IMI Motorpro Issue 7

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ACCELERATE YOUR CAREER IN AUTOMOTIVE JUL/AUG 2020

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THE REFORMATION It’s time to rethink how this industry works

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COVID-19 brought the automotive industry to an almost complete standstill. Some businesses, particularly MOT and service centres, did carry on throughout lockdown to keep key workers mobile, but it’s only recently that a more widespread restart has begun.

Things are unlikely to return to what we once considered normal, so businesses will have to rethink their approach, whether that means re-evaluating how many sites they operate or changing up the services they offer. Is the trade now going to shift to a more digital model? It’s entirely possible, but a lot is still up for debate.

One area that will need to be maintained is the workforce, and investing in talent will be key to bouncing back. That might mean bringing in the next tech-savvy generation or perhaps upskilling those who are already in work. Put simply, if we don’t have the right people skilled up and in the right roles, businesses will find restarting, adapting and thriving much more difficult.

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We’re all pondering what life will end up looking like as the lockdown restrictions ease, initially in England but with the other nations of the UK following suit in due course. It has been a difficult few months, and it isn’t over yet. The IMI has been working hard to support our members and centres during these challenging times, and that work will remain relevant as the restrictions ease.

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WEBINARS

Members have been actively participating in our ongoing series of webinars. These sessions are intended to inform and engage, providing you with up-to-date help, advice and information to keep you abreast of the constantly changing circumstances we all find ourselves in. You can find out more on pages 8 and 9 and catch up at theimi. org.uk/landing/covid-19/ webinars.php

COVID-19 HUB

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Ever since the beginning of the initial lockdown period, we've published daily updates, key information and useful links on our COVID-19 Hub. The aim is to ensure that all members have timely access to information affecting them and their businesses.

FREE TRAINING RESOURCES

We’ve had an excellent response to the free training resources made available on our website. These include content from the IMI and a number of our training partners.

This has enabled individuals to continue developing their skills and knowledge while they’re out of the workplace and unable to access to face-to-face training.

REMOTE ASSESSMENT SOLUTIONS

Our team has been extremely active in working with the regulators to agree maximum flexibility around the remote assessment of students and apprentices, enabling everything but the essential practical elements to progress. The IMI was one of the first organisations to undertake a complete End-Point Assessment remotely, achieving excellent results for both the motor finance apprentice (who gained distinctions) and the training organisation.

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WORKPLACE SAFETY GUIDANCE

The IMI has worked with a number of key trade bodies (the SMMT, the GEA, the IAAF and the SMTA) to produce a guidance document for the automotive aftermarket, containing sensible, pragmatic advice on safe working practices for staff and customers alike as businesses look to reopen. The complete document is accessible via our website. Head to bit.ly/imiworkplaceguidance to see it in full.

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Dealer group West Way loaned two Nissan Navara pick-ups to disaster response charity Team Rubicon UK, as it helped to coordinate community support provided by former members of the armed forces

KEEPING WORKERS ON THE ROAD

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THANK YOU

Cordwallis Group has operated three Mobile Service Clinic vans, to make sure essential workers stay mobile during the pandemic

COVID-19 has touched every aspect of our lives, and some wonderful people have been working hard to make things better. Here are just some of the amazing stories of kindness from around the motor industry

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FUNDING THE FIGHTBACK

ESSENTIAL TRANSPORT

Reflex Vehicle Hire donated two vehicles to Blood Bikes to help the charity keep up its rapid response service transporting blood and other key products, often out of hours, for the NHS

The Ford Motor Company Fund has awarded more than £13,000 to student entrepreneur groups in nine countries to support projects tackling COVID-19.

The University of Nottingham’s Foodprint enterprise, for example, collects food and PPE for the local hospice

SUPPORTING THE COMMUNITY

Bentley Motors Bentley Motors has hasextended extended its ‘Be Safe’ health and safety programme to its itslocal localcommunity. community.

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32 “When Elon Musk named his newborn son X Æ A-12, it was only the second worst thing he had done that week. A few days before, Musk had tweeted that Tesla’s share price was ‘too high’, duly wiping several billion dollars off its valuation”

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The colourful characters who have helped to shape our industry (page 38)

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CONTENTS AC C E L E R AT E YO U R C A R E E R I N AU TO M OT I V E I S S U E 0 7

08 IMI membership More information and guidance, including the latest digital events 11 Resetting the industry Coronavirus has changed everything.

Now the motor industry needs to look for a new way forward. MotorPro asks the experts what we can expect 27 Carbon emissions Cars need to be cleaner and more efficient, so CO2 targets keep getting stricter. But why are we all supposedly aiming for 95g/km? Let’s take a closer look at the regulations 32 Custom bikes Motorbikes could be a key part of our mobility mix, but they’re often overlooked. So how do you take them mainstream? By making them look more niche, of course 36 Women in automotive The motor trade provides a wealth of opportunities for anyone who wants a varied career. So where are all the women?

44 Hybrid tech Electrification is the future. Well, unless you’re driving a hybrid, that is.

The UK government has decided that plug-ins won’t be good enough from 2035. Why? 46 The skills toolkit Thinking about joining the industry?

Or on the lookout for a new role?

Find out some of the key skills you’ll need to succeed as an MOT tester, salesperson or business owner 52 The drive of my life UK Car of the Year judge Alex Robbins takes us on a tour of rural France as he gets behind the wheel of a Citroën DS 72 The IMI community _The latest news and updates from your IMI _Our thoughts are with the families of IMI members who have passed away

How to...

57 The How-to section _Keep your finance and insurance function flowing _Expand your network from home _Rebalance your finances for whatever lies ahead _Understand your RAG status

66 Tech Talk _Inside autonomous vehicle and ADAS sensor suites _The future of the humble sun visor

74 My motoring inspiration Daksh Gupta, CEO of the Marshall Motor Group, explains how he went from the forecourt to the boardroom

38 Colourful characters Life would be dull if we all took the same path. Some people, though, really go their own way. We meet some of the unconventional thinkers who have helped the industry along over the years

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The IMI Fanshaws, Brickendon, Hertford, SG13 8PQ Tel: 01992 511521 — MotorPro © 2020 ISSN: 1742 5204 Published on behalf of the IMI by: Think, Capital House, 25 Chapel Street, London, NW1 5DH Tel: 02037 717200 — Editor James Scoltock james.scoltock@thinkpublishing.co.uk Art Director Ian Findlay Managing Editor James Sutton Content Director Matthew Rock Account Director Kieran Paul Executive Director Jackie Scully — Advertising Richard Ellacott 02037 717242 richard.ellacott@thinkpublishing.co.uk

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Opinions expressed in articles do not necessarily represent those of the Institute of the Motor Industry.

The publishers cannot accept responsibility for claims made by manufacturers, contributors, advertisers or readers.

— Printed by Walstead Southernprint, Poole, Dorset, on paper taken from sustainable forests.

—

Members of the Audit Bureau of Circulations Average net circulation 1 July 2017 to 30 June 2018: 11,878

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DIGITAL EVENTS TO HELP YOU THROUGH COVID-19 AND BEYOND The industry is slowly restarting, but in-person events remain a challenge.

To make sure you can access the latest information as quickly and effectively as possible, the IMI is running webinars.

They’re a fantastic opportunity to hear about the latest developments in the industry, ask questions to a panel of experts and receive the answers you need. A number have been held already, but more will be added soon.

Keep an eye on the IMI’s website and social media channels to find out what’s coming next and catch up on these previous sessions.

GET IN TOUCH If you’ve got questions about the webinars, would like to set up your own or want to suggest a topic, contact our Member Network and Events Officer, Georgia Murnane, at georgiam@theimi.og.uk or on 01992 511521

QUESTIONS AND ANSWERS WITH THE IMI IMI CEO Steve Nash takes questions from members, alongside the IMI's Head of Membership Products and Services, Mark Armitage, and industry expert Tom Denton.

LEARNING IN LOCKDOWN: INNOVATIVE WAYS TO MAINTAIN DEVELOPMENT AND TRAINING IMI experts including EndPoint Assessment Manager Tony Lawson, UK Business Development Manager Chris Cotterill and External Quality Assurer Steve Longworth answer your questions on the support available to centres and learners.

MOTIVATION,MENTAL HEALTH AND THE MOTOR INDUSTRY Mental resilience coach James Elliott and talent management consultant Carl Williams offer techniques for looking after your mental health and staying motivated in these difficult times.

IMI MEMBER BENEFITS

EVERYTHING WE DO, WE DO IT FOR YOU… We maintain standards. The IMI offers skills benchmarks and high-quality specialist qualifications. Members can access these through our network of approved centres.

— YOUR BUSINESS SURVIVAL GUIDE Aimed at independent garages, body shops and MOT centres, this session provides the latest advice on staying afloat, featuring the IMI’s Steve Nash and Steve Scofield, The Garage Inspector Andy Savva and Thatcham Research’s Head of Operations, Dean Lander.

SUPPORTING AUTOMOTIVE THROUGH LOCKDOWN AND BEYOND The IMI’s Steve Nash and Mark Armitage are joined

by Kelly Gibson, Head of Employment Law at Taylor & Emmet, to look at the support available to those employed in the sector, whether you’ve been furloughed or have worked throughout lockdown.

Taylor & Emmet is an IMI partner and is offering IMI members 45 minutes free legal advice on the Job Retention Scheme and returning to work.

REGULATORY FRAMEWORK The IMI’s Mark Armitage is joined by Product Manager Lindsey Mitchell, External Quality Manager Adrian Stevenson and Head of External Quality Adrian Marshall to sift through the details of new regulatory framework for IMI qualifications, affecting learners due to complete up to the end of July 2020.

PREPARING YOUR BUSINESS FOR THE “NEW NORMAL” We get an insight into how some workplaces have been adapting, with a focus on dealerships, manufacturers and independent businesses.

Steve Nash is joined by the IMI's Head of Business Development, Steve Scofield, and Gordon Grant, Global Sales Director at CitNOW. All the webinars can be accessed at theimi.org.uk/landing/ covid-19/webinars.php

We develop people and careers. The IMI is an end-point assessment organisation for a number of apprenticeships. In this way, we provide robust career pathways for ambitious individuals working in the automotive sector.

— We run a nationwide membership community. As an IMI member, you’re part of a vibrant community of automotive professionals and have access to an exclusive package of career support, CPD, content and networking benefits.

— We assess and accredit individuals operating in the sector. We do this across technical, customer-facing and management roles. The IMI’s Professional Register is the gold standard for individual excellence in the industry.

— We campaign and build public confidence in the sector. Every day, our team of specialists advises the government and the relevant authorities on the skills and technical standards that the sector needs. We are particularly committed to issues of safety and maintaining the automotive sector’s position as a great place to work.

— To find out more about taking advantage of your IMI membership, visit theimi.org.uk/membership

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TIME FOR A RETHINK

COVID-19 has changed the whole landscape of the motor industry in record time, after large parts of it were forced to shut down in March and April. Is this an opportunity to change how we do things and start afresh?MotorPro takes a closer look at what the new normal might involve

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WORDS_JAMES MILLS AND JAMES SCOLTOCK

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Robert Forrester | CEO | Vertu Motors

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“IN RECENT WEEKS, we’ve been making the process of buying a car online easier than ever. We have invested in new, muchimproved platforms of our own, which make the experience as seamless as possible.

For example, we have our own embedded video service that lets our sales team walk a customer around and inside a car in real time. Any customer signature required in the sales process can now be done through SMS messaging. There’s a lot going on to make the experience more customer-friendly, interactive and time-efficient.

“We’re seeing some other trends too.

