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Nominate A Counter Professional, Page 10

April 2013

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Technical We review 14 products in our annual Technical Sales Seminar

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INSIDE

April Volume 31, No. 4

features 37

Annual Tech Sales Seminar .................................. By Larry Carley, Gary Goms

MLS Gaskets .................................................... 38 Clutches ........................................................... 40 Bearings ........................................................... 42 Friction............................................................. 44 Gaskets............................................................. 46 Oxygen Sensors ............................................... 48 Shocks .............................................................. 50 TPMS ................................................................ 52 Wipers .............................................................. 54 Mounts ............................................................. 58 Turbochargers ................................................. 60 Fuel .................................................................. 62 Chassis ............................................................. 64 Rack & Pinion .................................................. 66 COUNTERMAN (ISSN 0739-3695) (April 2013 Volume 31, Number 4): Copyright 2013 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.

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columns Editor’s Ink

PUBLISHER

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

EDITORIAL

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

Nominate yourself or someone as CPOTY.

From The Publisher

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

Welcome to Augmented Reality.

Counter-tech

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

Welcome competitors, we are open for business.

Keeping It Simple

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

There’s no room for BS (bad service.)

Allen & Allan

Mark Phillips, Editor 330-670-1234, Ext. 299 mphillips@babcox.com Amy Antenora, Editor, aftermarketNews Managing Editor, Counterman 330-670-1234, Ext. 220 aantenora@babcox.com Larry Carley, Technical Editor lcarley@babcox.com

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

Attendance at training sessions: It’s up to you!

CONTRIBUTING EDITORS

departments

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

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

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

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

ADVERTISING SERVICES

8,9 14

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

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

NASCAR Performance ...........................................................................

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

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

Tina Purnell Advertising Services Manager 330-670-1234 , Ext. 243 tpurnell@babcox.com CIRCULATION SERVICES Brad Mitchell, Director of eMedia & Audience Development 330-670-1234 , Ext. 277 bmitchell@babcox.com Pat Robinson, Circulation Manager 330-670-1234, Ext. 276 probinson@babcox.com Ellen Mays, Circulation Specialist 330-670-1234, Ext. 275 emays@babcox.com CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller

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

April 2013 | Counterman

Jim Merle jmerle@babcox.com 330-670-1234, ext. 280

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

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

John Zick jzick@babcox.com 949-756-8835

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

CLASSIFIED SALES: Tom Staab tstaab@babcox.com 330-670-1234, ext. 224

Edward S. Babcox (1885-1970) Founder Tom B. Babcox (1919-1995) Chairman Founded 1983. Copyright 2013 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

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» Spotlight

Federated

Working Together—The Federated Way Federated Auto Parts’ dedication to building profitable and successful relationships has made it one of the automotive aftermarket’s premier programmed distribution groups. Federated is devoted to providing professional technicians with superior customer service and name brand quality parts at competitive prices along with a full array of training and business support tools. Since Federated was established in 1985, the name has become synonymous with quality in the field of vehicle repair with over 8,000 stores and service centers nationwide. Federated Auto Parts stores are independently owned businesses that serve their local communities and are often family-owned and operated. These stores provide the highest quality replacement parts and accessories at competitive prices but also have the most knowledgeable people that can help with whatever the problem or challenge a customer may face. They also provide training and a host of other technical and marketing support programs including Federated Car Care, which identifies some of the best service providers in the country as being on the Federated team. Federated Auto Parts, headquartered in Staunton, Virginia, is one of the largest auto parts distribution and marketing organizations in North America. Federated is dedicated to supporting its customers with quality name brand parts, programs designed to grow their businesses, and experienced counter sales people who are knowledgeable in today’s evolving automotive technology. For more information, visit www.federatedautoparts.com.

Federated Auto Parts 508 Greenville Ave. Stauton, VA 24401 (540)885-8460 www.FederatedAutoParts.com Reader Service: Go to www.bfeRAPIDRESPONSE.com

ADVERTORIAL

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MARKETPLACE › visit www.counterman.com/ASAP for reader service

New MOOG Problem Solver Sway Bar Link Kits Federal-Mogul has introduced a new line of MOOG Problem Solver sway bar link kits featuring an exclusive design that eliminates common installation issues associated with traditional, non-socket style kits. The timesaving new MOOG Problem Solver sway bar link kits are available for hundreds of popular foreign-nameplate and domestic applications. The new MOOG Problem Solver sway bar link kits simplify and speed up installation through two exclusive design features and material enhancements: Specially molded bushings that center and hold the washers in place during installation; and a technician-friendly barrel lock nut that can easily be threaded onto the bolt in all installations, including cases when the bolt-end is flush with the washer. The new MOOG sway bar link kits are equipped with premium, heavy-duty urethane bushings that provide exceptional resistance to oil, heat and ozone. They also feature Grade 8 bolts and anodized T-6 aluminum solid hex spacers that help ensure superior strength and corrosion resistance.

CARDONE Transfer Case, Fuel Injector Control Modules Now Available CARDONE has released two sought-after new products: Transfer Case and Fuel Injector Control Modules. Transfer Case Control Modules (TCCM) are often damaged by corrosion/water damage on the connectors or by a current surge from the shift motor. The initial launch of six TCCM reman SKUs covering popular GM Trucks from 1998 – 2005 are easy to install with no flash reprogramming required! Fuel Injector Control Modules (FICM), located on the engine valve cover are subject to intense heat and vibration. CARDONE’s new FICM’s for the Ford 6.0L diesel engine are completely remanufactured and computer-tested to ensure proper engine performance and fuel economy. These modules are in high demand – order today!

Spectra Premium Radiators – Know What You Buy We pride ourselves in designing our products that meet or exceed OE specifications. Our radiator transmission oil coolers incorporate the same plate count as the OE design. We also utilize OE-5grade fittings to prevent costly transmission and/or engine repairs.

April 2013 | Counterman

MARKETPLACE › visit www.counterman.com/ASAP for reader service The Ultimate Import Wire Intermotor Import Wire Sets are unrivaled for quality, coverage and original match. No one provides more extras like factory-installed separator clips, anchors, protective loom and trays to keep wires sorted properly and safely. Intermotor wire sets install with ease for exceptional power, performance and extra-long service life.

Supercool’s Power Jet Aerosol A/C Flush Kit Supercool offers the Power Jet Aerosol A/C Flush Kit, a ready-to-use high-pressure flush system complete with 15 oz. replaceable flushing agent, nozzle depressor valve and hose. This easy-to-use flush kit applies constant pressure until the flush can is empty, without requiring shop air. The Power Jet Aerosol A/C Flush Kit features Supercool’s Flash Flush, a powerful and fast evaporating flush that removes oil, debris, and other contaminants from the A/C system. Flash Flush leaves no residue, is non-corrosive, and is safe for all A/C systems.

New Head Bolt Sets From Magnum Gaskets Magnum Gaskets now offers 33 OE-quality head bolt sets, covering thousands of the most popular make/model/year combinations for domestic and import vehicles. These bolts are a perfect add-on sale with Magnum Gaskets. Replacing head bolts every time a cylinder head is removed is a real necessity on late-model engines with torque-to-yield head bolts and is recommended on older engines because of years of head bolt corrosion and re-installation. Since 1994, Magnum’s parent company, Modern Silicone Technologies Inc. (MSI), has manufactured gaskets for major aftermarket brands and OEMs. Magnum maintains a “USA First” policy that gives priority to manufacturing and sourcing parts and materials in North America.

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DITOR’S INK

I’ve seen numerous people approach the Counter Professional of the Year and shake their hand or take a photo with them. And each time it happens, I know recipients are thinking the same thing: What I do matters. What I do has value.

By Mark Phillips

Nominate Yourself, Someone Else For CPOTY bet if I asked any of the recent Counter Professionals of the Year what’s the best part about being awarded the honor, they wouldn’t say it’s the free hotels. Yes, CPOTY recipients and their spouses get to stay in some of the nicest hotels in Las Vegas. They probably wouldn’t say it’s the spending money. Or the free meals. But what I’ve seen first-hand in Las Vegas has something to do with recognition and respect. Out in Las Vegas, CPOTY recipients get to step away from the counter, put down the phone, get out of the warehouse and in front of people for recognition of what they do, every day. All those hours memorizing part numbers through osmosis, all those catalog lookups, all those countless calls to find a part for a customer — it all gets recognized. I’ve seen numerous people approach the Counter Professional of the Year and shake their hand or take a photo with them. And each time it happens, I know recipients are thinking the same thing: What I do matters. What I do has value. This will be the 28th year Counterman magazine has named its Counter Professional of the Year, sponsored by Affinia Group Inc., Raybestos Chassis and WIX Filters. Nominations are being accepted until July 1, 2013. Nominate yourself or someone else. Or, several people who you feel are deserving of the honor.

For more information, see page 13, then head over to www.counterman.com/ CPOTY.aspx to fill out a nomination. If You’re On Social Media, Be On Social Media If it seems like everybody is talking about Twitter and Facebook, it’s because everybody’s talking about Twitter and Facebook. I’ve struggled and can’t come up with a good reason your business shouldn’t be on social media. There are a lot of warehouses, chains and jobber stores on social media. And they’re all sending out updates on a range of topics, including sales, rebates, promotions of staff, etc. I have but one word of advice: If you’re on social media, then be on social media. I can’t tell you how many people I’ve seen on Twitter complain about a particular service or product with absolutely no response from the company being named. A study done by Maritz Research a little over a year ago found that a stunning twothirds of tweets were ignored by companies. Nearly half of the 1,298 people who took part in the research said they expected a response from a company. For the roughly 428 who received a response from the company, 83 percent of those people said they liked or loved hearing from the company, according to Maritz Research. Of those who didn’t get a follow-up message, 86 percent said they would have liked or loved one. Interestingly enough, as the age of the person using Twitter went up, so did their expectations a company would respond. For some people, Twitter is the new 1-800 complaint line. CM ■ ■ ■

For more information: www.counterman.com

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ROM THE PUBLISHER By S. Scott Shriber

Wow, Check This out! elcome to a whole new frontier. It’s called Augmented Reality, or AR for short. The good news is there will be no dirt roads or crank starts on the cars like there were when the automotive frontier was first explored. AR will be used right here in Counterman to enhance your reading experience and showcase new products. It’s really easy to use. Just go to www.AVIplayApp.com and download the AVI Play app for your Android or iOS device. Once you’ve done that, just open the app and point it at any article or advertisement that has the AVI Play symbol and sit back and enjoy. Go ahead, give it a try. Point it at this page and see what happens. Once you have got the app, just refer to the table of contents and anywhere you see the AVI Play symbol, there is enhanced content for you to enjoy and learn from. See it in an advertisement and there can be video or even 3-D imaging for you to look at. This a great way for our partnering companies to give you an even better look at their products. It may even have technical tips to improve the way you work or use these products. We here at Counterman appreciate your readership and are constantly working to improve your reading experience. AR is just one of the ways we have found to give you the best industry information available. Thanks again for being a loyal Counterman reader.

W Welcome to a whole new frontier. It’s called Augmented Reality, or AR for short.

