Counterman, November 2014

Pulse-Modulated Fuel Pumps ● Enter Guess The Car, Page 8 ● Executive Interviews

November 2014

AGM Batteries Are Gaining Ground Plus, we cover: • Air, oil filters • Antifreeze: Premixed or straight?

• Brake rotors • GDI engines and fuel system product sales

INSIDE

November Volume 32, No. 11

features Tech Features

By Larry Carley

38 Air, oil filters protect engines. ..........................40 Antifreeze: Premixed or straight? ....................42 Brake rotors generate a lot of heat. ................44 AGM batteries are gaining ground. ................

38

Mechanic Connection

By Gary Goms

GDI engines and fuel system product sales. ............................................................

46 Pulse-modulated fuel pumps. ..........................48 46

columns Editor’s Ink

4

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

Do it first, ask permission later.

By The Numbers

36

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

It’s all about the base.

Counter-tech

56

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

The Internet has turned me into a chatterbox.

From The Publisher

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

Sometimes, I forget.

pg. 56 COUNTERMAN (ISSN 0739-3695) (November 2014 Volume 32, Number 11): 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.

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November 2014 | Counterman

departments 6

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

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

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

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

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

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

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

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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

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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

November 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: Jennifer Hazen jhazen@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 John DiPaola, Vice President-Group Publisher 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

E

DITOR’S INK

By Mark Phillips

Do It First, Ask Permission Later ave you ever heard someone use the term “Skunk Works?”

Aerospace giant Lockheed Martin has a group of engineers that work in the company’s Skunk Works laboratory.

They’ve been doing it for decades. Skunk Works is an outfit that does secretive work on its own, free of bureaucracy in the hopes that something really cool comes out of it.

What’s cool? How about the SR-71 Blackbird? In my book, it’s still one of the coolest aircraft ever made. It made a run between New York and London at 1,800 mph in just under two hours. Two hours! A typical commercial jet takes about 7.5 hours for the same trip. And the SR-71 was built in the 1960s!

Lockheed Martin also built the U-2 spy plane in its Skunk Works labs. (In fact, Lockheed Martin liked the term “Skunk Works” so much, it trademarked it!)

What does Skunk Works have to do with you? Anyone, working anywhere, can create their own version of Skunk Works or operate as a one-person laboratory. My version is called, “Do it first, ask permission later.” (Ok, you’ve probably heard that phrase or something like it before, but I still like it.) And, you may already be doing it and not realize it!

H Skunk Works is an outfit that does secretive work on its own, free of bureaucracy in the hopes that something really cool comes out of it.

There’s a lot of power in the notion that you should just do something without getting approval. First, it’s very efficient. Eliminating the steps and time necessary to wait for approval certainly speeds things along.

What am I talking about here? Let’s say your company does things one way and you like to do things another way; so you eschew what they do and do it your way.

Aren’t you breaking the rules a bit? Yes. And that’s beautiful, as long as the way you’re doing things is better than the way the company normally does things. But here’s the caution: If the way you’re choosing to do things messes things up, you may have to pay the consequences. Or, if you’re lucky, you’ll get a pat on the back from the boss, telling you “good job” for thinking on your own while telling you not to do it again.

Under the Lockheed Martin’s Skunk Works program, the engineers aren’t tethered to normal duties and are free to do whatever they need to innovate. Several Silicon Valley companies over the years have had programs where employees are free to work on side projects on company time because they realize it could lead to innovation for the company.

I realize you probably neither have the resources nor people to create a self-contained Skunk Works program. But you are free to innovate individually and try new things.

If it’s a great idea, do it and get some results.

If not, let it fail and try something new.

■ ■ ■

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

AFTERMARKET NEWS Guess the Car / Win $100!

This Month’s Puzzle

#82

“OK, Kid, time to get in the game!”

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November 2014 | Counterman

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 and submit your answer. The winner’s name will appear in the next issue.

Remember: You don’t need to wait for Counterman in print to play the game.

#81 Subaru Forester Congrats to Austin Helliwell of Folsom, Calif.!

AFTERMARKET NEWS

Exide Technologies Launches New Light-Vehicle Battery Range

Over the Counter By Jerry King

GENNEVILLIERS, France – Exide Technologies has launched a new range of batteries that the company says offers significant performance gains, faster recharging and a sleek new design.

The new range was unveiled at the Automechanika 2014 trade fair in Frankfurt, Germany.

Exide’s new Start-Stop batteries were first developed in its original equipment business, and are coming to the aftermarket for the first time.

The new batteries meet the strict requirements of carmakers, and include all the features from Exide’s current OE generation.

Exide’s new absorbed glass mat (AGM) battery delivers four times the cycle life, 20 percent more power and three times greater charge acceptance than a standard battery, the company states. This is achieved through high-performance materials and state-of-the-art technology, including advanced lead-tin alloys, high-surface glass mat separators and unique carbon addi-

tives. The new Exide EFB battery shows similarly impressive gains, the company says. The company invented the first Start-Stop AGM battery in 2004 and the first EFB battery in 2008.

Exide is reporting major performance gains in its lineup of conventional batteries as well. The new Premium Carbon Boost recharges up to 1.5 times faster and delivers 30 percent more starting power, the company says. This is a result of Exide’s new Carbon Boost technology, a key breakthrough from the company’s research and development facility.

When a standard battery discharges, sulphate particles build up on the negative plate, forming a nonconductive layer that inhibits recharging. Exide’s Carbon Boost dissolves these particles by incorporating proprietary carbon additives into the negative plates, increasing conductivity. This greatly improves charge acceptance and charging times.

Exide also redesigned its labels for the new range, emphasizing strong typography and clean design, and sending customers to mobile-optimized product pages for more detailed information. Every product in the new range will have a QR code and a short URL on the label, giving motorists easy access to the information they need.

Customers looking for the right product from the new range can use Exide’s Battery Finder app.

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AFTERMARKET NEWS

Aftermarket Auto Parts Alliance Names CARS OnDemand As A New Training Provider SAN ANTONIO – The Automotive Aftermarket Auto Parts Alliance announced that CARS OnDemand, an Internet-based training provider, will be its part-

ner in Alliance University (Alliance U). Alliance U delivers a strong curriculum of online training that is available on any schedule with a full range of topics from human re-

sources, safety, sales and automotive technology. Alliance U is a resource for distributors, parts stores and service centers. CARS will be in charge of the class content as well as providing the reporting platform so a student’s progress can be tracked.

CARS OnDemand delivers leading automotive technical training, having served the North American automotive aftermarket for more than 25 years. Starting as a traditional training provider, CARS offered automotive aftermarket employee programs in classroom settings. In 2013, CARS OnDemand broadened its delivery scope, providing training delivery to mobile platforms including tablets such at the Apple iPad, and smartphones including iPhone and Android.

Dave Kimbell, the Education and Training Committee chairman for the Alliance, said, “This will take Alliance University to the next level of content. Our sales and counter teams will have access to not only the technical courses that will help them find the right parts the first time for their customers. It will also provide cutting-edge mobile business training that will help them be more efficient at the store.”

The Alliance says it is delighted to be working with an industry frontrunner in the training and education sector and making topnotch training available to all members. The Alliance University will go live with CARS OnDemand content and reporting functionalities on Oct. 1, accessible through www.alliance1training.com.

AP Exhaust Technologies has announced Dan Billie as its new vice president of sales and marketing.

Billie will report directly to Vange Proimos, CEO.

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AFTERMARKET NEWS

Bond Auto Parts Raises $70,000 For 11th Annual Walk For Wishes BARRE, Vt. – Make-A-Wish Vermont recently celebrated past, present, and future wish children at the 11th annual Walk For Wishes at the Shelburne Museum in Shelburne, Vt. More than $130,000 was raised to grant wishes. Hundreds of people joined together to help raise awareness and funds for Vermont children living with lifethreatening medical conditions, and local businesses and volunteers donated goods and services to the event.

The Walk For Wishes, sponsored by Bond Auto Parts, is a special event in which wish stories are shared and new friendships are made. Bond Auto Parts and its team of 98 walkers raised $70,000 toward the total $130,000 that was raised at the event.

Bond has been the title sponsor and supporter of this event for the past 11 years.

The Walk For Wishes is a short loop on the grounds of Shelburne Museum and focuses on celebrating hope. This year, a new scavenger hunt component was added for extra fun. Other highlights included a speech by a wish kid, Hyperfocus face painting and activities for the whole family provided by The Big Blue Trunk.

Since its inception in 1989, Make-A-Wish-Vermont has granted the wish of every medically eligible child; more than 650 wishes to date.

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AFTERMARKET NEWS

Michael Cardone Jr. Presented With MEMA’s Highest Honor: 2014 Triangle Award ROCHESTER, N.Y. – Michael Cardone Jr., owner and chief strategy officer, CARDONE Industries, was presented the prestigious Triangle Award, the highest honor awarded by the Motor & Equipment Manufacturers Association (MEMA), during the Motor & Equipment Remanufacturers Association (MERA) Golisano Conference in September.

“It is fitting that as this prestigious award marks its 40th year, we recognize an individual who has had such a longstanding influence on the motor vehicle parts industry and an impressive record of service to MEMA and MERA,” said Michael Cardone Jr., left, accepts Steve Handschuh, presihis award from MEMA President dent and CEO of MEMA. “The growth of CARDONE and CEO Steve Handschuh.

Industries and MERA is a testament to Michael’s drive and commitment.”

Cardone founded CARDONE Industries with his late father, Michael Cardone Sr., in 1970. Beginning in just a single room in Philadelphia, the business has grown to become a major global supplier with more than 6,000 employees. CARDONE Industries now spans three generations, and is the largest family-owned remanufacturer of motor vehicle parts in the world.

“Michael humbly credits his service to a strong calling to engage with his peers to improve the industry,” Handschuh said. “He willingly shares his expertise and thought leadership as a frequent keynote speaker at industry and business events.”

