P.A.R.T.S., September 2014

2014

Where, How & Why Your Customers Buy

Contents PUBLISHER Scott Shriber 330-670-1234, Ext. 229 sshriber@babcox.com

EDITORIAL Mark Phillips Editor 330-670-1234, Ext. 299 mphillips@babcox.com Amy Antenora Managing Editor 330-670-1234, Ext. 220 aantenora@babcox.com

BABCOX RESEARCH Bob Roberts Market Research Manager 330-670-1234, Ext. 252 broberts@babcox.com

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

2014

Brad Mitchell Director of eMedia & Audience Development 330-670-1234, Ext. 277 bmitchell@babcox.com

Professional Automotive Repair Technician Survey

Where, How & Why They Buy Fourteen years ago, Counterman began surveying repair shops and technicians annually to determine where, how and why they source specific automotive parts and products.

The resulting data has been published every fall in The Professional Automotive Repair Technician Survey (PARTS). Counterman surveyed 150 technicians for this year’s study.

Cabin Air Filters .....................................4 Spark Plugs ............................................6 Drive Belts..............................................8 Mounts .................................................10 Cooling System Stop Leak ..................12 Chassis Parts, Steering & Ball Joints...........................................14 Gaskets.................................................16 Starters & Alternators .........................18 Radiators & Condensers .....................20 Catalytic Convertors............................22 Water Pumps........................................24 Hand Cleaner .......................................26

Oxygen Sensors...................................28 A/C Compressors.................................30 Brake Friction.......................................32 Shocks & Struts....................................34 Clutch Kits ............................................36 Hub & Wheel Bearings ........................38 Inventory ..............................................40 Tire Pressure Monitoring Systems......42 Aerosols................................................44 Wiper Blades........................................46 Fuel Pumps...........................................48 Reman Air Suspension.........................50 Air & Oil Filters ....................................52

Pat Robinson Circulation Manager 330-670-1234, Ext. 276 probinson@babcox.com Ellen Mays Circulation Specialist 330-670-1234, Ext. 275 emays@babcox.com

CORPORATE Bill Babcox, President Greg Cira, V.P., Chief Financial Officer, Secretary John DiPaola, V.P., Group Publisher Beth Sheetz, Controller

IN MEMORIUM Edward S. Babcox (1885-1970) Founder Tom B. Babcox (1919-1995) Chairman

Sales Key

Where, How & Why They Buy

NUMBER OF JOBS

WHO’S THE PRIMARY SOURCE? Repair shops source product from many entities — jobbers, retailers, WDs, etc.

This data details exactly where shops source a given part or product.

SOURCING CRITERIA Shops choose a particular source for a variety of reasons. This data reveals what those criteria are: quality of sales reps, fast delivery, availability, etc.

BUYING CRITERIA Shops buy products for specific reasons.

This shows what those criteria are: price, store recommendation, brand preference, etc.

This data reflects the average number of jobs repair shops perform on a monthly basis for each product category.

STOCKING TRENDS This number shows the percentage of repair shops that actually stock this product on-site.

NUMBER OF SOURCES This data reveals how many sources the average repair shop uses for a particular product category.

Subscribe Subscribe to the Counterman eNewsletter, the industry's freshest twice-weekly, 100 percent free, mobile-device-friendly eNewsletter. Developed specifically for the auto parts distribution channel, the Counterman eNewsletter delivers timely news, new products, promotions and other special features needed to gain an edge in the marketplace. Subscribe at Counterman.com to receive the Counterman eNewsletter two times per week — every Tuesday and Thursday — in your inbox!

4

P.A.R.T.S. 2014

Cabin Air Filters Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

48%

Why is That Primary Source a Shop’s First Call?

49%

2013

2014

28%

32%

Fastest Delivery Retailer

17%

Median number of jobs per month requiring this

17% 28%

WD Direct

8

21%

28%

50%

Best Sales Reps

16%

39%

39%

Shops that stock this part Car Dealership

3%

2%

It’s Always Available

3% Expediter

6%

13%

It’s the Only Source

2% Other

6%

2.4

1%

Average number of sources

0%

4% Liberal Returns Policy

Brand Criteria & Analysis

7%

6%

I Trust My Source to Choose the Brand

14%

18%

It’s the Lowest Price

2013

17%

62%

2014

66%

9%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

The cabin air filter’s job is to keep dust, pollen and even many pollutants out of the passenger compartment.

