Counterman, August 2014 by Babcox Media

Selling Brake Drum Parts ● Understanding Bearings ● Become An ‘RPO Pro’

August 2014

Annual Technical Forum Get the lowdown on 10 parts categories to help boost sales

INSIDE

August Volume 32,

No. 8

features 22nd Annual Technical Forum............

By Larry Carley

Increase your understanding of 10 need-toknow parts categories to help drive sales. Brake friction..................................... 32 Suspension ........................................ 34

Motor oil............................................ 36 Gaskets .............................................. 38 Fuel pumps........................................ 42

Filters ................................................. 44 Spark plugs ....................................... 46 Wipers ............................................... 48 Sealants.............................................. 50 Fuel additives.................................... 52

Mechanic Connection By Gary Goms

Understanding roller bearing terminology, technology. .............................

54 Selling brake drum parts. ............................ 56

columns Editor’s Ink

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

Making a connection.

From The Publisher

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

Where is the trust today?

By The Numbers

By Tom Dayton........................

Becoming an “RPO Pro.”

Counter-tech

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

Think about your generations of customers. COUNTERMAN (ISSN 0739-3695) (August 2014 Volume 32, Number 8): Copyright 2014 Babcox Media, Inc. All Rights Reserved: Published monthly by Babcox, 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to COUNTERMAN, 3550 Embassy Parkway, Akron, OH 44333-8318. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 275, to speak to a subscription services representative or FAX us at (330) 670-5335. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69. Samples and back issues - Domestic - $10, International/via air mail $15. Canada: $89 for one year, $149 for two years. Canadian rates include GST. Ohio residents add 5.75% sales tax. Other foreign rates/via air mail: $129 for one year. Payable in advance in U.S. funds. Mail payment to COUNTERMAN, P.O. Box 75692, Cleveland, OH 44101-4755. Visa, MasterCard or American Express accepted.

August 2014 | Counterman

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/// Hot Shot Delivery. Just one more extra mile we go for guys like David.

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*Excludes sales tax. See website for details.

departments 7

PUBLISHER

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

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

EDITORIAL

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

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

60 Executive Interview ..................................................................................63 Tech Tip ............................................................................................................... PayPal Senior PR Manager Chris Morse

Amy Antenora, Editor, aftermarketNews Managing Editor, Counterman 330-670-1234, Ext. 220 aantenora@babcox.com

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

Larry Carley, Technical Editor lcarley@babcox.com

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

CONTRIBUTING EDITORS

66,67

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

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

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

Mandy Aguilar, Columnist Gary Goms, Commercial Accounts Gerald Wheelus, Columnist Jerry King, Cartoonist Thomas Dayton, Columnist GRAPHIC DESIGN

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

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

ADVERTISING SALES REPRESENTATIVES Home Office: 3550 Embassy Parkway Akron, OH 44333-8318 330-670-1234 FAX 330-670-0874 Bill Babcox bbabcox@babcox.com 330-670-1234, ext. 217 Publisher: S. Scott Shriber sshriber@babcox.com 330-670-1234, ext. 229

Sales Representatives: Dean Martin dmartin@babcox.com 330-670-1234, ext. 225 Jim Merle jmerle@babcox.com 330-670-1234, ext. 280 Bobbie Adams badams@babcox.com 330-670-1234, ext. 238 Roberto Almenar ralmenar@babcox.com 330-670-1234, ext. 233

August 2014 | Counterman

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

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

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

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

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

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

David Benson dbenson@babcox.com 330-670-1234, ext. 210

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

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

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

DITOR’S INK By Mark Phillips

Making A Connection

What’s your system for making customers feel welcome in your store or warehouse?

’m a creature of habit like anyone else. When I travel and stay a few days anywhere, I tend to put down a well-worn path. A little over a year ago, I went to visit a parts manufacturer in Japan. I stayed in Tokyo and quickly found the Starbucks near my hotel. Being that it’s familiar, I grabbed breakfast one morning. The next morning at breakfast, guess what? I stopped there again. The employee who waited on me the first day saw me walk in the door on day two. She immediately smiled and asked if wanted what I had yesterday. Again, creature of habit that I am, I ordered the same thing. Day three, same thing. You might dismiss this employee’s ability to remember me and my order for a few reasons. First, I’m a redhead and in Japan, redheads stick out amid a sea of black hair like a proverbial sore thumb. Two, I’m kind of tall (6-foot, 1 inch). Three, I’m American. Put that all together and if you’re used to seeing Japanese people all day, I’m probably easy to spot. But that gets me to thinking. Tokyo is the largest metropolitan area in the world with a little

more than 36 million people. I know enough Japanese from studying it over the years to know that the employee I dealt with was asking the same of nearly every person she encountered. In the time I ordered and waited for my food, she helped at least six people, and she seemed know their preferences and ordering habits. She must have some system for remembering people and what they like to order, whether she’s aware of it or not. I meet a lot of people at trade shows. Whenever I meet them, I tend to naturally discuss anything about business and then move on to other topics to see what makes them tick, what they like, what hobbies they might have. I do it because I’m naturally interested in people. For some reason, I remember it all — whose son or daughter just graduated college, what trip they recently took, if someone in their family has endured an illness or other hardship. It helps remind me that in this business, it’s really all about people. I know that sounds like a cliché. But you out there in parts distribution are solving problems every day and enabling people to get on with their lives by getting their vehicles back on the road. So what do you do? What’s your system for making customers feel welcome in your store or warehouse? How do you connect with your customers? I’d love to hear about it. Drop me a line at mphillips@babcox.com. CM

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

AFTERMARKET NEWS Federated Member S&W Supply Celebrates 80th Anniversary STAUNTON, Va. – Longtime Federated member S&W Supply, based in Hays, Kan., is celebrating its 80th anniversary. “We want to congratulate everyone at S&W Supply on 80 years of great success,” said Rusty Bishop, CEO of Federated Auto Parts. “S&W Supply has been a valued Federated member for almost 30 years and we want to thank the Bickle family for their commitment to our group. They have been involved leaders since the outset, making Federated the success it is today.” In recognition of its 80th an-

niversary, S&W Supply will conduct special racing events at RPM Speedway in Hays this summer as well as offer sales promotions for its customers throughout the year. S&W Supply will wrap up its mile-

stone year by once again organizing a special community-based Toys for Tots drive. Established by Claude Sutter and his wife Helen (Bickle) Sutter during the years of the Great Depression and the Dust Bowl, the original company started out small, selling a limited number of automotive parts. After moving to Hays, the Sutters were joined by Don Wells and his wife Lyle (Bickle) Wells. The current company, S&W Supply, is named for the partnership between the Sutter and Wells Families.

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AFTERMARKET NEWS

Uni-Select Awards More Than $100,000 To The Mira Foundation BOUCHERVILLE, Quebec – As part of its annual golf tournament, Uni-Select raised $115,000 for the Mira Foundation. This year’s event took place on July 2 at the Golf Club La Vallée du Richelieu and was again huge success thanks to the contribution and generosity of its main sponsors, Raymond Chabot Grant Thornton, Total Canada and RBC Capital Markets, as well as the participation of its business partners and 170 golfers. (from left to right) Ben Michaud, Uni-Select, “It is with great pride that we Denis Mathieu, Uni-Select, Philippe Landry, rallied our business partners to Total Canada, Richard G. Roy, Uni-Select, support the activities of the Mira Martin Deschênes, Raymond Chabot Grand Foundation. For seven years now, Thornton, Khalil Ben Achour, RBC Capital we have been collaborating with Markets, Nicolas St-Pierre, Mira the Foundation to develop the Foundation. dog assistance program for children with PDD (pervasive developmental disorder). We are pleased to contribute to the well-being of children,” said Denis Mathieu, executive vice president, corporate services and CFO of Uni-Select and vice president of the board of directors of the Mira Foundation. “The support of Uni-Select and its partners enables us to continue our mission and make a real difference in people’s lives,” said Nicolas St-Pierre, assistant general manager and chief instructor of the Mira Foundation.

August 2014 | Counterman

ZF Services LLC Adds ZF Lenksysteme Steering Components To Aftermarket Product Range VERNON HILLS, Ill. – ZF Services, the strategic aftermarket business unit of ZF Friedrichshafen AG announced that effective Aug. 1, the company's American location in Vernon Hills, Ill. – ZF Services LLC – will assume responsibility for the independent aftermarket sales and distribution of ZF Lenksysteme passenger car products in North America. ZF Services and ZF Lenksysteme GmbH – a 50/50 joint venture between ZF and Robert Bosch GmbH – have restructured their collaborative efforts on a global basis. ZF Services assumes the responsibility for the international IAM business for steering gears, steering pumps and steering columns. ZF Lenksysteme GmbH will focus on its core competencies of production and remanufacturing. ZF Lenksysteme passenger car products were previously sold by ZF Steering Systems LLC in Florence, Ky. As a result of the restructured collaboration, ZF Lenksysteme will become the fifth product brand available from ZF Services.

AFTERMARKET NEWS

Federated 400 NASCAR Sprint Cup Race Set For Sept. 6 At Richmond International Raceway STAUNTON, Va. – For the third consecutive year, Federated will sponsor the Federated Auto Parts 400 NASCAR Sprint Cup Series race at the Richmond International Raceway (RIR). This year’s Federated 400, the “One Last Race to Make the Chase,” is scheduled for Saturday, Sept. 6 at 7:30 p.m. EDT. The race will be televised nationally on ABC-TV. Last year, more than 2,000 Federated members and customers joined a near capacity crowd at RIR to witness Carl Edwards capture the checkered flag at the Federated 400. In addition, more than 5 million television viewers watched the race on ABC.

August 2014 | Counterman

track on race day is a big hit and this year, several of our vendors are conducting their own ‘Suite Deal’ promotions, where winners will get a chance to watch the Federated 400 from a luxury suite at the track.”

“Not only is it an exciting weekend of racing and hospitality, but the feedback we have received from our members and suppliers is that a lot of business gets done during race weekend,” said J.R. Bishop, director of motorsports and event marketing for Federated Auto Parts. “Our vendor expo held at the

CAWA Announces 2014-’15 Scholarship Winners SACRAMENTO, Calif. – CAWA, representing the automotive parts industry, has announced the recipients of its 2014-’15 scholarship awards. CAWA provided $10,000 in scholarships this year to 11 individuals. “Once again, CAWA is proud to assist these young people in pursuing their careers in the automotive aftermarket,” said Rodney Pierini, CAWA president and CEO, in announcing the awards. “We have awardees from the three states we represent.” Recipients of the scholarships include: ● $1,500 – Ashley Strunk, The Mort Schwartz Award – Universal Technical Institute ● $1,000 – Christian Luna – Chabot College ● $1,000 – Emily Lowdermilk – De Anza College ● $1,000 – Kein Thay – Pasadena City College ● $1,000 – Stephanie Yim – Chabot College ● $750 – Jacob Calvillo – Weber State University ● $750 – Jesse Phillips – Skyline College ● $750 – Jonas Banuelos – Rio Hondo College ● $750 – Matthew Walsh – Gateway Community College ● $750 – Sandra Albarran Santos – Gateway Community College ● $750 – Tonantzin Nordwall – Universal Technical Institute

AFTERMARKET NEWS

Network National Jobber, Service Dealer Councils Meet To Provide Program Feedback GERMANTOWN, Tenn. — The Automotive Distribution Network’s National Jobber and Service Dealer Advisory Councils (NJAC and NSDAC) recently met at the Marriott in Lancaster, Pa., to evaluate the group’s programs and to tour East Penn’s nearby battery manufacturing facility. According to Mike Lambert, president of the Network, the NJAC and NDSAC frequently participate in a joint meeting along with representatives of the Network headquarters staff to help ensure the association’s programs continue to meet the needs of its affiliates at the street level. “The councils represent a cross-section of the group’s jobbers and service

August 2014 | Counterman

dealers, offering unique insight into local markets,” Lambert said. The councils also exchanged ideas on how to better work with their respective businesses, according to Frank Drellishak, owner of Drellishak’s Service in Rocky River, Ohio. “I believe the jobbers and the Network staff walk away with a much better perspective on the needs of an independent service dealer in today’s business climate,” he said. “Likewise, we leave with a greater understanding of issues facing the Network’s jobbers. It’s a win-win.” The council members and Network staff also gained an appreciation of the best practices on display by East Penn, the world’s largest

single-site, lead-acid battery manufacturing facility. “From environmental responsibility to employee safety to quality control, East Penn is a first-rate, family owned operation,” added Drellishak.