Cardone is an active member of MEMA and has served on the Board of Governors of the Automotive Aftermarket Suppliers Association (AASA), MEMA’s light vehicle aftermarket division; as a past chairman of the MEMA Board of Directors; and as the founding chairman of MERA. “Michael’s most recent contribution to our industry — and perhaps closest to his heart — is the establishment of MERA,” said John Chalifoux, president and chief operating officer of MERA. “He was the driving force behind the association’s launch in 2011. Under his leadership and guidance, MERA has grown to more than 100 member companies, and has become a leading voice for the global remanufacturing industry.”

Cardone’s years of service to industry groups also have been recognized by the Automotive Warehouse Distributors Association (AWDA) and the Automotive Hall of Fame.

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AFTERMARKET NEWS

TRICO Named A Vendor Of The Year By Advance Auto Parts ROCHESTER HILLS, Mich. — Trico Products Corp. has been named the Advance Auto Parts 2013 Vendor of the Year in the Do-It-Yourself Excellence Award category.

Advance Auto Parts carries a full range of TRICO wiper blades including TRICO Onyx, TRICO NeoForm, TRICO Flex, TRICO Ice and TRICO Exact Fit. Whether through its wiper products, merchandising solutions, sales and marketing support or ensuring on-time delivery and high-fill rates during a recordsetting winter last year, TRICO

helps to solidify Advance Auto Parts in the wiper category, the retailer says.

“We are truly honored to be recognized by Advance Auto Parts as one of their top supplier partners,” said Rick Stempien, vice president of sales and marketing at Trico Products Corp. “We take pride in providing them with innovative wiper product solutions and the customer service and marketing support they need. We look forward to continuing this successful partnership for years to come.”

TECH TIP LUBEGARD Unveils LUBEGARD Multi-Vehicle Dual Clutch Transmission Fluid At AAPEX SEATTLE — LUBEGARD launched LUBEGARD Multi-Vehicle Dual Clutch Transmission Fluid (DCTF) at the AAPEX show.

LUBEGARD Multi-Vehicle Dual Clutch Transmission Fluid is designed to provide extreme pressure protection in high-performance DCT vehicles, the company says. It is manufactured with the highest-quality synthetic base oils and performance additives, producing improved shifting proficiency at all ambient temperatures.

This formula is infused with proprietary LXE, which provides friction durability, unrivaled shear stability and superior wear protection. The carefully calculated viscosity protects against wear while simultaneously improving fuel economies. LUBEGARD Multi-Vehicle DCTF has been rigorously tested and evaluated against OEM approved fluids and proven superior in third party standardized industry tests in the following areas: • Frictional durability, resulting in improved shifting at all ambient temperatures, longer fluid life, and extended drain intervals; • Load carrying, insulating gears and bearings from extreme pressure increasing the life of the transmission; and • Seal performance safeguarding against fluid leakage and preventing component failures due to oil starvation.

For more information on LUBEGARD, visit www.lubegard.com.

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AFTERMARKET NEWS

Sanel Auto Parts, More Than Wheels Announce Auto Tech Award Winner CONCORD, N.H. – Jeff Viens has been presented with the Auto Tech Award sponsored by Sanel Auto Parts Co. and More Than Wheels Inc. The award was presented to Viens at his business, Jeff’s Lex Toy LLC, in Londonderry, N.H. In addition to the award, Viens received a $500 gift certificate to Sanel Auto Parts Co. More Than Wheels is an awardwinning, not-for-profit that helps consumers with damaged credit secure the best deal on a reliable, fuel-efficient car. It helps New England residents get reliable, affordable transportation by providing access to very low interest rates for their vehicle loans. The organization stipulates that clients complete educational opportunities to help them increase their financial skills as part of the process in securing loans.

More Than Wheels partners with family owned Sanel Auto Parts to present the award. Award nominations were received for auto technicians and businesses in New Hampshire, Vermont and Maine.

The award is presented quarterly from nominations made on WGIR FM’s website.

In his nomination, Vien’s customer John Irvin wrote, “Jeff and his staff always go out of their way to make you happy! They keep you informed of what needs to done and what can wait. Never tries to do something you don’t really need, always has a loaner car ready for me. I don’t have to hang around, waiting to be seen. Just drop off my car, get into my loaner and off I go! Car is ready when they say, and they always follow up the next day to see if I’m happy with the work they did!”

Circle Distributing Chooses Epicor Vision Automotive Aftermarket Parts Distribution Software AUSTIN, Texas – Epicor Software Corp. has announced that Circle Distributing, an automotive replacement parts distributor based in Indianapolis, Ind., will implement the Epicor Vision automotive aftermarket parts distribution software. A member of the ACDelco Dedicated Distribution Group (DDG), Motorcraft Ford Authorized Dealer (FAD) network and National Pronto Association, Circle Distributing has operated its warehouse and three stores using Epicor Prism software since 2000.

“Epicor Prism has been an excellent tool for nearly 14 years, but we’re ready to invest in a new solution that can help us become better and faster in everything we do,” said Todd Cloud, co-owner and fixed operations manager at Circle Distributing. “Epicor Vision will give us greater control of our operations and has the capacity and flexibility to serve our needs for many years to come.”

Epicor Vision is an enterprise solution that includes customer relationship management (CRM) tools, a centralized database, price management and inventory capabilities, comprehensive “central services” functionality, integrated accounting and other features that are designed to help drive sales, operational efficiency and customer satisfaction. The solution also includes a “three-way match” feature that helps users quickly identify and reconcile discrepancies between purchase orders, advanced shipping notices, receivers and vendor invoices.

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AFTERMARKET NEWS

ShowMeTheParts Expands Features And Functionality DOWNER’S GROVE, Ill. – ShowMeTheParts.com is now integrated with Blue Sage Software (PaceSetter), DMS Systems (DXSystem), EXTEND PERFORMANCE, Fuse5, Web2Market and Web-Link Solutions.

According to Vertical Development, parent company of ShowMeTheParts, these partnerships help ShowMeTheParts clients create e-commerce sites that set them apart from the competition. Features such as product videos, social links, a store locator and “My Garage,” can be added to clients’ e-commerce sites.

Clients also can connect their site to Google Shopping, eBay and Amazon. New integrations also allow an array of POS systems to display real-time pricing and inventory, with administrative tools to manage everything from your

content and promotions, orders and returns, tax and shipping and more.

ShowMeTheParts users can display detail information, which may include one or more images, specifications, installation instructions, MSDS sheets and many other items useful in selecting and installing the part. Users can navigate images using the thumbnails and make them larger or smaller.

Shopping cart and third party shopping cart integration is now available, utilizing configuration settings to enable dynamic configuration of the shopping cart functionality, integrating ShowMeTheParts with external shopping carts resulting for efficient handling of e-commerce transactions.

ShowMeTheParts also has integrated Google Maps as well.

Aftermarket Buyers Name DENSO OE Supplier Of The Year LONG BEACH, Calif. – The National Pronto Association has honored DENSO Products and Services Americas Inc. with its 2014 Original Equipment (OE) Supplier of the Year Award. The organization, which represents independent warehouse distributors, auto parts stores and auto service centers throughout North America, also chose DENSO as its 2014 Mexico Supplier of the Year.

The National Pronto Association announced the awards in September at its fall 2014 Shareholders Conference and Expo in San Francisco.

DENSO has collected the organization’s OE Supplier award eight of the past nine years and the more recent Mexico Supplier award both years since it was introduced in 2013.

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“DENSO team members take pride in our products and services, and we are honored to receive both awards from this leading industry group,” said Frank Cisek, senior manager of DENSO Products and Services’ Aftermarket Sales. “We value our collaboration with Pronto and its members, and each additional year that they honor us shows that we continue to earn their business and respect on a daily basis.”

The National Pronto Association annually honors suppliers based on the quality of their products and services. The association’s collective purchasing power represents more than $2 billion in sales.

AFTERMARKET NEWS

Royal Purple To Give Away 2015 Subaru WRX, Trip To Las Vegas Bowl In December LAS VEGAS – Premium synthetic lubricant and performance chemical manufacturer, Royal Purple has announced the 2014 Royal Purple Las Vegas Bowl Sweepstakes, a contest offering five fans a chance to win an all-expenses-paid trip to the Royal Purple Las Vegas Bowl on Dec. 20 and the opportunity to compete for the grand prize: a 2015 Subaru WRX STI. Now through Nov. 30, fans can enter the sweepstakes by visiting any O’Reilly Auto Parts U.S. location and filling out an entry form, or by visiting RoyalPurpleLVBChallenge.com and completing an online entry form.

Five lucky winners will receive an all-expenses-paid trip to the Royal Purple Las Vegas Bowl as semi-finalists for the grand prize.

On Dec. 20, the five semi-finalists will compete in a quarterback simulator before the start of the Royal Purple Las Vegas Bowl, with the single highest scorer ad-

Aftermarket Auto Parts Alliance Announces Jeff Ireland As Winner Of The Perfect Stop/ThermoQuiet Harley-Davidson Giveaway SAN ANTONIO, Texas – Auto Value and Bumper to Bumper stores have given away a brand new Sportster 1200 Custom HarleyDavidson Motorcycle to the winner in their Perfect Stop/ThermoQuiet Harley-Davidson Giveaway.

Jeff Ireland from Jeff’s Tire in Bordentown, N.J., is a customer of Alliance A total of two Harleys were awarded in the member Eastern WarePerfect Stop/ThermoQuiet Harley-Davidson house Distributors. His Giveaway. name was drawn from more than 10,000 entries of customers of Auto Value or Bumper to Bumper stores who purchase either Perfect Stop by Wagner or Wagner ThermoQuiet friction during July and August.

A total of two Harleys were awarded. The second winner was Ray Miller of Minute Muffler in Regina, Saskatchewan, a customer of Alliance member Auto Electric Service.

