Counterman, September 2012 by Babcox Media

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Selling Ignition Parts ● AAPEX Show Product Previews ● Enter Quest for Cash, Page 73

S S ee p p tt ee m mb b ee rr 2 20 01 12 2

The

‘Other’

Modules

You’ve You’ve heard heard of of ECMs, ECMs, ECUs ECUs and and BCMs. BCMs. What What about about the the others? others?

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contents

September 2012

features 16

Tech Feature .................................................................. By Larry Carley

You’ve heard of ECMs, ECUs and BCMs. What about the other modules?

columns Editor’s Ink

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

Make use of P.A.R.T.S.

Mechanic Connection

By Gary Goms ......................

How to sell modern ignition parts.

Counter-Tech

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

Sometimes science works in mysterious ways.

From The Publisher

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

Are you easy?

Keeping It Simple

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

Ever thought about your productivity?

Allen & Allan

pg. 34

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

It really is all about service.

Cover design by Lisa DiPaolo COUNTERMAN (ISSN 0739-3695) (September 2012 Volume 30, Number 9): Copyright 2012 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.

W W W . C O U N T E R M A N . C O M

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departments

contents 12

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

PUBLISHER

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

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

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

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

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

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

86, 87

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

EDITORIAL

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

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

Countermanâ&#x20AC;&#x2122;s

GRAPHIC DESIGN

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

pg. 73

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

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

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

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

Roberto Almenar SALES REPRESENTATIVES: ralmenar@babcox.com 330-670-1234, ext. 233 Dean Martin dmartin@babcox.com Glenn Warner 330-670-1234, ext. 225 gwarner@babcox.com 330-670-1234, ext. 212

Sean Donohue sdonohue@babcox.com 330-670-1234, ext. 206 John Zick jzick@babcox.com 949-756-8835

Edward S. Babcox (1885-1970) Founder Tom B. Babcox (1919-1995) Chairman Founded 1983. Copyright 2012 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

CLASSIFIED SALES: Karen Kaim kkaim@babcox.com 330-670-1234, ext. 295

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editor’s ink

by Mark Phillips

MAKE USE OF P.A.R.T.S. n its 12th year, Counterman’s Professional Automotive Repair Technician Survey, or P.A.R.T.S, is packed with quite a lot of information. (You’ll find it accompanying this month’s issue of the magazine.) Every year, we survey hundreds of technicians and shops about the jobs they perform every month and the parts and chemicals they use to do them. Counter and other distribution professionals can make good use of the information in a number of ways. First, we tell you what a technician’s sources are for a particular category of parts. How’s that help you? If, as a jobber, you see that other sources are gaining ground in providing inventory to shops, and you’re able to verify that’s happening in your market, you can take steps to try to reverse that trend. Through our research, technicians tell us why they go to a particular source. Maybe it’s fast delivery. Maybe it’s availability. In some categories, due to the nature of the repair, availability is king. In other areas, a knowledgeable counter and sales staff who can assist shops in selecting a particular part is more important than availability or quick delivery. One thing you’ll probably notice in P.A.R.T.S.: Price is hardly ever the biggest part of the sourcing equation. In fact, most times, it’s the smallest part. More often than not, brand is what drives a technician to select a particular part. Quality and what a brand stands for speak volumes. I look at P.A.R.T.S. as a snapshot of the tendencies of technicians and shops as to how they source parts. And it’s not static:

8 COUNTERMAN SEPTEMBER 2012

From year to year, we see changes afoot. In some years, jobbers may have a commanding lead in sourcing. In other years, retailers may gain some ground. Hang onto P.A.R.T.S. and review it throughout the year. If you got your copy of Counterman magazine without P.A.R.T.S, go to Counterman.com and click on “Data Center,” where the survey is available in PDF form.

ALMOST SHOW TIME By the time you read this issue, AAPEX will be just around the corner. For anyone who might be attending, three words of advice: Wear comfortable shoes. You’re going to need them. I had never walked before in my life as much as I do at AAPEX every year. I know at least one person who attached a pedometer to himself during AAPEX week. He logged 50 miles! That’s 12.5 miles for every day he was there. That is some serious walking! A few quick AAPEX tips: If you tire of Vegas food, remember there’s a Walgreens on the Strip that has fresh fruit, not much, but enough to get you through. (It functions as a mini grocery store while I’m in town.) And speaking of shoes and walking, don’t take your shoes off until you’re done for the day and are back at your hotel. If you do as much walking as I think (know) you’re going to do, once you take those shoes off, your feet will likely swell like balloons, and you’ll never get those shoes back on. Have fun!

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aftermarket news

Monroe Motor Products

Celebrates 95th Anniversary GERMANTOWN, Tenn. – Rochester, N.Y.-based Monroe Motor Products, a Parts Plus member warehouse of the Automotive Distribution Network, is celebrating its 95th year in business, according to Mike Lambert, president of the Network. “As the company approaches the century mark, Monroe Motor Products continues to offer exceptional service while maintaining their high ethical standards,” Lambert said. “From Rochester to Potsdam, N.Y., to Northern Pennsylvania, Monroe’s warehouse operation and their company-owned Parts Plus auto stores serve as ideal representatives of the Network.” The roots of Monroe Motor Products can be traced to the Pullman Taxicab Co., founded in 1917 by Max and Issac Gordon. That company led to the formation of Gordon Motor Parts, which evolved into Monroe Motor Products — today a WD

with a 70,000-square-foot main facility serving independent jobbers throughout New York State. Monroe Motor Products’ success over the past 95 years can be attributed to its people, said Michael Gordon, the company’s president and CEO, after taking over from his father, second-

generation leader Burt Gordon, who continues to work for the organization. “Our people remain our most important resource, along with our customers and the strong relationships we continue to maintain with our many suppliers,” Michael explained. “For that reason, we recently hosted four hugely successful trade shows throughout the region so we could celebrate this anniversary with everyone who worked to make it possible.”

Exide Announces New Supply Contract with Pep Boys in the U.S. and Puerto Rico MILTON, Ga. – Exide Technologies has been awarded a contract to be the majority supplier for Pep Boys stores in the U.S. and Puerto Rico. According to the contract, Exide will provide private-labeled, Pep Boys Pro-Start batteries for automotive, marine, lawn and garden and heavy-duty/commercial use. Exide has supplied private-labeled Bosch premium batteries to Pep Boys since 2008. “Expanding our relationship with Pep Boys and offering solutions for battery consumers of all types provides a platform for Exide’s continued growth in the transportation aftermarket,” said Paul Hirt, president, Exide Americas. “We value our existing relationship with Pep Boys and look forward to continuing to provide the highest-quality products for them and their customers now, and into the future.”

Guess the Car! Win $50! #56

Last month’s correct answer: Sorento (Kia) Congrats to Tom Standerfer, Mt. Vernon, Ill.

12 COUNTERMAN SEPTEMBER 2012

This month’s puzzle: What vehicle MODEL does this picture represent? If you think you know the answer, go to www.counterman.com and click “Guess the Car” on the nav bar. Submit your answer and contact information. A $50 winner will be randomly selected by the Counterman staff from all correct answers. The deadline to enter is Oct. 1. The winner’s name will appear in the next issue. Stay tuned!

Eek! I won?

#56 www.counterman.com

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Standard Auto Parts Selects MAM Autopart BALTIMORE, Md. – MAM Software Inc., a global provider of business management solutions for the automotive aftermarket, announced that Standard Auto Parts has selected Autopart to manage its multi-warehouse, multistore auto parts company. According to MAM, the company’s powerful business management solution will help Standard Auto Parts control warehousing and administrative operations, providing Standard with real-time integration across its entire organization. Founded in 1945, Standard Auto Parts began as a hardware, paint and auto parts store before focusing exclusively on its automotive business in 1962. The third-generation, family owned business has five stores in and around the Baltimore, Md., area and a modern 55,000-square-foot distribution center and corporate office. An active member of the Automotive Distribution Network, the company employs more than 150 people and is considered one of the leading auto parts suppliers in the Baltimore metropolitan area. Autopart will provide Standard Auto Parts with a comprehensive business management solution for controlling its sales, inventory, accounting, reporting and e-commerce processes. According to MAM, it will help the company conduct its business more efficiently, lower its operating costs and provide greater visibility to its senior management. Ron and Dave Sutton, along with their management team, went through an extensive vetting process, evaluating a variety of software solutions to meet each of their company department’s high demands. “The Autopart system impressed us in many ways” said Ron Sutton, Standard Auto Parts CEO. “The software offers tremendous functionality and will give every department access to the tools they need to become more efficient. It will also centralize the control of our operations and provide our management team with greater analysis of our performance. “With more than a million products 14 COUNTERMAN SEPTEMBER 2012

in stock, five retail stores and a 55,000-square-foot warehouse, we needed a system we could rely on. Autopart was the only management solution to meet our varied requirements and provide us with a dependable, feature rich platform that is needed in today’s automotive aftermarket. Now, we are more prepared than ever to provide the absolute best service to our customers, both old and new,” Sutton said. “We are delighted that Standard

Auto Parts has chosen Autopart to manage its business operations,” said Brian Allibon, president of MAM Software Inc. “As one of the leading auto parts suppliers in the Baltimore area, they are yet another superb addition to our fast-growing number of warehouse distributor and jobber partners. We are looking forward to working closely with them, helping them track and improve their business through the depth of functionality that only Autopart has to offer.”

Federated Contest Winners Have ‘Dream Weekend’ STAUNTON, Va. – Thunder, lightning and some heavy rain could not keep the winners of the Federated “Dream Weekend” from having a great time. Five Federated service provider customers watched some major league baseball and dirt track racing, and then they got behind the Winners got behind the wheel of dirt track cars. wheel of some dirt track cars and learned how to race from NASCAR and dirt track legend Kenny Schrader. Not a bad way to spend a weekend in St. Louis. “Our five winners had an incredible weekend that I know they will always remember,” said Phil Moore, senior vice president for Federated. “The ‘Dream Weekend’ promotion was a fun and action-packed 48 hours. Although the Federated Ironman 55 race was eventually postponed because of rain, everyone had a great time and we got to see a lot of racing action before the downpour.” The five Federated service provider customers who attended the Federated “Dream Weekend” were: •Dave Christopher — Christopher’s Car Care, Tallmadge, Ohio •Howard Fulton — Cassel’s Garage, Melbourne, Fla. •Brad Heimbach — Brad’s Motor Market Place, Lafayette, Ind. •Rodney Gisler — Performance Plus, Three Rivers, Texas •Troy Stariha — Kalama Auto Supply & Repair, Kalama, Wash. The “Dream Weekend” began on Friday, Aug. 3 with a major league baseball game featuring world champions St. Louis Cardinals hosting their arch rivals, the Milwaukee Brewers, at Busch Stadium in downtown St. Louis. On Saturday, Aug. 4, the dream weekend continued with a tour of the Anheuser-Busch Brewery and a night of dirt track racing at the Federated Auto Parts I-55 Raceway in Pevely, Mo. The main event, the Federated Auto Parts World of Outlaws “Ironman 55,” was postponed because of a severe storm. However, the winners still saw a lot of great racing in the qualifying heats from the comfort of track owner Schrader’s personal suite. www.counterman.com