Unipiezas Alfredo Celebrates First Parts Plus Store Opening In Puerto Rico GERMANTOWN, Tenn. – UniPiezas Alfredo has commemorated the opening of the first Parts Plusbranded store in Puerto Rico with an open house event and vintage car show that attracted more than 1,000 attendees and local TV coverage. “The first Parts Plus store on the island looks fantastic, and the response from consumers on-hand for the event was tremendous,” said Mike Lambert, president of the Automotive Distribution Network. “The Network anticipates 11 Parts Plus-identified stores and a distribution center in Puerto Rico over the next three to six months, from Bayamon to San Juan to Lajas.” As part of the first jobber group in Puerto Rico to fly the Parts Plus banner, UniPiezas Alfredo hosted the event to showcase its more polished, professional image on a big stage, said Tony Rivera, president of UniPiezas Alfredo. “I’m so excited about becoming a part of the Parts Plus family that I wanted our customer base to feel the same enthusiasm,” he explained. “Joining Parts Plus changes everything for UniPiezas Alfredo — our store experience is much more inviting. The Network and Parts Plus are one of the best teams I’ve ever worked with. This is only the beginning for UniPiezas and Parts Plus.”

AFTERMARKET NEWS

Epicor Marks 30th Anniversary Of The Automotive Aftermarket eCatalog AUSTIN, Texas – Epicor Software Corp. is celebrating the 30th anniversary of electronic cataloging for the automotive aftermarket. The company introduced the industry’s first electronic catalog (eCatalog) in August 1984. Today, Epicor eCatalog products and related data solutions are used by tens of thousands of parts professionals, more than 100,000 vehicle service providers and millions of consumers throughout North America and around the world. The first-generation Epicor eCatalog of the mid-1980s was limited only to the supplier lines and catalogs carried by each auto parts store. Still, many replacement parts distributors and jobbers quickly realized that their counterpeople were often twice as productive and far more accurate when they relied on the eCatalog rather than print volumes, according to Epicor. Also fueling early adoption was the rapidly accelerating growth of vehicle platforms and corresponding part number proliferation. The new eCatalog also helped users eliminate pricing mistakes, reduce returns and improve inventory control and buying practices, Epicor noted. “Our first eCatalog opened the door to countless opportunities to improve efficiency and accuracy at the parts counter, which remains the nexus of virtually every vehicle repair,” said Scott Thompson, vice president, automotive, retail distribution solutions for Epicor. “Epicor eCatalog products are even more important and prevalent today, connecting tens of thousands of wholesalers with service providers, and driving an ever-

growing number of business-toconsumer e-commerce websites.” In stark contrast to the company’s first eCatalog, the current Epicor PartExpert eCatalog suite includes more than 10 million parts, 7,800 manufacturer product lines and 27 million interchanges and covers virtually every vehicle make and model marketed within North America over the past 40 years. The company’s data and eCatalog solutions are now referenced in more than 70 percent of aftermarket parts sales in North America. Epicor replacement parts data also is used by leading global online retailers such as Amazon.com and eBay. The Epicor PartExpert product suite includes the Cover-to-Cover graphical eCatalog module, featuring part images and specifications; an integrated VIN decoder; BuyerAssist electronic buyer’s guide; InterChange OE and competitive interchange module; “All Lines” instant access to more than 7,800 manufacturer product lines; the comprehensive ItemExpert non-application item database; PartExpert OE original equipment parts eCatalog; and Epicor OE for Parts Not Found, a new module that enables users to identify the OE part number for applications for which no equivalent aftermarket part is available. Epicor combines these valueadded tools with a complete service product suite including the LaborExpert labor estimating tool, ServicePlus OE scheduled maintenance services and parts, TireExpert tire fitment and replacement guide and RepairExpert repair information database to help users increase sales and customer loyalty.

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AFTERMARKET NEWS

VIPAR Heavy Duty Celebrates 25 Years Serving Independent Aftermarket Distributors CRYSTAL LAKE, Ill. – VIPAR Heavy Duty celebrates its 25th anniversary during 2014. In 1989, 17 like-minded independent aftermarket truck parts distributors came together to form VIPAR Heavy Duty. Through the contributions of the founding distributors, and of the many distributors since then, the organization has now grown to 125 distributors that operate more than 500 locations throughout the U.S., Canada, Puerto Rico and Mexico. A 25th anniversary celebration will culminate at the VIPAR Heavy Duty Annual Conference, scheduled for Oct. 19-24 at the Marco Island Marriott in Marco Island, Fla. The theme is “Embracing the Entrepreneurial Spirit.” “The growth and success of VIPAR Heavy Duty is a testament to the original vision and inspiration of these entrepreneurial founding distributors, as well as the contributions of all of our other distributors since then,” said Steve Crowley, president of VIPAR Heavy Duty. “VIPAR Heavy Duty has succeeded by helping our distributors be more competitive in their local market and by providing resources, such as technology,

August 2014 | Counterman

marketing, communications and many other value-added solutions, to make them more profitable.” With the recent addition of Power Heavy Duty, the VIPAR Heavy Duty family of companies is now

composed of two heavy-duty truck parts marketing/buying groups with more than 260 companies and more than 700 locations throughout North America. The organization also has grown with the addition of the VHD Equipment Network, the first buying group in the truck mounted equipment industry. The organization has also been strengthened through the addition of a technology group, two brake remanufacturing centers, two parts distribution centers and relationships with 180 plus manufacturers and parts suppliers.

NCIS, NTN Conduct Counterfeiting Raid In Charleston, S.C. MT. PROSPECT, Ill. – NTN has announced the results of a joint raid that it participated in with the Naval Criminal Investigative Service (NCIS). The raid was conducted June 25 on bearing storage location near Charleston, S.C., after NCIS agents concluded that the warehouse was illegally distributing low-quality, counterfeited bearings directly to consumers. According to NTN, the search resulted in the seizure of hundreds of fake NTN products, as well as

counterfeited merchandise of several other major Japan- and U.S.based manufacturers. The investigation was coordinated by NCIS and included engineers from major bearing corporations that volunteered to aid in the identification of the counterfeit parts. NTN application engineers supported U.S. Naval agents in detecting suspect product and packaging bearing fake NTN company logos. All of the suspicious products were confiscated and cataloged to assist in future prosecution and investigation of illegal bearing counterfeiting. NTN says it is committed to leading the fight against counterfeit bearings. The company is an active member of the World Bearing Association, an assembly of bearing manufacturers that seek to ensure the safety of worldwide consumers. For more information about stopping fake bearing sales, visit the World Bearing Association’s website stopfakebearings.com.

AFTERMARKET NEWS

Federated Adds Canadian Tire To Membership STAUNTON, Va. – Canadian Tire has announced its membership in the Federated Auto Parts group, one of North America’s largest and leading auto parts distributors. Effective July 9, the relationship is anticipated to provide strong benefits to both organizations, including Canadian Tire’s robust customer and dealer network across Canada. With more than 580 Canadian Tire retail and PartSource locations across Canada serving more than 180 million customers a year, Canadian Tire’s family of companies is one of Canada’s most recognizable brands and is a leading destination for automotive parts and service. “At Canadian Tire, we’re continuously focused on providing excellent service – both to our customers and our network of vendors and partners across the country,” said Michael Broderick, senior vice president of automotive, Canadian Tire. “Federated shares our dedication and provides not only high-quality parts and service, but additional support in critical areas such as training, information technology, market trends and supply chain efficiency.” “Federated is extremely proud to be associated with a company that has demonstrated a long-term commitment to outstanding product selection and service in the Canadian market,” said Rusty Bishop, CEO of Federated. “We look forward to supporting their efforts in the ever-changing vehicle repair segment.”

Federated T-Shirt Tuesdays Return To Facebook STAUNTON, Va. – If you are looking for a new T-shirt for your summer wardrobe, look to Federated. Every Tuesday through August, Federated will announce 10 winners of NASCAR Sprint Cup Federated Auto Parts 400 t-shirts. To enter, visit Federated on Facebook and click on the T-Shirt Tuesdays contest. “Our Facebook contests have become very popular with Federated fans and we know the return of T-Shirt Tuesdays will be a big hit,” said Phil Moore, senior vice president of Federated Auto Parts. “With the Federated Auto Parts 400 set for Sept. 6, we thought it would be fun to give away Federated 400 T-shirts to 50 fans to generate a little excitement for Federated and NASCAR leading up to the ‘One Last Race to Make the Chase.’” Starting July 29 and running through August, Federated will announce 10 winners of Federated T-shirts every Tuesday on its Federated Auto Parts and Federated Car Care Facebook pages. To be eligible, visit Federated on Facebook and click on the T-Shirt Tuesdays contest to enter. Federated fans also can get extra entries by sharing the contest with their friends. Federated T-Shirt Tuesdays ends Aug. 26. The Federated Auto Parts 400 NASCAR Sprint Cup race, the “One Last Race to Make the Chase,” is scheduled for 7:30 p.m. EDT on Saturday, Sept. 6 at the Richmond International Raceway (RIR) and will be televised nationally on ABC-TV. counterman.com 15

AFTERMARKET NEWS

Red Kap Joins WIX Filters To Sponsor Two Automotive Excellence Awards Red Kap, a manufacturer and distributor of comfortable, durable work-related clothing and outerwear, has joined WIX Filters in sponsoring two Babcox Media automotive excellence awards in 2014. “Red Kap manufactures work apparel specific to the automotive market, making our brand the perfect addition to award programs recognizing workplace excellence in the aftermarket industry,” said Leslie Hunt, marketing manager for Red Kap. “We are proud to align the Red Kap brand with WIX Filters in support of those who represent the best in the industry.” As part of the sponsorship, Red Kap will provide uniforms and merchandise to winners of the following awards: ● School of the Year – Open to all high schools or post-secondary schools that have a subscription to Tomorrow’s Tech magazine. Red Kap will provide hats or shirts to the four finalists, as well as a uniform for

every student of the winning school. For more information, visit www.ttschooloftheyear.com. “Red Kap’s participation enhances the national scope of the School of the Year program,” said Ed Sunkin, editor of Tomorrow’s Tech. “It also adds a prize that is the hallmark of any technical school – comfortable, durable work wear.” ● WIX Driving Performance – Recognizes the skills and professionalism of today’s automotive technicians, from demonstrating excellence in the automotive service industry to raising the bar in customer service. Red Kap will provide a custom uniform program for the winning shop. For more information, visit www.wixdrivingperformanceaward.com. “The Driving Performance Award is a new award for 2014 recognizing game changers in automotive service,” said Jim Merle, Babcox TechGroup publisher. “By providing a custom uniform to the winning shop, Red Kap’s partnership will further elevate the scope and significance of our new award.” Recipients of each award will be announced at the Automotive Aftermarket Products Expo (AAPEX) in November.

Audax Group Acquires Wheel Pros BOSTON – Private equity firm Audax Group has acquired Wheel Pros LLC from Platinum Equity. Headquartered in Denver, Colo., Wheel Pros is a designer, marketer and distributor of branded aftermarket wheels. The company also distributes performance tires and accessories. Founded in 1995 with two distribution centers, the company today carries proprietary, leading brands that are recognized across all major vehicle segments and are sold through a national footprint of 25 distribution centers and internationally. Geoffrey Rehnert, co-CEO of Audax Group, said, “Wheel Pros is a market leader in the automotive aftermarket industry. We look forward to partnering with Randy White, Jody Groce and the Wheel Pros team to grow the business organically and through strategic add-on acquisitions.” Randy White, CEO of Wheel Pros, added, “We are excited to continue growing the business organically and by leveraging Audax’ expertise in identifying and integrating add-ons. I look forward to working with our new partner and creating a larger strategic enterprise.”

