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Haldex, Fras-Le announce partnership | ADS moving corporate headquarters

Clearing the air An EPA clean-air initiative provides the aftermarket with opportunities to offer aftertreatment products and services.

MARCH 2018 |

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Partnering for profit; successful financial strategies 18

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Volume 54 | Number 3 | March 2018

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Cover Story

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Editorial

Editor: Lucas Deal Equipment Editor: Jason Cannon Online Associate Editor: Bill Grabarek editorial@truckpartsandservice.com

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Clearing the air

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Features 18 Partnering toward profit

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Editorial | Lucas Deal

The other side of the fence

By Lucas Deal, Editor lucasdeal@randallreilly.com

I

believe in inclusive reporting.

When I’m writing an article, I try to address every topic that comes up in conversation. When I’m at an event, I attend as many educational sessions, meetings and press conferences as possible. As a Truck Parts & Service reader, I believe you have a right to expect to learn as much aftermarket news as possible from us. And as editor, I believe it is the job of our editorial staff to go to great lengths to provide you that information.

With that in mind, I bring you news from the other side of the fence — the dealer market.

Not long after completing our January state of the industry report for this magazine, I started writing a similar report for our sister publication Successful Dealer. Released on the Successful Dealer website last month, the state of the dealer market touched on many of the same topics covered here in January.

For the most part, dealers were pleased with 2017 and are optimistic about the year ahead. Like you, many dealers continue to struggle finding technicians and quality employees.

Every dealer I’ve talked to this year mentioned its struggle finding technicians; though, thanks to increased OEM involvement, I do think they have a leg up in solving this issue.

There are other similarities, too.

They believe the current administration has helped trucking. They believe

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e-commerce, remote diagnostics and alternative power sources could fundamentally change their businesses, and they’re concerned.

They know they need to improve their online sales and marketing, and they wish they could find the time and money to improve their store fronts, showrooms and websites.

Think about how dealers respond to tough times Dealers also have their own unique problems, as I’m sure you could guess.

The used market has been a thorn in their side for two years. Oversupply drove down used vehicle prices for nearly a year and, when demand finally picked up last fall, it was only enough to stem the tide, not reverse it.

More than 63 percent of dealers responding to a November 2017 Successful Dealer reader survey claim their average used truck turn is 60 days or more and, among that group, almost half say they are averaging more than 90 days. With monthly depreciation rates at or around 2 percent, it doesn’t take many calculations to see the margins disappearing from the used

T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

market. And dealer data bears that out, as nearly half (48.6 percent) of Successful Dealer survey responders say less than 10 percent of their company’s revenue comes from used truck sales.

I know what you’re thinking here, “So? If you want to be a dealer, that’s part of the game.”

You’re not wrong. But you need to think about how dealers respond to tough times. When vehicle sales are low, where do they turn?

Bingo.

More than 40 percent of Successful Dealer survey responders claim at least 50 percent of their revenue comes from the parts and service market. Almost two-thirds (65.6 percent) expected their parts revenue to surpass $10 million in 2017, while 38.7 percent expected the same for service. When dealers’ backs are against the wall, they turn to your aftermarket to right the ship.

American Truck Dealers (ATD) data tells the same story. According to ATD’s 2016 financial profile of new truck dealerships, 82.6 percent of total dealer business gross came from parts and service. That was 5.6 percent higher than 2015 (when new truck sales were booming).

Today’s new truck market is booming — January was the best month in 12 years. Let’s hope for your sake that continues. Because when that market stumbles, the dealers come for you.

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Editorial | MacKay & Company

The future is here

By Ken Griswold MacKay & Company

W

hether getting industry updates from the web, attending a conference or conversing with colleagues, most of us are aware that the economy and aftermarket demand exceeded expectations in 2017. This positive momentum produced favorable financial results for most in our industry.

Looking forward, 2018 looks to be another great year. The current economic expansion, fueled by increased investment and optimism, is poised to become the second longest in U.S. history by mid-year. Commercial vehicle aftermarket forecasts also are favorable.

In short, we are in good times.

It is always great to be in a good position, but don’t take your foot off the gas just yet. With a multitude of disruptors being presented, processing needs to be elevated to a new level. Business leaders need to comprehend the volume of new technology, the speed of implementation and the strategic impact on the bottom line.

For the engineering minded, we are facing an exponential technology curve never experienced before — see Moore’s Law. For the rest of us, just think of the “Wave of Market Disruptors” as an industry tsunami.

So how big is this “Wave of Market Disruptors”? At Heavy Duty Aftermarket Dialogue (HDAD) in January in Las Vegas,

the market disruptors were presented from both a product and a distribution perspective. From the product side, the disruptors presented were aerodynamics, electric vehicles, telematics, autonomous vehicles and platooning. From the distribution perspective, the Amazon effect and e-commerce were highlighted.

Think of the ‘Wave of Market Disruptors’ as an industry tsunami For sure, the industry will change because of these new technologies.

Although the market dynamics and associated impacts to the industry are complex, a few major observations can be made. The new product technologies will change the parts profile significantly. Traditional body components, for example, will morph into aerodynamic fairings. Crash avoiding and communication systems with advanced sensors, radars, cameras and other electronics will generate a new, advanced product category. Crash avoidance technology also will diminish the demand for parts.