Advance Auto Parts Reports Second-Quarter Fiscal 2012 Results ROANOKE, Va. – Advance Auto Parts announced financial results for the second quarter ended July14. Second-quarter earnings per diluted share (EPS) were $1.34, an 8.2 percent decrease versus the second quarter last year. Year-to-date, EPS was $3.14,

which was an increase of 12.5 percent over the same period last year. “As we anticipated, our second quarter faced weak consumer demand in both DIY and commercial, which resulted in our performance coming in at the low end of our outlook. The

National Pronto Association Adds Two New Members

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GRAPEVINE, Texas – National Pronto Association has announced the addition of Jack Young Co./Central Automotive Warehouse and Cerma Automotriz SA DE CV to the Pronto membership, effective Aug. 1. Jack Young Co. was founded in the late 1940s as a one-man operation. It grew as a traditional jobbing store, but transitioned into a broad-based fleet specialist in the 1960s, becoming one of the largest such distributors in the northeast. Central Automotive Warehouse was established in 1962 as an independent traditional automotive WD, soliciting business from unaffiliated jobbers and car dealerships. Both companies feature nationally branded products, and trade actively throughout the six New England states from single, separate locations. They are supported by a combined staff of 140 people, including 20 outside salespeople. Cerma Automotriz SA DE CV, headquartered in Veracruz, Mexico, has 16 company-owned stores that service the states of Veracruz, Tabasco and Chiapas. Sergio Cervantes and Anastacio Cervantes are the owners of the company.

most significant slowdown was within our cold-weather markets, principally in the northeast and Great Lakes regions of the U.S.,” said President and CEO Darren Jackson. “We remain encouraged by our positive comp store sales growth during the last period of our quarter, as well as the long-term fundamentals of our industry. As we look to the balance of the year, we continue to focus on growing commercial and competing more effectively through investments in areas such as hub and inventory upgrades, our commercial sales force and the launch of the new Advance Commercial Credit program.” Total sales for the second quarter decreased 1.3 percent to $1.46 billion, compared with total sales of $1.48 billion during the second quarter of fiscal 2011. Advance said the sales decrease reflected a comparable store sales decrease of 2.7 percent versus a comparable store sales increase of 2.5 percent during the second quarter of fiscal 2011, partially offset by the net addition of 65 new stores.

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SEPTEMBER 2012 COUNTERMAN 15

Right to Repair Bill Now Law in Massachusetts BOSTON – Massachusetts Gov. Deval Patrick signed the Right to Repair bill (HB 4362) into law on Aug. 6. With the governor’s signature on the Massachusetts Right to Repair

legislation, the first-of-its-kind in the country, consumers will now get more convenience and cost savings when it comes to repairing their cars as the new Massachusetts law will

serve as a model for other states, the Coalition stated. “The 120,000-plus consumers who signed the initiative petition and the 50,000 people who sent letters and postcards to their elected officials and thousands of local repairers who led the fight for the Right to Repair legislation all share in this victory today,” said Art Kinsman, spokesman for the Right to Repair campaign. The Massachusetts Right to Repair Coalition also recognized Rep. Garrett Bradley (D-Hingham) and Sen. John Hart (D-South Boston) for their efforts in championing Right to Repair in the legislature. The Massachusetts Right to Repair law requires the auto manufacturers to sell the diagnostic and safety information needed to repair customers’ cars to the car owners and local car repair shops, expanding the choices consumers have. Currently, only some information is shared, often limiting consumers to only the car dealerships and making it difficult for neighborhood shops to fully repair customers’ vehicles. The measure takes effect in 45 days.

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KOI Auto Parts Joins VIPAR Heavy Duty

16 COUNTERMAN SEPTEMBER 2012

CRYSTAL LAKE, Ill. – VIPAR Heavy Duty has announced that KOI Auto Parts in Cincinnati, Ohio, is the newest stockholder to join the organization's network of distributors. Led by President David Wesselman, KOI serves the heavy-duty market from two warehouses in Cincinnati and from three additional warehouses in Dayton, Ohio, and Lexington and Newport, Ky. In addition, KOI is a leading automotive parts provider, with 75 locations in Kentucky, Ohio, Indiana and West Virginia. www.counterman.com

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CARDONE Industries Appoints New CEO PHILADELPHIA – CARDONE Industries has announced the appointment of Kevin Cramton as its new CEO. Cramton, who will assume his duties in September, will succeed Michael Cardone Jr., the driving force behind CARDONE’s rise as a leader in the automotive remanufacturing industry. Cardone will remain as chairman and owner of the company. Cramton brings to CARDONE more than 25 years of experience in the general and financial management of leading and growing businesses. Most recently, he served as CEO of Revstone Industries, a supplier of highly engineered automotive components. Before that, he served as managing director of RHJ International (Ripplewood Holdings), a publicly traded investment holding company, where he was responsible for overseeing portfolio com-

Kevin Cramton is set to assume his new duties in September.

panies. During his tenure at Ripplewood Holdings, Cramton chaired the board of Niles, an Asian automotive electronics manufacturer, where he led the business to record profitability, following a successful 20-year career as a Ford Motor Co. executive whose assignments carried him all over the globe.

Bosch Updates Part Finder App App now available for Android devices as well as iPhone and iPad. BROADVIEW, Ill. – Users of an iPhone, iPad or Android phone or tablet who need a Bosch part for a vehicle can get the information they need right from their mobile device. In addition to the initial Apple version of its Vehicle Part Finder app, Bosch has now released an Android version of the app. Bosch products currently covered in the Vehicle Part Finder app include spark plugs, wiper blades, oxygen sensors, fuel pumps, battery chargers – and now air management sensors, gasoline fuel injectors and glow plugs – providing part numbers along with images, features and technical attributes for vehicles operating in the United States and Canada. “The addition of Android mobile devices expands the penetration of the Part Finder app significantly as these devices gain in popularity. All functions available in the iPhone and iPad app are now available in the Android version as well,” said Otto Stefaner, project manager for Bosch. “The app is a real boon for customers, service and sales personnel. Anyone who needs to find a Bosch part number from these selected product lines can do so quickly and easily.” www.counterman.com/ASAP for reader service

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Parker Hannifin to Sell

Automotive A/C Business to ContiTech CLEVELAND – Parker Hannifin Corp. has signed a definitive agreement to sell the automotive air conditioning portion of its Mobile Climate Systems Division to ContiTech AG of Hanover, Germany. Terms of the transaction were not disclosed and completion of the agreement is subject to regulatory approvals and customary closing conditions. The automotive air conditioning business manufactures highly engineered components for the global light vehicle automotive industry, including hose and tube assemblies, accumulators, receiver dryers and oil coolant assemblies. The business is part of the

Climate and Industrial Controls segment and operates in five global manufacturing sites with annual sales of approximately $140 million and 1,000 employees. The mobile and hose portions of the Mobile Climate Systems Division are not part of the transaction. ContiTech AG is one of the leading global suppliers of technical elastomer products in the nontire rubber sector and a specialist for rubber technology in the non-tire rubber sector. The company develops and produces functional parts, components and systems for the automotive industry and other important industries.

Over the Counter

20 COUNTERMAN SEPTEMBER 2012

By Jerry King

Wagner ThermoQuiet CeramicNXT Brake Pads Now Available for 2012 Honda Pilot, Civic Models SOUTHFIELD, Mich. – FederalMogul’s new line of Wagner ThermoQuiet CeramicNXT brake pads has been expanded to include rear disc pad sets for 2012 Honda Pilot models (Part No. QC1585) and front pad sets for 2012 Honda Civic passenger cars (Part No. QC1608). Representing the next generation in ceramic friction technology, ThermoQuiet CeramicNXT brake pads are engineered to provide the superior performance required to meet the increased braking demands of today’s vehicles, FederalMogul says. Federal-Mogul already offers Wagner ThermoQuiet CeramicNXT rear pad sets for 2012 Civic vehicles (QC537). The ThermoQuiet CeramicNXT line covers thousands of popular late-model foreign nameplate and domestic applications that were originally equipped with ceramic technology. Federal-Mogul also offers ThermoQuiet CeramicNXT pads as alternatives for many vehicles originally equipped with semi-metallic brake pads. Wagner ThermoQuiet CeramicNXT brake pads feature highly advanced, proprietary ceramic formulations. These formulations feature FederalMogul’s exclusive Dynamic Noise Absorption technology – integrated into the pad to target and absorb vibration at the point of contact for quieter braking – and thermal-sensitive properties that adapt to the wide range of temperatures encountered during everyday driving conditions to help ensure superior stopping performance. ThermoQuiet CeramicNXT brake pads also feature Federal-Mogul’s award-winning Integrally Molded Insulator one-piece brake pad design and Laser-Shaped Friction technology. For additional information regarding Wagner ThermoQuiet brake pads, contact your Wagner Brake supplier or visit www.TQBrakePads.com. To identify the right Wagner product for any application, log on to FederalMogul’s www.Fme-Cat.com electronic catalog. www.counterman.com

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Uni-Select Reports Second-Quarter Sales Increase of 1.7 Percent BOUCHERVILLE, Quebec – Uni-Select Inc. generated sales of $483 million in the second quarter of 2012, compared to $475 million in the same period of 2011. Net earnings stood at $15.1 million or 70 cents per share in the second quarter of 2012 compared to $18.5 million or 85 cents per share for the same quarter of the prior year. UniSelect said the increase in sales stems primarily from the addition of the purchased assets in Florida in the fourth quarter of 2011, which was partly offset by the temporary slowdown due to economic and climatic conditions that prevailed during the quarter in the United States. The effect of variations of the Canadian dollar relative to the U.S. dollar had an unfavorable impact of $6 million on sales for the quarter. “The earning contributions from the acquisitions completed in 2011 combined with current initiatives to improve our performance were offset by the significant slowdown due to economic and climatic conditions which prevailed

in the second quarter,” said Richard Roy, president and CEO of Uni-Select. “The outlook for our industry remains positive; the fleet size and average age of vehicles, amongst others, are rising. We intend to capitalize on the benefits through the introduction of initiatives aimed at improving our performance and reducing our operational costs.” Uni-Select’s board of directors has approved a distribution network rationalization and consolidation plan, which also includes a revision of the operational structure and reduction of administrative expenses. The company says it expects cost savings of approximately $8 million in 2012 and $20 million annually beginning in 2013. The total cost of implementing the consolidation plan will be approximately $22 million, of which approximately $13 million represents an asset write-down. A provision to this effect will be recorded in the third quarter of 2012 in the corporation’s financial statements.

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Automechanika Shanghai Nearly Sold Out, According to Show Organizers

22 COUNTERMAN SEPTEMBER 2012

SHANGHAI – Automechanika Shanghai, set for Dec. 11-14, is almost sold out according to organizers Messe Frankfurt (Shanghai) Co. and the China National Automotive Industry International Corp. The event will be held at the Shanghai New International Expo Center, and will host some 3,900 exhibitors from 37 countries, and some 70,000 expected attendees. Jason Cao, general manager for Messe Frankfurt (Shanghai), said, “Automechanika Shanghai covers the three main product sectors of ‘Parts & Components,’ ‘Repair & Maintenance’ and ‘Accessories & Tuning.’ Each sector complements the other to attract professional buyers and this is one of the unique and important reasons why the show continues to see strong growth every year.” For additional information about Automechanika Shanghai, visit automechanika-shanghai.com.