Approximately half of our customers are prepared to buy a car and take delivery of it without taking a test drive. So in the longer term, you can imagine an acceleration of the decline in the number of sales outlets, as well as greater flexibility around brand representation and multi-franchising, to make the network less one-size-fits-all and more attuned to local and regional demand. I think we’ll also see the development of large, urban hubs for dealerships, with flexibility around the aftersales points. I think manufacturers are pragmatic about that and are prepared to work with retailers locally to determine the best representation in their area.

“People talk a lot about an impending mobility revolution, but I’m not a great believer in it. If you’re married with children, the concept of sharing a car with somebody is just idiotic. The privately owned car remains the most flexible embodiment of individual personal freedom and mobility. You can jump in your car and go anywhere at a moment’s notice, and people understand that concept.

So far, the industry has shied away from having a philosophical discussion about that.”

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VIEWS FROM THE FRONT LINE BOOSTING ONLINE SALES

HUI ZHANG, VP FOR EUROPE, NIO “NIO has always had a strong online presence, which stems from our founder’s experience in developing online platforms.

However, we have really pushed forward with our online to offline e-commerce strategy lately, focusing on mobile interactions. With the internet now being used by so many as a research tool before they make a purchase, investing heavily in online content that helps people build their knowledge and experience of vehicles virtually could gain the buy-in of wary consumers before they set foot in a dealership. In some cases, that may not be required at all.”

“ APPROXIMATELY HALF OF OUR CUSTOMERS ARE PREPARED TO BUY A CAR AND TAKE DELIVERY OF IT WITHOUT TAKING A TEST DRIVE”

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MARKUS BÖGNER, COO AND PRESIDENT, FALKEN TYRES EUROPE

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“We foresee an opportunity for brands such as Falken and its dealers to succeed and seize more sales opportunities from our big six premium competitors. Products that deliver performance characteristics similar to the premium brands but without the hefty price tag have an excellent opportunity now that consumers’ financial outlays are likely to be more carefully considered.”

Anna Morrison CBE | Director | Amazing Apprenticeships

APPRENTICESHIP PROVIDERS NEED TO EMBRACE TECHNOLOGY AND OFFER LEARNERS THE SKILLS THEY’LL NEED CAROL FAIRCHILD, CHIEF CUSTOMER OFFICER, CITNOW “What has become clear during this pandemic is that video can be a cornerstone of contactless selling and servicing, as it enables dealers to engage and connect with customers in a safe and efficient way.”

“ WHEN THE PANDEMIC hit, the education sector flipped into online learning at a rapid pace.

Looking two or three years into the future, there are bits of the studying process that definitely lend themselves nicely to online and virtual learning.

“That isn’t the norm just yet, but thanks to the pandemic, areas such as end-point assessments are probably a bit closer to that goal. Providers have already started looking at how learners can be assessed virtually, finding ways to check that skills are really embedded and that each learner really knows how to perform the relevant tasks.

“The bit everyone has been struggling with is the practical element, where you actually need to have the tools in front of you or to be guided through a task by a teacher. How can you get that experience if you’re not physically in the place with that tool or that piece of material in front of you? Some providers are now looking at some of the incredible advances around virtual reality and augmented reality, which would give a simulated experience.

“The future could be really exciting. If they’re studying from home, young people could start to develop their skills even earlier. We could use this as an opportunity to get school children excited about a career in the motor industry – and help them understand the different career pathways too.”

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JEREMY EVANS, MANAGING DIRECTOR, MARKETING DELIVERY

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“Those dealerships that use automation to support their digital interactions with customers – both proactive and reactive – will be best placed to regain momentum in terms of sales. Customers already expect their communications with a dealership to be timely, personalised and consistent across a range of online and offline channels. Dealers shouldn’t underestimate the sheer scale of this communications challenge, or the implications of getting it wrong. Without automation, the speed and quality of that engagement could easily suffer, and hard-won leads could be lost.”

Steve Nash | CEO | Institute of the Motor Industry

THE GOVERNMENT HAS A DUTY TO SUPPORT THE PIPELINE OF TALENT “SOME OF THE THINGS that feel unusual at the moment will ultimately become a way of life. We’ll gradually adapt to these changes and optimise them. I like to think that this is all putting the industry in a better position.

“Over time, new products and emerging technologies will provide an opportunity for the market to lift naturally, putting us back in a situation where businesses can see growth again. And when businesses can see growth, that’s when they start to look towards talent and realise that it helps them to exploit that growth.

“Apprenticeships have always been a part of the fabric of the automotive industry. They’ve predominantly focused on training technically qualified people – technicians, for example – but a lot has changed. The latest apprenticeship standards are far broader, including non-technical skills such as finance and management.

“Fundamentally, the apprenticeship levy will push people back into apprenticeships after the pandemic.

If the government agrees to allow the levy pots to grow, it will be a great incentive for people to use that money.”

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Prof. David Bailey | University of Birmingham

IT’S TIME FOR REAL INCENTIVES TO USHER IN THE ALL-ELECTRIC VEHICLES OF THE FUTURE 18 / THEIMI.ORG.UK

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“THE MOTOR INDUSTRY had already been battered by the perfect storm, what with dieselgate, Brexit uncertainty and the declining market in China. Now we have the perfect storm part two, in the shape of COVID-19. I think this is going to lead to some pretty fundamental questions about what the industry is doing.

“Let’s not underplay the significance of the motor industry. When you add in all the different sorts of work related to it, it employs more than 800,000 people, accounts for around 14% of the UK’s exports and contributes more than £80bn per year to the Treasury. You have to ask whether the government can afford to turn its back on that.

“The government’s support for innovation has been good, but as the industry reorients towards

Left: The e-tron Sportback is Audi’s first all-electric SUV. No excuses now, right?

VIEWS FROM THE FRONT LINE SUPPORTING EMPLOY EES

KARL DAVIS, MANAGING DIRECTOR, COACHWORKS

“ AS THE CAR INDUSTRY REORIENTS TOWARDS HYBRID AND ELECTRIC VEHICLES, WE NEED TO THINK HOLISTICALLY ABOUT BUILDING A MORE RESILIENT SUPPLY CHAIN”

hybrid and electric vehicles, we need to think holistically about building a more resilient supply chain, equipping workers with the right skills, and also making sure that we incentivise consumers to demand electric cars, rather than reducing the subsidies at a time when other countries are introducing them.

“All the while, you have the big trend of Industry 4.0, which is a revolution in digitisation. That means not only digitising manufacturing, but also shifting sales online, increasing the use of artificial intelligence and automation, rethinking value chains and gradually relocalising. In recent weeks, we’ve already seen that moving more things online is absolutely essential.

“The industry is now calling for incentives or some sort of scrappage scheme to support

the flow of sales in light of the COVID-19 crisis.

Should we use that to drive demand for lowemission electric and hybrid cars? But then what about the longer-term implications for Vehicle Excise Duty, given that full-electric cars are exempt from road tax?

“Road pricing is possibly the fairest approach, in the sense that people who are driving longer distances ought to pay more. You could also vary it by the time of day, to incentivise travelling at non-peak times. Places like Singapore have been doing that. But the government here hasn’t handled the introduction of clean air zones terribly well, devolving it to a local level and shying away from what’s seen as a politically unpopular approach. The government can’t afford to be so hands-off with tax and will have to standardise it in some sense.”

“Talking to business owners and senior executives suggests that when the government support dries up, there will be redundancies of between 15% and 25% of the workforce.

There’s a belief that there will be no shortage of labour, so some firms are preparing to cut deep now and then rehire later when the size of the market is more fully understood.

“I would advise caution on this latter point, as employers will need flexible and talented people more than ever moving forward, so while hiring will become easier, good hires may be harder to find. In addition, I sense that there’s a growing nervousness across the country around job security, which will lead some employees to play it safe and stay where they are.

“I’d also urge dealers to ensure that the best people are not only retained, but also trained, developed and rewarded like never before, as more will need to be achieved with less. Having committed, competent and flexible team members will be the key to jump-starting businesses, so investing time and money in high-potential colleagues will undoubtedly provide a sound return on investment.”

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“What COVID-19 will change above all is people’s shopping behaviour and their attitude to consumption. The effects of the crisis therefore depend on new supply and demand patterns. It has never been more important for companies to understand their customers and their purchasing decisions. Now’s the time to push your digital marketing and invest in building your brand to maintain your relationship with customers.

“In all marketing activities, it’s important to keep in mind the current course of the crisis, both locally and globally, so that the messages on your platforms and networks can be adapted quickly. A sensitive approach to messaging is paramount and has a direct impact on the perception of the brand among customers and employees.”

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Cat Treanor CAE MIMI | UK Business Development Manager | Electude

DROP THE STEREOTYPES AND UPDATE YOUR TRAINING FOR THE YOUTUBE GENERATION

“BEFORE COVID-19, when I spoke to a room of prospective technicians, I would use Google Images to illustrate a certain problem. Search for “mechanic” and you’ll see the stereotypical dirty mechanic (always a man). Search for “technician” and you get a very different result, with clean people working on high-tech vehicles. It’s just a word, but it makes such a difference in terms of perception.

“In the US, they have successfully shifted to “technician”. We need to do the same in the UK. It will help to attract young people to a part of the industry that will be of vital importance in the post-COVID age.

“To put that into perspective, doctors, nurses and other key workers all need to get to work, but what happens when their cars break down?

Who’s going to make sure they can do their jobs?

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CHRIS HILTON, CHIEF TECHNOLOGY OFFICER, PROTEAN ELECTRIC ART PRODUCTION CLIENT

“Anyone who thinks they know how this is going to play out is kidding themselves, but I suspect governments will try to reinvigorate their economies, and city planners will refocus on the health implications of polluted air, which COVID-19 has highlighted. Those two trends will drive policies to accelerate electrification and other new transport solutions.

The imperative for change has increased, so the future of transportation is likely to arrive sooner.”

SIMON ROBINSON, CHIEF SCIENTIST, FOUNDRY “Carmakers have largely failed to adapt to the new digital marketing and retail environment, as consumers want to experience a car online in the same way they would do in the showroom. We’re using years of experience in high-end movie visual effects to help bring cars to life and reconnect carmakers with their customers. That’s in response to the pandemic but most importantly for the longterm health of the industry.”

“To attract young people to this part of the industry, we need to tune into the YouTube generation. That requires updated teaching resources, and an end Going for the to the textbook age. Today’s students prefer short snippets of information and Steve Jobs look, Cat? interactive experiences, whenever and wherever they want them. They should be able to study on a train or sat at home, rather than having to go into college and wait for that learning to start.

“As technology moves on, we must provide a balanced but fresh learning environment that can offer one-to-one teaching, workshop time and also e-learning, whether that’s on a laptop, a smartphone or even via virtual reality, as the latter becomes more affordable and accessible.

“This will require investment from the Department for Education. It’s not about the government spending loads of money. It’s more a question of prioritising the right things and trying to move with the times. If we want highly trained and motivated “ TODAY’S STUDENTS students in the right volumes, who will be fit to PREFER SHORT SNIPPETS OF work on the electric cars of tomorrow and won’t INFORMATION AND INTERACTIVE drop out of college or apprenticeships to go and earn more money working in low-skilled jobs, EXPERIENCES, WHENEVER AND we have to move on from the stereotypes and WHEREVER THEY WANT THEM” value our technicians.”

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Chris Clark | Principal Security Engineer | Synopsys

CYBERCRIME NEEDS TO BE ON THE AGENDA FOR EVERY BOARDROOM 24 / THEIMI.ORG.UK

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“AS WE ALL GET BACK on the roads, it’s time to start thinking ahead. Personally identifiable information is going to be critical to the next generation of automotive technology, particularly autonomous vehicles, and the threat of cybercrime will be substantial in the next decade.