U.S. replacement demand for Class 6-8, trailers and container chassis already have seen shifts. Traditional components and cab and chassis components have both declined 5 percent in the past 10 years, while new electronic components,

emissions and automated manual transmissions have increased 10 percent. The new component category could possibly be 35 percent of the parts profile by 2030.

A MacKay & Company fleet survey in December 2017 with 700 respondents ranked “Complexity of New Components” as the biggest challenge they are anticipating over the next year.

The new product technologies also will change how vehicles are serviced.

Telematics, vehicle IoT devices and predictive analytics will reduce shop time and open endless service scenarios.

Online vehicle diagnostics will greatly increase on-the-road service opportunities.

The Amazon effect and e-commerce disruptors already are realities. From the final mile to technology-enabled sales, everything from the point of order to the delivered part will be pushed to a new level of optimization.

So how big is the wave of disruption and how do we react? That question might best be answered within your own operation. Delphi Automotive recently announced it was splitting into two companies to better position themselves for the new technologies. Many others are realigning as well.

Take a moment to enjoy the good times, but don’t take too long. The “Wave of Market Disruptors” is a substantial opportunity that will lift visionary organizations to the next level.

Ken Griswold is director of market strategy and sales at MacKay & Company. He can be reached at ken.griswold@mackayco.com.

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Industry Focus

Kenworth announces its dealer network has reached 400 locations with the groundbreaking of a new Rihm Kenworth facility in Minnesota City, Minn.

Dealer News CSM Companies Inc., has acquired the operating assets of the Berger Dealer Group LLC, which does business as Eastern Michigan Kenworth and Central Michigan Kenworth.

International Truck has named Terry Minor, CEO at Nashville, Tenn.-based Cumberland International Trucks as its 2017 North American Dealer of the Year.

Inland Truck Parts absorbs employees of business ravaged by disaster Inland Truck Parts & Service (ITP) announced last month its Wichita, Kan., facility has offered positions to a majority of employees from a local service center that was damaged in a fire and explosion.

Fleet Maintenance Inc., had served the Wichita market for more than 50 years before a recent disaster left 20 employees jobless. ITP has stepped up to offer positions to the displaced and is now expanding the services and offerings of its Wichita store.

“This combination solidifies our position as the leading independent service provider for the heavy-duty market in Wichita, but more importantly it allows us to extend a helping hand to people who were impacted by a tragedy,” says Greg Klein, CEO.

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General Motors has announced plans to expand its medium-duty dealership network by nearly 70 percent, from 240 to 400 locations.

TEC Equipment announces 14 of its truck sales professionals have been recognized by Volvo Trucks North America for their outstanding sales efforts and achievements as 2017 Master Sales Leaders.

AMG Peterbilt has opened an allmakes parts store in West Jefferson, Ohio.

For the tenth consecutive year, Hale Trailer Brake and Wheel has earned the top dealer award from Talbert Manufacturing.

Volvo Trucks North America announces it now has more than 100 Certified Uptime Centers in its dealer network.

Dorman HD Solutions enhances website parts search capabilities Dorman HD Solutions has added a new VIN search tool to its parts lookup website.

This new feature connects users with more than 20 VIN-specific fields including manufacturer, model year, engine, fuel type, cab type, driveline type, brake system, GVWR class and more.

According to the company, the new tool allows users to input a vehicle’s identification number and then see every Dorman HD Solutions part that would fit the vehicle.

Once a user selects a part, the website displays an image, application summary, application image and unit specs and a product description.

Haldex, Fras-le announce brake parts distribution partnership Haldex has started offering a full line of all-makes air disc brake pad repair kits for its North American customers through a joint sales and marketing partnership with Fras-le.

Haldex will market and distribute

T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

the products under its Midland brand, while Fras-le provides engineering and manufacturing. Haldex Senior Vice President of North America Sales Walt Frankiewicz called Fras-le the “perfect partner” for such a venture.

Industry Focus

The leadership team at Automotive Parts Headquarters presents its Supplier of the Year award to the BBB Industries team.

APH announces top suppliers Automotive Parts Headquarters (APH) recently honored its top supplier partners at its annual winter conference in Brainerd, Minn.

The employees of APH determine the recipients of the supplier awards. Winners included: ■ Rising Star – Arnott Inc. ■ Spirit of APH – Gates Corporation

■ North Star Award – BBB Industries ■ Outstanding Training Support – Standard Motor Products Inc. ■ Outstanding Technology Support – Gates Corporation ■ Outstanding Marketing Support – Wix Filters ■ Outstanding Sales Support – East Penn Manufacturing

■ Supplier of the Year – BBB Industries “We’re pleased to recognize our top suppliers for their outstanding support of our organization,” says Corey Bartlett, APH president and CEO. “We really appreciate the significant efforts these companies put forward to help us grow our business, and we’re delighted to once again celebrate their accomplishments.”

AxleTech announces corporate brand redesign AxleTech International is redefining its identity and position in the industry with a new name and brand mark.

Established in name in 2002, AxleTech International traces its industrial roots back 100 years as the original Rockwell International. Now known simply as AxleTech, the company says its new brand emphasizes the “tech” in its name, recognizing its focus on and investments in being a technology company that

provides advanced technology and products for heavy-duty commercial and defense applications.

“AxleTech is a technology company. Now our brand identity is catching up,” says Bill Gryzenia, CEO at AxleTech. “We have a long, rich history, but to have a successful future, we need agility and speed. We’re accomplishing this through new partnerships, expertise, solutions, thinking and technology.”

