Counterman, September 2014 by Babcox Media

Get Introduced To Six Sigma ● Calculating Marginal Markups ● Play Guess The Car

September 2014

Unitized Control Arms:

The All-In-One Solution We also cover: • A/C • Engine management • Fuel pump operation • GDI engines • Ride control market

INSIDE

September Volume 32, No. 9

features Tech Features By Larry Carley

A/C affects climate control year-round. ................................................................

Engine management repairs require training, expertise. ..................................................

Many factors impact fuel pump operation. ..................................................................

Unitized control arms: the all-in-one solution. ..................................................

38 28

Mechanic Connection By Gary Goms

38 36

Changes in the ride control market. .............. GDI engines and fuel system product sales. ............................................................

columns Editor’s Ink

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

The future of the aftermarket is on your wrist.

Guest Column

Counter-tech

By Tunç Kip ............................ Setting the right goal starts with identifying the right problem. By Mandy Aguilar ..............................

I’m not IT.

By The Numbers

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

Calculating marginal markups.

From The Publisher

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

It’s good to be here.

COUNTERMAN (ISSN 0739-3695) (September 2014 Volume 32, Number 9): Copyright 2014 Babcox Media, Inc. All Rights Reserved: Published monthly by Babcox, 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, Fax (330) 670-0874. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to COUNTERMAN, 3550 Embassy Parkway, Akron, OH 44333-8318. A limited number of complimentary subscriptions are available to individuals who meet the qualification requirements. Call (330) 670-1234, Ext. 275, to speak to a subscription services representative or FAX us at (330) 670-5335. Paid Subscriptions are available for non-qualified subscribers at the following rates: U.S.: $69. Samples and back issues - Domestic - $10, International/via air mail $15. Canada: $89 for one year, $149 for two years. Canadian rates include GST. Ohio residents add 5.75% sales tax. Other foreign rates/via air mail: $129 for one year. Payable in advance in U.S. funds. Mail payment to COUNTERMAN, P.O. Box 75692, Cleveland, OH 44101-4755. Visa, MasterCard or American Express accepted.

September 2014 | Counterman

departments 8

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

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

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

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

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

Classifieds

......................................................................................................

PUBLISHER

S. Scott Shriber 330-670-1234, ext. 229 sshriber@babcox.com 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 Jerry King, Cartoonist GRAPHIC DESIGN

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

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

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

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

September 2014 | Counterman

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

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

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

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

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

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

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

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

CORPORATE Bill Babcox, President Greg Cira, Vice President, Chief Financial Officer John DiPaola, Vice President-Group Publisher Beth Scheetz, Controller

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

DITOR’S INK By Mark Phillips

The Future Of The Aftermarket Will Be On Your Wrist ust when you got used to checking your smartphone 100 times a day, comes a new technology that will absolutely revolutionize the way you access information. It’s your watch. Not the one you’re wearing now, mind you, but the smartwatch, the one you will be buying in the future. There are several companies producing smartwatches right now. Most of them are bought by so-called “early adopters” — those people who buy cutting-edge tech before anyone else. Most smartwatches aren’t doing anything that is game-changing right now. But very soon, smartwatches will do a host of the functions your smartphone does right now and more. Send a text? Look up a part? Respond to email? That’s just for starters. Smartwatches are part of a product category called “wearables.” Wearables can be any kind of device or computer that you can wear anywhere on your body or clothing. They perform a host of functions. For example, on my left wrist is my watch that tells altitude and temperature (oh, and the time, too). On my right wrist is a Fitbit which is my sleep monitor, fitness tracker and alarm clock (it buzzes my wrist in the morning to get up for work). Your professional technician customers

J Wearables can be any kind of device or computer that you can wear anywhere on your body or clothing. They perform a host of functions.

will be using sophisticated smartwatches in the future to check repair information. It’s going to happen. According to Babcox Research, 98 percent of technicians have Internet access in the shop. They use to it connect to repair databases, training websites and order parts. I can already tell my iPhone which music to play using my voice. I also can tell it to read my email or text messages to me. Or read entries in Wikipedia on any topic. Motorola already makes a voice-operated smartwatch called the Moto 360. It’s no stretch to see that talking into a smartwatch will soon be yet another way to access vital information. ■ ■ ■

Don’t, Don’t, Don’t Shoot The Messenger

Let’s say an employee comes to you with bad news, or what you perceive to be bad news, and you don’t happen to like bad news. A common reaction is to get a little irritated, a little reactionary and perhaps blame the employee. You’ve heard of the phrase “shoot the messenger.” Well, when a problem is brought to your attention and you turn the tables on the employee, blaming them for bringing a problem to you, you’re shooting the messenger. Here’s why shooting the messenger is so dangerous: you’re also shooting yourself — in the foot and in the pocketbook, as well. After all, if an employee thinks enough of an issue that he or she comes directly to you to express it, why would you want to kill that vital information pipeline? Over my career I’ve heard countless managers and executives say they want good information — ears to the ground, front-line kinda intelligence that gives them an edge. How much more frontline can you get than a customer-facing employee? CM ■ ■ ■

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

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

Last Month’s Correct Answer: What vehicle does this picture represent? If you think you know the answer, go to www.counterman.com and click “Guess the Car” on the nav bar and submit your answer. The winner’s name will appear in the next issue. Remember: You don’t need to wait for Counterman in print to play the game.

#80 “Is that you, Maximillian?”

#79 Mini Cooper Countryman Congrats to Debby Bates, Kenner, La.

ZF Services LLC Adds ZF Lenksysteme Steering Components To Aftermarket Product Range VERNON HILLS, Ill. – ZF Services, the strategic aftermarket business unit of ZF Friedrichshafen AG announced that effective Aug. 1, the company’s American location in Vernon Hills, Ill. – ZF Services LLC – has assumed responsibility for the independent aftermarket sales and distribution of ZF Lenksysteme passenger car products in North America. ZF Services and ZF Lenksysteme GmbH – a 50/50 joint venture between ZF and Robert Bosch GmbH – have restructured their collaborative efforts on a global basis. ZF Services assumes the responsibility for the international IAM business for steering gears, steering pumps and steering columns. ZF Lenksysteme GmbH will focus on its core competencies of production and remanufacturing. ZF Lenksysteme passenger car products were previously sold by ZF Steering Systems LLC in Florence, Ky. As a result of the restructured collaboration, ZF Lenksysteme will become the fifth product brand available from ZF Services. With ZF Lenksysteme products being distributed by ZF Services, the company says the market will benefit from improved pricing, which will make selling OE-quality racks and pumps a great value to shop owners and technicians.

September 2014 | Counterman

VIPAR Heavy Duty Celebrates 25 Years Serving Independent Aftermarket Distributors with more than 260 companies and more than 700 locations throughout North America.

The organization also has grown with the addition of the VHD Equipment Network.

CRYSTAL LAKE, Ill. – VIPAR Heavy Duty celebrates its 25th anniversary during 2014. In 1989, 17 like-minded independent aftermarket truck parts distributors came together to form VIPAR Heavy Duty. Through the contributions of the founding distributors, and of the many distributors since then, the organization has now grown to 125 distributors that operate more than 500 locations throughout the U.S., Canada, Puerto Rico and Mexico. A 25th anniversary celebration will culminate at the VIPAR Heavy Duty Annual Conference, scheduled for Oct. 19-24 at the Marco Island Marriott in Marco Island, Fla. The theme for VIPAR Heavy Duty’s anniversary and the 2014 Annual Business Conference is “Embracing the Entrepreneurial Spirit.” “The growth and success of VIPAR Heavy Duty is a testament to the original vision and inspiration of these entrepreneurial founding distributors, as well as the contributions of all of our other distributors since then,” said Steve Crowley, president of VIPAR Heavy Duty. “VIPAR Heavy Duty has succeeded by helping our distributors be more competitive in their local markets and by providing resources, such as technology, marketing, communications and many other valueadded solutions, to make them more profitable.” With the recent addition of Power Heavy Duty, the VIPAR Heavy Duty family of companies is now composed of two heavy-duty truck parts marketing/buying groups

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AFTERMARKET NEWS

Uni-Select Announces Improved Second-Quarter Results

Over the Counter By Jerry King

BOUCHERVILLE, Quebec – Uni-Select Inc. has reported continued sales, EBITDA and net earnings growth, along with improved profitability for the second quarter ended June 30, 2014. Overall sales grew by 0.5 percent and 2.9 percent organically. The company said EBITDA and net earnings came in well above last year as the second quarter of 2013 was impacted by restructuring charges of $35.2 million related to the implementation of the company’s “Action Plan” that was initiated in 2013. Notwithstanding those charges, adjusted EBITDA grew by 6.8 percent this quarter, resulting in an adjusted EBITDA margin of 6.5 percent, up 5 percent over the same period last year. Adjusted earnings also grew 6 percent over the corresponding period last year. “While the sales growth recorded in the second quarter was softer than expected, we are pleased with our overall performance and more particularly with our continued ability to lower costs and improve profitability, which are key drivers of our long-term

Canadian operations delivered $136 million in sales in the same period, a slight decrease over 2013 mainly due to the impact of a lower Canadian dollar. Canadian organic growth reached 6.8 percent, resulting from successful sales initiatives and the recruitment of new customers. Uni-Select recorded a decrease in overall sales of 0.7 percent to $892 million for the first six-month period of 2014. Sales lost from store closures, combined with the declining Canadian dollar exceeded the 2.3 percent organic growth and the impact of recent acquisitions. Sales for the U.S. operations for the six month period reached $654 million, down 0.2 percent compared to last year, with an organic growth of 1.1 percent. Canadian operations delivered $238 million in sales in the same period, a 2 percent decrease over 2013. Canadian organic growth reached 5.8 percent. Uni-Select said savings derived from the Action Plan accounted for $9.4 million and were partially offset by higher utilities caused by weather conditions across North America during the first quarter. Since the beginning of the year, the corporation generated $54 million in cash from operating activities, of which $38 million were used to reduce indebtedness. As of June 30, 2014, the corporation’s outstanding net debt stood at $260 million, down 6.5 percent from Dec. 31, 2013.

September 2014 | Counterman

AFTERMARKET NEWS

Shelby American Opens eBay Store To Offer Parts, Vehicles And Special Items Worldwide LAS VEGAS – Shelby Performance Parts (SPP), a division of Shelby American, a wholly owned subsidiary of Carroll Shelby International Inc., has launched an official eBay store to offer special items, rare vehicles and its line of parts to customers worldwide. The SPP eBay official store is similar to those opened by Apple, Ducati, Sony and Nissan. “eBay stores offer companies an opportunity to experiment with products, innovate and expand their distribution through a new channel,” said Akos Feher, vice president of Shelby Performance Parts. “While North American sales are strong, demand from our international customer base is exploding. Global customers tell us that

September 2014 | Counterman

they are very comfortable and familiar with the eBay platform and consistently use it for purchases. Given our existing relationship with PayPal, opening an eBay store was a logical step.” The first eBay listings are for

special items signed personally by Carroll Shelby, along with a selection of discontinued products. Upcoming plans include the sale of open-box items, clearance parts, mix-matched pieces, refurbs and even concept vehicles.

