the internal combustion engine (ICE) is off or in start & stop conditions, avoiding localised overheating and offering the possibility of removing auxiliary cooling circuits with ‘post-run’ cooling pumps. The option to have a single pump, with a central control, enables the removal of several components in the engine compartment (such as piping, couplings and auxiliary pumps) – making a considerable saving in weight and space.

In mechanical mode, the EMP uses the driving power from the ICE to reach extremely high cooling capabilities; essential for extreme conditions during vehicle operation. The current voltage levels of vehicle wiring (12V and 48V) do not allow normal electric water pumps to respond to the most severe working conditions. The benefits of Saleri’s EMP include instant and easy switching between electrical and mechanical modes to suit starting and stopping conditions. The new pump also allows precise control of coolant flows, including zero flow to eliminate energy absorption during engine warm-up.

Marco Pedersoli, R&D Manager of Saleri, says: “The company is preparing clear strategies for the major expected technological changes in the drivetrains of the future, to ensure that we remain highly relevant. Our next generation of ‘hybrid’ and ‘intelligent’ water pumps will be capable of operating either electrically or mechanically. Saleri is prepared to offer highly versatile, dynamic applications to this evolving market and to meet the requirements of tomorrow's vehicles.”

TECALLIANCE LAUNCHES NEW ONLINE PORTAL FOR WORKSHOPS

RMI Online offers direct access to repair and maintenance data TecAlliance, the leading data management specialist in the independent automotive parts market, is offering workshops direct access to TecRMI’s comprehensive, manufacturer-compliant repair and maintenance data with its web portal RMI Online. The relaunched portal provides technical data for all common vehicle manufacturers in the areas of repair, mechanics, maintenance and diagnostics for passenger cars and commercial vehicles. RMI Online was developed specifically for the requirements of workshops. It supports the entire workshop process with data intelligence – from scheduling the appointment with the customer to preparation, vehicle acceptance, diagnostics, repair and final vehicle handover.

The TecRMI database includes manufacturer-compliant labour times, indications of necessary replacement parts and special tools, repair instructions, information on electrical components and much more. “Our RMI Online web portal was developed from practical experience for practical use to make workshops’ daily work easier,” explains Christian Bergmann, Vice President Data Manager RMI. “The online portal provides direct access to our comprehensive database of repair and maintenance information. This allows repair shops to better plan resources, work more efficiently, save time and money, and ensure a valuable offering for their customers.”

The web application can be accessed from any browser without installation. RMI Online is also available as a white-label solution that can be customised to the customer’s corporate design. Integration with a dealer management system (DMS), replacement parts catalogues or other systems can be implemented.

Support of the entire workshop process RMI Online offers a graphical search for replacement parts and labour times. The vehicle identification number (VIN) is used to identify the vehicle quickly and easily. Various checklists, e.g. for direct acceptance, wheel change or vacation check, help to plan and execute all work completely and correctly, to retain customers in the long term and to generate additional sales in the process.

Interactive links within the application support and facilitate repair and maintenance work. The required replacement parts and special tools as well as manufacturer-compliant, correct labour times are displayed without overlapping thanks to the intelligent overlap calculation. The ServiceFinder is another helpful function: After entering a vehicle’s mileage and date of first registration, the system determines the maintenance work due according to the manufac-

turer’s specifications and automatically suggests the required replacement parts.

Technical data for all common vehicle manufacturers RMI Online gives workshops direct access to the TecRMI database with manufacturer-compliant repair and maintenance data for all common vehicle manufacturers. TecRMI includes labour times, maintenance data, repair instructions as well as technical data and setting values. Also provided are wheel and tyre information, wiring diagrams, information on fuse and relay boxes and on service or recall campaigns of the vehicle manufacturers. Additional services such as tips & tricks, different checklists and the Expert Hotline round off the offering.

Further information on TecRMI can be found on the website.

ENGINEERING CHANGE NGK SPARK PLUG’s search for the best possible quality and performance has always been a force for change. Now that innovative engineering spirit is opening new business areas.

Leveraging its automotive experience and diverse background in ceramic, sensor and plasma technology, NGK SPARK PLUG is expanding beyond its traditional boundaries. The company is exploring new industrial fields and looking at innovation in the areas of smart mobility, smart health and decentralised utilities.

To make these goals come true, the company is partnering with millions of creative minds through initiatives such as NGK SPARK PLUG’s Global Venture Labs.

There are currently three of these highly agile Venture Labs located in Tokyo (Japan), Silicon Valley (USA), and Ratingen (Germany). Structured to enable fast decision-making, Venture Labs not only carry out innovative research, they are also developing successful business partnerships and financing start-ups.

