Counterman, April 2014 by Babcox Media

Parts Delivery â&#x20AC;&#x201D; Faster Than Pizza â&#x20AC;˘ Enter Guess The Car, Page 10

April 2014

Delve Into Parts Our annual technical sales seminars cover a variety of parts categories.

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INSIDE

April Volume 32, No. 4

features Annual Tech Sales Seminar ..............

Get briefed on 13 product categories in our annual Technical Sales Seminar. By Larry Carley, Gary Goms

Clutches .............................................. 50 Filters .................................................. 52 Bearings .............................................. 54 Fuel ..................................................... 56 Gaskets................................................ 58 Lighting .............................................. 62 Oil ....................................................... 64 Oxygen sensors .................................. 66 Suspension.......................................... 68 TPMS................................................... 70 Turbochargers .................................... 72 Wipers................................................. 74 Spark plugs......................................... 76

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columns Editor’s Ink

By Mark Phillips ....................................................

Counter Professional of the Year: Recognition that goes beyond the counter.

Counter-tech

By Mandy Aguilar...............................................

Parts — faster than pizza.

Keeping It Simple

By Gerald Wheelus ..........................

Are you losing your patience?

From The Publisher

By S. Scott Shriber ........................

The digital marketplace is here.

Allen & Allan

By Allen Markowitz and Allan Gerber.........

What’s your plan? COUNTERMAN (ISSN 0739-3695) (April 2014 Volume 32, Number 4): Copyright 2014 Babcox Media, Inc. All Rights Reserved: Published monthly by Babcox, 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to COUNTERMAN, 3550 Embassy Parkway, Akron, OH 44333-8318. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 275, to speak to a subscription services representative or FAX us at (330) 670-5335. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69. Samples and back issues - Domestic - $10, International/via air mail - $15. Canada: $89 for one year, $149 for two years. Canadian rates include GST. Ohio residents add 5.75% sales tax. Other foreign rates/via air mail: $129 for one year. Payable in advance in U.S. funds. Mail payment to COUNTERMAN, P.O. Box 75692, Cleveland, OH 44101-4755. Visa, MasterCard or American Express accepted.

April 2014 | Counterman

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departments 10

PUBLISHER

S. Scott Shriber 330-670-1234, ext. 229 sshriber@babcox.com

Aftermarket News......................................................................................

EDITORIAL

Aftermarket News presents news, views and analysis of current trends and events in aftermarket distribution

Mark Phillips, Editor 330-670-1234, Ext. 299 mphillips@babcox.com

MarketPlace ....................................................................................................

Every month, MarketPlace showcases the newest automotive product and service innovations your customers are asking about!

NASCAR Performance ............................................................................ This monthly special section takes you behind the scenes of this fast-growing sport.

Executive Interview

By Amy Antenora ....................................................

AAIA becomes the Auto Care Association.

News Extra........................................................................................................ Auto-Wares Concludes Successful 17th Year Of Tech Expos In Schaumburg, Ill.

Amy Antenora, Editor, aftermarketNews Managing Editor, Counterman 330-670-1234, Ext. 220 aantenora@babcox.com Larry Carley, Technical Editor lcarley@babcox.com CONTRIBUTING EDITORS

Mandy Aguilar, Columnist Gary Goms, Commercial Accounts Gerald Wheelus, Columnist Allen Markowitz, Columnist Allan Gerber, Columnist Jerry King, Cartoonist GRAPHIC DESIGN

Lisa DiPaolo, Graphic Designer 330-670-1234 , Ext. 281 ldipaolo@babcox.com

ADVERTISING SERVICES

News Extra........................................................................................................ Dynamic 2014 APA conference recaps successes, builds for the future.

Classifieds ........................................................................................................

Tina Purnell Advertising Services Manager 330-670-1234 , Ext. 243 tpurnell@babcox.com CIRCULATION SERVICES Pat Robinson, Circulation Manager 330-670-1234, Ext. 276 probinson@babcox.com Ellen Mays, Circulation Specialist 330-670-1234, Ext. 275 emays@babcox.com DIRECTOR OF eMEDIA & AUDIENCE DEVELOPMENT Brad Mitchell 330-670-1234 , Ext. 277 bmitchell@babcox.com

ADVERTISING SALES REPRESENTATIVES Home Office: 3550 Embassy Parkway Akron, OH 44333-8318 330-670-1234 FAX 330-670-0874 Bill Babcox bbabcox@babcox.com 330-670-1234, ext. 217

Publisher: S. Scott Shriber sshriber@babcox.com 330-670-1234, ext. 229 Sales Representatives: Dean Martin dmartin@babcox.com 330-670-1234, ext. 225 Jim Merle jmerle@babcox.com 330-670-1234, ext. 280 Bobbie Adams badams@babcox.com 330-670-1234, ext. 238

Roberto Almenar ralmenar@babcox.com 330-670-1234, ext. 233

Sean Donohue sdonohue@babcox.com 330-670-1234, ext. 206

Glenn Warner gwarner@babcox.com 330-670-1234, ext. 212

John Zick jzick@babcox.com 805-845-1400

Doug Basford dbasford@babcox.com 330-670-1234, ext. 255

Classified Sales: Tom Staab tstaab@babcox.com 330-670-1234, ext. 224

Jamie Lewis jlewis@babcox.com 330-670-1234, ext. 266

List Sales Manager Don Hemming dhemming@babcox.com 330-670-1234, ext. 286

CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller

Edward S. Babcox (1885-1970) Founder Tom B. Babcox (1919-1995) Chairman Founded 1983. Copyright 2014 Babcox Media, Inc., All Rights Reserved COUNTERMAN (ISSN-0739-3695) is published monthly by Babcox Media, 3550 Embassy Pkwy., Akron, OH 44333. Periodical postage paid at Akron, OH and additional mailing offices. Member, BPA International

April 2014 | Counterman

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DITOR’S INK By Mark Phillips

Counter Professional: Recognition That Goes Beyond The Counter ach year, Counterman magazine recognizes an outstanding parts professional. This year marks the 29th time Counterman has recognized the Counter Professional of the Year (CPOTY), sponsored by WIX Filters. As in year’s past, we treat the award recipient to an all-expenses-paid trip for two — including flight, hotel and food — to Las Vegas during AAPEX. They’ll be recognized at a special AWDA luncheon; a Northwood University luncheon; and a fantastic dinner with automotive aftermarket dignitaries on Monday, Nov. 3, 2014. But more than that, Counter Professionals of the Year receive recognition from their peers. I asked three recipients to tell us what being a CPOTY meant to them.

Bill Bryan 2010 Counter Professional of the Year Bumper to Bumper/Auto-Wares Elmhurst, Ill.

“Well it was a great honor, especially because I didn’t know about the nomination. I thought at first it was a prank. I got to meet a lot of important people in our industry, some of whom we have become friends. I got a lot of congratulatory phone calls from others in the industry and a lot of recognition within our company as well. It’s great to be recognized for all the hard work we do selling auto parts, gaining and retaining customers and trying to always give the best service possible. The trip was awesome, too!” Tom Dayton 2009 Counter Professional of the Year JS Auto Supply Jamestown, NY

“Honestly, being CPOTY has opened a lot of doors for me, and allowed me to do things that I only dreamed of before. When I started out nearly 20 years ago, I just wanted to be good enough to get ASE certified. Once I did that, I wanted to be good enough to be a CPOTY. And then I wanted to be a part of ASE’s test writing group. Finally, I wanted to share my knowledge with others. Through the CPOTY program and Counterman magazine, I was able to achieve all of those goals. This February, I went down to ASE headquarters (in Leesburg, Va.) to write questions for 6

April 2014 | Counterman

the P2. If not for Counterman and the CPOTY program, I would never have been able to reach these goals, and I have to thank you personally for all you have done for me as well.” Tom Taylor 2012 Counter Professional of the Year Motown Automotive

“The recognition has been unbelievable. I never realized how many people read your magazine. I had people from all over the country call and congratulate me, some I had not heard from in over 20 years. Even competitors came into my office to tell me congratulations and to sign their copy of Counterman. It was an honor meeting people from the ASE and many other industry leaders. To top it off, the trip to Las Vegas that my wife and I received was unbelievable. We were treated like royalty. It was an experience that will never be forgotten by myself or Motown Automotive. Truly an honor.” Now is your chance. To apply or nominate someone else, please go to Counterman.com and click on the “CPOTY” link. CM

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For more information: www.counterman.com Twitter: @CountermanMag

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OUNTER-TECH By Mandy Aguilar

Parts—Faster Than Pizza often wonder if selling auto parts is really what I do. There are times when so much of our efforts are focused on how we get the parts from factory to technician that we can’t help but think we are more of a logistics company that just happens to sell auto parts. This was not always the case. I remember the days years ago when we made zero deliveries to our customers. The “you want it, come and get it before I close the door” business mindset was the norm back then; but, it was doomed to cease. Capital constraints on adding inventory, part number proliferation and market complexity created a new paradigm and in a fairly short window of time, we went from no deliveries to customers to unlimited hot-shot deliveries faster than Domino’s, Papa John’s or your neighborhood pizza joint. That’s right, folks, parts delivered quicker than pizza — no one back then would have guessed this one! To achieve this level of speed, everyone in the industry has had to become an expert on logistics. The truth is, we are not alone in this unending race to be the fastest to market. Last November, during one of the best AAPEX education conferences I ever attended, we learned that 40 percent of the U.S. economy goes through distribution channels! Using the North American Industry Classification System (NAICS), professor F. Barry Lawrence, Ph.D., has concluded that a significant portion of our total economy is handled through distribution. Lawrence is the director for the Industrial Distribution Program

I Capital constraints on adding inventory, part number proliferation and market complexity created a new paradigm... we went from no deliveries to customers to unlimited hot-shot deliveries faster than Domino’s, Papa John’s, or your neighborhood pizza joint.

Mandy Aguilar is a regional vice president for Jacksonville, Fla.-based The Parts House.

April 2014 | Counterman

and the Global Supply Chain laboratory at Texas A & M University. At his seminar, Lawrence gave an eye-opening presentation on what he calls the “cost to serve,” where our customers must be constantly gauged in an age of shrinking margins. You guys know what I’m talking about — customers demand lower prices, but better service and faster deliveries. I’m a sales guy. All this logistics stuff was dumped on me, but when you are being outsold by guys who do it better than you, you better learn how to move those parts fast — and learn we have. One core lesson about logistics is that you need several tools to get the job done, and technology will always be a big part of the solution. Out of just one distribution point I manage directly, we utilize more than 11 different “channels” to get parts in and out. On the way in, parts come on steamships, barges, planes and brown UPS trucks galore. On the way out, we use our own fleet of trucks, three different courier companies, two messenger service companies and UPS; and, I almost forgot, we also do pickups and will call! This is a lot to manage. Every member of our team needs to be engaged at all times in order for all these gears to turn in unison, and when they do, it’s a thing of beauty. Trusting third parties with your deliveries is not a easy thing. For years, I figured no one can do it better than me, so why do I need a logistics vendor? The demands of the market soon made me realize the solution was in finding the right partners. Today, some of the loContinued on pg. 78

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AFTERMARKET NEWS

Keith Wilson Takes The Helm At Affinia Group Inc. GASTONIA, N.C. – Automotive aftermarket veteran Keith Wilson has stepped into his role as president and CEO of Affinia Group Inc., naming an executive leadership team charged with growing the company. Wilson, who has been transitioning into the position since October when then-CEO Terry McCormack announced his intention to retire, has held leadership posts with the company’s filtration and underhood groups for 14 years, including most recently serving as president of Affinia’s Global Filtration Group. “Keith’s proven leadership and drive for excellence are an ideal match for Affinia’s mission as a purpose-driven company,” said James McElya, chairman of Affinia’s board of directors. “We know that with Keith’s vision and the executive team he has assembled Affinia will continue to grow as the industry’s most trusted source for products

that are innovative and unmatched in their quality.” Wilson has named an executive leadership team whose industry knowledge and expertise comes from a combined 130 years serv-

ing the automotive aftermarket. “We remain committed to delivering the first-class customer service and state-of-the-art product development for which Affinia is known,” said Wilson.

Fisher Auto Parts, KOI Auto Parts Announce Strategic Merger CINCINNATI, Ohio – KOI Auto Parts President Dave Wesselman has announced that Fisher Auto Parts acquired controlling interest in KOI Auto Parts effective April 1. “At which point,” according to Wesselman, “there should be minimal visible changes to customers, suppliers and team members. By obtaining outside investment and partnering up with great people. We plan to take customer service to another level as we implement our strategy of moving ‘Forward in ‘14.’”

KOI began in 1946 and currently has 72 locations with revenue of $200 million heavily concentrated in three states: Kentucky, Ohio and Indiana. KOI’s high-volume stores obtain a significant percentage of market share due to its presence in all market types including aftermarket, OE, import, PBE and specialty divisions. “KOI is excited about this merger with all our employees getting the opportunity of a lifetime to grow both professionally and personally,” Wesselman said.