August 2014 | Counterman

AFTERMARKET NEWS

Pronto Adds Cal-State Auto Parts To Membership GRAPEVINE, Texas – Effective July 1, National Pronto Association has announced the addition Of Cal-State Auto Parts Inc. to the Pronto membership. Cal-State operates 11 locations that service the Southern California; Las Vegas, Nev.; Salem and Portland, Ore., markets. The company was founded in 1971 and is a leading distributor of ACDelco and Motorcraft automotive parts. Cal-State’s corporate office is located in Anaheim, Calif. Richard DeBlasi and Steve Brooker are the owners of Cal-State Auto Parts Inc., and David Orlaska is the marketing manager and Pronto contact.

The Gates Corp. Announces New Micro-V Aramid Belt DENVER, Colo. – The Automotive Aftermarket division of the Gates Corp., a leading manufacturer of industrial and automotive products is pleased to announce the introduction of the new Micro-V Aramid belt. The new Gates Micro-V Aramid belt is a high-strength, high-performing, OE equivalent for accessory drive belt drives on specific vehicles with demanding engines. The new Micro-V Aramid belt features stronger-than-steel aramid cord in place of the more common polyester cord, the company says. This technology increases stability and rigidity in the belt, which reduces belt elongation and system vibrations. The belt is made of a patented EPDM (ethylene propylene diene monomer) rubber compound that resists cracking and keeps the entire system running at optimal functionality. “Gates prides itself on evolving with the latest OE materials and construction,” said Tom Trojan, aftermarket product category manager. “The new Aramid belt utilizes the most recent OE technology to offer the most advanced serpentine belt on the market for our customers.” Today’s engines are more demanding than older engines. Diesel and high-revving gasoline turbo engines utilize complicated accessory belt drive systems, requiring more tension and creating vibration throughout the system. This vibration, if not addressed with proper belt construction, will cause belt fluttering and tensioner oscillation resulting in belt noise, vibration throughout the vehicle and poor belt performance. The Micro-V Aramid belt addresses these concerns and eliminates belt noise, vibration, and harshness because of the improved OE quality construction and materials. The new belts are now available. Customers can contact their local Gates Sales Representative for more information.

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August 2014 | Counterman

AFTERMARKET NEWS

Crowne Group To Acquire Trico ROCHESTER HILLS, Mich. & CLEVELAND – Trico Products Corp. has announced the signing of a definitive agreement under which Crowne Group LLC will acquire the company from funds managed by Kohlberg & Co. LLC. TRICO will maintain its headquarters in Rochester Hills, Mich., and the current management team, led by Lou Braga, president and CEO. Terms of the transaction were not disclosed. TRICO is a global manufacturer, marketer and distributor of windshield wiper blades, systems and components. The company operates as a fully integrated business in both the aftermarket and OEM segments. The company employs

August 2014 | Counterman

approximately 2,450 people throughout the United States, Mexico, Asia, Europe, Australia and South America. “TRICO represents an excellent strategic fit for Crowne due to its balanced mix of business between aftermarket and OEM, potential for manufacturing and distribution synergies, a great infrastructure and management team,” said Stephen Graham, CFO of Crowne. “We are excited to enter into a new phase of our own evolution, and we look forward to working with our new partners as we continue to successfully execute our strategy.” “We are pleased with the outcome of our investment in TRICO

and believe that the company has a bright future,” added Evan Wildstein, partner at Kohlberg & Co. “We are confident that the company will continue on its trajectory of success under Crowne Group’s ownership.” Crowne Group also recently acquired the Carter Fuel Systems business from Federal-Mogul. The acquisition is subject to customary regulatory approvals and is expected to close in the coming months. Sawaya Segalas & Co. LLC acted as financial adviser to TRICO and Ropes & Gray LLP acted as its legal counsel. 3S Advisors LLC acted as financial adviser to Crowne and Jones Day served as its legal counsel.

AFTERMARKET NEWS

Honeywell Completes Sale Of Friction Materials Business To Federal-Mogul MORRIS TOWNSHIP, N.J. – Honeywell has completed the sale of its Friction Materials (FM) business to Federal-Mogul in a cash transaction valued at approximately $155 million. The transaction does not include the Bendix name or line of products or business in the United States. In addition, joint ventures that operate in Australia, Thailand and Malaysia will be retained as will Honeywell’s ownership of the non-operating sites in Conde, France and Guangzhou, China. The company announced that it also will realign its Transportation Systems business segment with its Aerospace business segment to better take advantage of the engineer-

ing and technology similarities and the shared business models between these two business segments. Under the realigned segment reporting structure, the company will have three business segments: Aerospace, Automation and Control Solutions and Performance Materials and Technologies. “The sale of the Friction Materials business is a significant step in our effort to fully align the Honeywell portfolio around ‘Great Positions in Good Industries,’” said Honeywell Chairman and CEO Dave Cote. “Honeywell is a global technology leader and our Turbo business is one of our innovation crown jewels.”

Alliance Selects Michael Ritchie As Category Manager SAN ANTONIO, Texas – The Aftermarket Auto Parts Alliance Inc. has announced the addition of Michael Ritchie as category manager. He joins the group’s headquarters staff in San Antonio. Most recently, Ritchie served as a category manager with AutoZone. His previous experience also includes time in outside sales, store management and as a service writer. “Mike was chosen for this position because of his extensive experience working in the auto care industry, including category management Michael Ritchie experience with a very large automotive parts retailer, extensive work in stores and experience calling on commercial customers,” said Dan Rader, vice president of product and category management. “Moreover, Mike is an experienced ‘do it yourselfer,’ and the time he spends under the car gives him an understanding and perspective on the needs of our customers. With more than 20 years of experience and an obvious passion for the auto parts business, we are very excited to have Mike join our team.” Initially, Mike will focus on managing the activities of the undercar product lines within the Alliance, which will enable his counterpart Justin Hebert to focus his efforts on underhood product lines.

August 2014 | Counterman

AFTERMARKET NEWS

Monroe ‘Shockmobile’ Rolls Into Second Half Of Summer-Long ‘Everything Gets Old’ Mobile Tour MONROE, Mich. – From the countless smiles and “thumbs-up” signals from pedestrians and motorists to millions of views via Facebook, Twitter, Instagram and other digital media, the Monroe “Shockmobile” took the Northeastern U.S. by storm in June and is preparing to do the same throughout the Midwest as it brings the Monroe brand’s “Everything Gets Old. Even Your Shocks” message to consumers this summer and fall. The Shockmobile is a 25-foot-long, 10-foot-high, translucent Monroe OESpectrum shock absorber that is visiting more than 50 North American cities in its initial year of operation. The custom-built, LED-illuminated shock is towed by a specially equipped sport-utility vehicle featuring matching yellow-and-black graphics along with information on how consumers can learn more about the importance of inspecting shocks and struts at 50,000 miles/80,000 kilometers. The Shockmobile began its Midwest tour in mid-July, with visits to Detroit, Chicago, St. Louis and dozens of other cities. Consumers can track the tour via the Monroe brand’s Facebook page (www.facebook.com/MonroeShocks) and Twitter feed (@MonroeShocks) as well as the www.Monroe.com website. Among the highlights of the first half of the Shockmobile’s summer tour were: ● Visiting New York’s Yankee Stadium as thousands of fans arrived for a game against the arch-rival Boston Red Sox; ● Participating in the Towson, Md., July 4th parade, seen by an estimated 60,000 people; ● Circling the Washington Monument, Lincoln and Jefferson memorials and other historic sites in Washington, D.C., during July 4th weekend; ● Navigating New York City’s busy Times Square and Herald Square, circling Central Park and even stopping for fan pictures in front of Tom’s Restaurant, made famous in the television sitcom “Seinfeld;” ● Pausing for fan photos at Niagara Falls; in Augusta, Maine; near Harvard Square in Cambridge, Mass.; in Ocean City, Md.; and outside of Citizens Bank Park, home of the Philadelphia Phillies.

August 2014 | Counterman

AFTERMARKET NEWS

AUTO 7 Named Approved Vendor For Automotive Parts Associates MIRAMAR, Fla. – Steven Kruss, president of Auto 7, which supplies Korean-made, OEM-quality automotive parts to distributors across North America, announced that Auto 7 has been named an approved vendor of Automotive Parts Associates (APA), one of the nation’s largest auto parts distributor groups. APA is a member-owned organization of more than 110 independent shareholders that distributes auto parts from more than 350 warehouses and company store locations throughout the United States and Canada. According to Kruss, APA’s decision to partner with Auto 7 makes sense. Auto 7 offers a world-class catalog with more than 70,000 applications, and represents the fastest-growing fleet in North America – Korean-made cars like Hyundai and Kia. “It’s a great opportunity for Auto 7,” said Kruss. “But more importantly, it’s a great opportunity

for APA members to better serve their customers. We can help them meet the growing demand for high-quality OEM parts for Hyundai and Kia.” Gary Martin, APA’s president and CEO, added that it’s important for APA to have vendors like Auto 7 that offer a valuable alternative to the dealer. “Auto 7 gives APA members, their distributors and installers an option in the rapidly expanding

import parts segment of this growing vehicle car parc,” said Martin. Auto 7, located in Miramar, Fla., is part of an international company that has been in business for more than 60 years. It supplies a wide array of Korean-made, OEM-quality automotive parts that are ISO14000, QS-9000 or ISO/TS-16949 certified, and many of which are not typically available in the traditional aftermarket supply chain.

Akebono Brake Corp. Receives 2013 Altrom Group Supplier Of The Year Award FARMINGTON HILLS, Mich. – Akebono Brake Corp. has been awarded the Altrom Group 2013 Supplier of the Year Award. The Altrom Group, a division of Genuine Parts Co. (GPC), presents this award to its most accomplished vendor based on performance measurements, including sales growth, fill rate, marketing, sales support, product quality and coverage. This is the second time in three years that Akebono has received this honor. The award was presented to Mike Eldard, district sales manager; Borise Cota, Western regional sales manager; and Ken Selinger, director, aftermarket sales and marketing, on behalf of Akebono at Altrom’s 2014 North American Sales Summit held June 18-20 in Tulalip, Wash. This three-day event was attended by Altrom’s and GPC’s management team, sales professionals and key vendor partners from around the world.

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

Last Month’s Correct Answer: What vehicle does this picture represent? If you think you know the answer, go to www.counterman.com and click “Guess the Car” on the nav bar. Submit your answer and contact information. A winner will be randomly selected by the Counterman staff from all correct answers. The deadline to enter is Sept. 1. The winner’s name will appear in the next issue. Stay tuned!

#79 26

August 2014 | Counterman

#78 Saturn Ion Congrats to Jason Todd, McMinnville, Tenn.

AFTERMARKET NEWS

Over the Counter By Jerry King

Advance Auto Parts Enters Dallas Market With First Store In Garland GARLAND, Texas – Advance Auto Parts has entered the Dallas market with its first store in Garland, Texas, at 103 S. First St. The new location opened July 17. A ribbon cutting ceremony was held on Tuesday, July 22, with senior management from Advance Auto Parts, Garland Mayor Douglas Athas and Garland Chamber of Commerce CEO Paul Mayer participating in the ceremony. Company officials said they chose this location for the store because it is where their customers live and shop, as well as where they take their vehicles for repair. Dan Deignan is the new general manager and works with 22 other team members at the new Garland location. A 16-year veteran of the automotive and retail sales industries, Deignan recently joined the Advance Auto Parts Team. He is ASE-certified.