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Standard Motor Products Announces SecondQuarter 2012 Results NEW YORK, N.Y. – Standard Motor Products (SMP) has reported its consolidated financial results for the three months and six months ended June 30. Consolidated net sales for the second quarter of 2012 were $268.9 million, compared to consolidated net sales of $244 million during the comparable quarter in 2011. Consolidated net sales for the six month period ended June 30 were $480.6 million, compared to consolidated net sales of $464.2 million during the comparable period in 2011. Commenting on the results, SMP Chairman and CEO Lawrence Sills, stated, “We are obviously pleased with our second-quarter results. Aided by our two most recent acquisitions — Forecast Trading and CompressorWorks — sales were 10.2 percent ahead of the second quarter of 2011, and earnings per share, excluding non-operational items, were 20.4

percent ahead. Excluding the acquisitions, sales were higher by 1.6 percent in Engine Management and essentially flat in Temperature Control compared to 2011. “For the six months, sales were up 3.5 percent, inclusive of acquisitions, but down 4 percent, excluding acquisitions. As we have previously stated, sales in the first quarter of 2011 benefited from substantial pipeline orders, and in addition we experienced the loss of certain air conditioning product groups from a major account. The majority of these unfavorable events occurred in the first half of the year allowing more comparable comparisons over the second half of the year. In addition, the SMP Board of Directors has approved payment of a quarterly dividend of nine cents per share on the common stock outstanding. The dividend will be paid on Sept. 4 to stockholders of record on Aug. 16.

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Fifty-Six New MOOG Steering and Suspension Parts Expand Brand's Coverage to Millions of Additional Vehicles

26 COUNTERMAN SEPTEMBER 2012

SOUTHFIELD, Mich. – The MOOG steering and suspension line from Federal-Mogul now includes 56 new parts that expand the brand’s coverage to millions of additional foreign nameplate and domestic passenger vehicles. According to Federal-Mogul, the Moog brand – as the automotive service industry’s “Problem Solver” – delivers innovative product designs that provide enhanced performance and durability and help make installation easier. The latest MOOG products now available through replacement parts distributors include left and right lower control arms equipped with MOOG ball joints for Volkswagen GTI, Golf, Jetta and New Beetle passenger cars, model years ranging from 1998 to 2010, and millions of General Motors light trucks and SUVs manufactured between 1988 and 2002. In total, Federal-Mogul has added 17 control arm SKUs for a broad range of foreign nameplate and domestic applications. For more information regarding MOOG steering and suspension parts, visit the brand’s technician-focused www.moogproblemsolver.com website or contact your MOOG supplier. To identify the right MOOG part for virtually any application, use the www.FMe-cat.com electronic catalog. www.counterman.com

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TRICO EX Factor Promotion Rewards Fall Wiper Sales ROCHESTER HILLS, Mich. – Trico Products has announced the launch of the TRICO EX Factor fall wiper blade promotion. The promo not only offers consumers mail-in-rebate discounts on TRICO blades but also provides counter professionals and service technicians who sell the most TRICO blades an opportunity to win an "ultimate racing experience." The top individual counterperson or technician who sells or installs the most TRICO Exact Fit, Teflon SHIELD, TRICO Flex, TRICO NeoForm or TRICO Force blades between Sept. 1 - Nov. 16 will win the Ultimate Exotics Racing Combo Ten-Car VIP Experience in Las Vegas for themselves and a guest. One winner and a guest will drive up to 10 exotic cars in the same day while comparing and contrasting power and handling of the world’s most exclusive super cars, including an Aston Martin V8 Vantage, a Ferrari F430 F1, a Lamborghini Gallardo LP550 and more. Round-trip airfare, two nights' lodging, ground transportation and an on-board video capturing the day at the track also will be included. TRICO is offering up to a $10 mail-in rebate for consumers who purchase a pair of qualifying wiper blades or one TRICO Exact Fit rear blade from Sept. 1 – Nov. 16. To further aid in the efforts of counter professionals and service technicians while generating in-store excitement, a variety of promotional materials also are available for sales support. “We are building on past success of the promotion by offering vehicle service professionals a once in a lifetime incentive, as well as providing consumer rebates and other sales support to grow their wiper sales,” said Kevin O’Dowd, global director of marketing, corporate branding and strategy. To learn more and begin participating, contact your local TRICO sales representative for additional details. All contest materials, full information and promotional displays can be found at tricorebates.com/POPorders.

ADVICS North America

Commemorates 10 Years in the U.S.

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LEBANON, Ohio – ADVICS North America Inc. marked the company's 10th anniversary this year, with a celebration that included founding members, family companies, suppliers and employees. ADVICS North America, Inc. (ADVICS NA) opened its doors in 2002 and established an Engineering Technical Center in Plymouth, Mich. Over the years, ADVICS NA has expanded to include three manufacturing plants and now employs more than 1,200 people in the U.S.

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tech tips

A LOOK AT O2 SENSORS Oxygen sensors have been used for more than a quarter of a century, dating back to 1980 when the first computerized engine control systems appeared. The oxygen (O2) sensor is part of the fuel management system. It monitors unburned oxygen in the exhaust. The powertrain control module (PCM) uses this information to determine if the fuel mixture is rich (too much fuel) or lean (not enough fuel). To provide the best performance, fuel economy and emissions, the PCM has to constantly readjust the fuel mixture while the engine is running. It does this by looking at the signal from the O2 sensor(s), and then increasing or decreasing the on-time (dwell) of the fuel injectors to control fuel delivery.

INTERNAL HEATERS Oxygen sensors don’t produce a signal until they are hot, so the O2 sensors in most late-model vehicles have an internal heater that starts heating up the sensor as soon as the engine starts. Older, first-generation O2 sensors lacked this feature and took much longer to reach operating temperature, which increased cold start emissions. Once the sensor is hot, a zirconia-type O2 sensor will generate a voltage signal that can range from a few tenths of a volt up to almost a full volt. When there is little unburned oxygen in the exhaust, the sensor usually generates 0.8 to 0.9 volts. The PCM reads this as a “rich” signal, shortens the duration of the fuel injector pulses to reduce fuel delivery, and leans out the fuel mixture. When there is a lot of unburned oxygen in the exhaust — which may be from a lean fuel mixture, or if the engine has a misfire or compression leak — the O2 sensor will produce a low-voltage signal (0.3 volts or less). The PCM reads this as a “lean” signal, increases the duration of the injector pulses, and adds fuel to enrich the fuel mixture. A slightly different variation on this is the titania-type O2 sensor. Used in some older Nissan and Jeep applications, this type of sensor changes resistance rather than producing a voltage signal. In recent years, the design of O2 sensors has changed. The ceramic thimble-shaped element in zirconia-type O2 sensors has been replaced by a flat strip ceramic “planar” style sensor element. The basic operating principle is still the same (the out30 COUNTERMAN SEPTEMBER 2012

put voltage changes as O2 levels in the exhaust change), but the new design is smaller, much more robust and faster to reach operating temperature. You can’t see the difference from the outside because the tip of the sensor is covered with a vented metal shroud, but many O2 sensors from 1997 and up use the planar design. Another change has been the introduction of “wideband” O2 sensors, which are also called “Air/Fuel” or A/F sensors. This type of O2 sensor also uses a flat strip ceramic element inside, but it has extra internal circuitry that allows the sensor to measure the exhaust air/fuel ratio with a much higher degree of precision. It can tell the PCM the exact air/fuel ratio, not just a gross rich or lean indication as other O2 sensors do.

SENSING A PROBLEM? Many late-model engines can have as many as four or more oxygen sensors, so it’s important to know which sensor is having a problem if there is an O2 sensor fault code. The code will usually identify the problem sensor by its number and bank. However, this can be rather confusing unless you know how the sensors are numbered, and which cylinder bank is which. On engines with multiple oxygen sensors, the sensors will be numbered 1, 2, etc. They will also be identified on V6, V8 and V10 engines by the cylinder bank they read (Bank 1 or Bank 2). Sensor 1 is always an upstream sensor in the exhaust manifold. Sensor 2 is usually a downstream sensor behind the converter — unless the engine is an inline four or six with two upstream sensors (as is common on BMW engines). Sensor 3 or 4 would always be a downstream sensor. Bank 1 is the side that includes cylinder number one in the engine’s firing order. Bank 2 is the opposite side. If you don’t know which cylinder bank is which, look up the engine’s firing order diagram. On most General Motors V6 and V8 engines, Bank 1 is the left cylinder bank as the engine is viewed from above or from the driver’s seat. On Ford V6, V8 and V10 engines, it’s just the opposite. Bank 1 is on the right side as viewed from above or the driver’s seat. With Chrysler engines, most rear-wheel drive V6, V8 and V10 engines have Bank 1 on the left, but on their transverse-mounted V6 engines, Bank 1 is on the right. www.counterman.com

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NEWS EXTRA Advance Auto Parts Professional

Shows Local Support in Florida with Commercial Customer Event Advance is a key partner in helping them grow their business. Our goal is to create customers for life.” The program included sessions on leadership training, best practices in customer service and retention and introductions to Advance eServices, offered exclusively by Advance Auto Parts Professional to help increase shop productivity. According to Advance, these eServices include MotoLogic, the industry’s most technologically advanced diagnostic and repair information resource, and Advance Shop Marketing powered

by DriverSide, which allows shops to quickly and easily attract, build and retain customers. Key manufacturers, including ToughOne, Wearever, Tenneco, BWD and Dayco, provided presentations at the event. Hosted at the JW Marriott, the event concluded with a group dinner and a fundraising event. Advance Auto Parts Professional carries more than 377,000 foreign and domestic parts and operates a fleet of more than 8,350 delivery vehicles. Visit www.advancepro2pro.com to learn more.

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ROANOKE, Va. – Advance Auto Parts kicked off a new initiative that will offer training and business growth solutions to more than 100 commercial customers at an event on Aug. 2 in Orlando, Fla. The full-day training event was the first in a series of local events planned for Advance’s commercial customers across the country. “Advance strives to be a partner in every way possible with our commercial customers,” said Amy Bonder, vice president sales and commercial effectiveness at Advance Auto Parts. “We want garages in Florida to know that

32 COUNTERMAN SEPTEMBER 2012

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The heart of the E39 controller for the Buick Regal turbocharged engine is the Viper 32 bit microprocessor. (Courtesy: GM)

t’s been said that today’s cars have become self-propelled rolling computers. Actually, they are more like a mobile self-contained network of control modules that operate everything from the powertrain, braking, steering and suspension system to climate control, lighting, entertainment, communications and navigation. The technology is mostly incomprehensible to the average motorist, yet it provides all kinds of functions and capabilities that were not even on the radar a decade ago: things like Bluetooth connectivity, hands-free communication and email, automatic emergency braking, blind spot detection, adaptive cruise control, stability control, electronic steering and even keyless smart fobs that allow the vehicle to sense your approach, automatically unlock the doors for you and wake up the onboard electronics so you can be on your way. To make such wonders possible, automotive engineers have created specialized control modules for all kinds of applications. Many motorists are somewhat familiar with the main modules in a vehicle such as the Powertrain Control Module or PCM, which used to be referred to as the Engine Control Module (ECM) or Engine Control Unit (ECU) because it was the computer that controlled engine functions such as spark timing, fuel mixture and emissions. PCM serves as a more descriptive term because the PCM on many vehicles also controls the transmission, which is part of the powertrain. A Transmission Control Module (TCM) would be a separate control module for the transmission. It interacts with the PCM or ECM to make sure the transmission shifts at the appropriate speed and load. The Body Control Module (BCM) is yet another major module that usually handles multiple tasks ranging from lighting and other electrical accessories to climate control, keyless entry, anti-theft duties and managing communications between other modules. The functions can vary greatly depending on the year, make and model of vehicle, and even its list of options.