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November 2014 | Counterman

vancing to vie for the grand prize. At half-time, Royal Purple will bring the finalist on to the field at Sam Boyd Stadium along with the Subaru WRX. The finalist will have one chance to throw a football to hit a target on the moving vehicle in order to take home the car.

“We wanted to do something big for our second year as the title sponsor of the Royal Purple Las Vegas Bowl,” said Royal Purple President Bryan Yourdon. “We’re thrilled to offer football fans the experience of a lifetime, giving them the chance to watch the game in-person, putting their quarterback skills to the test in front of more than 42,000 people and potentially drive away in a brand new Subaru.”

In addition to the sweepstakes, Royal Purple is offering a special in-store promotion at O’Reilly Auto Parts locations nationwide to help fans make sure their vehicles are just as prepared for game day as their favorite team. Customers can receive an O’Reilly gift card of up to $10 when they purchase select Royal Purple products at O’Reilly Auto Parts between Oct. 1 and Nov. 25.

ACDelco Adds New GM OE Emissions Parts GRAND BLANC, Mich. – ACDelco has expanded its General Motors original equipment emissions line with 356 new part numbers including fuel pipes, hoses, EGR tubes, PCV valve hoses, accelerator pedal assemblies and more that were previously dealerexclusive items.

AFTERMARKET NEWS

Bosch Awards Four Grants Totaling $50,000 In Broward And Miami-Dade Counties FT. LAUDERDALE, Fla. – The Bosch Community Fund (BCF) has granted $50,000 to four programs in the Broward and Miami-Dade counties to support robotics and science, technology, engineering and math (STEM) education. The grants will go toward programs led by Florida International University, Miami-Dade County Public Schools, Broward College Foundation and Broward County Public Schools and will benefit local students and teachers.

According to Jerry Smith, general manager, FHP Manufacturing Co., “At Bosch, we want to partner with the local school systems and universities that are encouraging students to gain hands-on experience with STEM education. The grant applications this year has been extremely high-quality. The programs that we honor today will provide engaging learning opportunities to drive interest in STEM careers and perhaps a future career with Bosch.”

TECH TIP

“An Open Memo To Tire Tech’s – Test Before You Touch….

And DOCUMENT!” ● Can I replace the valve components (grommet, hex nut, valve core, valve cap and metal washer) with a specific service kit?

If there is one piece of advice that should be given to any ● Do I have the part? tire tech facing a TPMS issue, it would be: Test before you ● Is the valve a two-piece sensor (valve separate from the touch and document the answers you get. sensor)?

Understanding potential TPMS land mines can save ● If the sensor battery is dead and one or more sensors time and money and eliminate frustration. have failed to respond and after verifying the door placGet answers to these very important questions before ard born on date and recommended pressure, where tackling any TPMS issue: can the make, model and year of the vehicle be re● Do I have a TPMS Trigger Tool to diagnose the sensor searched and verified to the sensor part? through the tire? ● Do I understand the OE relearn process and where to find ● Is the light on due to low tire pressure? Check the placit for this vehicle? ard on the door to document born on date and recom- ● Do I have the right tool for the OE relearn and do I need mended pressure. an OBD attachment to relearn the sensors to the vehicle? ● Is the tire leaking?

All of the questions above should be documented and ● Is the valve leaking? answered before the tire tech begins to tackle any TPMS ● Is the sensor a one piece and is the valve molded to the issue. sensor?

For more information, visit http://www.nhtsa.gov/cars/rules/rulings/TirePresFinal/Index.html.

To: Tire Technicians facing a TPMS issue Subject: Questions to answer

—Courtesy: JohnDow Industries

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November 2014 | Counterman

PRODUCT SPOTLIGHT

Put Your Customers on the Edge of Lighting Technology!

More information and applications at: www.usa.philips.com/c-m-li/vision-led

New Philips Vision LED Lights With the new Philips Vision LED category, you can offer your customers the latest technology in vehicle lighting and increase your lighting sales and profits.

These innovative LEDs are designed to deliver dynamic interior and exterior lighting. The Philips Vision LEDs are robust enough to handle extreme heat and high vibration.

Backed by a 12-year limited warranty, they are guaranteed to deliver years of exceptional lighting.

Philips Vision LEDs are first to market with street legal exterior LEDs, featuring an advanced design that puts a bright, well-focused beam on the road and deliver an instant-on response that can alert drivers faster and help reduce braking distance. They are a direct replacement for incandescent bulbs used in brake and taillights, back-up, dome, glove compartment, side marker, trunk and license plate lights.

Philips Vision LEDs can be used to directly replace the following lights: 168, 194, 12961, DE3021, DE3022, DE3175, 12854, 12844, DE3425, DE3423, 6411, 578, 211-2, 212-2, 3157, 1156, 1157, 921, 7443 and 7440.

counterman.com 25

AFTERMARKET NEWS

ACDelco Releases Seven New Battery Part Numbers GRAND BLANC, Mich. – ACDelco is expanding its battery portfolio with seven new part numbers, including four automotive batteries, a Group 31 part for customers seeking high cold-cranking amp solutions; and two marine batteries. ● 95RPS is an ACDelco Professional battery for Audi, Volkswagen and BMW vehicles. It includes an acid level indicator that measures the electrolyte level in the battery. ● 31-1000 is a Group 31 ACDelco Professional battery developed for government and other customers requiring a 1,000 cold-cranking amp battery. ● 47AGM is an ACDelco Professional absorbed glass mat battery for difficult deep or high-cycling applications such as the Malibu

Taxi and others requiring a Group 47 battery. ● 92PS is an ACDelco Professional battery for late-model BMWs. ● M24AGM is a Voyager absorbed glass mat battery for boaters who require or prefer a non-spillable battery. Its ability to deep cycle makes it suitable for marine use.

● M24DCX is an affordable, flooded deep cycle Voyager battery with extreme deep cycling capability. Its ability to provide three or more times the cycling ability of current Group 24 batteries makes it a value for marine customers, ACDelco adds. ● 94RA is an Advantage battery for applications that require Group 94R.

Win $100 With Dorman’s New Product Idea Contest COLMAR, Pa. — Dorman Products Inc. has announced the winners in its October 2014 NEW Product Idea contest: Congratulations to: ● Alison O. from Hamilton, Ontario, for suggesting an idea for 2004’09 F150 door checks.

● Anders C. from Ventura, Calif., for suggesting an idea for a BMW rear sun screen repair kit.

Qualifying service technicians and counterpeople submitting a new product idea via DormanProducts.com are eligible to win.

Dorman’s New Product Development Team will review all ideas, whether they were submitted recently or in the past, and determine monthly winners. Each new product idea counts, and those submitting multiple ideas earn multiple chances to win.

Winners are awarded: ● Service Technician New Idea of the Month: $100 VISA gift card ● Counterperson New idea of the Month: $100 VISA gift card ● Contest winners also will earn a spotlight on themselves and their businesses on Dorman’s Facebook page ● All individual contest winners will be entered into Dorman’s annual grand prize contest drawing in December for a chance to win a $500 VISA gift card Complete contest details are available at http://www.dorman products.com.

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AFTERMARKET NEWS

WIX Filters Names Owensboro Community & Technical College 2014 Technical ‘School of the Year’ GASTONIA, N.C. – Owensboro Community & Technical College (OCTC) in Owensboro, Ky., was named the 2014 Technical School of the Year by Tomorrow’s Tech magazine and WIX Filters during a surprise ceremony yesterday for 100 students and instructors of the college’s Automotive Technology program.

OCTC is the seventh recipient of the annual program to find and name the best technician training school in the country. WIX and O’Reilly Auto Parts are title sponsors of the national award in conjunction with Tomorrow’s Tech, a Babcox Media publication dedicated to automotive students.

“Owensboro Community & Technical College is a great example of an educational institution that is focusing on the future of an entire industry,” said Mike Harvey, brand manager for WIX Filters.

“Specializing in automotive technology, diesel and alternate fuels, OCTC is exactly what we envisioned when we started the School of the Year competition – a highly skilled technical program dedicated to training the next generation of technicians.”

As the 2014 School of the Year, Owensboro Community & Technical College’s automotive program received: ● A 2,500 donation to the

school’s Automotive Technology program from WIX Filters. ● Uniform for every student from Red Kap, a manufacturer and distributor of comfortable, durable work-related clothing and outerwear. ● Merchandise from O’Reilly and WIX Filters. ● Travel for the school’s instructor and a guest to Las Vegas to attend Babcox Media’s recognition dinner at the Automotive Aftermarket Products Expo (AAPEX).

The School of the Year program is open to all high schools and post-secondary schools that have a subscription to Tomorrow’s Tech magazine.

Auto-Wares Acquires United Automotive Supply Co. GRAND RAPIDS, Mich. – The Auto-Wares Group of Companies has announced it will acquire United Automotive Supply Co. (UAS) of Warren, Mich. This acquisition includes the Warren distribution center and five stores marketed under the Maxi Automotive Supply name. United Automotive Supply Co. has been a family owned Michigan business since 1930.

Chairman of the Auto-Wares Group of Companies, Fred Bunting, said, “Auto-Wares has always held a great deal of respect for UAS/MAXI, its people and their customers. Our goal will be to make sure this new alliance will benefit and strengthen all our existing and new customers. In addition to our 39 years of commitment to benefit the independent parts store owner, our primary focus as a company is the professional technician. We proudly serve more than 700 Auto Value or Bumper to Bumper Certified Service Centers and 36,000 other service dealers and commercial accounts.”

Albert and Shari Goldstein from UAS added that they are pleased with the union of the two progressive, family owned Michigan companies. “We believe this move will ultimately offer many long-lasting benefits to our employees, our customers and our suppliers in the long run,” they commented.