Many motorists are unaware their vehicle has a cabin air filter, much less where the filter is or how to replace it.

The filter’s location, replacement procedure and recommended service interval can usually be found in most vehicle owner’s manuals.

6

P.A.R.T.S. 2014

Spark Plugs Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

43%

Why is That Primary Source a Shop’s First Call?

51%

2013

2014

24%

34%

Fastest Delivery Retailer

21%

21%

3%

3%

6%

11%

6%

39% Shops that stock this part

2.9

1%

It’s the Only Source

2% Other

36%

It’s Always Available

1% Expediter

26%

Best Sales Reps

18%

40% Car Dealership

Median number of jobs per month requiring this

16%

32% WD Direct

6

Average number of sources

0%

1% Liberal Returns Policy

Brand Criteria & Analysis

2013

87% 6%

5%

I Trust My Source to Choose the Brand

5%

8%

It’s the Lowest Price

3%

2014

86%

2%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Most spark plugs have a factory service interval of 100,000 miles, though some may be as much as 120,000 miles. Long-life platinum and iridium spark plugs will typically last up to 100,000 miles or longer provided the engine isn’t using oil or doesn’t spend a lot of time idling.

8

P.A.R.T.S. 2014

Drive Belts Sourcing Criteria What is the Shop’s Primary Source?

2013

2014

Why is That Primary Source a Shop’s First Call?

2013

Jobber

58%

45%

33%

2014

30%

Median number of jobs per month requiring this

Fastest Delivery Retailer

13%

18% 24%

WD Direct

15%

3%

3%

9%

8%

3%

Shops that stock this part

3.1

1%

It’s the Only Source

2% Other

43%

52%

It’s Always Available

3% Expediter

26%

Best Sales Reps

23%

39% Car Dealership

6

Average number of sources

0%

3% Liberal Returns Policy

Brand Criteria & Analysis

2013

86% 10%

10%

I Trust My Source to Choose the Brand

2%

3%

It’s the Lowest Price

2%

2014

84%

4%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Most new car warranties will cover the timing belt for the specified period (if it breaks), but usually exclude any other drive belts because they are considered wear items.

Late-model serpentine belts made of EPDM rubber retain their like-new appearance for many, many miles. Same for EPDM timing belts.

10

P.A.R.T.S. 2014

Mounts Sourcing Criteria What is the Shop’s Primary Source?

2014

Why is That Primary Source a Shop’s First Call?

2014

Jobber

47%

24%

Median number of jobs per month requiring this

Fastest Delivery Retailer

18%

26% WD Direct

7%

Best Sales Reps

14%

40% Car Dealership

10%

Shops that stock this part

It’s Always Available

10% Expediter

9%

It’s the Only Source

0% Other

2

2.6 Average number of sources

2% Liberal Returns Policy

Brand Criteria & Analysis

2014

69%

20% I Trust My Source to Choose the Brand

6%

5%

It’s the Lowest Price

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Motor mounts are fairly rugged, and typically consist of a molded rubber donut or spacer laminated between a pair of stamped steel plates. On in-line rear-wheel drive applications, the mounts are usually located on both sides of the engine block and under the transmission tailshaft.

12

P.A.R.T.S. 2014

Cooling System Stop Leak Sourcing Criteria What is the Shop’s Primary Source?

2013

2014

Why is That Primary Source a Shop’s First Call?

2013

Jobber

49%

48%

35%

2014

30%

Median number of jobs per month requiring this

Fastest Delivery Retailer

23%

24%

28% WD Direct

10%

1%

1%

1%

3%

17%

Shops that stock this part

2.4

3%

It’s the Only Source

4% Other

37%

51%

It’s Always Available

3% Expediter

27%

Best Sales Reps

10%

30% Car Dealership

4

Average number of sources

3%

15% Liberal Returns Policy

Brand Criteria & Analysis

18%

12%

I Trust My Source to Choose the Brand

2013

65% 8%

8%

It’s the Lowest Price

9%

2014

73%

7%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Coolant from the engine is circulated to the radiator by the water pump to get rid of the engine’s waste heat.