Truck Parts & Service Calendar Event information can be submitted at: www.truckpartsandservice.com/story-ideas/

March 22-25 Mid-America Trucking Show, Louisville April 4-7 HDA Truck Pride Annual Meeting, San Diego April 9-11 International Truck Parts Association Spring Meeting, Cleveland

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T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

Industry Focus

People In The News Association of Diesel Specialists moving headquarters The Association of Diesel Specialists (ADS) is relocating its operations to a new state-of-the-art headquarters facility in Gainesville, Va., a suburb of Washington, D.C. ADS will continue to be led by Executive Director David Fehling, with ADS Director of Meetings Rosemary Hall and Mexico City office manager Virginia Morett maintaining their current roles. The transition to the new location is expected to take place in April.

“The ADS board of directors is always seeking ways to advance the association,” says Fehling. “After a thorough review, the board unanimously and enthusiastically decided this move and new team will dramatically enhance the value of membership.”

Minimizer has added Brian Purcell and Mitch Hollifield as the company’s new North American regional sales Purcell managers.

Purcell will oversee the North American Western-based sales team and Hollifield the North American Eastern-based Hollifield sales team.

PurePower Technologies has named Noel Ranka as its new chief sales and marketing officer, and has appointed Greg Butler as executive vice president of operations.

Link Manufacturing has promoted Jeff Vierkant to vice president of manufacturing.

Summit Truck Group has hired Vierkant Craig Gassman as an area new truck sales director.

Jeff Sather is the new president and CEO of Freightliner Custom Chassis Corporation.

David Klaas has joined Idealease as area vice president, national accounts.

Don Johansen has joined Capital Gear to lead the company’s official launch of sales, service and distribution of Capital Gear’s premium quality remanufactured transmission and differentials in Eastern Canada.

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800-753-1050 ReycoGranning.com

Tech Updates

SAFETY RECALLS Daimler Trucks North America (DTNA) is recalling certain 2002-2017 Thomas Built Buses Saf-TLiner C2, Saf-T-Liner HDX, FS65, and Minotour school buses, equipped with Kidde Plastic-Handle or Push Button ‘Pindicator’ Fire Extinguishers. These extinguishers may become clogged, preventing the extinguisher from discharging as expected or requiring excessive force to activate the extinguisher. Additionally, in certain models, the nozzle may detach from the valve assembly with enough force that it could cause injury and also render the product inoperable. In the event of a fire, if the fire extinguisher does not function properly, it can increase the risk of injury.

The following are safety recalls issued by the National Highway Traffic Safety Administration:

that it could cause injury and also render the product inoperable. In the event of a fire, if the fire extinguisher does not function properly, it can increase the risk of injury.

may become clogged, preventing the extinguisher from discharging as expected or requiring excessive force to activate the extinguisher.

Additionally, in certain models, the nozzle may detach from the valve assembly with enough force that it could cause injury and also render the product inoperable. In the event of a fire, if the fire extinguisher does not function properly, it can increase the risk of injury.

Daimler Vans USA is recalling certain 2013 Freightliner Sprinter 2500 and 3500 and Mercedes-Benz Sprinter 2500 and 3500 vehicles. These vehicles are equipped with certain air bag inflators assembled as part of the passenger frontal air bag modules used as original equipment or replacement equipment. In the event of a crash necessitating deployment of the passenger frontal air bag, these inflators may explode due to propellant degradation occurring after long-term exposure to absolute humidity and temperature cycling. An inflator explosion may result in sharp metal fragments striking the driver or other occupants resulting in serious injury or death.

DTNA is recalling certain 2002-2017 Freightliner Cascadia, Century Class, Columbia and Coronado trucks and Western Star 4700, 4900, 5700, 5900 and 6900 trucks. These vehicles are equipped with Kidde Plastic-Handle or Push Button ‘Pindicator’ Fire Extinguishers that may Mitsubishi Fuso Truck of America is recalling cerbecome clogged, preventing the extinguisher tain 2004-2017 FE84D, FE85D, FEC52, FEC72, from discharging as expected or excessive force FEC92, FGB72, FK61F and FM657 trucks. These may be needed to activate the extinguisher. trucks are equipped with Kidde Plastic-Handle or Additionally, in certain models, the nozzle may Push Button ‘Pindicator’ Fire Extinguishers that detach from valveBottom assembly withINFO enough force Bestthe Line Line Ad_FINALProductionArt_halfpg_FINAL2.pdf 1 9/5/17

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Paccar is recalling certain 2017-2018 Kenworth T680 and T880 trucks, and Peterbilt 567 and 579 trucks, all equipped with an automated Eaton UltraShift Plus or Eaton Advantage Transmission with right hand stalk shifter. The display that indicates which transmission gear the driver selected may display incorrectly. The display can indicate ‘N’ when the shifter is set into ‘D’ or ‘R’, and as a result, the truck will not move. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 102, “Transmission Shift Lever Sequence/Starter Interlock/Transmission Braking Effect,” and number 101, “Control and Displays.”

A truck that does not move as expected can increase the risk of a crash.

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By Bill Grabarek, Online Associate Editor billgrabarek@randallreilly.com

Cover Story

Clearing the air An EPA clean-air initiative provides the aftermarket with opportunities to offer aftertreatment products and services.

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T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

I

t started out as a thorn in the side of the trucking industry about a decade ago, when the Environmental Protection Agency (EPA), in response to a memorandum from President Barack Obama, began an initiative intended to reduce greenhouse gas emissions and improve fuel economy standards.