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AFTERMARKET NEWS

Senator Urges FTC To Take Action Against Carmakers’ Misleading Warranty Tactics BETHESDA, Md. – Echoing the long-standing contention by the Auto Care Association that automakers mislead consumers into wrongfully believing that servicing their vehicles outside dealerships might void warranties, U.S. Senator Richard Blumenthal (D-Conn.) has assailed the Federal Trade Commission (FTC) about its lack of urgency in clarifying its interpretation of the Magnuson-Moss Warranty Act. In a letter to the FTC, Sen. Blumenthal said, “Many motorists may have been led to believe … that going to a local repair shop or using a different manufacturer’s

parts could void a car’s warranty.

Manufacturers should be expressly advised that the Magnuson-Moss Warranty Act prohibits any conduct that would lead a reasonable consumer to believe that his or her warranty coverage depends on the use of a particular brand of product or service.”

Despite the law, the Auto Care Association along with other auto care industry groups have filed numerous complaints with the FTC protesting that many car companies have issued releases and technical bulletins misleading consumers into thinking their warranty could be voided by use of

Timken Launches New Training Material Resources For Automotive Technicians NORTH CANTON, Ohio — The Timken Co. announced the launch of four new training videos and multiple TechTips focusing on light vehicles.

Two of the training videos support the Timken online predictive analytics inventory optimization solution, Demand Insight. The solution provides distributors a quick and easy way to identify and stock an optimal inventory mix that corresponds with their local customers’ current and future demand. Timken designed Demand Insight to support its distributors with valuable programs and technology designed to help them grow sales and profits.

“Demand Insight helps us understand county-specific demand for Timken parts in our market,” said Alena Van Cleave, market analysis manager for A & Jay Automotive Warehouse Inc. “Since we know what to stock, we are capturing sales we might have lost to the competition while reducing our inventory.”

WORLDPAC Opens New Warehouse In Greater Atlanta NEWARK, Calif. – WORLDPAC has announced the opening of a new regional warehouse in Roswell, Ga. The facility offers expanded service and delivery options to independent automotive repair professionals in the greater Atlanta area. It is the fourth WORLDPAC location in Georgia.

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non-dealer parts or service.

“It is critical that the FTC take action to ensure that car companies stop misleading consumers as to their warranty rights,” said Kathleen Schmatz, president and CEO, Auto Care Association. “We hope the actions by Sen. Blumenthal and other legislators will move the FTC to immediately respond to the complaints filed by our association to ensure that consumers are properly informed of their rights under the law such that they can maintain their vehicle using non-original equipment parts and service without the threat of voiding their new car warranties.”

DST Simplifies eCommerce For Parts Sellers With Enhancements To TurboParts FOOTHILL RANCH, Calif. – DST has announced the release of TurboParts Select, an enhancement to its award-winning ecommerce tool TurboParts.

TurboParts Select combines the features and benefits of any parts e-commerce engine to enable sellers to issue one simple login to their customers, such as repair technicians, for the purchase of B2B parts. By combining all tools and digital assets into one login, TurboParts Select helps parts sellers to efficiently maintain their e-commerce orders and streamlines the maintenance of their customer base.

“This is the first tool on the market that encourages all ecommerce providers to work in a collaborative manner,” said Stan Gowisnock, president of DST.

AFTERMARKET NEWS

O’Reilly Automotive Reports Third Quarter 2014 Results SPRINGFIELD, Mo. – O’Reilly Automotive has announced record revenues and earnings for its third quarter ended Sept. 30, 2014.

Sales for the third quarter in-

creased $149 million, or 9 percent, to $1.88 billion from $1.73 billion for the same period one year ago.

Gross profit for the third quarter increased to $968 million (or 51.6

percent of sales) from $879 million (or 50.9 percent of sales) for the same period one year ago, representing an increase of 10 percent.

Net income for the third quarter increased $31 million, or 16 percent, to $217 million (or 11.6 percent of sales) from $186 million (or 10.8 percent of sales) for the same period one year ago. Diluted earnings per common share for the third quarter increased 22 percent to $2.06 on 105 million shares versus $1.69 for the same period one year ago on 110 million shares.

Genuine Parts Co. Reports Third Quarter Sales And Earnings ATLANTA – Genuine Parts Co. (GPC) has reported sales and earnings for the third quarter and nine months ended Sept. 30, 2014.

Thomas Gallagher, chairman and CEO, said record sales totaling $4 billion were up 8 percent compared to the third quarter of 2013. Net income for the quarter was $190.5 million compared to $173.7 million recorded in the prior year period.

For the nine months, sales totaled $11.5 billion, up 9 percent compared to the same period in 2013. Net income for the nine months was $545.7 million compared to $534.5 million recorded in the previous year.

Gallagher commented, “In the third quarter, we achieved sales and earnings growth, produced operating margin improvement, generated solid cash flows and maintained a strong balance sheet.

These are important and ongoing core objectives for us and the company is well positioned to show continued improvement in these areas in the periods ahead.”

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K

EEPING IT SIMPLE

By Gerald Wheelus

In A Hurry? No, Not Me! ustomers are always in a hurry these days, right? Why do customers expect us to be able to find their answers immediately? Why is the customer’s crisis our crisis? How hard is it to slow down and do your job efficiently at a pace the customer is comfortable with?

Much is made about change in our industry and change is the only thing we can be sure of. Time has changed many things in our industry and at one time, computer diagnostics were thought to be a solution to our problems. But, it could be argued, it’s made it more complicated than ever. The OBD II system is a long way from the point and condenser day.

We veterans of the business have created the “rightnow” syndrome.

That’s right: A veteran of the business admits that we caused a problem. The problem is that we were able to remember the top 200 part numbers in our stores and that was 80 percent of our sales. That gave us the impression things were quick and easy and that it took very little intelligence to sell parts. Since the mid 1980s, the introduction of various foreign cars, the complication of the computer system and even California emissions standards keep us from remembering the part numbers like we once would have. Answers are much more complicated these days and take more precise questions to find the correct answer for the customer.

Fortunately, we do not hear the phrase “What difference does it make? They’re all the same?” as nearly as often as we once did. Customers have at least learned that cars are very complicated and yes, it might be necessary to have a VIN code to get the correct part. But why do customers expect an immediate answer to their questions?

We can learn to calm that speed limit from 100 miles per hour to a more reasonable speed. The customer has many things to do, just as we do. But they will never, and I mean never, understand that they are not the only customer we have. They will always think they are on top of the agenda. Our jobs, as much as it is to just sell parts, is to help be time managers as well. We can’t get caught up in the customer’s crisis and haste in getting their job done. We all need to learn to slooooow things down and get them to understand: we are trying to make sure that we get things correct the first time and that helps them save the time they are trying to make up. CM

C We can learn to calm that speed limit from 100 miles per hour to a more reasonable speed.

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

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B

Y THE NUMBERS

By Tom Dayton

All About That Base

Many times, when we ask the customer for wheelbase, they respond with some combination of “cab and box” description, which we must translate into a specific number.

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

hen it comes to selling exhaust, parking brake cables and even accessories like running boards, knowing a vehicle’s wheelbase can be an important but confusing specification. Many times, when we ask the customer for wheelbase, they respond with some combination of “cab and box” description, which we must translate into a specific number. Wheelbase is most often required with light trucks and full-size vans, but some passenger cars and minivans have varying wheelbase options. We will cover the domestic trucks from the past 20 years here. Import trucks, vans and various other vehicles will be covered at another time.

The most basic bit of knowledge of wheelbase is how to actually measure it.

With the wheels straight ahead, the meas-

W

urement is from the center of the front wheel to the center of the rear wheel, expressed in inches. Be aware that the customer’s measurements are rarely exact, but as long as you are within an inch or so of the advertised wheelbase, you’re usually OK. If you are measuring for yourself, a good 25-foot tape measure works best, since many full-size truck wheelbases are too long to measure with the freebie 10foot tapes we tend to get from our vendors.

GM and Ford make it quite easy for us when it comes to their trucks and vans.

Wheelbase is printed out for us on the options tag. (see below) For those times when we don’t have access to that information, here’s a chart of configurations and their corresponding wheelbases, rounded to the nearest inch:

Reg cab Reg cab Truck Years Short box Long box S10/Sonoma 82/04 108” 118” Colorado/Canyon 04/10 111” 126” C/K series 88/00 118” 131” Silverado/Sierra 99-up 119” 133” Ranger 83/97 108” 114” Ranger 98/11 112” 118” F150/Heritage’04 97/04 120” 139” F150 04/08 126” 145” F150 09-up 126” 145” Super Duty 99-up N/A 137” Dakota 96/04 112” 124” Dakota 05-up N/A N/A Ram 94/01 119” 135” Ram 02/10 121” 141” Ram 10-up 121” 141” *5 ½’ box (Raptor) & 6 ½’ box options available

Ext cab Short box 123” 126” 141” 144” 125” 126” 139” 133/145”* 133/145”* 142” 131” 131” 139” N/A N/A

At left, sample Ford door sticker, #4 shows location of wheelbase (WB). At right, actual GM SPID tag from 2009 Chevrolet Express van, with wheelbase shown top center (135.0)

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Ext cab Long box N/A N/A 155” 158” N/A N/A 157” 163” 163” 158” N/A N/A 155” N/A N/A

Crew cab Crew cab Short box Long box 123” N/A 126” N/A N/A 164” 153” 167” N/A N/A N/A N/A 139” N/A 139” 150” 145” 156” 156” 172” 131” N/A 131” N/A N/A 155” 141” 161” 141/149”# 161/169”# # 2500/3500 series 8” longer

Be aware that cab-and-chassis trucks may have additional wheelbase options that are longer than those listed here.

Whenever there is a doubt, I find it best to physically measure wheelbase for accuracy.

Other resources are available in paper and online formats for older models, and those not covered here. CM

T

ECH FEATURE

By Larry Carley, technical editor

AGM Batteries Are Gaining Ground s automotive technology continues to advance, so too are the conventional lead-acid batteries that are used for starting, lighting and powering the vehicle’s electronics and electrical accessories. Conventional wet cell (“flooded cell”) 12-volt lead-acid batteries have worked well enough for many decades, but today’s vehicles are placing higher and higher electrical loads on the battery and charging system. Consequently, a growing number of late-model vehicles are coming factory-equipped with Absorbent Glass Mat (AGM) batteries. These include certain 2014 and 2015 models that have fuel-saving idle Stop/Start systems that turn the engine off when the vehicle is not moving.

