March/April 2023 CARS

ADAS: BIG BUSINESS

The lucrative market many shops are missing out on

RAISING YOUR BUSINESS PROFILE CUSTOMER SERVICE VS EXPERIENCE

Franchise Opportunity available, email Sales@hotspotautoparts.com

Brake Rotors and Drums

Brake Pads and Shoes

Brake Calipers

Hub Bearings

CV Axles

Chassis Parts

Complete Strut Assembly

Shock Absorbers

Strut mounts

Radiators

Water Pumps

Steering Pumps and Racks and Pinions

Steering Gears

Starters and Alternators

Batteries

Oil Pans

Fuel Pumps

Wiper Blades

Ignition Parts and Coils

Fuel lines

Exhaust Parts, Universal Converter, and Flex Pipes

Misc Automotive Parts

HOTSPOT AUTO PARTS

939 Warden Ave Scarborough ON M1L 4C5 Info@hotspotAutoparts.com | www.hotspotautoparts.com

An Automotive Warehouse Distributor

YOUR

Delusions of grandeur

SHOP SOLUTIONS Pest control

Wildlife getting into your shop can cause issues, from safety risks in the workplace to damaging customer vehicles. Tips on safeguarding your business

Publisher | Peter Bulmer (585) 653-6768 peter@turnkey.media

Managing Editor | Adam Malik (647) 988-3800 adam@turnkey.media

Contributing Writers | Joe Flammer, Alan Beech, Rob Nurse, Greg Aguilera

Creative Director | Samantha Jackson

Video / Audio Engineer | Ashley Mikalauskas, Nicholas Paddison Sales | Peter Bulmer, (585) 653-6768 peter@turnkey.media

Delon Rashid, (416) 459-0063 delon@turnkey.media

Production and Circulation | Delon Rashid, (416) 459-0063 delon@turnkey.media

CARS magazine is published by Turnkey Media Solutions Inc. All rights reserved. Printed in Canada. The contents of this publication may not be reproduced or transmitted in any form, either in part or full, including photocopying and recording, without the written consent of the copyright owner. Nor may any part of this publication be stored in a retrieval system of any nature without prior consent.

Canada Post Canadian Publications Mail Sales Product Agreement No. 43734062

“Return Postage Guaranteed” Send change of address notices, undeliverable copies and subscription orders to: Circulation Dept., CARS magazine, 48 Lumsden Crescent, Whitby, ON, L1R 1G5

CARS magazine (ISSN# 2368-9129) is published six times per year by Turnkey Media Solutions Inc., 48 Lumsden Crescent, Whitby, ON, L1R 1G5

From time to time we make our subscription list available to select companies and organizations whose product or service may interest you. If you do not wish your contact information to be made available, please contact us.

AN EXAMPLE OF DOING A LITTLE EXTRA

While some are looking at big ways to enhance the customer experience, there needs to be just as much (maybe more?) focus in not forgetting about the small things.

Here’s an example of a friend who has an exceptional experience from his local shop that had nothing to do with snacks, a coffee machine, an immaculate wait room or the like. It was just good old fashioned customer service.

The morning after a significant snowstorm and an hour-plus of clearing snow from the driveway, my friend Jack went to start his car. Everything was dead; no lights, nothing. So he figured it must be the battery. The alternator was replaced last summer.

Roadside assistance, he figured, would be backed up responding to collisions and stranded motorists, rending his dead battery a low priority and leaving him stranded.

He called his usually dependable neighbours for a boost. They weren’t home and wouldn’t return until the afternoon. He settled on that being his best choice.

But Jack needed his vehicle that evening. So he called his shop to make sure they’d be able to see him that afternoon so he could be where he needed to be later in the day.

Instead of booking an appointment for later, the service advisor got him on the phone with the lead tech. Jack was asked some key questions including how far away he lived. Being less than 2 km away, the tech said he would send one of his guys with a portable charger to Jack’s house so he could get a boost and bring his car to his shop right away.

Jack was stunned at the gesture. A few minutes later, someone from the shop arrived, hooked up the charger, got the car running and Jack followed behind him to the shop.

They confirmed it was a battery issue. And since the battery failed under the shop’s elongated warranty period, it was a covered service.