For the trucking industry, this meant the addition of an aftertreatment system that cuts down on vehicle emissions harmful to the environment.

Despite initial pushback about the installation of aftertreatment, the system should be relatively worry-free. “Generally speaking, a healthy engine equals a healthy aftertreatment,” says David Morse, customer quality manager within the emissions solutions business at Cummins Inc. “If you take care of the engine and it’s behaving well, then your aftertreatment, for the most part, is going to [operate well],” Morse says. “Most truck owners would prefer not to have the complexity that additional components can add to their engine, whether that’s driven by legislation or other reasons. Our goal is to make them as trouble-free and invisible as possible.”

What can go wrong However, not every truck’s engine out on the road is running at optimal performance and no truck is immune to an engine malfunction that could affect the aftertreatment system, which is a sophisticated piece of equipment made up of several components, including the diesel particulate filter (DPF), diesel oxidation catalyst (DOC), selective catalytic reduction (SCR) and diesel exhaust fluid (DEF) injectors, among other parts.

Poor engine maintenance or malfunction can disrupt the aftertreatment system in several ways, according to Matt Caton, product manager, Dorman Products Inc. “Aftertreatment disruptions such as increased NOx emissions, rich or lean exhaust gas conditions, excessive carbon build-up and damage to the exhaust system will be the result of poor maintenance and component malfunctions,” Caton says. “The majority of these can be attributed to upstream failures including exhaust manifold and internal coolant leaks, EGR and turbocharger failures, leaking injectors and faulty engine management sensors.”

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Courtesy of Cummins Inc.

Cover Story

The aftertreatment system is a sophisticated piece of equipment. If the engine is properly maintained, the aftertreatment is going to perform well.

Dave Jerman, sales manager for aftertreatment parts supplier Roadwarrior, agrees, adding that in his experience the top three engine issues are turbo failures, which will soak the aftertreatment with oil; prolonged coolant leaks that will irreversibly harm the coating on DPFs and DOCs; and bad in-cylinder injectors that will cause hydrocarbon poisoning of the system.

Morse adds that excessive soot and ash can cause the DPF to fail and the NOx sensors can suffer thermal shock if a significant amount of water — while the truck is being power washed, for example — enters the tail pipe.

The good news is that “anything in the aftertreatment system is repairable or replaceable,” says John Pfennig Jr., Navistar director for global development.

If an engine malfunction damages a component, that part can be repaired or replaced; an entirely new aftertreatment system wouldn’t be required. “There was a lot of thought put into serviceability by engineers when these systems were designed,” Pfennig adds.

These factors make it all the more

lucrative to aftermarket parts and service businesses to stock aftertreatment parts to replace or repair parts and help vehicle owners maintain their systems. But to provide these services, technicians must know the ins and outs of the aftertreatment system, and that requires education and training.

Boning up on aftertreatment “Even though it’s been over 10 years since this technology has been introduced in the on-road market, there’s still a surprising lack of knowledge in the industry,” says Jerman. “Training our customers and, ultimately, the truck owners and technicians who deal with this on a daily basis is important.” To that end, Roadwarrior, which sells parts through independent distributors and dealers, frequently offers webinars and on-site instruction.

“Education is paramount. There’s definitely a thirst and need to properly train these technicians,” Jerman says.

“When we do these [presentations] we don’t just focus on Roadwarrior products, we talk about the aftertreatment as

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Cover Story a whole and give a basic understanding of how it operates and what to look for.”

Dorman Products currently is developing a series of aftertreatment videos designed to educate the counter person

and fleet maintenance manager, according to Brett Delp, product manager. The videos, available on Dorman Products’ website and YouTube channel, will cover everything from engine basics

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T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

to breaking down each component in the aftertreatment system to how they work together. The videos will be part of Dorman University segments. These segments will test customers’ knowledge covered in the videos and raise awareness on products Dorman has available for each segment in the aftertreatment system.

Aftertreatment component provider APC Automotive Technologies educates customers by providing data on how its DuraFit aftertreatment products are designed and built with the same OEMgrade components as the original first-fit equipment, according to Jason Soika, vice president of sales, DuraFit, AP Emissions Technologies, a division of APC. In addition to sell sheets, catalogs and product sales training, Denso Products and Services Americas Inc., recently introduced a series of product sales videos to highlight product features and benefits of its PowerEdge brand of DPFs and DOCs. The company also supports training events for customer sales staff.

Industry associations, such as the Association of Diesel Specialists (ADS), are providing aftertreatment information, too. For example, during last year’s annual convention, the association held a seminar that included an overview of the aftertreatment system as well as service opportunities, according to David Fehling, the association’s executive director.

For customers of Daimler Trucks North America (DTNA) new to the aftertreatment system and its maintenance, the OEM reviews with them the operator’s manual and on-board diagnostics that signal to operators whether the emission system is functioning properly. The manufacturer also offers aftertreatment system videos that show the progression of the exhaust through the DOC, DPF and SCR, as well as explain fuel dosing and DEF dosing, according to Dale Allemang, director, regional service, DTNA.

Cover Story Navistar tackles aftertreatment service training of its technicians with technical documentation, which varies by vehicle configuration; web-based training; and hands-on training, which amounts to approximately 95 percent of the time in the shop and 5 percent in the classroom, says Pfennig.