A conventional lead-acid battery can handle the cranking loads placed on it by a typical Stop/Start system, but not as well or as long as an AGM battery. AGM batteries do not contain liquid acid (electrolyte) in the cells. They have thin glass fiber mats between the lead cell plates that are saturated with a paste-like electrolyte. The basic chemistry is similar to a conventional lead-acid battery except that there is no liquid to spill or evaporate.

AGM batteries also produce less gassing when they are being charged. The latest AGM batteries also can recharge up to 1.5 times faster and deliver 30 percent more starting power than a conventional wet-cell battery. AGM batteries also provide a longer service life in most instances, lasting up to several years longer than the typical

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conventional batteries. One battery manufacturer says their new line of AGM batteries has four times the cycle life of a conventional battery.

According to one AGM battery manufacturer, when a standard battery discharges, sulphate particles build up on the negative plate, forming a non-conductive layer that inhibits recharging. By adding carbon to the negative cell plates, conductivity is increased allowing the sulphate to dissolve more quickly for faster charging. This allows the battery to recover more quickly after starting the engine.

Because of these advantages, AGM batteries are now being used in some late-model luxury cars (such as Cadillac ATS) as well as many import models (Audi, BMW, Mercedes, Volkswagen and Volvo). If in doubt as to what type of battery a vehicle has, refer to your battery replacement guide listings and follow the vehicle manufacturer’s recommendations.

Most battery suppliers now include AGM batteries in their product lines for a range of applications (including motorcycles and RVs, and deep cycle batteries for marine).

Some vehicles (notably certain late-model BMW, Volkswagen and other makes) now have two 12-volt batteries. One battery provides cranking power for the starter and the other battery powers the accessories and onboard electronics.

This allows each battery to operate independently of the other and to be charged separately so electrical loads on the charging system can be varied to improve idle quality and fuel economy. If one battery fails, the vehicle may not crank or it may crank but not run depending on which battery has failed.

If a late-model vehicle with an AGM battery needs a new battery, recommend the same type of battery (AGM) as the original. Replacing an AGM battery with a less expensive conventional lead-acid battery may compromise battery performance and possibly lead to premature battery failure.

AGM batteries also can be sold as a premium upgrade to replace conventional batteries. Some vehicle owners may not even wait for their old battery to call it quits before deciding to upgrade to an AGM. Vehicles that have unusually high electrical loads such as emergency vehicles or ones with high-amp aftermarket sound systems can benefit from the improved performance provided by an AGM battery. CM

T

ECH FEATURE

By Larry Carley, technical editor

eplacing oil and air filters for preventive maintenance is an accepted ritual of vehicle ownership – although some motorists tend to scrimp on maintenance thinking it will save them money. Nothing could be further from the truth. The air filter protects the engine against outside contaminants while the oil filter protects it against inside contaminants (wear particles and combustion byproducts in the crankcase). Both filters are absolutely essential to protect the engine against premature wear and failure.

The factory recommended replacement interval for an air filter will vary depending on the design of the

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Air, Oil Filters Protect Engines From Premature Wear, Failure

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filter, but it typically lasts 30,000 to 50,000 or 60,000 miles. A few applications even have 100,000-mile replacement intervals. Regardless of what the owner’s manual recommends, filter life really depends on driving conditions. Dusty gravel roads, dirty urban environments and off-road driving can clog a filter fairly quickly, so the filter needs to be inspected regularly (every oil change) to determine whether or not it needs to be replaced.

The dirtier a filter gets, the more efficient it becomes.

That’s good for trapping smaller and smaller particles of dust but not so good for efficient airflow. As the filter clogs up, it restricts airflow and slowly strangles the engine for much needed oxygen. The engine computer can compensate for a dirty air filter up to a point, but eventually the restriction will cause a noticeable drop in fuel economy and performance. Replacing the filter before it reaches that point will maintain normal vehicle operation, good fuel economy and performance.

It’s the same story with oil filters. As oil circulates

from the oil pump through the filter, the filter traps particles that might cause wear or damage to the engine’s bearings and other components. A standard oil filter with pleated cellulose media will usually trap most particles 25 to 30 microns or larger. A filter that combines cellulose with synthetic fibers will typically trap even smaller particles down to 10 microns or less. The finer the filter media, the more efficient it is at trapping particles. Some oil filters even employ a twostage approach, routing a small portion of the oil flow through a secondary bypass filter to capture the smallest particles.

How often should an oil filter be replaced? Most automakers say the oil filter should be replaced every time the oil is changed, which varies on most latemodel vehicles from 5,000 to 7,500 to 10,000 miles or longer. Oil life depends not only on number of miles Continued on page 54

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T

ECH FEATURE

By Larry Carley, technical editor

Antifreeze: Premixed Or Straight? ntifreeze is a product that is in every liquid-cooled vehicle’s cooling system.

Most brands of antifreeze are made of Ethylene Glycol (EG), although some brands use Propylene Glycol (PG) because it is somewhat less toxic if ingested.

Antifreeze is mixed in equal parts with water to create a coolant solution that provides both freezing and boilover protection compared to straight water. Water is an efficient conductor of heat, which is good for cooling the engine and transferring heat to the radiator and heater core. But straight water freezes at 32 degrees F and boils at 212 degrees F, which is not adequate for year-round driving or today’s hot running engines.

NASCAR and drag cars usually run straight water in their cooling systems, but only because track rules designed to keep slippery ethylene glycol off the track in the event of a coolant spill. Straight water cools well, but provides no protection against rust or corrosion without corrosion inhibiting additives. It also provides no lubrication for the water pump seal and shaft bearing without additives.

That’s where antifreeze comes in. When mixed in equal parts with water (50/50), antifreeze lowers the freezing point to -35 degrees F and raises the boiling temperature to 223 degrees F. Antifreeze also includes corrosion inhibitors to protect the engine and cooling system against rust and corrosion. The additive package in most long-life coolants will last up to 5 years or 150,000 miles. That’s not forever, but long enough to minimize the

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need for regular coolant changes.

A 50/50 mixture of antifreeze and water is the standard recommendation for most applications because it provides the best all-round cooling protection and performance for most applications. Premixed antifreeze is 50/50 and takes the guesswork out of correctly mixing antifreeze and water. Most consumers find premixed antifreeze is much more convenient to use because it doesn’t require any mixing.

A gallon jug also is less expensive than a gallon of straight antifreeze.

In some situations, the ratio of antifreeze in the coolant can be increased to as much as 70 percent. A 70/30 mix will lower the freezing point to -67 degrees F and to raise the boiling temperature to 235 degrees F. But a 70/30 mixture of antifreeze and water will not conduct heat as efficiently as a 50/50 mixture because the thermal capacity of antifreeze is not as high as water. That might cause the engine to run too hot and overheat if the cooling capacity of the radiator is marginal (which is often the case with many late-model vehicles that have relatively small radiators and cooling capacities).

Pressurizing the cooling system with a 8 to 15 PSI radiator cap will raise the boiling temperature of the coolant whether it is straight water or a standard antifreeze/water mixture. The cap seals the system and acts like a pressure cooker to prevent steam from forming. A 15 PSI cap can raise the boiling temperature as much as 45 degrees over an unpressurized system. But the cap pressure depends on the Continued on page 54

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ECH FEATURE

By Larry Carley, technical editor

Brake Rotors Generate A Lot Of Heat he rotors in a disc brake system provide a two-sided friction surface for the brake pads to press against when the brakes are applied. This produces friction a heat – a LOT of heat. In a matter of seconds, the temperature of the rotors and pads can shoot up to several hundred degrees. Temperatures of up to 350 degrees F may be generated at the front rotors after a few hard stops in a rear-wheel drive car. With front-wheel drive, the temperatures can be even higher, as much as 500 degrees or more after several hard stops.

As the temperature of the rotors and pads goes up, friction decreases and the brakes may begin to fade. It takes more and more pressure to achieve the same friction and stopping power. Semi-metallic brake pads typically experience less fade at high brake temperatures than most nonasbestos organic or ceramic pads.

How the rotors manage heat depends on the size of the rotors (bigger is better), whether the rotors are vented or solid (vented cools better), the design of the cooling fins inside the rotors (directional fins cool better than nondirectional fins) and airflow through the rotors (more airflow is better).

Performance rotors often have additional features to improve cooling and heat transfer such as holes and slots. Holes and slots on the rotor surface provide an escape path for hot gasses generated by the pads.

Although some holes may be drilled through the rotor, many are actually cast to reduce stress that might lead to cracking.

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At the high end of the performance spectrum are carbon ceramic rotors. Carbon ceramic rotors are very light, weighing about 10 pounds less than a comparable cast iron rotor. Carbon ceramic rotors have been used in racing since the 1970s and are now found on a number of high end performance cars such as Corvette, Ferrari, Porsche and similar models. You’ll probably never sell a replacement rotor for one of these exotic applications, but you should be selling a lot of replacement rotors for everyday passenger cars, trucks and SUVs. Rotors are a wear item, so as the pads wear with normal driving so do the rotors. Ceramic brake pads and NAO pads typically produce less rotor wear than harder semimetallic brake pads. Other factors the influence rotor wear include the weight of the vehicle, the size and design of the OEM rotors, front/rear brake balance and driving style.

Fullsize SUVs and pickups tend to wear brake pads and rotors faster than small economy cars. Aggressive driving and “riding the brakes” also accelerate brake pad and rotor wear.

