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2018 DOTY finalists Royal Truck and Trailer, Wofford Truck Parts

Logging your customers’ challenges WHAT THE AFTERMARKET SHOULD KNOW ABOUT ELDS NOVEMBER 2018 |

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Sales potential of tire inflation 18 systems

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Volume 54 | Number 11 | November 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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Understanding the ELD rule

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Features 18 Business opportunities in tire inflation 23 Distributor of the Year finalist: Royal Truck and Trailer 24 Distributor of the Year finalist: Wofford Truck Parts

Departments 1 2 6 11

Editorial Staff Editorials Industry Focus Tech Updates

25 Marketplace 31 Classified Ads 32 Advertisers’ Index

ONLINE RESOURCES Visit us online to browse the latest industry news and products, the Buyers’ Guide and industry white papers and technical data at

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Product Categories Editorial | Lucas Deal

The threat is real

By Lucas Deal, Editor lucasdeal@randallreilly.com

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ne of my favorite questions to ask all Truck Parts & Service Distributor of the Year and Successful Dealer Award finalists is: What is the biggest challenge facing your business and how are you working to solve it?

I love this question for a number of reasons. It requires introspection from the responder; it lends itself to a complex answer; it elicits a broad list of industry challenges; and it shows that no two aftermarket or dealer operations are the same. Even in cases where multiple responders give the same issue — such as employee recruitment and retention — as their top challenge, everyone seems to be using a different strategy to deal with it.

I think that’s great. I freely admit I’m a strong believer in best practices and write about them in this magazine a lot; but, best practices are not required practices.

Every aftermarket and dealer business is different and how business leaders choose to organize and address their challenges should be defined by their operation and their operation alone.

It is with this in mind that I must state I would never claim to know more about your businesses than you do, but I would like to proffer a suggestion: Please add cybersecurity to your business challenge to-do list.

Once it’s on your list, how you manage it is up to you. I only want to make sure everyone is aware of how important cybersecurity is for businesses today.

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If you read Bill’s feature on cybersecurity in our September issue — and I hope you did, because it was fantastic — you should understand how vulnerable your business may be. If you didn’t, here’s a quick recap: Small businesses are huge targets for hackers and cyberattacks.

When it comes to cybersecurity, it’s easy to talk yourself out of feeling vulnerable.

When it comes to cybersecurity, it’s easy to talk yourself out of feeling vulnerable. It’s easy to tell yourself hackers would prefer to infiltrate large corporations and governments, stealing secrets and private information that can be ransomed for millions of dollars. At least, that’s what movies have taught us.

In reality, it is precisely because your business is not a global corporation that hackers want to come after you, says Erik Nachbahr, president at Helion Trucking Technologies.

You’re an easy target, he says.

During a presentation at last month’s National Trailer Dealers Association Convention, Nachbahr told attendees hackers prey on small businesses using older, antiquated Internet security

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systems that can be defeated easily.

These hackers don’t want your data for any business reason — they’re not looking to steal your customer information to build their own distribution business down the block — they want to steal it so they can withhold it from you.

“But it’s my data. I already have it,” you’re thinking. Indeed, you do. Today.

That’s not always the case once you’ve been hacked. Nachbahr says one common small-business cyberattack is where hackers access a company’s computer system and lock out the business, holding its own data hostage and demanding a ransom from the business for the safe return of its information. Another equally damaging scheme involves hackers accessing a company’s financial records, discovering transactional data and then posing as a reputable executive, supplier or customer and requesting payment for duplicated or fictitious invoices.

Nachbahr says in both instances the small business is likely unaware of the security breach until the hack reaches its final stages.

I find that absolutely terrifying. He’s saying hackers slip into your business at any time and wait for the perfect moment to steal your data, money or both.

The good news is cybersecurity is big business; there are hundreds of solutions available to reduce your cyber vulnerability.

So, please, do me a favor and add this to your to-do list. Don’t turn my favorite question into a cautionary tale.

Editorial | MacKay & Company

Don’t Forget Trailers

By John Blodgett MacKay & Company

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t MacKay & Company, we spend a lot of time focused on the aftermarket, sizing and profiling the annual demand for replacement parts used on trucks, buses and trailers.

This is all based primarily on surveying thousands of fleet owners and maintenance managers each year. Class 8 tends to get most of the interest from our clients because nearly 70 percent of the aftermarket demand for parts in the Class 6-8 truck and trailer market comes from Class 8 trucks, so it should get most of the attention.

The reality is that trailers represent only 7 percent of the total aftermarket parts demand (29 percent of tire aftermarket demand) but even at that low percentage, aftermarket operations should not overlook the opportunity.

Most of your customers who have trucks have trailers and if you can service and/or offer parts for both their trucks and trailers, you are one up on those that can’t. Though many of you reading this probably already do provide trailer parts as there are some truck parts that fit on trailers.

Consider expanding your offerings to the more unique trailer parts to further differentiate your company.

The aforementioned 7 percent of the aftermarket does not include parts related to walls and flooring, straps

and the refrigeration units on trailers.

It is primarily chassis and below parts, so there is an even bigger opportunity than that 7 percent. A growing product area is aerodynamic parts on trailers, as well as sensors.

Half of the units in the operating population are trailers and container chassis.

The current demand for increased freight capacity, the focus on less downtime (or more uptime, depending on how you define it) and the potential grounding of a trailer due to not meeting CSA requirements all make it more important to keep the

trailers up and running.

Let’s also not forget container chassis, another opportunity for parts and service providers. I have been told some container chassis now have air bags and radial tires to make sure they stay in service and better protect loads from damage.

(This information is anecdotal and has not be confirmed by the writer — I may have dreamt it.)

Half of the units in the operating population are trailers and container chassis. Don’t ignore them just because they don’t have engines and powertrains. Do you have space for trailers at your facility? Our research indicates that 70 percent of the parts replaced on a trailer are completed by the fleet that owns the trailer so it would be to your advantage if you have the space to work on their trailers.

Fleets are struggling to find people to work in their shops (like everybody) and maybe taking part of the load off their hands, like trailers, would help and put you in position to potentially take on service work (which means parts sales) for their power units.

Consider trailers a door opener — a stepping stone if you will.

Obviously, this is just a temporary opportunity until drones take over everything. You can read about that in Drones Parts & Service magazine.

John Blodgett has worked for MacKay & Company for more than 20 years and is currently vice president of sales and marketing, responsible for client contact for single- and multi-client projects. He can be reached at john.blodgett@mackayco.com.

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Industry Focus

Dealer News Penske Truck Leasing has opened a 14,400 sq.ft. facility in Tallahassee, Fla. West Michigan International/K&R Truck Sales has acquired the operating assets of Capital City International in Lansing, Mich.

Bruckner Truck Sales has acquired Advanced Onsite Service LLC, a truck, trailer and mobile service business headquartered in Pineville, La.

Four Star Freightliner, led by dealer principal Jerry Kocan, was named the recipient of the 2018 Successful Dealer Award. The award was presented by Successful Dealer Editor Lucas Deal with sponsor representation from Automann, Premium 2000/National Truck Protection and Interstate Billing at the 2018 Randall Reilly R-Squared Marketing Summit in Tuscaloosa, Ala., last month.