“From a consumer’s perspective, personally identifiable information is all about money. In the future, as autonomous driving becomes more prevalent and people develop very substantial digital presences, the potential for leveraging that information becomes even more interesting to a nefarious actor.

They’ll be asking themselves, ‘How valuable is that user’s information?’

“We’ve already seen hackers performing attacks, mostly for notoriety. What the

VIEWS FROM THE FRONT LINE FINDING EXPANSION OPPORTUNITIES

SEAN KENT, RAC DIRECTOR OF SALES, ASSURANT

automotive industry needs to be concerned about is a large-scale attack that has a monetary aim. The scenario could be that you wake up in the morning, try to drive to work in your car or commute in a rideshare vehicle, and you can’t start it. A note on the infotainment system says, ‘To start your vehicle, deposit X amount into this account’.

“That’s a very real scenario. Tomorrow’s cars won’t have mechanical connections for the steering, brakes or the accelerator.

They’ll be operated by signals, using ‘by-wire’ technology that is powered by something like 30 to 40 computers on every vehicle. The only way the automotive industry can address this potential vulnerability is to ensure that the applications and the software in their vehicles are as resilient as possible.

“This is important because the industry is currently scrambling to address two major changes: ridesharing and autonomy. With ridesharing, providers such as Uber are becoming more powerful because fewer people are owning vehicles. That’s a real change in the demographics.

“And now that autonomous technology is nearly here, boardrooms are having to consider their manufacturing costs and their competitors’ products, the time to market and the whole development process. If you have a single cybersecurity vulnerability in an aspect of that, it opens up the whole system to hackers.

“It’s therefore incumbent on manufacturers and their supply chains to do everything they can to protect against cybersecurity risks as we move forward.”

“A digital proposition is becoming much more important. Being local has traditionally been a strong advantage for car dealers, even well into the 21st century.

However, this is the moment when that may finally begin to change as retailers look to develop their online capabilities.

“Online car and van showrooms are a great leveller. As a retailer, if you have the vehicle that the customer wants, the right overall proposition and the ability to either deliver or offer a click-and-collect service, then how far away you are becomes much less of an issue.

“It might be a stretch to believe that every dealer can develop a national presence, but it’s credible to think that your current 25-mile footprint could increase to 100 miles or more.”

DAVID PATES, UK HEAD OF ENGINEERING, MAHLE POWERTRAIN “The combination of consumer confusion around powertrain choices and post COVID-19 economic pressure will make for a difficult few months for automotive consultancies.

Manufacturers will probably cut their vehicle lines and product plans. However, that might result in an opportunity for more project work to be outsourced, as manufacturers try to become more agile and scalable at a turbulent time.”

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EMISSIONS: IMPOSSIBLE?

BEFORE WE WERE ALL locked down,

one of the hottest topics in the automotive industry, from the showroom to the factory floor, was the next round of CO2 targets set by the EU. Starting this year, every new car sold was supposed to be emitting no more than an average of 95g of CO2 per kilometre. A tough target, but simple enough, right?

Well, no. In fact, it’s anything but.

Here’s what you need to know. >

MotorPro dives into the EU’s much misunderstood 95g/km CO2 emissions target, exploring what it means for the automotive industry after Brexit and COVID-19 WORDS_TRISTAN YOUNG

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WHERE HAS THE 95g/KM LIMIT COME FROM?

HOW BIG ARE THE FINES IF YOU DON’T HIT THE TARGET?

That figure was originally set by the EU way back in 2009.

It was updated and reaffirmed last year and has since been recognised by the majority of manufacturers and experts as tough but achievable.

The 95g/km limit refers to official average tailpipe emissions and was set not as a level that each individual manufacturer or brand had to achieve, but as an industrywide figure for cars (not other vehicles). It’s an average that the EU wants us to hit, and to do this it has approved various measures to “encourage” carmakers to play ball.

These encouragements are, for the most part, fines for not hitting the agreed target.

The 95g/km figure is Europe’s target for 2021 and runs until 2025, but it actually came into force at the start of this year. As a way of softening its introduction, carmakers only have to hit the target with 95% of their cars, which means the most polluting 5% are exempt, but only for 2020.

Initially €95, which doesn’t sound that bad, but that’s per g/km over the target and for each new car registered, so the numbers soon add up.

So, for example, if you’re a large carmaker in Europe registering 1 million new cars a year and manage to miss the target by 5g/km on every car, that’s a fine of €475m.

It’s for this reason that carmakers are pulling out all the stops to hit the target; hence the introduction of so many plug-in hybrids and full-electric cars this year, as these vehicles help to reduce a carmaker’s average CO2 output. However, it’s worth remembering that plug-in hybrids may face the chop over the next few years (turn to page 44 for more on that).

“ IF YOU’RE A LARGE CARMAKER IN EUROPE REGISTERING 1 MILLION NEW CARS A YEAR AND MANAGE TO MISS THE TARGET BY 5g/KM ON EVERY CAR, THEN THAT’S A FINE OF €475m” 28 / THEIMI.ORG.UK

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THERE IS SOME FLEXIBILITY IN THE TARGET THOUGH, RIGHT? In reality, the actual target isn’t 95g/km for every brand or group of brands. To make the system fairer, the EU has introduced a weight

component to the calculation of individual targets. This means that a heavier car has a higher CO2 target than a lighter one. And, yes, that target is set for each individual car that’s registered. These are then totalled and averaged before fines are imposed.

So, under the weight calculation, if a manufacturer only produces heavy cars, its CO2 target could be considerably higher than 95g/km. Meanwhile, if you’re a brand producing small, lightweight cars, the target could be lower than 95g/km.

For reference, the formula to calculate a car’s CO2 target is shown on the right.

Fines are then calculated based on the difference between the CO2 target and the official CO2 output. Fines have been set at €95 per g/km that each car is over the target.

For example, if a 1,440kg car had an official CO2 output of 117g/km, then the fine would be €1,900, calculated as (117 - 97) x €95. But if a 1,800kg car had an official CO2 figure of 117g/km, then

TO CALCULATE A CAR’S CO2 TARGET...

Target emissions = 95 + (0.033 x (M - M0)) M = each model’s kerb weight M0 = 1,379.88kg (an average kerb weight roughly equivalent to a BMW 1 Series).

For example, a car with a kerb weight of 1,440kg would have a target figure of 97g/km, and one weighing 1,800kg would have a target of 109g/km.

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its fine would be €760, on the basis of (117 - 109) x €95.

But before we get to the final figures, there are several other aspects to the targets that need to be factored in.

As part of the soft start to the targets for 2020, cars with emissions of less than 50g/km are counted twice when calculating the overall brand average. This will taper to a factor of 1.67 in 2021 and 1.33 in 2022.

However, the effect of this adjustment is capped to an overall reduction of 7.5g/km per manufacturer.

That’s not the only adjustment to make, either.

For carmakers with smaller production outputs, there are further modifications to the 95g/km target. For example, manufacturers with registration volumes between 10,000 and 300,000 in Europe can apply for a derogation figure. Those selling between 1,000 and 10,000 can negotiate their own figure, and those below 1,000 are exempt.

“IF AVERAGE CAR WEIGHTS REMAIN BROADLY THE SAME, THE AVERAGE EMISSIONS TARGET FOR UK NATIONAL SALES COMPANIES WOULD BE 99G/KM IN 2021”

The sharp-eyed among you will have spotted a problem with this system.

Because the target is based on registered vehicles for that particular year, the actual target and fine won’t be known until the end of the year. This makes it impossible to know what each brand’s actual target is in advance. As a result, the brands will have modelled their production and sales figures carefully and worked out what needs to be adjusted to minimise any fines.

BUT THE UK IS LEAVING THE EU...

WHAT HAPPENS AFTER 2021?

The Department for Transport has confirmed that the current rules will apply next year, even though the UK has left the EU. A spokesperson for the department said: “The existing EU regulatory regime will remain law in the UK. From 2021, the intention is to continue with this existing approach but

may be qualify for a more lenient emissions target.

HOW WILL THE UK’S TARGETS BE CALCULATED?

in a UK-only context. The government consulted on such an approach in November 2018. Vehicle manufacturers registering new passenger cars and vans in the UK will be responsible for meeting the CO2 targets, as they are now under the existing EU regime.”

Only UK registrations will count in 2021, so manufacturers cannot include Europe-wide averages. However, they can still combine their targets with other, linked national sales companies and submit the results as a group.

What’s not clear at this stage for the UK-specific rules is what will constitute a smaller-volume brand that

While it’s fairly difficult to estimate the EU’s targets for each brand, it’s actually a little bit easier in the UK. A Freedom of Information request by this author has revealed a brand-by-brand breakdown of the average weights of new passenger cars registered in 2018.

Assuming the UK stays in line with the EU regulations, it’s possible to estimate the UK’s CO2 targets using the existing formula.

If average car weights remain broadly the same, the average emissions target for UK national sales companies would be 99g/km in 2021.

However, the average CO2 output of a new car in the UK is 127.9g/km. If the fines had been applied in 2019, that would have equated to fines worth more than €6.3bn.

Neither the government nor manufacturers are going to let that happen in 2021. The average emissions figures will be brought down by the current slew of full EVs and plug-in hybrids hitting the market, as well as some highCO2 models disappearing.

However, that €6.3bn figure does highlight the scale of the challenge. And that challenge hasn’t been helped by the emergence of COVID-19, which has pushed the emissions issue onto the backburner during the crisis. But when we go back to being able to deliver cars to customers, you can bet emissions will come roaring back to the top of manufacturers’ concerns.

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RIDE OR DIE Motorcycle brands need to expand their customer base if they want to survive, so why not ride on the coat-tails of the custom bikes scene? It hasn’t done Harley-Davidson any harm. No wonder BMW is trying its luck…

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HO’D WORK WITH motorbikes right now?

It’s a tough gig, what with the COVID-19 pandemic, a dwindling rider base and the high costs associated with the switchover to electric bikes. And now the industry giants have to face the added uncertainty of a recession, unsettled global supply chains and diminished consumer confidence as we hit peak buying season.

Still, the industry continues to prove that it’s as resourceful as it is robust.

BMW Motorrad, for example, has managed to launch a Bavarian HarleyDavidson. The new R18 features classic R5 styling cues, an exposed driveshaft and an all-new 1,800cc horizontal twin

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engine, affectionately known as “Big Boxer”. It’s not really moving the dial in terms of innovation, but that’s the point: it’s unashamedly gunning for the American cruiser audience, a market that’s responsible for 350,000 units each year. In a period of uncertainty, tapping into a well-established and lucrative segment is a sensible move for BMW. Harley-Davidson’s recently appointed CEO, Jochen Zeitz, will need to come out punching, because everything about the R18’s approach seems to be mimicking Milwaukee: the strong heritage aspect, the lifestyle positioning and even the expansive range of official aftermarket parts and accessories.

HOP ON IT There’s no bigger statement of intent than BMW’s partnership with Californian custom-building powerhouse Roland Sands Design.

Like most modern personalities, Roland Sands got his break on a reality TV show, Biker Build-Off, but he was always destined for life on two wheels.

In 1998, Sands won the AMA 250 GP title, a crown previously worn by racing legends Freddie Spencer and Randy Mamola. To fund his competitive habit, Sands worked at his father’s business,

Performance Machine, which is still one of the leading names in aftermarket parts and upgrades for Harley-Davidsons.