Continued on page 54

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ECHANIC CONNECTION

By Gary Goms, commercial accounts editor

Considerations When Selling Bulk Fuel Hose n March, when I was traveling to the 2014 Vision Hi-Tech Training & Exposition held in Kansas City, I saw a thin plume of black smoke extending well above the horizon. As I neared the plume of black smoke, I was horrified to see that it came from a small compact car haphazardly parked along the shoulder of the road with flames billowing from under the car’s open hood and spreading to adjacent grassland areas. The only mechanical cause of a catastrophic underhood fire would be a ruptured high-pressure fuel hose.

With that terrible scene in mind, let’s take a look at five things you need to know about selling bulk fuel hose.

I

Storage Tips Assuming bulk hose is stored at a room temperature of less than 100 degrees F, it should have a shelf life of about three-to-five years. Beyond that, the service life of fuel hose can be dramatically shortened. For that reason alone, it’s important to store all bulk fuel hose inventories on a first-in, first-out basis. If you’re servicing bulk hose for a wholesale account, it’s wise to jot the delivery date on the hose

spool or carton to help track the shelf life of the hose.

Ethanol Issues Practically all modern gasolines contain 10 to 85 percent ethanol.

Consequently, any type of bulk fuel hose should be approved for use with gasoline, ethanol, diesel, bio-diesel and other bio-fuels. If your wholesale technician customer is currently using non-barrier bulk fuel hose, the potential liability caused by hose failure is very high. Remember too that if bulk hose is used to plumb inside a fuel tank, the hose also should meet a submersible rating allowing the hose exterior to withstand constant exposure to fuel additives like ethanol.

Pressure Ratings Carbureted fuel systems normally operate at no more than 8 pounds per square inch (psi) pressure. To provide the necessary safety margins with ethanol fuels, carbureted fuel systems require bulk hose rated to withstand operating pressures up to 50 psi at operating temperatures between -40 F. degrees to +257 F. degrees. In contrast, most electronic fuel injection systems normally operate at about 40-50 psi fuel pressure at Service information printed on modern fuel bulk fuel hose includes the “J” ratings from the Society of Automotive Engineers (SAE) and EPA approvals.

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between -40 F. degrees to +275 F. degrees. But, if the fuel pressure regulator sticks or the fuel regulator return line is pinched closed, the fuel pump’s “dead-head” pressure can instantly rise to more than 100 psi, which can catastrophically rupture non-specification fuel hose. For that reason alone, bulk fuel injection hose is rated to safely operate at a minimum 225 psi fuel pressure.

The Fine Print While all fuel hose might appear identical, hose designed for use as fuel pressure return, positive crankcase ventilation, vacuum hose on MAP/Baro sensors, and return hose on diesel fuel injection systems must not only contain at least 50 psi pressure, but also must withstand a vacuum reading of at least 24 inches of mercury (“Hg) for inside diameters smaller than .5 inches. at temperatures ranging between -40 F. degrees to +257 F. degrees without collapsing.

Catalog Research I hate to disappoint , but I sourced most of the information for this column from an ordinary paper-bound hose and belt catalog. If you take a few minutes to do the same, you’ll learn that, not only does the catalog contain hose ratings, it also lists the correct hose clamps for various applications. All of the above is why you should always confirm the intended purpose and application before filling an order for bulk hose. So take some advice from an old automotive service professional: Play it safe and “look at the book” before making the sale. CM

M

ECHANIC CONNECTION

By Gary Goms, commercial accounts editor

Five Things to Remember About

Pulse-Modulated Fuel Pumps ust this summer, I experienced a situation in which the fuel pump had been replaced four different times on a single vehicle with no result because the various repair shops attempting to repair the vehicle didn’t understand how to diagnose a pulse-modulated fuel delivery system.

Instead of a defective fuel pump, the problem was caused by a defective electronic fuel pump control module (FPCM). So it’s no stretch of the imagination to find yourself, as a parts professional, dealing with unjustified warranty returns on similar pulse-modulated fuel delivery systems. With that said, here are five things you should know about selling parts for pulsemodulated fuel delivery systems:

modulation is a convenient method for helping the fuel injectors to efficiently meet minimum and maximum fuel demands.

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Supply And Demand: Conventional electric fuel pumps constantly operate at 100 percent capacity, which wears the fuel pump out relatively early in the vehicle’s life. To remedy this situation and establish more accurate fuel control, engineers designed a fuel pump that runs on electrical impulses rather than a steady current. Running the fuel pump on electrical impulses not only allows the Powertrain Control Module to control fuel pump speed and pressure according to engine demand, it also extends fuel pump life and reliability.

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System Identification: Pulse-modulated systems can be identified because they generally have no external Schrader valve port for testing fuel 48

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4.

Scan tool analysis is the best method for diagnosing pulse-modulated fuel pumps.

The second and third lines from the bottom of this scan tool data screen indicate fuel pump pulse width.

pressure. Instead, when the technician connects his professional scan tool, he will usually see fuel pressure as a data display transmitted from an electronic fuel pressure sensor located on the fuel injector manifold or “rail.” In addition, he will observe the “duty cycle” or the length of pulse modulation available at the fuel pump.

3.

Pulse Modulation Principles: The basic operating principles of pulse-modulated fuel pumps are relatively simple. When the PCM senses that the engine is demanding more fuel, it commands another key component, the fuel pump control module (FCM), to increase the fuel pump speed by increasing the length of the electrical pulses being sent to the fuel pump. Similarly, when engine’s fuel demand decreases, the length of the electrical pulses sent to the fuel pump is decreased as well. Electronically managing the fuel pump speed and fuel pressure through pulse

Fuel Delivery Diagnostics: Most failures in a pulse-modulated fuel system are instantly recognized by the on-board diagnostics built into the engine’s Powertrain Control Module (PCM). The onboard diagnostic process is basically simple. When the PCM senses that a longer than usual pulse width is required to meet a commanded fuel pressure value, it stores one or more diagnostic trouble codes in its diagnostic memory indicating that the fuel pump isn’t performing at its commanded level. Keep in mind, of course, that a common failure such as a restricted external or in-tank fuel filter or pinched fuel line also can store these and other trouble codes in the PCM’s diagnostic memory.

5.

Selling Pulse-Modulated Parts: When you’re selling to a retail customer, remember that conventional fuel pump testing methods won’t work on pulse-modulated fuel pumps. Consequently, pulse-modulated systems can be accurately diagnosed only by using a professional scan tool to recover diagnostic trouble codes and perform specified testing procedures, such as bi-directional pump control.

Last, remember that, while the aftermarket might supply the fuel pump, the FCM itself might be a dealer-only item. In any case, modern fuel pump testing is best left to the hands of a qualified service professional. CM

EXECUTIVE INTERVIEW AMN Executive Interview:

Daniel Schildge, President Of CRP Industries Daniel N. Schildge is the president of CRP Industries Inc. He was appointed to the position in July 2008, after serving in a variety of capacities with the company, including COO. In this role, Schildge is directly responsible for the strategic and tactical management of CRP Industries and accountable for the development and implementation of the company’s infrastructure, including all systems, processes and personnel. In this AMN Executive Interview, Schildge talks about the company’s 60th anniversary and the keys to the CRP’s long-term growth and success.

By Amy Antenora

CRP is celebrating its 60th anniversary this year. What is the company doing to commemorate this milestone?

Our plan for this year has been to celebrate our 60 years of growth and success as a team while we also make sure we are looking to the future to ensure that we are around for the next 60 years. We will hold an internal celebration in mid-November, after we get back from AAPEX. This will give us some time to reflect on our success and everything we should be grateful for. We have been very fortunate to have great customers, supplier partners and employees over the years. It is very important to us to acknowledge the long-term relationships/partnerships that have helped us get to this point.

Many of our partnerships go back to the company’s inception. From key suppliers such as ContiTech, Pentosin and Ajusa, to a long list of well-known wholesale distributors and OEMs, all have played an important part in the CRP story. We

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are also very proud of the fact that we have a number of employees who have been with us for more than 30 of those 60 years.

Remaining successful in this industry for 60 years is quite an achievement, especially when you consider some of the challenges the aftermarket industry has faced over the past few decades. What are the keys to CRP’s continued growth and success?

Getting to 60 years took a lot of hard work by a lot of great people, a supporting vision that could evolve through the years, and a commitment to our core values of quality, service and trust. We also had to be flexible when things needed to change. Whether that change came from a supplier, a customer, or the industry, we have always been able to identify it and manage it successfully.

We also maintain a consistent focus on our strategy of providing the highest quality brands and OE parts that the professional repair technicians love. We make sure that our professional repair technicians get the right tools, knowledge and parts to do the job right the first time, and on time.

We work in a transparent and truthful manner with a commitment to excellence in everything we do within our community of customers, suppliers and employees, so they can perform at their very best. And finally, we never overlook the need for sustainability and make our decisions from a longterm perspective.

This past year, CRP was ranked in Inc. Magazine’s prestigious Inc. 5000 List. To what do you attribute the company’s strong pattern of growth in recent years?

We made the Inc. list at the end of 2012 because we were one of the fastest-growing private companies from 2010 through 2012. I attribute this and our ongoing growth to several key factors: The right expertise at the right time, strong partnerships, quality brands, good people and continuous improvement.

Our expertise in import parts comes at an ideal time in the aftermarket as the car park continues to shift toward import vehicles. This puts us in an excellent position to help our distribution partners increase market

share. We have established strong partnerships with some of the best distributors in the industry and have built a level of trust with them by delivering highquality products and supporting them with excellent customer service. We offer an exceptional portfolio of brands, Pentosin, ContiTech, Ajusa and Rein Automotive, which are respected and loved by professional repair technicians.

CRP has a very unique position in the marketplace. Could you please give AMN readers a quick breakdown of the company’s four-brand strategy and role in the market?

We started as a master distributor with Continental in 1954. Today, we partner with several European OEM manufacturers and function as their NAFTA market sales, marketing and logistics arm. Our four-brand strategy includes ContiTech, Pentosin, Rein and Ajusa.

We have helped build these brands over the years. They are trusted and in-demand by professional repair technicians.