He was stunned again. He didn’t have to hand over a nickel for any of this. He got a boost free of charge, escorted to the shop and had the work done right away, covered under warranty. The only blight on the situation was the jobber sent the wrong battery so there was a delay in getting the right one so Jack could be on his way. Even through this, the shop kept Jack informed and profusely apologized for the error.

It’s still important to make sure your reception area is welcoming and your waiting area is pleasant. Those things matter, as do the other aboveand-beyond measures you take to present a responsible, professional appearance to customers.

But the smaller gestures matter as well. Jack has been a regular customer of this shop for some time but he wouldn’t have said he was a loyal patron. Now? They have him for life. All because the shop did the little things that made a difference at the most important of times.

President & Managing Partner | Delon Rashid

Head of Sales & Managing Partner | Peter Bulmer

Corporate Office 48 Lumsden Crescent, Whitby, ON, L1R 1G5

Adam Malik Managing Editor, CARS

ISSN 2368-9129 Online 2368-9137

Let

LETTERS What’s on your mind?

We want to hear from you about anything you read in CARS magazine. Send your email to adam@turnkey.media

HOW HIGH USED VEHICLE PRICES ARE HELPING THE AFTERMARKET

Spot on. Even a car the customer is on the fence about is generally worth fixing, when you compare the cost of repair compared to potential savings on its replacement if the vehicles life is extended by another 12-18 months.

Geoff, reader

HERE’S HOW MANY CANADIANS WOULD PERFORM THEIR OWN AUTO REPAIR

I find this interesting. At a time when vehicles are very complicated, uneducated owners would attempt any repairs. We are starting to see vehicles that owners tried repairs themselves, come in on the hook. Quite often the repairs cost more than the service would have cost. Google garage is

GET MORE.

not what people think it is and that gets them into trouble. You have to know what you are doing on your vehicle because you are responsible for your actions. Let the professionals work on your vehicle.

Bob Ward, The Auto Guys

THE UNSUSPECTING WAY YOU GIVE WORK AWAY FOR FREE

This can be true if you are a total numbers guy. Sometimes you have to think about it this way: That happy customer who cost you $25-$30 dollars tells his new neighbour about the good service, who stops in for an inspection and gets the $500 brake job out of it. Then he tells his family about the good service, who also stop in. If you do it right, you get three more good customers. So that $25 dollar bolt saves you $1000 in advertising and you pick up three new customers to boot. Word of mouth can be

cultivated by one small thing.

Brian Browning, Centre Point Automotive

You hit the nail on the head, Brian. I also have had these sorts of scenarios play out more than once. Much better money spent than any advertising for sure.

Robert Shard, Wetmore Motors

ANOTHER REASON TO CHARGE CUSTOMERS MORE

Great article. Shop owners all need to have business and accounting training. It is a business we are running, and we need to think that way and act that way. This has been the subject of our meetings here for the past year. Proper notes of what was done, why and proper billing. Our customers are not as cheap as we are. They expect to pay fair prices for the work.

Brock Hossack, Speedy Auto Service

More than 100 years of experience. More than 95% coverage.

Under the INA brand, Schaeffler has more than 100 years of experience in chain drive and solutions for repair shop problems. Our engine kits service more than 95% of Domestic and Import applications. With its cross-system and intelligent repair solutions in the four key systems, valve train, timing drive, front end auxiliary drive and cooling system, INA is the engine specialist in the spare parts market.

www.aftermarket.schaeffler.us

NATIONAL GROUPS JOIN GLOBAL R2R MOVEMENT

THE AUTOMOTIVE INDUSTRIES Association of Canada and the Auto Care Association in the U.S. are part of a 20-country effort in the fight for right to repair legislation.

The groups said they want to see “fair and open competition and consumer choice” around vehicle repair and service.

The Global Vehicle Right to Repair Position Statement outlines the movement’s core beliefs, along with objectives and intended outcomes it wants to see in a legislated right to repair solution.

“Importantly, the document outlines 10 best practice principles for developing a framework for right to repair legislation that any supporting country can use and adapt to their needs,” the shared statement said.

It further noted that the automotive aftermarket performs 70 per cent of repairs after vehicles are out of warranty.