Guess the Car / Win $100! This Month’s Puzzle

Last Month’s Correct Answer:

What vehicle does this picture represent? If you think you know the answer, go to www.counterman.com and click “Guess the Car” on the nav bar. Submit your answer and contact information. A winner will be randomly selected by the Counterman staff from all correct answers. The deadline to enter is April 22. The winner’s name will appear in the next issue. Stay tuned!

#75 10

April 2014 | Counterman

#74 Ford Aerostar Congrats to Doug Coffman, Harrisonburg, Va.

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AFTERMARKET NEWS

U.S. Auto Parts Network Reports Fourth Quarter 2013 Results CARSON, Calif. – U.S. Auto Parts Network has reported net sales for the fourth quarter ended Dec. 28, 2013, of $59.7 million compared with net sales of $62.8 million for the fourth quarter ended Dec. 29, 2012, a decrease of 5 percent. During the same period, net sales channels, excluding websites eliminated in 2013, increased by 2.7 percent. Fourth quarter 2013 net loss was $1.3 million or 4 cents per share, compared with fourth quarter 2012 net loss of $30.8 million or 99 cents per share. For the fiscal year ended Dec. 28, 2013, the company generated net sales of $254.8 million compared with net sales of $304 million for the fiscal year ended Dec. 29, 2012, a decrease of 16.2 percent. During the same period, net sales channels, excluding websites eliminated in 2013, declined by 8.5 percent. The net loss for fiscal year 2013 was $15.6 million, or 48 cents per share, compared to $36 million, or $1.17 per share, for fiscal year 2012. “We are pleased with the improved sales trends and gross margin expansion realized during the fourth quarter. We are excited to see our strategies take hold and the business improve,” said CEO Shane Evangelist.

Over the Counter By Jerry King

National Pronto Association

Adds New Members GRAPEVINE, Texas – National Pronto Association has announced the addition of Automotive Products Inc. of Portland, Ore., as its newest member, effective March 1. Automotive Products, owned by Linda Rawlings, has been in business since 1939. According to Rawlings, Automotive Products serves the wholesale market by relying on old-fashioned virtues of serving customers through diligence, integrity and relentless attention to detail. Automotive Products is a leading supplier of automotive replacement parts carrying the best in automotive brands to the Portland market. As a member of Pronto, Automotive Products becomes part of one of the leading program distribution groups in the U.S., with more than $2 billion in sales, with a focus on marketing, technology and buying. Pronto also announced the addition of Connecticut Warehouse with locations in Branford, Conn., Seabrook, N.H., and North Attleboro, Mass., to the Pronto membership. The change became effective March 1. Connecticut Warehouse recently expanded its business and acquired Jack Young Co. and Central Automotive Warehouse in Alston, Mass. Founded in 1959, Connecticut Warehouse has demonstrated a solid commitment to support and serve the growing needs of New England’s automotive aftermarket. Today, Connecticut Warehouse is New England’s largest distributor of ACDelco and Motorcraft parts. Owned and operated by the Pluck family, the warehouse is a family business. “We believe in the loyalty and integrity a family operated business can bring to the automotive parts industry. The fact we are a family business shows the dependability of our service and the loyalty we share with our customers. Connecticut Warehouse hopes to serve the automotive aftermarket for generations to come,” a representative of the Pluck family stated.

@CountermanMag

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AFTERMARKET NEWS

WORLDPAC And Textar Host Customers On The ‘Ultimate Car Enthusiast Experience Of A Lifetime’ NEWARK, Calif. – Textar, a Nisshinbo Group Co., and leading manufacturer of OE brake pads, and WORLDPAC recently ran a customer incentive contest culminat-

ing in a Porsche aficionado’s dream trip deemed the “Ultimate Car Enthusiast Experience of a Lifetime.” More than 40 specialty import

service center winners joined Textar and WORLDPAC on a threeday trip that included a special viewing of the North Carolina Museum of Art’s (NCMA) first design exhibition, “Porsche by Design: Seducing Speed,” and a private showing of the exclusive Ingram Collection consisting of extremely rare and prized Porsche vehicles and an honorary dinner with Cam Ingram, co-owner of Road Scholars and a celebrated master Porsche restorer, in the intimate showroom. To the surprise of two lucky guests, a random drawing awarded them an all-expenses-paid trip to the WORLDPAC supplier and Training EXPO (STX) happening in Orlando, Fla., in May and a grand prize all-expenses-paid trip for two to visit the Textar OE factory in Leverkusen, Germany.

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“Porsche by Design: Seducing Speed” explores the history and development of the Porsche lineage from the 1930s to the present day. The exhibit features more than 20 automobiles including Porsches owned by Ralph Lauren, Steve McQueen, Janis Joplin and the one-ofa-kind Panamericana concept car on loan from the Porsche Museum in Stuttgart, Germany. The Ingram Porsche Collection is one of the most renowned private collections of Porsches in North America. The event took place Jan. 15-17 in Raleigh, N.C. 14

April 2014 | Counterman

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AFTERMARKET NEWS

Network Launches New WebShop Mobile App GERMANTOWN, Tenn. – After introducing its license plate lookup tool as part of its e-commerce solution, the Automotive Distribution Network has now released the WebShop app for mobile devices. According to Mike Lambert, Network president, the app was designed for busy automotive professionals on the move. “The Network’s WebShop app is optimized for an array of mobile devices, including smartphones and tablets,” Lambert said. “This ensures the Network’s Parts Plus, Auto Pride and IAPA members and their customers have the latest catalog and parts-ordering technology right at their fingertips.” Developed by the Network Information Services team, the new app

enables users to perform part-number stock checks, look up parts in the catalog, place parts orders and scan the Vehicle Information Number (VIN) in the parking lot with their smartphone or a VIN photo in the phone’s camera roll to save the vehicle data to their desktop. The app’s Home Tab, Saved Orders, Order History and Tools Tab can be displayed on the desktop. “With this new app and recently released license plate lookup, we are leveraging available data and technology to reduce the time it takes to find the right parts for our service dealers and distributors,” said Tom Frey, the Network’s vice president of IT. “Ultimately, this will facilitate the repair process and help keep motorists running.”

SKF Awarded Uni-Select Top Supplier Sales Growth For Second Consecutive Year

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GOTHENBURG, Sweden – SKF has received the Uni-Select Top Suppliers Sales Growth award in recognition of outstanding sales growth in 2013. It is the second consecutive year SKF has received this award, and SKF is now Uni-Select’s largest single vendor for warehouse sales. Christer Cedervall, director business unit VSM, SKF Automotive, commented, “We are very happy to be recognized as the top supplier with Uni-Select. SKF aims to deliver the right assortment and support so our customers like distributors, dealers and garages, can do their jobs professionally and with speed. We want to support our customers to instill confidence with the enduser. This is a great proof that we have managed to do this together with Uni-Select.” “As our top warehouse supplier, SKF provides us with outstanding products and service, which have increased our sales volume,” added Brendan O’Brien, Uni-Select (Ontario) general manager. “Working with a professional company like SKF, we get the support we need to promote both our business and brand. We look forward to another great year with SKF.” SKF has been a supplier to Uni-Select since 1997.

April 2014 | Counterman

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AFTERMARKET NEWS

Aftermarket Auto Parts Alliance Hosts Seventh Technology Summit

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SAN ANTONIO, Texas – The Aftermarket Auto Parts Alliance held its seventh Information Technology Summit (IT Summit) in San Antonio in late February. This event keeps supplier channel partners up-to-date on Alliance IT strategies and solutions, and is tailored for hands-on information technology professionals. According to Alliance CIO Dale Hopkins, the IT Summit meetings are effective at reducing costs, increasing sales and strengthening relationships. “The Alliance Technology Suite is the most mature and robust technology platform in the aftermarket distribution community,” Hopkins stated. “As our information foundation for advancing operational and marketing technology, sharing that information with channel partners multiplies its power. “For the past three years, Alliance members have earned the R. L. Polk Inventory Efficiency Award for ground-breaking and industry-leading inventory management driven

April 2014 | Counterman

by the Alliance Inventory Optimization Tool (IOT),” added Hopkins. “IOT gives Alliance members the power to create their own super-accurate stocking models by integrating third party registration data with point-of-sale and other information. Bringing our channel partners into this loop allows them to help us with our mission of right part, right place, right time.” The Alliance MyPlaceForParts ecommerce solution also takes center stage at the IT Summit. “While IOT is award-winning technology for what to stock, MyPlaceForParts is 24/7/365 technology that helps

our customers lookup, locate and ultimately sell more parts,” said Hopkins. John Washbish, Alliance president and CEO, says the Alliance stands out in the industry when it comes to technology. “We have more than 13 years of experience with our own data warehouse and related business intelligence tools, and vertical collaboration with our channel partners is a game-changer for all of us. Channel partners have technology and information to share and so do we. We’re proud of the progressive leadership the Alliance shows in this area.”

Lithium Ion Batteries For Electric Vehicles Will Surpass $26 Billion In Annual Revenue by 2023 The steady increase in sales of electric vehicles (EVs) has led to advances in EV batteries, particularly those using lithium ion (Li-ion) technology. According to a new report from Navigant Research, worldwide revenue from Li-ion batteries for EVs will grow from less than $6 billion in 2014 to $26.1 billion in 2023.

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AFTERMARKET NEWS

The Parts House Hosts First Buying Show In Puerto Rico JACKSONVILLE, Fla. – The Parts House (TPH), a Jacksonville-based Parts Plus warehouse distributor, recently hosted its first buying show at its location in Guaynabo, Puerto Rico, where jobbers from across the island interacted with multiple vendors and TPH associates, according to Brian Mendelson, vice president of sales. “We’re confident that our customers walked away with greater knowledge of the products available to them, which will ultimately increase the breadth of their purchases,” he said. “This event helped our contiguous U.S.-based suppliers better understand the

unique market dynamics. It also enabled our jobber customers to explore programs to help them become more profitable.” TPH’s top jobber customers were on hand to learn more about the Parts Plus program’s marketing elements, buying power and IT initiatives. To date, 11 jobbers in the area have committed to joining the Parts Plus family of stores. “It’s a priority for TPH to sign Parts Plus stores on the island to expand the brand’s footprint, cultivate customer loyalty and help ensure these jobbers’ long-term success,” said Mandy Aguilar, TPH’s regional vice president.

ATP Unveils New Brand Identity

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ELK GROVE VILLAGE, Ill. – ATP, a supplier of automotive products to the traditional aftermarket for nearly 60 years, has introduced a new, contemporary logo for its flagship brand, now known as ATP Automotive. “We have made many positive changes at ATP recently and our new brand identity is the latest transformation,” said Roy Lipner, president and CEO of ATP Inc. “The ATP Automotive logo was thoughtfully developed to reflect our focus on the industry, our ability to adapt to a changing marketplace and, most importantly, our ongoing commitment to be a valued supplier to our customers.” In addition to the new brand identity, ATP Automotive will introduce updated packaging and several new products in the com22

April 2014 | Counterman

ing year as part of its pledge to achieve continuous improvement and complete customer satisfaction. Historically known as a transmission products supplier, the ATP Automotive product line currently includes automatic transmission filter kits, repair kits, exhaust manifold kits, harmonic balancers, timing covers, cables, flywheel and ring gears, interior vent filters and chemicals. “This is an exciting time at ATP,” said Gary Rogak, chairman of the board of ATP Inc. “Our company has a long history of providing high-quality automotive products. Although the ATP Automotive look is new, we will remain dedicated to partnering with our customers to build lasting and profitable relationships.”

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AFTERMARKET NEWS

Multi Parts Supply Breaks Ground On New Global Headquarters

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JUPITER, Fla. – Multi Parts Supply (MPS) recently broke ground on its new global headquarters. MPS’ U.S. executive leadership, corporate administration, finance, engineering, program management teams, R&D, Left to right: Jamey Mesaros (VP Global laboratory, quality control and oncar testing facilities will come toBusiness Development), Nannette gether under one roof for the first Cassidy (Group CFO), Barry Cohn (Chairman), Brian Cohn (President), time in the company’s more than 25Kevin Hu (VP & General Manager year history. MPS says it also will China), Stephen Trance (VP Global continue to maintain its integrated Manufacturing), Ira Davis (VP Global network of manufacturing and testProgram Management). ing, logistics, quality control and customer support facilities in New York, Europe and China. MPS President Brian Cohn commented, “This new building is designed to facilitate flexibility and collaboration. It represents a significant step in our company’s evolution. Having key leadership all under one roof will undoubtedly translate into productivity and innovation gains.” The new global headquarters is slated for completion in September 2014.