Our commitment to provide the highest OE-quality parts is a keystone of CRP and part of our DNA. A key strength of CRP is product management for the NAFTA market. Our intimate understanding of the market ensures we offer brands and products that meet the needs of professional repair technicians.

An important point of difference for CRP is our innovative approach in developing kits that provide professional repair technicians with all the parts they need to successfully do a complete repair. Our CRP ContiTech Pro Series timing belt kits and the Rein Automotive coolant hose kits are excellent examples of this specialty.

Does CRP consider itself a global company or primarily a North American business and why? Please tell us about the company’s distribution footprint.

We are a global company from the supply side and a North American company from the market side. Because our partners are located worldwide with manufacturing plants located in many countries, we need to maintain a strong global business skill set to effectively and efficiently source from them. From a markets-served point of view, we primarily focus on the NAFTA market with distribution points in the U.S., Canada and Mexico. We have subsidiaries in Mexico and Canada,

which is important because a local market presence there allows us to effectively address the specific needs of that market without trying to make a U.S.-based model work.

Over the past 60 years, CRP has been involved in a number of joint ventures with European OEMs, typically driven by an opportunity to better serve the market and customers.

We also work with many of the top distribution outlets in North America to serve the professional repair technician and DIY markets.

Talk to us about your marketing strategy for the brands in the CRP portfolio.

There are four brands in our portfo-

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COUNTERMAN is published monthly at 3550 Embassy Parkway, Akron, Ohio 44333.

Headquarters and general business offices are also at 3550 Embassy Parkway, Akron, Ohio 44333.

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The publisher of COUNTERMAN is Scott Shriber, the editor is Mark Phillips and the managing editor is Amy Antenora. The staff is located at 3550 Embassy Parkway, Akron, Ohio 44333.

COUNTERMAN is owned by William E. Babcox, Babcox Media, Inc., 3550 Embassy Pkwy., Akron, OH 44333.

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A. Total Number of Copies B. Paid and/or Requested Circulation 1. Paid/Requested Outside-County Mail Subscriptions Stated on Form 3541 C. Total Paid and/or Requested Circulation D. Free Distribution Outside the Mail E. Total Free Distribution F. Total Distribution G. Copies not Distributed H. Total I. Percent Paid and/or Requested Circulation

Average no. copies each issue during preceding 12 months

Actual no. copies of single issue nearest to filing date

41,933

43,409

35,345

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35,345 6,309 6,309 41,654 279 41,933

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84.9%

87.7%

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EXECUTIVE INTERVIEW lio. Three of the brands, ContiTech, Pentosin and Ajusa, are partnerships with the European manufacturers, while the fourth, Rein, is our own proprietary brand. Our key strategy is to make sure our customers are aware that CRP Automotive is the company behind all of these brands in the NAFTA market.

Many repair technicians know the brands we offer, but we want them to know that CRP Automotive is also a dependable conduit for their technical, sales, marketing and logistical needs.

We want them to know that we are committed to delivering the highest quality in OEM and OEequivalent replacement parts in the most efficient way possible.

We believe building a relationship with the professional repair tech-

nicians is vital for delivering an offering that meets the needs of the market. Repair technicians tell us what works and what doesn’t, and what would make their lives easier. It’s critical to be in tune with them. For example, our very successful Pro Series Plus timing belt kit program was originally conceived from technician feedback that suggested adding a water pump and hydraulic damper to the purchase of a timing belt and tensioners.

Having served in your role as president of CRP for some time now, what do you see as some of the most significant challenges and opportunities facing suppliers, and CRP specifically, today and going forward?

Working capital requirements pose a significant challenge when you’re supplying automotive parts to an ever-changing market.

We support a very large SKU offering, so we constantly face tough demands on our inventory on-hand. Another challenge comes from extended payment terms that are creating a very difficult situation for all levels of the distribution channel.

Technological shifts are making it harder for the independent repair technician to compete, which makes the delivery of technical content and information to support them even more vital. We also have to be careful with the race to the price bottom on parts, especially those with technical and safety consequences. CM

AMN Executive Interview With Jason Best, Sr. Vice President Of Aftermarket Sales And Business Development, Spectra Premium Industries In this AMN Executive Interview, Jason Best discusses Spectra’s recent acquisition of Richporter Technologies and other areas of growth for the company.

By Amy Antenora Earlier this year, Spectra acquired Richporter Technologies, based in Montreal with manufacturing in Taiwan. Talk to us about what this acquisition provides for Spectra in terms of benefits.

Entry into the engine management sector of the automotive aftermarket was a key initiative for Spectra Premium as it provides us

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increased overall vehicle replacement coverage, adding to our existing fuel and cooling system product categories. We are currently in the process of leveraging those lines through the brand conversion of all Richporter products to the Spectra Premium brand, which will be available to the market this month. The future of the key products lines in this acquisition such as mass air flow

sensors, ignition coils and throttle body sensors gives us penetration into some of the fastest-growing product categories currently in replacement.

What is Spectra’s global footprint like now, with the acquisition of Richporter?

One key within the acquisition was the solidification of a physical Spectra Premium presence in Asia.

Our office now located in Kaohsiung, Taiwan, will serve as the main support to the development of the engine management program. The manufacturing process within this facility ensures proper ceramic board technology is utilized within our mass air flow product line.

Spectra Premium Taiwan will also house our long-life durability testing for all engine management products, supported by our extensive engineering and development located in Boucherville, Quebec, thus ensuring the similar type of quality that is found in all our product lines.

Do you have plans for more growth in the coming year, whether organically or through acquisition?

pushed the service level expectations to new levels. Included within these expectations is the service provided for a part that did not perform to the vehicle needs. It is our intention to protect the needs of the vehicle owner and offer them peace of mind when buying a Spectra Premium ignition or engine management component, that if something goes in the operating performance of that part, they will be covered. This goes in line with our Premium Choice commitment to all our customers.

In May, you were promoted to Senior VP of Sales and Business Development. Congrats! How have your roles and responsibilities changed with this promotion?

Thank you very much. The main change to my responsibilities is assuming the global product strategy and strategic development as it relates to all our lines and new potential categories.

Within this change from the sales standpoint, Mr. Max Carter steps into the role of VP sales USA and Kerry Best Jr. assumes the position of corporate director of sales – Canada, thus resuming the day-to-day sales support functions. From a category perspective, Collin Francis, Eric Renaud and Aaron Athey step in as corporate directors of product development and category management for their respective product lines. CM

We continue to expand our platform and customer outreach in North America through the ongoing development of our product categories. Our main focus is to continue to offer premium products and service solutions that are adaptable to our individual customer needs. Recognizing the changing trends in the repair and replacement market along with vehicle technology is one thing, but being able to adapt your service solutions to that for each channel partner is what sets us apart in the industry. Similar to many other companies, we are always looking at potential growth opportunities, whether that be through new lines or synergies in the market and we will pursue the best option that fits the needs of our customer base.

Tell us about the engine management customer satisfaction warranty that became effective in July.

The market expectation of customers and end-users thru online visibility of brand positioning has

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TECH FEATURE Oil filters continued from page 41 driven, but also idle time, engine temperature and ambient temperature, vehicle speed, engine load and other environmental factors — also the quality of the oil itself.

Synthetic oils are generally required or recommended for longer service intervals.

A long-life premium quality oil filter should always be used in any application that has an oil change internal longer than 7,500 miles.

Even if the oil is changed every 3,000 miles (which is still a good idea for many older, high-mileage engines that are subjected to “severe service” use), a premium oil filter will provide much better engine protection than an economy or standard replacement filter.

What’s really scary is that some off-brand economy filters provide minimal protection from the day

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they are installed, and may even plug up before they ever reach 3,000 miles. Oil filters have a bypass valve so if the filter media becomes restricted, oil will bypass the filter media and continue to flow to the engine. But this is unfiltered oil

that may contain engine-damaging wear particles and contaminants.

That’s why regular filter changes are so important, and why quality brand-name filters that provide proper engine protection should always be used. CM

Antifreeze continued from page 42 application and the strength of the radiator, heater core and other components. Replacement radiator caps should have the same pressure rating as the original on a stock cooling system.

There also are chemical additives for the cooling system that reduce the surface tension of water to minimize the formation of bubbles and cavitation inside the cooling system. These “wetting agents” improve heat transfer and thermal efficiency, allowing the cooling sys-

tem to run as much as 6 to 8 degrees cooler with a 50/50 antifreeze mixture, or 15 to 20 degrees cooler in a racing application that is using straight water as a coolant. CM

Rotors continued from page 44 By the time the brake pads are worn down to minimum thickness and need to be replaced, the rotors often need to be resurfaced or replaced. Many original equipment rotors are thinner to reduce weight and cost, so by the time a vehicle needs pads the rotors may also have to be replaced.

Rotor thickness should always be measured with a micrometer to determine wear. If the thickness has worn down to the OEM minimum thickness specification, or the rotor cannot be resurfaced without exceeding the spec, the rotor is worn out and must be replaced. Rotors that are cracked, severely corroded or have hard spots should also be replaced. Rotor runout also should be checked when the brakes are serviced. This requires a dial indicator to check the amount of “wobble” in the rotor as it turns. On most cars more than .003 inches is too much. On some, as little as .001 inches of runout may be objectionable. Fixes include replacing the rotors, placing a thin tapered shim behind the rotors to reduce runout, or resurfacing the rotor in place with an on-car brake lathe. Thickness variation is another factor that needs to be checked. It’s hard to measure, but if it exceeds more than .0005 inches, it may cause a noticeable pedal pulsation. CM

C

OUNTER-TECH

By Mandy Aguilar

Always-On Chat In addition to SMS text messages, I use no less than three other platforms regularly: Google Hangouts, Facebook Messenger and WhatsApp. How did this happen?

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

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never thought I’d say this, but the Internet has turned me into a chatterbox! An online chatting fanatic, that is (although some of my friends will say I’ve always talked my behind off in the real world).