PennFleet named top regional entrepreneur

Aftermarket sales index on the rise Commercial Motor Vehicle Consulting (CMVC) released its newest Parts Aftermarket Leading Retail Sales Indicator (PLI) report.

According to CMVC, the PLI increased 0.6 percent in August from July and is up 7.3 percent year-over-year.

CMVC states August’s increase is the 14th in a row.

“PLI is signaling the growth rate of parts aftermarket sales will strengthen in the coming months as the truck population is operating at high utilization rates, implying trucks are depreciating at normal rates and new truck sales are above replacement demand volumes, resulting in an expansion of truck population,” says Chris Brady, CMVC president.

“Accelerating parts aftermarket retail sales will strengthen output from parts manufacturers, as parts orders from the channels of distribution reflect expanding sales and a building of parts inventory levels in response to higher parts sales,” Brady says.

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PennFleet Corp. has been named a recipient of the 2018 Philadelphia 100 Award, presented by the Entrepreneur’s Forum of Greater Philadelphia, and the Soaring 76 Award, presented by the Philadelphia Business Journal.

Since opening in 2004, PennFleet has grown from six employees and one small location to more than 30 employees in two locations in Boothwyn and Conshohocken, Pa. Newer headquarters in Boothwyn house offices and nearly 20,000 sq. ft. of repair shop.

“PennFleet was founded on the belief that excellence is achieved through innovation, financial responsibility and respect for our natural environment,” says Jim Kolea, president. “We are delighted to join 75 other distinguished companies as part of the 2018 Soaring 76, and we look forward to continued growth and community involvement through our support of local, national and global non-profit charitable organizations.”

D&W Diesel grows west D&W Diesel, headquartered in Auburn, N.Y., has added a new location in Denver.

The company says Denver’s explosive growth in the construction and infrastructure markets supports D&W’s expansion into this region. Components for heavy-duty and off-highway equipment are in high demand in the Rocky Mountain region, the company says.

“With the opening of our Denver warehouse, we are now providing our customers in the western parts of the country more convenient access to our wide array of products and services,” says D&W Vice President Jim Cummings.

Industry Focus

Bendix acquires ProSteering Bendix Commercial Vehicle Systems has signed a definitive agreement to acquire the ProSteering business of JM Engineered Products, a remanufacturer of all-makes power steering systems for the North American commercial vehicle market.

Upon closing, the transaction will incorporate the ProSteering brand’s products, manufacturing operations and its sales and service operations into Bendix’s steering business and remanufacturing unit. Complete integration is expected to take six to 12 months, Bendix says.

“With the addition of these top-line products to our lineup, the aftermarket channel will be able to turn to Bendix as a one-stop destination for an even wider range of high-quality products,” says Scott Burkhart, Bendix vice president of sales, marketing and business development.

TruckPro announces acquisition TruckPro has acquired the assets of Hobbs Spring & Suspension, which specializes in heavy-duty truck and trailer parts and accessories as well as complete suspension and brake services.

Owners Mark and Christy Gainer have served the Hobbs, N.M., community since 2000 and have built a company with a reputation for truck parts knowledge, quality parts and dependable service, TruckPro says.

“We are thrilled to join forces with Hobbs Spring & Suspension and expand our presence in southeastern New Mexico and we welcome our new associates to the TruckPro family,” says TruckPro CEO Chuck Broadus. “With similar cultures that focus on providing superior customer service, this combination is a great fit and we are very optimistic about our future together.”

HD Repair Forum announces 2019 event schedule The HD Repair Forum will host its second annual conference for the heavy-duty collision repair industry April 2-3, 2019, in Fort Worth, Texas.

“The inaugural HD Repair Forum was a success. Our goal was to bring the decision makers and influencers of the industry together with the hope of helping drive improvement for all industry stakeholders,” says Brian Nessen, HD Repair Forum co-founder. “As evidenced by the list of attendees and the level of engagement, the forum clearly fills the need. Attendees were able to share, learn and network with the leadership in the heavy-duty collision repair industry.”

People In The News Vehicle Service Group has named Kirk Dawson vice president and general manager —— The Americas.

TRC Reman has added Marty O’Neill to its sales team.

Dawson VMAC has hired Barry Fitzgerald as the company’s engineering manager.

The Commercial Vehicle Solutions Network recently installed three new directors to its board. The Fitzgerald new distributor directors installed are Mark Sumka, Fleet Brake Parts and Service; and Mike Callison Jr., Midwest Wheel Companies. The new supplier director is Mark Owen, Haldex.

Steve Handschuh has retired as president and CEO of the Motor & Equipment Manufacturers Association.

HDA Truck Pride has appointed John Lurz director of information technology.

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Procede Software has promoted Eric Fortin to director of product strategy.

Bergstrom has appointed Mike Aldred national sales manager for its Bergstrom Fortin Standard Products division.

Lumileds has appointed Chris McPhedran national sales manager for Canada.

Noregon announced John Harrison has joined the company as vice president McPhedran of sales.

The National Trailer Dealers Association has named John Princing, president of Scientific Brake & Equipment, as chairman of its board of directors.

Peerless Electronics has appointed Todd Schlott Schlott industrial sales manager.

Lubrication Specialties has named Eric Trimble marketing coordinator.

Dayco Products has appointed John Kinnick executive vice president of U.S. aftermarket.

Trimble Crossroads Equipment Lease and Finance has named Jim Kachidurian executive vice president, business development.

Mitsubishi Fuso Truck of America has appointed Michael Vittese dealer Vittese business manager and named Gina Harlan as its new chief financial officer.

Navistar announces Kevin M. Sheehan has been named to its board of directors.

Midwest Wheel Companies has announced Don Reimondo and Shawn Pitts as recipients of its 25th Annual Don Shoemaker/Scott Wilson Sales Professional of the Year Award.

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Industry Focus

Updated ordering portal from Midwest Truck & Auto Parts Midwest Truck & Auto Parts has upgraded its EZ Link online ordering system.

The company says the updated portal enables registered distributors to search or browse tens of thousands of parts and check inventory in real time. The new EZ Link also is much more mobile friendly, providing even more flexibility for customers, the company adds.

“We are dedicated to delivering exceptional service to all of our distributors. This release of the EZ Link portal provides our customers with a new level of control over ordering, availability, order status and invoicing,” says Mark Chudacoff, president of Midwest Truck & Auto Parts.

FedEx tech wins national title

Cook Brothers celebrates centennial anniversary Cook Brothers Truck Parts is celebrating its 100-year anniversary in 2018.

Cook Brothers Truck Parts was founded in 1918 after Everett D. Cook joined forces with the Brockway family in 1918, establishing Binghamton Brockway — bringing a Brockway Truck dealership to the Binghamton market.

Once he was old enough to join the company, Everett’s son, Henry Cook Sr., became a lead truck mechanic and helped the business survive through the tumultuous 1930s. The company is now led by President Henry Cook Sr., with Robert Seyerlein and Michael Venuti also serving in key executive roles.