April 2014 | Counterman

Eastwood Opens Interactive Automotive Parts Store Near Chicago POTTSTOWN, Pa. — The Eastwood Co. has announced that it will open a new automotive parts store near Chicago that the company says puts an interactive twist on traditional retail. The store was slated to open April 3. Eastwood says its retail experience will bring the garage environment directly to shoppers, with hands-on workshops, howto videos, interactive product displays and the opportunity to try products before making a purchase. The store, located at 12100 S. Cicero Ave. in Alsip, Ill., positions Eastwood to become a community hub for car shows and other events.

AFTERMARKET NEWS

New Enhancements Made To Federated Car Care Program STAUNTON, Va. – The Federated Car Care Center program has been expanded and enhanced, it was announced by John Marcum, marketing services manager for Federated Auto Parts. “We have made several enhancements to the Federated Car Care Center program, the premier car care program for the nation’s best automotive service providers,” said Marcum. “The Federated Car Care program continues to grow because we not only provide brand-name quality parts, but exceptional service, ex-

cellent training and top-notch marketing programs that set us apart from the competition.” Recent additions to the Federated Car Care program include the MechanicNet expert automotive marketing program, allowing individual car care centers to create marketing plans specific to their own business, and the BusinessVoice on-hold marketing program that helps shops increase customer share by updating callers on services and driving them to take the next step in the buying process.

Sixteen-Year-Old Super Late Model Driver Jordan Ives Wins $50,000 ‘Search For A Champion’ Sponsorship

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SOUTHFIELD, Mich. – Jordan Ives won his first race at age four. Twelve years later, the Gladstone, Mich., high school student has landed what might be the biggest victory of his career: the $50,000 grand-prize sponsorship in the “Search for a Champion” contest from Federal-Mogul’s Champion spark plug brand. Ives was one of 15 finalists from among nearly 400 grassroots racers who submitted videos describing how a Champion sponsorship would help them dominate the competition in 2014. More than 243,000 members of the “Performance Driven” Champion online Jordan Ives community cast votes in the contest. “This is an unbelievable thrill – Champion is one of the racing world’s truly great brands, and being able to display their classic bow tie logo on our car will be an honor for our team,” Ives said. Reaching the next level has never been a challenge for Ives, who won his first “official” race on a Big Wheel trike at Norway (Mich.) Speedway at age four. He began racing dirt bikes on ice the next year and graduated to junior sprint car competition – winning all but one race – at 11. It was at that point that his parents, Angela and Steve Ives, realized Jordan had the makings of a champion. His family tree has helped as well: Steve Ives is a former Super Late Model driver and Jordan’s grandfather, Roger, was a driver and team owner. To see Ives’ video that led him to this win, visit http://alwaysachampion.com/search-for-a-champion. To learn more about Ives and to follow the success of his Champion-powered car, visit www.jordanivesracing.com, and connect with him on Facebook and Twitter (@IvesRacing). counterman.com 25

AFTERMARKET NEWS

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Uni-Select To Increase Presence In Virginia With Acquisition Of J.K. Distributors Inc.

April 2014 | Counterman

BOUCHERVILLE, Quebec – Uni-Select’s subsidiary Uni-Select USA Inc. has acquired substantially all the assets of J.K. Distributors Inc. Uni-Select says the acquisition will complement and strengthen its activities on the East Coast. Established in 1971, J.K. Distributors Inc. is involved in the wholesale distribution of automotive replacement parts, maintenance items and accessories. The company’s team of 150 employees serves a clientele of service centers and fleet accounts from its warehouse and nine corporate stores located in Virginia. “This strategic acquisition will bring significant value to our activities,” said Brent Windom, president and chief operating officer, Automotive USA at Uni-Select. “We will combine the acquired assets and expertise of J.K. Distributors to the activities of our newly inaugurated distribution center in the Washington, D.C., area to offer our new customers access to highly efficient services and access to a wide array of products. This acquisition will further leverage recent investments made to our network and systems and will provide attractive synergy opportunities. “Our team was very successful in the past months in optimizing our operations,” Windom added. “Their commitment and efforts allowed Uni-Select to be positioned for solid and sustainable growth. Our industry continues to consolidate and we intend to capitalize on this trend while continuing to deliver solid results and preserving our healthy financial position. We welcome this consolidation opportunity that will contribute to the strengthening of our presence on the U.S. East Coast.”

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MARKETPLACE › visit www.counterman.com/ASAP for reader service TechSmart Releases New Import Solutions Tech Session Videos Standard Motor Products Inc. has released a TechSmart Tech Session video featuring TechSmart import solutions. Highlighting the Tech Sessions are TechSmart’s all-new, not remanufactured, electronic throttle bodies for Nissan and Infiniti, and TechSmart VVT chain tensioner kits for VW and Audi. These VVT kits include every necessary component to get the job done right. Also featured are power distribution centers for VW and Audi, an ignition coil harness repair kit, expansion tank service kits for BMW and more. The Tech Session video series is available for viewing on the TechSmart YouTube channel, www.youtube.com/TechSmartParts, as well as on www.facebook.com/TechSmartParts, by clicking on the video channel button.

Nine New Fuel Tank Strap Sets From Spectra Premium Spectra Premium releases nine new fuel tank strap sets covering over 5 million vehicles. These new SKUs are all exclusive from Spectra Premium. They include late-model coverage for 11-13 Ford F-Series (ST333/ST335); 07-12 GMC Acadia / Chevy Traverse (ST367); 07-12 Dodge Caliber, Jeep Compass/Patriot (ST370); as well as 03-13 Cadillac CTS/STS/SRX. In addition, Spectra Premium also releases eight exclusive Toyota fuel tanks, 24 fuel pumps and assemblies, and nine A/C condensers. For the complete list, visit http://mktg-us.spectrapremium.com/newproducts. #KnowWhatYouBuy

April 2014 | Counterman

PIAA Adds Two New SAE-, DOT-Compliant LED Driving Lamps For On/Off Road And Powersports Use PIAA Corp. USA has introduced two new LED driving lamps that offer new choices of size and performance to drivers of on-highway and off-roading cars, trucks, 4x4s, SUVs and powersports vehicles such as ATVs and snowmobiles. The new lamps from PIAA, models LP550 and LP560, nominally 5 or 6inches in diameter respectively, fill the niche between the company’s existing LP530 3.5-inch lamp and the LP570, at just over 7 inches in diameter. The new medium-size LP550 and 560 lamps, like the other lamps in the LP family, each use a pair of 7-watt LED bulbs, which offer better illumination and greater durability than traditional halogen bulbs. Current draw of LED bulbs is far less than that of halogen bulbs, and the near-indefinite lifespan of LEDs makes these new lamps very cost-effective. In fact, these new lamps, like all PIAA lamps, are covered by PIAA’s exclusive limited lifetime warranty.

New GOJO ECOPREFERRED Pumice Hand Cleaner GOJO Industries announced the launch of its new GOJO ECOPREFERRED Pumice Hand Cleaner, the first green certified product in the GOJO Tough Soils portfolio. The innovative pumice hand cleaner quickly and effectively cleans medium to heavy soils and conditions hardworking hands. Developed for those who work in oil, grease and other medium to heavy soils, GOJO ECOPREFERRED Pumice Hand Cleaner delivers GOJO cleaning performance and environmental credibility by achieving UL’s ECOLOGO Certification. ECOLOGO Certification is awarded to products that demonstrate both effective performance compared to traditional products on the market and environmental leadership based on the product’s proven ability to meet or exceed strict third party standards for a range of human health and environmental impacts.

Track Talk NASCAR Green Initiatives To Highlight Sustainable Practices Celebrating the sport’s commitment to protecting and preserving the environment, NASCAR kicked off its second annual NASCAR Race to Green initiative at Martinsville Speedway on March 28th. NASCAR is sports’ sustainability leader and this effort is intended to build awareness around the programs the sanctioning body,

“When we introduced NASCAR Race to Green last year, we were overwhelmed by the level of dedication displayed across our sport to positively impact the environment,” said Dr. Mike Lynch, vice president, NASCAR Green Innovation. “This month-long initiative will recognize the efforts our fans, partners and

industry and a wide range of partners have in place to help reduce the sport’s carbon footprint. A key pillar of the initiative is a call-to-action for fans and the industry to donate trees that will be planted across the country as well as in a number of areas recently devastated by natural disasters. NASCAR fans can visit www.NASCAR.com/green to donate trees – $1 per tree for a 2-3 foot sapling – to be planted in those areas with the support of The Arbor Day Foundation. Fans are encouraged to share their own efforts around green innovation by using the hashtag #NASCARGreen. Social media highlights of the industry’s sustainability efforts will be featured on NASCAR.com/Green.

industry continue to implement to help pass along a cleaner and healthier environment for generations to come.” According to a 2013 study commissioned by NASCAR and conducted by Toluna, when compared to non-fans, NASCAR fans are approximately twice as likely to indicate their household is very green – always looking for new ways to positively impact the environment. In addition, three out of four avid NASCAR fans are aware of NASCAR Green and recognize it as showing NASCAR cares for the environment (Source: Official NASCAR Fan Council, April 2013). NASCAR will go “green” throughout the month-long initiative with visual reminders reinforcing the importance of this campaign. The color green

will be prominently displayed on race vehicles and at tracks across the three NASCAR national series, NASCAR Home Tracks and International Series. NASCAR Race to Green also will highlight the sustainability efforts of NASCAR Official Partners, who work closely with NASCAR year-round to utilize NASCAR Green as a platform to uniquely validate their technologies. In addition, the following additional activities will take place throughout the campaign: • Teams and drivers will feature the NASCAR Green logo on the Apost of their race cars. Tracks throughout the industry will feature the NASCAR Green logo on various elements throughout the facility along with displaying NASCAR Green flags across the pit boxes and haulers of all NASCAR Sprint Cup Series, NASCAR Nationwide Series and NASCAR Camping World Truck Series teams. In addition, NASCAR officials will feature a NASCAR Green patch on their uniforms throughout the campaign; • Martinsville Speedway will plant trees as part of the NASCAR Green Clean Air Tree Planting Program Delivered by UPS. The Virginia Department of Forestry will donate 171,000 trees in 2014, offsetting all fans coming to all NASCAR races in Virginia. Additionally, drivers

Follow NASCAR Performance on Twitter and Facebook www.twitter.com/NASCARauto ■ www.facebook.com/NASCARPerformance

across the two national series racing last month featured the color green across the top of their windshield. Ford used a Ford Fusion Hybrid as the pace car in support of these sustainability efforts; • South Boston Speedway and Langley Speedway will partner with the Virginia Department of Forestry on various activations and promotion around sustainable forestry in addition to the centennial celebration of The Virginia Department of Forestry; • Texas Motor Speedway will feature the NASCAR Green logo on the infield grass, along with displaying NASCAR Green flags across the pit boxes and haulers. In addition, NASCAR officials will feature a NASCAR Green patch on their uniforms; • Darlington Raceway will host a ceremonial tree planting with local students as part of the NASCAR Green Clean Air Tree Planting Program Delivered by UPS. The track will feature a Green and White start/finish line along with other NASCAR Race to Green branding at the facility; • Richmond International Raceway will host a ceremonial tree planting as part of the NASCAR Green Clean Air Tree Planting Program Delivered by UPS. Drivers across the NASCAR Sprint Cup Series and NASCAR Nationwide Series will feature the color green across the top of their windshields. Toyota will use a Camry Hybrid pace car in support of sustainability efforts. For more information visit www.NASCAR.com.

» Spotlight

ADVICS

THE BEST CHOICE ADVICS Brake Discs and Ultra-Premium Brake Pads The optimum control derived from ADVICS brake products assures safe and reliable vehicle performance for passenger cars and light trucks. Rotor wear can be attributed to many reasons, including the type of brake pad chosen. When replacing rotors with ADVICS Brake Discs, it is a good idea to also replace the brake pads with ADVICS Ultra-Premium Brake Pads. • OE Precision fit for safe, consistent, braking performance • Exacting tolerances ensure immediate and reliable response to pedal input • Free flowing air through brake discs provide even heat dissipation for longer life • Brake Pads engineered to virtually eliminate vibration, noise and pedal shudders As a premier supplier of original equipment brake system products to well-known manufacturers, such as Toyota and Lexus, ADVICS manufacturers superior-quality, performance-driven, braking components. These specifications are derived from extensive testing and engineering, including vehicle movement simulations, brake squeal and vibration analysis, dynamometer performance testing, durability assessment, and in-vehicle calibration studies.