The coolant usually exits the engine through the upper radiator hose, and returns through the lower radiator hose. Certain leaks in this system can be stopped by adding a sealer product to the coolant.

14

P.A.R.T.S. 2014

Chassis Parts Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

52%

Why is That Primary Source a Shop’s First Call?

51%

2013

2014

23%

28%

Fastest Delivery Retailer

16%

19%

5%

2%

4%

12%

3%

36% Shops that stock this part

3.2

1%

It’s the Only Source

1% Other

17%

It’s Always Available

1% Expediter

34%

Best Sales Reps

16%

42% Car Dealership

Median number of jobs per month requiring this

16% 32%

WD Direct

10

Average number of sources

0%

4% Liberal Returns Policy

Brand Criteria & Analysis

2013

84% 7%

3%

I Trust My Source to Choose the Brand

8%

6%

It’s the Lowest Price

1%

2014

88%

3%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Chassis parts are usually sold when a customer realizes his vehicle has a tire wear, handling, steering, alignment or suspension problem. Worn chassis parts such as ball joints and control arm bushings can change camber alignment, causing shoulder wear on tires.

16

P.A.R.T.S. 2014

Gaskets Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

58%

Why is That Primary Source a Shop’s First Call?

37%

2013

2014

19%

24%

Fastest Delivery Retailer

9%

10%

4%

5%

8%

8%

12%

38% Shops that stock this part

3.0

2%

It’s the Only Source

3% Other

17%

It’s Always Available

4% Expediter

35%

Best Sales Reps

20%

44% Car Dealership

Median number of jobs per month requiring this

23% 31%

WD Direct

4

Average number of sources

2%

7% Liberal Returns Policy

Brand Criteria & Analysis

2013

81% 16%

14% 1%

I Trust My Source to Choose the Brand

3%

It’s the Lowest Price

2%

2014

78%

5%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Gaskets are commonly replaced to repair oil leaks, coolant leaks, exhaust leaks and vacuum leaks. New gaskets are also required when removing pan covers, valve covers, timing covers, intake manifolds, exhaust manifolds, thermostat housings, throttle bodies, water pumps and cylinder heads.

18

P.A.R.T.S. 2014

Starters & Alternators Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

57%

Why is That Primary Source a Shop’s First Call?

32%

2013

2014

21%

25%

Fastest Delivery Retailer

10%

14%

2%

14%

9%

6%

9%

37% Shops that stock this part

2.6

3%

It’s the Only Source

6% Other

10%

It’s Always Available

4% Expediter

33%

Best Sales Reps

17%

41% Car Dealership

Median number of jobs per month requiring this

20% 28%

WD Direct

2

Average number of sources

2%

11% Liberal Returns Policy

Brand Criteria & Analysis

2013

82% 15%

16% 1%

I Trust My Source to Choose the Brand

7%

It’s the Lowest Price

2%

2014

74%

3%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Rotating electrical parts such as starters and alternators often have to be replaced on older, highmileage vehicles. Higher electrical demands on the charging systems in most late-model vehicles combined with high underhood temperatures has helped increase heatrelated alternator failures.

20

P.A.R.T.S. 2014

Radiators & Condensers Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

34%

Why is That Primary Source a Shop’s First Call?

40%

2013

2014

18%

29%

Fastest Delivery Retailer

9%

34%

2%

3%

8%

9%

13%

37% Shops that stock this part

2.8

1%

It’s the Only Source

1% Other

5%

It’s Always Available

1% Expediter

33%

Best Sales Reps

20%

46% Car Dealership

Median number of jobs per month requiring this

14%

34% WD Direct

3

Average number of sources

00%

14% Liberal Returns Policy

Brand Criteria & Analysis

11%

9%

I Trust My Source to Choose the Brand

10%

11%

It’s the Lowest Price

2013

11%

69%

2014

74%

5%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

When a vehicle has air conditioning, the condenser is usually mounted in front of the radiator. This increases the heat load on the radiator and makes the fan’s job even more important. Aluminum radiators typically go eight to 10 years or more without requiring any repairs — provided there are no coolant contamination issues.