“Increasingly, automakers are making it more difficult for aftermarket repairers to access vital vehicle diagnostic and repair data — which leaves the customer with limited choices and increased costs to maintain their vehicles,” the statement said. “Without the convenience and choice of independent parts and repair, especially in urban, suburban and rural communities, consumers will have limited access to affordable vehicle service and repair. These restrictions can have catastrophic effects on local economies and the well-being and safety of millions that rely on vehicle transportation daily.”

The global aftermarket contributes US$1.8 trillion to the economy. The Canadian portion of that is CAN$37.8 billion, plus employing more than 480,000 individuals.

“AIA Canada remains committed to working with government to ensure the safety of Canadians through continued access to essential, reliable and affordable vehicle service and repair,” Alana Baker, AIA Canada’s senior director of government relations, said in a statement.

UNI-SELECT TO BE SOLD TO LKQ

LKQ CORPORATION HAS reached a deal to acquire Uni-Select Inc. The all-cash deal will see LKQ will buy all of Uni-Select’s issued and outstanding shares for $48 per share in cash, valuing the transaction at about CAN$2.8 billion, including debt. It is expected to close

later this year.

The $48 per share price is about a 21 per cent premium over Uni-Select’s average trading price the last three weeks leading up to the announcement. The two sides highlighted that the transaction will find about US$55 million in cost synergies by the third year after closing, on top of other margin and revenue opportunities.

Uni-Select’s board of directors unanimously approved the deal and recommended shareholders vote in favour. Clearances will be needed in Canada, the U.S. and U.K., on top of shareholder and court approvals.

Chicaco-based LKQ is a provider of alternative and specialty parts to repair and accessorize vehicles. Uni-Select distributes automotive aftermarket parts and automotive refinishing products in Canada under the Bumper to Bumper, Auto Parts Plus and

ATE is a premier manufacturer of Original Equipment brakes for European car manufacturers and brands around the globe. As a global leader in brake systems, ATE rotors, brake pads, wheel speed sensors and brake calipers deliver leading-edge technology and unmatched quality for all your aftermarket applications.

A global

brake system supplier.

QUALITY WORK BACKED BY CANADA’S BEST NATION-WIDE WARRANTY

FAST & RELIABLE SERVICE

PREFERRED PRICING

TECHNICAL TIPS FROM INDUSTRY LEADING EXPERTS

banners. In the United States, Uni-Select operates its subsidiary FinishMaster. In the U.K., Uni-Select distributes automotive parts through GSF Car Parts. However, LKQ has noted it will look to part with the division.

The announcement highlighted the deal as a “compelling strategic fit” with LKQ president and CEO Dominick Zarcone calling it complimentary to the company’s existing offerings and enhancing its offerings.

He added that the deal will allow LKQ to boost its presence in Quebec as UniSelect’s head office is in Boucherville.

ONTARIO SHOPS OPTIMISTIC ABOUT THE YEAR

MANY MEMBERS OF the Automotive Aftermarket Retailers Association of Ontario are looking ahead to 2023 with optimism, despite facing rising costs of parts.

DesRosiers Automotive Consultants teamed up with AARO to survey its members on a number of topics from sales changes to outlook for the year ahead.

When it comes to getting the parts, shops are having issues no matter where they look. Almost nine in 10 (89 per cent) said they had issues with their jobber while 94 per cent had issues with new car dealers.

Everyone reported seeing price increases from their jobber as 70 per cent said they’ve seen prices jump more than 6 per cent.

Elsewhere, the survey found that 54 per cent of aftermarket shops reported a positive increase in sales in 2022 compared to 2021 with 34 per cent overall reporting gains of more than 11 per cent. Fewer than a quarter (23 per cent) reported reduced sales year over year.

Comparing 2022 to pre-pandemic levels, the majority (52 per cent) said their sales are higher. About one in three (29 per cent) reported lower sales while the rest (19 per cent) said things are the same.

RIGHT CHOICE AUTO PARTS JOINS BESTBUY

BESTBUY DISTRIBUTORS announced Right Choice Auto Parts has joined the family as a full member shareholder.