It was there that Sands honed his impressive fabrication skills, and that eclectic background has given him the unique confidence to combine bike genres and eras with conviction, whether creating a high-performance Yamaha TMAX scooter or making a rough-andready flat tracker from a £40,000 Ducati Desmosedici MotoGP bike.

While these custom bike builds provide a suitable halo effect, the partnership between Sands and BMW actually concerns so-called “organised custom”, where brands offer parts and accessories that can be bought, scaled and bolted on easily, without requiring a customer to be handy with a MIG welder.

In some quarters, organised custom is nothing new. If you’ve ever visited a Harley-Davidson dealership, you’ll have seen that its parts and accessories catalogue is so heavy that the showroom floor has to be reinforced. But given that most Harley-Davidsons have limited mileages and extended ownership cycles, that thick tome is a big part of the firm’s business model. It’s also proof, if proof were needed, that the pleasure of a motorcycle doesn’t so much come from

owning the thing as from riding and customising it to reflect your needs.

Of course, some people may prefer a more hands-on conversion. And if you look beyond these multimillion-dollar franchises, you’ll find an active underbelly of customisers all waiting to build you the bike of your dreams. They’re the sort of workshops that loathe the very notion of organised custom and instead preach at the altar of “built not bought”. (They’re also probably into craft beer, not your newly-acquired-by-Heineken stuff.)

MADE IN BRITAIN Inside the M25 alone, you’ve got the incredibly talented Death Machines of London, deBolex and Warr’s of London.

Warr’s may be an official Harley-Davidson dealership but its custom work subscribes to this same made-by-hand philosophy and deserves to be celebrated.

Just look at the North London workshop of Adam Kay. He may not be a retired racer like Sands, but he has an equally varied background, having studied fashion and sculpture. The art world’s loss was the motorcycle industry’s gain when this professional polymath established Untitled Motorcycles 10 years ago.

Musing out loud, Kay believes that sustainability is the next big trend

for motorcycle manufacturers and customisers alike. “Electric bikes are going to be huge, but we also need to get back to creating sustainably and responsibly. Luxury starts from the raw material, which is why we’re replacing plastic with hand-rolled aluminium and integrating recycled carbon fibre into chassis construction.” When you hear this and see the amount of skill, passion and humanity that goes into Kay’s creations, you know that motorcycles deserve a place in the new world of automotive technology.

Kay may not have brokered any lucrative organised custom deals just yet, but over the past decade his twowheeled highlights include a series of restored R80 café racers, a ULEZcompliant all-electric flat tracker, being named Britain’s best custom motorcycle builder by GQ magazine and opening an American outpost in San Francisco.

So, with the likes of Kay and Sands at work, there’s plenty of life in the world of custom bikes. After all, tapping into the custom scene has been a key part of Harley-Davidson’s efforts to sustain its market position over the years. And with the R18 and its deal with Sands, BMW is clearly attempting to do the same thing.

It certainly looks like a logical step.

“THE NEW R18 FEATURES CLASSIC R5 STYLING CUES, AN EXPOSED DRIVESHAFT AND AN ALLNEW 1,800cc HORIZONTAL TWIN ENGINE, AFFECTIONATELY KNOWN AS BIG BOXER”

Left and above: Every good BMW wants to be a Hog

Left: Adam Kay may have built this bike in collaboration with Barbour International, but a 1,200cc Triumph doesn’t exactly scream “wet weekend in the country”

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OPENING DOORS History has shown that women can happily fill male-dominated roles, but true diversity in the workshop is still a long way off

FEBRUARY 1945, the 18-year-old Princess Elizabeth enlisted as a mechanic in the Auxiliary Territorial Service, the women’s branch of the British Army.

But as World War II drew to a close over the next few months, she and most of the women she served alongside returned to normal life (well, as normal as life can ever be for a future queen).

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a lack of childcare, education, career support and social acceptance meant that the opportunity was lost. Even now, 75 years later, we still haven’t achieved what those women proved was possible: demonstrating to everyone, once and for all, that a woman can be just as skilful as a male mechanic.

Of course, the wartime situation was unusual. It had been necessary to shore up vital industries by any means possible, and I’m not sure the women were thought of as anything other than placeholders for the men. That said, the war went on for a

The queen of the workshop. Oh, and Her Majesty too

long time, giving the women a chance to show that they were capable, proficient and deserving of wider career opportunities (which never came their way).

It has taken an even longer time for attitudes to change more generally, slowly dispelling the notion that a woman’s place is in the home. Ultimately, that idea has been killed off by the fact that most households now need two incomes in order to afford life’s necessities.

Crucially, though, we’re yet to achieve equal representation. You only have to look at the MOT sector to see that. Out

of the UK’s 60,000 MOT testers, just 300 are women: a real Spartan army. That’s just 0.5% of the MOT testing workforce, so we’re a long way from the ideal of 50%.

We need to ask ourselves why so few women are pursuing this as a career.

Personally, I don’t think that MOT testing is a particularly unattractive career for women, but historically the route into it has been. Some women will need a career break in order to have children, and when that’s combined with the requirements in terms of qualifications and experience, that can place hurdles in their path.

But given how few women are currently performing MOTs, perhaps this isn’t the best way of judging whether progress has been made industry-wide.

What we need is more data on the whole automotive industry’s diversity.

Evidence from further education settings on who is studying what – and why – could provide better evidence of the industry’s gender split, as well as clues about what the future holds. It’s difficult to access this kind of data at the moment, but as a business owner I am certainly seeing more female applicants than I did 15 years ago. If the route into MOT testing continues to attract more female applicants, we should start to see changes to the figures in the coming

years, with a further balancing out of male and female testers.

There are other changes at play too.

The motor trade is becoming increasingly complex – you only have to look at the latest vehicles rolling off production lines, onto forecourts and eventually into MOT bays.

But pay isn’t necessarily keeping pace with the skills required to maintain these vehicles and succeed in the industry.

In some ways, that isn’t a bad thing, as having a workforce entirely motivated by money seldom lends itself to a low attrition rate. Workers who are genuinely interested in the vehicles they work on will always be more productive. But low pay could make it more difficult to find staff to fill roles in the future – whether male or female. And that problem may have been exacerbated by recent events.

Indeed, coronavirus could have a lasting impact on the way this industry works – and how it is staffed. Lockdown has sent people back into their homes, allowing them to spend more time with their families. While some technicians and testers will be enthusiastic about returning to the workshop, others will be less keen or may simply decide not to, particularly if they aren’t their household’s top earner. We may therefore see renewed interest in flexible working arrangements and shared parental leave, for example.

Supply and demand will have a part to play too. If more people choose to spend time at home and shun the automotive aftermarket’s traditional six-day working week, pay will have to increase to tempt them back. This has the added benefit of attracting work returners, including women returning from having children.

All in all, things do seem to be moving in the right direction. But it’ll be worth monitoring these trends – and the effect of coronavirus – if we hope to increase female representation in the workshop.

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As the IMI celebrates its centenary, MotorPro looks back at some of the colourful characters whose wild and wacky ideas took the automotive industry up a gear WORDS_ED WISEMAN

PUSHING THE LIMITS There’s something about our industry that attracts and incubates human weirdness. Perhaps it’s the money involved, or rather the promise of money. Or maybe it’s the fundamental allure of the automobile and its sweeping curves, a siren song beckoning enthusiasts to their ruin.

Of course, for every outspoken eccentric, the sector harbours many thousands of dedicated, hard-working and level-headed professionals whose propriety and competence keep the wheels turning. But there’s no denying the link between cars and those individuals who could be politely described as colourful characters. Like moths to a flame, they seem irresistibly drawn to the automotive industry.

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01 / SERGIO MARCHIONNE 1952-2018 Sergio Marchionne was born in the rubble of post-war Italy, six years after the launch of the Vespa and five years before the Fiat 500. He would become one of the most famous characters in business generally, let alone the automotive industry, known in particular for turning around the fortunes of stricken companies such as Fiat and Chrysler. Forthright, brisk and occasionally brutal, Marchionne was not a man to cross, but his work ethic and automotive insight earned him almost unparalleled respect. His trademark black sweater and lit Muratti were a common sight in the greysuited executive world until his death in 2018.

02 / HENRY FORD 1863-1947 Henry Ford is perhaps the most famous name in automotive history, but also one of its least likeable characters.

He is best known for his contributions to manufacturing efficiency, factory production and the popularisation of the automobile. Against the backdrop of early 20th-century corporate misadventure, Ford’s decision to build an entire city in the Amazon rainforest (and name it after himself) would have seemed reasonable enough, but 100 years of hindsight shows up this man’s behaviour for what it really was – a bit mad but ground-breaking nonetheless.

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03 / BERTHA BENZ 1849-1944

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Bertha Benz’s decision to steal her husband’s car and take their two sons on a joyride through the German countryside would be considered rather irresponsible today, but in 1888 it was positively revolutionary. Her trip from Mannheim to Pforzheim was the first ever car journey and ultimately paved the way for the automotive universe we now live in. Her husband, Karl Benz, had built the machine, but had not done very much with it.

Bertha understood its huge potential – and even improved on it en route, developing the first brake pads during the journey.

04 / FRITZ VON OPEL 1899-1971 Fritz von Opel, known as “Rocket Fritz”, might not have been the most influential man in the Opel automotive dynasty, but his passions for both pyrotechnics and velocity made his career one of the more spectacular. As an early pioneer of rocket cars (which, as we know, went on to achieve considerable mainstream popularity – not!), he was a talented publicist and worked hard to promote the family firm through his stunts. He soon moved on from cars, applying rocket technology to trains, motorcycles and aircraft. His Rak.1, which had its maiden flight in 1929, was the first proper rocket-powered plane.

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05 / FELIX WANKEL 1902-1988 Felix Wankel was a gifted engineer. His rotary engine design is one of the most enchanting inventions in internal combustion history and has perhaps the most devoted fanbase of any conventional powertrain. Shattered by the death of his father in World War I, Wankel’s adulthood was defined by yet more conflict.

Wankel was also an ardent Nazi, having joined the party in 1922, soon after its formation.

He died in 1988, reviled for his politics but celebrated for the mark he left on automotive engineering. And for extra trivia points, Wankel was also an active anti-vivisectionist, and a biannual animal rights award in his name exists to this day.

06 / ELON MUSK 1971When Elon Musk named his newborn son X Æ A-12, it was only the second worst thing he had done that week. A few days before, Musk had tweeted that Tesla’s share price was “too high”, duly wiping several billion dollars off its valuation and causing not inconsiderable annoyance among the company’s weary investors. Undoubtedly a visionary, and probably the most influential leader in EV history, Musk has drawn criticism for a litany of publicity crises – many of which play out on Twitter. And for those of you wondering, the unfortunate child is named partly after the Lockheed A-12, his parents’ favourite aircraft.

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07 / EARL WILLIAM “MADMAN” MUNTZ1914-1987

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A nickname like “Madman” really has to be earned.

American entrepreneur Earl William “Madman” Muntz might have carefully crafted his wild on-screen persona, but there was a hint of the truly unhinged to his many business endeavours, which included consumer electronics, second-hand car sales and automotive manufacturing. The short-lived Muntz Car Company produced just one model – the Jet – of which only 400 were ever made. The company lost an estimated $1,000 on each car. Muntz’s TV adverts for his usedcar dealership were so popular that the forecourt in California became a tourist attraction in its own right.

While many of Muntz’s business ventures imploded, some of his innovations in car audio technology proved to be relatively sound.