ADVICS North America, Inc. 1-800-225-4081 www.advics-na.com Reader Service: Go to www.bfeRAPIDRESPONSE.com

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AFTERMARKET NEWS

EnerSys Introduces Group 48 Battery To ODYSSEY Performance Series Product Line READING, Pa. – EnerSys has expanded its ODYSSEY Performance Series battery product line to include the Group 48 battery, designed specifically for a wide range of consumer passenger vehicles, custom and classic cars and SUVs. The ODYSSEY Performance Series 48-720 battery features 723 CCA, 109 RC minutes and weighs 48 pounds. ODYSSEY Performance Series batteries are engineered with Thin Plate Pure Lead (TPPL) technology and feature dry cell Absorbed Glass Mat (AGM) technology, designed to contain acid and prevent spills, allowing the battery to be installed in almost any position. Featuring deep cycle capability up to 400 cycles at 80 percent depth of discharge, ODYSSEY Performance Series batteries provide high stable voltage and longer cycle life than conven-

tional batteries, the company states. “With its excellent deep cycle capabilities, the ODYSSEY Performance Series 48-720 battery is an ideal choice for customers needing a battery that can handle the many onboard accessories used on today’s vehicles,” said Dave McMullen, director of commercial marketing for specialty and UPS markets at EnerSys. “Adding a Group 48 battery to the expanding Performance Series product line allows us to provide customers with a comprehensive selection of group sizes to fit a broad number of applications.” ODYSSEY Performance Series batteries offer a three- to 10-year service life and two-year storage life at 77 degrees Fahrenheit (25 degrees Celsius). For more information about ODYSSEY Performance Series batteries, visit www.odysseybattery.com.

WIX Filters Sponsors Tony Pedregon In NHRA Mello Yello Drag Racing Series

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GASTONIA, N.C. – WIX Filters, a member of the Affinia Group family of brands, will sponsor two-time NHRA Funny Car Champion Tony Pedregon at four races in the Mello Yello Drag Racing Series in 2014. WIX will serve as the primary sponsor and unveil a new livery for Pedregon’s 300 mph Toyota Camry at races in Las Vegas (March 28-30), Epping, N.H. (June 19-22), Seattle (Aug. 1-3) and Indianapolis (Aug. 27Sept. 1). “With my years of experience with cars, trucks, equipment and racing, I know that WIX Filters understands quality and performance, as well as what their customers want,” Pedregon said. The Mello Yello Drag Racing Series launched its 2014 season in February with races in Pomona and Phoenix, followed by Gainesville, Fla., and Las Vegas in March. The series returns to action in Charlotte and Houston in April. “We are looking forward to another action-packed season of NHRA series racing with Tony Pedregon,” said Mike Harvey, brand manager for WIX Filters. “Mello Yello Drag Racing is one of NHRA’s most popular series, making it the perfect venue for WIX customers to experience all the sights and sounds of NHRA racing, including access to Tony.”

April 2014 | Counterman

AFTERMARKET NEWS

Wagner ThermoQuiet CeramicNXT Brake Pads Available For 2014 Jeep Cherokee model foreign nameplate and domestic applications.” To learn more about these and other Wagner Brake products as well as recent legislation regarding the shift to low copper brake pads, contact your Wagner Brake supplier or visit www.WagnerBrake.com.

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SOUTHFIELD, Mich. – FederalMogul’s Wagner brake products brand has introduced into the aftermarket rear brake pads for 2014 Jeep Cherokee models. These Wagner ThermoQuiet CeramicNXT low-copper pads (No. QC1734) and three additional new pad sets for late-model applications are available immediately through leading automotive parts distributors. Wagner ThermoQuiet CeramicNXT brake pads feature highly advanced Wagner OE21 low copper friction formulations, which, according to Federal-Mogul, are 35 percent quieter and offer 15 percent more stopping power and up to 40 percent greater fade resistance than previous Wagner ceramic formulations. FederalMogul states that the ThermoQuiet CeramicNXT pads represent the aftermarket industry’s first full-line offering of certified 2021-compliant, low-copper formulations. The Wagner Brake brand also introduced Wagner ThermoQuiet CeramicNXT low-copper brake pad sets for the 2014 Acura RLX (rear, QC1698) and 2013 Honda Accord (front, QC1654), and ThermoQuiet pad sets (front, MX1611A) for 2013-2014 Ford Taurus SHO models. “We are proud to extend the Wagner brand’s leadership in coverage and technology within the fast-emerging low copper friction category,” said Christopher Battershell, director, braking, North America, Federal-Mogul Vehicle Components segment. “Our first-to-market coverage is helping aftermarket service providers connect with new customers and deliver superior braking performance on a full range of late-

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AFTERMARKET NEWS

MAM Software To Launch Autocat+ Cloud-Based Catalog ALLENTOWN, Pa. — MAM Software Inc. will release its Autocat+ electronic catalog for warehouse distributors, jobbers and service dealers later this month. Autocat+ provides direct access to updates from a wide variety of suppliers, combining cloud technology with the industry ACES and PIES standards to publish updates quickly and eliminate monthly data maintenance, the company says. Customers will enjoy a user-friendly interface with intuitive selection of vehicle information and product types on a single screen. Flexible configuration options allow the product to cater to each business; users can place product category and sub-categories in logical areas to increase visibility and potential addon sale opportunities. VIN, Inter-

change and Buyers Guide searches deliver multiple methods to identify the right part and reduce lost sales. Other key features include: ● Driven by cloud technology ● Simplified searches that aid product identification ● Complete product details including images, attributes, and interchanges ● Published updates are immediately available to all users ● No monthly maintenance required to update product information The ability to access real-time supplier data is crucial. Although electronic catalogs have standardized searches and information, the distribution of updates has lagged behind technology and the swift pace of business transactions.

“Data latency has been a consistent pain point for cataloging in the aftermarket,” said Patrick Maley, president of MAM Software. “Starting with the layout and production efforts of printed catalogs and continuing through electronic catalogs that rely on media and monthly mail distribution, the industry has been hampered by the delay in getting catalog information into the hands of those making purchasing decisions. MAM is bringing the proven success of its cloud based catalog solution to the US to address this issue.” Autocat+ has already earned recognition for its achievements, winning the AAPEX Product Showcase Business Tools Award at Automotive Aftermarket Industry Week, November 2013.

Auto Biz Solutions Expands Training Services

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Auto Biz Solutions is now working with independent jobbers providing a menu of consulting and training services. The consulting company was started by Allen Markowitz and Allan Gerber in 2010 after 40year careers in both the automotive aftermarket with a chain of five parts stores and the automotive repair industry with a high-end service center. Many of the calls Auto Biz Solutions receives are from jobbers looking for counter and outside sales training. Modern sales techniques and customer analysis are necessary to keep ahead in the highly competitive market place of the automotive aftermarket, Markowitz says. With the addition of John Sweitzer, another 40year industry veteran, Auto Biz Solutions is now offering Counterman Training, Outside Salesman Training, Mystery Shopper Programs, Store design or re-design, Key Customer Meetings, Succession Planning as well as Installer Seminars covering topics such as Service Writer Training and Financial Management Workshops. For more information, visit www.autobizsolutionsllc.com or e-mail amarkowitz@autobizsolutionsllc.com. 34

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EEPING IT SIMPLE By Gerald Wheelus

Is Your Patience Wearing Thin? How many more excuses or people or entities can I blame for my bad attitude and shortcomings with my customers?

ecently, I have noticed my patience with my customers is becoming very short. Whose fault is that? Well, it’s obviously my DM, my GM, no it’s our three drivers, the night driver, the warehouse or anyone else I can blame! But, certainly it is not my fault; it is burn-out, too many hours, too much competition, too high prices, not enough inventory and not enough time. No, it is my home life, my favorite team just lost, my car transmission is going out. No, no, no — it is all life in general. How many more excuses or people, or entities can I blame for my bad attitude and shortcomings with my customers? I am certain you good folks reading this can include some I never heard. In fact, I would love to hear a few new ones, so go to counterman.com and post a few on the link to this article. However, when can we just admit that our patience is our own to control? After all these years in the business, I find myself being impatient and not even realizing it until I have frustrated the customer. Whose fault is that? One of my favorite quotes is, “You can only control one person and that is yourself.” With all that in mind our patience is our own to control. In the parts business, we really only have one job and that is to sell parts but, our customers are often difficult and that tries the patience of those we are discussing. Therefore, we have to learn to deal with that issue on a minute-by-minute basis.

Gerald Wheelus is general manager of Edgewood Auto Parts, Edgewood, Texas.

April 2014 | Counterman

“Patience is bitter, but its fruit is sweet.” —Aristotle

There are no real ways to divert the frustrations we face except to just laugh it off. It is very difficult at times; we are expected to be experts in so many areas. Customers think that we can diagnose their vehicles over the phone when skilled, trained and well-equipped mechanics cannot fix it. They want to beat us down about the price, warranty or speed of delivery, they do not understand what we really do or go through. The truth is they do not care. They are only concerned about themselves and see us as servants to their needs at the current time. But, do you ever stop to think of the good customers and the fun ones and make the best of those when they come in? It is very hard to be optimistic, productive and fun when dealing with the customer. However, the parts business is just like life, when given lemons, make margaritas. Patience is a virtue really, but my favorite quote on patience is this: “Patience is not the ability to wait but the ability to keep a good attitude while waiting.” So it really does all go back to attitude, learning to be happy with what you have and not what you wish to have. You are the only person that you can control and the excuses can be bountiful, but there is no real reason to let someone else dictate our happiness. Don’t worry, just be happy. CM

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ROM THE PUBLISHER By S. Scott Shriber

Welcome To The Digital World ecently, I had the opportunity to attend the 2014 Automotive Aftermarket Suppliers Association (AASA) Vision Conference in Charlotte, N.C. Vision is an interesting event that draws senior-level individuals from the automotive aftermarket to review trends and issues the industry is or will be facing. It is hosted by the AASA organization for its members and sponsored by the majority of suppliers in the aftermarket. This year’s conference focused on the unprecedented amount of change happening in our market today. The first group of speakers focused on the parallels between business and the auto racing industry. Auto racing is an environment of constant change, always striving for a better, faster way of doing things. This message was further emphasized by the venue, the NASCAR Hall of Fame. This presentation was followed up by a session on winning in an emerging market. For several years, the digital market has been growing and changing. The market has started to reveal several different segments. E-tailing has long been considered

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E-tailing has long been considered one segment of the market. This year, a new segment of the market is emerging and being called the ‘marketplace.’

one segment of the market. This year, a new segment of the market is emerging, being called the “marketplace.” eBay and Amazon are the prime examples of this segment. The message here is that people who are winning at the digital game are participating in both. Customers are in both marketplaces and in order to maximize sales, you need to be available in both places. Dan Risley of the Automotive Service Association (ASA) tackled the topic of the needs of tomorrow’s independent repair shop. The way repair institutions go to market is changing very dramatically. If the supply chain is going to continue to supply them with the needed parts, distribution will need to change with them. What event today would be complete without a discussion on telematics and the connected car? Several discussions during Vision dealt with this topic. Of course, there are data privacy issues to be dealt with, but rest assured, this technology is here and moving forward very quickly. My advice to you is to get in on it now, before your competitor has their OBDII device installed in your customers’ vehicles. It is going to change the way we all go to market. All this change can be a very scary thing if you resist or try to anticipate several steps ahead. In business, our success is greatly affected by how we navigate and implement changes in the market. We must stay nimble and able to capitalize on variations in the market. Those who do not change will sadly be left behind. Let’s look forward to tomorrow and the opportunities it will bring. CM ■ ■ ■

For more information: www.counterman.com

April 2014 | Counterman

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EXECUTIVE INTERVIEW

A New Name, A New Era For One Of The Industry’s Top Associations By Amy Antenora

ftermarket. It’s a term of familiarity for those who have worked in this industry for some time. We all have that elevator speech at the ready when we meet someone on a plane or at a party – that 30-second pitch that simply sums up the world you inhabit every day at work. But what does it really mean? Those you share it with still walk away not really knowing how massive and influential this industry is, or what it actually does. This was the thesis that brought about a major change for one of the industry’s top associations. This month, the Automotive Aftermarket Industry Association will usher in a new era for the association, its members and the industry as a whole, as it officially rebrands itself as the Auto Care Association. On April 24, AAIA officially becomes the Auto Care Association. According to President and CEO Kathleen Schmatz, the need for a change became apparent while on Capitol Hill, when the association would find itself spending more time explaining what the aftermarket is, rather than focusing on the issues they came to address. “There is this perception in other industries that the term ‘aftermarket’ means second-rate,” she said. “We needed to increase awareness of the role and value of the industry with all stakeholders. The industry is not

April 2014 | Counterman

getting credit where credit is due.” That credit she refers to is massive and widespread – to the tune of some 4 million jobs created through the industry as well as other positive impacts, including economic, environmental and safety. With a focus on external audiences, such as policymakers and consumers, the Auto Care Associa-

tion will emphasize the key role this industry plays in the role of people’s automobiles, much in the same way the health care industry cares for people’s health. “Our legislative staff is thrilled,” said Schmatz. “They are already seeing great results with the new language and new message.” “During Right to Repair, we found we were not defining the industry properly,” added Rich White, AAIA senior vice president. More than a year in the making, the association worked with influential Georgetown-based advertising agency GMMB. According to White, the process was intensely comprehensive. No stone was left

unturned. “There were more than 80 pieces of collateral materials, and that was just internally, that needed to be updated,” said White. White said the new messaging needed to be three things: simple, relevant and repetitive. And, while the Auto Care Association will focus on external audiences, they are hopeful that the entire industry will adopt this new language in favor of the previous “insider language” that created issues with awareness in the past. They hope this new messaging will give the association and the industry the same stature as such venerable associations as AAA and AARP. The rebranding was conducted in a four-phase process, starting with internal and external focus groups. Now in phase two, the association is educating the industry about the new change, which will be officially unveiled at the upcoming Leadership Days, April 23-25 in Huntington Beach, Calif. The event itself will serve as the official launch party for the new name and brand messaging. The association’s new website – www.autocare.org – will go live April 24. After that, the Auto Care Association will move on to phases three and four – external rollout to policy makers (phase 3) when the new Congress is in place, and external rollout to consumers (phase 4), which is expected to wrap up in 2015. CM

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NEWS EXTRA Photos courtesy of Auto-Wares Inc.