Beck/Arnley Launches TRUE|Friction Brake Pad Series SMYRNA, Tenn. – Beck/Arnley has launched a new brake pad series using the same type of material recommended by the vehicle’s manufacturer. TRUE|Friction pads are specifically designed to match the most current OE friction type by application, according to the company. “We are very excited to bring this unique program to the market,” said Tom Fritsche, director of product management. “We took feedback we received from the marketplace and revamped our brake pad offering. Our customers requested that we reduce the confusion of offering multiple materials and simply offer the material that the car manufacturer recommends. The result is TRUE|Friction.” 28

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According to Beck/Arnley, TRUE|Friction streamlines the decision-making process of determining what material to use. No more sorting through lists of different materials and features trying to determine what is actually needed. Beck/Arnley says it provides only the latest OE application-specific material, supplied with the features you have come to expect for great performance and extended service life, including:

● All pads supplied with chemically and mechanically bonded shims to minimize noise. ● All backing plates have precision cut edges to ensure proper fit and installation. ● All friction material is formulated to minimize dusting. ● All pads are chamfered and slotted to maximize braking performance. ● All pads are integrally molded and post cured for maximum life. ● Where integrated, sensors are included. The TRUE|Friction series is part of Beck/Arnley’s new True|Braking family. This collection also includes True|Calipers, True|Shoes and True|Metal. To learn more, visit http://www.beckarnley.com/products/ brakes chassis/truebrakingseries/.

AFTERMARKET NEWS

Garrett Performance Products Announces New Turbo Distribution Partner For The US Market

TORRANCE, Calif. – Garrett by Honeywell has formed a distribution partnership with Automotorsport Inc. (AMS) for its Garrett

August 2014 | Counterman

Performance Products aftermarket line of turbos in the United States. Established in 2001 and based in Chicago, Ill., AMS has built a reputation as a leading performance and tuner aftermarket shop in the United States by developing its own rigorous testing as well as research and development programs. The company is also known for delivering personalized customer service. Garrett is a recognized aftermarket technology leader as the Honeywell global brand for performance turbochargers. Garrett leverages Honeywell’s global engineering resources to develop innovative performance turbos and products specific for the racing,

tuning and enthusiast markets. Garrett turbochargers can support engine displacements from 100cc up to 12 liters – the widest range in the industry – providing more than 2,000hp in race conditions. “We are excited to fill a need in our distribution channel in the U.S. with a pioneer in the aftermarket performance industry,” said Olivier Rabiller, vice president and general manager of Honeywell Transportation Systems Aftermarket. “AMS is a partner that prides itself on customer service and delivering quality experience without cutting corners. It is a partner Garrett is proud to have representing its line of industry-leading aftermarket turbos.”

Annual Technical Forum Increase your understanding of 10 need-to-know parts categories to help drive sales By Larry Carley

Brake Friction ...................................32 Suspension ........................................34 Motor Oil...........................................36 Gaskets ..............................................38 Fuel Pumps .......................................42 Filters .................................................44 Spark Plugs .......................................46 Wipers................................................48 Sealants..............................................50 Fuel Additives ..................................52

Annual Technical Forum Friction

Why are brake manufacturers removing copper from brake pads? A. Copper is being reduced or eliminated from brake pads because brake dust has been identified as a source of water contamination. Every time a vehicleâ&#x20AC;&#x2122;s brakes are applied, a small amount of brake dust is generated. Brake dust from roads and highways can be washed into lakes and streams by rainfall. Copper and other heavy metals that may present in brake dust pollute the water and are toxic to aquatic life. Because of this, environmentalists want copper and other heavy metals reduced or removed entirely from all brake friction materials. In 2010, Washington was the first state to pass a law requiring the phase-out of hazardous materials such as copper, cadmium, chromium, lead and mercury from brake pads. The phase out starts this year (2014), and allows no more than 5 percent copper by 2021. On Sept. 27, 2010, California Gov. Arnold Schwarzenegger signed a similar bill into law. The California law also requires reducing the copper content in brake pads to 5 percent or less by 2020, and reducing it even further to 0.5 percent by 2025. Other states also are looking at similar legislation to reduce or eliminate copper from brake pads. In response to the new laws, the Brake Manufacturers Council (BMC) of the Automotive Aftermarket Suppliers Association (AASA) issued a statement regarding the negative impact of copper in brake friction materials as it affects U.S. waterways. In the mid-1990s, the AASA BMC said it commissioned watershed studies in California. The studies were conducted in cooperation with scientists and environmental groups. The studies identified many sources of copper in waterways including plumbing pipes, boat paint and other products, but the conclusions showed that brake dust was a contributor. The BMC says its members are working to reduce copper, and that the amount of copper is generally less than 10 percent in most friction materials. Many brake suppliers also have developed nextgeneration friction materials that have little or no copper content. Some brake suppliers have been using low-copper or copper-free friction formulas all along, so the new rules didnâ&#x20AC;&#x2122;t affect them. Copper was added to brake friction products when asbestos friction materials were replaced with Nonasbestos Organic (NAO) materials. Adding small strands of copper improved heat transfer and cooling, which helped improve pedal feel and fade resistance. The new generation of low-copper and no-copper friction materials that have been recently introduced actually perform better Continued on page 62

August 2014 | Counterman

Annual Technical Forum Suspension

Which chassis or steering parts cause the most tire wear? A. None of the parts should cause any tire wear as long as all of the parts are in good condition. Tire wear occurs when certain chassis and steering parts become worn. Worn tie rod ends usually have the greatest impact on tire wear. The tie rod ends connect the steering linkage to the knuckles, so if the tie rod ends are loose, they will allow unwanted movement that changes the toe alignment of the wheels. This, in turn, can cause increased scrubbing and rapid tire wear. Toe misalignment typically produces increased shoulder wear on the outer edges of the tread, and/or a feathered wear pattern across the tread. The greater the play in the tie rod ends, the greater the misalignment and the faster the tires wear. Worn or damaged control arm bushings, or bushings that are too soft (too compliant) also can cause tire wear problems. The bushings hold the control arms in position, so if the bushings are deformed, loose or overly soft, the control arms tend to push back while the vehicle is being driven. This causes the tires to toe-out, scrub and wear. On vehicles with independent rear suspensions, worn, loose or overly soft bushings on the rear control arms typically produce a diagonal or sawtooth wear pattern across the tread on the rear tires. If the problem is the front bushings, the wear pattern will be similar to that produced by worn tie rod ends. Ball joints that have too much play can change the camber alignment of the wheels. This usually causes the wheels to lean in toward the top, producing accelerated shoulder wear on the inner edges of the tire tread. Weak, sagging springs can have a similar effect on tire wear as worn ball joints. The change in ride height that occurs will affect camber alignment and increase inner shoulder wear on the tires. Worn shocks or struts can also affect tire wear. If the shocks/struts are weak, the tires will bounce excessively as they roll resulting in a cupped wear pattern on the tread. Q. What is “Memory Steer?” A Memory steer is when the steering wheel is slow to return to center after making a turn. This may cause a steering pull or drift to one side after turning. Possible causes include: ● Binding in the upper strut mounts due to wear, corrosion or damage. If the upper strut mount is binding or loose, the strut will have to be removed and disassembled so a new upper bearing plate can be installed, or the entire strut can be replaced with a new preassembled strut (which is much faster and easier). Continued on page 62

August 2014 | Counterman

Annual Technical Forum Motor Oil

Can the wrong viscosity motor oil cause a Check Engine light to come on?

A. Yes it can. Always follow the viscosity recommendations in the vehicle owner’s manual or the markings on the oil filler cap on the engine (or the dipstick). Modern engines are designed to use a specific viscosity of motor oil such as 5W-20, 5W-30, 0W-20. It is especially important to follow the vehicle manufacturer’s viscosity recommendations if an engine has Variable Valve Timing (VVT). If the wrong viscosity of oil is used (too thick, for example) in a VVT engine, the cam phaser(s) may not react quickly enough when the engine computer commands cam advance or retard. The cam phasers rotate the position of the camshaft forward or backward a certain number of degrees to advance or retard relative cam timing. The cam phasers use oil pressure to change the timing, so if the oil is too thick it flows more slowly through the metering orifices into the phaser causing a delay in the timing change. The cam position sensor that monitors the relative position of each camshaft tells the computer that the cam is not advancing or retarding as quickly as it should, causing the computer to set a fault code and turn on the Check Engine light. This may lead to a misdiagnosis of the problem, resulting in a cam phaser and/or cam position sensor being replaced unnecessarily when the real problem is simply the wrong viscosity motor oil. The fix would be to drain the crankcase, refill the engine with the correct viscosity motor oil, and clear the code. Q. Is it safe to use a modern motor oil in an older engine? A. It depends on the engine and the application. The current generation of motor oils that meet API “SN” or ILSAC GF-5 specifications contain reduced levels of the anti-wear additive ZDDP (zinc dialkyl dithiophosphate), which is often referred to as “zinc.” The levels of this particular anti-wear additive have been reduced to help extend the life of the catalytic converter, and because most modern engines don’t need as much anti-wear additive as older engines. The highest point of friction inside an engine is the contact point between the cam lobes and lifters (or cam followers in an OHC engine). Since most modern engines use roller rockers or followers, there is much less friction and less need for anti-wear additive. Consequently, the amount of ZDDP additive in the oil has been reduced from 1,500 parts per million (PPM) to around 800 PPM or less. CM

August 2014 | Counterman

Annual Technical Forum Gaskets

What causes valve cover and pan gaskets to leak? A. When a gasket leaks, it may or may not be the gasket’s fault. Gaskets are designed to be long-lived, but over time heat, corrosion, abrasion and chemical attack may cause some gaskets to fail. Valve cover and oil pan gaskets may develop oil leaks if the gasket material loses its elasticity. On older vehicles, cork gaskets were typically used because they were relatively inexpensive compared to molded rubber gaskets. Cork takes a compression set once the gasket has been clamped in place. Over time, heat can also make a cork gasket hard and brittle, causing the gasket to eventually lose its ability to maintain a leak-free seal. Molded rubber gaskets are much better because they retain their elasticity better over time. If somebody attempts to “fix” a leaky valve cover or pan gasket by overtightening the pan or cover bolts, they’ll usually crush the gasket and make the leak even worse. The only solution for a leaky valve cover or pan gasket is to replace it with a new gasket. The new gasket can be the same as the original (cork or molded rubber), or you can recommend upgrading from cork to molded rubber or a premium plastic carrier-style gasket that features raised silicon or synthetic rubber sealing beads. If a customer wants to stick with a more economical cork gasket for an older vehicle, it’s important to know that the quality of the gasket can vary significantly depending on the materials used in the gasket. The higher the quality of the raw materials that go into the gasket, the longer it will retain its elasticity and maintain a leak-free seal. Some of the cheaply made cork/rubber gaskets use inferior materials that won’t last. They may seem like a bargain at the time of purchase, but when they start to leak six months or a year down the road, your customer will realize they were no bargain at all. Better to recommend a quality replacement gasket you know will stand up. Some cork/rubber pan and cover gaskets have “extra” features that make them easier to install and improve their long-term durability. These may include a metal carrier that provides stiffness and reinforcement. This also makes the gasket easier to handle and install without damaging it. Some cork/rubber gaskets also have grommets in the bolt holes that prevent the gasket from being overtightened. The thickness of the grommets limit the amount of crush on the gasket so it will provide the optimum seal. Though sealers and adhesives are not always required for cork gaskets, they can make installation easier and provide added sealing insurance. Some cork pan and cover gaskets come with an adContinued on page 62

August 2014 | Counterman

Annual Technical Forum Fuel Pumps

Do some vehicles have more than one fuel pump? A. Yes. Pickups with dual tanks have a transfer pump to move fuel from one tank to another. Some performance cars like the Mustang Shelby and new Dodge Challenger Hellcat use two fuel pumps to quench the thirst of their high-powered engines. Late-model cars with Direct Gasoline Injection (GDI) have an electric pump in the tank to send fuel to the engine, and a secondary mechanical high-pressure fuel pump to boost the pressure that goes to the injectors. A similar setup is used in vehicles diesel engines. Some vehicles may also have a low-pressure in-tank pump that supplies fuel to a high-pressure, in-line pump outside the tank. Q. Does the design of the fuel system affect the life of the fuel pump? A. Yes. Engines with electronic fuel injection (EFI) use a high-pressure electric pump mounted inside or near the fuel tank. EFI fuel pumps operate continuously and generate 35 to 85 psi depending on the application. In 15,000 miles of driving, an EFI pump in a return-style system will circulate thousands of gallons of fuel from the tank to the injector rail and back again because the fuel that is not needed is recirculated back to the tank. This actually increases the temperature of the fuel in the tank, which over time can shorten the life of the pump â&#x20AC;&#x201D; especially if the tank is maintained at less than one quarter full (a fuller tank runs cooler). On some vehicles, the engine computer reduces pump speed when extra fuel is not