Maintaining the DPF A common maintenance requirement associated with the aftertreatment system is the cleaning of the DPF, according to Allemang. The DPF is designed to trap Courtesy of APC Automotive Technologies soot from the diesel engine exhaust and APC’s diesel category program includes emission control, aftertreatment and brake system components. eliminate fine particulates from entering the atmosphere. As the engine operates machine and then goes through an airFor Daimler, depending on the over time, soot and ash accumulate in puffing process, in which high-pressure engine, a DPF can reach its ash limit the DPF. Among other factors, the rate air is blown through the filter to clean it, between 300,000 and 800,000 miles, of soot accumulation is a function of the Pfennig says.

Allemang says. load and speed that the engine is operatAlthough baking and blowing air Cummins might suggest service at a ing, typically referred to as the duty cycle, through the filter might be more comcertain mileage, while other OEMs might he explains. mon, Allemang adds that Daimler’s recommend other maintenance interWhen the filter is not running at an preferred method is a liquid cleaning vals — it’s important for the customer to optimal level, a warning light alerts the process that results in a DPF that’s in refer to published service manuals, says driver, who has the ability to initiate an “like new” condition.

Morse. “There may be a difference in ash on-vehicle or pasSuggested DPF cleaning or service replacement intersive regeneration maintenance vals based on how the OEM wants to (regen) of the DPF. intervals can vary approach it and it’s really dependent on When regendramatically based what the OEM has determined,” he adds. erating the DPF, on myriad factors, Aftertreatment opportunities “The engine is such as the type Regardless of the intervals, at some point, preprogrammed and age of the a driver is going to need to service the to go into a mode engine, miles of DPF — or more — if something goes where it increases service, the type wrong with the vehicle that damages the temperature in of oil and how the components in the aftertreatment systhe DPF, and the vehicle is used, tem. The aftermarket industry must be heat burns off that among other ready to step in, experts say. soot,” Pfennig says. variables.

“Many trucks with aftertreatment sys“In most cases, it For example, – Dave Jerman, sales manager at Roadwarrior tems are and have been out of warranty solves the probfor a 13-liter enlem, or self-heals.” gine, Navistar lists service intervals based for many years now. This is causing an inherent need for aftermarket distribuAlthough the filter has the ability to on the type of oil used, according to tors to carry all of the latest aftertreatheal thyself, it still requires maintenance Pfennig. Using CJ4, which produces less because ash, created by oil, also gets ash, the DPF recommended service inter- ment products to keep up with their customers’ needs,” says Kevin Smith, field trapped in the filter, but doesn’t burn val is 155,000 to 250,000 miles. Using a analyst, heavy duty, Dorman Products. off in the regen cycle. Most commonly, lesser-quality CI4, the suggested interval “It is crucial for distributors and service the filter is removed to be baked in a is 125,000 to 195,000 miles.

Even though it’s been over 10 years since this technology has been introduced in the onroad market, there’s still a surprising lack of knowledge in the industry.

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Cover Story providers, alike, to stock common aftertreatment parts to make sure they can provide the same level of uptime service as a dealer would for a vehicle that is still under warranty.”

Jerman agrees that it’s essential for distributors and service providers to carry and install aftertreatment components. “If service providers continue to ignore or fall behind and aren’t in a position to troubleshoot, repair or sell this aftertreatment technology, they’ll be turning away a growing number of customers who are forced to seek out OEM dealers or independent service providers that have invested in aftertreatment technology and service,” he says.

“It means having the parts in stock, it could be DPF cleaning machines, it could be diagnostic tools, properly trained technicians, etc.,” Jerman says, adding that aftertreatment “can’t be ignored because it’s such a major part of the engine now and can result in engine shutdown if not addressed properly.”

Granted, DPF cleaning is a common service, but it requires sizable overhead investment. The equipment to bake and inject air into a DPF, along with a sufficient air compressor, could cost $125,000 to $150,000, Pfennig says. “So, you have to be in a market where you’re going to be doing a lot of these.”

When a vehicle requires service to its aftertreatment system, depending on the

Many trucks with aftertreatment systems are and have been out of warranty for many years now. This is causing an inherent need for aftermarket distributors to carry all of the latest aftertreatment products to keep up with their customers’ needs.

– Kevin Smith, field analyst, heavy duty at Dorman Products

circumstances, a driver begins considering the possible down time associated with a part receiving maintenance, getting repaired or being replaced.

Down time is difficult to determine, according to Pfennig. If the aftertreatment is serviced by exchanging components, the vehicle would be out of commission approximately four hours.

If a driver is in the shop to get his DPF cleaned, for instance, the amount of time would depend on how dirty the filter is and whether there are other issues with the system.

Using the DPF as an example, the driver has the option of having the filter cleaned, replaced with a remanufactured filter or fitted with a new one. If the driver opts to replace the part and get back on the road, the decision becomes whether to buy new or remanufactured.

It should be noted there are two schools of thought regarding new aftertreatment parts versus usually less expensive reman. New parts providers say remans are risky because you don’t know how many miles they have on them, how they’ve been cleaned or how many times.

Meanwhile, OEMs contend their remans are thoroughly cleaned, fully inspected, meet strict standards, are warrantied and will perform like new.

The future is bright Courtesy of Roadwarrior

The selective catalytic reduction (background), diesel particulate filter (bottom left) and diesel oxidation catalyst are some of the aftertreatment components available on the aftermarket.