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AFTERMARKET NEWS

55 New Parts Added to MOOG Steering and Suspension Line

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SOUTHFIELD, Mich. — FederalMogul has added 55 parts – including an exclusive line of timesaving new Problem Solver sway bar link kits – to its industry-leading offering of MOOG replacement steering and suspension products. MOOG is the preferred brand of technicians and NASCAR crew chiefs. The MOOG line now includes 25 new sway bar link kits, a majority of which feature the brand’s latest innovative Problem Solver technology. These new parts – available for hundreds of popular foreign nameplate and domestic applications – eliminate common installation issues associated with conventional kits and feature a variety of design and material enhancements to ensure unsurpassed durability and ease of installation. Unlike conventional socket-style designs, the new MOOG Problem Solver kits include a 1-inch barrel nut that extends into the bushing for easy threading without the need to compress the suspension. In addition, the longlasting, premium polyurethane bushings feature a recess to capture and center the washer during installation. More information, including complete application listings, can be found at www.moogproblemsolver.com.

April 2013 | Counterman

Other new parts now available through MOOG distributors are control arm assemblies (with ball joints) for 1997-81 Toyota Camry and 2002-2003 Suzuki Aerio passenger cars as well as a variety of popular General Motors SUVs, model years 2007-2012. FederalMogul also has introduced 14 additional MOOG tie rods, including inner tie rod ends for 2011-2012 Ford Mustang models, and several new MOOG ball joints, bushings and strut mounts. “The MOOG advantage for automotive service professionals includes outstanding coverage and availability as well as innovative, exclusive designs that perform better, last longer and make the job easier,” said Mark Boyle, director, steering and suspension products, Federal-Mogul. “Our product expansions help ensure that MOOG customers have the latest and best parts for every steering and suspension repair.” For more information regarding MOOG steering and suspension parts, visit the brand’s technicianfocused website at www.moogproblemsolver.com or contact your MOOG supplier. To identify the right MOOG part for virtually any application, use the convenient, free www.FMe-cat.com electronic catalog.

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Over the Counter By Jerry King

AFTERMARKET NEWS

Aftermarket Auto Parts Alliance Holds Sixth Technology Summit Collaborative In San Antonio

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SAN ANTONIO, Texas – The Aftermarket Auto Parts Alliance recently held its sixth Information Technology Summit (IT Summit) in San Antonio. The event was created to keep supplier channel partners up-todate on Alliance IT strategies and solutions, and is tailored for hands-on information technology professionals, from CIOs to catalog managers. According to Alliance CIO Dale Hopkins, the IT Summit meetings are effective at reducing costs, increasing sales and strengthening relationships. “The Alliance has the most mature and robust technology suite in the aftermarket distribution community,” Hopkins said. “It provides the information foundation for advancing operational and marketing technology. Sharing that information with channel partners multiplies its power. “Last year, the Alliance earned the R. L. Polk Inventory Efficiency Award for its groundbreaking and industry-leading Inventory Optimization Tool (IOT),” Hopkins added. “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 technology that helps sell more parts,” said Hopkins. “It is an information, query and transaction software suite that includes parts, supplies, accessories, tools – everything our members sell – and it’s open for business 24/7/365.” John Washbish, Alliance president and CEO, says the Alliance stands out among its distribution group peers when it comes to technology. “While some groups are just now getting serious about the technology issue, we have more than 12 years of experience with our own data warehouse and related business intelligence tools.” 16

April 2013 | Counterman

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AFTERMARKET NEWS

WIX Filters Launches New XP Line Of High Premium Oil Filters

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GASTONIA, N.C. – WIX Filters, a member of the Affinia Group family of brands, has launched a new XP line of high premium oil filters engineered to withstand the toughest of driving conditions and scientifically designed to maximize the performance of synthetic motor oils. “XP filters provide optimum protection for the increased demands on today’s vehicles,” said Donald Chilton, North American product development manager at WIX Filters.

April 2013 | Counterman

XP, the third oil filter line manufactured by WIX, is available through independent auto parts dealers and warehouse distributors. According to Chilton, XP filters are ideal for vehicles subject to: ● Towing trailers, boats and heavy equipment; ● High idling conditions in stopand-go city driving; and ● Harsh driving environments, such as dusty and muddy roads and extremely high temperatures. “Avid automotive enthusiasts and do-it-yourself consumers want the best performance for

their vehicles, but even the most devoted enthusiasts are unsure of the ideal filter to choose for synthetic motor oils,” Chilton said. “Our XP line eliminates any confusion and continues the WIX commitment to offer products that align with the demands of today’s vehicles.” Premium oil filters such as XP provide several benefits, including: ● Wire-backed, fully synthetic media that traps more dirt, dust and grime; and ● Greater resistance to hardening and cracking due to silicone anti-drain-back valve.

AFTERMARKET NEWS

Pep Boys To Launch All-New Automotive Retail Experience PHILADELPHIA – Pep Boys is introducing an all-new customer experience for 2013 with the construction of a completely redesigned Tampa, Fla., retail store. According to Pep Boys, the redesign reflects the company’s latest efforts to make auto repair more accessible and engaging for consumers. The new experience begins with enhanced customer service from store associates with a more customer-centric approach. From there, associates will focus on alleviating the stress and confusion that often shrouds auto service and repair by offering clear, easy-to-understand explanations of parts and repairs, Pep Boys stated. The redesigned retail store also will feature a multitude of new design elements and strategies both inside and out. The store’s new exterior offers a softer, more distinctive appearance, with stone masonry and hardwood accents adorning the building and signage. These design elements carry through to the store’s interior, which features a wide range of improvements.

vice president, global purchasing and supply chain. “We are thrilled to recognize SKF Sealing Solutions Korea Co. Ltd, who we consider to be a world-class supplier.” GM’s Supplier of the Year (SOY) award, which began as a global program in 1992, recognizes the contributions of GM’s suppliers as part of the company’s global product and performance achievement. For the 2012 award, GM selected 83

global suppliers, representing GM’s view of the best the automotive industry has to offer in innovative technology, superior quality, outstanding launch support, crisis management and competitive total enterprise cost solutions. “Receiving this award again from GM really proves how strong our commitment is in delivering what our customers need,” said Tryggve Sthen, president, SKF Automotive.

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GOTHENBURG, Sweden – SKF Sealing Solutions Korea Co. Ltd. has received the GM Supplier of the Year award for the third consecutive year. “SKF Sealing Solutions Korea Co. Ltd helped play a critical role in GM’s success in 2012 through their dedication and commitment to consistently exceed our expectations by being innovative, delivering highquality products and services on time and by creating outstanding value,” said Grace Lieblein, GM counterman.com 19

AFTERMARKET NEWS

Expand Your Customer Base With New Rislone Diesel Fuel System Treatment

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HOLLY, Mich. — Diesel engines are not just for heavy-duty trucks anymore. In the United States, diesel options are expected soon for the Chevrolet Cruze, BMW 7 Series, Jeep Grand Cherokee, Mazda6, Ram 1500 and several Audi models. Diesel versions of the Porsche Cayenne and Volkswagen Beetle debuted for the 2013 model year. And of course, there are already millions of diesel Chevrolet and GMC Duramax, Ford Power Stroke and Ram Cummins pickup trucks on the road. As the ranks of consumer-focused diesel vehicles grows, so does demand for products to keep these vehicles running at peak efficiency.

April 2013 | Counterman

Meet this growing demand and expand your customer base with new Rislone Diesel Fuel System Treatment, a complete fuel system tuneup designed specifically for light- to medium-duty diesel vehicles. When used every 5,000 miles, Rislone Diesel Fuel System Treatment increases vehicle power, performance and mileage, according to the company. Its 16.9 oz. dual-cavity package includes the equivalent of a full bottle of six crucial additives that work together to clean, lubricate and protect diesel engines: ● ULSD Sulfur Substitute Lubricity Additive ● Injector and Complete Fuel System Cleaner

● UCL Pump & Injector Lubricant ● Anti-Gel Cold Flow Improver ● Fuel Stabilizer & Conditioner ● Cetane Booster & Diesel Treatment “Most of the diesel additives in stores today are designed for large, heavy-duty trucks and don’t serve this growing segment of the market,” said Clay Parks, vice president of development for Rislone. “Rislone Diesel Fuel System Treatment is formulated and packaged to meet the specific needs of diesel-powered cars and light- to medium-duty trucks. We encourage all of the stores that carry our products to stock new Rislone Diesel Fuel System Treatment right next to our new Rislone Gasoline Fuel System Treatment to make it easy for the average consumer to find.” Rislone Diesel Fuel System Treatment (P/N 4740) features a patentpending disposable spout that makes it easy to install the product without spilling. The spout has been designed to fit only diesel fuel systems, to prevent the product from being accidentally installed in a gasoline system. It is also compatible with aftermarket and factory anti-misfueling devices, which prevent the installation of gasoline in diesel-powered vehicles. Like all Rislone products, Diesel Fuel System Treatment is made in the U.S.A. It is available to distribution in case packs of four bottles. For more information about Rislone Diesel Fuel System Treatment or the rest of the full line of Rislone premium performance chemicals, visit www.rislone.com, email info@rislone.com or call (800) 5217475. You can also follow Rislone on Facebook at www.facebook.com/ Rislone, on YouTube at www.youtube.com/barsproducts and through the blog at www.barsproducts.com/blog.

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AFTERMARKET NEWS

Advance Auto Parts Professional Rolls Out Coverage Increases For MotoLogic Repair And Diagnostics

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ROANOKE, Va. – Advance Auto Parts has announced the addition of OE repair and diagnostic information for manufacturers Audi, Mazda, Mercedes and Volkswa-

April 2013 | Counterman

gen to MotoLogic, the company’s repair and diagnostic software tool. Fast navigation; accurately rendered, original OE content; and

extraordinary ease of use have made MotoLogic a best-in-class repair and diagnostic service, according to Advance. The company says the depth of information and ease of access available within MotoLogic is unrivaled in the industry, and included in the rollout of expanded manufacturer coverage is the addition of service information for older-model vehicles dating from the early 1990s to the 1950s. “The demand we’ve seen for high-quality and accurate auto repair information has driven MotoLogic’s immediate success among our commercial customers,” said Walter Scott, vice president of eCommerce and eServices for Advance Auto Parts. “We’re offering shops an easy, accessible solution for their repair and diagnostic needs. The continued expansion of our manufacturer coverage and support team dedicated to MotoLogic ensures that we’re delivering the information that garages need to fix vehicles fast, all with just a few clicks of the mouse.” The fully searchable, OE diagnostic and repair resource for the automotive service and repair sector features a state-of-the-art search engine that ensures faster results, based on virtually any criteria — sight, sound, smell, diagnostic code, component type and more. In addition to speed, MotoLogic’s detailed search engine lets technicians access OEM service information, clickable and colorcoded OEM wiring diagrams, service bulletins, diagnostic flowcharts with sophisticated hyperlinks, component locators, labor times, owner’s manuals and more — all in the time it takes to click “Search.”

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AFTERMARKET NEWS

Arnott Opens New Northeast DC

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MERRITT ISLAND, Fla. – Arnott Inc. opened a new distribution center serving the Northeastern United States. Located in Pennsylvania, this new facility is part of Arnott’s ongoing commitment to enhance customer support and shorten delivery times in North America and around the world, the company says. The new Pennsylvania location will dramatically reduce freight costs and shorten delivery times for customers in the Northeast United States. In the past year, Arnott has opened distribution centers in Southern California, Texas and Canada. Prior to opening the new distribution centers, customers in some of those areas had to wait five or six days for Arnott parts shipped via UPS Ground from Arnott’s main distribution center in Merritt Island, Fla.