August 2014 | Counterman

needed, and increases pump speed when more fuel is needed. This reduces wear and tear on the pump and helps extend its service life. On late-model vehicles that have a â&#x20AC;&#x153;returnlessâ&#x20AC;? constant pressure EFI system, there is no return line from the engine to the fuel tank because the pressure regulator is mounted on top of the fuel module assembly inside the fuel tank, and fuel is returned directly in the tank. This keeps the fuel in the tank cooler and helps prolong the life of the pump. If the engine computer also varies the speed of the pump, that helps extend pump life too. EFI fuel pumps rely on fuel for both cooling and lubrication. Running the fuel tank empty can damage the fuel pump, so that should never be allowed to happen. Contaminants inside the fuel tank such as rust or plastic flakes also can increase pump wear. Outside contaminants such as dirt or moisture can also damage the pump if they are introduced while refueling the vehicle. The fuel filter will trap dirt particles and other solid contaminants that exit the pump before they can reach the injectors, but the pump itself runs on unfiltered fuel. The mesh filter sock on the fuel pump inlet is not fine enough to stop smaller particles that can damaged the pump. If a fuel pump has failed due to unusual wear, the inside of the fuel tank should be inspected and cleaned. If the tank is an old rusty steel tank, it should be replaced otherwise the new pump will likely suffer the same fate. Aging plastic tanks can also flake internally and should be replaced if they show signs of deterioration. Removing and cutting open the fuel filter will usually reveal what kind of contaminants were present in the fuel. CM

Annual Technical Forum Oil Filters

Is there a way to accurately compare one oil filter to another? A. There is, but filter manufacturers don’t make it easy for the average consumer to do so. Filter efficiency, the average size of the particles it traps, the filter’s dirt-holding storage capacity, maximum service life and quality of construction can vary quite a bit from one filter to another. Rather than list a lot of specific numbers and performance details on their packaging, most filter manufacturers typically market their products as “good, better and best” or as “economy grade, standard grade and premium grade (and maybe ultra-premium grade).” It’s easier for consumers to understand. Some filter manufacturers promote their filters as lasting two or more times longer than a “standard” filter. Others promote the fact their filters are better at trapping particles as small as 5 microns. Many oil filters are best at trapping particles 30 to 50 microns in size and larger, and are less efficient at trapping smaller particles. How well a filter performs in a given application depends on the type of media that is used to trap contaminants, how much surface area or depth the media provides and the design of the filter itself. Filter media runs the gambit from cellulose (paper) to synthetic fibers to mixtures of cellulose and synthetic fibers to screens. A good, quality filter will provide high filtering efficiency, extended dirt holding capacity and minimal resistance to flow. Filtering efficiency will vary depending on the size of the particles the media is designed to trap. One filter may be 98 to 99 percent efficient at trapping particles 30 microns and larger, but much less efficient (say 25 percent) at trapping smaller particles as small as 5 microns. Decreasing the average pore size of the filter media improves filtering efficiency for smaller particles and results in cleaner oil. But the trade-off is that it can also increase resistance to oil flow through the filter. If the average pore size is too small, the filter may restrict oil flow and cause a drop in oil pressure on the output side. Consequently, filter manufacturers have to balance filtering efficiency (and particle size) with storage capacity and flow. A filter’s “Beta rating” is one way to compare one filter to another. The Beta rating is based on an ISO 16889 laboratory test procedure that circulates a test fluid containing particles of a known size through a filter. The Beta rating will vary depending on the size of particles used, so there will be one beta rating for 5 micron sized particles, another for 10 micron sized particles, another for 30 micron sized particles and so on. Beta ratings are often used to compare industrial filters but are Continued on page 76

August 2014 | Counterman

Annual Technical Forum Spark Plugs

What happens if 100,000-mile spark plugs are not changed at 100,000 miles? A. Most platinum and iridium spark plugs will continue firing for another 10,000, 20,000, 30,000 miles or even longer. But eventually electrode wear will cause them to misfire â&#x20AC;&#x201D; and once a plug starts to misfire, fuel economy and performance plummet. Emissions also increase dramatically. This will usually trip the OBD II misfire monitor, set a misfire fault code for the cylinder(s) that are misfiring and turn on the Check Engine light. A vehicle will not pass an emissions test if the Check Engine light is on. Another consequence of not changing spark plugs at the recommended service interval is that the plugs may be even more difficult to remove. Most (but not all) long-life platinum and iridium spark plugs have a nickel or other anti-corrosion coating on the plug shell that is supposed to prevent corrosion and micro-welding between the threads on the spark plug and those in the cylinder head. Steel plugs in aluminum heads are much more of a problem than steel plugs in cast iron heads because dissimilar metals react more than similar metals. Consequently, spark plugs that have been left in aluminum heads for a long, long time often stick and can be troublesome to remove. Spark plugs that have been in place for 100,000 miles or longer should be removed carefully to minimize the risk of damaging the threads in the head. In addition to corrosion between the threads, carbon buildup can jam the threads making the plug difficult to remove. Alternately loosening and retightening the plug, and/or using

August 2014 | Counterman

penetrating oil around the base of the plug can help ease it out without damaging the threads in the cylinder head. If the threads in the spark plug hole are damaged, some type of thread-repair will be necessary before new plugs can be installed. This can often be done without having to remove the cylinder head (but not always). Threads should also be cleaned before new plugs are installed. Although some technicians apply a small dab of anti-seize compound to the threads when new plugs are installed (to make removal easier in the future), most spark plug manufacturers do not recommend this practice. Why? Because anti-seize acts like a lubricant. This may result in overtightening the plug and damaging the threads in aluminum heads. Q. Do new spark plugs have to be gapped? A. Most spark plugs come pre-gapped and are ready to install, but the gap that fits most applications may not be correct for every application a particular spark plug fits. Consolidation is always a compromise, so there may be instances where the gap needs to be adjusted slightly to meet the vehicle specifications. With J-gap spark plugs (any type), the gap between the center electrode and side electrode can be checked with a feeler gauge, wire gauge or coinstyle spark plug gauge. If the gap is not the same as what is required for a particular application, the outer electrode can be carefully bent closer or further from the center electrode to adjust the gap. Some spark plugs such as those with multiple side electrodes are not adjustable and should be installed â&#x20AC;&#x153;as isâ&#x20AC;? with the factory gap. CM

Annual Technical Forum Wipers

How often should wiper blades be replaced? A. That’s like asking how often a baby’s diapers should be changed. It depends on usage. Standard recommendations like “change your wipers twice a year” or “replace your wipers every year” are usually appropriate for the average motorist, but blade life really depends on frequency of use and environmental factors such as dirt, dust, road splash, temperature, ozone and sun exposure. In a relatively dry climate, a seldom used set of wiper blades might last several years provided the vehicle does not spend a lot of time parked in direct sunlight (which ages blades quickly) and the temperature is not too hot (heat is hard on blades too). In a relatively wet climate where the blades are used frequently, changing the blades twice a year might not be often enough to maintain optimum visibility. Once the blades start to streak and smear, they need to be replaced. Environmental factors such as road grime and grit that splash on the windshield also can abrade the wiping edge on the blades, causing them to wear quickly. A customer may need to replace their wipers blades more often if they spend a lot of time driving on gravel roads (dirt abrasion) or operating their vehicle in a polluted urban environment (ozone shortens blade life). Unfortunately, many motorists don’t follow the advice to replace their blades yearly or twice yearly because they don’t want to spend the money. Many wait to change their blades until their old blades are barely wiping at all or are literally falling apart. That’s NOT a good idea because poor wet weather visibil-

August 2014 | Counterman

ity is a major cause of accidents. For safe driving, the blades should be in like-new condition and replaced as often as necessary to maintain good visibility. If a customer does not want to replace their blades on a regular basis, recommend upgrading to premium wiper blades that are made of better materials and generally provide longer service life. Premium blades cost a little more but they also last two to three times longer and usually outperform most economy and standard wiper blades. Premium options include conventional frame blade configurations, frameless beam-style blades and “hybrid” blades. Beam-style blades and hybrid blades are a good choice for winter driving because they resist ice buildup and jamming like a covered frame-style winter blade. Q. A customer bought a new set of blades, but complained the blades were not wiping very well. Were the new blades no good? A. Wiper blades do have a limited shelf life. Rubber can harden with age and lose elasticity, making a blade chatter and streak when it is installed. Dust-covered old stock that has been hanging on a rack or sitting on a shelf for years may be expired if the blades are made of natural rubber (synthetic rubber has an indefinite shelf life). If the stock is less than a couple of years old, the blades should be fine — so if the blades are not performing well the problem is likely weak wiper arms. If the springs inside the wiper arms have weakened over time (which they do), the arms may not exert enough downforce on the blades. This may prevent a new set of blades from wiping cleanly, and allow unwanted wind lift at highway speeds. CM

Annual Technical Forum Sealants

My customer’s engine is losing coolant and overheating but he can’t find a leak anywhere. What should I recommend? A. Chances are your customer has a coolant leak inside his engine, probably a leaky head gasket or a hairline crack in the cylinder head. Pressure-testing the cooling system will reveal whether or not the system can hold pressure. If it can’t, it confirms the engine has an internal coolant leak that needs to be fixed. Replacing a head gasket is an expensive repair. Replacing or repairing a damaged cylinder head is even more expensive. A faster, easier and much more economical solution that often works is to add a bottle of block sealer to the cooling system. Block sealer is not the same as ordinary cooling system sealer. It is designed to seal tougher leaks than the small pinhole leaks and seepage problems that can often be stopped with ordinary sealer. Block sealers contain ceramic microfibers that can fill larger cracks to create a permanent repair. It works well on leaky head gaskets, hairline cracks in heads and blocks, freeze plugs, radiators and heater cores. The product is compatible with all types of antifreeze and will not clog heater cores or other cooling system components. To get a long-lasting seal, follow the directions on the product. This usually in-

August 2014 | Counterman

cludes shaking the bottle to make sure the ingredients are thoroughly mixed, adding the product to the radiator or coolant reservoir, then running the engine to operating temperature so the product can circulate and find the leak. If the sealer does not seal the leak, further repairs will be required. But in many instances, block sealer will do the trick and save your customers a big repair bill. Q. Are there leaks that block sealer or other sealers can’t fix? A. Yes. A leaky water pump shaft seal won’t respond to block sealer or other sealers because of the constant motion between the shaft and seal. The only way to stop this type of leak is to replace the water pump. Also, leaks in hoses can be difficult to seal because of the flexible nature of the rubber hose material. Replacing a leaky hose with a new hose is the recommended fix (and new clamps, too). Q. What are the symptoms of a leaky head gasket? A. White smoke (coolant vapor) may be visible in the exhaust when the engine is running, and the engine will be using coolant with no external leaks visible. If coolant is getting into the crankcase and mixing with the oil (which can be very damaging to the engine’s bearings), the oil will appear milky or foamy. Spark plug fouling also may occur if coolant is entering a cylinder. In a wors-case scenario, coolant may fill a cylinder causing the engine to hydrolock so that it won’t crank over or start. Coolant that gets into the combustion chamber and passes into the exhaust also may foul the oxygen sensors and/or catalytic converter. CM