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The opportunity for distributors and service providers is growing every year as more trucks equipped with aftertreatment systems enter the market,

T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

according to Soika. “The replacement and service of aftertreatment components has become one of the highest maintenance expenses incurred by fleets,” he says, citing a recent fleet study by the American Transportation Research Institute (ATRI) indicating maintenance and repair constitutes 19 percent of average marginal cost per mile, following only fuel and driver wages in terms of operational cost.

Fehling also urges aftermarket parts and service providers to get in the aftertreatment game. “There is a [current] demand for these products. By carrying replacement parts, they’re able to satisfy customer need,” he says.

For example, aftermarket unit sales of DPFs for Class 6-8 vehicles, alone, are expected to grow 90 percent from 2014 to 2019, according to MacKay & Company.

“There’s definitely a need for [aftertreatment] products, Jerman says. “The demand has been very good. [Roadwarrior has] seen good growth year over year.”

Denso is seeing increased demand for aftermarket DPFs and DOCs as more Class 8 trucks reach the “sweet spot” after OEM warranties expire, says Frank Jenkins, senior manager, commercial and heavy-duty division, Denso products and services, Americas.

“More and more fleets are looking for solutions … and need quality aftermarket options,” Jenkins says. “Service shops are starting to realize this as a major profit center.”

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Operations

Partnering toward profit The importance of teamwork when managing a company’s finances

T

here is a jack of all trades quality to most aftermarket business leaders.

Take a look at your closest colleagues and competitors. Some grew up in the aftermarket, worked in the family business and went to school to prepare for what they do today. Others started at entry-level positions — working as techs, loading trucks — and were so good at that first job they soon found themselves climbing upward into a career. Others still entered the aftermarket more haphazardly, through personal relationships, business transactions or simply applying for a job while having little idea about the truck parts industry.

The aftermarket is a business where

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confidence, competency and enthusiasm go a long way. Not every leader is cut from the same cloth, and the aftermarket proves there is no background from which a determined entrepreneur cannot succeed.

And yet, in a business this unique and challenging, good aftermarket leadership also requires a willingness to learn, and the foresight to acknowledge it’s impossible to know it all.

This is especially true when it comes to handling the financial side of an operation. What makes a business popular doesn’t necessarily make it profitable; good leadership does not always equate to good management.

Running a healthy, lucrative business

T R U C K PA R T S & S E R V I C E | M a r c h 2 0 1 8

requires a level of financial expertise that can’t always be learned on the job. For business owners and executives lacking formal finance and accounting training, the path to long-term profitability requires partnership and collaboration.

No good business is run alone.

Assistance is available for leaders willing to search for it.

Bill Nolan was a certified public accountant before entering the aftermarket and relies on that experience every day as president at PBS Truck Parts. But Nolan also knows his experience is unique in this industry, which is why he advises friends and colleagues who lack his background to seek help anywhere they can.

“It’s unfortunate how many great

Operations much financial data as possible can help toward a sustainable business and profitprovide supplemental information to able future. complement balance sheets and monthly This report can be produced and income statements. completed in many ways. The key is “Financial reports are great sources to the new associate be given the time and understand the details or trends of your resources necessary to study a business’s business. It is the ultimate report card recent financial statements and uncover and health check,” says Dave Olsen, CEO if any errors were made, as well as to at TransAxle. “You better understand want to make sure the revenue, exyou’re always lookpenses and income ing at the most trends within the up-to-date and business. relevant informaOnce comtion you can.” plete, this internal Once an acaudit immedicounting partner is ately should be rebrought onboard, viewed by its preit’s time to open parer and anyone the books. among company New accounting leadership deemed associates should essential to the – Bill Nolan, president at PBS Truck Parts be provided full discussion. access to a company’s financial records, The accountant who completes the including past income statements, balreport should lead and identify any ance sheets and a quick tutorial as to instances in which his research and how each document was produced (by calculations differed from the informadepartment, location, etc.). From there, tion initially provided (or assumptions the associate(s) should be allowed time held) by the company’s executives. to study and evaluate the records to Each of these inconsistencies should be confirm the health and solvency of the discussed openly in an effort to eliminate business. any confusion between the parties and This can be a tough step for many educate the accountant on how previous business owners. Ceding ownership of computations were made. A successone’s finances, especially in cases where ful balance sheet or income statement only a few people have been privy to such produced from this undertaking isn’t one information, doesn’t come naturally. It’s that shows huge revenue totals or profit why the selection of a proper partner margins, but one with few discrepancies. in the previous step is so important. An Other business resources can be useful accountant cannot be expected to accuduring these discussions as well. rately evaluate a business without access Dave Barr, senior product manager at to all of the data available, and a business Karmak, says his company’s Fusion manowner should not hire an accounting agement system was built with a “focus party he does not believe qualified to on data analysis” that enables users to honestly assess the operation. drill down into invoice, purchasing and Trust must exist between both parties. transaction records within their busiAnd when it does, an internal audit and ness to better understand their financial financial status report is the first step status.

It’s unfortunate how many great entrepreneurial businesses have left this market because they didn’t know enough about their finances or their operation.

entrepreneurial businesses have left this market because they didn’t know enough about their finances or their operation,” he says.

Hiring an accountant or an accounting firm to oversee a company’s finances is the best way to bring expertise into one’s operation. Hiring directly into a business is advantageous but not necessary and, depending on a company’s size and needs, partnering with an outside accounting firm may sometimes be preferred. What is important is that the firm or person hired will provide analysis and education in addition to their expected fiscal responsibilities.