Two Aftermarket Auto Parts Alliance Employees Selected For Leadership 2.0 Scholarships SAN ANTONIO, Texas – The Aftermarket Auto Parts Alliance has announced that two members of its family were awarded full scholarships to University of the Aftermarket’s Leadership 2.0. Each year, the Alliance is allocated two scholarships by AWDA University of the

Aftermarket Foundation to send deserving individuals to the intensive leadership course. This year, one went to Shane Norman, regional sales manager for Alliance Bumper to Bumper affiliate, Eastern Warehouse Distributors Inc. The other was awarded to Charles

AFTERMARKET NEWS

(Chuck) Hartogh, owner of C&M Auto Service Inc., a Bumper to Bumper Certified Service Center. C&Mâ&#x20AC;&#x2122;s Auto Service is a customer of Alliance Bumper to Bumper affiliate, Auto-Wares Inc. Leadership 2.0 is an intense and intellectually challenging two-week executive development and learning experience deeply rooted in the application of automotive aftermarket leadership principles. Ideal candidates for the program are mid-career managers at the service dealer or warehouse level. Hartogh, based in Glenview, Ill., has been in the automotive service industry almost 38 years. He earned his associateâ&#x20AC;&#x2122;s degree in automotive technology from Triton College, is an Accredited Automotive Manager (AAM) through the Automotive Management Institute, a former ASE Certified Master

Technician, sat on the Auto Value/Bumper to Bumper National Certified Service Center Council for three years, Niles Chamber of Commerce Business of the Year in 2012 and Glenview Green Business of the year in 2013. Norman, based in Langhorne, Pa., has been with Eastern Warehouse Distributors Inc. in various capacities ranging from sales to management. Norman is ASE-certified, a company representative to AWDA and AAPEX, a Service is the Difference Leader and was recently elected to the Sales and Marketing Committee for the Aftermarket Auto Parts Alliance. He has played an instrumental role in the expansion of the company from two locations to 27, opening new stores, targeting marketing areas, training staff, as well as working directly with wholesale customers.

U.S. Auto Parts Network Reports Second-Quarter 2014 Results CARSON, Calif. â&#x20AC;&#x201C; U.S. Auto Parts Network, one of the largest online providers of automotive aftermarket parts and accessories, has reported net sales for the second quarter ended June 28, 2014, of $76.9 million compared with the second quarter ended June 29, 2013, of $67.9 million, an increase of 13.3 percent from the second quarter of 2013. During the same period, net sales channels, excluding website eliminated in 2013, increased by 18.4 percent. Second quarter 2014 net loss was $2.2 million or 7 cents per share, compared with second quarter 2013 net loss of $9.6 million or 29 cents per share.

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AFTERMARKET NEWS

Automotive Parts Associates Announces Five New Shareholders LENEXA, Kan. – Automotive Parts Associates (APA Group) has added five new shareholders to its membership. According to APA Group, an impressive mix of companies continues to recognize the value of APA membership and have become official shareholders. New members include: ● Dennis’ Auto Parts, Milford, Conn. ● Worldwide Auto Supply Inc., Bronx, N.Y. ● Bavarian Autosport, Portsmouth, N.H. ● National Wholesale Auto Parts, Milwaukee, Wis. ● Auto Zany, Palm Beach, Fla.

“The variety and number of new members joining Automotive Parts Associates Group is an excellent example of independents with diverse business models that recog-

nize the benefit of APA membership,” said APA’s President and CEO, Gary Martin. “The value proposition that APA offers its shareholders continues to accelerate with new and innovative Information Technology, Business Intelligence tools and a host of member services to enhance busi-

ness results and profitability. We’re excited to see the continued expansion of Automotive Parts Associates, and we look forward to celebrating the growth and success of all our members as we move forward.” “This is a very exciting time at APA. As we say about being a member of the Professionals’ Choice group, ‘It pays to be a member,’” added Bill Cook, APA’s VP of program development. Automotive Parts Associates Inc. is a member-owned cooperative made up of more than 105 member shareholders, distributing auto parts from more than 200 warehouse locations in North America.

O’Reilly Automotive Announces Additional

$500 Million Share Repurchase Authorization SPRINGFIELD, Mo. – O’Reilly Automotive’s board of directors has approved a resolution to increase the authorization amount under its share repurchase program by an additional $500 million, raising the aggregate authorization under the program to $4.5 billion. The additional $500 million authorization is effective for a three-year period, beginning on Aug. 13.

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September 2014 | Counterman

AFTERMARKET NEWS

Cliff Hovis Recognized With Federated Industry Advocacy Award STAUNTON, Va. – Cliff Hovis, president of Hovis Auto and Truck Supply, was recently honored with the Federated Industry Advocacy Award. The award is presented annually to a Federated member in recognition of selfless contributions to the auto care industry. “Everyone at Federated wants to congratulate Cliff on this well-deserved recognition,” said Rusty Bishop, CEO of Federated Auto Parts. “This award serves to honor those contributions that often go unnoticed and almost always have no compensation except for the satisfaction of giving back. Cliff is always willing to give of his time, knowledge and expertise, and we

Cliff Hovis, left, and Don Bickle Jr.

thank him for all his hard work and dedication on behalf of Federated as well as the auto care industry.” In addition to his duties as president of Hovis Auto and Truck Sup-

ply, Hovis holds positions on the Federated executive committee and is a member of the Federated Board of Governors, where he previously served as chairman. In 2011, Hovis was awarded Federated’s highest honor, the Art Fisher Memorial Membership Award. A member of the AWDA Board of Governors, Hovis serves as the AWDA secretary and holds a position on the AWDA Education Committee. Hovis also is a board member for the University of the Aftermarket Foundation. In 2013, Hovis received the Mort Schwartz Excellence in Education Award at the Global Automotive Aftermarket Symposium in recognition of constructing the 10,000square-foot, state-of-the-art training facility, the Hovis Technical Training Center, in Grove City, Pa. Previous winners of the Federated Industry Advocacy Award include Don Bickle Jr., president of S&W Supply and Warehouse Inc. in 2012; Tim Trudnowski, president of Parts Wholesalers Inc. in 2011 and Dick Beirne, president of United Auto Supply in 2010.

Motorcraft Brake Pad Replacement Guarantee Offered DEARBORN, Mich. – Ford Motor Co. has launched a new point-ofsale program at Ford and Lincoln dealerships and Quick Lane Tire & Auto Centers that provides consumers with no-cost replacement of Motorcraft brake pads purchased as of July 1, 2014. Motorcraft brake pads that wear down to less than 3 millimeters will be eligible for no-cost replacement as long as the customer owns the vehicle. 16

September 2014 | Counterman

AFTERMARKET NEWS

Advance Auto Parts Reports Second-Quarter 2014 Results ROANOKE, Va. – Advance Auto Parts has announced its financial results for the second quarter ended July 12, 2014. Second-quarter comparable cash earnings per diluted share (EPS) were $2.08, an increase of 30 percent versus the second quarter last year. The company said the second-quarter comparable results exclude 8 cents of amortization of acquired intangible assets, integration costs of 8 cents associated with the acquisition of General Parts International Inc. (General Parts) and 2 cents of integration costs associated with the integration of B.W.P. Distributors Inc.

“We are pleased with our secondquarter performance led by strong execution from our team members delivering comparable cash EPS growth of 30 percent and an increase in comparable store sales of 2.6 percent in the quarter,” said Darren Jackson, CEO. “We remain on pace against our base business expectations, integration milestones and with our financial performance.” Total sales for the second quarter increased 51.5 percent to $2.35 billion, as compared with total sales during the second quarter of fiscal 2013 of $1.55 billion. The sales increase was driven by the acquisi-

tion of General Parts, a comparable store sales increase of 2.6 percent and the addition of new stores over the past 12 months. Year-to-date, total sales increased 49.2 percent to $5.32 billion, compared with total sales of $3.56 billion over the same period last year. The company’s gross profit rate was 45.2 percent of sales during the second quarter as compared to 50.3 percent during the second quarter last year. “We are pleased with the continued progress made during our second quarter delivering positive sales performance and approximately 34 percent growth in comparable operating income dollars,” said Mike Norona, executive vice president and CFO. “We continue to stay focused on our base business while meeting our integration milestones to date and remain confident in achieving our full-year synergy estimates. Given our performance in the first half of the year and the execution and integration momentum we continue to build, we are raising our full year guidance for comparable cash EPS to be in the range of $7.50 to $7.60.”

Parts Plus Pro Pick'Em Challenge To Award 60-Inch HDTV The Automotive Distribution Network is awarding a 60-inch HDTV to the top prognosticator in the Parts Plus Pro Pick’em Challenge, which kicked off with the first pro football game of the year on Sept. 4. See Official Rules at http://goo.gl/p2eNNp

September 2014 | Counterman

AFTERMARKET NEWS

National Performance Warehouse Acquires Engine Rebuilders Warehouse DANIA BEACH & MIAMI, Fla. – In its first acquisition of 2014, National Performance Warehouse (NPW) has purchased one of Florida’s largest traditional and performance engine parts businesses. Engine Rebuilders Warehouse (ERW) has been in business since 1980 serving machine shops, engine builders and jobbers in Florida. ERW is a specialist in marketing and selling engine-related parts and it complements NPW’s Sacramento-based Motor Warehouse location. Larry Pacey, president and CEO of NPW, said, “We constantly search for opportunities to enhance our three major categories we cater to. Whenever we find traditional, engine or performance companies that are available we investigate for the fit. ERW added to our engine and performance segments in addition to giving our East Coast operations enhanced sales experience and new lines.” The National Performance Warehouse Companies operates eight distribution centers in the U.S. and Canada: four facilities in Florida – Miami, South Dade, Ft. Lauderdale and Tampa; three facilities in California – Vernon, Sacramento and San Jose, and one facility in Toronto, Canada.

O’Reilly Automotive Joins CCC TRUE Parts Network CHICAGO – CCC Information Services has announced that O’Reilly Automotive has signed on to join the CCC TRUE Parts Network, an electronic automotive parts quoting and eProcurement network that connects auto parts suppliers with CCC’s customer base of collision repairers. O’Reilly Automotive, one of the largest specialty retailers of automotive aftermarket parts, tools, supplies, equipment and accessories in the U.S., is the first mechanical parts supplier to join the CCC TRUE Parts Network, adding its vast mechanical and aftermarket inventory to the options collision repairers can view and purchase from within CCC ONE Repair Workflow. “Reducing the time it takes to review and order parts is vital to the continued improvement and growth of the collision industry,” said Tony Bartholomew, senior VP of professional sales, O’Reilly Auto Parts. “Collision repairers now have the opportunity to pull inventory from over 4,200 O’Reilly stores and 25 distribution centers from within the CCC ONE Workflow application.”

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AFTERMARKET NEWS

WORLDPAC Opens New Warehouse In San Francisco Bay Area NEWARK, Calif. – WORLDPAC announces the opening of a new regional warehouse facility in San Mateo, Calif. The area, commonly referred to as the Peninsula region of the San Francisco Bay Area, is located midway between the city of San Francisco and WORLDPAC’s Silicon Valley headquarters. WORLDPAC says the new San Mateo warehouse is well-positioned to offer expanded service and delivery options to the surrounding independent automotive repair community.

Bertram Capital Invests In ECS Tuning SAN MATEO, Calif. & WADSWORTH, Ohio – Californiabased private equity firm Bertram Capital has announced its investment in ECS Tuning, a growing automotive e-commerce company focused on the Audi, BMW, Mercedes-Benz, Mini, Porsche and Volkswagen lines. ECS Tuning is distinguished by its powerful content-driven e-commerce platform, offering more than 1.3 million performance, genuine and aftermarket parts and tools. A third-generation family business, ECS’ shareholders, Tom and Brian Demrovsky, will serve as co-CEOs of the company, which is based in Wadsworth, Ohio. “Brian and I have been looking for a financial and strategic partner that shared our vision and enthusiasm for ECS Tuning,” said Tom Demrovsky, co-CEO of ECS Tuning. “The partnership with Bertram Capital will enable us to accelerate our investment in the business so we can more aggressively pursue our mission of becoming the premier one-stop shop for auto enthusiasts both via organic growth and acquisitions.” The investment in ECS Tuning combines the talents of the ECS technology team with Bertram Labs, Bertram Capital’s internal 20

September 2014 | Counterman

team of software product strategists, software engineers, visual designers, online marketers and social media experts. Bertram Labs will work shoulder-to-shoulder with the ECS Tuning team to catalyze new product innovation and create a truly unique online shopping experience. “We are excited to be joining forces with Bertram Capital. We have been approached by a number of firms over the past year, but we were impressed with Bertram’s unique ability to leverage technology, their focus on growth and their commitment to building the brand responsibly,” said Brian Demrovsky, co-CEO at ECS Tuning. “Brian, Tom and their team have built an impressive organization offering consumers a differentiated buying experience through proprietary vehicle kits, in-house R&D efforts and a rich social media experience,” said Jeff Drazan, Bertram Capital’s Managing Partner. “We are honored that Brian and Tom selected Bertram Capital as their partner to further build ECS Tuning as both a brand and premier online destination.” ECS Tuning is a popular online destination for German car enthusiasts.