Auto-Wares Concludes

Successful 17th Year Of Tech Expos In Schaumburg, Ill By Mark Phillips

SCHAUMBURG, Ill. — More than 1,000 technicians attended the Auto-Wares Tech Expo, held March 21-22 in Schaumburg, Ill. This was the second such educational event in a little over a month for the company. Another Tech Expo was held in mid-February in Grand Rapids, Mich., which brought together more than 2,450 service technicians, parts store owners and other automotive aftermarket professionals. Auto-Wares has put on 24 Tech Expo events in the past 17 years. “During that time period, we have filled more than 40,000 seats for training technicians,” said Fred Bunting, chairman of the board of Auto-Wares, a member of the Aftermarket Auto Parts Alliance. “That’s huge.” Bunting addressed the topic of the rebranding of the Automotive Aftermarket Industry Association as the Auto Care Association.

April 2014 | Counterman

“We’ve got a new name going into 2014,” he said. More than 275 manufacturers and vendors were on-hand for a two-day trade show held at the Renaissance Schaumburg Convention Center Hotel. Among the topics discussed Friday during the company’s Membership Day were marketing plans for 2014; advances in information and technology; and vendor presentations by Standard Motor Products, WIX Filters, Federal-Mogul and Tenneco. Forty-three trainers were onhand to teach a variety of seminars on topics such as creative leadership; managing customer expectations and getting customers to upsell themselves; as well as technical seminars like control modules and network operation, diagnosing and repairing catalyst and oxygen monitor failures. Among the highlights of the weekend was discussion of the Del-

Auto-Wares has put on 24 Tech Expo events in the past 17 years.

phi Connected Car telematics technology, which was jointly developed by Auto-Wares and Delphi for use in more than 1,000 parts stores and certified service centers throughout Michigan, Illinois, Ohio, Wisconsin and Indiana. Delphi Connected Car delivers remote vehicle diagnostics, as well as vehicle health monitoring to its network members, according to Auto-Wares. Jon Owens, VP sales and market development for the Aftermarket Auto Parts Alliance, spoke Friday about the benefits of participating in the National Service Dealer Advisory Council, of which he is chairman. The primary goals of council involvement are to trade best practices, drive car count when service shops need it most and help shops sell more jobs. CM

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NEWS EXTRA

Dynamic 2014 APA Conference Recaps Successes, Builds For The Future; Group Bids Fond Farewell To Outgoing President Dan Freeman By Mary DellaValle

utomotive Parts Associates’ (APA) 33rd Annual Shareholders’ & Manufacturers’ Conference, held March 20-22 in Houston, Texas, kicked off in typical upbeat fashion with 307 attendees taking part in networking and information sessions galore, despite undertones of sadness in bidding farewell to the group’s longstanding and beloved president, Dan Freeman. The Friday morning breakfast meeting opened with a heartfelt video debut that commemorated Freeman’s 25 years with APA and sent best wishes for his well-deserved retirement that began on March 1. With a standing ovation, attendees ap-

April 2014 | Counterman

plauded and thanked Dan (and wife Judy) for his dedication, intellect and hard work that helped foster APA’s growth, tripling membership and elevating its position as a top-tier group within the industry.

Cheri Rieth, national accounts sales manager for Federal-Mogul, and Dan Freeman.

The breakfast meeting also served as a venue to acknowledge five APA vendors for their significant contributions to the group with these awards: ● Headquarters Manufacturer of Choice: Bosch; ● Marketing Partner Award: Federal-Mogul; ● Professionals’ Choice Vendor of the Year: AMS; ● Branded Manufacturer of the Year: DENSO; ● Largest Total Manufacturers Orders at the 2013 One-on-Ones: UCIFRAM Group. Three new APA members also were recognized — Hawaii Import Parts Inc., Titan Motorsports Inc., and Dennis’ Auto Parts. Later that day, 67 shareholder members and 75 APA manufactur-

ers took part in the Manufacturer One-on-Ones. The wellattended sessions provided the opportunity to discuss business-related issues, learn about new products and programs and take advantage of great show specials being offered by the APA vendors. Thousands of dollars and gift items were given as door prizes throughout the day. Friday evening, attendees enjoyed a Texas Ranch BBQ dinner party, complete with wagon rides, historic home tours and live longhorn steer photo opportunities. General Session, Saturday Morning The group reconvened on Saturday morning for a general session that kicked off with opening comments by new APA President Gary

Martin, and the announcement of newly elected board members, including Ben Yelowitz, POJA Warehouse, as the new chairman. Caprice Caster, APA director of events and promotions, provided program updates and recapped upcoming promotions, and announced the results of Thursday’s Golf Tournament. Presenters Scott Luckett, AAIA COO and director of the Aftermarket Telematics Task Force, and Malcolm Sissmore, Delphi’s North America sales director, telematics, discussed the telematics’ threats to

the aftermarket, as well as the service opportunities. Sissmore introduced Delphi’s wireless communication tool that allows companies to “talk” with customers through a device that’s installed on-vehicle. Next, three APA shareholder members participated in a Building Your Business panel. Mike Maloof, president, World Auto Parts, Cleveland, Ohio, provided unique insights on how to build sales and profits, and how to best take care of your customers and employees. Mike Brown, president and CEO of Olympus Imported Auto Parts, Alexandria, Va., shared how he built his business and retained great employees in the face of strong competition. Robert Duxler and David Wistosky, A.I.M.S., Simi Valley, Calif., shared their story on business succession. Save the date for next year’s conference, slated for March 19-21, 2015, at the Hyatt Regency Century Plaza, Los Angeles, Calif. CM

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TECH TIPS

Fuel Handling Tech Tips from Delphi heck the condition of the fuel. Some contaminants are visible; problems such as the wrong fuel type (e.g., ethanol) are not.

If pressure is low and amperage is above specification, check: 1) Fuel filter 2) Fuel line restrictions 3) Possible defective fuel pump If pressure is low and amperage is below specification, check: 1) High circuit resistance, voltage side 2) High circuit resistance, ground side 3) Possible defective fuel pump The pressure relief valve must have pressure less than 750 KPA. Delphi units are tested at 18.8 percent lower in pressure and meet all OE specifications. Install the float arm onto the level sensor of the fuel module, where applicable. Failure to install the float arm will cause the fuel level sensor to operate incorrectly and create a customer complaint. Where applicable, detailed instructions on how to properly install the float arm onto the level sensor are included in the fuel module service kit. Examine the fuel tank and fuel module bucket for contamination. If contamination is found, the fuel tank should be drained and cleaned before installing the new part. Also look for rust inside the tank or bucket of the

fuel module, which indicates water in the fuel delivery system. Backed by a lifetime warranty, Delphi tests its fuel pumps to be durable up to 150,000 miles and in more than 20 percent ethanol so they deliver 100 percent satisfaction.

Learn more at http://delphifuel.com

April 2014 | Counterman

ECHNICAL SALES SEMINAR

Annual Tech Sales Seminar Get briefed on 13 product categories in our annual Technical Sales Seminar. By Larry Carley, Gary Goms

Clutches Filters Bearings Fuel Gaskets Lighting Oil

50 52 54 56 58 62 64

Oxygen sensors Suspension TPMS Turbochargers Wipers Spark plugs

66 68 70 72 74 76

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Selling a kit that includes all three major components reduces the risk of having to do the job over if a part that wasnâ&#x20AC;&#x2122;t replaced later fails.

Best To Sell Clutches T here are four things every counterman should know when it comes to selling clutches: 1. Sometimes it isnâ&#x20AC;&#x2122;t the clutch that is causing clutch problems. The problem may be the release mechanism, linkage or linkage adjustment. If a clutch fails to release, the problem is often a bad master clutch cylinder, slave cylinder or hydraulic concentric release bearing. Replacing the master and slave cylinder at the same time is recommended to reduce the risk of future problems. On older vehicles that use a cable release

mechanism, the clutch may not release if the cable is broken or misadjusted. A problem with the pivot fork that operates the release bearing can cause similar problems. Clutch noise is usually caused by a bad release bearing, but it can also be caused by a bad pilot bushing in vehicles that have a pilot bushing in the back end of the crankshaft. 2. Sell a complete clutch kit, not just individual parts. The clutch is a system so it should be replaced as a set: a new clutch disc, a new pressure plate and a new re-

Clutch noise is usually caused by a bad release bearing.

April 2014 | Counterman

In Kits

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lease bearing. A kit will contain the correct parts for the application and assure a trouble-free installation. Mixing parts from different suppliers can sometimes result in installation issues or a stack-up of manufacturing tolerances that prevent the clutch from engaging or releasing properly. Labor is the most expensive aspect of replacing a clutch. Selling a kit that includes all three major components reduces the risk of having to do the job over if a part that wasn’t replaced later fails. 3. Sell the gaskets and seals your customer needs to fix an oil leak if their old clutch was ruined because of oil contamination. Oil leaks past a worn rear main crankshaft seal, transmission input shaft seal, or engine valve cover or intake manifold end gaskets can foul a clutch and cause it to slip. Installing a new clutch is a waste of time and money if the oil leak isn’t repaired before the new clutch is installed. 4. Recommend a clutch upgrade if a stock replacement clutch can’t handle the load. Premature clutch failure and frequent clutch replacement are signs that the stock clutch can’t handle the load (or the driver’s bad habits like riding the clutch or slipping the clutch excessively). Stock clutches are designed to handle stock torque loads, so if an engine has been modified for more power or more turbo boost, is driven aggressively, or is used for towing, off-roading or racing, a stronger, more durable clutch may be needed. Many clutch suppliers offer a range of upgrade options including larger diameter clutches, higher clamp load ratings with stiffer springs and better friction materials. Such products may be labeled as heavy-duty clutches, performance clutches or racing clutches. Some are designed for very specific applications (like towing, racing or pulling) while others are suitable for everyday driving. The best advice is to follow the clutch supplier’s usage recommendations. Higher clamp load combined with more aggressive friction materials can increase harshness when the clutch engages. The more aggressive the clutch linings, the harsher the engagement. That’s not an issue in a racing application, but for everyday driving it may be. A better choice would be a replacement clutch that offers an increase in performance and durability over a stock clutch, but is not as aggressive as a racing clutch. CM counterman.com 51

ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Filters Keep Contaminants Out egular filter inspections and replacements are necessary to protect the engine, transmission and fuel system against external and internal contaminants. The factory recommended service intervals (or lack thereof) for many filters are usually mileagebased, and may not take into account how a vehicle is driven or environmental factors. Extended service intervals are based on using high-quality filters and fluids as well as “normal” driving. Although most motorists think they are “normal” drivers, the truth is many are actually “severe service” drivers who should follow the more frequent severe service recommendations in their owner’s manual. Factory recommendations for replacing an air filter may range from 30,000 miles up to 50,000 or 60,000 miles. A few, such as certain Ford Focus PZEV models, even have a “lifetime” (100,00 mile-plus) air filter. Even so, air filters should always be inspected when the oil is changed and replaced as needed regardless of mileage. Many consumers don’t know how to inspect a flat panel air filter. If you open the air filter housing, what you see if the “clean” side of the filter. The dirty side is underneath. The filter should be removed from the housing and held up to a shop light for inspection. The less transparent the filter is, the dirtier it is and the sooner it will have to be replaced. A dirty air filter restricts airflow into the engine. The Powertrain Control Module (PCM) can compensate for this up to a point by readjusting the fuel mixture. But eventually fuel economy and performance will suffer if the filter is not replaced. Cabin air filters prevent dust and odors from entering the passenger compartment. Dust-only filters should be replaced every 20,000 to 30,000 miles, while dust/odor

April 2014 | Counterman

valve won’t work properly and the media may be damaged. Automatic transmission filters are another “lifetime” filter that is seldom replaced unless a vehicle is having transmission problems or

the transmission fluid is being changed. The filter is usually located inside the pan on the bottom of the transmission. Replacing it requires a new pan gasket and ATF. CM