Additionally, ensuring one’s business management software is tracking as

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Operations “It’s been set up as a one-stop shop for accounting and reporting,” Barr says.

“We have very large dealerships and we have smaller repair shops using it, and it’s been built to work for both of them.”

Any review period also should double as the first of many educational conversations between the parties. Nolan says aftermarket business leaders should ask as many questions as possible when discussing their businesses with their Strong accounting practices help strengthen aftermarket operations and can improve the likelihood of accountants, especially when problems long-term business success. arise.

“It’s kind of like going to the doctor,” service providers and commercial truck way and accounting was recording it difhe says. “If the doctor tells you your life dealerships to streamline cash flow and ferently, but that they’ve both been doing is on the line, you’re not just going to sit “eliminate the headache of managing it for so long that no one realized it was there. You’re going to start asking quesreceivables so you can focus on growwrong,” he says. tions until you understand what is going ing your company,” says Steve Williams, It’s also important to note not every on, and what you can do about it.” senior vice president and national sales suggestion or proposed change from an Good financial advisers should manager. accountant will be, or should be, met welcome such curiosity and use these “Imagine if everyone paid you by with universal acclaim. In the way some instances to explain areas where a comcredit card. How would your business business leaders aren’t financial experts, pany’s financial standing can be imchange?” he says. most accountants aren’t pros in the proved. Whether That’s effectiveaftermarket. suggesting revenue ly what Interstate “You cannot let your accountant generation or Billing does. By run your business,” says Nolan. “Your cost-cutting meataking on the reaccounting books are an insight to your sures, accountants sponsibility of one past. They are not always a good predicshould speak of the most tiretor of the future.” freely and openly some and laborThat’s where an aftermarket leader’s about their discovintensive aspects of industry expertise and diverse compleeries, and use the running a business, ment of skills come in handy. data they have on Interstate Billing “It’s like a football coach going [into hand to back their customers achieve the locker room] at halftime,” adds No– Dave Olsen, CEO at TransAxle claims. an optimal revenue lan. “Once he knows what hasn’t worked, In cases where great suggestions come stream that helps simplify all other ashe has to think about what might work.” as a surprise, business leaders should be pects of their corporate accounting.

When making future business projecthankful, not discouraged that they had And sometimes simplification is all it tions, Olsen says he tends to focus on a not uncovered it. Running a successful takes to turn a business around. financial break even analysis that includes aftermarket operation is an exhaustive Barr says Karmak has brought on the numbers, the risks and the probability job; an insightful accounting partnership customers in the past who, when finally of success for a given initiative. Additioncan be a huge advantage. viewing their financial records in a clear ally, when considering a new market or Interstate Billing has served the and detailed manner, uncovered accoverage area, TransAxle sometimes refers trucking industry in this capacity as counting mistakes that had been plaguto prior expansions to estimate expenses, a value-added partner for more than ing their businesses for years. but ultimately develops a new pro forma three decades. As an accounts receiv“[Customers] found out they weren’t statement each time. able management firm, Interstate Billing doing something right, or that one “Each circumstance is going to be difworks with independent distributors, department was doing something one ferent,” Olsen says.

Financial reports are great sources to understand the details or trends of your business. It is the ultimate report card and health check.bbb

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Marketplace

The Buzz The five hottest products as determined by readers of truckpartsandservice.com

Infrared cameraequipped framecorrection tool Bee Line Company introduces its OM8000 optical frame correction system.

Bee Line says the system features a single infrared camera that captures the initial conditions of a damaged frame, allowing the operator to determine what corrective measures need to be taken. The camera, which has a self-contained light source for accuracy, connects with retro-reflective targets mounted with self-centering frame gauges that accurately represent vehicle conditions.

The system is capable of accurate initial condition reporting, dynamic tracking of adjustments as they are made and final condition reporting relative to appropriate specification allowances.

Trailer accessories line debuts Dayton Parts introduces a new line of trailer accessories to complement its current trailer component offering.

Dayton Parts says the new line of accessories includes coiled air, power cables, pogo sticks, glad hands and tire inflation components. Accompanying the launch is a new trailer products catalog, publication 233-2018. Stock is immediately available at all Dayton Parts facilities, the company says.

Assorted hose, gasket, spring products NEWSTAR has released a new group of air, engine, suspension and drivetrain components.

The products include a 4-in-1 electric and air hose that is 3/8 in. in diameter and 15 ft. long, an air spring that is 15 in. when extended and 5.5 in. when compressed, a clutch rod end with a male thread for Peterbilt trucks, and an EGR gasket that fits Mercedes MBE906 engine models.

Axle gear sets

New emission, aftertreatment parts

Meritor introduces a new line of high-quality aftermarket gear sets for Meritor 145 and 160 series axles.

The new line, built to Meritor product specifications and validated through extensive axle dynamometer testing to ensure better gear mesh, smooth operation and durability, includes ring gear and drive pinion sets; main differential sets with differential pinions and side gears; and inter-axle differential sets with helical gears, differential pinions and side gears.

The gear sets are covered by a two-year warranty, the company says.

Dorman HD Solutions introduces a new crop of engine, emission and aftertreatment parts to its former dealer-only heavy-duty product offering.