April 2013 | Counterman

Raybestos Chassis Parts, Joe Gibbs Racing Team Up For Latest Sweepstakes McHENRY, Ill. – Raybestos brand chassis parts – a member of the Affinia family of brands – help Joe Gibbs Racing earn big wins at the track. Starting April 1, they began helping technicians earn big bucks at their shops as well. The Raybestos Chassis Winners’ Circle Sweepstakes rewards technicians for installing premium Raybestos Professional Grade chassis products. In addition to earning custom T-shirts, JGR caps and jackets, participating technicians also will be entered for a chance to win a Dewalt drill or a Dewalt reversible impact wrench (winner’s choice); a flatscreen 32-inch TV; or a check for $1,000. There is one set of prizes for each sales region, offering numerous opportunities to earn and win. Counter professionals also have the chance to earn prizes. When they sell 25 premium Raybestos chassis parts, they will be rewarded with a custom Raybestos Chassis custom T-shirt and a check for $25. The Raybestos Chassis Winners’ Circle Sweepstakes POS kit is free for those who would like to participate. Each kit includes valuable technical and sales tips from JGR chassis specialist Todd Foster. For additional information about the sweepstakes, contact your local Raybestos chassis sales rep, servicing store or WD.

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AFTERMARKET NEWS

Uni-Select Announces Amendment To Common Share Buy-Back Program BOUCHERVILLE, Quebec – UniSelect Inc. announced that the Toronto Stock Exchange (TSX) has accepted its proposition to amend its notice of intention to make a normal course issuer bid to repurchase some of its outstanding com-

mon shares through the facilities of the TSX for a period of 12 months ending Aug. 8, 2013 (NCIB). The purpose of the amendment notice is to increase the number of shares that Uni-Select may purchase under the NCIB from 200,000

to 750,000, representing approximately 3.47 percent of the 21,638,036 common shares of UniSelect issued and outstanding as of Aug. 6, 2012. Daily repurchases are not affected by the amendment notice and will be limited to 2,961 common shares, other than block purchase exemptions. The common shares will be repurchased by UniSelect for cancellation. The number of common shares that Uni-Select intends to repurchase and the time of such repurchases will be determined by the company, at its discretion. Uni-Select said the company’s board of directors has concluded that the repurchase of up to 750,000 common shares is a desirable use of funds for Uni-Select and, therefore, would be in the best interests of Uni-Select and its shareholders. During the past 12 months, UniSelect has repurchased 169,266 common shares at a weighted average price of $23.73 per share under its normal course issuer bids covering such period. These repurchases have all occurred since the beginning of the NCIB.

WORLDPAC Launches New Parts-Focused Web Pages At Worldpac.com

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NEWARK, Calif. – WORLDPAC recently launched a series of redesigned, parts-focused Web pages at www.worldpac.com. The new Web pages feature enhanced information about available products at WORLDPAC, product categories, car lines, supplier brands, tools and equipment and more. According to WORLDPAC, the new Web pages offer more product content with a new look and enhanced navigation tools for an improved user experience. Visit the new WORLDPAC parts Web pages at www.worldpac.com/parts.

April 2013 | Counterman

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AFTERMARKET NEWS

Alliance Member Bond Auto Parts Signs Multi-Year Partnership With The Boston Red Sox BARRE, Vt. – Aftermarket Auto Parts Alliance member Bond Auto Parts Inc. has entered into a comprehensive multi-year partnership agreement with the Boston Red Sox, recognizing Bond Auto Parts as the “Official Auto Parts Retailer Of The Boston Red Sox.” As a result of the partnership, Bond Auto Parts will be the title sponsor of both the Vermont and New Hampshire State Days at Fenway Park. Vermont State Day is Sunday, April 21, and New Hampshire State Day is Sunday, May 26. State Days are provided by the Red Sox to allow New England residents a chance to experience a game at Fenway Park by entering a random drawing in which that state’s residents will be able to purchase tickets. “The Boston Red Sox is one of

the world’s most recognized brands and is rich in history within New England,” said Mark Mast, Bond Auto VP of marketing. “As a locally owned and operated family business, we feel that being associated with the Red Sox and its extensive fan base will enable us to capture more market share and customer enthusiasm.” Bond Auto Parts also plans to use the partnership to drive sales to its stores by hosting Red Sox ticket giveaways and contests for its customers, which will be supported by an extensive media campaign, in-store signage, vehicle signage and events. “We are pleased to welcome Bond Auto Parts to the Red Sox family as our official auto parts retailer,” said Troup Parkinson, Red Sox SVP of corporate partnerships.

Genuine Parts Co. To Complete

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Acquisition Of Australasia’s Exego Group ATLANTA, Ga. – Genuine Parts Co. (GPC) has entered into a definitive agreement to acquire the remaining 70 percent stake of Exego Group, headquartered in Melbourne, Australia, for a total purchase price of approximately $800 million (U.S.), including the assumption of certain debt. GPC previously purchased a 30 percent stake in the Exego Group on Jan. 1, 2012, and held the option to acquire the remaining shares of the Exego Group at a later date, subject to Exego meeting certain earnings thresholds. Exego Group, established in 1922, is a leading aftermarket distributor of automotive replacement parts and accessories in Australasia, with annual revenues of more than $1 billion and a company-owned store footprint of more than 430 locations across Australia and New Zealand. GPC said it expects to finance the balance of the purchase using a combination of cash and borrowings. Subject to the satisfaction of customary closing conditions and applicable regulatory approvals, the acquisition is expected to close on April 1, 2013. GPC Chairman and CEO Tom Gallagher stated, “We are very pleased to enter the final phase of our Exego Group acquisition. The Exego team exceeded our expectations for meeting the growth and earnings thresholds outlined in our original agreement, thus, we were presented with the opportunity to move forward with our investment earlier than expected.”

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AFTERMARKET NEWS

Brake Parts Inc. Acquired By Investor Group

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McHENRY, Ill. – Brake Parts Inc. (BPI) has announced it is now officially under new ownership. Following the spin-off of the business to shareholders in November 2012 by parent company Affinia Group, BPI announced it has been acquired by a group of investors led by Torque Capital Group, a New York-based private equity firm. “Now that the deal has been completed, the BPI team along with our strategic partners are eager to move forward,” said President and CEO David Overbeeke. “Brake Parts Inc. has a strong heritage of leading the category in product quality and innovation, first-to-market applications and superior customer service.” Joseph Parzick, managing partner of Torque Capital Group, added, “Torque and our investors were particularly attracted to BPI’s strong management team and its leading market position in the North American brake parts aftermarket. We are excited by the prospect of leveraging the Raybestos brand of brake products to drive international sales growth, particularly in Asia.” BPI recently completed a comprehensive restructuring of its global manufacturing footprint in best-cost countries investing in new world-class, state-of-the-art operations, incorporating lean manufacturing principles for optimum quality consistency and maximum productivity and efficiency. Equally important in the BPI global strategy is a strong commitment and dedication to research, development and testing to ensure its entire offering of friction, drums and rotors, calipers and hydraulic products meet or exceed original equipment fit, form and function specifications and performance requirements, the company noted. “We are in one of the most dynamic categories in the global auto30

April 2013 | Counterman

motive aftermarket,” said Overbeeke. “We are dedicated to continuous improvement in everything we do, each and every day in order to meet the demands of our highly valued customers.”

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

#63 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 29. The winner’s name will appear in the next issue. Stay tuned!

Last Month’s Correct Answer:

#62 Dart Congrats to Jan Prouty, Somersworth, N.H.

AFTERMARKET NEWS

FRAM Expands Product Distribution At Advance Auto Parts To Include Ultra Filter LAKE FOREST, Ill. – FRAM Filtration has started distributing the FRAM Ultra filter through Advance Auto Parts. “Our partnership with Advance Auto Parts has been incredibly successful in the past, not only in the way of sales, but also strengthening FRAM’s brand recognition,” said Josh Gordon, marketing director for

FRAM Filtration. “We’re looking forward to providing new ways for Advance Auto Parts to connect with consumers who are in the market for a premium filter that matches the changing needs of their cars the way our Ultra product does.” FRAM Ultra features a dual layer of synthetic filtering media, designed to deliver up to 15,000

miles of engine protection. As with all FRAM products, the new premium-positioned filter underwent rigorous testing, according to the company. “We are excited that Advance has chosen to offer consumers a premium filter. FRAM Ultra has been engineered for vehicles that have extended drain intervals and is compatible with any type of motor oil, especially synthetic motor oil,” said Steve Worley, national account manager for FRAM.

The Parts House Recognizes ACDelco As 2012 Vendor Of The Year services in the aftermarket,” said David Miller, COO of TPH. “TPH is proud to offer ACDelco’s high-quality replacement brakes, filters, spark plugs, shocks and struts. We recognize ACDelco not only as our 2012 Vendor of the Year, but also as a trusted partner with whom we’ve shared a vision of excellence for years.”

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JACKSONVILLE, Fla. — The Parts House (TPH) has announced ACDelco as the recipient of its 2012 Vendor of the Year Award, which was presented during the Jacksonville-based Parts Plus warehouse distributor’s recent Annual Sales & Marketing Summit. “For decades now, TPH and ACDelco have worked together to provide some of the best products and

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AFTERMARKET NEWS

Philips Selected By Automotive Distribution Network To Provide The Latest In Automotive Lighting FARMINGTON HILLS, Mich. – Philips Automotive will begin offering its full line of automotive aftermarket lighting products, including premium headlight bulb

upgrades and LED accessories, through the Automotive Distribution Network (ADN). The new program was announced by Dennis Samfilippo, general manager

at Philips Automotive, North America. With the new Philips program, ADN members will be able to offer their customers Philips’ complete portfolio of aftermarket automotive lighting products, including accessories featuring the latest in LED technology. The new program includes Philips’ full line of premium upgrade bulbs, which offer customers a choice of up to 100 percent more light or the stylish look of Xenon, Philips LED DayLight Daytime Driving Lights incorporating high-powered Philips LUXEON LEDs, Philips Headlight Lens Restoration Kits, Philips stateof-the-art LED Worklamps, as well as Philips’ full-coverage commercial and retail standard headlamp and signaling product line. Samfilippo said, “We are delighted to be able to expand our ADN partnership with this new and exciting program.”

U.S. Auto Parts Network Reports Fourth-Quarter, Full-Year 2012 Results U.S. Auto Parts Network, one of the largest online providers of automotive aftermarket parts and accessories, has reported net sales of

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$62.8 million for the fourth quarter ended Dec. 29, 2012, compared with net sales of

$77.2 million for the fourth quarter ended Dec. 31, 2011, a decrease of

18.6% from fourth quarter 2011 net sales.

April 2013 | Counterman

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AFTERMARKET NEWS

Del City Announces New West Coast Warehouse MENOMONEE FALLS, Wis. – Del City, a direct supplier of electrical supplies and accessories for the automotive, truck and trailer, marine and RV industries, has announced the opening of a new West Coast distribution center located in Reno, Nev. The new facility enables Del City to deliver products to customers in the western United States within one to two days. This announcement aligns with the company’s dedication to customer satisfaction and fast delivery, according to Del City Business Leader George Dowse. “The facility is a logical next step in expanding our service offering. We credit Del City’s dramatic growth to staying true to the company’s mission of providing fast and cost-effective access to professional grade products in the quantities customers need.” Del City’s service offering also includes free shipping on orders over $99, $0 order minimums and thousands of products in stock.

Fras-le Launches New Electronic Catalog For Disc Brake Pads NORTHVILLE, Mich. – Fras-le North America has partnered with Illumaware LLC to launch a new electronic catalog for its line of hydraulic and air disc brake pads. Powered by MyCarParts, an online software tool developed by Illumaware, the data in Fras-le’s electronic catalog is now compliant with the latest AAIA ACES and PIES standards. The catalog went live earlier last month. Fras-le’s disc pad catalog contains more than 340 part numbers,

representing more than 150 FMSI D-Plates, and covering more than 3,600 Class 1C-8 vehicles. Data can be queried by part number or by make/model/year. The catalog features detailed brake pad illustrations that denote the dimensions of the backing plate, the thickness of the friction material, as well as chamfers and slots. Also listed in the catalog are interchange data, material quality and an application buyer’s guide for each part number.