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combination filters usually need to be changed yearly or every 15,000 miles. The filter is usually located behind the glovebox or in the cowl area at the base of the windshield. The filter is often neglected because many motorists don’t know their vehicle has one. Oil filters ensure a clean oil supply to the engine’s bearings. The oil filter should be replaced every time the oil is changed. Recommended service intervals on latemodel cars can vary from 5,000 to 7,500 miles, or up to 10,000 miles or more. Some vehicles use an oil reminder system rather than a simple mileage chart to signal when an oil change is due. For extended oil change intervals, it’s important to use a premium-quality, long-life oil filter and synthetic oil, not the cheapest filter on the shelf and conventional motor oil. Fuel filters protect the fuel injectors, not the fuel pump. The pump pulls unfiltered fuel from the tank and pushes it to the injectors. The pump’s only protection (which is minimal) is the screen on the pump inlet tube. Fuel injected engines require very high efficiency filters that can trap debris as small as 10 to 25 microns in size. On diesel engines, injector tolerances are even tighter so diesel fuel filters trap particles that even smaller. Service intervals for “in-line” filters between the fuel tank and injectors may range from 30,000 to 50,000 miles. Most in-tank filters are “lifetime” filters with no service interval, and are only replaced if they have plugged up or a new fuel pump is being installed. In-line fuel filters are directional with one port marked “in” and the other marked “out,” or an arrow showing the direction the fuel flows. If the filter is installed backwards, the filter’s internal bypass

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ECHNICAL SALES SEMINAR

By Gary Goms, commercial accounts editor

Wheel Bearings Exist In A Tough Environment t’s a lose-lose situation for jobber and repair shop alike when a new wheel or axle shaft bearing fails. The loselose parts occurs, for example, when a new axle bearing suffers a catastrophic failure. To ensure against still another bearing failure, the rear axle should be completely disassembled and steamcleaned to remove the metal particles from the failed bearing. In most cases, the shop absorbs the clean-up and labor cost for replacing the failed bearing, which doesn’t make it a happy customer. Fortunately, most warranty problems can be prevented by addressing the root cause of the original bearing failure and following correct installation procedures, including appropriate cleanliness and workmanship.

Wheel Bearing Construction Wheel bearings and axle bearings are manufactured in sealed hub assemblies, tapered roller, flat roller, “barrel” roller, and ball bearing configurations. Individually replaceable barrel-roller and ball bearings generally haven’t been Due to extreme wear, the case-hardening on this loadused as since bearing surface is peeling from the base metal. the 1950s because they lack the load-bearing capacity of tapered-roller wheel bearings. Bearing manufacturers generally use a tough, but relatively soft base metal to form the body of the wheel bearing. A chemical process is then used to case-harden the bearing’s load-bearing surface for maximum service life. 54

April 2014 | Counterman

Failure Patterns Wheel bearings live in a very tough operating environment because they must support the vehicle weight, endure millions of wheel rotations and survive in extreme heat and moisture without failing. The sealed ball-bearing hub assembly is currently the most popular because it operates at zero bearing end-play to provide the precise operating tolerances required for anti-locking disc brakes. When the sealed bearing hub begins to develop excessive end-play, the first symptom might be an illuminated anti-locking brake system (ABS) warning light because the ABS wheel speed sensor is no longer operating at its specified air gap. To avoid damaging the new bearing hub assembly, the bearing retainer bolts and spindle nut should be lubricated and hand-torqued to specification. While tapered roller wheel bearings have been with us since the earliest days of the automobile, their need for constant adjustment and maintenance has made them less suitable for use with modern braking and vehicle stability systems. Nevertheless, tapered roller wheel bearings are still used in many heavy trucks, tractors and trailers because of their ability to carry heavy vertical and side-thrust loads. Unlike sealed bearing hubs, tapered roller wheel bearings require occasional cleaning, inspection, lubrication, and adjustment. So it shouldn’t be a surprise that most tapered roller bearings fail due to incorrect adjustments and incorrect lubricants. When servicing tapered roller bearings, it’s imperative to use a wheel bearing grease that meets manufacturer’s specifications for temperature and water resistance as well as load-carrying ability. Always recommend selling a new bearing race with each new bearing. Mixing old and new will virtually guarantee failure. And don’t forget to recommend new oil seals when required. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Fuel Pump ‘Failure’ May Be A Misdiagnosis uel pumps, injectors and pressure regulators are the three most commonly replaced fuel system components. Problems with any of these may prevent an engine from starting or cause serious drivability or performance problems. Fuel pump failures can be caused by electrical faults, old age (wear) or fuel contaminants (dirt, moisture or bad gas). Fuel pump failures often occur without warning. Many socalled pump failures are also misdiagnosed. The pump is still good but is not working because it is not receiving voltage because of a bad relay, fuse or wiring problem. A good pump also can’t deliver normal fuel pressure if pressure regulator has failed, the fuel filter is clogged or the fuel line has a restriction. Most fuel pumps are located inside the fuel tank, and are part of a module assembly that includes the fuel level sending unit and float. On vehicles with “returnless” EFI systems, the pressure regulator also is part of the module assembly. The fuel filter also may be part of the module. The fuel pump module is held in place with fasteners or a lock ring on top of the fuel tank, which requires dropping the tank if the pump needs to be replaced. The gasket or O-ring seal should always be replaced when changing the pump, along with the filter sock on the pump inlet. Wiring connections also should be cleaned and inspected to assure good electrical contact. On many vehicles, the fuel pump can be replaced separately from the module, but it is usually faster and easier to replace the

Problems with fuel pumps, injectors or pressure regulators may prevent an engine from starting or cause serious drivability or performance problems.

April 2014 | Counterman

whole module. Replacing the entire module also reduces the risk of problems down the road if the original sending unit is worn, corroded or not providing an accurate signal to the fuel gauge. Most newer vehicles use a “turbine”style fuel pump. A turbine pump has an impeller ring attached to the motor. The blades in the impeller push the fuel through the pump as the impeller spins. This type of pump is not a positive-displacement pump, so it produces no pulsations, runs very smoothly and quietly. It also is less complicated to manufacture and is very durable. Some aftermarket pump suppliers use this type of pump to replace the older roller and vane style pumps. A replacement fuel pump does not have to be the same type as the original as long as it is capable of generating the same pressure and flow as the original. Fuel injector problems include clogging (buildup of fuel varnish inside the nozzle), wear (high-mileage injectors) and electrical faults. Dirty injectors can cause misfiring and poor performance. Cleaning with fuel additives or direct cleaning can often restore normal operation. But if an injector has completely clogged, is badly worn or has stopped functioning due to an internal electrical fault, it will have to be replaced with a new or remanufactured injector. Injectors are expensive to replace in complete sets, so a customer may be reluctant to replace all of his injectors if only a few are bad. On a high-mileage vehicle, this can be asking for trouble down the road because if one or more injectors have clogged or failed, chances are the other injectors will soon be causing problems, too. Fuel pressure regulators control fuel pressure to the injectors. The regulator is usually located on the fuel supply rail that feeds the injectors, but will be mounted in the tank on a returnless EFI system. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Many late-model engines have Multi-Layer Steel (MLS) head gaskets because this type of gasket is extremely tough and long-lasting.

New Gaskets Required For Many Repairs lean, smooth and flat. These are the basic requirements for replacing virtually any type of gasket. If the surface on the parts that are being mated with a gasket are not perfectly clean (no old gasket residue, grease or oil), smooth (not too rough or scratched) and flat (within certain flatness specifications), the gasket may leak or fail to provide a long-lasting seal. Gaskets are commonly replaced to repair oil leaks, coolant leaks, exhaust leaks and vacuum leaks. New gaskets are also required when removing pan covers, valve covers, timing covers, intake manifolds, exhaust manifolds, thermostat housings, throttle bodies, water pumps and cylinder heads. So there are

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April 2014 | Counterman

ample opportunities to sell your customers gaskets. Gasket sets are always recommended because a set includes all of the parts that are commonly required for a specific type of repair. Many do-it-yourselfers may not know that certain gaskets (such as silicone rubber valve cover gaskets and seals) may not be reusable because of the swelling that occurs in rubber silicone gaskets over time. The type of gasket that is used for a particular application as well as the quality of the materials that are used in the gasket can often make the difference between a temporary repair and a long-lasting repair. This is especially true with head gaskets and intake manifold gaskets.

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TECHNICAL SEMINAR

Gaskets are commonly replaced to repair oil leaks, coolant leaks, exhaust leaks and vacuum leaks.

Many late-model engines have Multi-Layer Steel (MLS) head gaskets because this type of gasket is extremely tough and long lasting. Aftermarket gasket suppliers have developed MLS replacement head gaskets for many older â&#x20AC;&#x153;problemâ&#x20AC;? applications that were originally equipped with some other type of head gasket (graphite, nonasbestos composite or embossed steel). Upgrading to a MLS head gasket instead of a conventional replacement gasket can solve the weakness in the original gasket design that led to the failure. One of the keys to installing MLS head gaskets is to make sure the surface on the heads and block have a high-quality finish. Many original equipment MLS head gaskets require very smooth surface finishes of 30 microinches or less, but improved surface coatings on most aftermarket MLS gaskets can 60

April 2014 | Counterman

An example of an intake gasket.

tolerate finished up to 50 or 60 microinches. MLS gaskets are installed dry with no sealer. Also, if the engine has torque-to-yield (TTY) bolts, the original head bolts should be discarded and replaced with new TTY head bolts. Reusing TTY bolts is not recommended because of the risk of breakage. Cork/rubber cut gaskets for valve covers and oil pans are relatively inexpensive parts, but donâ&#x20AC;&#x2122;t provide the same durability as molded gaskets. Replacement upgrades include solid high-temperature synthetic rubber molded gaskets and molded gaskets laminated around a steel center core. The steel reinforcement provides stiffness and helps the gasket hold its shape. Compressionlimiting grommets also may be used in the gasket to control crush when the gasket is installed. Molded gaskets are also installed dry with no sealer.

For leak-prone, carrier-style OEM intake manifold gaskets that are used on many V6 and V8 engines, aftermarket replacement gaskets that utilize an aluminumized steel carrier rather than plastic can provide added durability. The sealing surfaces on many of these gaskets also incorporate multiple beads or ridges to compensate for corrosion that may have taken place around coolant ports. Tougher materials such as Viton may also be used for the sealing beads around the ports to reduce the risk of leaks developing down the road. Worn crankshaft end seals are a common cause of oil leaks on many engines. Replacement seals that are made of PTFE (Teflon) should be installed dry (not prelubed with oil) to seal properly. Other types of seals, however, should always be lubed when they are installed. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Lighting Options Abound replacing aging bulbs with new ones can restore like-new nighttime driving visibility. Most motorists won’t notice the gradual deterioration that occurs over time with their headlights, but they will notice the immediate improvement in visibility when The average age new headlamps are installed. If a customer asks for a replacement of today’s headlamp, you should also mention the advehicles is close vantages of upgrading to some type of perto 11 years, so formance lamps. Performance headlamps typically cost a little more than standard it’s not headlamps but offer increased light output surprising that (more lumens), a better beam pattern many vehicles and/or a whiter or bluer light for better nighttime visibility. Brighter and whiter may need headlamps are a good option for older replacement drivers who may have trouble with night headlamps, vision. The color a headlamp produces is rated taillamps, stop in degrees Kelvin. The higher the temperalamps, turn ture number, the whiter and bluer the light. signals or other Ordinary incandescent lamps give off a yellowish light in the 2,800 degree K range, bulbs to restore while halogen headlamps typically proor upgrade duce a whiter light ranging from 3,100 to lighting 3,500 degrees K. Original equipment HID (High Intensity Discharge) headlights are performance. in the 4,200 degree K range. Aftermarket performance head lamps that are rated at 5,000 to 8,000 degrees K will have a bluer appearance than standard halogen headlamps, while those rated at 10,000 to 12,000 degrees K or higher will have a very blue or purple appearance. new on the shelf Other upgrades include special “long life” bulbs for applications Philips X-tremeVision delivers where lamp replacement is unusuup to 100 percent more light ally difficult or for vehicles that Philips X-tremeVision Headlight Bulb drive on rough roads (vibration is puts up to 100 percent more light on the a common cause of premature bulb road than standard Halogen bulbs. Offering maximum performance and failure). Finally, recommend renighttime driving visibility for drivers, it¹s the brightest and most powerful placement headlamps in pairs. bulb in Philips Automotive¹s recently launched line of premium upgrade They both have the same age, so headlight bulbs. Philips X-tremeVision is street legal, DOT approved and if one lamp as failed the other is designed to deliver the same quality as Original Equipment. Available in probably near the end of the 9003, 9004, 9005, 9006, 9007, 9008/H13, H7 and H11. road too. CM www.philips.com/automotive or 800-257-6054

ome say replacement headlamps, taillamps, stop lamps and other interior and exterior bulbs essentially sell themselves. True, when a lamp burns out it has to be replaced. As vehicles age, so do all the lamps that provide various types of illumination. Lamps actually dim with age as tungsten evaporates from the hot filament and forms a reflective coating on the inside of the bulb. Halogen headlights are less prone to this type of age dimming than conventional incandescent bulbs, but still suffer a gradual loss of illumination over time. The average age of today’s vehicles is close to 11 years, so it’s not surprising that many vehicles may need replacement headlamps, taillamps, stop lamps, turn signals or other bulbs to restore or upgrade lighting performance. Adding to the problem is the clouding that often occurs on aging clear plastic headlight covers. Oxidation and UV can transform a transparent headlight cover into a dull, cloudy lens that’s not only ugly but significantly reduces light transmission and brightness. The opaque film can often be polished away using an aftermarket headlight cover restoration product. For vehicles where the headlight covers are still clear and in reasonably good condition,