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08 / CARROLL SHELBY 1923-2012 Carroll Shelby wasn’t a particularly good chicken farmer. After going broke in 1949, he began participating in motorsport – first drag racing, then road racing – and was eventually noticed by Aston Martin, who invited him to drive at the Nürburgring. Ten years after all his chickens died, he won Le Mans. Many would have stopped there, but Shelby went on to write one of the greatest transatlantic chapters in the history of the motor industry: the AC Cobra, which had the body of a British roadster and the V8 heart of an American muscle car. Oh, and he trained bomber pilots in World War II, married seven times and invented his own chilli powder. Shelby fitted many varied lives into his 89 years.

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09 / CARLOS GHOSN 1954Today’s automotive executives seem rather staid when compared with the exuberance and occasional lunacy of the 20th century’s greats, but Carlos Ghosn did his best to buck that trend in 2019 by smuggling himself out of Japan in a box of audio equipment before he could stand trial there for corruption. The audacious escapade, which allegedly involved a band of Gregorian musicians, two private jets and a bullet train, was a peculiar end to a career at the very top of the global automotive industry, during which Brazilian-born Ghosn had become a rare business superstar in Japan. A manga comic celebrating the way he turned Nissan around was published in the early 2000s.

Surely a movie must be on the cards too.

10 / LUIGI COLANI 1928-2019 Luigi Colani did not like straight lines. Born in Berlin in 1928, Colani became obsessed with curvature, a passion that informed a six-decade design career encompassing cars, houses, computers, kitchens, musical instruments, boats, lorries, cameras, buildings, cutlery and practically any other product you care to name. Few designers can claim such a vast and varied portfolio, and fewer still exhibit such fierce consistency. His interest in aerodynamics and fuel economy led him to devote a great deal of time to the automotive world, where he applied his uniquely “organic” flamboyance. His rejection of the angular, rigid hegemony of car design throughout much of the 20th century is evident even in his more understated work.

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BAD HYBRIDS Hybrids have long been seen as a useful way to nudge us towards a full-electric future, but now the government wants to end the sale of these vehicles. What gives?

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THE GOVERNMENT DELIVERED a bombshell at the beginning of the year: not only is it planning to pull forward the ban on the sale of petrol and diesel cars and vans by five years (to 2035), but it also intends to include hybrids in that too.

That came as a major shock to the motor industry. The assumption had been that plug-in hybrids – at the very least – would remain a key plank of the plans to reduce vehicle emissions for years to come.

The move has been described as a “date without a plan” by the Society of Motor Manufacturers and Traders, which argues that achieving a zeroemission future needs a more concrete roadmap, and preferably one that doesn’t undermine sales of today’s low-emission technologies.

And while the IMI has welcomed the government’s ambition to reduce carbon emissions, it warns that the skills required to maintain the all-electric fleet of the future are badly lacking. As Steve Nash, CEO of the IMI, puts it: “Currently just 5% of the sector is appropriately

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qualified to work on electric vehicles, so in the next 15 years the race will be on to get the rest of the workforce up to speed.”

The National Franchised Dealers Association (NFDA) has added its thoughts too, strongly criticising the move. “The NFDA urges the government to reconsider its plans to ban the sales of new plug-in hybrids by 2035 and introduce a later phase-out date for this segment of the new car market, which is currently experiencing significant growth,” the Association’s Director Sue Robinson said.

WHAT WENT WRONG? So why have hybrids, especially plug-in hybrids, fallen out of favour so quickly?

After all, the government had at one stage confirmed that plug-in hybrids wouldn’t be affected by the original 2018 plan to ban traditional combustion engine cars and vans by 2040.

MotorPro put the question to the Department for Transport, which replied that it was simply following the

recommendations of the Committee for Climate Change (CCC), the body that has been advising the government on its Road to Zero strategy for reducing CO2 emissions to net zero by 2050.

So, our next stop was the CCC, to ask why it thought plug-in hybrids couldn’t be part of the emissions reduction plan beyond 2035.

Its reply? “Although this can be a useful transition technology in that it helps to address concerns over range anxiety, emissions are still produced when driven in non-electric mode.” The CCC also added that “continued use of plug-in hybrid vehicles will mean that this source of emissions is unlikely to be fully decarbonised by 2050”.

Just look at the Netherlands, the CCC said, for evidence that plug-in hybrids aren’t being plugged in. Generous tax breaks for company car drivers there, since removed, meant that for a while you could save money by choosing to run a plug-in hybrid without ever plugging it in. Unsurprisingly, many didn’t bother.

“THERE IS A CONCERN THAT PLUG-IN HYBRIDS ARE NOT BEING USED AS INTENDED, ACHIEVING LESS THAN ONE-THIRD OF THEIR MILES IN ELECTRIC MODE AND PUTTING EMISSIONS TARGETS AT RISK” EWA KMIETOWICZ, TRANSPORT TEAM LEADER AT THE CCC

“There is a concern that plug-in hybrids are not being used as intended, achieving less than one-third of their miles in electric mode and putting emissions targets at risk,” says Ewa Kmietowicz, Transport Team Leader at the CCC. So why has the CCC advised bringing forward the ban to 2035? Well, its research suggests that it takes on average 15 years for the nation’s stock of cars and vans to turn over, meaning that 2035 is the latest possible date the government could end the sales of conventional petrol and diesel vehicles in order to give everyone chance to make the switch.

THE SKILLS HEADACHE The issue of having enough technicians trained to handle EVs was put to the Secretary of State for Transport, Grant Shapps, in February this year.

Shapps replied that the government was “committed to working with the IMI to ensure the UK’s mechanics are well trained” as part of the Road to Zero strategy. He even pointed to

the endorsement of the IMI’s TechSafeTM training scheme by the government’s Office for Low Emission Vehicles (OLEV).

However, Shapps also drew attention to an issue that’s weighing on the automotive industry as it adapts to this technology: put simply, EVs need less maintenance.

The simplification of the drivetrain to just three main components (the battery, the inverter and the motor) means that EVs will probably need fewer repairs over their lifetime. It’s a problem that the whole industry will need to get to grips with sooner rather than later.

the EU’s, meaning that the shift to fullelectric vehicles now looks inevitable.

But the decision on which technologies to ban – and when – is not yet final. The plan to bring the ban forward to 2035 and include plug-in hybrids is still under consultation (and has now been delayed by two months to the end of July because of coronavirus). Should the plans go ahead, there will be huge repercussions for the industry – from sales to training. This is arguably one of the biggest decisions the industry has ever faced.

THIS AIN’T OVER The current shift to electrification has been driven partly by a stringent EU policy that fines automakers if their individual average CO2 outputs from new vehicles exceed an agreed amount. As the UK’s transition period with the EU comes to an end in December, the government will have the power to set its own standards, and it has already indicated that these will be at least as ambitious as

Make your voice heard Now’s the time to make your feelings known. Do you agree with the proposed move, or should it be reworked? Get in touch with those making the decision by emailing communications@olev.gov.uk

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Bad hybrids, 1

Hybrid tech

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THE SKILLS TOOLKIT Thinking about a career change? Or just taking your first steps in the automotive industry? MotorPro breaks down the skills you’ll need to succeed in a range of roles WORDS_REBECCA CHAPLIN

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01 / TECHNICIAN We start with a very broad term for what is really a number of complicated roles, working across a whole range of vehicles. While this has historically been viewed as a fairly straightforward job, let’s face it: it’s not. Here are some of the basic skills that’ll help you get a foot on the ladder, including decent maths, some serious problem-solving skills and strong communication (because when it comes to tackling the trickier mechanical problems, two heads are definitely better than one).

You’ll need: • Problem-solving skills; • Strong attention to detail; • A sense of initiative; • The ability to use, repair and maintain tools; • Persistence and determination; • The ability to work well with others; • Knowledge of engineering, maths, science and technology; • Customer service skills; • Computer know-how on the main software packages; and • The ability to estimate time and costs for jobs.

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Skills toolbox, 1

Know-how

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02 / MOT TESTER

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To even consider becoming an MOT tester, you’ll need at least four years’ experience of working as a technician and you’ll need to hold a full UK driving licence for all classes of vehicle that you’ll be testing.

There are also some more specific standards that you’ll need to meet, such as proving that you can be trusted to carry out tests on your own.

CLIENT

You’ll need: • To be thorough, with good attention to detail; • Good communication skills for explaining to a customer why their car has failed its MOT and what work it needs; • Good knowledge of car maintenance and repair; • Computer skills to use the required programmes and to input MOT test results; • A full and current UK driving licence for the vehicle classes you want to test; • At least four years’ full-time experience servicing and repairing the types of vehicles you’re going to test; • A pass on the MOT testing course; • No unspent convictions for criminal offences; • To be “of good repute” in the eyes of the DVSA; and • A level 2 testing certificate for class 4 and 7 vehicles (Group B) and an MOT demonstration test pass, if you want to progress to become a class 3 or 5 MOT tester.

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03 / SALESPERSON ART

Salespeople get accused of having an easy time of it, but anyone who has ever worked in car sales – or simply had to work with customers all day – knows that just isn’t true. The best salespeople have great manners and are able to listen as well as they can talk. You don’t need any specific qualifications to work in sales, but these skills could be the difference between getting by and earning plenty of commission.

PRODUCTION CLIENT

You’ll need: • Good listening skills; • Strong verbal communication skills; • Excellent product knowledge; • Good computer skills; • Basic maths skills to help you with the financing side, as well as helping you communicate the calculations to customers; • An understanding of the law and the relevant regulations when selling or financing a car; • An understanding of car technology and the ability to explain how it works in plain English; • The ability to work in a team and support others; • Leadership skills to motivate others you work with; and • The ability to negotiate while remaining polite and understanding.

05 / INDEPENDENT BUSINESS OWNER It’s not unusual to run your own independent business in the motor trade, but it will require a lot of hard work and mental strength to keep the wheels turning. Having a great team that you can trust will go a long way, and having some of the following skills will get you off to a strong start. You might even choose to top it off with a business management qualification.

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04 / FLEET OPERATOR This role is something that few people really understand until they have to work with one, and it’s not something people usually discover as a potential career until they’ve left school. Fleet operators manage a large group of vehicles – from cars to lorries – as well as handling drivers and the budgets that pay for them. You don’t need to have a particular technical qualification for this role, but there are courses that you can take at a college or university level that will make you a more attractive candidate.

That said, having some of the following skills would be a great starting point.

You’ll need: • The ability to think on your feet; • Adaptability; • People skills; • The ability to work with numbers and budgets; • Problem-solving skills; • Resilience under pressure; • An understanding of health and safety regulations to protect drivers; • Writing skills to communicate problems and report your work; • A keen eye for cost savings; and • The ability to multi-task.

You’ll need: • Excellent organisational skills; • Good communication with employees and customers; • The ability to work with a team; • The ability to lead a team; • An understanding of finances, taxes and profit margins; • A keen eye for cost savings; • Basic computer skills such as word processing, spreadsheets and emails; • Problem-solving skills; • Creativity; and • Determination and drive, even in difficult situations.

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THE DAY I...

MET MY HERO...

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WORDS_ALEX ROBBINS

OW WOULD YOU

like to head over to France next week and have a go in a Citroën DS?” asked the editor of the newspaper I was working for. This would have been a plum gig in anyone’s book, but for me, it was the opportunity of a lifetime.

Suffice to say, growing up, I was not your average car nut. Where my peers had posters of Ferraris and Lamborghinis on their walls, for me, the DS was the height of glamour.

This was a deeply unfashionable point of view back then, but I’m glad to say that the rest of the world has since caught up. I’m no longer the odd one out for liking weird old Citroëns. Sadly, that also means prices have shot up, so owning one remains a distant dream. But a chance to drive one was the next best thing. It was all I could do to stop myself yelping down the phone.