AFTERMARKET NEWS

Federated Launches Toys For Tots Seasonal Drive During Federated 400 Weekend In Richmond STAUNTON, Va. – Federated is gearing up to collect toys and donations for Toys for Tots in advance of the holiday season. Federated launched its 2014 Toys for Tots seasonal campaign during the Federated Auto Parts 400 NASCAR Sprint Cup race Sept. 6 at Richmond International Raceway (RIR). “The Federated 400 is the ideal venue for us to kick off the Toys for Tots fundraising season,” said John Marcum, director of marketing for Federated Auto Parts. “We will have several Marines on hand at Richmond International Raceway to lead the effort. Last year, thanks to our members, customers and manufacturing partners, we collected over 4,000 toys and raised over $190,000 for Toys for Tots, and we are already well on our way to another out-

standing fundraising year.” While the Federated Auto Parts 400 is the official start, Federated members have already been collecting toys and donations for Toys for Tots. For example, Hovis Auto and Truck Supply of Mercer, Pa., held its second annual “Toys for Tots Cruisein for Cars and Motorcycles” on June 21. Earlier this year, Federated members and suppliers raised more than $110,000 for Toys for Tots during an auction held at the Federated national meeting. Leading into the holidays, participating Federated Auto Parts stores will accept toy donations at their locations. Financial contributions can be made at www.federatedautoparts.com/ToysforTots.aspx that links directly to the Toys for Tots website.

Champion Oil Names New Master WD In The Middle East CLINTON, Mo. – Champion Oil, a manufacturer of performance lubricants, announced that Fredy World Est. Trade and Industry is now the company’s exclusive master warehouse distributor in Bahrain, Cyprus, Egypt, Iraq, Jordan, Kuwait, Northern Cyprus, Oman, Palestine, Qatar, Saudi Arabia, Syria, Turkey, UAE and Yemen. Fredy World Est. Trade and Industry is a recognized leader in the distribution of performance, racing, commercial and industrial lubricants. The company will offer Champion products in a number 22

September 2014 | Counterman

of categories, such as motor oils, transmission fluids, hydraulic fluids, coolant, diesel motor oil, differentials lubes, greases, power steering fluids, brake fluids and automotive chemicals and additives. “It is extremely important for Champion Oil to identify a partner that shares the same goals and has the ability to provide our Middle Eastern customers, retailers, dealers and installers with first-class service, support and distribution,” said Karl Dedolph, director of international sales for Champion.

AFTERMARKET NEWS

Bendix Unveils Upgraded Brake Shoe Remanufacturing Facility ELYRIA, Ohio – Bendix Commercial Vehicle Systems LLC has expanded its remanufacturing capabilities and capacity with a $3.2 million capital investment in equipment and facility upgrades at its Huntington, Ind., plant. The expanded Bendix Brake Shoe Remanufacturing Center now handles the complete salvage, coining and assembly processes that can provide start-to-finish remanufacturing and can produce several million remanufactured commercial vehicle brake shoes annually. Bendix, a North American leader in the development and manufacture of active safety and braking system technologies, began serial production of reman shoes at the facility in the fall of 2012. The facility combines Bendix’s nearly 40 years’ experience in remanufacturing with Bendix Spicer Foundation Brake’s leadership in wheel-end solutions and brake shoe manufacturing. With this combined level of expertise, the center has assembled more than 1.9 million brake shoes since its opening in 2012. Bendix Spicer Foundation Brake LLC (BSFB) is a joint venture between Bendix Commercial Vehicle 24

September 2014 | Counterman

Systems LLC and Dana Commercial Vehicle Products LLC. Bendix’s Brake Shoe Remanufacturing Center employs 65 people, part of Huntington’s total roster of 430 employees. The center’s 74,000 square feet bring the Huntington operation’s total to 547,000 square feet, comprising four manufacturing and assembly facilities as well as Bendix’s primary North American distribution center. Key to the upgrades to the Brake Shoe Remanufacturing Center is the coining process, which returns used brake shoes to the shape engineered by their original equipment (OE) manufacturers. “A brake shoe undergoes a tremendous amount of force and drastic temperature changes during its life cycle,” said Frank Gilboy, BSFB brake shoe product line manager. “Over time, this results in deformation. It’s twisted, or it’s stretched, and if you just reline that shoe with new friction – like most brake shoe reliners do – you’re going to have issues when it engages with the drum, because it no longer has the correct geometry to provide full contact and stopping power.”

AFTERMARKET NEWS

Automotive Parts Headquarters And United Auto Supply To Join Forces

From left: John Bartlett, CEO of APH; Corey Bartlett, president of APH; Dick Beirne, president of United Auto Supply; and Jim Becker, operations manager at United Auto Supply.

ST. CLOUD, Minn. & LA CROSSE, Wis. – St. Cloud, Minn.based Automotive Parts Headquarters Inc. (APH), a family-owned auto parts distributor and store group, and La Crosse, Wis.-based United Auto Supply Inc., a leading, privately held distributor and store group, have announced plans to join forces. United’s 13 locations will join APH’s family of corporate stores and fly the Auto Value flag. “We’ve had a great relationship with the United Auto Supply team for many years, and we’re honored that they’ve chosen to partner with APH,” said Corey Bartlett, APH president. “They’ve built an impressive business and are the

leader in their markets— we’re looking forward to continuing that tradition.” “This is an exciting move for us,” said Dick Beirne, United Auto Supply president. “Our people will have an expanded inventory to draw from plus new and powerful tools to help them serve our customers even better than before. APH is an aggressive and growing 94-year-old company and we are proud to join their team.” The United Auto Supply management team is expected to join the APH management team. Once the United Auto Supply locations are converted, they will bring APH’s corporate store count to 98 across the Upper Midwest.

Cooper-Standard Holdings Inc., parent company of CooperStandard Automotive, has agreed to purchase an additional 47.5 percent of Huayu-Cooper Standard Sealing Systems Co., Ltd., its joint venture with Huayu Automotive Systems Co. Upon completion, Cooper Standard will become the 95 percent equity owner of the business, while 5 percent will be retained by the Shanghai Zhaotun Collective Assets Managing Co. 26

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ECH FEATURE By Larry Carley, technical editor

A/C Affects Climate Control Year-Round More often than not, A/C compressor failures are caused by a loss of lubrication, the wrong lubrication or system contamination. ot weather is hardest on A/C compressors, so A/C compressor replacement tends to be a seasonal business that peaks during summer months. Even so, most vehicles use their A/C year-round not only for cooling but also for dehumidifying air in defrost mode. So if the A/C compressor has called it quits, it can affect climate control any time of year. A/C compressors can fail as a result of old age from the cumulative effects of lots of miles and hard work. But more often than not, A/C compressor failures are caused by a loss of lubrication, the wrong lubrication or system contamination. Consequently, any underlying problems with the A/C system need to be identified and corrected before a new compressor is installed. â&#x20AC;&#x153;Black Deathâ&#x20AC;? is a term that has been used to describe system contamination due to moisture and acids forming sludge inside an A/C system. The corrosive sludge eats away at the metal surfaces inside the condenser, evaporator and compressor and eventually causes something to fail. It may also plug up the orifice tube and block the circulation of refrigerant within the system (causing a loss of cooling). If a compressor has failed and is full of black gunk, or the hoses that connect to it have black gunk inside, the system is heavily contaminated and must be cleaned before a new compressor is installed. A flushing Continued on page 73

September 2014 | Counterman

ECH FEATURE By Larry Carley, technical editor

Engine Management Repairs Require Training, Expertise How many times have you seen a customer replace this sensor and that sensor without fixing the problem? oday’s engine management systems are extremely complex and are integrated with many of the other onboard systems such as antilock brakes, stability control and even climate control. The Powertrain Control Module (PCM) shares data and inputs with numerous other modules in these other systems, and bases its operating decisions on various sensor inputs. The old saying, “garbage in, garbage out” is more true than ever because inaccurate sensor inputs or miscommunications with other onboard modules can cause all kinds of drivability, emissions and performance problems. The onboard diagnostic (OBD II) system is supposed to identify faults that occur in the engine management system that affect emissions. When a fault is found, a Diagnostic Trouble Codes (DTC) is set that corresponds to the nature of the fault and the sensor of system where that fault occurred. The OBD II system also takes a snapshot of various sensor inputs when a fault occurs to aid diagnosis (assuming a technician knows how to find and read the information!). Most faults that do occur in the engine management system are sensor or wiring related. Most sensors are long-lived, but they don’t last forever. Oxygen sensors can

September 2014 | Counterman

become sluggish and unresponsive with age, or be contaminated if the engine is burning oil or has an internal coolant leak. Mass airflow sensors can be contaminated by fuel varnish buildup as well as lint and dirt that get past the air filter. Throttle position sensors can wear out and give erratic readings. Other key sensors such as the crank position sensor, coolant sensor and Manifold Absolute Pressure (MAP) sensor also may short out and fail as a result of overheating or electrical faults. The point here is that accurate diagnosis is essential to prevent the unnecessary replacement of engine management system parts when there’s a problem. How many times have you seen a customer replace this sensor and that sensor without fixing the problem? Or replacing the PCM multiple times and still having the same problem? Replacing parts willy nilly may be good for parts sales, but it also leads to unnecessary returns, unjustified warranty claims and unhappy customers. That’s why people who work on engine management systems (DIYers as well as professional technicians) should have the necessary understanding, expertise and training to fix these kinds of problems. Those who don’t should either get some training or leave that kind of work to

those who have the know-how. Many DIYers don’t understand that replacing a PCM is not a simple plug-and-play swap. A PCM has to be programmed for the specific vehicle into which it is being installed. The calibration should also be the latest flash that is available since older calibrations can sometimes set false trouble codes. Some suppliers can preprogram a reman PCM for a customer once they have the necessary application information (including the VIN number). Other times, the PCM has to be programmed with a scan tool after it has been installed. There may also be additional relearn procedures (some manual, some via scan tool) that have to be performed after the installation so the PCM will function normally and communicate with the other onboard modules. If the required procedures are not performed or are done incorrectly, the PCM may never work right resulting in a possible comeback or warranty claim. Complicating matters even more are anti-theft systems that interact with the engine management system. If the anti-theft system fails to recognize the key or key fob code, or a replacement PCM has not been programmed to the key or key fob, it will prevent the vehicle from starting. The anti-theft system may disable the fuel pump circuit or prevent the engine from cranking. This type of reprogramming usually requires a new car dealer or authorized service facility or locksmith. CM

ECH FEATURE By Larry Carley, technical editor

Many Factors Impact Fuel Pump Operation A major cause of premature fuel pump failure is contamination. riginal equipment fuel pumps are designed to last upward of 100,000 to 150,000 miles. Premature fuel pump failure, therefore, usually indicates a problem that may cause a replacement pump to fail soon after it is installed. One of the major causes of premature fuel pump failure is contamination. This includes rust flaking loose from the inside of an aging steel fuel tank, plastic debris flaking loose from the inside of an aging plastic fuel tank, dirt and sediment that entered the tank when the vehicle was refueled, and even algae that may be lurking inside the tanks of diesel-powered vehicles and flex-fuel vehicles that burn E85 (a mixture of 85 percent ethanol alcohol and 15 percent gasoline). Moisture inside the fuel tank can become a breeding ground for algae. Adding a biocide fuel additive to the fuel tank periodically can prevent this from happening in diesel-powered vehicles and flex-fuel vehicles that use E85.