April 2014 | Counterman

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Motor Oils & Additives ngine lubrication requires a motor oil that can flow easily at low temperatures for easy cranking and quick circulation, maintain film strength and viscosity at high temperatures to protect critical engine parts, minimize friction for better fuel economy and disperse and neutralize crankcase contaminants to keep the engine clean. The oil also has to meet or exceed American Petroleum Institute (API) minimum performance standards as well as various auto manufacturer performance specifications (which can vary depending on the year, make, model and engine). No conventional or synthetic base oil can meet all of these requirements without some help. That’s where additives come in. Friction modifiers and anti-wear agents are added to the oil to reduce friction and minimize wear. Motor oil also has to contain dispersants, detergents, foam-suppressants and corrosion inhibitors to help keep the oil and engine clean. Additives can make up 20 to 25 percent of the liquid in a bottle of oil, so they play a major role in helping oil meet all of these requirements. The additives are blended with various base oils and viscosity improvers to create a multi-viscosity oil such as 5W-20, 5W-30, 10W-30, etc. The first number in a multiviscosity rating refers to the oil’s cold flow characteristics while the second number refers to it’s hot flow characteristics. A low number like 0 or 5 means the oil flows easily at low temperatures. A higher number like 20, 30, 40 or 50 means the oil retains its thickness and film strength better at high temperatures. Most late-model engines are factory filled with 5W-20 or 5W-30 motor oil, but some require 5W-40, 0W-20, 0W-30 or 0W40. Many European makes have very specific oil requirements, so for these applications it’s important to make sure

E No conventional or synthetic base oil can meet all of these requirements without some help. That’s where additives come in.

April 2014 | Counterman

your customer gets the “right” oil for their engine. Some oil suppliers have introduced special “Euro” formula motor oils that meet the specific requirements of various European makes. It’s important to follow not only the OEM viscosity recommendations but also their performance requirements because using the wrong oil may lead to problems. Thinner viscosity oils are usually specified for engines that have tighter bearing clearances, variable valve timing and overhead cams. The OEMs also specify certain friction, heat, wear resistance, cleanliness and longevity standards (such as GM’s dexos) that must be met to keep their powertrain warranty in effect. If a product label doesn’t say it meets or exceeds the OEM specifications, it’s proba-

Work In Concert years, the amount of anti-wear additive ZDDP (zinc dialkyl dithiophosphate) has been reduced because it can shorten the life of the catalytic converter. Roller cams and overhead cams donâ&#x20AC;&#x2122;t require as much ZDDP, so ZDDP has been lowered from 1,500 parts per million (PPM) to around 800. If a low ZDDP oil is used in an older engine, particularly a high performance engine with a flat tappet cam and stiffer valve springs, the cam lobes and lifters may wear and fail. For these applications, recommend a ZDDP supplemental oil additive, or a performance oil that has been fortified with extra ZDDP. CM

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bly not the right oil for that application. Many late-model vehicles have oil change intervals that can range from 5,000 to 7,500 miles, or up to 10,000 miles or longer if the vehicle uses an oil reminder system rather than a fixed mileage recommendation. The longer the drain interval, the more important it is to use a high-quality synthetic-blend or full synthetic oil with an additive package that can go the distance. Most of the motor oils that are on retail shelves are formulated for modern engines and everyday driving. But, they may not be the best choice for an older engine that has a flat tappet camshaft. In recent

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Oxygen Sensors Keep Fuel Mixture In Check Internal coolant leaks (bad head gasket) or an oil consumption problem (worn valve guides or valve guide seals, or worn or broken piston rings) can sometimes foul an O2 sensor and cause it to fail.

verybody knows what an oxygen sensor does, right? It senses oxygen in the exhaust, it gives the PCM a rich or lean signal as to what the fuel mixture is doing, and on late-model vehicles with Air/Fuel (A/F) sensors, it even tells the PCM the exact air/fuel ratio. When an oxygen sensor reports a rich fuel mixture, the PCM responds by reducing the amount of fuel delivered. It does this by shortening the duration (on time) of the fuel injector pulses. If an oxygen sensor reports a lean fuel mixture, the PCM responds by increasing fuel delivery, and lengthens the on time of the fuel injector pulses. This results in a constantly changing fuel mixture that varies between rich and lean, with the average being right around the ideal air/fuel ratio of 14.7 to 1. On most inline four- and six-cylinder engines, a single O2 sensor or A/F sensor is located in the exhaust manifold (although BMW and some other European applications use two). On V6, V8 and V10 engines, as well as horizontally opposed four and sixcylinder engines (such as Subaru and Porsche), a separate O2 sensor or A/F sensor is used for each cylinder bank. On some vehicles, such as a Ford F150 with a 300 sixcylinder engine, two O2 sensors are used in the one exhaust manifold (one to monitor the first three cylinders, and the other to monitor the rear three cylinders). On 1996 and newer vehicles with OBD II, a “downstream” O2 sensor is mounted in or behind the converter to monitor catalyst efficiency. If the efficiency is dropping off, it will set a fault code for the converter and turn on the Check Engine light. This monitor won’t run, however, if any of the O2 sensors (upstream or downstream) are not working properly and have set a code. Most late-model O2 sensors and A/F sensors should last upward of 100,000 miles, but some don’t make it that far. Internal

April 2014 | Counterman

coolant leaks (bad head gasket) or an oil consumption problem (worn valve guides or valve guide seals, or worn or broken piston rings) can sometimes foul an O2 sensor and cause it to fail. The onboard diagnostic system monitors the performance of the O2 sensors every time the vehicle is driven. It checks the O2 sensor heater circuits to make sure they are warming up the sensors when a cold engine is first started, and they look at what the sensors are telling the PCM about the air/fuel mixture to see if it makes sense or is out of range. No response from an O2 sensor, or a sluggish response is a sure sign the sensor has died and needs to be replaced. An O2 sensor-related code doesn’t necessarily mean a sensor has failed in some cases. If there’s a heater code, the fault might be outside the sensor (a bad wiring connection or a heater circuit relay, fuse, power supply or control problem). The other possibilities should be ruled out before condemning the heater circuit inside the sensor. O2 sensor codes that indicate a rich or lean condition often have nothing to do with the sensor itself. It is merely reporting what is happening upstream of the sensor in the combustion chamber. The problem may be fuel, ignition or compression-related — all of which require further diagnostics to pinpoint the real cause of the code. O2 sensors can fail, and when they do it takes the PCM out of closed loop fuel feedback control and puts it into a preprogrammed mode that often causes the engine to run rich, pollute and waste fuel. O2 sensor problems are a common cause of emission test failures (both OBD plug-in tests and loaded mode tailpipe tests). New O2 sensors can restore like-new engine performance and fuel economy, and are often recommended when the 100,000 mile spark plugs are replaced for preventive maintenance. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Air Suspensions Have Advantages ir suspensions of one set the loss of air. Eventually, the type or another have pump runs so much that it overheats been used on a variety of and fails. The suspension goes flat makes and models over and the vehicle owner has a major the years. The advantages of problem that needs to be fixed. Rehaving a vehicle on air rather than placing the failed air compressor spring steel are (1) smoother ride, may seem to be the correct repair for (2) ride stiffness adjustability, and the problem, but in most cases the (3) ride height adjustability (autounderlying cause is an air leak that matic load leveling). must be found and repaired before Air suspensions are typically the new compressor is installed. found in luxury nameplates such Rubber is an amazing material as Audi, Bentley, BMW, Buick, that provides both elasticity and Cadillac, Hummer, Jaguar, Land flexibility. But as rubber ages, it Rover, Lexus, Lincoln, Mercedestends to stiffen and crack. ConseBenz and Air suspensions are typically found in luxury nameplates Porsche, and also Chevrolet, such as Audi, Bentley, BMW, Buick, Cadillac, Hummer, Ford, GMC, Jaguar, Land Rover, Lexus, Lincoln, Mercedes-Benz and Oldsmobile, Porsche, and also Chevrolet, Ford, GMC, Oldsmobile, Pontiac, Saab Pontiac, Saab and Volkswagen. and Volkswagen. Some of these suspensions date back to the quently, those the air bladders in1980s. Although many of these old- side new air springs, air shocks er vehicles are no longer on the and air struts eventually develop road, there are still a lot of aging cracks and pinhole leaks by the vehicles with air suspensions that time they are six to 10 years old â&#x20AC;&#x201D; are in need of repair. even on low mileage vehicles. The The typical failures on these vehisame thing can happen in flexible cles include air leaks in the air plastic air supply lines that route springs, lines or plumbing, compres- air from the compressor to the sors that no longer work, and valve, springs, shocks or struts. height sensor and control issues. Original equipment air springs, Compressor failure are often the air shocks and air struts are typically result of an ongoing and undetected very expensive to replace. They can air leak. The compressors in these also be difficult or impossible to find systems are not designed to run confor older applications if the vehicle tinuously, but to add make-up air as manufacturer has discontinued the needed when the suspension selfparts in the dealer network. The only levels. When a leak occurs in a option at that point is to go with afspring or the air line plumbing, it termarket replacement parts, or to forces the pump to cycle more freconvert the air suspension to a conquently. And the worse the air leak, vention suspension with a converthe more the pump has to run to offsion kit (where available). CM

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April 2014 | Counterman

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

TPMS Opportunities Growing Replacement sensors for Tire Pressure Monitoring Systems (TPMS) are a growing sales opportunity for the aftermarket. TPMS has been offered on a variety of vehicles for many years. Since 2008, TPMS was required on all passenger cars and light trucks in the U.S. Many of these late model TPMSequipped vehicles are now hot prospects for their first set of replacement sensors. TPMS sensors have a limited service life. The sensors use an internal lithium battery to power the electronics that monitor air pressure and broadcast a status signal to the TPMS receiver and control module. The service life of an original equipment TPMS sensor is typically around 5 years for older first generation systems, and varies from 7 to 10 years for current generation sensors. Sensor life can vary depending on miles driven. When a vehicle is stationary, the sensor typically goes into a sleep mode or reduces broadcast frequency to minimize power consumption. Consequently, the sensors in a low mileage vehicle usually last longer than those in a high mileage vehicle. However, environmental factors also play a role in sensor life, particularly when it comes to corrosion of the sensor components. Many original equipment sensors have an aluminum valve stem, held in place by a hex nut and gasket at the base of the valve. Over time corrosion can cause the valve stem to fail. It's ironic that a safety system designed to reduce

the risk of sudden tire blowouts can actually cause a tire to go flat when the valve stem breaks off or leaks. This is just one reason why every time you perform tire service on a TPMS-equipped wheel, the TPMS sensor It’s ironic that a service parts must be replaced as preventive safety system maintenance. The service parts include the designed to valve core, valve nut, seal, seal washer, and valve cap, and these parts are designed for reduce the risk one-time use only. of sudden tire TPMS sensors should be replaced if they blowouts can have failed (no signal due to a dead battery or an electronic fault). If one or more sensors actually cause a are not working, the TPMS can't monitor tire to go flat tire pressure and warn the driver if a tire is when the valve low or going flat, so the valuable benefits of the system are lost. stem breaks off The most convenient replacement interval or leaks. for TPMS sensors is to replace the sensors when new tires are installed. This assumes the original set of tires will last the average motorist 5 to 7 years or 60,000 to 80,000 miles. However, tire life can vary a great deal depending on the tire compound, inflation pressure, wheel alignment, road conditions and how the vehicle is driven. So whether a vehicle is on its first, second or third set of tires, the TPMS sensors should be replaced in a timely manner so they will ideally last until the next set of tires. Because the TPMS system is a safety item, tire stores and repair facilities cannot intentionally disable a functional TPMS system when a vehicle is in for tire service or other repairs. In other words, if a vehicle comes in with a functional TPMS system, it has to new on the shelf leave with a functional TPMS system. If the TPMS system is already NOT New VDO REDI-Sensor working, the vehicle owner may poThe new VDO REDI-Sensor #SE10003 tentially decline the repair accord315Mhz sensor expands coverage for ing to the “Make Inoperative Audi, Mercedes, Volkswagen, Volvo, GM Provision” Title 49, U.S. Code truck (“PWM”), Subaru and other Asian models, providing coverage for 15 30122(b) of the Motor Vehicle Safety million additional vehicles in North America. Four VDO REDI-Sensors now Act, but should be strongly encourreplace more than 200 OE sensors on domestic, Asian and European vehiaged to have it repaired for maincles. No sensor programming or cloning is required, REDI-Sensor is ready taining driving safety. Furthermore, to use, right out of the box. some states now also list a nonwww.redi-sensor.com or salessupport-us@vdo.com Continued on page 78 70