NGK SPARK PLUG has already teamed up with innovation experts and successfully launched various sprint programmes that involve the company’s teams in design thinking and innovation creation. And with NGK SPARK PLUG’s long history of innovation, the Venture Labs are an exciting place to watch for more than just the future of automotive.

istockphoto.com © gorodenkoff / jamesteohart / chinaface / Chainarong Prasertthai

IN EVOLVING MARKETS, CHANGE LEADS TO PROSPERITY

Motorsport is the DNA ™ of Mobil 1

Tapping into a wide range of options LIQUI MOLY offers a uniquely broad range of automotive chemicals LIQUI MOLY’s product range is unparalleled, comprising more automotive chemicals than any other manufacturer. The German oil and additive specialist offers a total of some 4,000 articles. This includes lubricants such as motor oils, transmission oils and greases, additives for oil, petrol, diesel and coolant, vehicle care articles such as polishes, paint cleaners and cockpit care products, repair and service products such as rust removers, cold spray and ceramic paste as well as adhesives and sealants. The range not only includes chemical products but also the tools and equipment to apply them. LIQUI MOLY provides a complete, fully harmonised range of chemical products from a single source.

The benefits How do distributors stand to benefit? Firstly, procurement is simplified because they no longer have to order products from a dozen different suppliers. They also profit from the many additional selling opportunities. A customer is not interested in motor oils? No problem – in that case, they could well be interested in additives, which offer a high profit margin. Or they might get curious when they find out how LIQUI MOLY’s chemical tools make a lot of jobs quicker and easier than conventional methods.

And how do garages benefit from this wide range? Firstly, they also enjoy the advantage that it’s easier to purchase from a single manufacturer. And because the products are harmonised, there’s no risk of incompatibility either.

Additional business Secondly, the extensive range offers a wide range of opportunities for additional business. For example, a garage can promote a premium service that includes additives, offer a range of car care products in the sales showroom or move into new business areas such as windscreen changes. The wide range of articles

offers countless business opportunities – garages can simply choose what suits their customers best.

And this idea can be taken even further.

LIQUI MOLY offers a whole range of chemical products in areas similar to that of automobiles: commercial vehicles such as trucks, buses and construction machines, motorcycles and scooters, motor boats and sailing boats, garden equipment and bicycles – and even aircraft.

As a result, automotive customers have straightforward access to whole new business areas.

Little effort, big opportunities If a garage sets up a small shelf with garden products in spring, this will encourage lots of customers to spontaneously purchase motor oil for their lawnmower – or care spray if its a robotic model. If a garage also sells oils, additives and care products specifically for motorcycles, this provides additional options for some customers, likewise enabling spontaneous purchases.

Because the effort involved here is minimal, you can easily try out new ideas to see how your customers respond. If the response is positive, the new business area can be easily developed further and transformed into a permanent source of income.

Chemical tools for professionals

For a complete overview of the range, see www.liqui-moly.com.

MORE THAN JUST A REPLACEMENT Hitachi Astemo Aftermarket Germany GmbH Eugen-Gerstenmaier-Str. 8 32339 Espelkamp / Germany Phone: +49 (0) 5772 567 890 E-Mail: hae-sales@hueco.com

E L PA R T S

Easy problem identification with Multimeter and co.

The measuring instruments for electronic fault finding from Herth+Buss

Technical problems in vehicles and commercial vehicles may have a number of causes. Finding the right solution in a short time is not that easy. Our various measuring instruments can help with electronic fault finding. For this purpose, we do not only offer a versatile Multimeter, but also suitable accessories that can be used flexibly and expand the possible uses.

The Multimeter as a versatile workshop assistant Our digital Multimeter not only measures electrical variables such as voltages and frequencies, but is also suitable for recording temperatures. The respective measurement range can be set automatically or manually as required. The device also has a Data Hold function. The values determined can therefore be “frozen” during the measurement process and read off again on request. Equipped with a rubber casing, the Multimeter is also protected against impacts and falling, making it ideal for use in the workshop.

Temperature Probe for precise temperature measurements In combination with the Temperature Probe, the Multimeter can be used for precise temperature measurements. It for example enables the functionality of the A/C system to be checked easily.

The Temperature Probe records temperatures between -50°C and +700°C and measures with an accuracy of +/-0.8 %.