22

P.A.R.T.S. 2014

Catalytic Converters Sourcing Criteria What is the Shop’s Primary Source?

2013

2014

Why is That Primary Source a Shop’s First Call?

2013

Jobber

35%

35%

27%

2014

21%

Median number of jobs per month requiring this

Fastest Delivery Retailer

9%

9% 28%

WD Direct

19%

17%

10%

3%

7%

17%

Shops that stock this part

2.4

9%

It’s the Only Source

3% Other

39%

11%

It’s Always Available

11% Expediter

29%

Best Sales Reps

13%

32% Car Dealership

2

4%

Average number of sources

27% Liberal Returns Policy

Brand Criteria & Analysis

2013

72% 17%

17%

I Trust My Source to Choose the Brand

5%

10%

It’s the Lowest Price

5%

2014

69%

4%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

The catalytic converter is probably the most important emission control device on a vehicle because it cleans up the pollutants in the exhaust. Oxygen sensors in the exhaust manifolds and a feedback fuel control system keep emissions to a minimum.

Even so, some pollution is still produced and must be eliminated by the converter.

24

P.A.R.T.S. 2014

Water Pumps Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

51%

Why is That Primary Source a Shop’s First Call?

48%

2013

2014

15%

24%

Fastest Delivery Retailer

14%

16%

8%

4%

8%

8%

2%

37% Shops that stock this part

3.1

2%

It’s the Only Source

8% Other

13%

It’s Always Available

1% Expediter

32%

Best Sales Reps

13%

53% Car Dealership

Median number of jobs per month requiring this

21% 22%

WD Direct

4

Average number of sources

5%

5% Liberal Returns Policy

Brand Criteria & Analysis

2013

28% 14% I Trust My Source to Choose the Brand

64% 8%

5%

It’s the Lowest Price

0%

2014

77%

4%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

The water pump circulates coolant between the engine and radiator to manage the engine's waste heat and prevent the engine from overheating. A water pump 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.

26

P.A.R.T.S. 2014

Hand Cleaner Sourcing Criteria What is the Shop’s Primary Source?

2014

Why is That Primary Source a Shop’s First Call?

2014

Jobber

34%

19%

Median number of jobs per month requiring this

Fastest Delivery Retailer

20%

29% WD Direct

86%

Best Sales Reps

11%

37% Car Dealership

1%

Shops that stock this part

It’s Always Available

1.6

13% Expediter

1%

It’s the Only Source

2% Other

N/A

Average number of sources

32% Liberal Returns Policy

Brand Criteria & Analysis

13% I Trust My Source to Choose the Brand

2014

72% 10% It’s the Lowest Price

5% I’ll Use Whatever is Available

I Only Use the Brand I Trust

Everyone knows the hands of automotive technicians get dirty — really dirty.

And besides dirt, grime and oil, the skin can take a real beating. So it’s important to stock and sell a quality hand cleaner that not only cleans hands but lessens and even repairs damage that’s done on a daily basis.

28

P.A.R.T.S. 2014

Oxygen Sensors Sourcing Criteria What is the Shop’s Primary Source?

2013

2014

Why is That Primary Source a Shop’s First Call?

2013

Jobber

46%

43%

34%

2014

25%

Median number of jobs per month requiring this

Fastest Delivery Retailer

18%

22% 29%

WD Direct

15%

12%

6%

6%

11%

2%

Shops that stock this part

2.9

2%

It’s the Only Source

3% Other

41%

20%

It’s Always Available

2% Expediter

30%

Best Sales Reps

13%

31% Car Dealership

3

3%

Average number of sources

5% Liberal Returns Policy

Brand Criteria & Analysis

2013

79% 13%

12%

I Trust My Source to Choose the Brand

5%

6%

It’s the Lowest Price

3%

2014

81%

2%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

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

30

P.A.R.T.S. 2014

A/C Compressors Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

46%

Why is That Primary Source a Shop’s First Call?