THE

‘OTHER’

MODULES You’ve heard of ECMs, ECUs and BCMs. What about the others? By Larry Carley

34 COUNTERMAN SEPTEMBER 2012

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This brings us to the “other” modules that many people have never heard of ? until one fails and they have to get it replaced. These modules have all kinds of strange and confusing acronyms, which we will try to avoid to keep it simple. Suffice it to say that each carmaker has come up with its own unique list of acronyms for the various modules they use in their vehicles.

Pictured is powertrain control module for a inside the black box), it stalled so they will func2004 Vortec 3500 I5. usually requires a part tion correctly. But some (Courtesy: GM) number that is specific are simply plug and play to the customer’s vehiand will work right out cle. To further compliof the box. cate matters, Ford says Many modules on their GEM modules need to be pro- many different makes and models of grammed after they have been in- vehicles do require either prepro-

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A REAL GEM A typical example is a Ford GEM module (Generic Electronic Module). Ford started using these in the midto-late 1990s in various cars, minivans and light trucks. It is essentially a body control module it terms of what it actually does, though the list of control functions will vary depending on the vehicle application and its options. Some of the control functions include interior lighting, daytime running lamps, power windows, warning chimes and lamps, rear window defroster, windshield wipers and washers, perimeter antitheft alarm, remote keyless entry and battery saver functions. The module may be located behind the fuse panel under the dash (Ford F-series trucks) or in the engine compartment near the power center. If a Ford GEM module has to be replaced (which can happen if water infiltrates and corrodes the electronics

36 COUNTERMAN SEPTEMBER 2012

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E39 engine control module with its cover removed exposes the circuitry controlling all of the functions of the Buick Regal’s Ecotec 2.0L turbocharged engine. (Courtesy: GM)

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gramming for a specific vehicle application or VIN code, or have to undergo some type of initialization or learning procedure (which may require a scan tool) after they have been installed before they will function normally. If a DIY customer doesn’t know this, they may think the replacement module you sold them is no good and bring it back with a warranty claim.

38 COUNTERMAN SEPTEMBER 2012

PLAY IT AGAIN SAM Another example of modularization would be the Mercedes “SAM” modules that divide up many of the subsystem electrical control functions in Mercedes C-Class and E-Class cars. There are two of these “System Acquisition/Activation Modules” in each car, a rear module (SAM-R) located in the trunk for electrical functions in the rear portion of the vehicle such as taillights, rear window defroster, door locks, etc.) and a front driver side module (SAM-D) in the engine compartment for the headlamps, front turn signals, wipers and other accessories. What each module controls will vary depending on the model year car and how it is equipped. The Mercedes SAM mod-

ules seem to be rather troublesome and can be easily damaged by voltage overloads and even battery disconnects. They also have to be reprogrammed after they have been installed.

MODULE MANIA As we said earlier, we’re not going to list all of the vehicle specific submodules because it would probably fill the rest of the pages in this magazine and then some. Instead we’ll give you a short list of “other” modules classified by what they do. Many of these modules have a single dedicated function to perform, so they are relatively simple. But others can be nearly as complex (and costly to replace) as a PCM. To make matters worse, most of these modules may be located virtually anywhere inside the vehicle. Space is tight inside today’s electronics-packed vehicles, so engineers are often forced to locate the module wherever they can find a spot that hasn’t already been taken by something else. Finding a module’s location often requires looking it up on an illustrated component guide or wiring diagram. Some of these other modules include: www.counterman.com

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● ABS/traction control/stability control module ● Airbag (SRS) module ● Alarm module (or chime module) for anti-theft system ● Cruise control module (if not integrated within the PCM) ● Electronic steering module ● Fuel pump control module ● Injector driver module (such as FSD/PMD modules on GM diesel engines) ● Instrument cluster control module (which may be part of the cluster itself or a separate black box) ● Keyless entry module ● Lighting module ● Remote start/immobilizer module ● Suspension control module ● Transfer case module (4WD) ● Wiper motor control module ● Vehicle communication module (such as GM OnStar module) ● Plus all kinds of “mini” modules for power windows, power seats, heated/cooled seats, power sliding

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doors, door locks, sunroofs, air flow control doors inside the Heating Ventilation Air Conditioning (HVAC) system, and so on. MORE MODULES LESS WIRING Much of the hard wiring in today’s vehicles also has changed as a result of modularization. Many conventional wiring circuits have been eliminated altogether and replaced by Controller Area Networks (CAN) that allow various modules to share data and interact in ways that previously required hard wired connections or were not even possible. CAN networks started to appear in domestic cars back in 2003, and on some imports as far back as 1992 (Mercedes). Since 2008, CAN has been standard on all cars and light trucks sold in the U.S. The basic idea behind CAN is that it allows data from many different systems to be shared via a common communication link, the data bus. Actually, most vehicles have two or three of these data buses that operate

at different speeds (baud rates). Some share data at high speed and others share less important information at lower speeds. The data is coded so each module knows what to read and what to ignore. The concept sounds complicated because it is. But it also simplifies the wiring by reducing the number of individual hard wired circuits that are needed in an accessory laden vehicle. That saves weight, bulk and cost (copper is rather expensive these days). Today’s average car probably has more than a mile and a half of wiring, according to one Delphi engineer. Without CAN, it could be much, much more. SMARTER THAN THE PEOPLE WHO USE IT One of the benefits of so many modules is that today’s cars are smarter than ever before. The modules manage not only the powertrain, steering, suspension, brakes, climate control system and other subsystems, but also communications, navigation and safety (which can require very high data rates). Active safety systems such as Volvo’s “City Safety” automatic braking system (introduced back in 2010 on the Volvo XC60) has an infrared laser camera mounted at the top of the windshield to monitor the road ahead. The camera is also used for adaptive cruise control and lane departure warning. It looks for reflective surfaces such as the taillights of another vehicle to identify obstacles and calculate the distance to that vehicle. If the City Safety system determines the rate of closure may result in an accident, it flashes an audible and visual warning to the driver. It also preloads the brakes in anticipation the brakes will be applied. If the driver fails to react in time, the system takes over and automatically applies the brakes, stopping the vehicle before it hits the object in front of it. Even something as simple as opening a sliding side door on a minivan has changed. Opening a side door on a minivan used to be a simple manual task. You grab the door handle, pull it and slide the door open. With Continued on page 82 www.counterman.com

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mechanic connection by Gary Goms Commercial Accounts Editor

HOW TO SELL MODERN IGNITION PARTS ost veteran parts professionals can well remember the days when a “tune-up” package consisted of new contact points, condenser, distributor cap, rotor, spark plug wires and spark plugs. The contact points were considered expendable items because the hard tungsten coating on the contact points would burn away in as little as 12,000 miles, leaving the base metal exposed to rapid oxidation and wear. Due to poor engine oil control and the leaded gasoline of the day, spark plugs would not only wear out, they would become coated in a hard, electrically conductive coating of lead and carbon in less than 20,000 miles. While the condenser, distributor cap, rotor and wires weren’t generally considered wearing items, they were generally recommended as part of a tune-up on higher-mileage vehicles.

MODERN IGNITION SYSTEMS Beginning in 1973, the electronic ignition control module (ICM) began to replace mechanical contact points. The remaining wearing parts were, in general order of need: the spark plugs, ignition wires, distributor cap and rotor and ignition coils. Due to the use of unleaded gasoline, spark plug life was extended to approximately 30,000 miles. During the 1980s, further improvements consisted of wastespark ignitions, in which a single ignition coil fired two companion cylinders, one on compression stroke and the other on exhaust stroke. The cylinder fired on exhaust stroke was considered the “waste spark.” One ignition coil was added for each two engine cylinders to make up a “coil pack.” Since the waste spark system con-

Greasy fingerprints can be reduced by using a spark plug boot to install the new spark plug.

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nected the coil to the spark plugs with conventional spark plug wires, wire failures were still common. Coil-on-plug (COP) ignitions are the latest ignition system configuration in which a miniature ignition coil mounts directly on to the spark plug. Although COP ignitions seem to experience higher failure rates in some applications, their general reliability rate is good. Most current ignition systems are of the waste-spark and coil-on-plug types.

46 COUNTERMAN SEPTEMBER 2012

SELLING SPARK PLUGS The first rule for selling modern spark plugs is to never substitute a cheaper spark plug for the original equipment (OE) design. The primary difference between cheap substitutes and the OE designs is in the metallurgy. For example, the threads of OE spark plugs, as well as good aftermarket plugs, are nickel-coated to prevent them from seizing in aluminum cylinder heads. In addition, the electrodes are plated with precious metals like platinum and pal-

This spark plug failed because it was improperly torqued to the cylinder head.

ladium to reduce high-temperature erosion. Correct heat range also must be taken into consideration when selling spark plugs. Because engines in the same model year application with the same cylinder displacement are built with different compression ratios or have turbocharging or supercharging added, their spark plug heat ranges will differ. The vehicle identification number (VIN) will provide the information needed to determine the correct spark plug for the engine application. Heat range is very critical on modern engines because colder than the OE heat range can cause a temporary cylinder misfire that will illuminate the â&#x20AC;&#x153;check engineâ&#x20AC;? warning light. Conversely, hotter-than-OE spark plug heat ranges can cause preignition, which will ruin an engine. Electrode design also is very critical to preventing engine misfire problems. Some engines require multiple ground electrodes to reduce cylinder misfires. In practically all other applications, the conventional single ground electrode design is used to ignite the air/fuel mixture in the engineâ&#x20AC;&#x2122;s cylinders. Because a pointed electrode produces a stronger spark, most modern spark plugs have pointed center electrodes. Since iridium is a very hard, durable metal, spark plug manufacturers have introduced very thin iridium center electrodes capable of transmitting very high voltages with very little wear. Whatever the case, recommend only the original equipment spark plug designs when selling modern spark plugs. www.counterman.com

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SELLING SPARK PLUG WIRES Carbon-core spark plug wires were popularly introduced during the late 1950s. Although early versions of carbon-core wire were notoriously unreliable, most modern wires are made

wires be replaced with the spark plugs. As an added note, the spark plug boot on coil-on-plug (COP) ignition systems seals the coil to the spark plug. Replacement is a highly recommended option because these boots tend to develop perforations and carbon tracks that will cause the new spark plug to misfire. To prevent radio frequency interference (RFI) on some vehicles, it’s important that the new wires be replaced in their original locations. It also helps to lightly coat the inside of the spark plug boot on with silicone dielectric ignition grease to seal the boot against moisture and to ease installation and removal.

SELLING IGNITION COILS The white speck on this COP spark plug boot indicates a high-voltage perforation defect.