September 2014 | Counterman

Debris or contaminants can plug up the fuel pump’s inlet strainer, restricting fuel flow and forcing the pump to work harder and run hotter. Abrasive contaminants that are sucked into the pump will increase pump wear. To prevent repeat fuel pump failures, the inside of the fuel tank should always be carefully inspected to determine if any type of contamination is present. If the tank contains, dirt, sediment or algae, the tank needs to be drained, steam cleaned and thoroughly dried before the new pump is installed and the tank refilled. If an aging steel or plastic tank is in poor condition, it should also be replaced if the fuel pump has failed. Most replacement fuel pumps come with a new mesh inlet strainer. Customers should be advised to always install the new strainer when they are changing the pump because the strainer is the pump’s first line of defense against contaminants. Make sure the strainer is securely attached to the pump inlet tube.

The in-line fuel filter between the pump and engine also should be replaced when a new pump is installed. Pump modules for vehicles that have a “returnless” EFI system often have a “lifetime” filter that is part of the pump module. A fuel pump can also fail prematurely if a motorist has the habit of always driving around with a low tank (less than 1/4 full). On vehicles with return-style EFI fuel systems, the fuel circulates between the engine and fuel tank. Excess fuel that is sent to the engine and is not used is returned back to the fuel tank via the return line. The fuel picks up heat while making this circuit, which raises the temperature of the fuel in the tank. If the fuel level in the tank is low, the heating effect is much greater than when the tank is full or over half a tank. Consequently, this causes the fuel pump to run hotter. Running out of fuel can also damage a fuel pump. Electric fuel pumps use the fuel to cool and lubricate the pump motor. If the pump sucks air, either because the vehicle owner forgot to fill the tank or because the fuel level is so low that the fuel sloshes away from the pump pickup when cornering, accelerating and braking, the pump may suffer damage. Customers who are replacing a fuel pump also should be advised to pay close attention to the condition of the wiring harness and ground connections that attach to the pump. Loose, corroded or damaged wiring can reduce voltage and current to the pump, causing it to operate at a lower-than-normal speed. A voltage drop of only 2 volts at the pump can reduce fuel flow 19 percent and fuel pressure 35 percent. Replacement wiring harnesses are available for many applications if the original wiring is in poor condition. CM

ECH FEATURE By Larry Carley, technical editor

The All-In-One

Solution A unitized control arm is faster and easier to install because the joints do not have to be pressed out and installed. growing number of late-model vehicles are now factory equipped with “unitized” control arm assemblies. On these applications, the ball joints are an integral part of the control arm. The arms are often cast or forged aluminum to reduce weight, and may be used on the front suspension or rear suspension on cars and SUVs with independent rear suspensions.

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Most of the ball joints on these applications cannot be replaced separately when the joint wears out. The entire control arm assembly must be replaced as a unit. But for some applications, it is possible to press out the original ball joints and install specially designed replacement ball joints. If there’s an option on an application to go either way (a complete unitized control arm or individual replacement joints), which is best? A unitized control arm is faster and easier to install because the joints do not have to be pressed out and installed. A unitized control arm also comes with new bushings, which assures proper alignment. Old, high-mileage control arm arm bushings are often in poor condition by the time the ball joints need to be replaced. If the old bushings are not replaced at the same time, it may result in unwanted alignment changes that increase tire wear. If a customer wants the least expensive fix, individual ball joints are less expensive than complete control arm assemblies — but they also require more time and labor to replace. On vehicles where the ball joints are replaceable, joint wear determines when the joints should be replaced. Some ball joints have built-in wear indicators. Basically, if wear (play) exceeds specifications for that particular vehicle, the ball joint is worn out and needs to be replaced. Some people say any ball joint with more than .050 inches of movement needs to be replaced, but the amount of wear that is acceptable will vary quite a bit depending on the application. Typical symptoms of worn ball joints include suspension clunking noises when driving over bumps, uneven shoulder wear on tires and front wheel shimmy at low speed. When looking up a replacement ball joint, the first question you’ll have to ask after determining the year, make and model of the vehicle is whether the joint is an upper or a lower. The name refers to the joint’s position in the suspension, the upper one being at the top of the steering knuckle and the lower one being at the bottom. You’ll also need to know if the joint is for the right or left side since some are not interchangeable. You can usually tell where a ball joint goes by its part number. Some manufacturers use odd numbers for lower ball joints and even numbers for upper ball joints. If the ball joints are different side to side, the lower numbered part will be for the right side and the higher numbered part for the left. The part number may also be coded according to the vehicle manufacturer, with the first digit in the part number indicating the make (Ford, Chevy, Toyota, etc.). CM

ECHANIC CONNECTION By Gary Goms, commercial accounts editor

Changes In The Ride Control Market Struts and shocks should be sold only in axle pairs. eginning with the simple friction-type ride-control dampeners used on Model T Fords, ride control replacements have long been a major profit center for most independent auto repair shops. The hydraulic “aeroplane” shock absorber introduced during the 1930s became a staple of the ride control market until the 1980s, when MacPherson struts were popularly introduced on domestic cars. During that period also, many luxury vehicle models built an air-bag into their struts and shock absorbers that was used primarily to compensate for heavy vehicle loading. The system included an underhood air compressor that was activated by a suspension height sensor. When heavy loads caused the suspension to sag, the compressor would increase air pressure in the struts and shocks to restore normal suspension height. Given the many failure points in this system, the aftermarket responded by introducing a fully mechanical ride control system. Today, many vehicles, including light trucks, are using electronic struts and shock absorbers to augment their onboard Vehicle Stability Controls (VSC). VSC (sometimes called Electronic Stability Control or “ESC”) combines the anti-lock braking system (ABS) and the electronic ride controls to help steer the vehicle and reduce body roll during emergency handling situations. Since these VSC systems are now becom-

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ing standard equipment on many vehicles, the aftermarket is now responding with OE-equivalent replacement MacPherson struts for some vehicles.

The MacPherson strut assembly includes the spring, protective boot and rubber insulating pad under the spring. The upper support or pivot bearing is located at the top, inside the engine compartment.

Ride Control Basics A hydraulic dampening device like a strut or shock consists of a cylinder filled with oil that’s connected to the axle and a piston and rod assembly that’s connected to the vehicle’s frame. A highly engineered valve system allows the piston to pass through the fluid-filled cylinder as the axle moves in relation to the frame. In most applications, a shock or strut compresses much

easier than it extends. The “soft” compression stroke reduces the initial impact of a wheel striking a bump in the road while the much “stiffer” extension stroke dampens the rebound or pitch when the vehicles’ springs suddenly decompress. During the past 30 years, ride control engineers also have injected compressed nitrogen into the strut or shock absorber housing to provide a broader range of ride control and to reduce the tendency of the dampener fluid to foam on rough roads. A more recent development is the use of “magnetoheological” fluid in shock absorbers that increases its fluid viscosity or thickness when exposed to an electric current. This technical advance allows engineers to use computer management systems to adjust handling qualities through a wide range of driving conditions. When To Sell Ride Control MacPherson struts and shock absorbers generally begin to wear out after 60,000 miles. Since MacPherson struts generally use larger-diameter springs and hydraulic dampeners, they’re also more difficult to diagnose simply by doing a “bounce” test on the shop floor. Consequently, the best performance test is a short trip through the parking lot or around the block to sense how well the struts control rebound on bumps and front-end dive during braking. A good pair Continued on page 42

ECHANIC CONNECTION By Gary Goms, commercial accounts editor

GDI Engines And Fuel System Product Sales GDI influences how fuel system service products are sold to your professional technician. lthough Gasoline Direct Injection (GDI) engines are just beginning to appear in aftermarket service bays, it’s apparent that GDI represents our future in engine technology. As you might suspect, GDI also will influence how fuel system service products are sold to your professional technician. As the acronym “GDI” indicates, gasoline is injected directly into the engine’s cylinders rather than into the engine’s intake ports. The most immediate effect of injecting the gasoline directly into the cylinder is to actually cool the combustion chamber. This cooling effect allows engineers to increase compression ratios from the traditional 9.5:1 or 10.5:1 range to as high as 14:1, which is more typical of all-out racing engines than passenger cars. These higher compression ratios not only increase horsepower, but fuel economy as well. In addition, GDI allows engineers to choose from a number of different combustion modes, which allow the engine to operate at optimum combustion efficiency under various combinations of speed and load.

Carbon Problems Conventional engines mount the fuel injector at the intake port, which allows the injected fuel to wash away carbon accumulations created by positive crankcase ventilation (PCV) system vapors flowing 38

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This badly contaminated mechanical throttle body illustrates how dirty the throttle plates can become in normal driving.

over the intake valve surfaces. But, since GDI injects the fuel directly into the cylinder, the fuel no longer washes carbon from the intake valves. Over time, enough carbon will accumulate on the intake valve to change air flow into the cylinder, which is very detrimental to GDI performance. In some cases, enough carbon will form on the intake valve seat to cause a loss in engine compression, which can cause an engine misfire problem. The Fuel Additive Market While conventional fuel injector cleaning additives will clean the fuel injectors themselves, none will clean the intake valves on gasoline direct injection engines. In many cases, professional technicians have approached the carbon problem by using their intake system cleaning machines to dissolve these carbon Continued on page 42

MECHANIC CONNECTION GDI Engines continued from 38 deposits. But, unlike conventional engines, GDI systems incorporate a “tumble valve” inside the intake port that manages the turbulence and flow of air entering the cylinder. Unfortunately, using an intake service machine to clean intake valves incurs risk on some engine designs because the semi-liquid cleaner can puddle around the intake port tumble valves during the cleaning process. When the engine is started, the liquid cleaner is drawn into the cylinder and, since liquid can’t compress inside a closed cylinder, it can ruin the engine by bending the crankshaft connecting rods. Several reputable aftermarket automotive chemical companies have responded by introducing an aerosol detergent designed to remove intake valve carbon by inject-

Ride Control continued from 36 of struts or shocks should dampen rebound on the first bounce and maintain vehicle stability during normal driving maneuvers. If the steering wheel fails to return to center after cornering, the strut’s

ing a fine mist into the engine’s air intake with the engine running. I haven’t personally used these carbon removal systems, but they do promise to provide an economical, cost-effective method for reducing or removing intake valve carbon deposits on GDI and other engines. In The Service Bay At this point, most auto manufacturers are recommending that a tierone or major-branded gasoline be used to help reduce carbon formation on valve seats. In many cases, a premium fuel additive might be used to reduce intake valve carbon caused by using lesser-quality gasoline. Remember also that most GDI engines use electronic throttle systems to control air flow into the engine and conventional mass air flow sensors to measure that air flow into

upper support bearings are likely worn out. Since the stiffer springs used on pickups and heavy trucks preclude a conventional bounce test, the shocks should be visually inspect-

The oil stain covering the body of this rear shock absorber indicates a serious oil leak. Replacement is recommended in these cases. 42