So that was how I found myself in the village of La Ferté-Vidame in northern France on a blazing hot summer’s day, gazing lasciviously at the “beige vanneau” flanks of a 1973 D Special. That badge marked it out as a lower-spec member of the DS range, with a slightly asthmatic 2.0-litre engine and a four-speed manual gearbox, instead of the clever clutchless semi-automatic fitted to some of the more palatial models.

Having said that, this particular example was rather special: it was part of Citroën’s Conservatoire, a collection of more than 400 classic Citroëns owned by the company and stored just north of Paris. Better not break it, then. And as if that wasn’t pressure enough, the Conservatoire’s curator, Denis Huille, would be sitting in the passenger seat for the whole of my drive.

Things didn’t start well. Before setting off, Denis warned me to be Philosopher Roland Barthes wrote careful of the brakes. In older Citroëns an essay in praise of the DS, arguing that it heralded “the beginnings of a with oleopneumatic suspensions, new phenomenology of assembling, they’re famously fierce. “I think they as if one [has entered] a world where take maybe 500 miles to get used elements hold together by sole virtue to,” he said, and he wasn’t wrong. > of their wondrous shape”. Err, right...

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The drive of my life

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“CRUISING ALONG THESE GLOSSY, SMOOTH ROADS, THE IMPRESSION OF GLIDING A COUPLE OF INCHES ABOVE THE ROAD SURFACE WAS UNCANNY”

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Sleek, elegant, a true French thoroughbred... no wonder the BBC used the DS to film horse racing in the ’70s and ’80s (well, it probably had something to do with that silky smooth suspension)

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Just when I thought I was getting the hang of them, Denis, who was directing me, called a left turn at the last minute, and I jammed on the button-like pedal without thinking.

Denis’s seat unlatched and clattered forward, sending him sprawling over the black plastic dashboard. Ah. I offered profuse apologies, but happily it turned out that there was no lasting damage – either to Denis or the car. We soon slipped out of the village’s tight streets and were bounding through those gloriously wide tracts of French countryside that seem to go on forever. The flat fields and vineyards were punctuated by sleepy villages and hemmed in by lush green forests, gently undulating hills and a deep blue sky.

Bumbling along, the DS felt unctuously, lavishly Gallic, as though someone had distilled the concept of Frenchness into a single moment. All we needed was some Edith Piaf to complete the scene. I did ask, but sadly the stereo was defunct.

I didn’t even mind that the engine was a bit rubbish. With just 98bhp, it’d be an understatement to say that the D Special was somewhat lacking. Mind you, what

power it did have was served up at the lower end of the rev range, so while progress was leisurely, it never felt strained.

Changing gear was a challenge at first.

The column shift took a bit of getting used to for someone accustomed to floormounted shifters. But I got the hang of it eventually. And when not pressed into service negotiating the gearbox, my palm rested in the nook between the rim of the steering wheel and the single spoke, my other arm propped lazily on the ledge of the open window as the warm breeze streamed in. I couldn’t have been happier.

Of course, it’s the oleopneumatic suspension that the DS is famous for, and I’d waited 30 years to find out what it felt like. I wasn’t disappointed.

Cruising along these glossy, smooth roads, the impression of gliding a couple of inches above the road surface was uncanny. Motoring journalists have long pulled out the old “magic carpet” cliché to describe riding along in Citroëns that use the air and oil suspension system, but that’s because it really does feel as though you’re riding on a cushion. The lumps and bumps of the road beneath you are barely detectable.

Along rutted lanes and over speed bumps in town, the suspension couldn’t keep up with the smaller vibrations, but even these were absorbed by the pillowy seats, with the result that you didn’t feel them so much as hear them.

What I wasn’t prepared for was the DS’s composure in bends. With suspension this soft, I was expecting it to feel wallowy. But while there was some body roll, it was much more controlled than the sort of lurchy feeling you get in many cars of this era. Plenty of grip and light, direct steering meant I was soon confident enough to hustle the DS along.

I could have driven the DS all day long and carried on into the sunset. But sadly, my time with this wonderful old car had to come to an end. I pulled up and pressed the lovely Art Deco door handle, climbed out and returned to reality from my blissful Francophile reverie. I’ve been so lucky to experience some truly incredible drives in my time – but that half an hour with Citroën’s goddess is the one I’ll treasure most of all.

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Drive of my life, 2

The drive of my life

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How to opener, 1

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AV sensors

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Tom Denton takes us through the tech that allows autonomous cars to sense obstacles ahead P66

P59_KEEP ON SELLING WITH F&I ACCREDITATION As car dealerships slowly reopen, make sure your sales and financing professionals are at the top of their game

THE HOW TO SECTION Everything you need to know to do your job brilliantly, by the IMI’s expert contributors

P60_EXPAND YOUR DIGITAL NETWORK Pressing the flesh in person might not be possible right now, but there are other ways to make new contacts across the motor industry

P61_REBALANCE YOUR FINANCES FOR POST-COVID LIFE Economic trouble is coming. Now’s the time to redistribute cash to wherever your business needs it the most

P62_UNDERSTAND YOUR RAG STATUS A red or amber MOT rating from the DVSA might sound scary, but it’s not necessarily a disaster. Here’s what you need to know

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F&I, 1 VERSION

HOW TO...

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Keep F&I flowing post-COVID Retail financing was already under the microscope before the pandemic hit.

Now it could be the key to boosting your business as we come out of lockdown

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WORDS_FRANCO BOSCARELLI MIMI

ART PRODUCTION CLIENT

The lockdown is clearly the greatest test of stamina and resolve that most of us will ever undergo, and businesses are now counting the painful cost of having closed their doors for such a prolonged stint. But as those doors reopen, finance and insurance (F&I) will be front and centre in the automotive retail sector’s recovery.

We’re already seeing the first signs of a resurgence in the form of incremental footfall from private consumers and returning demand from the commercial sector, including critical service providers. Customers are now thinking about their next vehicle purchase, and dealerships are reporting an encouraging upward trend in sales-related calls from prospective customers whose desire to return to normality has clearly taken hold.

Get ready to sell The F&I sector has been under a lot of scrutiny lately, with question marks hanging over everything from commission structures and incentives to the very tactics salespeople use. No stone has been left unturned. While a great deal of good work continues to be done by our sector’s professionals and the regulators, some issues are yet to be addressed. The best thing we can do at this point is to make sure that staff in F&I

roles have the required skills and training – and, moreover, are offered the opportunity to put them to use.

The best move for businesses would be to help prepare for a successful return to trading by pursuing IMI Accreditation in Finance and Insurance for their teams.

The accreditation route has been developed in

conjunction with industry experts and is available via some IMI-approved centres. It’s aimed at professionals in customerfacing roles, namely those responsible for selling F&I products to consumers.

Accreditation enables individuals to demonstrate their competence and professionalism through both knowledge tests and practical assessments such as roleplay scenarios.

As well as focusing on key skills such as presenting F&I products appropriately, accreditation also highlights your commitment to treating

customers fairly while operating in accordance with the current legal guidelines. All those undertaking accreditation will be required to sign an ethical code of conduct.

Know it all The accreditation path covers a huge range of information and regulations, allowing

those in the sector not only to demonstrate that they understand customer needs and concerns, but also that they possess an intimate knowledge of the sector and the products available.

The route to accreditation is broken down into four compulsory modules: Qualify Finance and Insurance Products, Presenting Finance & Insurance Products, Customer Types and Needs, and Regulation and Compliance.

Undertaking accreditation enables industry professionals to demonstrate their current competence and means they

will appear on the industry’s Professional Register. F&I accreditation focuses on key parts of the skill set, including: • Identifying possible matches with F&I products from information provided by customers; • Assembling information about F&I products that support the customer’s financial needs; • Creating relevant sales opportunities; • Purveying F&I products that support the customer’s intended financial activity; and • Demonstrating in-depth knowledge of regulation and compliance relating to F&I products.

As the motor industry adjusts to post-pandemic life, F&I could be the catalyst that gets everything going again.

That will inevitably mean making sure your staff are fully competent. Accreditation could be just the head start you need.

— For more information on F&I accreditation, head to awarding.theimi.org.uk/ qualifications/financeand-insurance-advisor or contact the IMI’s Business Development team on 01992 511 521 — Franco Boscarelli MIMI is Business Development Manager at the IMI

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Network like a pro (from the sofa) Six tips on using digital tools to expand your list of contacts WORDS_SABINA HEGARTY MIMI

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Things haven’t been easy recently. Industry events have all but disappeared, and that means one of the most important things you can do in business – meeting people and making new contacts – has been almost impossible.

At any other time, you’d be attending conferences, trade shows and courses, handing over business cards and exchanging details, all in the hope of growing your firm.

But just because coronavirus has put a stop to in-person events, it doesn’t mean you can’t still pick up new contacts.

The world is still open, and there are opportunities out there if you head online. Just think LinkedIn, Twitter and other social media sites.

Here are my six tips to help you improve your digital networking skills.

your message. Mention some common ground, or an article that they may have written that resonated with you.

Suggest that it would be good to connect and then leave it up to them to decide if they wish to do so.

Remember to offer them some value. Sharing an article that might interest them is a good idea, but don’t inundate people. You can assume that if they’re interested, they will get in touch. A friendly followup is also acceptable, but chasing them daily is not.

People will undoubtedly be busy as they try to get their businesses back up and running, so don’t be offended if they don’t get back to you, and don’t be upset if a post that you have written doesn’t gain lots of likes and comments.

01_First impressions count, so get it right When introducing yourself to a new contact, personalise

02_Connect with professional groups Joining up with your peer group and those with shared

business interests will quickly enhance your network with the right connections. This is always a good starting point.

Follow manufacturers, companies and professional bodies you’re interested in and industry publications to keep up with the latest information relevant to you.

03_Be original Never copy content, style or designs from someone else online – and especially never from a competitor. Not only is this a big no-no in the digital and creative world, but it won’t even get you very far, because you can guarantee that the original content has already been widely distributed and seen long before you’d even thought of imitating it.

In commerce, copying ideas can be a huge disadvantage, as it reminds a potential client to consider contacting whoever originally came up with the idea. In other words, copying a competitor is most likely to make their phone ring and simply earns you a reputation as a copycat.

Right now is a great time to find your own style. It’s definitely worth your while to be original.

04_Think visually In today’s world, there’s as much emphasis on effective visual communication as there is on the written word.

Take a look at your online communications and posts and consider whether they are original, varied and interesting to look at. If they all look the same, it’s very possible that people browsing will think they’ve already seen them, or that it’s very similar to a previous one. This will cause low levels of engagement.

05_ Support others and work together Always remember the importance of supporting people within your network, even if they’re your direct competitors. By supporting each other and sharing best practice among like-minded people, we’ll be able to get the industry back up and running a lot faster.

06_Get the timing and tone right Do engage at appropriate times using the right tone.

As any politician will tell you, being out of sync with your audience is the quickest and easiest way to lose them.

Conversely, understanding and being empathetic with your target audience is most likely to gain their interest.

— Sabina Hegarty MIMI is Managing Director of Calibre Group, which designs and delivers digital training across sales, servicing and finance.

Emotional intelligence and mental wellbeing are integral parts of all its programmes

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Cashflow, 1 VERSION

HOW TO...

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Clean up your cashflow As we emerge from lockdown, businesses that can rebalance and streamline their finances stand the best chance of surviving

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WORDS_ JAMES SCOLTOCK

ART PRODUCTION CLIENT

Coronavirus has been nothing short of a disaster for many parts of the motor industry.