Throughout the years, the management team at Cook Brothers has strived to be the one-stop shop for the trucking industry. “‘For all your truck parts needs’ has been the company slogan and serves as a reminder to all our employees why we are all here,” the company says.

FedEx Freight Technician Phillip Pinter of Ida, Mich., earned the top prize of grand champion at the 2018 ATA Technology & Maintenance Council (TMC) 2018 National Technician Skills Competition — TMCSuperTech.

Pinter bested 95 other finalists in the TMCSuperTech heavy-duty division to claim the title. Ferris State University student technician Ian Partak won the TMCFutureTech National Student Technician Competition sponsored by the TechForce Foundation. Travel Centers of America technician Michael Kerfoot placed first in the competition’s trailer track and FedEx Freight’s Troy Rispoli claimed the first-ever title in the light- and medium-duty vehicle competition.

“The competitors at TMCSuperTech and TMCFutureTech are a shining example of professional excellence for our entire industry,” says ATA President and CEO Chris Spear.

FedEx Freight continued its dominance of the TMCSuperTech Team competition, claiming its sixth consecutive title.

Global commercial vehicle market shows strong growth rate The global commercial vehicles market size is expected to reach $2.27 trillion by 2025, according to a study released last month and conducted by Grand View Research Inc. Grand View Research writes the market is projected to expand at a compound annual growth rate of 7.1 percent during the forecast period. Increased

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urbanization, coupled with rising spending on infrastructure development in emerging economies such as China, India and Turkey, are expected to drive the market over the forecast period.

In addition, increasing penetration of electric commercial vehicles also is anticipated to contribute toward market expansion over the coming years. Adoption

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of electric vehicles is primarily driven by the need to meet emission reduction standards and regulations enforced by government bodies worldwide.

Grand View Research states commercial vehicle telematics is another trend that is gaining traction and is anticipated to have a positive impact on the market over the forecast period.

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Industry Focus

Dickinson Fleet Services expands in Florida Dickinson Fleet Services has acquired Fleet Technology & Maintenance Corporation and Truck City Body Company.

Dickinson Fleet Services, along with majority shareholder Ridgemont Equity Partners, say these acquisitions continue Dickinson’s rapid growth trajectory and further solidifying the company’s position in the south Florida fleet services market.

“We are very excited to have the opportunity to expand our service offering in the south Florida market,” says Ted Coltrain and Mike Dickinson, executive officers in a joint statement on behalf of Dickinson Fleet Services. “Since entering this market eight years ago, we have recognized Fleet Technology & Maintenance Corporation as being an outstanding provider with a strong reputation for providing exceptional service.”

Karmak, MOTOR announce FleetCross integration Karmak has partnered with MOTOR Information Systems to bring its clients FleetCross.

According to the companies, the integration enables all users to access FleetCross to find equivalent parts for their customers quickly and easily without switching to another application, and then return the selected part to their Fusion workflow without having to manually key part numbers. Karmak clients using this integration no longer need to shuffle through finding parts information across all makes and manufacturers, the company says.

“We’re very excited about this integration. The partnership between MOTOR and Karmak will give users broader access to the FleetCross database, all without having to leave the Fusion application,” says John Lebel, director of strategic partnerships for Karmak.

VIPAR Heavy Duty partners with strategic planning firm VIPAR Heavy Duty has formed an exclusive relationship and memorandum of understanding in the U.S. with Falcon Affiliates.

The relationship will provide VIPAR Heavy Duty stockholders with an experienced, growthoriented partner that can support stockholders’ long-term growth, succession plans and exit strategies, according to an announcement. Falcon’s expertise spans capital expansion and investment, management development, strategic planning, operational improvement, mergers and acquisitions and exit strategies.

“VIPAR stands by its stockholders for the entirety of their business, providing an array of options so owners don’t think the only interested buyers are the ‘big box companies,’” says Chris Baer, VIPAR Heavy Duty president and CEO.

Data standards product takes step forward HDDA: Heavy Duty continues to move forward on the development of heavy-duty product data standards by announcing the launch of four additional categories to generate product attribute definitions. This brings the project’s total categories completed or in progress to nine of the initial 20.

The new categories that entered the research phase last month include: Axles – Driven, Front Steering; Charging System; Ignition System; and Exhaust System.

Each manufacturer participating in a product category is asked to submit the attributes of their products they currently provide to the heavy-duty supply chain in order for their parts to be properly matched to a repair and sold. Attributes include details from brand to measurement information, green materials labeling, and other critical details a customer needs to identify the correct replacement part.

“The adoption of heavy-duty product information standards will enable the aftermarket to generate new sales opportunities,” says Sheila Andrews, director of HDDA and Heavy Duty Markets for the Auto Care Association.

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CVSN adds Canadian member The Commercial Vehicle Solutions Network (CVSN) has added ULT Powertrain.

ULT Powertrain currently has three branch locations in Mississauga and Ottawa, Ontario — the former recently located into a larger facility — and Moncton, New Brunswick.

“It is a no brainer; all warehouse distributors and manufacturers should be involved with CVSN,” says Honorio ‘Mario’ Oliveira, president at ULT Powertrain.

“Especially with all the great things that the association does.”

Tech Updates

SAFETY RECALLS Daimler Trucks North America (DTNA) is recalling certain 2016-2019 Freightliner Custom Chassis Corporation XBR, XBS, XCR, XCM, XCL and XCS recreation vehicle chassis. The rear mounted Power Distribution Module may have been damaged during manufacturing, possibly resulting in the rear marker lights, brake lights or turn signals not functioning. Non-functioning lights can increase the risk of a crash.

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

Trail King Industries is recalling certain 20162018 Trail King ACS and AACS trailers with aluminum cross members over the suspension. The aluminum cross members may crack in the welded

DTNA is recalling certain 2019 Freightliner 108SD, 114SD, 122SD and Business Class M2 trucks and Western Star 4700 and 4900 trucks, equipped with certain Bridgestone M854 tires with date codes 2418-2518, Bridgestone M860A tires with date code 2518 and Bridgestone M864 tires with date codes 2318-2418, all of size 425/65R22.5. The sidewall steel body cords may be exposed, which can cause unexpected, rapid air loss during use. Rapid air loss can increase the risk of a crash.

Micro Bird is recalling certain 2018 Micro Bird MBII school buses equipped with certain NextGen School Bus seats with Integrated Child Restraint Systems. These seats may be missing a warning label on the lower restraint strap. As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 213, “Child Restraint Systems.” Without a warning label, the seat may be used improperly, increasing the risk of injury.

Navistar is recalling certain 2017-2018 International ProStar and 9900i trucks, 2018-2019 International LT trucks, 2017-2019 International LoneStar and HX trucks and 2017 International PayStar trucks, equipped with Cummins ISX15 or X15 diesel engines. In certain driving conditions, such as on a long downhill grade, the fuel line may burst if the fuel pump cooling circuit screen becomes restricted. If the fuel line bursts, fuel may leak onto the road resulting in a roadway hazard for other motorists. The engine may also stall without warning, resulting in the vehicle’s inability to restart, increasing the risk of a crash.

corners where the cross member attaches to the frame beam, potentially causing the suspension to loosen from the frame. If the suspension loosens the frame, it can increase the risk of a crash.