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the engine. Either device requires an occasional inspection and maintenance. An aerosol designed specifically for throttle plate cleaning must be used to remove carbon deposits from electronic throttle plates. Aggressive solvents like aerosol carburetor cleaner or gasket remover can not only damage throttle shaft seals, but possibly ruin the throttle body electronics. A regular cleaning will prevent many slow-starting and cold-driving complaints caused by dirty throttle plates. Similarly, mass air flow (MAF) sensors should be inspected for dirt contamination. Loose contamination should be gently removed using an aerosol MAF sensor cleaner. If a minor cleaning won’t restore the sensor, the sensor should be replaced and the air filter inspected for sealing, perforations and clogging. CM

ed for physical damage, bad rubber mounting bushings and fluid leakage from the piston shaft seal. While minor fluid leakage is acceptable, the struts or shocks should be replaced if either has a wet appearance. Last, worn struts and shocks generally aggravate tire wear produced by worn steering and suspension parts. From The Service Bay Struts and shocks should be sold only in axle pairs. In some cases, it’s preferable to replace ride control for all four corners of the vehicle because a new set of struts or shocks on the front can produce an uncomfortable pitching sensation at the rear axle. In most cases, it’s more cost-effective for your service professional to install complete strut assemblies than to replace the bearing support plate, protective boot and rubber components on a piece-meal basis. The new strut assembly also will remedy the loss of suspension height caused by weak springs. CM

UEST EDITORIAL By Tunç Kip

Six Sigma: Setting The Right Goal Starts With Identifying The Right Problem Six Sigma suggests keeping a clear focus on the basic facts when explaining the steps of a process. The descriptions must be free of any one person’s opinion and must be scientific.

hen a business recognizes that there is problem, it’s safe to assume an investigation will follow. Before a problem is investigated, all that can really be known with full confidence is what people observe. What is observed is an indicator of the current state of business. But the customer already has dictated what they expect the future state of business to be because they don’t like the current one. The comparison of what the customer demands with what that current state is helps determine what the goal should be. Six Sigma suggests keeping a clear focus on the basic facts when explaining the steps of a process. The descriptions must be free of any one person’s opinion and must be scientific. Define phase is the first of the five steps of Six Sigma’s DMAIC approach, which stands for

September 2014 | Counterman

Define, Measure, Analyze, Improve and Control. The Define phase often takes a significantly longer amount of time to complete than the four following steps because this is the point at which the problem is defined and the goal is determined as a result of customer feedback. Problem statement and goal statement go hand in hand. The problem statement describes present time measured in a way in which the primary performance metric is emphasized. The goal statement is simply the same statement but describes the desired future state measured using the same metric. The consistent approach to

SIX SIGMA now and to the future provides a scientific platform from which to accurately measure progress. It is critical that problem statements only refer to the current state and don’t try to solve the problem. It is just as important that the goal statement address the need for a realistic goal described in a way that is S.M.A.R.T. (Smart, Measurable, Attainable, Reasonable, Time-bound). A suggested check for a Goal statement is to make sure that the description is consistent with the Problem statement, the future state described using the same performance metric, requiring a performance level that is historically attainable if that level meets customer expectations and, finally, a time deadline by which the goal should be reached. Historical data is key in determining what is a reasonable and an attainable goal. In the context of Six Sigma, “entitlement” refers to the best performance ever measured with the current process in place. En-

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titlement provides a ceiling and what is likely to be the highest expected performance for what will be the state of the process after improvements are made. Entitlement doesn’t always provide levels of performance that match the customer’s desire. It is important to take into consideration that there might be design constraints regarding the achievement of such performance levels, and those can be

considered indicators to the magnitude of necessary change. The customer defines quality, and the customer demand shapes the goal. Ultimately, changes in environment require continuous review of processes, which are in place for changes in goals. The present state and future state are bridged only in the later phases of DMAIC during which Six Sigma offers tools to help create a higher resolution picture of both states. The project leader plunges deeper into the root causes of existing systems and how the process can be improved in order to achieve the desired performance level.In the next part of this series, the measure phase, we will focus on how to decide what to measure, what data to collect, how to plan for data collection and how to collect that data to find the much-needed answers. CM

Tunç Kip is a Six Sigma Master Black Belt and business development manager for Temel Gaskets.

TECH TIPS

Many Issues Can Cause A TPMS Warning Light To Illuminate ny number of things can cause the TPMS warning light to come on or flash. The light should illuminate when a tire is low, and should eventually go out after the low tire has been inflated to its recommended pressure. If the light remains on after checking/inflating the tires, or if it flashes and remains illuminated, it may signal a TPMS problem that will require further diagnosis. TPMS problems can include any of the following: ● A tire pressure sensor that has stopped functioning because the battery has died. ● A tire pressure sensor that is working intermittently due to a weak or failing battery. ● The TPMS module is not receiving a signal from one or more sensors because of an antenna or wiring fault. ● The TPMS module itself is not functioning properly or has failed because of a voltage supply, wiring or internal electronics fault. ● The tires were serviced or rotated recently and the relearn procedure or was not done correctly. ● The vehicle owner does not understand how their TPMS system works.

One of the diagnostic mantras that is preached by service experts today is “Test Before Touch.” Basically, a technician should always

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use a TPMS tool to activate and check the response signal from each tire pressure sensor in each wheel before anything else is done. This will tell the technician: (1) whether or not each sensor is capable of generating a signal, and (2) if the sensor is generating a signal whether or not the pressure reading is accurate. The pressure reading from a sensor can be easily verified by checking the actual pressure in the tire with a gauge. If the pressure value displayed on a TPMS tool from a sensor reads 32 PSI (or whatever), the technician should find 32 PSI when checking the pressure with a gauge. Something else to watch out for are corroded or damaged TPMS valve stems. A technician should visually inspect the valve stem on each wheel for corrosion or other damage that might affect the integrity of the valve stem. The average life of the battery inside a brand new factory TPMS sensor is around 7 to 10 years depending on use. The more the vehicle is driven, the more often the TPMS sensors generate their signals and the faster they use up its remaining battery life. If the technician finds a tire pressure sensor that is not functioning or reading accurately, the

natural assumption is that the sensor is the problem and that replacing the sensor will fix it. Usually it will. But until the rest of the TPMS system is checked, there’s no guarantee a bad sensor is the only problem that may be affecting the operation of the system. If all of the sensors appear to be working normally, and all of the tires are inflated to the recommended pressure, but the TPMS warning light is remaining on or flashing, the technician will have to dig deeper to uncover the fault. Technicians need a TPMS tool or scan tool that can communicate with the TPMS system via the OBD II diagnostic connector under the instrument panel. The technician might find a code indicating one or more bad tire pressure sensors because there is no signal coming from the sensor. The problem could be a damaged or shorted antenna near the wheel, or a wiring fault between the antenna and the TPMS module. If a TPMS module is not receiving a good signal from one or more sensors, the technician will need to check the antenna wiring for continuity and problems such as shorts, opens or high resistance. A voltage drop test across any wiring connections should read 0.10 volts or less. Finding a higher voltage drop reading, it indicates excessive resistance that is affecting the quality of the signal. CM

AFTERMARKET NEWS

ExxonMobil Introduces SAE 0W-20 Viscosity Motor Oil FAIRFAX, Va. – Responding to an increasing number of automotive manufacturers recommending lower viscosity motor oils, ExxonMobil recently added SAE 0W-20 viscosity to its Mobil 1 Extended Performance product line. According to ExxonMobil, Mobil 1 Extended Performance 0W-20 provides outstanding levels of performance, cleaning power and engine protection for up to 15,000 miles between oil changes. Mobil 1 Extended Performance 0W-20 is a proprietary blend of high-performance synthetic base stocks with a balanced additive component system, designed to help deliver performance and protection during long service intervals, the company states.

ExxonMobil backs all Mobil 1 Extended Performance motor oils with guaranteed protection of critical engine parts for up to 15,000 miles or one year, whichever comes first. Mobil 1 Extended Performance synthetic motor oils are recommended by ExxonMobil for many types of modern vehicles, including high-performance turbocharged gasoline and multi-valve fuel injected engines found in passenger cars, SUVs, light vans and trucks. Mobil 1 Extended Performance is also available in SAE 5W-20, 5W30, and 10W-30 viscosity grades. For more information about Mobil 1 Extended Performance 0W-20 and the other available viscosity grades, visit www.mobil1.com.

Greg Mattern Of 3M Recognized As Arnold Group Rep Of The Year SPENCER, Iowa – Arnold Motor Supply and the Auto Value Parts Stores of Nebraska and Iowa have recognized Greg Mattern, senior account rep for 3M, as the 2013 Manufacturer’s Rep of the Year for The Arnold Group. The award was presented to him at the company’s VIP golf outing held in Spencer, Iowa, on Sept. 4. This award recognizes the top manufacturer’s representative calling on the Arnold Group. Mattern, from Sioux Falls, S.D., has been in the automotive aftermarket for 26 years. According to Brad Edwardson, sales manager for The Arnold Group, “Greg goes wherever he is needed and he is always looking for ways to improve market penetration. He is one of the few manufacturer’s representatives that is willing to call on our stores and make sure that we have the right products and knowledge to be successful.”

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EEPING IT SIMPLE By Gerald Wheelus

Self-Esteem: What Is It To You? Many of you wake up each day with the attitude that this is simply a job and a way to earn a living, yet still many of us see it as our chosen career, as Braden described.

or some, self-esteem is a problem while others, they may have too much! We all have our ups and downs in each day, in both our personal and business lives. Nathaniel Braden wrote one of the first self-help books on the subject, back in 1969 called “The Psychology of Self-Esteem.” His friendship with author Ayn Rand caught my interest and I began reading about him and his thoughts on self-esteem. “Not a great deal is known about the factors in childhood that doubtless underlie a

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person’s choice of career — I’m talking now about a career to which one is passionately committed, in contradistinction to a career chosen merely as a means of earning a living,” Braden wrote. We are in a very difficult industry. Many of you reading this are competitors of mine, sometimes friendly competitors even. Many of you wake up each day with the attitude that this is simply a job and a way to earn a living, yet still many of us see it as our chosen career, as Braden described.

KEEPING IT SIMPLE For those of us who see it as a career, it weighs on our ego (self-esteem) when we are not at our best or mistakes are made. We don’t see mistakes as just another problem or day at the office; they keep us up at night. Self-esteem is a very difficult thing to measure and virtually can-

not be measured by someone else. However, I took a quiz on www.psychologytoday.com. I am not sure what the score of 77 means, but the synopsis following the test quoted as this: “You generally don’t concern yourself too much about being rejected by others, although it does cross your mind

from time to time. However, you don’t really seem to be the type to bend over backwards in order to get and keep other people’s approval - at least not too often. “Rejection by the people in your life may very well hurt you and may be something you have experienced before, but you try not to let it affect how you feel about yourself. Although you likely know this, the only approval you should be worried about is your own. Moreover, when you respect and approve of yourself, you are more likely to project an image to others that says, “I am worthy, and I have much to offer to someone.” Whomever wrote the synopsis sounds like they know me very well based on the 35-question test. Many who know me know I do not have a “self-esteem” issue unless it is too much of it. So the test was of no surprise to me. The problem is too many of our fellow counter professionals do not share the same self-esteem. Once a fellow employee had his self-esteem hurt by another employee and the employee came to me to share his feelings. Unfortunately, I did not take it seriously. However, after some time had passed and I had thought about it, I realized I should have done something to help improve that person’s ego. If I would have taken time to study this self-esteem years ago, I would have understood that not everyone has an ego that does not need to be built up. The next time one of our own is downtrodden, lift them up with a word of sound advice. If it is just a job, then let’s make it the best job in the world. If it is a career, then bring others into the fold and help them to know this job has been a career for many of us and do not allow them to diminish our self-esteem because they do not take it seriously. CM Gerald Wheelus is general manager of Edgewood Auto Parts, Edgewood, Texas.