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Federated To Sponsor ‘Last Race Before the Chase’ NASCAR Sprint Cup Race At Richmond STAUNTON, Va. – Federated Auto Parts announced it will again sponsor NASCAR’s “Last Race Before the Chase.” The Federated Auto Parts 400 Sprint Cup race will be held Sept. 7 at the Richmond International Raceway and will be seen nationally on ABC-TV. “The Federated Auto Parts 400 is the crucial ‘Last Race Before the Chase,’ providing Federated members and customers the excitement of NASCAR stars battling for one of the 12 coveted spots to contend for the championship,” said J.R. Bishop, director of motorsports and event marketing for Federated. “The race also kicks off this year’s Federated Toys for Tots partnership. With all the excitement on and off the track, the Federated Auto Parts 400 will be an unforgettable experience.” In addition to the Federated 400, select Federated contest winners will partake in a driving experience hosted by NASCAR legend Kenny Schrader.

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TECH TIPS

White Smoke Blowing From Tailpipe? classic sign of a head gasket problem is when the vehicle is blowing white smoke from the tailpipe. This indicates that water/coolant is entering the combustion chamber and is then burnt off as steam through the exhaust. The white “smoke” is water vapor as the steam condenses when it hits the colder atmosphere. With older vehicles, the owner’s budget or the value of the vehicle means a full head gasket repair is simply not a viable option, yet in many cases the owner needs to keep the vehicle on the road. In this case, a dedicated head gasket sealant could be the economical solution. Ceramic formulas offer the best chances of making a successful repair but look for a formula that is antifreeze-friendly as these are easier to apply and can remain in the cooling system after treatment has been completed. This solution is brought to you by K-Seal. Visit www.kseal.com.

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ECHNICAL SALES SEMINAR

Annual Tech Sales Seminar

We review 14 products in our annual Technical Sales Seminar. By Larry Carley, Gary Goms MLS Gaskets Clutches Bearings Friction Gaskets Oxygen Sensors Shocks

38 40 42 44 46 48 50

TPMS Wipers Fuel Mounts Turbochargers Chassis Rack & Pinion

52 54 56 58 60 64 66

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ECHNICAL SALES SEMINAR

Multi-Layer Steel (MLS) Gaskets What are Multi-Layer Steel (MLS) head gaskets? MLS technology, now utilized as original equipment on most automotive engines, features multiple layers of embossed stainless steel precisely assembled into a single gasket. This design enables the gasket to maintain sealing contact pressure even in cases of extreme horizontal and vertical motion between the head and block castings. Each gasket layer features a high-temperature rubber coating to provide effective fluid sealability. This coating must also seal minor head and block surface imperfections. High-quality MLS head gaskets provide the ultimate in torque retention as well as an extremely robust combustion seal, and can help reduce bore distortion.

Are Fel-Pro® PermaTorque® MLS head gaskets better than OEM-style gaskets? Yes. Fel-Pro gasket engineers specialize in developing innovative, better-than-OE technologies that help ensure a perfect seal within the aftermarket repair environment, which is far different from the ideal conditions – and surface finishes – encountered in an OE engine facility. In addition, FelPro PermaTorque MLS head gaskets now also feature the brand’s exclusive LaserWeld stopper layer design developed and validated in partnership with professional stock car racing teams. The LaserWeld design prevents overcompression of the emboss beads that encircle the bore openings and addresses poContinued on pg. 76

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ECHNICAL SALES SEMINAR

Clutches Come In Kits he clutch assembly is one of the main components in the drivelines of today’s vehicles equipped with manual transmissions. Like brake products, clutch systems include friction material; this makes them wear items that will need service at some point in the life of the vehicle. Today’s clutch components are almost exclusively sold in a kit form. This ensures that the components are a matched set that will result in a proper and complete repair for the jobber and repair facility.

“When installing a clutch, today’s tightly packaged clutch systems leave little room for error. Additionally, the job is only as good as the weakest component. Why risk customer satisfaction and a costly comeback by mixing and matching parts from various sources? Using a clutch kit that is designed and engineered to work together delivers durability, performance and satisfied customers. It is clearly the way to go!”

ing) actuates the clutch diaphragm fingers to release and decouple the engine from the transmission. Last is the pilot bearing (bushing). The pilot bearing supports the end of the transmission input shaft. Some front wheel drive models do not require pilots, therefore the kits do not have them. The flywheel is a very important part of the clutch system. At the very least, the old flywheel should be resurfaced. Flywheels on newer-model vehicles have less tolerance for machining and in many instances it makes more sense to replace the flywheel altogether. Dual mass flywheels are not able to be machined and should be replaced during every clutch change. Passenger cars equipped from the factory with a dual mass flywheel have drivelines tuned with the specific dampening characteristics of that specific dual mass flywheel. Replacement of the dual mass with a solid flywheel is not recommended due to the possibility of excessive noise, vibration, and harshness (NVH.) “Today’s high-tech vehicles have drivetrains that are more susceptible than ever to vibrations and noise. That’s where dual-mass flywheels play a critical role. Dual-mass flywheels are split into two halves, with greased arc springs between, providing maximum vibration dampening. Flywheel technology also includes axial dampening and centrifugal pendulum absorbers to mitigate engine noise.” John McKenna – LuK Engineering Manager

Jim Kahl – LuK Product Manager

Most clutch kits contain four main components. The clutch (pressure plate or cover ) is the clamping component of the clutch assembly. The disc (friction disc or driven disc) is clamped between the clutch and flywheel and is splined to the transmission input shaft. The release bearing (throw out bear-

April 2013 | Counterman

The clutch assembly’s main function is to act as a friction coupling and “fuse” between the engine and transmission in a vehicle. This allows for smooth starting and stopping of the vehicle as well as smooth shifting between gears, preventing gear clash, and providing protection against expensive transmission rebuilds. CM —Courtesy Schaeffler Group USA

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ECHNICAL SALES SEMINAR

By Gary E. Goms, commercial accounts editor

Bearings Keep Rolling heel bearing sales usually occur when a vehicle owner hears a clicking or grinding sound coming from one of his vehicleâ&#x20AC;&#x2122;s front or rear wheels. As with any automotive part, sales can be increased and warranty returns reduced if the parts professional has a basic understanding of how wheel bearings work and how they should be serviced. Any wheel bearing not only bears the weight of the vehicle, it must also contain the forward thrust of the driving axles. If the vehicle happens to be hauling a load or towing a trailer, the work of the wheel bearings is drastically increased. If the vehicle is driven at highway speeds, the wheel bearing also must support the lateral thrust loads of driving

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April 2013 | Counterman

Wheel bearings are case-hardened, which means that metal fatigue causes the surface material to chip out under heavy loads.

around curves and sharp corners. Consequently, if a wheel bearing is worn, poorly lubricated, or incorrectly installed, it will fail. Conventional Wheel Bearings Tapered roller front wheel bearings are sold as two separate parts: a

bearing “cone” and bearing race or “cup.” The smaller front wheel bearing is designed to simply hold the front wheel on the spindle. Thanks to the positive wheel alignment camber angle used in most tapered-roller bearing applications, the larger cone is designed to bear the weight of the vehicle. When tapered roller bearings are used on some four-wheel front axles and some rearwheel drive axles, the bearings are identical. In either case, a tapered roller bearing must be adjusted to the specified end play. It’s always important to sell tapered roller bearings and races as sets because excessive end play causes the tapered rollers to wear in a barrel-shaped configuration. Ball bearings, which are used on some antique vehicles, will experience pitting due to their small contact areas. Like tapered roller bearings, ball bearings should be sold as sets to prevent warranty returns. A conventional front wheel bearing can be a tapered roller bearing or, on antique vehicles, a ball bearing. The tapered roller bearings require a specified preload while bearings generally last longer with a slight amount of end play. The conventional front wheel bearing also requires a tight dust cover and a new inside oil seal to keep the dirt and moisture out of the bearing. The wheel bearings on most older vehicles also must be cleaned and “repacked” at the auto manufacturer’s recommended intervals. If the vehicle has been driven in deep water, the wheel bearings must be serviced shortly after. Above all, the bearing must be lubricated with a water-resistant wheel bearing grease that won’t squeeze out of the bearing races under heavy loads and high operating temperatures.

load, it’s important to torque the spindle nut to the auto or part supplier’s recommendations. Installation Tips To prevent damage, tapered wheel Worn wheel bearings can illuminate bearing races or the ABS light when the bearing fails. “cups” should be driven into the bearing hub with a soft aluminum bearing driver available from your specialty tool source. Some front-wheel drive vehicles equipped with removable wheel bearings require special tooling available from your under-car tool supplier. While unitized bearing hub assemblies require no special tooling, they can be very difficult to remove if they’re rusted into the steering knuckle assembly. In these cases, bearing installation is best left to the service professional. CM

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Sealed Hub Assemblies Modern sealed bearing hub assemblies follow a completely different design criteria because modern front suspensions are generally designed with zero or negative camber angle. This means that the weight of the vehicle is distributed more equally between the inner and outer bearings because the wheel tilts inward at the top. So the sealed hub is generally designed with identicaldiameter ball bearings that are slightly preloaded to prevent end-play from developing in the bearing assembly, which reduces rolling friction by keeping the brake pads from dragging agains the brake rotor. A preloaded hub assembly also carries higher vehicle loads while withstanding the forward thrust generated by the drive axles. As long as the hub assembly maintains its preload, the bearing seals will keep out dirt and moisture. Because spindle nut torque can affect bearing precounterman.com 43

ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Friction Materials Vary ome consumers may think brake pads are a generic product and are pretty much all the same, but nothing could be further from the truth. A wide variety of different friction materials may be used in brake pads to change their friction, noise, wear, pedal feel, dusting and braking characteristics. Though some friction materials are suitable for a broad range of applications, many are formulated for a specific year, make and model of vehicle.

Many friction materials are formulated for a specific year, make and model of vehicle.