Annual Technical Forum Fuel Additives

Do today’s engines really need fuel injection cleaner additives? A. Yes. Gasoline retailers are required by law to include minimal amounts of detergent in pump gas, but the amounts may not be high enough to keep fuel injectors, intake valves, throttle bodies and combustion chambers clean. Varnish buildup in the injectors can restrict fuel flow and hurt performance, fuel economy and emissions. A buildup of varnish deposits as little as 5 microns thick in the critical valve/nozzle area can restrict fuel delivery as much as 10 percent. Carbon buildup in the combustion chamber can increase compression to the point where detonation becomes a problem when the engine is working hard under load. The knock sensor will detect detonation (spark knock) and cause the engine computer to retard timing. This makes the knock go away temporarily but it also reduces fuel economy and performance. Carbon deposits on the intake valves can also restrict airflow, causing hesitation and performance problems. The problem is made worse in older high-mileage engines because the valve guides and seals may be worn, allowing oil to leak down the intake valve stems and add to deposit formation. Newer engines with gasoline direct injection can also experience rapid carbon buildup on the intake valves because the intake valves run dry. Fuel is sprayed directly into the combustion chamber rather than the intake port, so there is no fuel spray to wash the valves and keep them clean. The remedy for all of these conditions is to (1) buy a “Top Tier” gasoline that contains higher levels of detergents and cleaners to prevent varnish and carbon buildup in the fuel system and engine, (2) use a general purpose fuel system cleaner regularly (every 3,000 miles is typically recommended) to help keep the injectors and fuel system clean, and (3) use a stronger fuel system cleaner if the first two steps are not keeping the fuel system and engine clean. Although most fuel system cleaners are added to the fuel tank (always follow usage directions), some products like throttle cleaner are sprayed directly into the throttle body. A dirty throttle body can cause hesitation and idle problems. Other products can be fed into the intake manifold through a vacuum hose connection to clean the intake runners and valves. As a last resort, it may be necessary to have the fuel system and injectors professionally cleaned on or off the vehicle if fuel additives or aerosol sprays alone can’t remove stubborn deposits. Continued on page 76

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ECHANIC CONNECTION By Gary Goms, commercial accounts editor

Understanding Tapered Roller Bearing Terminology, Issues hen your professional repair shop replaces wheel bearings or rebuilds a drive axle assembly, he’s likely to be calling for new tapered roller bearings. For that reason, it’s essential that you understand tapered roller bearing terminology and issues. Tapered roller bearings are designed to hold a rotating component in an exact perpendicular relationship with its axis, which is why tapered roller bearings are found in many wheel bearing, manual transmission, and drive axle applications. The bearing assembly or “cone” consists of the inner bearing race, the tapered rollers, and the cage that holds the rollers in place.

The “cup” or bearing race in which the cone resides can be made in various thicknesses and depths for various applications. Regardless of brand, bearings are stamped with a universal code number indicating various design features. If you experience a cataloging error, the easy way out is to use the old bearing numbers to determine their correct replacements. In the following text, I’ll cover more about installation and warranty issues that you’re likely to encounter when selling tapered roller bearings. Wheel Bearings When installing tapered roller wheel bearings, the most common

As illustrated here, this opposed pair of drive axle pinion gear bearings consist of a smaller and larger bearing, which is a common configuration on wheel and drive axle bearings.

amateur mistake is to mate a new tapered roller bearing cone assembly against a used cup. Although the bearing cup looks good to the untrained eye, it’s not going to last very long because the cup has gradually worn from a flat to a convex surface that drastically reduces the load-carrying ability of the bearing. Front wheel bearings are also packed with a grease formulated to “track” with the tapered rollers as the wheel rotates. Tapered roller wheel bearings require a high-temperature molybdenum-based grease while tapered roller wheel bearings used on boat trailers might require a water-resistant synthetic bearing grease. For maximum wheel bearing life, the bearing must be adjusted to zero end play by tightening the adjusting nut to align the tapered rollers, then releasing the pressure and gradually re-adjusting the bearing until the end play is reduced to zero. Drive Axle Bearings Tapered roller bearings used in drive axle assemblies are usually preloaded, which means that pressure is mechanically applied to the bearings to help them maintain correct gear contact patterns. Since drive axles can use shims or collapsible “crush” sleeves to adjust preload on tapered roller bearings, it’s important to follow manufacturer’s instructions. New rear axle pinion bearings must be tightened, for example, until about 30 inchpounds of rotating torque is required to rotate the pinion gear. Carrier bearings are preloaded by using a special tool to spread the gear case about .010 inches. Continued on page 58

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ECHANIC CONNECTION By Gary Goms, commercial accounts editor

Selling Drum Brake Parts lthough four-wheel drum brakes disappeared from production during the early 1970s, you’re probably still selling brake shoes and hard parts for many newer vehicles equipped with rear drum brakes. Since drum brakes are obsolete technology, more than a few questions might arise when a wholesale or retail customer places an order. For example, what is the difference between the primary and secondary shoes and why should the wheel cylinders be replaced? In the following text, I’ll try to answer these and other questions.

Primary And Secondary Brake Shoes As seen in the photo, the primary brake shoe with the shorter lining is located at the front of the brake assembly. Many amateur mechanics occasionally mount the primary shoes on one side and the secondary shoes on the other, which causes a severe brake pull. Or they install them in the wrong locations, which causes a similar complaint. Mixing brake shoes from box-tobox also can cause a pulling complaint because, while the part number is the same, the composition of the lining might differ. Since the front brakes do most of the work of stopping the vehicle, the front brake linings are usually wider than the rear. Brake Drums For maximum braking power, the brake drum surface must be perfectly concentric with the brake shoes. Most brake drums under 11 inches inside diameter can be turned a maximum of .060 inches as indicated by the 45-degree 56

August 2014 | Counterman

On this rear drum brake, the park brake lever is located on the secondary shoe and the adjusting wheel is located between the lever and primary shoe.

chamfer machined at the edge of the drum surface. It’s also particularly important to know that brake drums can easily be knocked outof-round if abused or mishandled. Brake Spring Kits As illustrated, each brake return spring has a different color and belongs in a specific location. The top front spring controls the engagement of the primary brake shoe while the top rear spring controls the application of the self-adjusting mechanism. The bottom spring pulls against the brake adjusting pawl to adjust the brakes. The small round retaining springs at the center of the shoe hold the brake shoes securely to the backing plate and help dampen brake squeal. Since brake return springs tend to weaken or break, installing new spring kits is highly recommended.

Self Adjustors The cable adjustor illustrated in the photo on page 58 is the most common design. The cable must not be frayed and must hold the adjusting pawl at about mid-point on the adjustor “star wheel.” The ear-shaped cable guide located near the top of the secondary is held in place by the top brake return spring. As with return springs, new self-adjustor kits are recommended to maintain brake shoe adjustment. Wheel Cylinders A wheel cylinder contains two metal pistons, two rubber cup seals, an expansion spring and two rubber end cap boots designed to seal against moisture. The front wheel cylinders are usually larger diameters and are made in left and right-hand sides. Brake fluid leaking from internally Continued on page 58

MECHANIC CONNECTION Bearings continued from 54 Warranty Issues Metallic contamination in the gear oil is the most common reason for new pinion gear and carrier bearings to prematurely fail in a drive axle. Since petroleum solvents won’t remove small metallic particles, the only sure way to remove these particles is to use hot soap and water from a pressure washer or steam cleaner. Hammering a bearing into place is the second most-common reason for premature failure because, in most cases, the race or bearing cage will be damaged. Using an incorrect lubricant also will ensure premature failure. To ensure maximum bearing life, always sell the specified bearing grease or oil with the new bearing assembly and, while you’re at it, remind your professional customer to install new oil seals as well. CM

To avoid damaging the bearing cage, this rear pinion gear support bearing is being pressed onto the shaft or gear with an old bearing race.

Gently lifting the end cap boot will reveal a leaking wheel cylinder. Any cylinder that appears “moist” should be replaced. 58

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Brakes continued from 56 corroded wheel cylinders will cause the individual brake to pull and grab. To prevent brake fluid and axle grease from contaminating brake shoes, most veteran brake technicians prefer to install new wheel cylinders and axle seals with each brake shoe replacement. To prevent mixing parts from sideto-side, replace the old brake shoes one side at a time. To prevent brake pull, clean the brake lining and drum surfaces with aerosol brake cleaner and a clean shop rag. At the minimum, a professional set of brake spring pliers are required to remove and replace the brake return springs. After replacing the wheel cylinders, follow the manufacturer’s recommendations for bleeding air from brake hydraulics. The drum-to-shoe clearance must be initially adjusted with a suitable brake-adjusting tool. Always re-adjust the parking brake last. CM

TECH TIPS

Fuel Pump Failure And Replacement he fuel pump is an integral part of any car or truck, given it is responsible for pumping the right amount of a vehicle’s fuel from its tank to the engine in order to keep the fuel volume and pressure within specifications, and the vehicle operating as it should. Too little pressure can

A technician opening a rear access panel to reach the fuel tank in order to remove and replace the vehicle’s damaged fuel sending unit.

starve the engine of fuel, causing it to run lean, misfire, hesitate or stall. Too much fuel pressure can cause the engine to run rough, waste fuel and pollute. Even the most experienced technician can experience issues from time to time when servicing and installing fuel pumps or modules. Those particular situations require looking beyond what at first may appear obvious to help ensure the job is completed efficiently and the customer is back on the road quickly.

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overlooked can save hours of diagnostic time and trouble. Check the condition of the fuel. Some contaminants are visible; Delphi’s new fuel how-to video problems such as the wrong fuel series, coming soon to the Delphitype (e.g. ethanol) are not. Water AutoParts YouTube channel, shows in the fuel system leaves steel fuel step-by-step instructions on how to lines susceptible to internal rust. perform key operations associated If a pump or module is contamiwith fuel pump repair, including nated with rust, check the inside how to perform a pressure and of the lines and replace if you see flow test, voltage drop test, fuel any evidence. pump installation, wiring harness Inspect fuel system components replacement, for bent hoses and pipes, damaged float arm conelectrical connectors and dented or nection, fuel collapsed fuel tank which may be tank removal preventing the fuel pump module and cleaning, from operating properly. Check the testing alcohol ground wire leading to the pump content of gaso- or module and in the harness for line and help connection integrity — and test for identifying flex ground continuity. Also, inspect for fuel vehicles. rodent damage, vehicles parked for A malfuncextended periods often fall prey to tioning fuel mice and other animals that may system can pre- chew on the wiring. When customers come in for service and you notice they’re driving on “E,” make sure they know that operating with little or no fuel can contribute to premature failures and other malfunctions. Fuel cools the pump motor, so when drivers are running on little to no fuel, overheating can result. Fuel pressure gauge installed to read the vehicle’s fuel pressure. Pressure readings Besides heat damage, running a vethat are too low or too high could indicate hicle on low fuel causes the pump a problem somewhere in the fuel delivery to pull the dirtiest fuel from the bottom of the tank and possibly system. cause increased wear. This can devent an engine from starting, but so stroy or shorten the life of an eleccan other problems such as lack of tric pump. spark, a blocked air intake, or a broken timing belt and no fuel in the For more tech tips, fuel tank. Be sure to rule out these check out the Delphi website at possibilities before continuing to didelphiautoparts.com. agnose the fuel system. Making this quick inspection for issues often

22nd Annual Technical Forum Friction continued from page 32 than the last generation friction materials they replace. Improvements include better stopping power (up to 40 percent better fade resistance), improved wear resistance, reduced dusting and noise (up to 35 percent quieter). Q. How can you tell if a set of brake pads are low-copper? A. Pads that meet the new low copper requirements are being certified by the Automotive Manufacturers Equipment Compliance Agency (AMECA). Ratings include “A”, “B” and “N” edge codes. Each edge code represents a

different level of compliance for various contaminants in the friction material. These include copper (Cu), asbestos, chromium (Cr), lead (Pb), mercury (Hg) and cadmium (Cd). Those that meet the highest rating “N” contain less than 0.50 percent copper and no asbestos, chromium, lead, mercury, cadmium or antimony. New “Leaf Marks” started appearing on some brake pad packaging in January 2014 to indicate the compliancy level of the product. This mark gives consumers and technicians the ability to tell at a glance if the pads are environmentally compliant. CM

Suspension continued from page 34 ● Binding in the steering gear or linkage. Corrosion or damage in the outer rid rod ends may be causing a bind. On vehicles that do not have rack & pinion steering, binding in the idler arm bushing can make the steering feel stiff and slow to return to center. On vehicles with rack & pinion steering, binding in the rack or improper rack adjustment can cause binding. ● Binding in the ball joints due to corrosion or damage. Ball joints should be inspected, and replaced as needed. On vehicles where the ball joint is an integral part of a “unitized” control arm assembly, the whole control arm will have to be replaced unless there is an aftermarket ball joint that allows the joint to be replaced separately. ● Unbalanced power steering assist. Wear inside the steering rack and/or leaky seals may be causing the problem. Replacing the steering rack should fix the problem. Note: your customer should also flush the PS system when the rack is replaced and refill it with fresh PS fluid. Hoses should also be inspected and replaced as needed. CM

Gaskets continued from page 38 hesive already applied on one side so the gasket can be positioned on the cover for easy installation. Additional sealer should not be necessary with this type of gasket. Sealer should never be used when installing a molded rubber gasket or a plastic carrier-style gasket. Sometimes a pan or valve cover gasket will leak because excessive pressure is building up inside the crankcase. This often happens with older, high-mileage engines that have a lot of blowby due to ring 62

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and cylinder wear, but it can also happen in performance engines that are revved at high RPM. A reinforced-style replacement gasket would provide the best longevity in both of these applications. A pan or cover gasket or the crankshaft end seals may leak if a plugged PCV valve or PCV hose allows blowby vapors to build up pressure inside the engine. If the problem isn’t diagnosed and repaired, chances are the replacement gaskets won’t be able to hold a seal for long. CM

EXECUTIVE INTERVIEW

Executive Interview With Chris Morse, Senior PR Manager, Head Of Merchant Communications, PayPal hris Morse, senior PR manager and head of merchant communications for PayPal, explains why PayPal is ready to expand its successful consumer business in the commercial arena and explains the myriad options PayPal has for merchants and consumers alike.