September 2014 | Counterman

ECH FEATURE By Larry Carley, technical editor

Are Fuel Additives Needed With Today’s Gasolines? epending on the quality of gasoline the vehicle owner is using, fuel additives may be needed. The EPA sets minimum levels for fuel system cleaners that gasoline retailers must follow to keep fuel injectors clean. But critics have said the minimum levels are too low for many vehicles. What’s more, some retailers cut costs by reducing the amount of fuel cleaning additives in their regular grade fuels (premium often contains higher levels of additives). Gasoline retailers that subscribe to the “Top Tier” voluntary standards for fuel system additives use significantly higher concentrations of detergents and other cleaners to keep engines clean. But if a vehicle owner has not been using a Top Tier fuel, they may need to use a fuel injection cleaning additive to keep their fuel injectors and engines clean. Some fuel system cleaners are formulated to prevent the accumulation and buildup of varnish and carbon deposits in injectors, intake valves and combustion chambers. These kinds of products can be used at every fill up, or as recommended by the product supplier. Other fuel system cleaning products are formulated to remove deposits that are already there to restore performance and fuel economy. These are usually one-time treatments, or may be recommended every oil change (3,000 miles) to clean the fuel system.

What about diesel? The vehicle manufacturers all say diesel fuel conditioner treatments are not required. However, most

diesel technicians will tell you that using a diesel fuel conditioner on a regular basis can greatly reduce the risk of fuel-related problems caused by moisture in the fuel, cold weather and lack of lubricity in modern low-sulfur diesel fuels. Diesel fuel contains paraffin that can form wax crystals and clog the fuel line and filter when the temperature drops below the fuel’s “cloud point,” which can range from -10 degrees F up to 40 degrees F depending on the grade and blend of the fuel. Diesel fuel conditioners typically lower the “cold flow pour point” 30 to 40 degrees, which can reduce the risk of waxing and a no start caused by fuel gelling. Water contamination in diesel fuel also can cause problems, including rust, abrasion wear inside the high-pressure fuel injectors, loss of performance and microbial growth in the fuel tank. Diesel fuel line filters include a fuel/water separator to get the water out, but the separator doesn’t protect the fuel in the tank. So an additive that disperses water can help protect the entire fuel system from water. Additives also can make up for lost lubricity in low-sulfur fuels, and boost the cetane rating of the fuel several points for more power and fuel economy. Most additives also contain cleaners to keep the fuel injectors clean. Some diesel fuel conditioners are designed for year-round use, while others are for winter use only. And if a fuel line has gelled, there are also additives that can “thaw” out the line by dissolving the wax crystals. CM Photo from digitalreflections / shutterstock.com

September 2014 | Counterman

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RealTruck Stomps On The ‘Growth Accelerator’ When it comes to customer service, RealTruck aims for amazing. The Jamestown, N.D.-based company was founded in 1998 when many people said consumers would not purchase accessories for their truck, car or SUV over the Internet. But RealTruck’s innovation has proven skeptics wrong, earning a spot on Inc. magazine’s 2013 list of America’s 5,000 fastest-growing companies, as well as Internet Retailer’s Mobile 500 Guide rankings of both the fastest-growing (No. eight) and largest (No. 304) mobile e-commerce websites. While this growth has been good for business, it’s put a strain on customer service, especially in handling order information and returns. Connecting with suppliers As a purely online retailer, RealTruck has no inventory and relies on suppliers to ship products directly to its customers. Getting information from these suppliers about product availability and when items were shipped required manual data entry and monitoring by RealTruck staff, keeping customers waiting for updates. But with the integration of a UPS tracking API, RealTruck communicates directly with its suppliers, customers and UPS. When a supplier is identified and order placed, RealTruck and customers are notified using UPS tracking technology.

Renovating returns RealTruck’s returns process had failed to grow along with the company, proving inefficient and timeconsuming because much of it was done manually, creating a greater chance for error. RealTruck staff began working with UPS to look for a returns solution. The company incorporated UPS Returns and its API so the RealTruck and UPS software could communicate with each other. Now RealTruck, not its customers, takes control of returns. “We email the label to the customer. They print it, tape it to the box and drop it off [at any UPS pickup site],” says Debi Reberg, RealTruck’s customer loyalty manager. Once the package is picked up and scanned, the tracking number auto-populates in RealTruck’s system, and the company can process the refund or exchange. “Our customers are excited about using UPS, as there are so many places to drop off their package,” Reberg says. With the new, streamlined process, shipping is now offered free, a perk that sets the company apart from competitors. The company cut the time it takes to process a return from four weeks to four days. One happy customer recently wrote: “This is one of the best online buying experiences I have ever had. RealTruck has a customer for life.”

To learn more about UPS Autogistics solutions for aftermarket parts retailers, visit ups.com/autoretail. 58

September 2014 | Counterman

RealTruck Value Proposition UPS APIs keep customers in the loop and improve their experience: • Simplifies processing by syncing with supplier and UPS systems for improved data flow and immediate order visibility • Sends real-time notifications of shipment to customers, and RealTruck can send invoices faster • Saves time and improves accuracy by retrieving information from original orders to create return labels to email to customers • Improves the returns experience, allowing customers to leave packages at any convenient UPS drop-off location • Expedites refunds and exchanges by entering the return package into the company system when picked up and scanned

TECH TIPS

Water Pump Design water pump is fairly simple and consists of a cast iron, aluminum or stamped steel housing, a shaft mounted “impeller” that moves the coolant through the pump, a shaft seal (usually ceramic) and ball or roller bearings to support the shaft. Seal failure will allow coolant to leak out of the pump, while bearing failure will often make the pump noisy. Most water pumps are belt-driven off the crankshaft, but on some engines, the pump is driven by the timing belt. On most engines, the

September 2014 | Counterman

pump pulls coolant in through the lower radiator hose and routes it into the block and heads. On “reverse flow” systems, the pump first routes the coolant into the head(s) and then to the block. Some pumps have additional inlet and outlet ports for heater hose and bypass connections. Many OEM water pumps are capable of going 100K to 150K miles or more, but may fail sooner for a variety of reasons. Cooling system neglect can shorten the life of the shaft seal. Fan imbalance on applications where a mechanical cooling fan is mounted to

the front of the water pump also can shorten the life of the water pump shaft bearings and seal. Because of the many differences in OEM water pump designs, make sure the replacement pump has the same mounting configuration, bolt locations and hose connections as the original. Likewise, it is important to compare pump heights, as these may also vary depending on the dimensions of the timing cover or other belt-driven engine accessories. When a water pump is replaced, the cooling system should be drained, flushed and refilled with a fresh mixture of antifreeze and water to restore proper cooling performance and corrosion protection. CM

OUNTER-TECH By Mandy Aguilar

I’m Not IT ’m not it! Really, what I mean is that I’m not IT. I’m not a programmer, not a system designer, not even a network specialist; I’m just a user. I always have been a user of technology, never being any good at building the thing, just very curious about using it. I started selling auto parts when I was a teen, and back then I figured out how to use a telex machine on my own. That telex was used to place orders for auto parts across the Atlantic. That telex became an important stepping stone for me in moving up in the auto parts world — from the hot and steamy warehouse to the cool front office. Soon after college, I got a great job as an assistant parts manager at a Ford dealership, mostly because Ford changed the rules to place weekly stock orders and mandated that all orders be compiled and transmitted using a computer with a 5 ¼inch floppy disc drive. Never mind my newly acquired and expensive business school bachelor of science degree in organizational behavior — I knew how to load a floppy and transmit an order. “That’s what

I I’m not a programmer, not a system designer, not even a network specialist; I’m just a user.

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

September 2014 | Counterman

we need Mr. Aguilar — the job is yours.” The dealer needed me desperately since no one else in their whole organization wanted to lay hands on that computer. Those floppies were like some quasi-military, NASA-worthy artifacts: double-density 5 ¼-inch discs, capable of storing a then prodigious 1.2 megabytes of data. They were capable of storing data on both sides of the disc, but the computer drives at the time only wrote on one side, so you had to eject the disc and flip it like an old music record; yep, you had to flip the floppy! The Internet boom was still years away, and the need for tech-savvy dwindled a bit in our industry. Thankfully, this lull gave me chance to learn how to actually sell some auto parts, which is really how I’ve earned a living all of my life. My affinity for all things tech has continued all these years, and still is what keeps me excited about our industry; it is the reason why I write this column every month, and is the reason why many of my peers think I’m “the IT guy.” Continued on page 70

Track Talk Sickler Proving Passion Pays Off Someone once said, “it’s not where you start, but where you finish.” Considering the path to his current career in motorsports, that person could have been talking about Jonathan Sickler. For the past four years, Sickler has been an integral part of Rev Racing in the NASCAR K&N Pro Series East, where he serves as a finish fabricator and drives the team rig that hauls the Toyota racecars. All those miles on the road and hours in the garage could take a toll on a person, but not Sickler. “If you’re passionate about what you do and enjoy it, it doesn’t seem like work,” said Sickler. Even if it doesn’t seem like work, the time and effort he and his team put in this year was well worth it. In 2012, Rev Racing with driver Kyle Larson captured the NASCAR K&N Pro Series East crown using engines built by current Universal Technical Institute (UTI) students in the Spec-Engine Program. That victory marked the first NASCAR touring championship for Rev Racing and NASCAR’s Drive for Diversity initiative. This season, Rev Racing has already scored three wins in the competitive NASCAR K&N Pro Series East division. More than a decade ago, when Sickler was installing car stereos in Pinellas Park, Fla., NASCAR championship trophies were not exactly top of

mind. However, as he worked more with cars, he developed a passion for them, beyond the stereo component. Taking on the same tasks, day after day, he was ready for a change, and knew that expanding his knowledge of cars was the first step. NASCAR Tech grad and Rev Racing pit crew member, Jonathan Sickler, At 25, Sickler packed up his proves it’s not where you start, it’s where you finish. Photo courtesy of belongings, drove across the Scott Hunter, NASCAR Productions country and enrolled at UTIAvondale, and completed the 51-week Core Automotive career in the automotive indus- “It’s really competitive and Program. With a solid mechan- try is possible. hands-on experience is the difical foundation, Sickler was “Shops and race teams are ferentiator race teams are lookready for more, and “Race City, looking for qualified, skilled ing for.” USA” and NASCAR Tech was and passionate individuals,” Sickler realizes how fortuhis next pit stop. said John Dodson, communi- nate he is to be in this posi“The curriculum was really ty/NASCAR team relations tion and wants others to know strong and I was at the age director at NASCAR Tech. that all things are possible. where I was mature enough to “Those are the types of gradu“Whatever you put into understand what I wanted to ates we turn out, and they get life you will to get out of it,” do and how I was going to get the job done.” he said. “If you work hard there,” said Sickler, who gradu“You have to have an educa- and believe in what you’re ated from NASCAR Tech in tion in automotive technology trying to accomplish, you can 2003. “The school provided a to get into racing,” said Sickler. do it.” platform for me to accomplish my goals.” At 27, Sickler was not deterred f r o m reaching the pinnacle of the racing world, proving that no matter your age, a Sickler has helped Rev Racing capture three wins in the NASCAR K&N Pro Series East this season. Photo courtesy of Getty Images

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

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

Two New Products From Meguiar’s Zep Automotive Introduces New Patent-Pending Non-Chlorinated 50-State Compliant Brake Cleaner Zep Automotive has released a reformulated, non-chlorinated 50-state compliant Brake Cleaner featuring an ultra-low VOC content with fullstrength cleaning power. Zep Automotive’s Patent Pending Brake Cleaner delivers excellent cleaning power while meeting California ARB, OTC and LADCO VOC requirements. It quickly and easily removes brake fluid, oil, grease and other brake assembly contaminants from brake parts while also helping to silence disc brake squeal and chatter. Automotive mechanics and industrial maintenance professionals will appreciate the cleaning power of the reformulated, low-VOC formula, while shop owners will appreciate how its effectiveness extends the cleaning capability of a single can and benefit from the associated reduced waste. Automotive aftermarket retailers will appreciate the option to stock a single 50-state compliant formula with efficacy, matching the best brake cleaners on the market. The new formula is available in both 20-ounce aerosol cans and 55-gallon containers and is available exclusively at Advance Auto Parts.