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Navistar is recalling certain 2019 International HX, DuraStar, WorkStar, HV, LoneStar, LT, MV, RH vehicles, IC Bus HC, CE, RE vehicles and school buses equipped with long stroke brake chambers and spring actuated parking brakes. The spring actuated parking brake may be improperly crimped to the long stroke service brake chamber, causing a service brake air leak. An air leak or separation of the spring brake chamber can increase the needed stopping distance, increasing the risk of a crash.

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Cover Story

Logging your customers’ challenges

Why aftermarket businesses need to understand trucking’s new electronic logging device rule 12

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ew regulations imposed on the trucking industry have been as newsworthy as the Federal Motor Carrier Safety Administration’s (FMCSA) electronic logging device (ELD) rule.

Formally proposed in 2015 and implemented last December, the ELD rule has been a lightning rod for controversy in the fleet and driver communities. Many carriers have supported the rule as a safety and efficiency measure, while the driver community has fought against what it viewed as an intrusive and unnecessary government regulation.

The aftermarket has been fortunate to be able to witness this debate from afar, essentially unimpacted by the requirements of the rule on its businesses.

But just because the ELD rule doesn’t directly impact aftermarket businesses doesn’t mean the industry should ignore it. By forcing truck owners to integrate ELDs into their vehicles, FMCSA’s rule has fundamentally

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Cover Story

ELD Rule Implementation Below is the electronic logging device (ELD) rule timeline as defined by the Federal Motor Carrier Safety Administration (FMCSA).

• All carriers and drivers subject to the ELD rule must currently use either an ELD or an AOBRD (automatic on-board recording devices compliant with existing regulations).

• AOBRDs may be used until Dec. 16, 2019, if the devices were put into use before Dec. 18, 2017.

• Starting Dec. 16, 2019, all carriers and drivers subject to the rule must use ELDs. • ELDs must have the capability of either telematic data transfer or local transfer.

altered how aftermarket customers do business.

Aftermarket operations willing to invest time understanding those changes and offering products that cater to customers’ new normal will better position themselves as trusted solutions providers and partners in the marketplace.

The nuts and bolts of the ELD rule FMCSA’s ELD rule (also known as the ELD mandate) was implemented Dec. 18, 2017, after many years of development

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and debate as a way for truckers to record their hours of service (HOS).

First proposed nearly a decade prior, FMCSA promoted the mandate as a safety and efficiency measure. In the 2015 Final Rule published regarding the impending regulation, FMCSA wrote the rule was enacted to “improve commercial motor vehicle safety and reduce the overall paperwork burden for both motor carriers and drivers by increasing the use of ELDs within the motor carrier industry, which will, in turn, improve compliance with the applicable hours-of-service rules.”

The ELD rule is a comprehensive regulation and impacts nearly all trucks and drivers on American roadways.

FMCSA writes in its ELD Rule — Facts for the Commercial Motor Vehicle Industry pamphlet that the mandate “applies to most motor carriers and drivers who are required to keep records of duty status (RODS). This includes commercial buses as well as trucks. It applies to drivers domiciled in Canada and Mexico, unless they qualify for an exception to the rule.”

The rule has three major exceptions: drivers who use paper logs no more than eight days during any 30-day period; driveaway-towaway drivers (transporting a vehicle for sale, lease or repair), provided the vehicle driven is part of the shipment or the vehicle being transported is a motor home or recreational vehicle trailer; and drivers of vehicles manufactured before model year (MY) 2000.

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Cover Story

“The rule is intended to help create a safer work environment for drivers and make it easier and faster to accurately track, manage and share RODS data,” FMCSA writes in its ELD Rule pamphlet.

Many truckers, particularly owner-operators and small fleets, have not viewed the mandate as favorably.

The Owner-Operator Independent Driver Association (OOIDA), the largest entity supporting commercial truck drivers in North America, has vocally opposed the ELD rule since its inception, citing the financial burden to the trucking community as well as “significant technological and real-world concerns” that were not addressed by FMCSA in writing the Final Rule.

The association requested a delay of the mandate’s implementation last November and in March submitted a letter to Congress requesting the Committee on Transportation & Infrastructure to “urgently conduct an oversight hearing on the critically flawed implementation” of the mandate.

OOIDA wrote at the time the number of temporary exemptions FMCSA granted regarding the rule — which included a 90-day waiver for lease and rental fleets and an exemption for livestock haulers — created confusion and uncertainty in the driver community and that “the impact of the rule has been much broader than even its most ardent supporters anticipated.”

For the most part these efforts have been fruitless.

J.J. Keller has more than 300,000 drivers registered to its product suite.

Congress has yet to suspend or scrap the mandate and in July denied a petition by OOIDA requesting the U.S. Department of Transportation (USDOT) grant a reprieve from ELD compliance for small carriers with clean safety records. In June, U.S. Rep. Kevin Cramer (R-N.D.) introduced a bill on the House floor that would require USDOT to conduct a study to determine how many drivers quit the trucking industry over the mandate, but the bill received no support and stalled on the House floor.

What the ELD rule means to the aftermarket For aftermarket businesses the ELD mandate’s impact stretches far beyond the simple sale of logging devices.

The rule’s requirements and exemptions are forcing vehicle owners and

Selling a logging device is kind of a one-time deal, but if you sell a device with diagnostic capabilities, now you’re selling more of a solution.

— Tina Hubbard, vice president of marketing and product management at HDA Truck Pride

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drivers to make tough decisions regarding their operations and their future.

Each decision offers opportunities for the aftermarket channel.

Truck owners who oppose the mandate and are choosing to run pre-2000 MY trucks to avoid it represent a small portion of the overall U.S. fleet but are overwhelmingly reliant on the independent aftermarket to keep their assets on the road.

In making the conscious decision to turn away from new vehicles and vehicle technology to remain free from government regulation, these truck owners have committed their businesses to older equipment that require frequent proactive maintenance and service.

Aftermarket parts and service operations can identify these truck owners within their customer base and area of operation and carefully stock and support legacy product lines for 1999 and earlier MY trucks to cater to their needs.

Another aftermarket advantage created by the ELD rule is technology acceptance. Many truck owners and drivers complying with the mandate have discovered ELD devices aren’t as intrusive as first assumed.

Cover Story

“We’ve been hearing more of a positive reaction to [the rule],” says Tom Reader, senior director of marketing, ELD, at J.J. Keller, which has offered an electronic HOS recording solution in its product suite since 2009.

Reader says J.J. Keller’s product offering includes a base service for HOS recording to comply with the mandate but says a large segment of the company’s users actually use J.J. Keller’s products as more than just driver logs.

KeepTruckin’ customers are doing the same, adds Seth Spiels, head of products, telematics.

“Originally, customers were very cautious and we understand that. Any change can be scary and intimidating,” he says. But during the past year “we are beginning to see an appreciation for the technology.”

Both KeepTruckin’ and J.J. Keller solutions include asset management options to monitor vehicle and driver performance, such as fuel economy, GPS tracking, driver metrics and more. The companies say truck owners and drivers become more receptive to those options once they have familiarized themselves with electronic HOS recording.