April 2014 | Counterman

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Turbochargers Increase Engine Power Output urbos are back. The automakers are under the gun to raise their fleet-wide Corporate Average Fuel Economy (CAFE) numbers to 40.3 to 41.0 mpg by 2021, and 48.7 to 49.7 mpg by 2025. One of the ways this is being accomplished is to downsize engines and add a turbocharger so vehicles can achieve better fuel economy with no sacrifice in performance. Hanging a turbo on a small engine allows a little engine to breathe big. With only 6 to 8 pounds of boost pressure, a turbo can increase power output 15 to 25 percent or more over a naturally aspirated engine. Consequently, a turbo four-cylinder engine be used in place of a A cutaway of a turbocharger. larger V6, and a turbo V6 can replace a larger V8 with no loss of performance. The only time an engine really needs the extra power is when it is accelerating hard or pulling a load. A turbo is perfect for this kind of application because it is exhaustdriven and draws no power from the engine like a belt-driven supercharger. Superchargers can deliver right-now boost at low RPM, but the trade-off is a constant drain on the engine when the extra boost pressure isn’t needed. A turbo, on the other hand, is just along for the ride and doesn’t develop any boost pressure until the throttle opens and exhaust flow increases. It then spools up and starts pushing more air into the engine. Turbos can rev up to 140,000 to 160,000 RPM or higher, but it

April 2014 | Counterman

can take a few seconds to reach these speeds. Because of this, engineers design the turbo system so it can reach maximum boost pressure with minimum lag. Proper sizing of the turbo is essential to reduce lag. A smaller turbo will spool up more quickly at low engine speeds than a large turbo, but a large turbo can flow more air and develop more boost pressure and power. Since the emphasis now is more on fuel economy than all-out performance, most of the new passenger car turbo engines are equipped with relatively small turbos that deliver just enough boost to offset the smaller displacement of the engine. Boost pressure is controlled by a device called a “wastegate.” The wastegate valve opens a bypass circuit that controls how quickly boost pressure builds. It also limits peak boost pressure so the engine doesn’t go into detonation. Too much boost pressure can destroy an engine that isn’t designed to handle it. The operation of the wastegate is controlled by the Powertrain Control Module (PCM), so it is possible to tweak the turbo’s output by reprogramming the PCM. An aftermarket “tuner” scan tool can load new programming that turns up the boost pressure for more power. These have been a popular item for turbo diesel engines in pickup trucks, but recently General Motors said it will not honor any engine or drivetrain warranty claims on trucks that have been modified with a performance tuner. One thing all turbos need to survive is good lubrication and cooling. Synthetic oils are best for turbos because they can handle higher operating temperatures. Regular oil and filter changes are also essential to prevent viscosity breakdown, varnish deposits and sludge that could damage the turbo. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Replace Both Wiper Blades At Same Time iper blades are typically sold by the inch, literally. Replacement wiper blades usually have to match the length of the original blades to fit properly. On some applications, there’s a bit of wiggle room (give or take an inch or so) if the replacement blades on the display rack doesn’t match the original blades exactly. But on most applications, blade length must be a close match otherwise the driver and passenger blades may interfere with each other or hit the edges of the windshield. The wipers on many vehicles are asymmetric, with the driver side blade being longer than the passenger side blade. This is done to give the drive a wider field of view and to offset the streak line where the wipers overlap toward the passenger side. Pricing also is by the inch. The least expensive economy replacement blades typically sell for around 35 to 40 cents an inch while the top-of-the-line premium blades sell for around a dollar an inch. Do less-expensive blades wipe as well as the premium blades? Economy blades may perform adequately when first installed, but with time and usage their performance usually deteriorates much more rapidly than standard blades or premium blades. Also, if the blade material is not good quality, it may not wipe cleanly or smoothly right out of the package. Blades

April 2014 | Counterman

that are too hard, too stiff, old stock or have been in hanging on the rack too long may chatter and streak. That’s why quality materials and construction along with a fresh wiper inventory are essential for customer satisfaction. Natural rubber is a good material for the surface of a wiper blade because it flexes and wipes cleanly. But over time, natural rubber does not stand up well to heat, ozone, direct sunlight or abrasives. Natural rubber can lose its flexibility and become hard and brittle, causing the blades to chatter, streak, crack and tear. Synthetic materials are much more durable and can last two to four times longer than plain natural rubber blades. Some synthetic blades use a thin layer of natural rubber for the wiping surface while others are all synthetic. Long-lasting blades usually provide the best value, but it’s often hard to convince some customers that premium blades will actually save them money in the long run because they don’t have to be replaced as often. Both blades should be replaced at the same time because chances are both blades are the same age and condition. And don’t forget the rear wiper blades on minivans, SUVs and hatchbacks. Premium replacement blades are available in frame, frameless or “hybrid” styles. The frameless beam style blades that come factory installed on many late-model cars can be retrofitted to many older vehicles to give them an updated appearance and updated performance. So too can hybrid blades that have a flexible cover and similar appearance to a beam style blade, but are actually a frame type blade underneath. Low-profile blades as well as those with aero slots or spoilers help reduce wind lift at highway speeds. Beam and hybrid style blades also resist snow clogging similar to a covered “winter” blade. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Long-Life Spark Plugs Can Last 100,000 Miles Or Longer Anti-seize acts like a lubricant, which increases the risk of overtightening the spark plug and damaging the threads in the cylinder head, and it can contaminate the electrode causing the plug to foul and misfire.

park plugs last a long time but they don’t last forever. Most spark plugs have a factory service interval of 100,000 miles, though some may be as much as 120,000 miles. Long-life platinum and iridium spark plugs will typically last up to 100,000 miles or longer provided the engine isn’t using oil or doesn’t spend a lot of time idling. Replacing spark plugs at 100,000 miles can be troublesome on some applications. When a spark plug has been in the cylinder head for that many miles, carbon and corrosion can make it difficult to remove. There is a risk of damaging the threads in aluminum cylinder heads. Many spark plugs have nickel-plated threads on the plug shell to prevent corrosion between the steel threads on the plug and the aluminum threads in the cylinder head. Some spark plugs have a black oxide coating on the shell to inhibit corrosion, but it’s not as effective as a nickel coating. Plain uncoated spark plugs offer no corrosion resistance whatsoever when installed in aluminum heads. Dissimilar metals can react over time causing the spark plug to stick in the head. The use of anti-seize compound on spark plug threads to make future replacement easier is not recommended for two reasons: anti-seize acts like a lubricant, which increases the risk of over-tightening the spark plug and damaging the threads in the cylinder head, and it can contaminate the electrode causing the plug to foul and misfire. Spark plugs should be installed dry and tightened to specifications. On some applications, like 2004 to 2008 Ford trucks with 5.4L V8 and 6.8L V10 engines and 2005 to 2007 Ford Mustangs with 4.6L engines, the original equipment spark plugs are a two-piece welded de-

April 2014 | Counterman

sign with a very long shroud around the electrode. The plugs tend to stick in the heads, and often break off leaving the tip of the electrode stuck in the head. If the broken tip can’t be extracted, expensive head repairs are required. Some aftermarket replacement spark plugs for these applications are a one-piece design to resist breakage. Replacing the OE plugs before they reach 40,000 miles can also reduce the risk of breakage. Replacement spark plugs do not have to be the same brand as the original equipment spark plugs. Any brand of spark plug will work in any engine as long as the spark plug fits correctly and has the right heat range for the application. Heat range refers to the operating temperature range of the spark plug. A spark plug must run hot enough to burn off fouling deposits but not so hot that it causes preignition or detonation. Most spark plugs use a copper core and electrode design that gives them a broad heat range and makes them suitable for a broad range of engine applications. Replacement spark plugs should usually be the same type (platinum or iridium) as the original if they are expected to last 100,000 miles. Standard spark plugs are only good for about 40,000 miles. On some applications, a double-platinum or double-iridium spark plug may be recommended. This type of spark plug uses platinum or iridium on the center and ground electrodes, not just the center electrode to improve wear resistance and extend the service life of the spark plug. Such plugs are often specified for engines that have a “waste spark” ignition system that fires twice the rate of a standard DIS or COP ignition system, or boosted engines that require a higher firing voltage. CM

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COUNTER-TECH Mandy continued from pg. 8 cal couriers, along with national logistics companies like UPS, have ensured we are able to sell parts by being able to deliver them faster. It’s no longer just about price and availability — speed to market is now a key differentiator, too. Customers have a lot to say about it, too, and you need to hear them; if they love UPS because UPS provides that killer service on “the last mile” to the customers, then you need to create the right partnership between the shipping company, your company and your customers in order to provide tailored deliveries on demand. If you gave me a choice, I’d rather be a great salesperson than a logistics genius; but I have to admit I’m in awe of some of the logistics experts I have met in our industry. I feel like I can go head-to-head against the best

salesperson out there, but if I’m competing against someone who is better at logistics than me, I’m scared. Truth be told, competitors can make you better, and I thank

all of them who were better than me at logistics, for they made me change and see the light; I promise to keep up with you every step of the way! CM

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Visit Mandy’s blog: www.mandyaguilar.com TPMS continued from page 70 functioning TPMS as an inspection failure item. Replacement sensors include those that are a direct replacement for the original equipment (OE) sensors, multi-application sensors that are ready to use on a wide range of vehicles, and "universal" sensors that can be programmed to work on a wide range of applications. Multiapplication and universal replacement sensors are popular because they reduce inventory requirements and eliminate service delays. OE and multi-application sensors are pre-programmed for the vehicle.

Universal sensors must be programmed for the specific application before they are installed. Regardless of what type of TPMS sensors are installed, most vehicles require some type of relearn procedure so the TPMS system can learn which sensor is at each wheel location (some vehicles can do this automatically) and to confirm full system functionality with the replacement sensors. Even aftermarket sensors that have been “cloned” should be put through a vehicle relearn procedure to ensure that the new sensors are working and recognized by the TPMS receiver. CM

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LLEN & ALLAN By Allen Markowitz & Allan Gerber

Do You Have A Plan? t’s a fact: many of us who have been in the business for years are nearing or thinking about retirement. This is not only reflective of our individual situation, but that of society in general. The boomers are turning or are already in their 60s and this may require tough decisions on our part. As an individual, the best advice you will receive from any financial planner is to start saving early and often. Time and compounded interest is your friend and will pay off over a lifetime. If you are a business owner, do you have a plan? Have you given genuine, sincere thought to the future for yourself, your family and your company? This is often referred to as an exit strategy. You may be ready for extra time on the golf course, an extended fishing trip or years of travel — but what about your business? The past 10 to 15 years has produced an incredible amount of consolidation within our industry. Is this your course? If so, have you consulted with anyone who has actually sold a business in our industry? Do you have any idea how much of your inventory has maintained its full market value? It is likely that you will find out quickly how much of your inventory does not have full book value. You also will find out that your computer system, while you paid plenty for it, has little or no value to a perspective buyer. How about those aging trucks? While they do the job, this is usually another area that will fall short of your expectations. This does not mean you will not receive

I You may be ready for extra time on the golf course, an extended fishing trip or years of travel — but what about your business?

Allen Markowitz and Allan Gerber operate Auto Biz Solutions, which provides training, marketing, management and business consulting services to both the automotive jobber and independent repair shop.

April 2014 | Counterman

a fair price for your business, only that there are a good many areas that make up the overall package and each has to be thoroughly thought out. How about keeping the business in the family? Perhaps your son or daughter has been working in the business for years and is next in line to become the decision-maker. Are you ready to substantially turn over the helm or actually retire? These are real-life business decisions that might have to be made. Will you be willing to let your son try his new ideas, even if you disagree with him? How about updating or modernizing certain aspects of the business — would you be in favor if there was a price tag to do this? While there are obviously no simple answers to these questions, I ask you to remember when you were young and just starting out. Did you try out new ideas? Did all of them produce the desired results? Was there any cost involved? If an idea did not work did we go back to the drawing board and try something else? Of course, we did or we would not be in the position we are in today. Our industry has evolved to a point where doing things the same old way just because it has been the way we have always done it may not be the correct answer. Somehow, we will have to let our next in charge try their new ideas, just as we did. These can be daunting and complicated issues for a long-term leader to deal with. Whatever your inclination or exit strategy may be, develop the plan thoroughly giving thought to both your family and the longevity of your business. CM

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For more information, go to: www.autobizsolutionsllc.com or e-mail amarkowitz@autobizsolutionsllc.com.

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