PayPal is well-known in the consumer retail arena and is now making an effort to grow in the commercial space as well, particularly in the auto parts business. Tell us a little about this. What is it about the auto parts business that appeals to PayPal? Chris Morse (CM): PayPal has a net-

work of more than 148 million active global customers and millions of businesses of all types and sizes that trust us to make safe and secure payments. The auto parts business is an ideal market to use PayPal as we can scale for businesses of all sizes, services and products; for example, we have direct integration with Advance Auto Parts nationwide and millions of merchants have committed to accepting PayPal in store. What segments of the auto parts industry can you serve – parts retailers, repair shops, or both? CM: All parts of the auto industry

as well as their customers can benefit from using PayPal. No matter the size of an auto parts merchant, we have a way for them to accept PayPal and other forms of payment, whether in store, online or on a mobile device: ● Sole proprietors: PayPal Here ● Small and mid-sized: We have partnerships with mobile POS

systems like ShopKeep, Revel, Vend, etc. ● Large: We have struck deals with folks like NCR and Micros ● Online/mobile: You can accept PayPal online What are some of the business tools you provide to parts retailers/service providers? CM: We have several tools, but here

is a quick snapshot of just a few: ● Bill Me Later: Our ability to enable merchants of all sizes to offer credit to their customers – online or in store. ● Invoicing: Create, send and manage invoices all from within Excel. ● PayPal Working Capital: A way to offer small merchants access to capital quickly to grow their business. Describe the various payment options PayPal offers and the benefits they can provide to business owners. CM: Here is a list of the options we

offer: ● PayPal Mobile App (in store): Use our app like a wallet to pay at the counter, from the table, or from around the corner; your order is in your hands. Or simply select PayPal at the register to log in and pay, just like online. ● PayPal Express Checkout (online): If you already offer credit cards, add PayPal to your checkout. Express Checkout is optimized for any device and is trusted by more than 148 million PayPal users. The button can be added to any site within minutes and can benefit any business.

● PayPal Here (on the go): Start accepting payments on your iPhone, iPad or most Android phones with our app and card reader. With no long-term commitments and live customer support, it’s quick and easy to start getting paid. Security is of utmost importance in e-commerce. Talk a little bit about the measures PayPal takes to keep a customer’s data secure. CM: PayPal has built industry-

leading security, anti-fraud and risk management technology that allows us to detect unusual activity on our system the moment it happens and often, before it has an opportunity to impact our customers. To help protect merchants – which has also helped us gain consumer trust – we will not share financial or personal information with the merchant in the transaction process. In fact, according to a 2013 Javelin Strategy & Research report, consumers rate PayPal above Visa and MasterCard for privacy protection. What makes your product different/better than other e-commerce vendors today? CM: Payments have been our one

and only focus for the past 15 years. We are continuing to learn and evolve and develop an open platform that supports a range of hardware readers, POS systems, software solutions and works with existing acquirer systems – retailers do not have to rip out existing systems. We are an open infrastructure that builds a platform for the next generation of payments. CM

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Track Talk NASCAR’s Chase Grid™ Live to Debut in the Windy City As the Chase for the NASCAR Sprint Cup™ picture comes further into focus, NASCAR has announced that Chase Grid™ Live Sponsored by Toyota and Sprint will make its debut in downtown Chicago on Sept. 10-11. The free outdoor fan fest located on North Michigan Avenue, will culminate with a two-hour live show featuring all 16 Chase for the NASCAR Sprint Cup drivers, just days before the momentous Challenger Round debuts at Chicagoland Speedway. “There’s no better way to introduce our new Chase for the NASCAR Sprint Cup format than by inviting our fans – the most loyal in sports – to be a part of the celebration,” said Steve Phelps, NASCAR chief marketing officer. “We are fortunate to have partnered with two world-class brands in Toyota and Sprint to provide an unforgettable fan experience as we embark on this significant moment for our sport.” In conjunction with this announcement, fans can visit NASCAR.com/ChaseGridLive to enter the Chase Grid™ Live Sweepstakes. The Grand Prize package includes an all-inclusive trip to Chicago for a VIP experience at Chase Grid Live, two VIP access passes to all three national series races at Chicagoland Speedway, a ride in the Toyota Camry

Grand Marshal car before the NASCAR Sprint Cup race, and $1,000 spending money. Fans can enter the Chase Grid Live sweepstakes through Aug. 29. “Toyota is proud to once again partner with NASCAR and Sprint in Chicago for this annual celebration of the Sprint Cup Series championship contenders,” said Ed Laukes, vice president of marketing, performance and guest experience, Toyota Motor Sales, U.S.A. Inc. “With this season’s new Chase format and 16 worthy competitors

vying for the championship trophy, this is an event Chicagoans and NASCAR fans will certainly want to attend. Being from Chicago, I know it’s a great venue and knowing NASCAR it will definitely be a must-see event.” Throughout the two-day fan fest, ESPN will feature live segments with many of the 16 drivers competing in the Challenger Round and various other NASCAR personalities making appearances on-site. Fans in attendance will be treated to custom content that will be featured on Sprint Vision, a high definition 18x32.4-foot screen; Toyota Camry NASCAR Sprint Cup show cars; and a special in-

show tribute by NASCAR and Toyota to the nation’s servicemen and women. For the fourth-consecutive year the Chase for the NASCAR Sprint Cup begins at Chicagoland Speedway. For tickets to the Sept. 12-14 race weekend, visit ChicagolandSpeedway.com or call 1-888-629-RACE (7223). Single-day tickets are available. The first race in the Chase for the NASCAR Sprint Cup from Chicagoland Speedway will air live on ESPN at 2 p.m. ET on Sunday, Sept. 14. The race will also be broadcast on the WatchESPN app, MRN and SiriusXM NASCAR Radio, with additional coverage on NASCAR.com.

Fans can visit NASCAR.com/ChaseGridLive to enter the Chase Grid™ Live Sweepstakes for a VIP trip to the inaugural event in Chicago.

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

MARKETPLACE Auto Care Association Digital Auto Care Factbook 2015 The Auto Care Association’s Digital Auto Care Factbook 2015 and the Digital Auto Care Factbook & Lang Annual 2015 feature an extended Industry Forecast through 2017 provided by IHS Automotive, driven by Polk. The forecast is the product of the Auto Care Association and the Automotive Aftermarket Suppliers Association (AASA) Channel Forecast Model and is one of the new value-added content highlights in this year’s Digital Auto Care Factbook and Digital Auto Care Factbook & Lang Annual. Auto Care Association members received a complimentary copy of the Digital Auto Care Factbook 2015 as a member benefit in May, along with three guest passes. Additional copies for members and non-members are available for purchase.

Carter Fuel Systems Expands Product Range To Millions Of Additional Foreign Nameplate And Domestic Vehicles Carter Fuel Systems has introduced more than 120 new “Carter Complete” fuel module assemblies, electrical fuel pump sets, pumpand-hanger assemblies and other premium-quality products for millions of late-model foreign nameplate and domestic passenger vehicles. The new Carter parts include 65 premium fuel module assemblies, 25 electrical fuel pump sets, four pump-and-hanger assemblies and a variety of other components for domestic, Asian and European applications up to and including the 2013 model year. Many new Carter fuel modules, sets and pump-and-hanger assemblies feature the brand’s exclusive CleanScreen strainer, which offers up to 40 percent greater dirt-holding capacity and helps eliminate fuel delivery issues by preventing clogging.

Standard Motor Products Releases More Than 500 New Parts for Intermotor Import Line Standard Motor Products (SMP) has announced the addition of 503 new part numbers to its Intermotor line of genuine import parts. The Intermotor line expansion features more than 220 new switches, including multi-function, combination, windshield wiper, steering wheel audio control, fog lamp, cruise control and more, covering more than 46 million additional vehicles-in-operation (VIO). Intermotor also has added more than 180 sensors, including more than 100 ABS speed sensors, covering an additional 23 million VIO. Also added was significant coverage for cloneable TPMS sensors, brake master cylinder fluid level sensors, turbocharger boost, transmission input and output sensor, vehicle speed and more. Additional key category expansion includes ignition starter switches, ignition lock cylinders, fuel pressure regulators, PCV valves and relays.

August 2014 | Counterman

MARKETPLACE Standard Motor Products Introduces QWIK-SENSOR Multi-Coverage Cloneable TPMS Sensor Line Standard Motor Products Inc. (SMP) has introduced its new QWIK-SENSOR Multicoverage cloneable TPMS sensor line. SMP’s new TPMS sensor line complements the Standard and Intermotor OE-matching, cloneable TPMS program. The QWIK-SENSOR offering is engineered with the technological advancements that customers have come to expect from the company. The line will cover 94 percent of all domestic, European and Asian applications with three multicoverage TPMS sensors. QWIK-SENSOR Multi-coverage TPMS sensors are easily programmed with the new TechSmart T55003 TPMS tool and can be ID-cloned or factory relearned, technician’s choice. Each QWIKSENSOR is available in two valve stem configurations, metal or rubber, to match the proper application. QWIK-SENSOR TPMS sensors are color-coded for easy identification, come fully assembled right out of the box and once activated, are ready for installation and will work with all major brands of TPMS tools.

Bendix Adds Coverage For 50 Million Vehicles On The Road Today

KYB Americas Announces Expanded Strut-Plus Coverage

Honeywell Friction Materials, maker of Bendix and Stop by Honeywell brakes, has added 125 new model numbers in 2014 that cover over 50 million U.S. vehicles on the road. The coverage expansion includes disc pads and shoes, hydraulics and drums and rotors for popular late-model vehicles, including Chevrolet Silverado, Ford F series Super-Duty trucks as well as popular Mercedes Benz, BMW, Acura and Audi models. Bendix also has added hardware to more than 50 SKUs and plans to upgrade content on another 13 SKUs in the third quarter.

KYB Americas Corp. is excited to announce the release of expanded coverage for its popular complete strut assembly lineup: Strut-Plus. With the addition of these new part numbers, Strut-Plus now covers more than 70 million vehicles on the road today, including the most popular late-model Toyota, Ford, Honda, GM and Chrysler applications. First introduced in 2008, the KYB Strut-Plus is widely recognized as the highest-quality performance-restoring complete strut assembly available anywhere in the world. Since its launch, the Strut-Plus lineup has grown significantly by adding vehicle and cornerspecific part numbers that help restore original equipment designed performance.