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with superior materials that increase reliability. Most failures occur because the carbon core burns out or because a puncture in the wire’s insulation allows the spark to jump to the nearest metal surface or through highly conductive rubber hoses. Since most spark plug replacement intervals occur at 100,000 miles, most technicians will discover that the wire has become firmly seized to the spark plug insulator. For this reason, the wire will likely be damaged during removal. To prevent an ignition misfire from damaging the vehicle’s expensive catalytic converter, some auto manufacturers recommend that the

48 COUNTERMAN SEPTEMBER 2012

The carbon track or flash-over on this spark plug has left an equally conductive track inside the spark plug boot.

Electronic distributor-type ignitions are generally equipped with single ignition coils that, in most cases, are very reliable. In other cases, a shorted winding in the ignition coil can cause a high primary amperage draw, which will

The ignition coil on this distributor ignition failed because of a badly corroded ignition coil mount.

result in a repeat ignition control module (ICM) failure. If your retail customer is experiencing repeat ICM failures, intermittent misfires or cranking, or no-start complaints, suggest to him that an ignition coil replacement might be in order. On all applications equipped with waste-spark ignition systems, the PCM controls spark timing advance and coil saturation times through a “coil driver.” The coil driver is basically a power transistor that acts as an on/off switch for each ignition coil. If the PCM driver is switching current correctly, the coil is at fault. If the PCM driver fails, the PCM must be replaced and a coil replacement is also recomwww.counterman.com

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These “hybrid” ignition coils for a Toyota 3.4-liter V6 mount on the right cylinder bank are connected to the left cylinder bank by three 6mm spark plug wires.

SERVICE RECOMMENDATIONS Because spark plug replacement can be very labor-intensive on modern engines, some simple point-ofsale service recommendations can save your retail customers time and money. For example, it’s important to increase the reliability of the spark plug replacement by replacing the spark plug wires on distributor or waste-spark ignition

Gary Goms is a former educator and shop owner who remains active in the aftermarket service industry. Gary is an ASE-certified Master Automobile Technician (CMAT) and has earned the L1 advanced engine performance certification.

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mended to prevent a repeat failure. Coil-on-plug (COP) ignition coils are also controlled by the PCM. Coil testing procedures depend very much on the accessibility of the coil and its driver circuit. In all probability, a misfire on a single cylinder will be caused by a failed ignition coil. To prevent a repeat failure due to carbon tracking on the spark plug insulator, the spark plug and spark plug boot should be replaced with the coil.

systems and spark plug boots on COP ignition systems. Next, remind your retail customer that spark plug removal should generally be done only on cool engines. He should soak the spark plug with penetrating oil and remove by alternately loosening and tightening the spark plug until the penetrating oil thoroughly soaks into the threads. It’s also important to avoid getting greasy fingerprints on spark plugs and related parts because surface contamination can provide an electrically conductive path for high-voltage spark. For this reason, anti-seize compound is not recommended by most vehicle manufacturers. To avoid damaging the cylinder head, your customer should torque all new spark plugs to OE specifications.

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counter-tech

HOW THE SEARCH FOR THE HIGGS BOSON LED ME, AND YOU, TO THE WWW figure that not that many of us in the auto parts industry wondered how the recent announcement on Independence Day this year that the Higgs Boson, which had been theorized into existence decades before, was possibly, finally found. The realm of particle physics was abuzz with news of this discovery out of the CERN Labs in Geneva. The elusive Higgs Boson particle or the so called “God Particle” seems to exist after all. I did not know it at the time, but we had already benefited by the science involved in its search. I was fascinated by the multitude of science news headlines that flashed across the Web that day announcing its discovery. It motivated me to set out on a personal journey of understanding, to at least in a rudimentary manner, master the Higgs Boson for the benefit of my readers. I figured, Who better to help my friends and colleagues in the auto parts industry understand this complex subject than me, the techy-science guy? Well, I’m here today ready to tell you that, on particle physics, I’m not your guy and we might all need to go back to college and really bone up on a physics degree to barely grasp the complexity of this elusive particle. The more I read about it, the deeper into confusion my brain plummeted. Once my scientific method approach fell down the tubes, I figured at least could find a shortcut with some “Higgs Boson for Dummies” guide on the Web to help me understand it once and for all. I did find plenty of YouTube videos with all kinds of analogies that honestly were as confusing as the scientific explanations I

52 COUNTERMAN SEPTEMBER 2012

pored over for days before. The one analogy that finally derailed my pseudo-scientific endeavor was one where they spoke about a “fish in the water.” An allegedly over-simplified tale, where the water molecules are the Higgs Boson, Quarks are the fish, and the Protons are the scales — far out man! Now you see what I mean about this stuff being so confusing. So, here we are none the wiser about the darn particle. As I was getting ready to scratch the whole idea for this column, I saw a great video blog about a computer scientist who worked with the team at CERN 10 years before the Large Hadron Collider was built. This scientist proposed to create the tools that led to the creation of the World Wide Web (you know, the www in front of the web address) as we know it today. He proposed this in order to store, dissect and share the gigantic amounts of data their particle physics scientific research was going to produce. The Large Hadron Collider is the contraption built at CERN used to discover the Higgs Boson; an underground ring of 17 miles in diameter inside which particles zoom by at the speed of light and collide headto-head recreating millions of mini-Big Bangs in a lab like the big one when our universe was created. The CERN scientists have continuously analyzed these collisions for years and one of the ejected materials recently found was finally the elusive Higgs Boson. Eureka! The scientists back then knew that to analyze this data they needed to break Continued on pg. 84

By Mandy Aguilar

Mandy Aguilar is a regional vice president for Jacksonville, Fla.based The Parts House. Visit his blog at www.mandyaguilar.com. www.counterman.com

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guest editorial

WOULD YOU REALLY HELP A FRIEND IN TROUBLE? HERE’S YOUR CHANCE Founded more than 50 years ago by several top auto parts chain store owners, the Aftermarket Foundation was established to honor the memory of the late manufacturer’s representative Ray Jesselson. The organization’s sole mission was, and still is, to support those in the aftermarket who because of illness or accident have fallen on hard times, and literally have no other place to turn. While for many years, the Aftermarket Foundation was known as the industry’s best-kept secret, today the Foundation is a beacon of light and hope for those in deep financial trouble.

he function of The Aftermarket Foundation is to locate and assist people from the aftermarket who, because of catastrophic injury or terrible illness, have fallen on hard times and financially have no other place to turn. The Aftermarket Foundation was started 50 years ago by a few of the largest chain store owners at the time, in honor of the late manufacturer’s representative, Ray Jesselson. They had the best of intentions to help those in need in the aftermarket with their Jesselson Fund. However, as entrepreneurs, they were far more preoccupied in growing their chains, which today are among the largest in America: Pep Boys and Advance Auto Parts. So, for 20 years, the fund languished until another chain store owner, Donald Schlenger, decided to breathe life into it again. Don contacted several industry people 30 years or so ago to ascertain our interest in being involved, and we all thought it a great idea. Together, we made a go of it and it has grown greatly since then. Our current name, The Aftermarket Foundation, replaced Jesselson, as by that time there were very few who remembered him. For these past 30 years, there have been many industry executives who joined our board, and who have unselfishly given of their time and expertise. Today, our board is composed of 28

54 COUNTERMAN SEPTEMBER 2012

Joe Mittelman The Aftermarket Foundation Vice President

high-powered volunteers from all areas of the aftermarket. They work hard on our behalf because they believe in the cause. One of our board committees, headed by Bob Schoeberl, is responsible for organizing our great golf tournament put on each year the Monday before AAPEX opens in Las Vegas. This tournament is always a sellout, and brings the largest single influx of working capital to continue our work. Other income is derived through generous donations by individuals, and from many of the nation’s largest retailers, distributors, jobber groups and man-

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ufacturers. We also receive yearly donations from several of the major aftermarket associations: AAIA, SEMA, MEMA, PWA to name a few. We like to think of The Aftermarket Foundation as a kind of safety net. After our aftermarket friends have tried relatives, federal, state, county or other aid, and there is still great need, we are there for them. Through the years we have taken on and helped many heartbreaking cases, involving ourselves both physically

and emotionally with these friends and colleagues while helping them make up their financial shortfall. It might be a one-time effort on our part, or one that continues until the recipient has recovered and is able to return to work. Occasionally, a recipient may be collecting a very minimal Social Security check, and we may need to assist them for a much longer time. Each case is uniquely different and needs its own individual vetting and solu-

Effectively target prospective employees in the automotive aftermarket.

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Counterman would like to introduce you to AftermarketJobs.com. You need to find the right candidate for the job and there’s no time to waste. In today’s competitive business climate, it’s imperative that you find eager, qualified candidates to ensure your company’s success. AftermarketJobs.com is focused on employment positions in the automotive aftermarket. AftermarketJobs.com works around the clock to promote positions within your company and target prospective employees in an extremely cost-effective way. Look to AftermarketJobs.com to help you build your winning team.

Contact Karen Kaim at 330-670-1234 ext. 295 or kkaim@babcox.com

56 COUNTERMAN SEPTEMBER 2012

tion. We’re constantly looking for new sources of income to be able to take on more of these heartbreaking cases. One of our most vital needs is to make ourselves far more visible to all parts of our industry so that we can be the beacon to help these people find our unique source of help. With this in mind, we are in the midst of building a new, exciting and comprehensive website through the efforts and generosity of Cypress Technology Group. This is the company that works closely with the PRONTO group. And, while board member Murray Sullivan of PRONTO has been on our revenue growth committee and working hard toward bringing in additional dollars, Bill Maggs, president of Pronto and chairman of AWDA, has taken the bull by the horns, jumped into the arena and directed the Cypress Group to work with us on this new website project. Bill Maggs, being one of the bestknown and admired executives in the industry, brings the hope of much greater involvement from other corporate executives. This new website is not only vitally important as a tool to bring in needed dollars, but also will also help people in great need realize there is help for them out there. Our operational costs are very minimal and that means that unlike so many other non-profit entities with large overheads, almost all of the dollars we take in will go where they are needed – toward the benefit of those members of the aftermarket. This group of selfless automotive execs works tirelessly to help those in trouble. This is just one more of the advantages offered to those who make their living in this amazing industry of ours. For those interested in making a donation, either as an individual or in a company name, we accept checks, credit cards or PayPal. The Aftermarket Foundation is a 501(C)3 charitable organization and all donations are tax-deductible. Please visit AftermarketFoundation.org for more information.

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Automotive Aftermarket Industry Week (AAIW) is just around the corner. Here’s a chance to see new products that will be on display before the show floor opens in Las Vegas. Going to the show or interested in knowing more? Go to www.aaiwshow.com for more information. There, you’ll find information on hotels and registering for the shows.

WEAREVER PLATINUM BRAKE PADS Advance Auto Parts Professional now offers Wearever Platinum®, an exclusive line of premium ceramic brake pads engineered to deliver quieter braking and superior stopping power. Wearever Platinum features the exclusive SoundLock Plus™ diamond pattern fourlayer shim to lock in sound and utilizes CleanestWheelTechnology™ for superior dust reduction. Wearever Platinum brake pads are manufactured to OE specs.

For more information, visit www.advancepro2pro.com/platinum or call 1-877-280-5965.