Ampere Pliers for precise measurement of the electric rated current The Claw 400 Ampere Pliers can be used to inductively measure high currents of up to 400 amps. The clamp meter is suitable for measuring AC and direct current. The zero point button can also be used to adjust the zero point. The Claw 400 Ampere Pliers can only be used in conjunction with our Multimeter, as it does not have its own display. Precise measurements in the low current range, in which no inductive measuring instruments are normally used, can be performed using the Claw 100 Ampere Pliers. This can be used independently of the Multimeter.

herthundbuss.com

The TesTip Test Lead Set for rapid problem-solving The TesTip Test Lead Set contains various test lead adapters with which the functions of the Multimeter can be expanded with further measured variables. The adapters enable not only simplified troubleshooting, but also a secure signal pick-up through direct contact in electrical vehicle components. The 94-part set contains all common plugs and plug sleeves as well as a measuring bridge that enables the circuit to be accessed without damaging seals.

The set is equipped with flexible measuring tips that do not break even under larger resistances. The Test Lead Set also includes polarity testers, measuring potentiometers and measuring resistors.

With the TesTip mini, we also offer a 16-part Test Lead Set that is ideal for more precise work. All the individual parts of our TesTip Test Lead Set can be ordered individually.

Multimeter Article number: 95980775

Temperature Probe, multimeter Article number: 95980775001

Ampere Pliers Claw 400 Article number: 95980785

Test Lead Set TesTip Article number: 95980778

Ampere Pliers Claw 100 Article number: 95980776

Test Lead Set TesTip mini Article number: 95980708

osram.com/roadready

Get your business road ready Confidence now comes in a new range of products OSRAM has been turning night into day for over 110 years. Now, we‘re going beyond light with a new range of products designed to keep your business moving, no matter what lies ahead - from our advanced air purifier to dash cameras, tyre and battery care, and more.

Empower customers and equip your business for whatever lies ahead with the road-ready range from OSRAM.

Discover our new automotive care & equipment portfolio at osram.com/roadready

Tyre care

Air purifier

Inspection lights

Battery care

Dash cameras

DRIVEN BY INNOVATION, WOLF LUBRICANTS EXPANDS RANGE FOR GAS VEHICLES Wolf Lubricants has further expanded its innovative GAS range with the launch of all-new WOLF VITALTECH 5W30 GAS. The new lubricant responds to the growing alternative fuel vehicles market and joins Wolf’s cutting-edge VITALTECH 5W40 GAS engine oil in the brand’s GAS line-up.

The increasing popularity of gas vehicles has been driven by a unique combination of environmental and economic benefits.

Growth is being further supported by European incentives to promote the development of alternative fuel infrastructure and the implementation of sustainability legislation.

EXCELLENT COVERAGE FOR ALTERNATIVE FUEL VEHICLE MARKET As a brand continuously monitoring the car parc and talking with workshops to identify challenges and emerging trends, Wolf has invested in the development of gas-specific lubricants to serve this rapidly growing market. Currently, 3.2 per cent of passenger vehicles and 1.5 per cent of light duty vehicles are utilising some form of LPG (liquified petroleum gas) or CNG (compressed natural gas) combustion engines. Dual Fuel vehicles – using petrol and either LPG or CNG – make up much of the alternative fuel vehicle market, around 98 per cent.

Johan Van Hove, Senior Technical & Training Manager, comments: “Gas Gas and Dual Fuel vehicles offer a fantastic, sustainable alternative but there is little industry understanding about their unique lubrication requirements. To address this, we established our pioneering GAS range with the launch of WOLF VITALTECH 5W40 GAS. Now, with the addition of WOLF VITALTECH 5W30 GAS, we have expanded our range and significantly increased its versatility, providing workshops with a greater diversity of options to suit their customers’ vehicles.”

COMPLETE PROTECTION FOR GAS VEHICLES Wolf’s GAS range features fully synthetic lubricants that have been specially designed to meet the requirements of Dual Fuel, LPG and CNG passenger cars and light duty vehicles, offering complete protection.

Blended from high-quality base oils and a state-of-the-art additive package, Wolf’s GAS range helps to protect the engine’s valves and neutralise the acidic compounds created due to higher combustion temperatures.The lubricants feature excellent fluidity for easier cold starts, outstanding lubrication for reduced engine wear and quality ingredients that allow for extended drain intervals, in line with manufacturer requirements. The GAS range can also be used in a variety of petrol, diesel and gas-retrofitted vehicles – significantly simplifying inventory requirements.

“Our continued investment in engineering new lubrication solutions is a demonstration of our commitment to providing excellent car parc coverage and our ability to solve the challenges associated with evolving sustainable automotive technologies. We will strive to continue expanding this range to meet the segment’s growing requirements,” adds Johan Van Hove.

For more information about the full range of Wolf Lubricant products, visit www.wolflubes.com.

To get the very latest on Wolf Lubricants’ innovations and events, follow us on social media: Instagram: @wolflubes_official / Facebook: Wolf Lubes

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