At the beginning of spring, most businesses had to shut their doors and simply wait it out. And for those that have been able to stay open, the number of customers coming in has reduced massively.

The government has now started to ease lockdown, but it could be a long time before things truly return to something resembling normality. As a result, now’s the time to start thinking about how to adjust for whatever lies ahead. So what options are available to those who want their businesses to prosper as we come out of this crisis?

Time to talk KPMG UK’s Head of Automotive, Andrew Burn, says that there are two main courses of action open to automotive businesses: looking at different cashflow levers, and making changes to their operating models.

“As business restarts, companies will be looking at cashflow, not profits, and leveraging their relationships with suppliers, landlords and others,” he says.

So, for example, it may be wise to start a conversation with your landlord about rent holidays or deferring payments, if you haven’t already. After all, cash is

going to be at a premium, at least in the short term.

The same applies to any suppliers you work with.

You may be able to use different ideas such as a debt-for-equity swap or a scheme of arrangement – a court-approved agreement between a company and its creditors. These are used to reschedule debt, and a business does not need to be insolvent for these avenues to be available.

Also, don’t forget about the banks. “They remain supportive and will continue to serve businesses, but they may start to become

concerned depending on how the industry and the economy develop,” says Burn.

Changing tack If things do start to head south across the whole economy, it might be a good time to look at your business’s operating model.

Could you change direction to make the most of the market conditions?

“If you’re a larger multi-site dealership, for example, perhaps you could look at streamlining your operations, and there could be value in looking at pop-up dealerships moving forward,” says Burn.

Another area to look into might be second-hand vehicles. As it released the lockdown, the government asked for people to avoid public transport wherever possible.

To some extent, that will force more people onto the roads in private vehicles, but not everyone will be able to afford a new car. According to data from Vertu Motors, there has been a significant rise in people buying used cars worth less than £9,000 as they get set to go back to work.

Painful cuts Unfortunately, it’s likely that there will be a hit to the workforce in the months ahead, as firms reconsider the number of staff they employ.

Redundancies may be needed to keep businesses viable.

Hopefully, government help such as the Job Retention Scheme will minimise any redundancies in your business, but that will be dependent on debt servicing and cashflow and will need to be given a great deal of thought.

The whole economy is facing some serious challenges as we come out of lockdown. If you can be adaptable and tap into the different cashflow levers available, you stand the best chance of success. Now’s the time to start planning.

— For more of support and guidance, visit theimi.org.uk/ landing/covid-19

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Interpret your RAG rating Every MOT tester and station is rated red, amber or green by the DVSA. But what does your status mean?

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WORDS_PAUL CHARLWOOD MIMI CAE

ART PRODUCTION CLIENT

The DVSA’s role is to keep the vehicles on our roads safe to drive by making sure that every MOT is carried out to the right standard. That means evaluating MOT stations and testers regularly to check they’re providing the right service and following the guidelines correctly.

Having examined an MOT station or observed a tester, the DVSA generates a risk rating: red, amber or green (RAG). Understanding your RAG status is a good way to improve your service, and although the DVSA hasn’t

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released full details of how the ratings work, it has made some disclosures that give us an insight into what influences the results.

Green for go?

Crucially, the RAG ratings don’t prove compliance or non-compliance with the MOT service requirements.

A green garage may be issuing fraudulent MOTs, and a red garage may be doing nothing wrong.

Instead, the ratings refer to consistency. If an amber or red rating is issued, it simply

means that the DVSA has noted something that deviates from the norm.

For example, the DVSA expects to see special attention being paid to auditing and training, so a red rating may tell you that the garage has been subject to an unexpected audit. If so, why? And does the garage have records of that?

Try to look at it from the DVSA’s perspective. It has to make good use of the resources at its disposal and the information you provide to determine whether a

“THE RATINGS DON’T PROVE COMPLIANCE OR NON-COMPLIANCE WITH THE MOT SERVICE REQUIREMENTS. A GREEN GARAGE MAY BE ISSUING FRAUDULENT MOTs, AND A RED GARAGE MAY BE DOING NOTHING WRONG”

RAG status, 1 MOT guru Paul Charlwood MIMI CAE has 20 years of experience as a Vehicle Examiner at the DVSA and is now a consultant to the motor trade show “AB12 CDE, Land Rover Discovery, aborted 10:36 mins into test”.

The DVSA would want to know whether the owner has a record of why that test was aborted. Does the owner even know about the test?

If not, why not?

In the case of an honest aborted test, a simple note on the job card would suffice to answer those questions.

garage or tester needs further investigation. So what kind of issues might catch the DVSA’s attention?

Aborted tests An aborted test may seem innocent enough to an honest garage, but for the DVSA it may indicate deeper problems.

Say I’m testing for a garage while the owner is on holiday. I decide to log a test, but the car isn’t on site; this is a bent test for a friend. Just as I start, I see the owner walk onto the site. I abort the test to avoid getting caught. The record would then

Unusual test times Very short or very long test times can be a cause for concern. For example, how can you possibly test a car in less than 25 minutes?

A longer test probably seems fairly innocuous, but if a test exceeds 90 minutes or so, it’s possible that the tester has forgotten about the vehicle in question. After all, it’s easy to forget about a vehicle that’s not there at all…

Don’t forget, your audit trail should take a holistic approach. If a vehicle has failed because of eight areas of corrosion, plus issues with the suspension, steering, tyres and brakes, then you may well get a test time of two hours.

But if it’s just a straightforward pass when last year’s test came back with a number of advisories, that’s a bit strange.

Unusual retest times MOT retest times should reflect the nature of the failure. For example:

• Failure for mirror, bumper and fuel cap: a typical time to retest these items would be three to six minutes.

• Failure for front road spring, brake hose, rear sill corrosion and exhaust system leak: a typical time would be 15 to 20 minutes to jack the front suspension, check the workmanship, test that the brakes work satisfactorily, check the lights to ensure the welding hasn’t damaged the wiring, and check that the repairs on the exhaust haven’t affected emissions.

Remember, a retest starts as soon as it’s logged. The reinspection in the MOT bay should then take place, with the results being entered and a VT20 or VT30 being issued.

It is substandard to have a quick glance at the repairs on a two-post ramp and then log in for a minute to record it.

IP address A garage may use a number of IP addresses, so this is not a problem in itself. However, if an unfamiliar IP address or several different addresses are shown against a single test, it might raise questions about who was involved and where they were located at the time.

Doing all the retests Some testers do retests for the whole garage. This tends to give rise to odd pass rates

and does not comply with the recommendation in the Testing Guide that the tester who failed the vehicle should, wherever possible, conduct the retest.

Also, don’t forget that if you do a partial retest for another tester’s failure and both of you manage to miss a serious defect, you’re both liable for the disciplinary points.

Times between tests You’ve just finished inspecting a car, so you run it outside the workshop and park it up. You go to the next car to be tested, take down the details, run it into the MOT bay, log in, enter the results for its last test, then log this new test.

Sounds OK, doesn’t it? But the DVSA will want to know: • Is the tester ever taking a break?

• Was a pre-check conducted?

• Is the tester so busy that they have to get someone else to gather all the details of the next car?

Remember...

The information you produce from carrying out MOTs gives the DVSA a good insight into whether you’re in need of a visit, so try to think like the DVSA when you audit. After all, self-regulating is better than a slap on the wrist!

— RAG statuses and test logs are important. We’ll be looking at them again soon

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AV sensors, 1

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Stay on the straight and narrow in a self-driving car

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Autonomous vehicles may soon be upon us. So how will the cars of the future know where they’re going?

WORDS_TOM DENTON FIMI, AUTHOR OF AUTOMATED DRIVING AND DRIVER ASSISTANCE SYSTEMS

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Is my invisibility cloak working?

CLIENT

They’re coming, if they haven’t already arrived in some form.

Self-driving cars have long been heralded as the future of motoring, and those with the highest levels of onboard technology look set to take us from A to B without the need for driver intervention.

But in order to deal with all the different situations that public roads can throw at you (think pedestrians,

cyclists, horses and other vehicles performing random manoeuvres), autonomous vehicles need to be able to sense or perceive their surroundings. It sounds simple enough, but perception is a word with a number of possible meanings. Is it just the ability to see, hear or be aware of something, or does it entail understanding and interpreting what that means?

These definitions generally relate to human perception, but a machine can perceive its surroundings in similar ways.

The machine in this case is an autonomous vehicle’s sensors and processing system. The car gets information about its surroundings through its sensors, and that is processed by a central computing system. Only then can we say that it has perception.

“PERCEPTION IS A WORD WITH A NUMBER OF POSSIBLE MEANINGS. IS IT JUST THE ABILITY TO SEE, HEAR OR BE AWARE OF SOMETHING, OR DOES IT ENTAIL UNDERSTANDING AND INTERPRETING?”

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“CRUCIALLY, RADAR IS NOT AFFECTED BY THE WEATHER, LIGHT OR VISIBILITY CONDITIONS. THAT MAKES IT AN IMPORTANT COMPONENT IN THE SENSOR SET”

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The range of sensors available on modern vehicles is already impressive. The list continues to grow, but the sensor suite now includes: • Cameras; • Radar; • Lidar; • Ultrasound; • Microphones; and • GPS mapping.

Some vehicles’ systems use all of these sensors, while others might use just a handful. So how does each sensor contribute to autonomous driving?

Cameras Cameras are essential for object detection. They supply the vehicle’s processor with images of the road ahead, and artificial intelligence (AI) is then used to detect known shapes such as pedestrians and other vehicles. Cameras can also measure angles so precisely that the system can determine whether an approaching vehicle is about to start turning.

A wide field of view is used for smaller roads in town, and a narrow angle of vision covering up to 300 metres ahead is used on high-speed

THROTTLE OR BRAKE STEERING ANGLE, BRAKING SPEED, ETC

major roads. Cameras can even pick up lane markings and signposts. Functions such as lane keeping and signpost recognition are already available on some vehicles with advanced driverassistance systems (ADAS).

Radar Radar systems emit radio waves and receive echoes that are reflected back from objects that the waves have hit. Radar sensors provide information about the distance and relative speed of these objects. They are very accurate, which makes them ideal not only for autonomous vehicles but also for active cruise control, collision warning and emergency brake assist (EBA) systems.

Crucially, radar is not affected by the weather, light or visibility conditions.

That makes it an important component in the sensor set. Different suppliers offer a broad assortment of radar sensors with different ranges and opening angles (beam width). The upper end of the range offers high resolution and a long range.

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RADAR SENSOR (SOURCE: BOSCH MEDIA)

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HIGH-RESOLUTION CAMERA (SOURCE: FIRST SENSOR)

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Lidar Lidar sensors work like radar, using the echo principle. The difference is that lidar uses laser pulses instead of radio waves. Lidar can record distances and relative speeds in the same way as radar, and it can also see complex traffic situations in the dark.

However, lidar recognises objects and angles with

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a much higher degree of accuracy than radar.

With lidar, the sensor’s angle of view is not critical o because it records 360 around the vehicle, from a central rotating sensor or several sensors around the vehicle. This creates what is known as a lidar cocoon.

One thing to note is that lidar is less effective than

radar over longer ranges and in poor weather conditions such as rain or fog. That said, high-resolution solid-state lidar sensors can display pedestrians and smaller objects in three dimensions, which will be essential for fully automated vehicles carrying out high-speed and information-intensive AI processing.

Ultrasound Ultrasonic sensors are already fitted to a huge number of vehicles, primarily as parking sensors. Generally, these intelligent sensors are used to form a detection zone as wide or as long as the vehicle.