What I mean is that I use online chatting a lot, and not just one platform. In addition to SMS text messages, I use no less than three other platforms regularly: Google Hangouts, Facebook Messenger and WhatsApp. How did this happen?

How did I ever think I could manage communications on four different platforms (on top of email, mind you?). I never set out to do this, but as a true marketeer, my customers and business drove me to it.

By now, my dear readers, you all know I’m no bystander when it comes to tech — no sir, I’m no toe-dipper, so I dove headfirst into all four text platforms.

Chatting online is way more immediate than email; nothing beats it for a quick question. The unspoken protocol of chat is that you use it for quick requests, but expect a quick response in return. It’s also a great tool to keep in touch with customers and colleagues over great distances while creating a sense of intimacy. Our own company is spread out over the Southeast with 40 locations. I get to visit our HQ less that four times a year, but I engage our stakeholders daily via Google Hangouts. Most of us have our chat always on when sitting in front of our PCs, and it has become our company’s go-to tool for a quick question

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November 2014 | Counterman

to accounting about a payment, or to purchasing about being out of stock on a part (hypothetically speaking that is…). We also use Google Hangouts to schedule phone calls, rather than cold-calling a colleague.

It’s great to check in on chat first and set up the call after; both parties are ready, and more efficient calls ensue.

In sales, you have to go where customers are, and nowadays customers are using chat apps to engage their suppliers; sales and social media often intertwine online.

I have several customers who are doing a bang-up job on Facebook, generating leads and engaging their customers via social interactions. Because they spend lots of time on Facebook, they tend to use their chatting platform more often. It’s not uncommon for me to log in to Facebook at night and find a couple offline messages from customers inquiring about a part.

Facebook Messenger also is a great tool for sharing Facebook content privately. Many of our customers and collaborators often share a post from a competitor via this channel, and we love to stay up-to-speed using it.

Customers have become highly connected, and they expect us to be there with them. By far, the app most are gravitating to nowadays is WhatsApp (especially when abroad). The app is available on all platforms, and more than half a billion smartphone owners around the world have downloaded the app and become active

COUNTER-TECH users, sending more than 50 billion messages a day! That’s more than double the number of traditional SMS messages sent globally daily.

WhatsApp is a cross-platform messaging service that uses the Internet, instead of traditional phone networks, to allow users to send SMS messages without the traditional SMS fees. It works with virtually all smartphones, and they can all communicate with one another. The app is free to download and only charges a 99 cents per year as a subscription fee that keeps the app ad-free. For 99 cents a year, you get unlimited texting, media sharing, voicemails and more with zero long-distance charges or SMS fees across the

planet; truly a disruptor for traditional phone companies.

The app is so hugely popular that the folks at Facebook figured they might as well buy the whole thing and paid $19 billion for it earlier this year, making it one of the biggest tech acquisitions ever.

Our customers, not unlike Facebook, realized the app is easy to use, works flawlessly and more and more it has become their app du jour for chatting.

By far the biggest joy for me while using the app is when a lowtech customer uses it to place an order. Some of our lesser techsavvy customers (you know, the ones who won’t log into your online eCommerce platform even if

you gave them the parts for free) have downloaded the app and are using a low-tech way of communicating an order. These are the guys who have handwritten their orders for millennia and will not use a computer, but they still buy a lot of parts. Instead of faxing that piece of paper, many are taking a picture of it with their smartphone and using chatting platforms to “text you the order” (gotta love that term).

On the other side of the chat, we still have to key punch that order; but, the interactions we get via chatting, and the immediacy of it, beats the fax all day long. So, dear customers, we are here for you any way you like —let’s chat some more. CM

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Visit Mandy’s blog: www.mandyaguilar.com

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Airtex Corp.

Amsoil Inc. Auto Care Association Automotive Distribution Network AutoZone Bar’s Products Campbell Hausfeld CARDONE Industries East Penn Mfg. Co. eBay ExxonMobil Federal-Mogul Motorparts Federal-Mogul/Champion Spark Plugs Federal-Mogul Motorparts/Moog Gabriel Ride Control Gates Corp.

GMB North America Huf Group Interstate Batteries Inc. ITW Global Brands

34, C3 29 3 5 7 26 8 13 11 44 C4 39 16, 17 42, 43 45 57 47 9 C2 49

JohnDow Industries LIQUI MOLY GmbH Mahle Clevite Mann + Hummel Mevotech Nissan North America NUCAP Industries Packard Industries Robert Bosch Corp.

Schaeffler Group USA K-Seal Stellar Automotive (Lube Guard) Tri Star Engines & Transmissions TYC/Genera Corp.

Uni-Select UPS WD-40 WIX Filters Zep Inc.

24 20 Cover, 35 32 33 37 53, 54, 64 28 19, 21 14 18 10, 16 6 23 31 27 15 40, 41 12

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MARKETPLACE Penray Introduces Synthetic Media Heavy-Duty Coolant Filter The new Penray synthetic media coolant filters are designed to last up to 150,000 miles, 15 months or 3,000 operating hours, and are fully compatible with conventional coolants as well as new-generation Extended Life Coolants (ELCs).

They are available for all popular Class 6, 7, and 8 vehicles, as well as for many mobile off-highway and marine applications. Penray also offers synthetic media filters for use with Extended Life Coolants (ELCs). The key to the effectiveness and durability of these new heavy-duty coolant filters is the company’s fiberglass-based filtering media incorporated into a sophisticated triple-layer design that provides exceptional filtration, even in extreme operating conditions.

GearWrench Introduces 3-Degree, 120 Position Extra-Long Ratcheting Wrenches GearWrench has introduced its new 120XP Universal Spline XL Ratcheting Wrenches. The new ratcheting wrenches feature 120 positions for every full rotation and a swing arc of as little as three degrees. The new 120XP Ratcheting Wrenches from GearWrench deliver unparalleled access, allowing them to turn hard-to-reach fasteners in confined areas. Available in SAE and Metric sizes, end users can choose from three styles, including: ● XL Combination Wrenches from 6mm to 19mm, and 7/32 inches - 3/4 inches ● XL Flex-Head Combination Wrenches from 8mm to 19mm and 1/4 inches - 3/4 inches ● XL Flex-Head GearBox Wrenches from 8mm to 19mm and 1/4 inches to 3/4 inches

New Apparel At Pep Boys Pep Boys has a line of new apparel available both in-store and online. New items include adult and kids’ T-shirts, hats, belts, pullover and zip hoodies, mechanic’s shirts, pants, jackets and performance polo shirts as well as key chains, wallets and cell phone cases, branded with Mustang, Camaro, Ford, Chevy, Mopar, Corvette, Charger, Cobra, Ram, Firebird, Challenger, Honda or Shelby.

PlastiKote Primers Set the Standard for Performance and Durability Versatile and high-performing, the PlastiKote line of premium primers is the professional choice for preparing an area for painting and the first step to get “The Perfect Finish.” “PlastiKote primers properly prepare a wide variety of surfaces for painting. These premium aerosols are simple to use, fast-drying and long-lasting,” said Katie Whiting, product and brand manager for PlastiKote.

“We have excellent options that provide a durable base and make the painting process that much easier.” PlastiKote Premium Primer is a non-sanding primer that helps improve adhesion, fills in imperfections and improves the overall appearance of the top coat. It can be used either inside or outside and helps increase rust prevention. PlastiKote Sandable Primer provides strong adhesion and resists rust when applied to bare metal. This versatile primer works well under lacquer, enamel or acrylic top coats, making them look smoother and last longer.

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CLASSIFIED

ADVERTISE HERE! Jennifer Hazen Classified Sales Mgr. 330-670.1234 ext. 224 Fax 330.670.0874 • jhazen@babcox.com

F

ROM THE PUBLISHER

By S. Scott Shriber

Sometimes, I Forget ven though I have spent my entire life in and around the automobile business, I still forget how much a part of our lives these machines are.

How could I forget the 3 trillion miles we travel or the $255 billion in business we generate here in the automotive aftermarket every year alone?

Well, it’s really the 240 million vehicles on the road today that make it all possible.

Along the way, in the last 100 or so years, the personal automobile has become such a part of our fabric we tend to take it for granted. Given my background, that is really hard to imagine.

Once every year, I am reminded of my own infatuation with it and am always glad when I am. About five years ago, a service adviser told me about a car show that night.

I don’t make a habit of crashing parties but for some reason after some coaxing by my adviser, I loaded up the family and showed up. It turned out to be quite an evening and I was astounded to find out that it was all done by word of mouth — other car enthusiasts telling each other. It was so popular, the area police were there to direct traffic and help with crowds.

E Along the way, in the last 100 or so years, the personal automobile has become such a part of our fabric we tend to take it for granted.

This was all made possible by one car lover who decided to share his collection with the rest of us. This rare individual is Bob Jones. His collection is one of the most unique I have seen. No Bentleys or Ferraris. Just really cool cars that all of us either had or knew someone who did. Of course, there are the oddballs, like a 1923 air-cooled Franklin touring car, and two electric cars from yesteryear. (Who says hybrids are new?) Bob’s favorite car is a 1939 Ford Roadster. The oldest car is a 1906 Baker electric, quite a contrast to the Art Arfons salt flats jet car that is there also. For those of you who remember, it was the Green Monster.

The diversity of the collection is impossible for me to explain here in words. The other impossible thing for me to explain here is the opportunity to see them all in a casual environment. You see, Bob believes cars are meant to be driven. They all run except the Baker and they get taken to shows and are often seen running around town. There were no “do not touch” signs and every one was open and ready for inspection. This is absolutely unheard of today with a collection of this magnitude.

This is all made possible by the generosity of one man. Why? Because he shares the same love of the automobile that this nation has had for the last century. This industry is a great place to work and if you are reading this, I know you make your livelihood from it. It’s easy to take it for granted, but thanks to people like Bob who give back to the industry, we can be reminded of its importance and the enduring place it holds in our country.

Thanks Bob and see you next year! CM

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