The new parts include more than 40 diesel particulate filters (DPF), 10 exhaust pipe bellows, more than five each diesel oxidation catalysts (DOC) and nitrous oxide (NOx) sensors and coolant pump motion sensors. Dorman says both sensors are HD Exclusive products, and the DPF and DOC are 100 percent new with no core charge. The products fit various Freightliner, Kenworth and Cummins engines, as well as Kenworth and Peterbilt trucks.

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Marketplace

Expanded air disc brake and friction product lines Bendix says its highest-performing air disc brake (ADB) friction is now available for use on all new and aftermarket tractor and trailer applications.

The Bendix BX276 ADB pad, engineered in conjunction with the Bendix ADB22X-LT trailer-specific ADB, can be used as replacement friction for ADB22X and ADB22X-LT ADB systems on both tractors and trailers.

Bendix also introduces BA203, a 20,000-lb. friction suitable for most line haul applications, according to the company.

Off The Line Spotlighting a new OEM innovation

Electrical connector seal product Penray introduces Connector Seal 7015, a product developed to help protect electrical connectors operating in harsh work environments.

According to Penray, Connector Seal 7015 is designed to spray onto assembled electrical connectors and form a flexible yet durable protective seal that keeps out water, road salt and other debris, while protecting the electrical connectors within. Penray Connector Seal is 50-state compliant and available in 10-oz. aerosol cans.

International debuts mid-range vocational tractor International Truck in late January released its HV Series MidRange Diesel. The announcement followed last fall’s introduction of the first models of the International HV Series, the HV513 and HV613.

“The HV Series raises the bar for vocational trucks and it is designed to meet the grueling demands of vocational applications,” says Mark Stasell, vice president, Vocational Truck Business. “The HV Series is a smart solution for our customers in the business of doing serious work, and the new HV507 and HV607 models demonstrate our continued commitment to the vocational segment and broaden our products specific to the concrete industry.”

The HV507 and HV607 models are powered by a choice of the Cummins B6.7 or L9 engines and have a 107 in. BBC dimension, which makes them shorter than the HV513 and HV613 models they complement. Navistar says the HV507 and HV607 models are available to order from dealers today.

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Gas-charged shock absorbers Tenneco is introducing U.S.-manufactured, gas-charged Monroe Magnum shock absorbers to the North American commercial vehicle market.

The shock absorbers feature a large-diameter nitrocarburized rod that provides improved compression control and side-load strength; PTFE-coated rod guide bearing that increases durability by minimizing friction between the rod and rod guide; robust hydraulic lock-out design that helps prevent over-extension of the suspension; larger diameter piston to provide greater tuning precision for each vehicle application; and Tenneco’s latest, advanced shouldered bushing design, where applicable, which helps prevent bushing extrusion and related concerns, according to the company.

Marketplace

Battery charger CTEK introduces the MULTI US 7002 battery charger.

Designed to handle a broad range of batteries, from 14 Ah to 150 Ah, the MULTI US 7002 can also maintain larger batteries up to 225 Ah. CTEK says the charger has a “supply� mode for up to 7A of support during vehicle servicing work or as a secure 12-volt power source if the battery needs to be disconnected from the vehicle.

Heavy-duty securement straps Kinedyne debuts its K-Force and Rhino Max ultra-heavy-duty load securement straps.

The winch straps for both lines have a working load limit of 6,670 lb., 23 percent greater than the current industry standard of 5,400 lb. The ratchet straps for both lines have a working load limit of 4,000 lb., 20 percent greater than the current industry standard of 3,335 lb. The K-Force logistics strap has a working load limit of 1,500 lb., 50 percent greater than the traditional 1,000-lb. rating.

Kinedyne adds the Rhino Max straps are coated with an abrasion-resistant chemical coating designed to withstand severe-duty environments.

Brake wear indicator tool Hendrickson Trailer Commercial Vehicle Systems introduces its new air disc brake wear indicator tool.

This convenient, patent-pending tool allows maintenance personnel to check brake pad and rotor thickness without removing the wheel or the brake pads from the caliper, the company says.

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Marketplace

Budget parts brand released WABCO introduces ProVia, a differentiating budget spare parts brand.

WABCO says ProVia parts are specifically engineered to provide reliable performance and

are manufactured to industry-leading standards. ProVia helps customers to bridge the gap between parts of questionable origin and premium aftermarket parts, striking a powerful balance between safety, reliability and cost, the company says.

Filter for Cummins engines Luber-finer introduces the LFP9001XL, an upgraded oil filter designed for the Cummins ISX engine.

The XL (Extended Life) version of Luber-finer’s LFP9001 provides 100 percent greater efficiency at removing particulate at 5 microns and 45 percent more capacity to capture harmful particulate compared to competitive standard oil filters, the company says.

Dielectric grease line Truck-Lite has released its nano family of dielectric products.

Truck-Lite says the nano series includes nanoSeal, which is available in spray and gel applications for use in lighting, battery and engine assemblies, and nanoShell, which is a paint-on enamel, perfect for protecting battery terminals and other contact points.

Truck-Lite says nanoSeal is available in 8- and 32-oz. cans, 1-, 2- and 5-oz. tubes, 14-oz. cartridge, 14-oz. spray bottle and 64-oz. spray refill. nanoShell enamel is available in a 12-oz. can with included brush applicator.

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Harman HVS 2017 Distributor of the Year

Truck Parts & Service needs your help to honor the top distributors in the heavy-duty aftermarket.

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