Spiels says KeepTruckin’ wants to be the “TurboTax of trucking,” a simple, user-friendly tool drivers can rely on “to get on with their jobs and their lives.”

That focus on carrier efficiency is proving to be the most valuable route toward ELD and related product sales for HDA Truck Pride members, says Tina Hubbard, vice president of marketing and product management. Hubbard says most HDA Truck Pride members stock and sell ELD products but those who are having the most success moving those units are the distributors who sell them as a solution rather than a single product.

For HDA Truck Pride, the solution of

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Many ELD solutions can be programmed to work with mobile applications or onboard electronics to provide drivers real time HOS data.

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N o v e m b e r 2 0 1 8 | T R U C K PA R T S & S E R V I C E

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Cover Story

choice has been vehicle telematics.

“Selling a logging device is kind of a one-time deal, but if you sell a device with diagnostic capabilities, now you’re selling more of a solution,” she says.

Over the past five years HDA Truck Pride has entered into distribution partnerships with multiple businesses selling all-makes telematics devices with ELD rule capabilities, including GoFleet and Navistar’s OnCommand. In each case she says HDA Truck Pride’s decision of partner was rooted more in the long-term service and maintenance partnership potential for its distributors and their customers than any one-time ELD sale.

“In our industry a vehicle owner has the authority to share their diagnostic information with anyone they wish and we want our members to have access to those fault codes,” Hubbard says. “If we can get that person who owns the truck to share what is happening with that vehicle to our member or [Truck Service

KeepTruckin’ has 200,000 trucks and 500,000 drivers using its ELD application.

Expert], they can serve that customer immediately.”

And ELD and telematics providers are promoting this potential to their users as well.

Geotab, which produces the vehicle tracking devices used by GoFleet and other ELD solutions, says its tools are

Geotab says its vehicle data tracking devices record vehicle performance and diagnostic information that can be disseminated out to aftermarket businesses at a vehicle owner’s request.

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designed to record as much vehicle data as possible, explains Scott Sutarik, associate vice president, commercial vehicle solutions.

For truck owners new to telematics, Sutarik says Geotab recommends customers choose a handful of data sets they deem highest priority to address first — such as route optimization or driver braking habits — then expand to monitor other categories over time.

“If you start with 30 tasks, you’re not going to get a lot done,” he says.

Hubbard agrees, noting data sharing is another area where the aftermarket can be of assistance. Sharing vehicle diagnostic data is a way for truck owners to outsource some of their fleet maintenance responsibilities to their trusted parts and service partners.

“It’s a huge benefit to everyone in the industry,” she says.

And the best part, experts say, are most truck owners and drivers are receptive to the conversation.

“I think an ELD [solution] is an expectation from new drivers today and veteran drivers now understand why fleets want to have that technology to understand their assets,” Reader says.

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

Service Bay

Tending to tires

Aftermarket parts and service providers can improve their bottom line by helping customers maintain their tires.

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roper tire care has safety and profitability implications. A blown tire endangers truck drivers and the vehicles around them and ensuring tires are at the right psi enables truck owners to maximize tire life and improve fuel efficiency.

A tire underinflated by 20 percent will reduce its life by 30 percent, and 40 percent underinflation reduces the lifespan by 50 percent, according to the American

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Trucking Associations’ Technology & Maintenance Council (TMC). What’s more, the TMC reports a tire underinflated by as little as 10 psi can reduce fuel economy by approximately 1 percent.

To prevent that money from disappearing into thin air, several manufacturers provide automatic tire inflation systems (ATIS) and tire pressure monitoring systems (TPMS).

Aftermarket parts distributors and

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service providers can add a product category and play an important role in their customers’ businesses by selling these systems — many of which can be retrofitted — as well as by offering related parts and service.

What are TPMS and ATIS? TPMS sensors, depending on the manufacturer, can be located inside or outside of the vehicle tire and they typically

Service Bay

Meritor and PSI have a distributor partnership in which Meritor offers PSI’s ATIS to OEMs and the aftermarket as MTIS by PSI. The system features ThermALERT, which is heat-sensing technology that alerts drivers of overheating wheel ends.

report tire pressure and temperature at various intervals, according to Jonathan Gravell, vice president of business development at Pressure Systems International (PSI). The data is transmitted by radio frequency (RF) to a receiver mounted central to the tires and then to the in-cab display. Using telematics, the data also can be sent to the vehicle’s home base.

Gravell says the accuracy of TPMS is “far greater … versus slide gauges that can have +/- 5 lb. psi variance and eliminates the need for periodic manual pressure checks.”

With ATIS, air from a source on the vehicle runs through a control box, which regulates the pressure, then to the trailer tire that has fallen below its cold pressure, all while the truck is either moving or stationary. Most systems provide an indicator light mounted on the front of the trailer that signals air is flowing and alerts the driver that he might have a problematic tire, Gravell explains.

“We view TPMS and ATIS as complementary technologies, not competitive,” he says. “Systems like ATIS and TPMS give you the tools to judge the health of your tires and be more proactive about problems versus letting them become

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either an OEM integrated display or a display Bendix offers to alert the driver.

Wheel-mounted sensors in the trailer tires detect tire condition and provide a lighted indication on a trailer-mounted lamp that drivers can check in their side mirror, says Jon Intagliata, TPMS and trailer ABS product manager at Bendix.

SmartTire offers a series of alerts, which are customizable by the fleet, based on tire pressure and temperature, and the system factors in what a tire’s pressure should be at a certain temperature. “We try to take the guess work out of it,” Intagliata says.

Another benefit of the system is it uses an issue later that will cause you more telematics to send tire data to the back money and time.” office, enabling fleets to take control of Meritor and PSI have a distributor the issue and decision making versus the partnership in which Meritor offers PSI’s driver. “It allows the fleets to decide if ATIS to OEMs and the aftermarket as [the situation is] critical and they want to MTIS by PSI. “It’s a simple system that direct the driver to a certain location to works,” says Krishna Natarajan, Meritor’s have it serviced, or if they want the driver senior director, product management, to continue on and they’ll service it at a aftermarket North America. later time,” Intagliata adds.

The system also features STEMCO offers the AirBAT TPMS ThermALERT, which is wheel end that checks tire pressure approximately heat-sensing technology incorporating every two seconds and offers different a signal light on the trailer body to alert alert options, according to Bill Power, drivers of overheating wheel ends so that STEMCO national sales manager for they can take prevenInnovative Tire & tive action to avoid Mileage Solutions. damage.

If a tire is imBendix Commerproperly inflated, a cial Vehicle Systems light will go on at offers the SmarTire the end of the axle, TPMS system, which enabling the driver signals when the tire to determine which pressure gets too low, tire requires atten— Krishna Natarajan, senior director, or the tire temperation. The AirBAT product management, aftermarket North America at Meritor ture gets too high. can be coupled with The SmarTire sysSTEMCO’s driver tem uses a TPMS sensor installed inside alert system (DAS), the AirBAT RF DAS. the tractor tires to measure pressure With the DAS, a light will go on in the and temperature and broadcasts that cab to notify the driver to stop and check to an electronic control unit mounted which axle end is illuminated. The Airon the vehicle that communicates to BAT RF also will send information back

[Tire inflation systems are] a natural sell for our distribution channels.