34%

2013

2014

19%

23%

Fastest Delivery Retailer

9%

18%

5%

5%

7%

9%

15%

35% Shops that stock this part

2.5

3%

It’s the Only Source

6% Other

6%

It’s Always Available

5% Expediter

37%

Best Sales Reps

27%

45% Car Dealership

Median number of jobs per month requiring this

13% 26%

WD Direct

2

Average number of sources

2%

11% Liberal Returns Policy

Brand Criteria & Analysis

22%

2013

16% 5%

I Trust My Source to Choose the Brand

5%

It’s the Lowest Price

5%

8%

I’ll Use Whatever is Available

69%

2014

71%

I Only Use the Brand I Trust

The A/C compressor is a pump that compresses and circulates refrigerant within the A/C system. Many latemodel vehicles have “variable displacement” compressors that change the piston stroke to increase or decrease the volume of refrigerant flowing through the system.

32

P.A.R.T.S. 2014

Brake Friction Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

48%

Why is That Primary Source a Shop’s First Call?

56%

2013

2014

25%

30%

Fastest Delivery Retailer

19%

20%

6%

3%

5%

11%

2%

37% Shops that stock this part

3.3

1%

It’s the Only Source

3% Other

45%

It’s Always Available

3% Expediter

32%

Best Sales Reps

14%

40% Car Dealership

Median number of jobs per month requiring this

15% 30%

WD Direct

15

Average number of sources

0%

1% Liberal Returns Policy

Brand Criteria & Analysis

2013

88% 6%

5%

I Trust My Source to Choose the Brand

5%

6%

It’s the Lowest Price

1%

2014

88%

1%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Brake pads must be replaced when they are worn down to minimum thickness specifications, or when their built-in wear indicators scrape against the rotors.

Replacement brake pads come in a variety of friction materials. Follow your friction supplier’s recommendations as to what type of pads they offer for a vehicle application.

34

P.A.R.T.S. 2014

Shocks & Struts Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

50%

Why is That Primary Source a Shop’s First Call?

47%

2013

2014

21%

28%

Fastest Delivery Retailer

15%

21%

3%

3%

6%

11%

6%

41% Shops that stock this part

2.8

1%

It’s the Only Source

2% Other

8%

It’s Always Available

1% Expediter

30%

Best Sales Reps

17%

44% Car Dealership

Median number of jobs per month requiring this

18%

32% WD Direct

4

Average number of sources

0%

5% Liberal Returns Policy

Brand Criteria & Analysis

2013

82% 8%

5%

I Trust My Source to Choose the Brand

6%

9%

It’s the Lowest Price

5%

2014

84%

2%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Shocks and struts are a key component in the “Safety Triangle.” The three legs are Steering, Stopping and Stability. Just as a threelegged stool needs all three legs for support, so too do all vehicles need good steering, stopping and stability for safe driving.

36

P.A.R.T.S. 2014

Clutch Kits Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

45%

Why is That Primary Source a Shop’s First Call?

49%

2013

2014

20%

22%

Fastest Delivery Retailer

13%

23%

2%

6%

7%

13%

10%

39% Shops that stock this part

2.3

2%

It’s the Only Source

2% Other

2%

It’s Always Available

2% Expediter

34%

Best Sales Reps

15%

45% Car Dealership

Median number of jobs per month requiring this

10% 31%

WD Direct

1

2%

Average number of sources

7% Liberal Returns Policy

Brand Criteria & Analysis

2013

77% 12%

8%

I Trust My Source to Choose the Brand

5%

6%

It’s the Lowest Price

6%

2014

84%

2%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

The clutch is a system so it should be replaced as a set: a new clutch disc, a new pressure plate and a new release bearing. Labor is the most expensive aspect of replacing a clutch. Selling a kit that includes all three major components reduces the risk of having to do the job over if a part that wasn’t replaced later fails.

38

P.A.R.T.S. 2014

Hub & Wheel Bearings Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

51%

Why is That Primary Source a Shop’s First Call?