The ultrasound processing system is relatively simple, as the level of discrimination required is low and the sensors only have to operate over relatively short distances.

Microphones One sensor not yet used by many manufacturers is a simple microphone. This has the potential to recognise emergency vehicle sirens, but it could also theoretically recognise other sounds too. An AI system is required to filter out extraneous noise and to sense how far away the noise is and which direction it is coming from. The vehicle can then pull over or move off the

T A L K

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THE ALPHA PUCK AND VELARRAY™ LIDAR SENSORS (SOURCE: VELODYNE LIDAR)

The technical perspective: Thatcham Research As vehicles become more intelligent, repairing them in the event of an accident could become more complicated. If you’re looking at a vehicle with numerous sensors, you’ll need to know how every system works.

“ADAS supports the driver to prevent a crash in the first place. This represents a huge step forwards for vehicle safety and the transition into more advanced assisted and automated driving will continue to raise the safety bar.

However, while that benefit may be fully realised on a new car, maintaining it once a car has been repaired is vital,” says Richard Billyeald, Chief Technical Officer at Thatcham Research. “If ADAS sensors, or parts that are in proximity to ADAS sensors, are included in a repair specification, calibration must be completed post-repair to confirm sensors are functioning to the specified tolerances.”

07

ULTRASONIC PARKING SENSOR

road. That said, moving off the road is very complex, because the surface may be unknown or unsuitable.

GPS mapping One of the areas that could prove critical for autonomous vehicles is knowing precisely where they are on the road. Many sensors can help vehicles read what is around them – other traffic and road furniture – but the addition of GPS location and high-definition mapping would mean that routes and permanent obstacles can be known before you even set off.

This will probably be handled off-vehicle, in the cloud.

All together now Cameras, radar, lidar, ultrasound and plain old microphones have their advantages and disadvantages. However, if they are combined intelligently, the result is a o detailed and reliable 360 view. This prevents blind spots, even in complex situations. When information from several devices is combined in this way, the accuracy improves and a complete and detailed image is produced. An autonomous vehicle must unequivocally comprehend every traffic situation, even in poor weather and lighting conditions.

To enable identification and safe repairs involving ADAS, vehicle repairers should: • Assess for the presence of ADAS sensors and record the outcome clearly; • Research and seek guidance from relevant repair and calibration instructions; • Ensure all calibration activities are completed by competent and up-to-date technicians; • Complete system calibration in accordance with the relevant repair instructions; • Be able to demonstrate that the calibration of all affected sensors has been completed and that the results confirm functionality within the manufacturer’s specified tolerance (unless stated otherwise in the repair specification); • Seek advice from the vehicle manufacturer’s dealership network and take appropriate action prior to vehicle release if no specific repair guidance exists and functionality cannot be proven through systemised calibration; and • Complete and confirm dynamic calibration prior to vehicle release if the vehicle manufacturer’s information states that this is required.

— To find out more about the latest in ADAS , visit theimi.org.uk/adas

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Bosch’s Virtual Visor WORDS_TOM DENTON FIMI

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Glare from the sun causes twice as many car accidents as any other weather-related condition. After all, if you can’t see obstacles in the road ahead, you aren’t going to be able to avoid them.

In the US, the National Highway Traffic Safety Administration reports thousands of glare-related accidents each year. A study has even found that the risk of a crash is 16% higher in bright sunlight compared with normal conditions.

The simple fact is that a

traditional visor just can’t cope with the problem. It can stop some of the sunlight from hitting your eyes, but it also impedes your view. That’s not good when you need a clear view of the road, no matter what the weather is doing.

It’s a problem that automotive suppliers are trying to solve. For example, the Virtual Visor, developed

by Bosch, links an LCD panel with a driver- or occupantmonitoring camera to track where shadows are falling on the driver’s face.

The system uses artificial intelligence (AI) to locate the driver within the image from the driver-facing camera, with algorithms determining where the driver’s ears, eyes, nose and mouth and identifying shadows on the face. The algorithm then analyses the driver’s view, darkening only the section of the display through which sunlight is hitting the driver’s eyes. The rest of the display remains transparent to avoid obscuring a large section of the driver’s field of vision.

01 Traditional visor CLIENT

The traditional sun visor doesn’t adequately address the safety issues caused by sunlight. It blocks some of the sun from your eyes, but it also blocks some of your view

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Bosch says: “We discovered early in the development process that users adjust traditional visors to always cast a shadow on their eyes.

This realisation was profound in simplifying the product concept. Using liquid crystal technology to block a specific light source decreases dangerous sun glare, driver discomfort and accident risk.”

The Virtual Visor is only a concept technology at the moment, but should it make it into production, it could save many lives on the roads.

T A L K

“A STUDY HAS FOUND THAT THE RISK OF A CRASH IS 16% HIGHER IN BRIGHT SUNLIGHT COMPARED WITH NORMAL CONDITIONS”

Industry expert Tom Denton has penned numerous automotive books, including Electric and Hybrid Vehicles.

Visit tomdenton.org for more details

02 Bosch’s Virtual Visor

LCD display The Virtual Visor uses a transparent LCD display which can adjust to different weather conditions

Camera A driver-monitoring camera tracks shadows falling on the driver’s face

AI technology The system uses intelligent algorithms to block the sun’s glare but not the view of the road ahead

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WHAT’S HAPPENING AT YOUR IMI? Bright sparks TIMES HAVE BEEN challenging just lately, and we may not have finished with coronavirus just yet, but at moments like these it’s important to look for the positives.

The Ardingly Solar project is a great piece of work by students from two West Sussex schools, Ardingly College and Ifield Community College. They have been working together on a solarpowered, flat-pack EV, and the IMI is thrilled to be supporting the team.

Last year, Ardingly Solar completed the Bridgestone World Solar Challenge, driving the car across the Australian outback. In 2020, lockdown permitting, the aim is to cover more than 800 miles from John O’Groats to Brighton.

The adventure is in aid of industry charity BEN, as the IMI looks to raise £100,000 in its centenary year. But that isn’t the only reason for the coast-to-

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coast journey. The team also wants to raise awareness of environmentally friendly transport solutions, get people thinking about the types of vehicles they use and even provoke some change.

At the moment, the trip is due to take place in mid-August – but that could change depending on how the COVID-19 pandemic develops. Keep an eye on the team’s website for all the latest information and to lend your support: ardinglysolar.com

ONLINE

“I just wanted to convey my thanks for taking the time to call me today to ask how I was doing in amid this COVID-19 pandemic. It was really nice to speak to someone who genuinely had a concern for my wellbeing, having been a member of the IMI for a number of years. This was a lovely call to receive and the offer of help and support in these unprecedented times was very much appreciated. Thank you.”

WE WISH TO EXPRESS OU R DE E P E S T S Y M PAT H Y T O T H E FA M I LY A N D F R I E N D S O F…

Paul Baxter FIMI, Lancashire, aged 84 Gordon Berrisford MIMI, Derbyshire, aged 92 John Foster FIMI, Lincolnshire, aged 61 Raymond Fullen MIMI, Manchester, aged 79

LOOKING OUT FOR IMI MEMBERS ALL OVER THE WORLD The IMI casts its net wide and has been speaking to its members regularly during the coronavirus pandemic, whether they’re in the UK or further afield. We’ve had some amazing feedback...

David Greenwood MIMI, Lancashire, aged 73 David Hindle AMIMI, Manchester, aged 72 John Pearson MIMI, Newcastle upon Tyne, aged 72

SRI LANKA

US

“Thank you for your continuous engagement. My job involves valuing and selling vehicles, and the IMI has given me confidence in both these aspects. The online learning modules have impressed me a lot and improved my knowledge. The IMI is the place to go for all crazy automobile lovers around the globe who want to upgrade their know-how.

I strongly recommend that my colleagues here in Sri Lanka should get IMI membership to enjoy the professional recognition, not only within the country but around the globe.”

“Having grown up in my grandfather’s repair shop and been in the automotive repair business as a technician, service adviser, service manager, shop owner and automotive instructor for the State of Texas, I try to keep up with what is happening in automotive globally.

“After seeing what the IMI is doing, I realised that it is far superior to what we currently have in the US and I knew that I wanted to be a part of it. The automotive and repair business has been my whole life, and I am very proud to be a member of the Institute of the Motor Industry.”

Gary Sleath MIMI, Devon, aged 61 Tony Vincent AMIMI, Dorset, aged 48 Kenneth Wasling MIMI, East Yorkshire, aged 89 David Wray MIMI, Glasgow, aged 56

We’re always available to talk if you have any questions or queries. Get in touch with the membership or centre support teams on 01992 511521 or email us at imimembers@theimi.org.uk

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that’s when I joined the Marshall Motor Group as COO. That was 13 years ago.

—

The CEO of the Marshall Motor Group explains how he went from washing cars to running more than 100 dealerships

What are your goals for the future, and do you have any regrets?

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How’s that for a part exchange?

From a Renault 5 to a Maserati GranTurismo...

PRODUCTION

How did you get into the motor industry?

CLIENT

I was studying computer science at Oxford Brookes University when I got my first job in a dealership. I wanted to earn some extra money from a part-time job, but it wasn’t easy because Oxford is full of students looking for work.

After seeing an ad in the local paper, I got a job cleaning cars on a Saturday, which paid £15 for the day. I did that for two Saturdays before James French, who’s still in the industry, asked if I wanted to help selling cars on a Sunday. He offered me commission on anything I sold, plus £15 for the day.

On my first Sunday, a guy came in on a bicycle and

STARTING FROM THE BACK?

wanted to test-drive a Toyota Supra – the most expensive car we had, at £29,995. I didn’t really know what I was doing and had to call James to ask what to do. But after the test drive, the guy bought the car.

I sold two more cars that day.

— How did your career develop after that?

Maybe it’s imposter syndrome, but I’ve always felt like I’m not good enough, so I tried to learn from the people I worked with and for. I was fortunate enough to work for some great people who taught me a lot.

I worked my way up through the ranks within the Nissan network, initially working for Keith Brock before he went to Wessex Garages. By the age

of 23, I was Sales Manager of Reading Nissan. I really wanted to be a General Manager though, and to do that I needed to move, so I went to Camden Motors.

—

How did that move affect your career?

At Camden Motors, I turned around the Milton Keynes dealership and then did the same for a multi-site market area. I then moved to Inchcape and was gradually picking up a reputation for turning businesses around. By 30, I was a Franchise Director.

I then moved away from auto retail and joined Accident Exchange as its Chief Operating Officer. However, I found I missed retail, and

Personally, I’ve always wanted my own business, but I’ve fallen into the corporate trap: you do a good job and get a reward and then get a better job and a bigger reward.

I’m a very loyal person. If I have one regret it’s that I didn’t start my own business. Even so, I’m very fortunate, because the Group gives me enough freedom to run the business.

—

What advice would you give to someone who wants to work in the industry?

It’s a fantastic career.

The industry is very open, irrespective of race, age, gender or qualifications.

If you’re good enough and work hard, the rewards are amazing. We work with great brands and great products and get paid well to do it. My advice is that you shouldn’t let anyone tell you that you can’t do it.

Plus, be inquisitive and learn from the people you work with.

— Daksh Gupta, CEO of Marshall Motor Group, was speaking to Tristan Young

—

Who are your motoring heroes and inspirations? To feature in our next edition, email james. scoltock@thinkpublishing.co.uk

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WHY COVID-19 WILL CHANGE EVERYTHING

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IS THIS THE END OF THE PLUG-IN?

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My motoring inspiration

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