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Service Bay

to the home office using telematics that includes which tire is underinflated and the tire pressure, Power explains.

Another feature of the AirBAT RF is it will automatically drop the signal from the sensors of a previous tractor and pick up the sensors of the new one after driving approximately 200 feet.

STEMCO offers the HandBAT handheld device for checking tire pressure in the yard. The device can read up to 400 sensors before it writes over the first, and accompanying software enables the user to download the data to a computer and create a spreadsheet.

STEMCO also offers an ATIS, called AERIS. When any trailer tire is taking air, a light on the front of the trailer will flash. A quickly flashing light notifies the driver that a tire is taking in a lot of air and the tire needs to be inspected.

The system doesn’t indicate which tire is taking air unless the truck has AERIS with SmartSense, which is a device that displays a schematic of the trailer and indicates which of the four wheel ends is taking in air. Like its TPMS, STEMCO’s AERIS can transmit data to home base using telematics, Power says.

For decades, Dana has been offering its central tire inflation system primarily for military applications. The system can rapidly inflate or deflate tires to enhance vehicle mobility. The company

STEMCO released its lines of tire pressure monitoring and tire inflation systems and components to the aftermarket, including an AERIS tool kit to ease installation.

is using the basis of that ATIS to develop OpTiMa, which would be for heavy-duty commercial vehicles, according to Steve Slesinski, director of global product planning for Dana’s Commercial Vehicle business unit.

If a tire requires additional air, the system would automatically inflate the tires to the proper pressure settings without driver interaction. The system would alert the driver as well as enable fleet owners to monitor the situation to determine the “best alternative to take care of any kind of tire situation,” Slesinski says.

Different from other tire inflation systems, Dana’s OpTiMa inflates all tires

[Aftermarket distributors are] becoming a solution provider for their customers by helping them lower their cost per mile and improve safety. As fleets lower their cost per mile, they become more profitable and that distributor becomes a very important partner.

— Bill Power, national sales manager for Innovative Tire & Mileage Solutions at STEMCO

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on the truck versus the trailer. Because OpTiMa inflates tractor tires, it would be an ideal OE-installed system, says Slesinski. “We’re currently undergoing fleet trials; so we’re in the validation phase at this point,” he adds.

Aftermarket sales, installation and maintenance TPMS and ATIS providers agree the sale and service of these tire systems present a good opportunity for aftermarket parts and service providers to strengthen ties with their customers as well as add a source of revenue.

Aftermarket businesses “should be very interested in selling ATIS and TPMS. Not only are they helping to make the roads safer and the fleets more efficient, but ATIS and TPMS technology is a proven ROI for any customer,” says Gravell.

As fleets continue to adopt the systems, they will need replacement parts. If the customer is a new adopter — and because retrofitting is possible in most cases — parts and service providers have an opportunity to earn that business by installing the tire pressure systems, he says.

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Service Bay

With ATIS systems rotary unions are the most common components requiring replacement. Regarding TPMS, the sensors or their batteries will have to be replaced at some point, Gravell adds.

“It’s an exciting product category to help lower cost of ownership for fleets and increase uptime, which is really the key takeaway,” says Slesinski. Typical replacement parts for ATIS include seals and hoses, he adds.

Intagliata says typical maintenance includes ensuring that tires are synced with the system if they are moved or replaced.

“If you remove a tire sensor, you have to reprogram a new sensor in its place.

Or if you move the tires around to different locations, you have to reprogram those ID codes to match the new placements,” he says. “Otherwise the system will think a tire that was originally mounted on the left rear axle is now on the right side of the forward drive axle.

When the alert comes on, the driver will check it and it won’t be in the place where he or she thinks it should be and will cause confusion.”

Intagliata adds TPMS sales are growing at a pace of more than 25 percent year over year.

“It’s always good to find a solution

Dana has been offering its central tire inflation system primarily for military applications for decades. The company is using the basis of that ATIS to develop OpTiMa, which would be for heavyduty commercial vehicles.

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Bendix SmarTire sensors constantly measure tire pressure and temperature.

that’s providing value to the fleet and gives you new revenue streams that you’re not currently able to realize,” says Jerry Conroy, Bendix regional vice president of aftermarket sales. Whether it’s maintenance or retrofitting a truck, “coming in as a distributor with a solution makes you the expert with that fleet,” he adds.

In the past few years, the sale of tire inflation systems and parts have “really taken off,” says Natarajan. As MTIS by PSI is installed on more trailers, more spare parts are being sold.

“There’s a lot of small trailer manufacturers who buy trailer axles and related components through our aftermarket.

So when they buy a trailer axle, they typically buy a retrofit kit, which is gaining more acceptance in the marketplace,” Natarajan says. Tire inflation systems are “a natural sell for our distribution channels.”

Meritor distributes both full tire inflation retrofit kits and spare parts to the trailer market through its aftermarket distribution system of warehouse distributors and dealers, he adds.

Power says maintenance that service providers can offer includes inspection

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and replacement, if needed, of hoses and regulators, and checking for any damage to the hub caps, which can damage the ATIS. In addition to STEMCO’s products, the company also carries replacement hoses for competitors’ applications, he adds.

STEMCO recently released its entire lines of tire pressure monitoring and tire inflation systems and components to the aftermarket, including an AERIS tool kit to ease installation.

Power says aftermarket distributors traditionally have focused on parts such as brakes and lighting, but as manufacturers continue to improve upon their products, they have longer lifespans and fewer are sold.

By selling, installing and maintaining tire monitoring and inflation systems, “they’re becoming a solution provider for their customers by helping them lower their cost per mile and improve safety. As fleets lower their cost per mile, they become more profitable and that distributor becomes a very important partner,” Power says. All trucks and trailers need tires, so “there’s a wide opportunity only capped by [aftermarket distributors’] imaginations.”

By Lucas Deal, Editor lucasdeal@randallreilly.com

Royal Truck and Trailer

W

hen glancing at the map of Royal Truck and Trailer’s facilities, one location stands out. President Ken Bumgardner says there’s a reason for that.

Royal Truck and Trailer was founded as a two-bay service garage in Dearborn, Mich., in 1970. For nearly five decades the business has grown steadily (and now rapidly) in the greater Detroit area, adding products and services to better assist its increasingly diverse customer base.

Bumgardner attributes the company’s expanded footprint to its recent business acquisitions; but even as an executive with a growth plan in mind, Bumgardner says he never anticipated expanding as far north as Gaylord, Mich.

He says Royal Truck and Trailer’s reputation did that for him.

“We’ve always been known as a company that takes care of its people, and the gentlemen who owned that facility [in Gaylord] knew that and approached us,” Bumgardner says.

“He wanted to exit the business and he wanted to sell to us. He wouldn’t take no for an answer. We talked about it and eventually we agreed.

“I take a lot of pride in that because it shows others [in the aftermarket] are aware of what we are doing.”