58 COUNTERMAN SEPTEMBER 2012

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ADVICS Ultra-Premium Disc Brake Pads ADVICS designs and produces brake pads for OE manufacturers around the world. The engineering that goes into ADVICS brake pads has taken original ceramic friction technology to the next level, resulting in increased stopping power and overall braking performance. To ensure safety in any road condition, ADVICS develops its products to be reliable on a variety of road surfaces and in varying climate conditions. ADVICS creates high-performance, high-quality braking systems through the verification of system performance, vehicle movement simulations, brake squeal and vibration analysis, dynamometer performance testing, durability assessment, in-vehicle validation and in-vehicle calibration studies. The ADVICS OE engineering team manages the design and manufacturing of each part number offered in the aftermarket.

Visit www.ADVICS-na.com to learn more about ADVICS braking systems or email amsales@advics-na.com.

Raybestos® Brand Drag Reduction Clips Boost Braking Performance and Shop Profitability Technicians and their customers have been given an additional way to improve braking performance that’s fast and easy. New drag reduction clips from Raybestos® brakes retrofit progressive OE hardware designs. They are now available for a wide range of vehicles. Raybestos drag reduction clips help drivers achieve: ● Better fuel economy ● Lower braking temperatures ● Reduced brake wear ● Improved vehicle performance ● Less brake noise Brake drag is unwanted contact between the friction material and the braking surface when the brakes are not being engaged. Brake drag can cause increased vehicle rolling resistance, increased braking temperatures and increased brake component wear. Raybestos drag reduction clips are designed for easy installation. Each clip has an application-specific design that fits over the brake pad on applications where spring clips were not part of the original equipment design. The clips act as a spring … providing positive pressure to the brake pad ... keeping it separated from the braking surface when the brakes are not applied. This pressure is light enough to not affect the braking system when the brakes are applied.

For more information on the Raybestos drag reduction clips or Raybestos brand brake parts, visit www.raybestos.com or call 800-323-0354.

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SEPTEMBER 2012 COUNTERMAN 59

Akebono Ultra-Premium Brake Pads ● No Break-Ins Required ● Smooth and Confident Pedal Feel ● Vehicle-Optimized Ceramic Formulas for Superior Performance ● Ultimate Upgrade for OE Semi-Metallic and Low-Metallic Brake Pads ● Ultra-Quiet: Definitive Control of NVH (Noise, Vibration & Harshness) ● Extremely Rotor-Friendly for Longer Rotor Life ● Ultra Low Dusting for Cleaner Wheels ● Unrivaled Stopping Power

www.AkebonoBrakes.com 866-253-2666

As the originator of ceramic technology and a trusted OEM supplier, Akebono has always been the leader in the optimal ceramic material for each vehicle model. This assures the best performance and the safest braking experience. Akebono’s Ultra-Premium brake pads have the same materials, engineering, quality standards and advanced technologies used to create OE ceramic brake pads. This means Akebono’s brake pads restore the original brake pad performance the vehicle had when it was new.

Open Your Door to Profitability.

VDO - A Trademark of the Continental Corporation

For additional product information, please visit: www.vdo.com/usa or contact: salessupport-us@vdo.com.

60 COUNTERMAN SEPTEMBER 2012

The VDO Door Systems Program gives you and your customers a true competitive edge for capturing sales and service opportunities that were previously a dealer exclusive. With more than 1,200 total SKUs, the program includes a complete line of VDO power window motors, regulators, regulator/motor assemblies and door lock actuators. More than 850 VDO Window Motors and Regulator Assemblies are available for most popular imports and domestics, with cable operated regulators for current imports and SUVs. VDO Power Window Regulators offer an exceptional value for consumers and are a time-saver for techs. VDO Window Regulators help customers to save money in applications requiring a regulator-only replacement. The VDO Door Lock Actuator line features more than 130 SKUs and offers exceptional coverage for doors, tailgates, trunk lids and fuel tank doors. They are OE-designed, exact replacement actuators, validated to restore original function and fit exactly as the factory unit. Coverage includes all makes of cars, light trucks and SUVs from 1985 to 2010. All VDO products are made to OE-quality standards in ISO-certified facilities to the same specifications and quality standards as the OE components supplied by Continental to automakers worldwide.

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ContiTech Offering Full Range of OE Quality V-Ribbed Belts Complete range for domestic and imported vehicles Thanks to the complete product range in original equipment quality for domestic and imported vehicles, technicians can now find the suitable belt for auxiliary belt drives for every vehicle. Customers profit from ContiTech’s top position in automotive original equipment and the breadth of the company’s OE competence. Drive belts made by ContiTech for the automotive aftermarket comply with OE standards, giving technicians confidence and reliability. In addition, ContiTech’s manufacturing operations for power transmission belts are certified worldwide to ISO/TS 16949 quality management standards. The range is being continuously updated with new replacement belts being made available, at the latest, six months after the start of car production, and one year later for commercial vehicles. The ContiTech cross-reference catalog offers an overview of the V-ribbed belts from ContiTech as well as timing belts and timing belt kits.

The catalog is available on www.contitech.de/aamcat. AAPEX Booth #2626

Where Will Positive Take You? Exide’s AGM line is the first and only absorbed glass mat (AGM) battery* that features SureLife Graphite Technology to maximize available energy capacity – helping batteries perform at higher levels longer than conventional batteries. Exide Edge™ Flat Plate and new Vortex™ Spiral Wound AGM batteries aren’t just different on the outside. Designed for today’s active families and busy professionals, Exide Edge™ and Vortex™ provide more protection against battery failure; helping vehicles stay strong and perform like new. Proof positive that what is on the inside matters.

Where will positive take you? visit us at APPEX Booth #3034 to learn more. Starts Like New. Stays Like New Longer.™ *Among leading competitors

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SEPTEMBER 2012 COUNTERMAN 61

For Many Reasons, Only One Brand of Gaskets Do other gasket suppliers specialize in developing highly advanced rubber formulations that address the unique characteristics of today’s engines? Do they partner with engine professionals to identify and solve the latest and most difficult sealing challenges? Did they revolutionize intake manifold gasket technology when your customers were facing the critical concern of repeat failures of OEstyle designs? Have their head gaskets sealed the engines of stock car racing champions? Fel-Pro continually works to develop new sealing sciences with the focus being first-to-market, problem solving products that protect your sales and your customers’ reputations. You know the answers to these questions. So do professional technicians. That’s why when it comes to gaskets, it’s one brand: Fel-Pro®.

Fel-Pro www.felpro-only.com See us at AAPEX booth #3217

Working Together—The Federated Way Federated Auto Parts’ dedication to building profitable and successful relationships has made it one of the automotive aftermarket’s premier programmed distribution groups. Federated is devoted to providing professional technicians with superior customer service and name brand quality parts at competitive prices along with a full array of training and business support tools. Since Federated was established in 1985, the name has become synonymous with quality in the field of vehicle repair with over 8,000 stores and service centers nationwide. Federated Auto Parts stores are independently owned businesses that serve their local communities and are often familyowned and operated. These stores provide the highest quality replacement parts and accessories at competitive prices but also have the most knowledgeable people that can help with whatever the problem or challenge a customer may face. They also provide train-

62 COUNTERMAN SEPTEMBER 2012

ing and a host of other technical and marketing support programs including Federated Car Care, which identifies some of the best service providers in the country as being on the Federated team. Federated Auto Parts, headquartered in Staunton, Virginia, is one of the largest auto parts distribution and marketing organizations in North America. Federated is dedicated to supporting its customers with quality name brand parts, programs designed to grow their businesses, and experienced counter sales people who are knowledgeable in today’s evolving automotive technology. For more information, visit www.federatedautoparts.com.

Federated Auto Parts 542 Greenville Ave. Staunton, VA 24401 (540) 885-8460 www.FederatedAutoParts.com

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Developed For The Toughest Jobs On Earth. From school buses to ambulances, from utility trucks to fire trucks, Fras-le’s Extreme Service and Magnum Pro brake pads outperform the competition on measures like stopping power, pad and rotor wear, fade resistance, noise and wheel dust. FRAS-LE engineers, manufactures and tests friction materials for applications where safety is priority No. 1, so you can relax, knowing your hard-working vehicles have the highest-quality brake pads available. Fras-le’s hydraulic and air disc brake pads for work trucks and fleets are available in two formulations:

Extreme Service, engineered for severe-duty applications; and Magnum Pro, the professional’s choice for mediumduty vehicles. Both formulas provide reliable stopping power and better braking performance. Fras-le’s air disc pads for commercial vehicles are available only in Extreme Service. From world-class R&D through friction manufacturing, Fras-le is synonymous with quality and performance. Fras-le is the OEM friction supplier on many Class 1c-8 work trucks in North America and around the world.

For more information about Fras-le phone: (248) 735-4900 • e-mail: steffanie.savine@fras-le.com • or visit: www.fras-le.com/nabrakes

Gabriel® ReadyMount® Fully Loaded Struts – Designed, Tested and Proven to Deliver Gabriel ® knows strut assemblies are vital to vehicle safety. That’s why Gabriel is relentless in its efforts to provide the most durable preassembled strut available, the premium Gabriel ReadyMount®. All new Gabriel preassembled ReadyMount designs are precision engineered, Component- and Unit-tested, then Fit- and Ride-tested to ensure quality, durability and performance. Gabriel conducts more than ten grueling individual component and full ReadyMount unit tests on each new ReadyMount design to ensure function, proper wear and durability. Not all manufacturers go to these lengths to test their products and if they did, they might not like what they’d find. But it’s the right thing to do and the right way to do it. With coverage for more than 105 million vehicles and more than 2,000 applications, Gabriel’s ReadyMount line of more than 140 pre-assembled struts continues to expand and is the perfect fit for your customers.

Visit the Original Gabriel at AAPEX at its new location, booth# 2820 to learn more about our ReadyMount fully assembled struts.

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SEPTEMBER 2012 COUNTERMAN 63

The KYB Strut-Plus The KYB Strut-Plus means “OE-Plus” for the vehicle: The KYB Strut-Plus is a ready-to-install assembly that doesn’t require a special spring compressor to transfer parts. It’s OEPlus because it’s designed to “restore” designed performance. That’s better than using an OE replacement part because OE parts are designed for new vehicles, not used vehicles. The Strut-Plus goal is to help restore the vehicle’s tire and body control, which affects vehicle stability, stopping distance, lane change responsiveness and overall handling. Every component in a complete strut assembly is critical to its overall performance: That’s why the KYB Strut-Plus only includes the highest OE or better components. At the heart of Strut-Plus is the Excel-G Gas Strut, which is built on the same KYB OE assembly lines and is calibrated to compensate for wear caused by vehicle age and miles driven. Where applicable, the KYB Strut-Plus also includes a new coil spring, mount, insulator, bearing plate and attaching parts. The KYB Strut-Plus comes pre-assembled (except some models), saves time on installation, eliminates assembly errors and includes all necessary components to get the job done right; the first time.