Right Choice is owned by Joe and Bobbi White in Miramichi, New Brunswick. In the announcement, Bestbuy highlighted that the store recently moved into a bigger facility in response to growth and to be able to serve current and future customers to their full capabilities in the region.

“Joining Bestbuy was just the right thing to do,” the newest Bestbuy members said. “We are excited to be a part of the Bestbuy family, and we look forward to being an active member shareholder and to further growing our mutual businesses.”

Right Choice Auto Parts is located at 2512 King George Highway in Miramichi.

BUTTONS FAR SAFER THAN TOUCHSCREENS: STUDY

NEWER VEHICLES are seeing touchpads replacing knobs in everything from controlling the radio to the air conditioning.

“The screens in modern cars keep getting bigger. Design teams at most car manufacturers love to ditch physical buttons and switches, although they are far superior safety-wise,” was the conclusion of auto magazine Vi Bilägare’s magazine’s testing.

The human-machine interface of 12

vehicles were tested by trying various tasks, from to changing radio stations to adjusting climate control all while the vehicle was driven at 110 km/h. A 17-year-old Volvo V70 was used for comparison.

The four tests conducted were: Activate the heated seat, increase temperature by two degrees, and start the defroster; power on the radio and adjust the station to a specific channel (Sweden’s Program 1); reset the trip computer; and lower the instrument lighting to the lowest level and turn off the center display.

At the end of the day, the group found one vehicle that stood out from the rest.

“The easiest car to understand and operate, by a large margin, is the 2005 Volvo V70,” Vi Bilägare said. “The four tasks is handled within 10 seconds flat, during which the car is driven 306 meters at 110 km/h.”

The BMW iX took 30.4 seconds, by comparison.

NO MORE LOW INFLATION?

THE NUMBER OF products needed to service and maintain vehicles of all kinds is growing at a rapid pace. In fact, perhaps too quickly, warned a recent report.

An industry expert warned that inflation and interest rates won’t go back to where consumers want.

John Price, managing director of Americas Market Intelligence said we’re about halfway through the fight to bring inflation down to central banks’ targets of 2 per cent even though we won’t actually get there.

“But the point is this: That the light is at the end of the tunnel and the amount of further increments to the interest rates will be limited to probably no more than one more percentage point,” Price said during the recent MEMA Aftermarket Suppliers Global Summit in Miami.

The Bank of Canada raised its key interest rate to 4.5 per cent at the end of January in an attempt to cool red-hot inflation. It has worked as inflation fell from a high of 8.1 per cent in the summer to 6.3

per cent in January.

“We don’t have cheap capital anymore. We don’t have cheap resources anymore. We don’t have cheap labour anymore. Therefore, inflation will struggle to remain at 2 per cent, unless somehow we empower the world with the kind of technology that raises their productivity. Some would say that’s possible, but I would say it’s going to take some time,” Price said.

“In the meantime, we’re going to get have to get used to higher interest rates and higher inflation.”

IN MEMORIAM: BILL RUSSELL, 82

THE AUTOMOTIVE AFTERMARKET community recently mourned the loss of industry veteran Bill Russell.

He died Feb. 14 in Victoria, B.C. at Broadmead Care Home.

Russell began his automotive aftermarket career in 1958 with Auto Electric Service (Pacific). He started as a trainee out of high school and worked his way up to branch manager in Kamloops and Victoria. He then became warehouse manager at the company’s new warehouse on Wayburne Drive in Burnaby.

In 1975, he began his tenure with R.E. Spear, Consolidated Parts Distributors (C.P.D.) and Uni-Select in Victoria as branch manager. Through the name changes, he remained a stalwart for more than a quarter century. Russell built a solid reputation as hard worker and honest business professional who helped build the businesses of customers and careers of those that worked for and with him.

The last part of his career saw him serve with ERI Group as one of the original members of the service team from 2002-2010.

Would you like to have a con dential conversation about how Mister Transmission might help you MAKE THE SHIFT into retirement?

Celebrating 60 years as your friend

Class act

A special section dedicated to showcasing automotive trade schools

CARS will regularly feature automotive schools across Canada. In this issue, we learn more about Cambrian College If you’d like your school featured, reach out to adam@turnkey.media.

Tell us about your school. What do you offer? How many students do you have?