50%

2013

2014

24%

27%

Fastest Delivery Retailer

17%

19%

4%

5%

6%

10%

3%

36% Shops that stock this part

3.0

3%

It’s the Only Source

1% Other

14%

It’s Always Available

2% Expediter

34%

Best Sales Reps

15%

41% Car Dealership

Median number of jobs per month requiring this

15% 32%

WD Direct

5

1%

Average number of sources

5% Liberal Returns Policy

Brand Criteria & Analysis

2013

83% 7%

5%

I Trust My Source to Choose the Brand

5%

7%

It’s the Lowest Price

5%

2014

85%

3%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Wheel bearings can be of either ball or tapered roller type. Those used for front wheel bearing applications are an angular type, which will accept greater thrust loads than a Conrad-type bearing, which will accept a 100 percent load in the radial or thrust position and any combination of a 100 percent load.

40

P.A.R.T.S. 2014

Inventory Percentage of Shops that Stock These Items Aerosols

94%

Air & Oil Filters

89%

Hand Cleaner

86%

Wiper Blades

80%

Batteries

70%

Belts

52%

Cooling System Stop Leak

51%

Cabin Air Filters

50%

Brake Friction

45%

Tire Pressure Monitor Systems

38%

Spark Plugs

36%

Oxygen Sensors

20%

Hoses

17%

Gaskets

17%

Chassis Parts, Steering & Ball Joints

17%

Hubs & Wheel Bearings

14%

Water Pumps

13%

Fuel Pumps

11%

Engine Hard Parts

11%

Catalytic Converters

11%

New Starters & Alternators

10%

Reman Starters & Alternators

10%

Shocks & Struts

8%

Reman Air Suspension

6%

A/C Compressors

6%

Radiators and Condensers Transmission Replacement Engine Replacement Clutch Kits

It’s vital to have the right parts in stock when professional technicians call on you. Many times, shops are well-stocked on certain fast-moving categories, while less so on more complicated parts.

5% 4% 3% 2%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

42

P.A.R.T.S. 2014

Tire Pressure Monitoring Systems Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

38%

Why is That Primary Source a Shop’s First Call?

44%

2013

2014

20%

27%

Fastest Delivery Retailer

8%

21%

17%

14%

4%

5%

13%

39% Shops that stock this part

2.5

2%

It’s the Only Source

3% Other

38%

It’s Always Available

5% Expediter

31%

Best Sales Reps

14%

43% Car Dealership

Median number of jobs per month requiring this

11% 29%

WD Direct

4

Average number of sources

2%

13% Liberal Returns Policy

Brand Criteria & Analysis

14%

11%

I Trust My Source to Choose the Brand

7%

9%

It’s the Lowest Price

2013

13%

66%

2014

74%

6%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

When TPMS sensors are replaced (either individually or all four at the same time), or when the tires are rotated, the vehicle’s tire pressure monitoring system has to relearn the wheel location of each sensor. On some newer vehicles, this function occurs automatically when the vehicle is driven.

44

P.A.R.T.S. 2014

Aerosols Sourcing Criteria What is the Shop’s Primary Source?

2014

Why is That Primary Source a Shop’s First Call?

2014

Jobber

41%

32%

Median number of jobs per month requiring this

Fastest Delivery Retailer

17%

27% WD Direct

94%

Best Sales Reps

20%

39% Car Dealership

0%

Shops that stock this part

It’s Always Available

3.2

2% Expediter

4%

It’s the Only Source

00% Other

22

Average number of sources

17% Liberal Returns Policy

Brand Criteria & Analysis

22% 8% I Trust My Source to Choose the Brand

It’s the Lowest Price

2014

13%

57%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Maintenance aerosol products include everything from penetrating lubricants and surface protectants to various types of cleaners, glass and tire treatments.

Some are universal type products with a wide range of uses while others are specialized products designed for a specific application.

46

P.A.R.T.S. 2014

Wiper Blades Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

46%

Why is That Primary Source a Shop’s First Call?