September 2014 | Counterman

Everyone has experienced that moment where they have three bags in their hand, a kid in one arm and a toddler at your feet pulling at your shirt – and not a second later you spill your entire coffee all over your passenger seat, which ultimately makes its way to the carpet. The advanced formula of the Meguiar’s Carpet and Upholstery Cleaner is easy to use and quickly removes common stains such as coffee, grease, ketchup and lipstick. Its fast-acting foam penetration ensures fast stainfighting qualities that will treat the affected area before letting the stain set in. The Meguiar’s Ultimate Interior Detailer is safe to use on all interior surfaces (even leather and navigation system screens) and doesn’t leave behind that greasy look or feel. It comes in a convenient 16 fl. oz. spray bottle. To use, simply spray on and wipe off. You can keep these products in the trunk and grab whenever, which can save money on both weekly car washes and the value of your car in the long run.

Y THE NUMBERS By Tom Dayton

How To Calculate Marginal Markups If you are using simple markup to calculate your selling price, chances are your customer is happy about your great prices, but your accountant is wondering why your profits are so low.

eptember is traditionally “Back to School” season, so I’d like to talk about a different set of numbers this month. Back in high school, margins were the edges of the paper that you made extra-large so your book report filled more pages. At the counter, you want extra-large margins so your daily deposit has more zeros. There is a difference between “margin” and “markup,” and what you don’t know about them is potentially costing you money. Even though most part stores have a point-of-sale system that calculates pricing, there are times when the parts specialist has to break out the calculator (or even a pen and paper!) to figure out the resale price of a part. This is usually where a parts specialist leaves some money on the counter, by miscalculating the true profit margin of what they are selling. Thirty percent (30 percent) is a great profit margin for resale, and is easily calculated. It is the example that we will use here, but other percentages can easily be substituted as needed. Most people would assume that if you want to make 30 percent on a $100 part, you would multiply the cost of a part by 1.30 and call it good. That is called “markup,” but it’s not as profitable as you think. If you want to make an actual 30 percent profit margin, you would divide that cost by 70 percent, which is the remaining part of 100 percent (shown below as 0.70).

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

No. 1 (markup method) No. 2 (margin method)

September 2014 | Counterman

$100.00 × 1.30 = $130.00 $100.00 ÷ 0.70 = $142.86

There is a $12.86 difference between the 30 percent markup and 30 percent margin methods shown here. If you are using simple markup to calculate your selling price, chances are your customer is happy about your great prices, but your accountant is wondering why your profits are so low. Here’s why: Using example No. 1, the selling price ($130.00) minus the cost ($100.00) equals $30.00. Divide that by the selling price ($130.00), and it gives you a gross profit margin of only about 23 percent. $30.00 ÷ $130.00 = .230769, or 23.0769 percent

Do the same calculation with example No. 2 and you arrive at the 30 percent that we were looking for originally: $42.86 ÷ $142.86 = .300014, or 30.0014 percent

Now, math was my least favorite subject in high school, and I don’t expect anyone to go through this whole process for every sale they make. Instead, here’s a chart of some popular gross margin percentages and an easy multiplier that will get you close to that intended gross profit margin without a lot of extra math. Gross Margin % 15% 20% 25% 30% 35% 40%

Multiply By: 1.18 1.25 1.34 1.43 1.54 1.67

COUNTER-TECH Continued from page 62 Three times in the past two months I’ve walked into meetings where people assumed I was the IT guy. There is nothing wrong about being the IT guy or gal; on the contrary, I’m in awe of those folks — without them, my job will be a major drag. No, no, my issue is that people come to me at these meeting assuming I can program their machines, on create their Websites, or enable their networks, and I just disappoint them when I say “I’m just a user ...” Interestingly enough, I have discovered that lots of people want to talk to IT; not so for us, the lowly users. Remember the original “Tron” movie back in the early 80s? I was

a big fan, still am, although that thing looks so dated now. Jeff Bridges plays Flynn, a human that gets sucked in a computer and roams around a fictional digitized world inside the machine. He looks like other “programs,” but he is not. At one point he admits, “it’s time I level with you, I’m what you guys call a user.” That has always resonated with me! I’m happy being a user; heck, I’m obsessive about it. No doubt, it has shaped my career in our industry in more ways than I can think of. I soon realized that the more people I taught how to use the technology I was familiar with, the more parts they bought from me. My reaction when this started to happen was one of doubt: how can

I outsell seasoned auto parts salespersons and competitors just by showing our customers my tech tips and tricks? It was the stuff of magic, and still is. Just this weekend, I showed a new counter guy at an old jobber store the new Standard Motor Products app for Smartphones. The app has an easy-to-use barcode reader: just point it to the UPC code label on a competitor’s box and get the SMP number, with pictures to boot. The counterman shared the info on his phone with his customer right at the counter and convinced him to upgrade to the premium brand, and we went on to make a sale! Indeed, I’m not IT, but I do now how to use it. CM

■ ■ ■

Visit Mandy’s blog: www.mandyaguilar.com

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AAPEX Advics Airtex Corp. Aisin Amsterdam RAI | International Exhibitions Auto Care Association Autologue Computer Systems Rislone Bilstein of America Campbell Hausfeld CARDONE Industries Contitech Antriebssysteme GmbH eBay ExxonMobil Federal-Mogul Motorparts Federal-Mogul Motorparts/Anco Federal Process Corp. Federated Auto Parts Gabriel Ride Control Gates Corp GMB North America ITW Global Brands MAHLE Clevite Motor Components LLC

1 Cover 3 Cover, 20, 21 54 7 3, 39 40, 41 18 13 10 15 17 24 Cover 4 5 22, 23 73 25 35 29 51 57 Cover 2 47

Nissan Motor Corp. USA NUCAP Industries Packard Industries Permatex Inc Philips Lighting Pilot Automotive Robert Bosch Corp. Schaeffler Group USA Spectra Premium Industries Standard/Standard Motor Products Intermotor/Standard Motor Products Stellar Automotive (Lube Guard) Litens Automotive Group Timken Tracer Products/Spectronics Corp. Tri Star Engines & Transmissions Trico Products TYC/Genera Corp. Uni-Select UPS US Motor Works Walker Products WIX Filters Wizards Products/RJ Star Inc.

69 14, 16, 80 8 11 26 38 43, 45 19 33 31 49 9 46 12 28 52 53 55 37 58, 59 60 61 50, 63 27

September 2014 | Counterman

CLASSIFIED

ADVERTISE HERE! Jennifer Hazen Classified Sales Mgr. 330-670.1234 ext. 224 Fax 330.670.0874 â&#x20AC;˘ jhazen@babcox.com

TECH FEATURE

A/C continued from page 28 chemical can be used to clean out hoses, and also may be effective at cleaning a condenser with serpentine tubing. But condensers with parallel tubing or extremely small passages is nearly impossible to clean and should be replaced along with the orifice tube, and accumulator or receiver/drier before installing a new compressor. Loss of lubricant is usually the result of a leak somewhere in the system. If refrigerant is leaking out of a hose connection, pinholes in the evaporator or condenser, or past the compressor shaft seal, it also will allow refrigerant to leak out as well. Over time, this can slowly starve the compressor for lubrication causing it to fail. Different compressors require different types of PAG oil, so make sure your customer gets the correct type of PAG oil for their vehicle. Using the wrong PAG oil can void the compressor warranty and lead to premature compressor failure. An add-on sales opportunity is to recommend installing an inline filter in the liquid line between the condenser and orifice tube or expansion valve. This will trap any debris that might still be lurking in the system before it can cause a blockage or be

sucked into the new compressor. Another preventative device is a filter screen that can be installed in the compressor suction hose inlet. This will stop debris from being pulled into the compressor from the evaporator. The radiator and condenser should also be inspected for airflow obstructions, and cleaned as needed to assure good airflow and cooling. The operation of the electric cooling fan and relay should also be checked to make sure the fan comes on when the A/C compressor is engaged. Once a new compressor has been installed, it should be turned over 10 times by hand to clear any residual shipping oil from the cylinders that might hydrolock and damage the compressor. The A/C system also must be evacuated with a vacuum pump for 30 to 60 minutes to remove all traces of air and moisture from the system before the system is recharged with refrigerant. If the system cannot hold a vacuum, it has a leak somewhere that will have to be found and repaired before it is recharged with refrigerant. This can be done with leak detection dye or an electronic leak detector. Finally, recommend a new drive belt for the compressor. CM counterman.comâ&#x20AC;&#x192;73

Arnott: 25 Years of Innovation and Growth Arnott will celebrate its 25th anniversary of manufacturing quality aftermarket air suspension products for luxury vehicles at this year’s AAPEX trade show in Las Vegas (Booth No. 4471). From the days when most parts were made-to-order, to today’s modern, 300,000-square-foot facility including multi-line processes with laser-cutting machinery, stateof-the-art shipping, and a multilingual call center, Arnott founders always believed the company would become the global leader in replacement air suspension components. While Arnott’s success is largely the result of daily, painstaking attention to the core beliefs of customer service excellence, incorporating the highest quality components and providing truly affordable products backed by superior warranties, today Arnott continues to innovate with additional national and international warehouses, a substantial increase in research and development and product availability through the industry’s leading auto parts distributors. With new parts being released monthly, supported by additional distribution, Arnott is poised for continued growth.

Federated Offers Premium Braking Performance for Today’s Vehicles Federated Auto Parts has developed an addition to its friction offering with a new co-label line developed and supplied by Wagner Brake. The new product line is a premium offering designed for professionals that was exclusively designed for Federated members and their customers. The line uses the highest-performing formulas specific to each application and includes System Synergy Technology (SST), which is an OE approach to brake design that ensures the interaction of all brake components to provide the ultimate performance. Each set of Federated Professional Premium is engineered and designed to match the OE pad in fit, form and function and uses premium formulations and shims designed for ultimate performance on each application. The System Synergy Technology focuses on managing the NVH (noise, vibration and harshness) issues through testing and validation of the various components used in disc pad designs. While many consider a disc brake pad one component it actually consists of many different components including backing plates, shims, hardware, along with

September 2014 | Counterman

friction material, slots and chamfers that all must be designed to work together to deliver ultimate performance. Working with Wagner Brake experts, Federated has developed a product line that uses OE designs, and improvements in materials and component integration, to deliver superior performance to other aftermarket lines. The Federated Professional Premium line provides superior braking performance, long life and quiet operation for customers who perform premium brake service and have a reputation for using high-quality brand name parts. Federated Professional Premium brake uses an OE approach to the design process that delivers the ultimate in overall performance for the professional service provider and is available exclusively from members and affiliates of Federated Auto Parts. For more information, visit www.federatedautoparts.com.

Raybestos Brand Brakes Features Element3 Brake Pads with Enhanced Hybrid Technology (EHT) Gain a new level of control and confidence with Element3 automotive brake pads with Enhanced Hybrid Technology (EHT) from Raybestos brand brakes. This innovative engineering breakthrough is the world’s first hybrid brake pad to deliver the best attributes of both ceramic and semi-metallic in a single compound. Element3 supports optimal braking performance and control, plus increases stopping power, even under the most aggressive braking conditions. Element3 is formulated for long life, less noise, reduced dust and unsurpassed durability. Element3 also features exclusive QUIET STEEL noise reducing shims with a damping system construction to promote quiet stopping for added performance in a wide variety of temperature ranges and vehicle applications. For a complete repair, abutment hardware and attached electronic wear sensors are included, where applicable. To learn more about Element3, visit Raybestos brand brakes at AAPEX Booth No. 838 or www.raybestosbrakes.com.