A large, full-size SUV obviously has different braking requirements than a small economy car. Likewise, a performance car will require a more heat- and wear-resistant type of friction material than your average daily driver. Brake suppliers know this and often go to great lengths to make sure the pads in their product line are a close match for the vehicles they fit. All brake pads have two-letter edge codes for the hot and cold friction ratings of the material. Unfortunately, edge codes

April 2013 | Counterman

don’t reveal much about the actual performance characteristics of the pads because that can vary quite a bit depending on the other ingredients and even the design of the pads. Two pads that may have similar edge code ratings may have very different noise, braking and wear resistance characteristics. Ingredients that may be used in a friction material include “ceramic” or “semi-metallic” or “nonasbestos organic” (NAO) fibers. Just as there are many kinds of ceramic materials, so there are different NAO materials. Semi-metallic usually includes chopped steel fibers, buy may include a mix of other metallic fibers including copper for heat dissipation. Copper is one of the ingredients that will be going away in the future. Some pads are already copper-free and have been for many years. California and Washington have passed laws calling for a phase-out of copper and other materials from brake pads, with compliancy labeling of product packaging to start January 2014. Compliancy levels will include A, B and N edge code ratings, with N having the lowest content of copper as well as asbestos and heavy metals such as chromium, lead, mercury and cadmium. The ratings are being certified by the Automotive Manufacturers Equipment Compliance Agency (AMECA). The actual ingredients in a friction material are not as important as how the friction material actually performs. According to one J.D. Power survey, the most important features that brake customers want are stopping power, firm pedal feel, quiet operation, no brake pedal pulsations and durability. Most premium-quality brake pads have all of these qualities and will generally provide a better braking experience than economy or even standard pads. Follow your friction supplier’s application recommendations for the best results. CM

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ECHNICAL SALES SEMINAR

Design Complexity Of All Gaskets Has Increased A lot of engineering goes into today’s gaskets. The design complexity and precision manufacturing methods that previously applied only to head gaskets are now required throughout the engine. Lighter clamping loads, higher operating temperatures and the contaminants that can develop in extended life coolants are all factors. Head gaskets have a particularly difficult job and many late-model engines require Multi-Layer Steel (MLS) head gaskets. MLS gaskets are more durable than other types of head gaskets, but require that sealing surfaces on both the cylinder head and block must be clean, smooth and flat. Original equipment MLS gaskets typically require mirror-like surface finishes, but many aftermarket MLS gaskets can handle a more typical aftermarket finish. If you’re still dealing with the great cast iron engines of the past, then a soft-face head gasket with aramid fiber sheet or expanded graphite combined to a steel core is your best choice. Special coatings and silk-screened sealing beads often enhance these constructions. Jerry Rosenquist, director of engineering for Magnum Gaskets explains, “Most head gaskets are installed dry and sealer should never be used on any soft-face or MLS head gasket. Head bolts must be torqued in a specified sequence, to a precise torque reading and/or twist angle value. Many engines have Torque-To-Yield (TTY) head bolts, which are one-time use bolts and must be replaced along with the head gasket. Reusing TTY head bolts is very risky because they are permanently stretched and may break when tightened a second time. Major gasket suppliers, including Magnum, offer OE-quality head bolt sets through aftermarket channels. Replacing head bolts is also recommended for older engines because of the corrosion and wear on bolts, which occurs over years of service and re-installation.” 46

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Most simple die-cut gaskets for intake manifolds, valve covers and oil pans were replaced in production years ago by sophisticated precision-molded gaskets made of some combination of synthetic rubber, plastic or metal. Production rule dies for gaskets that used to cost a few hundred dollars, were replaced by complex molds costing tens of thousands of dollars, that need to run in huge, specialized molding presses. Only the most sophisticated manufacturing operations in the world can produce gaskets with the correct properties. Matt Algate, director of manufacturing for Modern Silicone Technologies (MSI) in Pinellas Park, Fla., issues a cautionary note to technicians. “We’ve been molding gaskets for OEMs, major aftermarket brands and now for Magnum Gaskets in our U.S.based facilities for nearly 20 years,” Algate said. “As some aftermarket companies have sourced a growing number of molded gaskets in the Far East, we’re finding gasket sets on the market with sub-standard compression set properties. Compression set means that rubber sealing beads are ‘giving up’ under heat and fluids and losing their ability to seal long-term.” For a variety of reasons, including confusion over the frequency of required coolant changes with extended life anti-freeze, certain engine models have experienced an excessive number of OEM intake manifold gasket failures. For maximum protection, major gasket brands have introduced optional lines of intake gaskets design with super-premium FKM synthetic rubber sealing beads precision molded onto steel gasket carriers. Magnum’s top-of-the-line product is called MaxDry STL. If you have been dealing with a late model vehicle where this has been a problem, it is wise to consider one of these premium intake product lines. — Courtesy Magnum Gaskets

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Oxygen Sensors Part Of Engine Management xygen (O2) sensors are part of the engine management system and are used to perform two important functions. The “upstream” O2 sensor(s) in the exhaust manifold(s) monitor the air/fuel mixture, while the “downstream” O2 sensor(s) to monitor the catalytic converter(s).

O2 sensors perform two important functions: “upstream” sensors monitor the air/fuel mixture; “downstream” sensors monitor the catalytic converter.

Most O2 sensors are the switching type that generate a rich or lean voltage signal depending on how much unburned oxygen is in the exhaust. A few, like the “titania” O2 sensors in some older Jeep, Nissan and Toyota applications change resistance to indicate a rich or lean condition in the exhaust. In many late-model applications, an “Air/Fuel” sensor (which is actually a “wide band” O2 sensor) is used to monitor the fuel mixture. On the fuel management side, the engine computer (Powertrain Control Module or PCM) uses the input from the upstream O2 sensor(s) to readjust the fuel mixture as needed for optimum emissions, fuel economy and performance. Input from the downstream O2 sensor(s) is used to detect any problems with the converter(s), and to fine-tune fuel trim. 48

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If a fault occurs in an O2 sensor or its internal heater or wiring circuit, the OBD II system should detect the problem, set one or more fault codes and turn on the Check Engine light. If diagnosis confirms a bad sensor (and not a wiring fault or some other type of engine problem that is affecting the sensor reading), the sensor needs to be replaced. If one upstream O2 sensor in a highmileage vehicle with a V6 or V8 engine has failed, chances are the other upstream O2 sensor on the opposite cylinder bank is probably reaching the end of its service life too. Replacing both sensors is recommended to restore like-new performance and fuel economy. Downstream O2 sensors tend to be longer-lived because they are behind the converter and exposed to less heat. On the other hand, their undercar location exposes them to more road splash and corrosion. Because of this, a new downstream O2 sensor should be installed if the catalytic converter is being replaced. Replacement oxygen sensors are available in two versions: exact fit and universal. Exact fit O2 sensors come complete with a wiring harness and connector that plugs into the engine wiring harness the same as the original sensor. Exact fit are fast and easy to install because they do not any require cutting and splicing of wires. Universal O2 sensors, on the other hand, do require some additional installation effort but allow fewer part numbers to provide much broader application coverage. Related sales opportunities for customers who are replacing an O2 sensor include a special oxygen sensor removal socket with a cutout for the sensor wire, antiseize compound for the sensor threads (if not preapplied to the sensor), and crimping pliers for joining wires on a universal O2 sensor. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Air Suspension Shocks, Struts & Air Springs ir suspensions have been used my many vehicle manufacturers, including Audi, Bentley, BMW, Buick, Cadillac, Chevrolet, Ford, GMC, Hummer, Jaguar, Land Rover, Lexus, Lincoln, Mercedes-Benz, Mercury, Oldsmobile, Pontiac, Porsche, Saab and Volkswagen. Air suspensions typically provide a smooth, luxury ride while offering the ability to maintain or even change ride height for automatic load leveling. The air suspension may also work in conjunction with electronically-controlled shocks to vary the ride and handling characteristics of the vehicle.

Air suspensions typically provide a smooth, luxury ride while offering the ability to maintain or even change ride height for automatic load leveling. The air suspension may also work in conjunction with electronicallycontrolled shocks to vary the ride and handling characteristics of the vehicle. An air ride suspension may have air springs with conventional or electronic shocks or struts, or use air bladders inside the shock absorbers or struts. A small onboard air compressor supplies air to the air springs, shocks or struts when additional stiffness or ride height is required, while solenoid vents release air pressure from the system when less stiffness or ride height is required. Over time, rubber air springs and bladders can lose their elasticity as they age. This can lead to cracking and air leaks. Air leaks may also occur in the lines that connect the compressor with the air springs, shocks and/or struts, or in the vents. A gradual or steady loss of air anywhere in the system means the compres-

April 2013 | Counterman

sor has to engage more often to make up for the lost air. This can overwork the compressor and lead to compressor failure. Consequently, if the compressor has failed on a vehicle with an air ride suspension, chances are the cause of the failure was air leaks in the system. These air leaks must be found and fixed before the new compressor is installed, otherwise it may suffer the same fate. A new air dryer should also be installed when changing a compressor, springs or shocks/struts to keep moisture out of the system. The dryer absorbs moisture. This helps prolong the life of the compressor and solenoids. On older vehicles with rubber air springs, all of the springs should be replaced as a set if one or more springs are cracked and leaking. Ditto for air shocks and struts, and leaky air lines. Another source of trouble on air ride suspensions are the ride height or deflection sensors that are used to monitor chassis movement and height. A bad sensor may cause the air system to overinflate or underinflate. Replacement parts for air ride suspensions are often more expensive than conventional suspension parts because of their design. So, for older applications where the vehicle owner may be reluctant to replace such expensive parts, a repair alternative is to convert the air suspension to a conventional suspension with a special conversion kit. Such kits include steel coil springs to replace the air springs, or conventional shocks or MacPherson struts to replace the air shocks or struts on the vehicle. A conversion obviously eliminates the advantages of an air ride suspension but provides the same basic function and ride control as an ordinary suspension. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Universal TPMS Units Fit A Range Of Vehicles ire Pressure Monitoring Systems (TPMS) have been required since 2008 to alert drivers when a tire is low. The TPMS low-pressure warning light comes on when air pressure inside a tire drops 25 percent below the recommended inflation pressure. If the light is on, the driver should check the tires and add air as necessary. Direct TPMS systems use a pressure sensor and transponder inside each tire to monitor air pressure. The batteries that power the sensors have a limited service life, typically around 5 years for older firstgeneration systems, and up to 7 to 10 years for current-generation sensors. When tires are repaired or replaced, the TPMS sensors also require servicing to

April 2013 | Counterman

maximize the sensors’ usable life. This is a similar process to replacing the traditional valve stems on older non-TPMS equipped vehicles. The difference is that a TPMS service kit is used to replace the hex nuts, cores, caps and seals, or a snap-in stem, depending on the application. If a sensor has failed, the TPMS malfunction light should come on or flash. NHTSA rules state that an operational TPMS system cannot be intentionally disabled. On the other hand, if the TPMS system is not working, there is no legal requirement to repair it. However, for safe driving a faulty TPMS system should be diagnosed and repaired without delay so this valuable safety system can warn the driver if a tire is low or going flat. Because of the wide variety of different TPMS systems that are in use today, it takes more than 100 different OEM sensors to cover all of the possible applications. A better solution would be the “multi-application” or “universal” TPMS sensors, which fit a wide range of applications. There are several varieties of these replacement sensors available, and with some product lines only three sensors are needed to cover 85 percent of the replacement market. Some universal sensors have to be programmed with vehicle protocol software before they are installed (a job that requires a special TPMS tool). Other types are preprogrammed with the vehicle protocol software. However, all TPMS systems must undergo a vehicle “relearn” procedure once the sensors have been installed, regardless of if you are using a universal, multi-application or OE sensor so the system can learn the wheel position of each sensor. On some vehicles, this occurs automatically after driving a few miles. But on most vehicles, there is a specific procedure and sequence with a TPMS scan tool that must be followed. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Wipers Don’t Last Forever ood windshield wipers are essential for safe driving not only in wet weather but any time of year. Bug splatter, dust, dirt and road grime on the windshield can obscure vision, especially at night. Good wipers and functional windshield washers are a must for keeping the windshield clean. Wiper blades don’t last forever. Yearly wiper changes are recommended for most vehicles to maintain optimum wiping performance. Vehicles that are parked outdoors in hot climates and are exposed to direct sunlight most of the time may need new blades every six months. Wiper blades age from exposure to heat, ozone and direct sunlight (ultraviolet radiation). Old blades that have lost their flexibility will streak and chatter. Wiper life also depends on how often the