Bosch QuietCast™ Premium Disc Rotors and Brake Pads Made for Domestic, Asian and European vehicles. Deliver the performance you and your customers expect with the durability and long life of Bosch braking components. Our Rotors have: ● Clear look coating protection - prevents rust and corrosion and adds a clean look on today’s vehicles with open-wheel designs. ● OEM style vane configuration - reduces operating heat to optimize performance; reduces vibration that can cause noise. ● Heat flowed castings - consistent wear for long life and quiet operation. Our brake pads have: ● Advanced, platform-specific ceramic/semi-metallic/NAO friction material. ● Laminated rubber-core shims - results in lower noise, increased strength and corrosion resistance. ● Molded Shim Technology - provides maximum stability and results in a quiet shim performance (on selected applications)

From the Worldwide Leader in Braking Technology. To learn more, visit www.BoschAutoParts/Brakes

64 COUNTERMAN SEPTEMBER 2012

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Expanded Fuel Delivery Coverage From Spectra Premium

Spectra Premium is pleased to introduce 52 new Fuel Delivery part numbers, providing coverage on popular Hyundai & Kia import applications as well as first to market coverage on late model F-Series Super Duty trucks & Dodge Sprinter Vans. First-to-market coverage is also achieved with Spectra Premium Fuel Filler Neck part number FN851, covering late 1990s Jeep Cherokee applications.

www.SpectraPremium.com

Are You TechSmart? At TechSmart, we’ve made it our mission to create an advanced, top-notch line of parts that helps today’s technicians find new and better ways to solve their customers’ issues. And we’re only getting started. At this year’s AAPEX show in Las Vegas, TechSmart will introduce exciting new products featured in our Fall 2012 New Parts Guide including 14 brand new categories such as headlight level sensors, wastegate frequency control valves, variable intake manifold actuators, HID headlight ballasts, rain sensors and air quality sensors, along with expanded coverage for our park assist sensor, HVAC air door actuator and expansion tank service kit lines. Join the thousands of technicians who never back down from a challenge – and always reach for TechSmart first!

Booth #4226

Standard Motor Products, Inc. 37-18 Northern Blvd. Long Island City, N.Y. 11101 (718) 392-0200 www.TechSmartParts.com www.counterman.com

SEPTEMBER 2012 COUNTERMAN 65

The Ultimate Import Wire

Standard Motor Products, Inc. 37-18 Northern Blvd. Long Island City, N.Y. 11101 (718) 392-0200 www.IntermotorImport.com

Intermotor™ Import Wire Sets provide customers with a competitive edge in today’s complex global import market. Unrivaled for quality, coverage and original match, Intermotor™ Import Wire Sets are engineered to exacting fit, form and function specifications. Factory-installed separator clips, anchors, loom channels and trays (specific to vehicle make and model) keep wires sorted properly and safely to protect against arcing, cross-fire, electromagnetic interference and damage. Every wire set is designed, built and tested to meet or exceed international TS16949 quality standards. Taking advantage of Standard Motor Products’ (SMP) many years of product innovation, advanced import technology and quality manufacturing, Intermotor™ Import wire sets install with ease and confidence for exceptional power and performance, extra-long service life and the ultimate import wire experience.

Booth #4226

From wheel bearing hub units that last twice as long as economy competitors* to the award-winning Demand Insight® system, Timken helps improve performance at every level of the channel. The combination of reliable products and technical training plus our focus on service help ensure that you have what it takes to do the job right from the start. The strength of the Timken aftermarket program delivers tools to drive better performance in the service bays and on the road. It’s the reason why Timken is the brand preferred by professional technicians 2-to-1† over our closest competitor. Choose Timken for performance you can trust. * Information derived from Timken Standard Hub/Bearing Accelerated Durability Rig Test. Testing methods accepted by original equipment manufacturers (SP450300, 513200). Weibull life based on statistically small sample size. † Based on survey conducted in 2011 by independent research firm of professional technicians at independent repair shops in the U.S.

Visit Timken at AAPEX booth 3018.

66 COUNTERMAN SEPTEMBER 2012

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TRICO® Force™ Premium Beam Blade TRICO® Force™ is an all-new, high-performance beam blade engineered with a powerful combination of advanced wiper technologies designed for maximizing safety in today’s extreme driving environment. Available now, TRICO Force features the patented VorTec™ aerofoil that controls airflow and transfers wind force downward to provide maximum contact between the wiper blade and windshield. With a robust superstructure for durable, all-weather performance, this swept-wing spoiler slices through turbulence to deliver a flawless wipe and excellent visibility in all driving situations.

Trico Products Phone: 1-800-388-7426 Web: TricoProducts.com AAPEX Booth #3038

The Goodyear Engineered Products Timing Belt Replacement Kit Display helps technicians educate customers about the importance of replacing timing belts and timing components. Vehicle manufacturers recommend replacing timing belts and system components approximately every 60,000 to 100,000 miles to avoid unexpected breakdowns and costly engine repairs. The full-scale working display helps demonstrate what can happen if a timing belt system fails while driving. Marketed by Veyance Technologies to support its Goodyear Engineered Products Timing Belt Kits, the three-dimensional, trilingual interactive display shows actual timing replacement parts on a Toyota Highlander engine. Check out the display in the New Product Showcase or at the Goodyear Engineered Products booth (#3638) at AAPEX, Oct. 30 to Nov. 1 in Las Vegas.

For more information on the Timing Belt Replacement Kit Display and other Goodyear Engineered Products, visit www.goodyearep.com or call 1-800-869-0435.

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SEPTEMBER 2012 COUNTERMAN 67

SENSEN Shocks & Struts: Where Quality Meets Affordability Customers need options! If you are not offering an affordable shock and strut line, you could be missing key sales opportunities for customers on a budget. SENSEN supplies OE-quality to the aftermarket and uses premium-quality components like Japanese-made NOK seals. SENSENâ&#x20AC;&#x2122;s ISO/TS 16949:2009-certified factory has been utilizing advanced manufacturing processes like robotic-welding since 1985. With more than 500 import and domestic part numbers, SENSEN has quickly established itself as the leading value line in North America. Selling a value line no longer means sacrificing quality. You can sell SENSEN Shocks & Struts with confidence knowing they are backed by our industry-leading lifetime warranty.

For more information on SENSEN Shocks & Struts, visit AAPEX Booth #5234 or log onto SENSEN-NA.com

68 COUNTERMAN SEPTEMBER 2012

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marketplace NEW FUEL DELIVERY PART NUMBERS AVAILABLE FROM SPECTRA PREMIUM VALSPAR INTRODUCES NEW MAX ANTI-RUST AEROSOL PAINT New Valspar MAX Anti-Rust aerosol paint provides two times greater corrosion protection than the leading competition, as proven in independent testing. Valspar MAX Anti-Rust aerosol paint was independently tested against the competition using the ASTM B117 process. After 240 hours of salt-fog exposure, Valspar MAX Anti-Rust was found to provide two times greater corrosion protection than the leading competitor’s product. The product also features a new, award-winning “twist and lock” cap design, which makes the spray painting experience easier, faster and cleaner. VALSPAR Visit www.counterman.com/ASAP for reader service.

TWO NEW ACDELCO RAPIDFIRE SPARK PLUG PART NUMBERS RELEASED The release of two new ACDelco Rapidfire spark plug part numbers continues to enhance ACDelco’s portfolio of competitively priced, single platinum spark plugs for older-model vehicles. The new part numbers became available Sept. 1. ACDelco Rapidfire No. 16 covers 2000-2007 Buick, Cadillac, Oldsmobile and Pontiac models, including Buick Lucerne; Cadillac Deville, DTS, Eldorado, Seville, STS, SRX and XLR; Oldsmobile Aurora; and Pontiac Bonneville, for a total of 386,000 vehicles. ACDelco Rapidfire No. 17 covers 2.9 million 2000-2007 vehicles from Chevrolet, Buick, GMC, Isuzu, Oldsmobile, Pontiac, Saab, Saturn and HUMMER. Total ACDelco Rapidfire spark plug coverage for GM and non-GM applications now comprises more than 132 million vehicles. ACDELCO Visit www.counterman.com/ASAP for reader service.

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Spectra Premium has introduced 52 new fuel delivery part numbers to its product lineup, providing coverage for popular Hyundai and Kia import applications. The new part numbers also offer coverage for late-model F-Series Super Duty trucks and Dodge Sprinter Vans. The company also has added Spectra Premium Fuel Filler Neck part number FN851 to its portfolio, covering late 1990s Jeep Cherokee applications. SPECTRA PREMIUM Visit www.counterman.com/ASAP for reader service.

WAGNER THERMOQUIET CERAMICNXT BRAKE PADS FOR 2012 HONDA PILOT, CIVIC MODELS Federal-Mogul’s new line of Wagner ThermoQuiet CeramicNXT brake pads has been expanded to include rear disc pad sets for 2012 Honda Pilot models (Part No. QC1585) and front pad sets for 2012 Honda Civic passenger cars (Part No. QC1608). Representing the next generation in ceramic friction technology, ThermoQuiet CeramicNXT brake pads are engineered to provide the superior performance required to meet the increased braking demands of today’s vehicles. Wagner ThermoQuiet CeramicNXT brake pads feature Federal-Mogul’s exclusive Dynamic Noise Absorption technology, integrated into the pad to target and absorb vibration at the point of contact for quieter braking, and thermal-sensitive properties that adapt to the wide range of temperatures encountered during everyday driving conditions to help ensure superior stopping performance. ThermoQuiet CeramicNXT brake pads also feature Federal-Mogul’s award-winning Integrally Molded Insulator one-piece brake pad design and Laser-Shaped Friction technology. FEDERAL-MOGUL Visit www.counterman.com/ASAP for reader service.

CONTITECH OFFERING FULL RANGE OF OE-QUALITY V-RIBBED BELTS An expanded range of ContiTech automotive V-belts is now available. The complete product range of OEquality products for domestic and imported vehicles offers technicians suitable belt options for auxiliary belt drives for every vehicle. Drive belts made by ContiTech for the automotive aftermarket comply with OE standards, giving technicians confidence and reliability. In addition, ContiTech’s manufacturing operations for power transmission belts are certified worldwide to ISO/TS 16949 quality management standards. The range is being continuously updated with new replacement belts being made available, at the latest, six months after the start of car production, and one year later for commercial vehicles. CONTITECH Visit www.counterman.com/ASAP for reader service.