38%

2013

2014

25%

30%

Fastest Delivery Retailer

15%

20%

3%

2%

8%

8%

8%

39% Shops that stock this part

2.3

1%

It’s the Only Source

2% Other

80%

It’s Always Available

1% Expediter

29%

Best Sales Reps

26%

48% Car Dealership

Median number of jobs per month requiring this

16% 24%

WD Direct

10

Average number of sources

1%

10% Liberal Returns Policy

Brand Criteria & Analysis

2013

71% 12%

14%

I Trust My Source to Choose the Brand

11%

9%

It’s the Lowest Price

6%

2014

71%

5%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Wiper blades are typically sold by the inch.

Replacement wiper blades usually have to match the length of the original blades to fit properly. On most applications, blade length must be a close match otherwise the driver and passenger blades may interfere with each other or hit the edges of the windshield.

48

P.A.R.T.S. 2014

Fuel Pumps Sourcing Criteria What is the Shop’s Primary Source?

2013

2014

Why is That Primary Source a Shop’s First Call?

2013

Jobber

49%

45%

29%

2014

23%

Median number of jobs per month requiring this

Fastest Delivery Retailer

17%

17% 31%

WD Direct

17%

7%

5%

6%

9%

4%

Shops that stock this part

3.1

3%

It’s the Only Source

4% Other

37%

11%

It’s Always Available

3% Expediter

31%

Best Sales Reps

16%

33% Car Dealership

2

6%

Average number of sources

7% Liberal Returns Policy

Brand Criteria & Analysis

䡵䡵 2013

79% 15%

12%

I Trust My Source to Choose the Brand

4%

6%

It’s the Lowest Price

2%

䡵䡵2014

81%

1%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Most original equipment electric fuel pumps are mounted inside the fuel tank. Submerging the pump in gasoline quiets the pump and allows the fuel to cool and lubricate the pump. This is very important because most electric fuel pumps spin at high speed (5,000 to 7,000 RPM or higher).

50

P.A.R.T.S. 2014

Reman Air Suspension Sourcing Criteria What is the Shop’s Primary Source?

2014

Why is That Primary Source a Shop’s First Call?

2014

Jobber

23%

16%

Median number of jobs per month requiring this

Fastest Delivery Retailer

6%

28% WD Direct

6%

Best Sales Reps

9%

38% Car Dealership

15%

Shops that stock this part

It’s Always Available

2.2

11% Expediter

6%

It’s the Only Source

7% Other

1

Average number of sources

41% Liberal Returns Policy

Brand Criteria & Analysis

19% I Trust My Source to Choose the Brand

䡵䡵2014

66% 8%

7%

It’s the Lowest Price

I’ll Use Whatever is Available

I Only Use the Brand I Trust

Air suspensions of one type or another have been used on a variety of makes and models over the years. The advantages of having a vehicle on air rather than spring steel are (1) smoother ride, (2) ride stiffness adjustability, and (3) ride height adjustability (automatic load leveling).

52

P.A.R.T.S. 2014

Air & Oil Filters Sourcing Criteria What is the Shop’s Primary Source?

2013 Jobber

2014

50%

Why is That Primary Source a Shop’s First Call?

44%

2013

2014

27%

30%

Fastest Delivery Retailer

13%

17%

4%

3%

6%

7%

9%

41% Shops that stock this part

2.8

3%

It’s the Only Source

1% Other

89%

It’s Always Available

4% Expediter

26%

Best Sales Reps

23%

46% Car Dealership

Median number of jobs per month requiring this

17% 22%

WD Direct

25

Average number of sources

0%

6% Liberal Returns Policy

Brand Criteria & Analysis

13%

2013

76% 11%

I Trust My Source to Choose the Brand

6%

7%

It’s the Lowest Price

5%

2014

77%

4%

I’ll Use Whatever is Available

I Only Use the Brand I Trust

The intervals between filter changes have been increasing: now 5,000 to 7,500 miles (or longer) for most oil filters, and anywhere from 30,000 to 60,000 (or longer) for engine air filters. With such long intervals between changes, it’s important to make sure your customers get a quality filter that will go the distance.