Wiper blades should be replaced if they are streaking, smearing, chattering or skipping, or if the blade is torn or damaged. Ideally, the wipers should be replaced before they reach this point. wipers are used (more frequent use accelerates wear), how much dirt and grime the blades are exposed to (silica dust is abrasive and wears away the sharp square cut edge on the blades that is necessary for a clean wipe), and exposure to strong chemicals that may harm the blades (like some windshield solvents and cleaners). Wiper blades should be replaced if they are streaking, smearing, chattering or skipping, or if the blade is torn or damaged. Ideally, the wipers should be replaced before they reach this point. With older-style wiper blades that have metal frames, there is a risk of perma-

April 2013 | Counterman

nently scratching the windshield if a torn or damaged blade allows the metal frame to rub against the glass. Replacement blades come in a variety of styles, lengths and materials. Replacement blades must have the same length as the original to avoid interference problems. Many vehicles have different length wipers for the driver and passenger side, so make sure both sides are the correct length. The mounting configuration (or adapter) must also fit the application. Beam-style blades have replaced traditional frame blades on many newer vehicles. Beam blades also can be retrofitted to many older vehicles to upgrade wiper appearance and performance. On a beamstyle blade, the rubber wiping element is molded around an internal flat metal spring (or pair of springs). The spring provides support and stiffness so the blade makes good contact and follows the curvature of the windshield. Some blade manufacturers even use different springs for the right and left blades so the blades can conform better to the curvature of the windshield. The low-profile aerodynamic shape of beam-style wiper blades also reduces wind lift and noise at highway speeds, and resists snow clogging during the winter. Some “hybrid” style wiper blades combine elements of both the beam and frame style blades. The blade is still supported by a frame, but the frame is housed within a flexible multi-piece cover. Don’t forget to recommend new rear wipers for SUVs, minivans and hatchbacks. These are often neglected but are just as important for safe driving. Related items that also may be needed include windshield washer fluid, windshield treatments that repel water and road grime, wiper arms and wiper motors. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

How Fuel Pumps Work fuel injection system requires a high-pressure fuel pump to supply fuel to the injectors. For the engine to start and run normally, fuel must be delivered at a specified pressure and available in sufficient volume to meet the engine’s needs at all speeds and loads. A weak fuel pump that can’t develop normal pressure or deliver enough fuel can cause drivability and performance problems. An inoperative pump will prevent the engine from starting or running. Most EFI fuel pumps are mounted inside the fuel tank, though some pumps may be mounted outside the tank or be paired with an external pump to push fuel to the engine. When voltage is supplied to the pump via a relay, the pump spins and develops 35 to 85 PSI or more of fuel pressure depending on the application. The pump will continue to spin as long as the engine is running. The speed of the pump in some applications

may vary depending on demand, but typically most run at a constant speed. Fuel pumps have different designs depending on the vintage of the vehicle and the application. The most common type on newer vehicles is the turbine-style pump. An impeller ring with many small blades is mounted around the electric motor. Turbine pumps are quieter and smoother (no pressure pulsations) than older roller cell, vane and gerotor pumps. They also use less current and run at a higher speed (typically 7,000 RPM versus 3,000 RPM for the olderstyle pumps). When a fuel pump fails, it often does so with little or no warning. One minute the vehicle is running fine, and the next the enContinued on pg. 62

Advertorial

Why Delphi for Fuel Assemblies?

elphi fuel assemblies are designed to deliver an immediate, uninterrupted flow of fuel to the engine’s fuel rail and injectors at the specified system pressure, resulting in more efficient operation. Additionally, where required, fuel assemblies include integrated fuel level sensing components that deliver an accurate reading of the fuel level in the tank to the fuel gauge. Fuel modules typically include a fuel vapor pressure sensor that detects any leaks in the fuel tank or associated evaporative emissions components. In addition, with gasoline retailers now authorized to sell alcohol fuel blends containing 15 percent ethanol, Delphi fuel assemblies have undergone durability testing to ensure they withstand up to 22 percent

ethanol. In addition, Delphi has proactively upgraded many older model fuel pump module designs with the latest technologies so that your Delphi replacement fuel pump will perform properly in today’s environment.

Why Fuel Assemblies Fail Original equipment fuel modules, which house the electric fuel pump, typically operate for seven to 10 years before failure, depending on a variety of circumstances. Premature failures can be caused by extreme hot/cold environments, contaminated fuel or excessively running a vehicle on an empty tank. Running on empty does not keep the fuel pump fully submerged and can cause the pump to overheat.

Tech Tips for Successful Fuel Pump Installations • Replace the filter or strainer Contaminants trapped in the old filter can damage the replacement unit. Also make sure you replace with the filter built for the pump. Filters are not always interchangeable across makes and models. • Flush and clean the fuel tank Ensure the tank is clean and free of debris before installing the new unit. You have to get rid of the contaminants that may have caused the failure.

Continued on pg. 62 56

April 2013 | Counterman

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Mounts Keep Things Quiet Under The Hood ngine and transmission mounts are an often overlooked cause of engine noise and vibration. A loose or broken motor mount that allows excessive engine movement may allow a belt-driven fan to hit the fan shroud, or the fan to hit the radiator hoses. Excessive engine movement also can increase the risk of radiator or heater hose failure, and may even cause the throttle linkage to bind or stick.

The engine and transmission mounts hold and support the powertrain while isolating the vibrations produced by the powertrain from the chassis. A bad transmission mount can create driveline noise when starting out or accelerating, or it may even affect the operation of the clutch or gear shift linkage. Mounts deteriorate with age and mileage, so it’s not unusual to find one or more broken or collapsed mounts in older high-mileage vehicles. If one mount has failed, chances are the others are near the end of their service life and should also be replaced as a complete set. The engine and transmission mounts hold and support the powertrain while isolating the vibrations produced by the powertrain from the chassis. On front-wheel drive (FWD) cars and minivans with transverse mounted engines, there are left and right engine/transmission mounts (which are usually different), and a third mount above or below to triangulate support. Upper engine mounts are often called “struts” because they prevent the engine from rocking back and forth as the vehicle accelerates and decelerates. Upper mounts usually have a bushing in each end with one bushing attached to the engine and the

April 2013 | Counterman

other to the radiator crossmember support. On rear-wheel drive (RWD) cars and trucks, there are usually a pair of motor mounts on each side of the engine (left and right, which may be the same or different) to support the engine, and a single mount under the back of the transmission. The rear mount may be part of a bolt-in crossmember support. Engine/transmission mounts are usually made of a solid rubber cushion element laminated to a pair of steel backing plates. The backing plates bolt to the engine/transmission and chassis. Some applications have fluid-filled “hydromounts” for extra vibration dampening. The extra cushion provided by a glycol fluid chamber allows hydromounts to absorb and dampen engine vibrations that would otherwise pass right through a conventional solid rubber mount. Hydromounts are more expensive than solid rubber mounts, and they can leak fluid and collapse after years of service. Conventional solid rubber mounts are available for many of these applications as a lower-cost repair alternative, but the dampening will not be as good as the original-style mounts. Some late-model import vehicles have electronically-controlled “active” mounts that can alter the stiffness of the mount to cancel out harmonics at various engine speeds and loads. Some of these use a vacuum-actuator to change the stiffness of the mount. Some mounts even generate their own “counter shake” to offset engine vibrations at various speeds. Customers who are replacing an engine, transmission or clutch should always inspect all of the engine/transmission mounts, and replace any that are broken, loose, cracked, leaking, collapsed or severely corroded. New fasteners also are recommended. CM

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Turbochargers Give Small Engines A Boost urbochargers are a way of making small displacement engines produce power equivalent to a larger displacement engine. Turbos are are also used with most passenger car and light truck diesel engines to boost horsepower and torque across the engine’s RPM range. The amount of boost pressure delivered by the turbo determines the power increase. A turbocharger uses waste heat and exhaust flow from the engine to spin a turbine wheel at high speed. Attached to the opposite end of the turbine shaft is an impeller wheel mounted inside the turbo’s compressor housing. The A cutaway of a turbocharger showing its internal parts. blades on the impeller force air into the engine to boost power. A computer-controlled wastegate opens to vent excess pressure and to control the boost pressure at various engine speeds and loads. The air exiting the turbo is usually routed through some type of intercooler (air-to-air or air-to-liquid) to cool it before it enters the engine. Cooler air is denser than hot air, and provides more power while reducing the risk of detonation. Though turbos have traditionally been used to boost power, lately they are also being used to boost fuel economy. Ford’s EcoBoost engines, for example, use a turbo to make a four-cylinder engine perform like a V6 while still getting the fuel economy of a four. Likewise, a pair of turbos are used on a V6 to deliver perform-

April 2013 | Counterman

ance equivalent to a V8 without increasing fuel consumption. Because turbos increase compression and power, they also increase heat and pressure inside the engine’s combustion chambers. This can make life difficult for the head gasket unless the gasket is capable of handling the extra boost. Many head gaskets that are used in factory turbocharged engines are Multi-Layer Steel (MLS). A MLS head gasket typically has 3 to 5 layers of steel. The external layers are usually embossed and coated with some type of high-temperature synthetic rubber, while the center layer may be flat and functions more like a shim. MLS gaskets are more durable than the typical composition head gasket, and can handle the higher temperatures and pressures in turbo applications. Aftermarket MLS head gaskets are often available as an upgrade for replacing head gaskets on many naturallyaspirated engines as well as older turbocharged engines that may not have a MLS head gasket. Original equipment MLS head gaskets usually require an extremely smooth (30 RA or less) surface finish on both the cylinder head and engine block, but most aftermarket MLS gaskets have coatings that can accommodate surface finishes that are twice as rough (60 RA). Turbocharger failures are often the result of poor lubrication or oil breakdown. The high temperature in the turbo exhaust housing transfers a lot of heat to the shaft bearings in the center housing. If the supply of coolant or oil to the turbo housing is restricted or lost, it can cause bearing failure. Synthetic oil is recommended for turbo engines because it can handle higher temperatures better than conventional oil. Regular oil changes are also a must. CM

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TECHNICAL SALES SEMINAR: FUEL PUMPS Continued from pg. 56 gine stalls and refuses to start. Some pumps get noisy toward the end of their service life, but many just call it quits without a whimper. Running out of fuel can cause a pump to fail because the pump relies on fuel flow for cooling and lubrication. Rust or debris inside the fuel tank can also damage a pump. Diagnosing a fuel-related no-start problem takes know-how because wiring faults, a bad fuel pump relay, a tripped inertia safety switch or even a problem with the anti-theft system may prevent a good pump from working. A plugged fuel filter, fuel line, faulty fuel pressure regulator or fuel pump control module

can also cause starting and fuel delivery problems. Misdiagnosis often results in unnecessary fuel pump replacements and returns. Replacement pumps must be correct for the application. GM Flex Fuel vehicles, for example, may require a different pump than those for a non-flex fuel application. On pickup trucks with dual tanks, you may also have to know if the pump is a transfer pump or the main pump. Some replacement pumps may be a different style or design than the original due to parts consolidation or updating. As long as the pump fits the application and delivers the same fuel pressure and volume, it should be fine. CM Advertorial

Delphi continued from pg. 56 • Check the condition of the fuel Some contaminants are visible; problems such as the wrong fuel type (e.g., ethanol) are not. It pays to be thorough. • Replace harnesses and connectors Examine the vehicle’s wiring and

connectors to determine if they’ve been damaged as a result of overheating or diagnostic digital multi-meter checks. Repeat failures are common when new pumps are simply plugged into worn or damaged wiring and connectors.

• Check the lines Water in the fuel system leaves steel fuel lines susceptible to internal rust. If a pump or module is contaminated with rust, check the inside of the lines and replace if you see evidence of rust.