Indeed, they are, as for the first time in its history, Royal Truck and Trailer has been nominated as a finalist for the Truck Parts & Service Distributor of the Year Award in 2018.

A third-generation family business (Ken and his sister, Chief

Royal Truck and Trailer at a glance

Source: Google Maps, Royal Truck and Trailer

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Royal Truck and Trailer has acquired five companies in the past five years as it expands its product line and services to better serve aftermarket customers throughout Michigan.

Financial Officer Julie Igielski, followed their father, Carl, and grandfather, Roy, into the trucking industry) Royal Truck and Trailer is a true one-stop shop for its customer base. In addition to a strong parts department, the company offers drive-in and bench service, sells new and used trailers and truck bodies and provides aluminum wheel refinishing. It has four locations and employs 155 people.

Ken Bumgardner says several of the company’s services — such as its truck body division — are new additions. Royal Truck and Trailer is a company on the rise.

“I don’t think a lot of people realize exactly how much we’ve grown in the last five or six years,” he says, adding the company’s total sales last year were eight times larger than they were at the beginning of the decade.

Bumgardner says the business is evolving behind the counter as well.

Royal Truck and Trailer is developing an employee retention and career development program for its workforce to ensure the business remains well-staffed to support its expansion. Coupled with the company’s existing training program and one of the youngest executive teams in the aftermarket, Bumgardner believes Royal Truck and Trailer is taking the steps necessary to address the industry’s largest challenge: quality employees.

“We have a really young team. I don’t think that happened on purpose but I think it is going to help us,” he says. “I believe young people are more inclined to work for someone younger who they can identify with. When we hire, I tell people, ‘I’m not going anywhere. Let’s build this business together.’”

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Wofford Truck Parts

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ood quarters keep stacking up at Wofford Truck Parts.

The West Texas distributor with the humble beginnings — one man selling truck parts across the border into the Mexican aftermarket — has evolved into an impressive three-facility operation serving customers across a 300-mile diameter stretch from south central New Mexico to the heart of Texas oil country.

On the cusp of one of its best years ever, Owner and President Paul Wofford remains amazed by how rapidly the business has grown and that for the second year in a row it has been nominated as a finalist for the Truck Parts & Service Distributor of the Year Award.

“We are very happy to be nominated again. Last year was an honor and this year it is twice as sweet,” he says.

The Wofford Truck Parts success story is rooted in consistency and customer service. The company has grown substantially over the last decade, adding satellite locations in recent years and a new headquarters facility this year. However, Wofford says the company’s 1984 decision to prioritize quality products and on-time delivery remains key in the operation today.

Wofford Truck Parts doesn’t stock everything, but it doesn’t shy away from new inventory, either. The company actively tracks lost sales opportunities and regularly asks its customers about lines they believe the distributor should support.

Wofford says his sales team is trained to be inquisitive and receptive to customer product requests. “Customers will come

Wofford Truck Parts at a glance

Source: Google Maps, Wofford Truck Parts

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Wofford Truck Parts built a training room in its new El Paso headquarters to support regular product courses presented by supplier partners.

to you and tell you what they want; we think it’s a good idea to listen to them,” he says.

In cases where more than 10 percent of customers support a single product or line, the company will stock it on a trial basis.

If customers continue to support the line through purchases, it becomes part of Wofford’s regular inventory.

Wofford Truck Parts also builds its inventory around variety.

The company carries premium aftermarket brands and supplements those lines with all-makes products — either from those same premium suppliers or other manufacturers — to ensure customers have a good, better, best option as often as possible.

Wofford says that wide product offering is particularly valuable in a market where many customers operate multiple truck brands.

“Most of our competition is from the OEM channel,” Wofford says. “But we’ve found most of our customers don’t only have [one brand], they might have two or three of them. We are in a position where we can sell parts for all of those brands.”

He adds, “Customers like to have one place to go.”

Wofford also is quick to point out he hasn’t led the business alone. His son, Wes, is a co-owner in the business and many of the company’s sales associates have been with the company for many years. Wofford also credits his supplier base for keeping his associates up to date on all the products they’re selling.

When they come to the area, Wofford says he always requests they “bring a lesson with [them] to meet with our sales force.”

Marketplace

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

Expanded lighting product line Milwaukee Tool continues to expand its growing personal lighting family of products with the addition of four tradefocused solutions.

The line-up includes two new rechargeable lights — a USB rechargeable ROVER pivoting flood light and a USB rechargeable pivoting flashlight. Also included are two non-rechargeable products — a ROVER magnetic flood light and a 325L focusing flashlight (available with and without holster), the company says.

Industrial battery chargers Exide Technologies introduces a line of chargers for industrial battery fleet applications.

The Fury X-3 has a 24/36/48V multivoltage modular design and can charge a range of motive batteries from lead acid (Gel, AGM and Flooded) to lithium-ion.

It uses silicon carbide MOSFET (metal oxide semiconductor field-effect transistor) power technology to provide highfrequency power conversion.

The GNB Fury X-3 chargers enable users to add more modules if additional power is needed and also provide critical operations back-up; if one module fails, the others continue to operate, the company says.

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High-capacity two-post lifts Rotary Lift has launched its highest capacity two-post lifts to date with the introduction of the SPO16 and SPO20 lifts, featuring Trio arms and available Shockwave technology.

With lifting capacities of 16,000 and 20,000 lb., respectively, these heavy-duty lifts are ideal for servicing most work trucks, including utility trucks, ambulances and cargo vans, Rotary Lift says.

Expanded line of former dealer only parts Dorman HD Solutions has introduced another crop of formerly dealer only parts to its heavy-duty catalog.

New products include more than five oil pans and windshield wiper arms, more than 10 hood restraint cables, exhaust gas temperature sensors and window latches.

Dorman says the windshield wiper arms, window latches and hood restraint cables are all HD Exclusive products.

Trailer tarp rolling product Mountain Tarp introduces the ESR2000 electric sideto-side lock-and-roll tarping system. The company says the system features a heavy-duty electric motor, one-button open-and-close controls and a reinforced aluminum front arm with a spring assembly.

Available in either a direct-drive or a chain-drive motor assembly, the company says the waterproof system is suited for use in grain-hauling applications and also is designed to allow haulers to use one tarp for a variety of applications to help maximize load options for return trips. It uses synthetic oil to help enhance performance in cold weather, the company adds.

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Marketplace

Reman fuel injectors

Handheld LED lamp

AMBAC International introduces remanufactured injectors for Detroit engines.

The remanufactured injectors are for standard and high-performance applications, the company says, and are 100-percent tested, with new nozzles and a two-year warranty.

Larson Electronics introduces its Handheld High Intensity Discharge Light, engineered to provide 3,500 lumens of light with a 14.4-volt 5,000mAh rechargeable lithium-ion battery built for 90 minutes of power on a single charge.

The company says the waterproof light consists of a 35-watt HID lamp designed to produce a 3,000-ft. beam in the 4,300K color range with about 15 million candlepower within two seconds of being activated.

Off The Line Spotlighting a new OEM innovation

V-plow system Winter Equipment introduces its V-Plow Guard system.