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ROM THE PUBLISHER By S. Scott Shriber

Where Is The Trust Today? ow many times a day do you hear it? “You have to trust me on this” advertising that claims of being a “trusted source,” and on and on. Trust is a word that’s used everywhere today. In fact, at the risk of being trite, I’d say it’s overused. It seems today that it’s more of a saying than a word with actual meaning. It used to be that when someone said, “You can trust that it will be done,” it got done. Completing the task was taken as a personal commitment and a reflection of the person who made the commitment’s integrity. I think this literal meaning of the word has been lost today. The 2014 edition of Webster’s defines trust as: “The belief that someone or something is reliable, good, honest, effective, etc.” In 1828, Noah Webster defined trust as: “Confidence; a reliance or resting of the mind on the integrity, veracity, justice, friendship or other sound principle of another person.” The differences in the old definition and new definition are subtle, but they’re there. The original version talks about integrity, justice and friendship. The current version relies on the phrase “etc.” to allow the reader to fill in what it means. In a way, Webster’s is trusting us to complete the thought. That seems a bit scary to me considering what goes on today. In business, there needs to be a certain element of trust. When we contract or

H The 2014 edition of Webster’s defines trust as: “The belief that someone or something is reliable, good, honest, effective, etc.”

agree to purchase a good or service from someone, there’s an implied trust that commitments will be upheld on both sides and goods and services will be delivered and paid for. It all sounds simple until greed or dishonesty clouds the deal. I think greed is what drives most of the cloudiness. In today’s large, consolidated business entities, Wall Street plays a huge role in this trust-stretching. There’s such intense pressure to deliver increasingly higher returns that good judgment gets in the way. Then, large corporate structure allows individuals to hide behind the veil of the corporation and, voilà! Dishonesty, truth-stretching and trust-stretching prevail. The lesson for distribution business owners is: most of us distribute parts to repair vehicles one car at a time, and our business is a reflection of our relationship and commitment to our customers. How is your trust with your customers and suppliers? Can they count on you? What about your employees? In the end, the only real difference you or I can make is with our own integrity. I can assure you of one thing, though: if your customers and employees trust you, and your suppliers trust you as a business partner, you’ll be a more successful businessperson. Join the revolution, step out there and be trustworthy and trusted. Trust me on this.

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Y THE NUMBERS By Tom Dayton

Becoming An ‘RPO Pro’ any part specialists are familiar with the Service Parts Identification (SPID) label found on General Motors vehicles as a way of helping a customer locate paint codes. It also contains a wealth of other information, once you know how to decode it. The bulk of the information on the SPID label is a series of three-digit codes, arranged alphanumerically. These are known as Regular Production Option codes (RPO codes), and each one calls out a specific feature of the vehicle. Some codes are more useful than others to the parts specialist, but a handful of them are really helpful on a regular basis. There are four situations where I prefer to go to the RPO code when possible: 1. Identifying the transmission in order to catalog transmission components or oxygen sensors. 2. Selecting the alternator amperage when cataloging charging system parts and serpentine belts. 3. Cataloging brake parts on vehicles with multiple brake design options. 4. Identifying suspension designs when selecting shocks, steering and suspension components. Transmissions can be identified by the “M” code on the SPID tag. The most common cataloging question we run into is whether a full-size GM truck has a 4L60E or 4L80E transmission, and if it has a shallow or deep pan design. The 4L60E can be identified by its 16-bolt pan, or by its RPO code of “M30.” The 4L80E has 17 bolts, and an “MT1” code. According to GM, the deep pan for these transmissions is 76.6mm (about 3 inches) deep, while the shallow pan is 59.6mm (roughly 2-5/16 inches) deep. Often, a parts specialist is presented with multiple options for a replacement alternator and/or serpentine belt. Armed with the following “K” codes, a parts specialist can determine alternator amperage with-

M The bulk of the information on the SPID label is a series of threedigit codes, arranged alphanumerically. These are known as Regular Production Option codes (RPO codes), and each one calls out a specific feature of the vehicle.

Tom Dayton is operations manager for JS Auto Supply in Jamestown, N.Y., and was Counterman’s Counter Professional of the Year for 2009.

out trying to find a stamping number or tag on the alternator itself. RPO codes for most of the popular alternators used in the last 15 years, along with the code for “heated windshield” (another optional alternator descriptor) can be found here: 85A ...............................K99 95A ...............................K32 100A....................K60, KXB 102A .............................K43 105A ............K61, K62, K68 110A .............................K63 115A .............................K64 120A .............................K09 124A ...........................KW2 125A ....................K76, KG7

130A.............................KG8 135A ...........................KW3 140A.............................KG9 145A ...................KD9, KG3 150A ..........KG4, KG5, KH5 155A ...........................KW8 160A ...........................KW1 170A ...........................KW7 190A ...........................KW9 heated windshield .....C50

The “J” series codes for brake type are some of the most well-known RPO codes among seasoned parts specialists. For years, brake parts manufacturers have published charts of RPO codes in their paper catalogs, but many electronic catalogs only make reference to the code number itself, rather than providing a physical description. Simply put, even without knowing what each code represents, it is possible to sell the correct parts the first time if you have this bit of information. For the record, here are some of the most useful codes for 2000 and newer vehicles, with a little bit of additional information: ● J55: heavy-duty brake option, found on commercial Cadillacs with 8-lug wheels (hearse, limo, etc.) ● J67: 4-wheel disc brakes and ABS, found on Malibu’s with 10-7/8-inch front rotors ● J41/JM4: drum rear brakes, found on Malibu’s with 10-7/8-inch front rotors ● JL9: 4-wheel disc brakes and ABS, found on Malibus with 11-5/8-inch front rotors, and non-HD Caddys ● JL4: active brake control, full-size vans Finally, there are a series of codes relating to suspension design, which I call “FE” Continued on page 76 counterman.com 69

OUNTER-TECH By Mandy Aguilar

Think About All The Generations Of Customers You Want To Target And Go Where They Are How can we learn the needs and wants of Millennial business owners coming up in the auto parts industry? These are important questions my seasoned peers and I need to ask ourselves in our quickly evolving world.

was born on the fringes of the Baby Boomer years; a Boomer outlier, still a Boomer, nonetheless. Demographically speaking, marketers love me as a Boomer. They have been throwing personalized marketing pitches, based on my birth year, since the day I arrived on this Earth. And I have bought almost everything they peddled: the SUV, the retirement plan, the mortgage, thousands of music CDs and the one-job career. Still pending are the teeth whitening, cosmetic surgery and the retirement home — it’s still early for me folks. Baby Boomers remain very important to our economy today since we still represent the majority of the workforce — 75 million strong. Throughout the 90s, Boomers worked into our peak earning and spending years, driving the economy to levels never before seen in our history; yet, time marches on and we Boomers, slowly but surely, are making room for the hordes of Generation Xers and Millennials filling in our slots in the big machine. As a Boomer marketer myself, I learned a trick or two about selling to my peeps; however, I feel the tide has been turning and there are just too many non-Boomers

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

August 2014 | Counterman

out there buying auto parts for me to ignore. Truth is, I never ignored any customers (or more precisely, potential customers); I occasionally waste my time on the pursuit of “what if.” However, with a bit of accumulated business acumen and a lot of luck, oftentimes new customers bubble up through the pack to connect with us. Boomer businesses sometimes grow old along with their aging customers, and that’s not necessarily a bad thing; yet, we all know that at some point we need new customers to keep the machine churning. A Boomer-only business simply won’t last. So the question is, as a Boomer, how do you connect with younger customers? How can we learn the needs and wants of Millennial business owners coming up in the auto parts industry? These are important questions my seasoned peers and I need to ask ourselves in our quickly-evolving world. Clearly, adding Millennials to your team is one sure way to fast-track your company’s knowledge of their 80-million plus demographic. Collaborating with Millennials has been very rewarding for me, and in a way it has kept me “young at heart.” And collaborating is

COUNTER-TECH really my thing; I just don’t see myself as a mentor, and as such I try hard not to play that role. Collaborating, managing and selling to Millennials makes me feel that I have remained relevant, not only to my company, but to myself. Technology got a hold of some Boomers, though not all. Maybe being a Boomer outlier helped me be more inclined to embracing technology. I have many Boomer peers who don’t even do email (!) while others are über geeks through and through. Not so with Millennials — these guys are all about tech, social media and speed. While it is estimated that only 30 percent of Boomers rely on social media, 50 percent of Gen Xers and a whooping 75 percent of Millennials use social sites to connect with friends, family and customers. They also use social media to make purchasing decisions every day. Knowing this, can our Boomer businesses survive without catering to Millennials online? Today, almost every new potential client I meet is

owned, managed, staffed or directed by Millennials. At a recent auto parts trade show almost every new lead that visited our booth seemed younger than me — and I’m only 50! These are hungry new entrants into our industry who are ready to rock the boat and dissect their piece of the pie. They have websites, Facebook pages, take orders via texting apps like WhatsApp, carry smartphones and email you at night. When they engage us, they expect us to run as fast as they run and they want to connect with us at a technological level. Relationships are still important, but they’d rather fire a quick and short text message than call you on the phone to check the status of an order. No more hakuna matata — exit Boomers, enter Millennials; it’s the Circle of Life. We need to worry about demographics to ensure relevancy. Technology is a big part of being relevant to new customers (and I’ll let you in on a little secret, too: “older” customers will love you for it as well). So think about all the generations of customers you want to target and go where they are. CM

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Visit Mandy’s blog: www.mandyaguilar.com

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August 2014 | Counterman

CLASSIFIED

ADVERTISE HERE! Tom Staab Classified Sales Mgr. 330-670.1234 ext. 224 Fax 330.670.0874 • tstaab@babcox.com

BY THE NUMBERS Continued from page 69 codes. These represent several types of suspension packages, listed below. Differences in control arms, tie rod ends and even CV axles can be determined by referencing these codes. Oddly enough, code “FE9” isn’t related to suspension, but it is an RPO code for “Federal Emissions,” which is a handy code to have for other lookups. Code “FE8” is not a valid code for anything! FE0 - active suspension FE1 - soft ride suspension FE2/FE4 - ride/handling susp. FE3 - sport suspension FE5/FE6 - performance/handling FE7 - heavy-duty suspension

The SPID label is most often found in the trunk of passenger cars, or in the glove compartment of trucks and vans, but may be found in other locations, too. The SPID label below was found on the passenger door of a 2009 Chevrolet Express van:

At the top left you will find the Vehicle Identification Number (VIN). It is a good idea to crosscheck this information against the VIN plate on the dash, to make sure the SPID label is original to the vehicle. CM

tion it will be used on. The best advice is to follow the recommendations of the filter manufacturers as to which of their products is the best choice for a given application. Inexpensive economy filters are okay provided the oil is changed regularly (every 3,000 to 5,000 miles), the vehicle is not operated in an unusually dirty environment or has other issues like excessive blowby or moisture in the

crankcase. For harder-working engines, vehicles that are driven in dirty environments or have a lot of miles and wear on the engine, a higher-efficiency premium filter would be recommended to keep the oil clean. A premium long life filter should always be used if the oil change interval is 7,500 miles or longer, or the vehicle has an oil reminder light to signal when an oil change is needed. CM

22nd Annual Technical Forum

Oil Filters continued from page 44 not generally used to compare automotive filters at various particle sizes. Beta ratings also do not evaluate a filter’s dirt holding capacity, potential service life or oil flow characteristics (there are other lab tests for these criteria). The bottom line is this: Filters do differ quite a bit, and it is important to match the performance characteristics of an oil filter to the applica-

Fuel Additives continued from page 52 Q. Are oil additives needed in some older engine applications? A. Yes. Today’s motor oils are formulated for latemodel engines with roller lifters or overhead cams, not older engines with flat tappet hydraulic or solid lifter cams. Newer engines do not require as much anti-wear additive as older engines, so the level of ZDDP (zinc dialkyl dithio phosphate) has been reduced to less than 800 parts per million to extend the

August 2014 | Counterman

service life of the catalytic converter (which can be contaminated by ZDDP). Many older engines require higher levels of ZDDP (1,200 PPM or more) — especially if the application is a vintage muscle car with an aftermarket flat tappet camshaft and stiffer valve springs. For these applications, a supplemental ZDDP additive or a street performance oil that has been specially formulated with extra ZDDP is recommended to reduce the risk of premature camshaft and lifter wear. CM