COUNTERMAN 69

Track Talk Les Is More: Roush Fenway’s Ebert Conditions Crews to Better Performance Now a strength coach in a sport that piles up checkered flags instead of touchdown catches, Les Ebert leans on his background of training pro football athletes to strengthen today’s awardwinning NASCAR pit crews. “These guys are the unsung heroes,” Ebert said of NASCAR pit crewmen. “They’re like offensive linemen in the NFL – they do all the dirty work.” Ebert, a 39-year-old native of Circle Pines, Minn., is in his fourth season as the strength and conditioning coach for Roush Fenway Racing, includ-

2012

NASCAR Race Schedules

NASCAR Sprint Cup Series

Good Sam Roadside Assistance 500 Oct. 7 Bank of America 500 Oct. 13 Hollywood Casino 500 Oct. 21 Tums Fast Relief 500 Oct. 28

ing the No. 17 team, which recently won the second-quarter Mechanix Wear Most Valuable Pit Crew Award. It’s an honor voted on quarterly by each NASCAR Sprint Cup Series crew chief with an overall year-end award going to the season’s top-performing pit crew. “Pit crews work really hard to do the things they do,” said Ebert. “Yes, they have a lot of athletic ability, but to be able to do that repetitively in practice, race-after-race, month-aftermonth, they have to be in great physical condition.” Ebert knows positions can be gained – or lost – in a matter of seconds in the pits. His role at Roush Fenway is crucial in strengthening some 70-plus pit crew members so they can thrive physically on pit road. “We run through workouts four days a week,” explained Ebert. “We do two total body strengthening workouts and two conditioning workouts Monday through Thursday. We’re really fortunate – we

have the tools we need to get these guys in the best shape possible.” Known to insiders as “Les’ House of Pain,” the Roush Fenway Racing gym that Ebert oversees is a real “pumpatorium” packed full of free weights, exercise machines and equipment to keep pit crewmen conditioned and durable over the 36-week grind. “Les keeps us in shape, which is really important with the long season and hot weather,” said Cameron Cobb, jackman on Matt Kenseth’s No. 17 Best Buy Ford. “Ever since Les came on board, I have less aches and pains from doing my job. Now, Les has given me a few aches, but it’s what you need to win.” “Les pushes us pretty hard with our training,” echoed Sean Ward, gasman on the No. 17. “Les expects a lot, but it’s worth it. The workouts help keep us in shape and prevent us from getting injured.” Not long after graduating from the University of Minnesota-Duluth with a degree in physical education,

From the gridiron to pit road: Les Ebert spent nine years as an NFL strength coach before joining Roush Fenway Racing in 2008.

NASCAR Nationwide Series

Dollar General 300 Miles of Courage Kansas Lottery 300

Oct. 12 Oct. 20

NASCAR Camping World Truck Series

Fred’s 250 powered by Coca-Cola Oct. 6 Kroger 200 Oct. 27

Les Ebert's program has helped put Matt Kenseth's pit crew at the top of the sport.

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

Ebert landed an internship in the NFL under coach Tony Dungy. He spent three years as an assistant strength coach with the Tampa Bay Buccaneers, then six years with the Jacksonville Jaguars. When the job at Roush Fenway became available while Ebert was still working in the NFL, he thought, “Well, I’ll give it try.” Four seasons later, Ebert’s top-notch program is helping produce award-winning pit crews like the No. 17. “The 17 group is a talented bunch of guys who have been doing this for a while,” said Ebert. “They have good camaraderie and they work really hard, and that allows them to perform at a very high level under pressure.” In addition to Cobb and Ward, crew chief Jimmy Fennig’s over-the-wall pit crew consists of Justin Nottestad (front tire changer), Collin Pasi (front tire carrier), Jon Moore (rear tire changer) and Ryan McCray (rear tire carrier). Andy Ward is the team’s pit crew coach. “We’re very fortunate to have guys at Roush Fenway who can perform at a high-level, whether it’s in practice or in a race,” Ebert said. “It’s an honor and a blessing to be here.” By Kimberly Hyde, NASCAR

Arnott Inc.

designs and manufactures affordable replacement air suspension components and kits for luxury cars and SUVs, including many Audi, Bentley, BMW, Hummer, Land Rover, Lexus, MercedesBenz, Jaguar, Porsche, SAAB, Ford/Lincoln/Mercury and GM models. Arnott’s product line includes new and remanufactured air shocks, struts and springs along with new compressors and coil spring conversion kits. A HISTORY OF EXCELLENCE Arnott Inc. started in 1989, when at the age of 12, Adam Arnott remanufactured an air spring for his father’s car. The part not only worked well but they soon found that it also filled a growing need for affordable replacement air suspension products. Soon, Adam and his father Don were traveling the state of Florida providing air suspension repairs for others. From their modest beginning, remanufacturing air suspension products for a couple of Ford Motor Co. vehicles, Arnott Inc. has dedicated itself to offering the highest-quality Air Suspension Products, along with world-class customer service, at great prices. Word of Arnott’s expertise traveled fast and in 1994 they moved to their first production facility in Orlando, Fla. The Arnott name quickly became well known and respected among air suspension professionals. FOCUSED ON TODAY, READY FOR TOMORROW Arnott has continued to expand and recently moved into a 200,000-square-foot manufacturing facility in Merritt Island, Fla. The new facility is on a 14-acre campus and includes a brand new 30,000-square-foot research & development center, a significantly expanded machining facility, a larger shipping warehouse and a purpose-built, quarter-mile test track. Arnott’s culture of quality and intense commitment to customer satisfaction, including one of the industry’s best warrantees, has enabled the company to expand into a global corporation. Arnott is looking toward the future with the addition of new manufacturing technologies, distribution centers and of course, products. Among others, recently Arnott re-

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leased remanufactured ABC shocks for the 2007-11 Mercedes SL-Class, normal and sport front struts for the 200410 Audi A8 and 2003-08 Bentley Continental GT. Arnott also has designed new front struts for the 2005-09 Range Rover LR3 and new re-engineered rear springs for the 2003-09 Mercedes E and CLS-Class. MADE IN AMERICA, MADE TO LAST Arnott has recycled literally tens of thousands of used air suspension components over the years. Their engineers tirelessly investigate and test these air suspension cores to document failure points. Thanks to this research they have discovered that not only can Arnott duplicate the original equipment products, but in many cases they can improve upon existing suspension parts. Since Arnott parts cost a fraction of the OE version the company has the luxury of not cutting corners in their production facility, materials or workmanship. Arnott uses state-of-the-art CNC machinery, name brand air springs from Goodyear, Dunlop and Continental and aircraft quality aluminum. Details others often skip. Among the many cores Arnott has received and tested were some previously remanufactured by other vendors. Some of these, which were made offshore, have stunned Arnott’s team. They have not only noticed inferior rubber, and cheaper parts but have even seen air bags that were simply fixed with tire patches. Even some of the new coil conversion kits they have seen were made with inferior parts and shoddy workmanship. Engineered to Ride, Built to Last At Arnott Inc. we pride ourselves in offering the highestquality replacement suspension products, along with exceptional customer service, at significant savings. Adam Arnott still manages the company with the same passion for excellence and customer satisfaction that helped the company become the industry’s most successful, advanced and innovative replacement air suspension products manufacturer.

SEPTEMBER 2012 COUNTERMAN 71

tech tips

BRAKE PADS ARE HIGH-VOLUME PARTS Brake pads are one of the highest-volume parts in the aftermarket. Brake pads are a wear item, and usually after 35,000 to 70,000 miles of driving, most pads are worn to the point where replacement is necessary or recommended. The life of the pads can vary greatly depending on the friction material, the brake system on the vehicle, the size and weight of the vehicle and the type of driving. Stop-and-go city driving and aggressive driving can wear out any type or brand of brake pads very quickly. The thickness of the pads can often be inspected without having to remove or disassemble the calipers. Pads should be replaced when they reach the minimum thickness specified by the vehicle manufacturer or state law. Many new pads have linings that are about a half-inch thick. By the time molded pads are worn down to about an eighth of an inch, itâ&#x20AC;&#x2122;s time for new pads. Pads with riveted linings have less margin for wear. Riveted pads should be replaced when the linings are worn to within 1/32th of an inch of the rivet heads. If the

72 COUNTERMAN SEPTEMBER 2012

pads wear down to the rivet heads, it can score the rotors. Measuring the thickness of the brake pads can sometimes be confusing because procedures vary depending on the application. Most minimum thickness specifications are for the linings only. But some include the backing plate as well as the lining in the dimension. On applications that have wear indicators on the pads, new pads are needed when the indicators make contact with the rotor and start to squeal. Brake pads should also be replaced if they are found to be worn unevenly. Taper wear indicates misalignment in the caliper. If the inner pad is worn more than the outer pad, the caliper is sticking. The caliper should be removed so its mounts and bushings can be cleaned, inspected and lubricated. If rust or damage is preventing a sliding caliper from centering over the rotor, it may be necessary to replace the caliper mounting hardware or the caliper itself.

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quest for cash

Counterman’s

ounterman’s Quest for Cash challenges parts professionals to find out more about the products they move through the distribution chain, while competing for cash. Parts pros can vie monthly for three prize levels — $200, $100 and $50. Each issue of Counterman will feature a page with a series of questions (see below) asking counterpros to review that issue’s advertisements or articles. Three winners will be chosen at random from all entries submitted each month. Winners will be contacted by email. The first correct, randomly selected entry will receive $200; the second, $100 and the third, $50. Please go to www.counterman.com/questforcash to enter or go to www.counterman.com and click on the “Quest for Cash” box. The winners for the September contest will appear in the November issue. The deadline to enter is Oct. 24.

September’s Contest 1. PowerFrame grids are designed with an optimized pattern, which allows electrons to travel freely and efficiently in the battery. This provides better _______ and superior starting performance. a. electrical flow b. gas mileage c. corrosion d. heat resistance

2. Gerald Wheelus discusses this person and their impact on the 40hour work week: a. Henry Ford b. James Cameron c. Steven Spielberg d. Genghis Kahn 3. Mandy Aguilar’s column centers around the discovery of a mysterious particle called: a. The 7-11 b. Higgs Boson c. Quarter Pounder With Cheese d. I have no idea

July Contest Winners $200 $100 Bonnie Guerndt

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Justin Hudson

4. Larry Carley’s tech story (starting on page 34), discusses: a. Various types of modules b. Belts and hoses c. Exhaust systems d. Wiper blades 5. The headline on the Allen & Allan column is: a. It Really Is All About Service b. Breaking Up Is Hard To Do c. Chuck Norris Can Divide By Zero d. Now You’ve Done It

$50 Richard Castle

SEPTEMBER 2012 COUNTERMAN 73

from the publisher

ARE YOU EASY? S. Scott Shriber

know the headline sounds a bit questionable, but I am very serious about it. Recently, I have been reminded about how difficult it can be to do business with some places. It doesn’t matter whether you are trying to get a sub sandwich the way you like it or if you are trying to get the right part for your vehicle, it needs to be easy. I do not mean to imply that the two activities are at all easy. I am just saying that whatever your offering is, the process of procuring that service needs to be understandable, and at least, tolerable.

Publisher, Counterman

www.counterman.com/ASAP for reader service

Gone are the days of no competition and the ability to treat the customer like they know nothing. It does not matter what business you are in, there are always five others providing a similar product and claiming to do it better. We simply must deliver the experience that our customer is looking for or they will be lost. It’s really not that hard. Here are my three simple steps to keeping your customers in your camp: 1. Provide the customer with understandable, valuable information in a non-threatening way. 2. Deliver a product that delivers or exceeds the customer’s requirements at a good value. 3. Do these things in a positive, upbeat manner. Remember, this is not difficult. Just put yourself on the other side of the equation and ask yourself, “ Is this the buying experience I would like to have?” If you keep answering yes, you are winning the game.

74 COUNTERMAN SEPTEMBER 2012

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Counter Professional of the Year Since 1985, Counterman has honored the Counter Professional of the Year. Counterman is pleased to partner with Affinia and its Raybestos and WIX brands, to present the Counter Professional of the Year Award. In addition to industry-wide recognition for a job well done, the 2012 Counter Professional of the Year and a guest will receive an all-expensespaid trip to Las Vegas (first week of November) for the aftermarket’s largest trade show, Automotive Aftermarket Industry Week, including two nights at one of Las Vegas’ top hotels.