Delphi Fuel Pumps Features and Benefits FEATURES

BENEFITS

Lower amperage draw

Less load on vehicle’s electrical system. Some competitor units require higher amperage to achieve necessary fuel flow

Large volume reservoir

Maintains sufficient fuel in low fuel situations and vehicle cornering

High durability gold compound fuel level sensor

Improved resistance to sulfur corrosion and heat resistance

Pump flow

• Consistent flow of 26 g/s or more on most pumps. Some competitor pumps are inconsistent and some deliver less flow • During cold weather starts when low fuel flow situations can occur, Delphi pumps consistently deliver greater flow than what is required (8.5 grams /second as compared to 5 grams/second). Some competitor parts only have the capacity to deliver 1 gram/ second – which can lead to hard starting and driveability concerns.

OE service body harness and connector

• Increased terminal size and enhanced connectors eliminate excessive electrical resistance, improves heat dissipation and boosts current flow capacity • Corrosion-free environment between connector harness and vehicle body harness.

Secure seal between pump and convoluted tube

On most pumps, Delphi presses the convoluted tube directly to the pump for a secure seal. Some competitors use a grommet seal, which could cause leaks and reduced flow

Empty float height and float retention is to exact OE specifications

• Guaranteed correct gas gauge reading • Durable float retention, which is free spinning and retained with a band in the arm

—Courtesy of Delphi

April 2013 | Counterman

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ECHNICAL SALES SEMINAR

By Larry Carley, technical editor

Worn Chassis Parts Are A Safety Issue hassis parts are usually sold when a customer realizes his vehicle has a tire wear, handling, steering, alignment or suspension problem. Worn chassis parts such as ball joints and control arm bushings can change camber alignment, causing shoulder wear on tires. Worn tie rod ends in the steering linkage can allow toe alignment to change, causing tires to wear rapidly. A worn idler arm in a vehicle that does not have rack and pinion steering can make the steering feel loose and the vehicle to wander on the highway. Even relatively simple parts such as sway bar bushings and links can cause problems, too, such as squeaking and rattling if they are worn, cracked or loose. Ball joints connect the control arms to the steering knuckles. The original equipment ball joints on most late-model vehicles are sealed and require no maintenance (grease), but that doesn’t mean they last forever. The relentless pounding that occurs with every bump in the road eventually produces wear and looseness between the ball stud and its support bushing inside the ball joint. Load-bearing ball joints typically experience the most wear. Ball joints with lots of wear are dangerous and should be replaced because there is a danger the joint may break or pull apart, allowing the suspension to collapse. Some play is acceptable, but if play exceeds specifications (which will vary depending on the application), it’s time to replace the joints.

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April 2013 | Counterman

On high-mileage vehicles, replacing all of the joints at the same time is recommended if one or more joints are worn beyond specifications. On some vehicles, the ball joints are part of a “unitized” control arm assembly. On most of these applications, the entire control arm assembly must be replaced with a “loaded” control arm if the ball joint is worn out — unless the arm has a press-fit joint that can be removed and replaced with an aftermarket ball joint. Loaded control arms come with new joints and bushings, and are ready to install, which saves installation time compared to drilling or pressing out an worn ball joint. Another replacement option for some vehicles is to replace the original equipment style sealed ball joint with a greasable joint that has a metal gusher style bushing. These may be required on pickup trucks that are subject to hard use or off-road driving. Tie rod ends usually need to be replaced when there is any visible play in the joint. As with ball joints, when one tie rod end is worn out, the other(s) are likely nearing the end of their service life, too. Replacing all at the same time is usually recommended on high-mileage vehicles. The same advice goes for the inner tie rod sockets on vehicles with rack and pinion steering. Left and right tie rod ends are usually threaded differently (right and left hand threads), so if a customer is only replacing one end make sure it is for the correct side. CM

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ECHNICAL SALES SEMINAR

By Gary E. Goms, commercial accounts editor

Rack And Pinion Units Are In Most New Vehicles hanks to its compact design and mechanical simplicity, hydraulic power rack and pinion steering is found in most current passenger cars, sport utility vehicles, and light trucks. Due to the specialized tooling needs, hydraulic power rack and pinion gears are generally supplied to the aftermarket as remanufactured units in either the long version that includes the inner tie rod ends or the short-rack version that does not. Due to the steering racks’ relative inaccessibility, it’s best to recommend the long rack with new power steering hoses and rack mounting bushings. In addition, it’s important to follow the remanufacturer’s installation procedures regarding the use of application-specific fluids and for flushing the hydraulic system to remove contaminated fluid.

The lower “pictograph” on this power steering cap reminds the technician to check the owner’s manual for the correct power steering fluid specification.

Basic Operating Principles A power rack and pinion assembly contains four major components: 1) the rack 66

April 2013 | Counterman

gear attached to the tie rod ends, 2) the pinion gear attached to the steering wheel shaft, 3) the hydraulic assist cylinder attached to the rack gear, and 4) the metering valve connecting the steering wheel shaft to the pinion gear. The metering valve includes a small torsion bar that twists or deflects according to the amount of torque applied to the steering wheel. As the torsion bar deflects, the metering valve allows more fluid pressure to enter the assist cylinder. In some cases, a worn power steering pump can cause a loss of steering assist. Modern pumps generally contain a vanetype fluid pump and a flow-sensitive pressure boost valve. In the straight-ahead position, near-zero fluid flow creates very little fluid pressure. When the driver turns the steering wheel, fluid flow increases, as does fluid pressure. At full steering lock, the power steering pump can supply well over 1,000 psi of fluid pressure to the rack assembly. In addition, the running pressure of most current production power steering pumps is modulated by the Powertrain Control Module (PCM). In short, the PCM reduces pump pressure to improve steering wheel sensitivity at higher vehicle speeds. Basic Diagnostics Since correct operation of the power steering rack depends upon adequate fluid pressure, the diagnosis of any steering assist complaint should begin with testing power steering pump pressure. Unfortunately, a pressure test can be impractical on many applications because the pump and hose connections are inaccessible. Nevertheless, the primary symptom of a worn steering pump is a noticeable loss of steering assist after the pump reaches operating temperature. In addition, a worn pump might also be noisy. If the power steering

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Service Precautions To prevent damaging the air bag clock spring assembly located in the steering wheel, the steering wheel should be locked in the straight-ahead position during rack replacement. The position of the steering angle sensor used in many vehicles might also require a re-learning procedure to restore correct operation of the vehicle stability control (VSC). CM

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fluid displays a metallic sheen, the pump and/or rack are failing and both should be replaced. If the fluid appears heavily sludged, the system should be thoroughly flushed and the steering assist retested. If the fluid color appears normal and the pump is quiet, use a wear tester provided by your belt supplier to check for belt wear and replace if required. The most common rack failure is fluid leakage from the assist cylinder into the bellows sealing the inner tie rod ends to the rack housing. A less common failure is fluid leakage occurring between the steel metering valve and the aluminum rack housing, which generally results in a temporary loss of assist on cold mornings. A defective metering valve can, in rare cases, can also cause a steering “pull.” This type of problem usually causes the steering wheel to rock to the left or right as the engine is started.

» Spotlight

ADVICS

ADVICS Original Equipment Quality Brake System Parts The best, brake engineering divisions of three companies were united to become one strong force… ADVICS. The ADVICS brand and brake system expertise was introduced more than a decade ago by combining the original equipment brake system engineering teams that have been in the automotive market since the 1960s. Sumitomo combined their engineering excellence with AISIN and Denso to create ADVICS – a brake parts supplier to which produces the best overall brake systems in the world. Today, ADVICS designs and produces brake pads for original equipment manufacturers around the world. They also offer original equipment quality brake system parts to the automotive aftermarket. In North America, these aftermarket parts include:

• ULTRA-PREMIUM DISC BRAKE PADS • BRAKE MASTER CYLINDERS • BRAKE WHEEL CYLINDERS The ADVICS original equipment engineering team manages the design and manufacturing of each part number offered in the Aftermarket. The engineering that goes into ADVICS ultra-premium brake pads has taken original ceramic

friction technology to the next level, resulting in increased stopping power and overall performance. For more information about ADVICS, please email: amsales@advics-na.com.

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April 2013 | Counterman

ADVERTORIAL

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OUNTER-TECH By Mandy Aguilar

Welcome Competitors, We Are Open For Business A well-planned strategy on partnering with a competitor has led to many collective successes; just ask any member of the OPEC oil cartel.

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

ou have never sold a part to a competitor? Really! In today’s global marketplace, with multiple distribution channels and revenue opportunities shifting from the “way we used to do it” to the “way we must now do it,” can we truthfully answer this question with a “no?” Discerning if a customer is a competitor today, or could he be a competitor tomorrow, and understanding what impact selling to him will have on your business, is now a required component of our collective business acumen. This dilemma has been played out in our industry for decades. I can hardly remember a dinner conversation among industry peers where this topic was not discussed. I have met people on both sides of the argument. On one extreme, there are those who stick to a generational hand-me-down mantra of not even talking to competitors, not ever, because it will mystically emasculate their business. Their well-rehearsed speeches usually date back to their granddaddies, who never sold to competitors. They were further indoctrinated into this school of thought by their daddies, who not only wouldn’t sell to competitors, but downright hated competitors’ guts. Now enter the guy I’m having dinner with, who has been so sheltered from his competitors by his grandpa-daddy duo since the beginning that he doesn’t even know who his competitors are! Now, turn 180 degrees to the far side of the argument, and you will find the guys who follow the Hard Rock Cafe’s mission statement: “Serve All, Love All.” Tough pondering indeed: to sell or to not sell, to hate or to love. Who would have thought

April 2013 | Counterman

Shakespearean quandaries would make their way to the auto parts industry? I wish I could tell you I’m the Dali Lama of auto parts — that I have some secret wisdom to share with you that’ll guide you away from the Dark Side to put an end to this argument once and for all. I do know enough to say that selling to all of your competitors will probably shorten your business life expectancy by decades. On the other hand, not selling to any of your competitors will most like cost you money in lost potential, lost partnerships, lost synergies and lost collaborations. A well-planned strategy on partnering with a competitor has led to many collective successes; just ask any member of the OPEC oil cartel. Coming to terms with this issue is not easy for any of us. It has been like this for many years, in many industries. The lines undoubtedly begin to blur when you realize that it is not only a problem you confront as a seller, but also as a buyer. Many of us are facing the tougher side of this issue when we compete with our vendors, too. The channels for vendors are shifting, causing vendors to search for new opportunities that have, and will continue to create, new challenges for all of us in the distribution business. So the question is not only will you sell your competitors, but are you prepared to compete with your vendors? Now enter the Internet, with e-commerce, the lines of market deformation, err, I mean, demarcation, are pretty much rubbed out. Can you even tell who is who on the Web? The Web has created a whole new channel for us. As cliché as it may sound, it’s a new disruptive force that has created a paradigm shift.