The company says the V-Plow Guard system is a complete system featuring steel blades, center and outer PlowGuards, hardware and installation instructions. All steel is reinforced with Winter Carbide Matrix hard facing weld, increasing blade efficiency, while also reducing damage from rough roads and unseen obstructions.

Finished piston pins Kenworth debuts new long-haul classic conventional Kenworth Truck Company introduces the W990, a longhood conventional tractor that will pay homage to the historic W900 tractor, the longest running vehicle model in U.S. history.

“It’s become a true icon within the industry and allows drivers to feel that sense of pride, to express themselves with the customization that goes into it,” says Mike Dozier, Kenworth general manager. “It raised the bar and made it incredibly important for us to get right what would be the next generation of W900.”

The Kenworth W990 is designed to maximize performance in line haul, pickup and delivery, regional haul and heavy haul operations. Available in day cab, 40-in. flat top, and 52-in. and 76-in. mid-roof sleeper configurations, the W990 is standard with the proprietary Paccar powertrain consisting of the MX-13 engine rated up to 510 hp and 1,850 lb.-ft. of torque, a 12-speed Paccar automated transmission and Paccar 40K tandem rear axles, the company says.

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PAI Industries introduces HP Piston Pins specially treated with Isotropic Superfinish (ISF) to combat parasitic loss.

PAI says the ISF process is a two-stage chemically enhanced vibratory finishing process. The resulting low friction surface allows the drivetrain to run smoother, freeing up power and improving fuel economy. The surface is so smooth you can visually see the difference, the company says.

LED work lamp product Clore Automotive releases its 200 Lumen COB LED Work Light, Model No. LNC1241, from Light-N-Carry.

Clore says the LNC1241 is an ideal tool for busy technicians, combining a compact size, steady lumen output, long run times, multiple lighting functions, a dust/water resistant housing and an easy-to-use micro-USB charging system.

The LNC1241 includes a wall charger with braided microUSB charging cord and a repair service coupon, the company says.

CONNECTING YOU WITH FUTURE PARTNERS

There’s only one way to meet all the right people, all in one place—at HDAW 2019, the year’s most important event for independent heavy-duty aftermarket distributors. This is your best opportunity to build relationships, stay current with the latest trends and make deals face to face. Plan for your future success—make the connections that’ll make a big difference for your sales and your bottom line.

Your Future Connections Are Here.

JANUARY 28-31, 2019 | LAS VEGAS REGISTER NOW www.hdaw.org

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Marketplace

Pre-adjusted hub assembly

All-position delivery tire

STEMCO says its new Trifecta Pre-Adjusted Hub Assembly is now available to customers.

The wheel end system was first introduced at the 2018 Technology & Maintenance Council (TMC) Annual Meeting in Atlanta and developed in partnership with Webb Wheel Products.

Designed for safety, performance and confidence, STEMCO says the Trifecta is a true all-in-one hub assembly. It features the Discover XR (extreme runtime) wheel seal with GlideLock technology. The seal glides on and self-locks, reducing installation force by 50 percent, with no prelube required.

The Trifecta is also backed by a long-life, five-year, 500,000-mile warranty for on-highway applications.

Urban delivery tires Giti Tire introduces four all-position urban/ light-duty commercial truck tires to the North American market.

The Giti GAL817, an all position tire, available in the 10R22.5 and 255/70R22.5 sizes; the Giti GSR225, a regional steer tire, available in the 225/70R19.5, 245/70R19.5, 265/70R19.5, 275/70R22.5 and 315/80R22.5 sizes; the Giti GDR638, a regional and urban drive tire, available in the 215/75R17.5, 235/75R17.5, 225/70R19.5 and 245/70R19.5 sizes; and the Giti GTL919, a long haul and regional trailer tire, available in the 215/75R1.75, 235/75R175, 245/70R17.5 and 385/65R22.5 sizes.

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Continental introduces the LAR 3 all-position light truck tire built for regional delivery applications.

According to Continental, the 16-in. tire has an all-steel radial casing optimized for retreadability and its 10-ply radial is designed for increased load-carrying capacity and puncture resistance. The company says it is available in sizes LT225/75R16, LT235/85R16 and LT245/75R16.

Private-label DEF Love’s Travel Stops has launched its own private-label diesel exhaust fluid (DEF). The DEF is available at all the company’s locations and is available in a 2.5-gallon container.

Love’s says it worked with its sister company, Musket, to develop a DEF product that performs as well as the bulk product available at its diesel island pumps.

Expanded aftermarket categories World American has added a number of replacement end yokes, clutch shafts, flywheels, housing, water pumps and gear components to its heavy-duty product offering.

The company says the end yokes replace five Dana Spicer models, the clutch shaft is 9 in. and replaces a Freightliner part. The flywheels replace Cat, C-Series, I-Shift and Cummins parts. The water pump replaces a DT 466 and World American says the 25 gear components are replacements for Meritor components.

World American says all parts are in stock and ready to ship.

Marketplace

Reman turbo multiple vehicle sizes PurePower Technologies recently launched its GM 6.6-liter diesel turbo for the aftermarket.

PurePower offers assembly, remanufacturing and 100 percent end-of-line testing for its turbo products. The company says its 6.6-liter diesel reman turbo expands its turbo platform across new high-volume makes and models.

Certified to TS 16949, PurePower says its rigorous quality assurance standards and processes enable it to develop products that stay ahead of market and regulatory trends, and deliver uncompromising quality, durability and fuel economy.

Expanded no-core starter line LoadHandler Power Products has expanded its offering of 100-percent new, no-core starter motors for medium-duty truck, industrial and school bus applications with the new L545 offset gear reduction starter for 12V systems.

Designed for use in 3.9- to 5.9-liter Cummins diesel engines, the starter provides consistent crank and reliable performance in a value-driven package, the company says.

Each LoadHandler L545 starter weighs 19 lb., and includes a heattreated shaft designed to increase durability and service life. Other built-in features and application-specific technologies combine to ensure consistent, reliable performance, the company says.

Digital torque wrench

Heavy-duty alignment system

OTC has introduced a digital precision torque wrench in North America.

OTC says the tool uses a digital display to show torque measured in real-time and at the point of release. The wrench’s sensitivity and precision also can be used to measure bearing preload torque values.

The 1/4 in. drive wrench is powered by a 36-tooth ratchet head with measured torque ranging from 1.5 to 150 in.-lb. Clockwise, the wrench is accurate to within +/- 1 percent, with counter clockwise accuracy from 10 to 100 percent of full scale. The fivedigit alpha-numeric LCD clearly displays torque and measurement settings, controlled by four buttons, the company says.

Hofmann has introduced its geoliner 920 heavyduty wheel alignment system.

Specifically developed to perform accurate, complete alignments on everything from medium-duty trucks to mobile cranes, Hofmann says geoliner’s two biggest advantages are speed and flexibility.

The company says a single operator can measure a vehicle in four minutes, and may cut that time in half by measuring both sides of the vehicle simultaneously with another operator.

Additionally, Hofmann says the area used to perform alignments remains fully available for other tasks when there is no alignment in process.

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