Contact Info:

4400 Prime Parkway ● McHenry, IL 60050 (815) 363-9000 ● www.raybestosbrakes.com

Spectra Premium Introduces New Line of Cooling Fan Assemblies Spectra Premium Industries is proud to introduce a new line of cooling fan assemblies to its existing product assortment. Identified as a market leader in the heating and cooling industry, this new line of cooling fan assemblies complements the existing categories of radiators and A/C condensers in supporting both the traditional replacement and collision market opportunity. The introduction of these cooling fans will be a full line launch consisting of more than 500 SKUs covering more than 95 percent of automotive and light truck coverage for both domestic and import vehicles. This product category will be backed by an industry leading customer satisfaction warranty and benefit from a dedicated development program specializing in space reduction initiatives and new model introduction. For more information, visit us at AAPEX Booth No. 1238, or www.spectrapremium.com

YEARS

counterman.com 75

APEX Electric Fuel Pumps, Modules and Sending Units From The Auto Parts Experts At Pilot Automotive Pilot Automotive has partnered with a leading world-class manufacturer of electric fuel pumps, module assemblies, sending units and fuel strainers to form APEX FUEL PUMPS. APEX FUEL PUMPS was founded on proven, patented, proprietary designs currently being installed as original components by world-class automakers. Using state-of-the-art machining centers coupled with the highest-quality raw materials and components, the professional technician can be assured APEX FUEL PUMPS will provide first-time fit, form and function. Each unit is “wet”-tested before leaving the manufacturing floor to ensure at a minimum, the flow volume, peak pressure, pressure load, AMP ratings and noise decibel ratings meet or exceed the original equipment design. For more information, visit www.pilotautomotive.com or call 800-237-7560.

K-Seal Goes From Strength to Strength K-Seal Permanent Coolant Leak Repair by Solv-Tec is rapidly becoming the choice of the professional mechanic around the world. Originally developed 10 years ago, K-Seal has sold millions of bottles in the U.S. and worldwide. K-Seal is a simple to use “Pour & Go” formula which permanently fixes leaks in the head, head gasket, block, radiator, heater core, water pump casing and freeze plug. It is the only coolant stop leak product to have been independently university tested to meet ASTM D3147. Patrick O’Brien, CEO, explains more. “We know that K-Seal does a great job but we felt it was important to back this up with independent testing. When it comes to recommending a coolant leak repair product, countermen can be sure that K-Seal will be effective and safe to use in their customers’ engines.” For further information contact:

Patrick O’Brien pobrien@solv-tec.com Tel: 609-261-4242

September 2014 | Counterman

Magnum Gaskets and Chevrolet: Big Coverage for Small Blocks Many would say that the Chevrolet Small Block V8 was the most important engine design of the 20th Century. What began as a lightweight, economical powerplant designed for the highways of the 1950s, became the basis for a range of engine sizes, types and purposes that live on in the 21st Century. Magnum covers all generations of small blocks, including reman engines, crate motors and high-performance applications. Passenger Cars & Trucks 265, 283, 302, 305, 307, 327, 350, 400 Chev V8 283, 302, 307, 327, 350 Chev V8 305 Chev V8 265, 283, 302, 307, 327, 350 Chev V8 305 Chev V8 265, 283, 302, 307, 327, 350 Chev V8 302, 305, 350, 400 Chev V8 350, 400 Chev V8 265, 283, 302, 305, 307, 327, 350, 400 Chev V8 265, 283, 302, 307, 327, 350, 400 Chev V8 305, 350, 400 Chev V8 305, 350, 400 Chev V8 305, 350,Chev V8 265, 283, 302, 305, 307, 327, 350, 400 Chev V8 265, 302, 305, 307, 327, 350, 400 Chev V8 283, 302, 305, 307, 327, 350, 400 Chev V8

Years 1955-2002 1955-2002 1976-1992 1957-1980 1976-1979 1956-1968 1969-1979 1974-1978 1955-1988 1957-1974 1975-1980 1975-1985 1986-2002 1955-1986 1955-1986 1957-1986

Magnum # HB33001 HG10000 HG10014 HS13012 HS13102 MS18277 MS18010 MS18134 MS18013 OS21021 OS21030 OS21046 OS21001 VS25027 VS25067 VS25068

Set Type Head Bolt Set Head Gasket Head Gasket Head Set Head Set Intake Manifold Gasket Set Intake Manifold Gasket Set Intake Manifold Gasket Set Exhaust Manifold Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Valve Cover Gasket Set Valve Cover Gasket Set Valve Cover Gasket Set

Performance Engines Chev SB Perf V8 - Stock and small race ports Chev SB Perf V8 - Medium race ports, stock port and bolt locations Chev SB Perf V8 - Stock ports Chev SB Perf V8 - Stock or small race ports and GM Vortec Chev SB Perf V8 - Large race ports Chev SB Perf V8 - Left side dipstick, thin front seal Chev SB Perf V8 - Left side dipstick, thick front seal Chev SB Perf V8 - 1-Piece gasket w/ dual dipstick, thick front seal Chev SB Perf V8 - Right side dipstick, thick front seal Chev SB Perf V8 - Engine w/1 piece rear main bearing seal Chev SB Perf V8 - Fits most cylinder heads

Years 1955-1985 1955-1985 1955-1985 1955-1985 1955-1985 1957-1974 1975-1979 1975-1985 1980-1985 1986-1997 1955-1985

Magnum # MS81001 MS81002 MS82004 MS82005 MS82006 OS84008 OS84009 OS84005 OS84007 OS84006 VS83005

Set Type Intake Manifold Gasket Set Intake Manifold Gasket Set Exhaust Header Gasket Set Exhaust Header Gasket Set Exhaust Header Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Oil Pan Gasket Set Valve Cover Gasket Set

For more information or to find a Magnum Gaskets dealer, go to www.magnumgaskets.com

2345 Waukegan Road Bannockburn, IL 60015 847-580-6110 info@magnumgaskets.com

Gabriel® ReadyMount® Fully Loaded Struts – Designed, Tested and Proven TROY, Mich. – Gabriel is relentless in its efforts to provide the most durable preassembled strut available because strut assemblies are vital to vehicle safety. Gabriel precision engineers each new ReadyMount application to strict tolerances of the original equipment part, the vehicle design and performance requirements. Only components that meet Gabriel’s high standards are used in the assembly and Gabriel starts with a MacPherson strut or coil-over shock design validated to 1,000,000 cycles with a super-finished chromed piston rod for superior corrosion resistance. Then, Gabriel rigorously tests the other component parts of the ReadyMount assembly. More than 10 grueling component and full ReadyMount unit tests are conducted on each new design to ensure function, proper wear and durability. Finally, engineers do a complete teardown analysis to certify there is no excessive wear on components. Gabriel takes it a step further by fit-testing and ride-testing each new design on the same vehicle application for which it was designed to ensure faster installations, fewer comebacks and an ideal fit. Not all manufacturers go to these lengths to test their products. We think it’s what you should expect, especially from the company that designed the first automotive shock absorber in 1907. 950 Maplelawn ● Troy, Mich. 48084 Answerman/Techline: 1-800-999-3903, M-F, 8AM-5PM, CT www.gabriel.com ● AAPEX Booth No. 2621

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

Contact ADVICS today at amsales@advics-na.com

Exceptional Quality. Unmatched Support. Headquartered in Fairfield, Ill., Airtex Fuel Delivery Systems is the leading U.S. automotive aftermarket manufacturer of electrical and mechanical fuel delivery system components, including: ● Modular reservoir assemblies ● Electric fuel pumps ● Mechanical fuel pumps ● In-tank sender and hanger assemblies Airtex Provides: Exceptional Quality ● 79 years of OE and aftermarket expertise ● Product designed to meet or exceed OE in fit, form and function ● 100 percent quality tested throughout design, manufacturing and assembly process Unmatched Support ● Free Tech Support Line: 1-800-424-7839 ● Interactive Diagnostics (Web and mobile) ● “On-Demand” tech and installation videos for all of our 1700+ pumps, covering more than 242 million vehicles in operation ● Training programs (Web and in-person)

AAPEX Booth #: 1838

September 2014 | Counterman

The KYB Strut-Plus is an all-in-one solution to restore a vehicle’s original handling and control. The KYB Strut-Plus is the highest quality premium strut assembly available anywhere in the world. Every component in a complete strut assembly is critical to its overall performance. That’s why the KYB Strut-Plus only includes OE or better components. At the heart of Strut-Plus is the KYB 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, saves time on installation, eliminates assembly errors and includes all of the hard to find components to get the job done right; the first time.

KYB Americas Corp.

Kyle Freund ● 630-282-5366 ● www.kyb.com

Celebrating 30 Years of Innovation! Since 1984, LUBEGARD, by International Lubricants Inc. (ILI), has been a world leader in the research, development, marketing and sales of patented high-performance lubricants and related products for the Automotive Industry. ILI, in collaboration with the U.S. Depts. of Defense and Agriculture, has spent millions of dollars in research resulting in more than 100 U.S. and Foreign patents making us a world leader in innovative molecular technologies. LUBEGARD’s products have been approved, endorsed, recommended and used by OEMs. We are the written solution in eight technical service bulletins and endorsed by the largest transmission chains. From our industry changing transmission additives, highly regarded COMPLETE™ Whole Fluids line, Limited Slip Supplement and Instant Shudder Fixx™ to our award winning Kool-It™ brand radiator treatments, you can be confident using the LUBEGARD® brand of automotive fluids. Technical support is always available through our 1-800-333-LUBE hotline or by email at contact@lubegard.com. Look for our new product introductions at AAPEX in booth No. 2671. www.lubegard.com

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ROM THE PUBLISHER By S. Scott Shriber

It’s Good To Be Here s many of you know, part of my job involves travel around the country to see and participate in industry events. I always write about the unique shops and vehicles I find along the way. This time, for once, I found myself off our native soil. I was traveling though Europe and ran across some interesting sights. On the car front, it was quite an eye-opener. Frankly, I recognized about 25 percent of the vehicles on the road. Interestingly, there were many brands I was familiar with, but at one point in time or another they disappeared from our roads. Citroen, Peugeot, Opel, Alfa Romeo and Renault just to name a few. Of course, there were Fiats everywhere along with the Mercedes Benz, BMW and the like. Then there were the ones I had never seen here: Skoda, Lancia, Rover and Seat. Most were fairly unremarkable, but some of them sure caught my eye. Then, of course, there were the offerings from our domestic manufacturers. The surprising thing was that most carried different nameplates than their stateside counterparts. Some were models that are not even available here.

A What struck me was the stark contrast of outstanding vehicles with the rather crude or ill-equipped repair facilities.

Some vehicles were very stylish but seemed impractical. Most day-to-day vehicles seem to be diesels and sticks. The last category is the fun one. Of course, it’s the high-performance group. Frankly, I have not seen so many top highperformance cars on the road for everyday driving. There were many Ferraris and Lamborghinis sporting around in everyday situations. I stopped counting Audi R8 cabriolets. Likewise, Aston Martin Vantage and DB-7s in convertible form were pretty common. Matte finish seemed to be the new great thing. I am a big gloss guy, but I will say that a red Ferrari is still pretty breathtaking even in matte. Please, look at the black Ferrari in the photo. I found it parked in the drop-off lane at baggage. I don’t know about you, but in the unlikely event that I found myself as a Ferrari owner, I highly doubt you would find it parallel parked at baggage claim Bringing all this home to us, I looked around for repair facilities. Some were certainly better than others. Dealers had fairly up-to-date facilities, but when you got into the older cities, working conditions deteriorated rapidly. I saw many a tech under a car on the ground with a floor jack supporting the vehicle. Lots of vehicles being worked on in the streets on the ground, of course. What struck me was the stark contrast of outstanding vehicles with the rather crude or ill-equipped repair facilities. Again, one more reason to be thankful we are part of our great country and our economy. While the elaborate train system in Europe is a marvel; I would not trade it for the flexibility-provided by our individual based transportation. Hope to see you at AAPEX. CM ■ ■ ■

For more information: www.counterman.com 80

September 2014 | Counterman