As with every disruptive change, new opportunities are arising — so please do not run for the hills after reading this column. I’m amazed by the free market efficiencies at play here. The stuff they theorize about in business school is happening right in front of our very eyes. Many of our companies, manufacturers, vendors, wholesalers and retailers are thriving with new tech ideas in these emarkets. Furthermore, the lessons learned by the change in the market has forced us to adapt, and has made many of us better competitors. Just be warned, you might not even

know that you are selling to a competitor right now. Thankfully, not all companies are the same, and although we might feel some of the parts we sell are becoming a “commodity,” we are not in the commodities business. For you see, competition is not just about product. It’s about the services we bundle, the websites we build, the partnerships we forge and the people we employ. That makes each of us unique, and since buyers have a choice, be ready to be the best you can be so those buyers choose you and not that competitor you might or might not be selling to today. CM

■ ■ ■

Visit Mandy’s blog: www.mandyaguilar.com

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AAPEX ACDelco Advance Auto Parts Professional ADVICS Affinia/Raybestos/WIX Auto Value/Bumper to Bumper Airtex Corp. Aisin World Corp. Akebono Corp. APA Management Group Apex Automobile Parts Air Suspension Parts by Arnott Inc. Bar’s Leaks Centric Parts VDO TPMS Replacement Parts Contitech DEA Products Delphi Products & Service Solutions DMA Goodpoint Eastern Catalytic Exxon Mobil Fel-Pro Federated Auto Parts Gabriel

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GMB North America Intermotor MAHLE Clevite Mann+Hummel Magnum Gaskets NGK Spark Plugs Nucap Industries Packard Industries Permatex Inc. Peterson Manufacturing Co. LuK Raybestos Brakes Raybestos Chassis SK Hand Tool Solv-Tec Inc. Specialty Products Spectra Premium Industries Standard Motor Products TechSmart Timken Tracer Products Trico Products Volkswagen Parts & Accessories Walker Products Inc.

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Track Talk Car Enthusiasts, Fans Get Chance to Go Under the Hood with a NASCAR Champion April marks National Car Care Month – the perfect time for motorists everywhere to go under the hood and give their car the checkup it needs. As all automotive techni-

cians know, there’s no better way to keep a vehicle in tiptop performance, improve fuel economy and maximize horsepower than to perform regular motor oil changes.

Thanks to Mobil 1’s commitment to car care, one lucky motorist will have the opportunity to check the dipstick next month alongside one of NASCAR’s most popular drivers. From now through April 22, car enthusiasts and NASCAR fans everywhere can enter to win a chance to go under the hood with three-time NASCAR Sprint

What’s your favorite car in Tony Stewart’s classic collection? Visit the Mobil 1 Facebook page to cast your vote for your chance to go under the hood with the three-time NASCAR Sprint Cup Series Champion.

Cup Series Champion and driver of the No. 14 Mobil 1/Bass Pro Shops Chevrolet SS Tony Stewart in his personal garage. Stewart, who owns an extensive classic car collection, knows the importance of regular vehicle maintenance and oil changes. Via the “Under the Hood with Tony and Mobil 1” promotion, the NASCAR Champion, nicknamed “Smoke,” will get

some extra help with maintaining his classic fleet. Fans can enter to win the ultimate under the hood experience by visiting the Mobil 1 Facebook page to vote on their favorite classic car in Smoke’s collection – the 1955 Chevrolet Nomad, 1978 Pontiac Firebird Trans-Am, 1957 Chevrolet Bel Air or the 1967 Pontiac GTO. The winning fan will perform a Mobil 1 oil change alongside Stewart himself at the NASCAR driver’s private garage on May 7, 2013. Celebrate National Car Care Month today – cast your vote for your favorite classic car in Smoke’s collection and enter to win the ultimate under the hood experience, by visiting the Mobil 1 Facebook page at Facebook.com/Mobil1.

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

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EEPING IT SIMPLE By Gerald Wheelus

There’s No Room For BS (Bad Service)

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Good customer service is essentially all we have that differentiates us from the competition.

ounterman editor Mark Phillips addressed in his March editorial a sometimes forgotten part of our business, customer service. He is right on with his synopsis that managers do not have to fix, and nor should they, have to fix every problem that arises. The issue Mark had with a store is essentially a CS (Customer Service) issue: someone has passed the ball off to someone else, or worse, just thrown the ball away. Good customer service is essentially all we have that differentiates us from the competition. Thank you notes like this Many of our competitors are huge organizations make a personal connection with with seemingly unlimited budgets to do as they please. However, they deal with BS (again, bad serv- customers. These are what Bob Farrell refers to as “pickles.” ice!) very seriously and rapidly. They know they can ill afford to have BS for the same reasons as we do. We have to keep our customer base happy. Customers almost never tell of the great things we do; they do tell others about BS though. We spend thousands — some organizations spend millions — to get people in the door and one ill-fated moment can run them out. We have to remember to “Give ‘em the Pickle.” The phrase was coined by Bob Farrell, a successful entrepreneur, who trains others in giving “pickles” to customers. Pickles, by his definition, are things that make customers happy: A hand-written thank you note with every order shipped; walking the customer to the item rather than pointing, for example. We handle plenty of returns. What happens though when the refund goes awry and becomes BS? All organizations have rules of engagement when it comes to the refund. The refund can be a problem at times when there are organizational rules against a certain type of refund. Electrical parts, refunds of special order items, freight charges, etc. come to mind more often than not. The issue here is not if or when we should just take care of the issue, it is how. What’s best for the customer? We all know that no matter how much we protest, we are not going to give that customer their money back. When they call the corporate number, we are going to give it back. So, give ‘em the pickle. CM

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

April 2013 | Counterman

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TECHNICAL SALES SEMINAR: MLS GASKETS Continued from pg. 38 tential combustion leakage issues on engines that experience extreme head lift. Designed exclusively for the aftermarket Fel-Pro PermaTorque MLS head gaskets utilize another feature not available in OE-dealer-supplied gaskets: a proprietary coating that helps engine builders achieve a leakproof seal in spite of minor surface imperfections in the block and head. Most MLS gaskets require a surface finish smoother than 40 Ra (240 Rz), but Fel-Pro PermaTorque MLS head gaskets will seal a surface finish as rough as 60 Ra (360 Rz). Remember that for any MLS gasket, the head and block finishes must be flatter and smoother than traditionally required for composite gaskets.

April 2013 | Counterman

Three rules of MLS 1. If the OE gasket featured MLS technology, the replacement gasket must be MLS. 2. If Fel-Pro offers a PermaTorque MLS head gasket for an application, always use the recommended Fel-Pro design. 3. There are significant quality differences represented in today’s aftermarket MLS gaskets. The Fel-Pro brand’s superior designs, materials and manufacturing processes make PermaTorque MLS gaskets the right choice for a seal your customers can count on.

The correct coverage for MLS-equipped vehicles Unlike some manufacturers, Federal-Mogul and the Fel-Pro brand offer the correct coverage for all MLS applications. If the engine was originally equipped with an MLS gasket, the Fel-Pro

replacement will always be a PermaTorque MLS design. Some manufacturers try to substitute a composite gasket that might not hold up in an engine designed for MLS technology. CM —Courtesy Fel-Pro/Federal-Mogul

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NEWS EXTRA

By Mary DellaValle

Successful 2013 APA Conference Delivers Networking Opportunities, Awards utomotive Parts Associates’ (APA) 32nd annual Shareholders’ & Manufacturers’ Conference, held March 14-16 in St. Augustine, Fla., boasted 310 people in attendance, building on the momentum of last year’s successful event. It took place at the Renaissance World Golf Village Resort — the perfect setting to get the meeting off to a “full swing” start. Serious about fueling their business success, the 66 members and 74 vendors in attendance engaged in several networking opportunities and participated in unique one-onone meetings. The manufacturer one-on-ones on Friday gave APA shareholder members 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. The meeting also served as a venue to recognize five APA vendors for significant accomplishments: • Professionals’ Choice Vendor

April 2013 | Counterman

of the Year: MAS Industries, Mark Stermer; • Branded Manufacturer of the Year (for the fifth consecutive year): Centric Parts, Mike Musso; • Marketing Partner: DENSO, Brian Casey and David Arriaga; • Headquarters Manufacturer of Choice: Dorman, Doug Arnold; and • Largest Total Manufacturers’ Orders at the 2012 One-on-Ones: UCI-Fram Group, Jamie Nixon. APA also recognized shareholder members for their longevity and dedication to the aftermarket and the APA group. Longtime member of 22 years, Eleazar Chavez of HRP Auto Parts, El Paso, Texas, was recognized for his loyalty, service and friendship to the group. Also recognized was Tinker Auto Parts for celebrating 50 years in business. Clay Johnson from Factory Motor Parts, Eagan, Minn., was acknowledged for his service to the board of directors from 2009 to 2012, and Robert Duxler from Automotive Inventory Management Systems, Simi Valley, Calif., was applauded for his willingness to go above and beyond his responsibilities as chairman of the board.

General Session The group reconvened the following morning for a general session that kicked off with opening comments by Dan Freeman, APA president and CEO. Then, keynote speaker Tim Knox shared business advice in the areas of customer service and leadership. Knox advised that good leaders lead by their actions and their words, shared knowledge enhances the team spirit within your company, and great customer service hinges on your employees’ attitude, experience and training. New for this year’s conference, the group heard from a business improvement panel comprised of: Doug Arnold, Dorman; Mike Maloof, World Auto Parts; Linda Rawlings, Automotive Products, Inc.; Frank Cisek, DENSO; Chris Jackson, AMS Automotive; and Randall Swedlove, Morris Automotive Supply. The panel was facilitated by APA’s new Executive Vice President, Gary Martin. Next year’s conference is slated for March 20-22, 2014, at the Hilton of the Americas, Houston, Texas. CM

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LLEN & ALLAN By Allen Markowitz & Allan Gerber

Training Attendance — It’s Up To You! or the more than 40 years that we have been in this industry, there has always been the ongoing challenge to get enough people to a training class to make it worthwhile. Worthwhile to those who are attending and investing their time looking to get something of value out of the training, while at the same time worthwhile to the sponsoring jobber, who is making the effort to have better educated customers. We do know how difficult it is to fill a room with 40-50 (or more) techs for a mechanical training class because we have been there, done that. Actually, we ran an extremely successful training program for many years primarily due to the fact that we believed in the value this brought to our customers and were willing to stand behind it. When we sponsored our first business-training seminar, we had so many sign up that we ran the same class two days straight. It was the strangest thing we had ever encountered: an owner would attend the first day and call that evening to sign up a service writer for the next day. By the way, no class we ever sponsored was free; there was always a charge and it had to be paid in advance to reserve your seat. The entire concept of free classes is a losing proposition. First of all, most of us do not feel that anything we get for free will have much value. Secondly, the time that our customer takes away from their business to attend a seminar must yield something of value, which will either create additional efficiency for the business or more profits. Let us now fast forward to 2013. Do we as business owners and professional counterpros feel that many of our customers would benefit from business training? You bet we do. How many times have we thought to ourselves that while our customers can fix

F At our seminars, we train the technician not to pre-judge the customer standing before them, but to offer the repairs needed with conviction and sincerity.

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 2013 | Counterman

the cars, they could use some help in running the business! There are many well-run, successful shops out there and believe it or not they are the first ones to sign up for a business seminar. They know that if they just bring back one new idea it will benefit their company. Through our website we receive both phone calls and e-mails from technicians all over the country looking for assistance. Some of these shops have been in business for many years and need help modernizing, while some are new and the sheer volume of running a business is more than they were prepared for. As modern jobbers, we have the opportunity not only to help our customer become better, more educated businesspeople, while at the same time strengthen our own business relationship with them. Isn’t this what it is all about? It is up to us to ensure that our customers will not be overwhelmed by the relentless, never-ending challenges of simply running and administering their daily business needs. We have the opportunity today to provide training that just was not needed or readily available years ago. At our seminars, we train the technician not to pre-judge the customer standing before them, but to offer the repairs needed with conviction and sincerity. The same goes for us, as jobbers. We cannot think (prejudge) that our customers will not have enough interest to attend, when just the opposite is true! Our technician customer is looking for new ideas, new methods of selling today’s car owner and new ways to make additional profits. In the end, doesn’t this benefit our business as well? We too, as jobbers, have to promote our training programs with the same conviction and sincerity. CM

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

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