Cambrian College offers more than 90 programs in the fields of skilled trades, engineering technology, environmental studies, health sciences and emergency services, business, information technology, creative arts and design, community services, law and justice studies, and general studies. It is the largest college in Northern Ontario, with a population of 5,000 full-time and part-time students from more than 40 countries.

What unique experiences are available to students?

Cambrian is a leader in skilled trades training for motive power. Cambrian offers Motive Power Technician programs in both passenger vehicles and truck and coach. It also offers a two-year, four-semester heavy equipment technician diploma program, one of only four colleges in Ontario to do so, providing our students with a pathway and competitive advantage to pursue careers in heavy industry, such as mining. Our Motive Power and Heavy Equipment programs also include the option for a paid co-op, provide students with valuable workplace skills and experiences, and contacts with potential employees to give them a further competitive advantage when launching their careers. The programs also benefit from being recognized by Skilled Trades Ontario on Policy 320, which allows trade training standards to be recognized via Cambrian’s two-year diploma programs. This results in graduates from the two-year diploma programs being exempted from further “in-school” apprenticeship training.

How are you preparing today’s students to be tomorrow’s automotive service professionals?

Cambrian College is emerging as one of Canada’s leading colleges for battery electric vehicle (BEV) technology.

Cambrian R&D, our applied research division, is in the process of constructing a new, state-of-the-art BEV Lab

Name of school:

City:

Head of program:

Cambrian College

Sudbury, Ontario

Brian Lobban, (dean of School of Skills Training, Engineering Technology, and Environmental Studies); Darrell Clarke, chair, School of Skills Training); Andre Boulanger (program coordinator, Motive Power Technician – Service and Management)

in its Centre for Smart Mining, a nationally recognized Technology Access Centre catering specifically to the mining sector. Students are hired by the Centre for Smart Mining to work on BEV research projects with industry partners, which can lead to employment opportunities upon graduation. This will position our school to incorporate BEV maintenance as part of future curriculum for the Motive Power and Heavy Equipment technician programs. Cambrian also partners with industry to provide introductory BEV maintenance training to heavy duty technicians currently working in the field. Graduates of the Heavy Equipment program working in the industry have the opportunity to enrol in this program through participating employers.

Why is this an exciting time to be a student in an automotive trade school?

BEV technology is not just revolutionizing passenger cars: it is also revolutionizing truck and coach and heavy equipment vehicles. Cambrian has positioned itself to be a leading institution when it comes to training technicians with the knowledge and skills to service and maintain BEV vehicles. This skill set is high-paying and in high demand. Given we are located in Northern Ontario’s largest city, which is also a transportation hub and a world centre for mining, Cambrian is uniquely positioned to be a leader in motive power and heavy equipment training and emerging BEV technology.

By The Numbers

Stats that put the North American automotive aftermarket into perspective

Online shoppers will abandon their purchase if they don’t feel their payments will be made securely. 81% of consumers believe the future of retail is online.

The Global Retailer’s Handbook

4 seconds

The driver of a 2005 Volvo V70 completed four tasks while in motion (such as powering on the radio) four times faster than a new vehicle with touchscreen operations.

Vi Bilägare

Most Automotive Aftermarket Retailers of Ontario (AARO) members expect a sales to go up between 1-10% in 2023. Another 12% predict higher growth.

DesRosiers Automotive Consultants

$24,999

The most amount of money most Canadians want to spend when buying a new vehicle, whether it is an electric or an internal combustion engine vehicle.

Compare The Market

210 million

There are nearly 100 million ADAS-equipped vehicles on North American roads today with double that expected by 2030.

Insurance Institute for Highway Safety

2027

Volkswagen will build an electric vehicle battery plant in St. Thomas, Ontario. It will open in four years. The area recently lost a Ford assembly plant.

Volkswagen Group

10.5%

National automotive associations around the world came together to sign a global vehicle right to repair position statement. They are calling for a legislated solution.

Automotive Industries Association of Canada

€3.1 billion

Canadian convenience store operator Alimentation Couche-Tard is buying some European gas stations belonging to TotalEnergies in a deal valued at CAD$4.5 billion.

Alimentation Couche-Tard

Automotive parts, accessories and tire stores saw a strong sales performance last year despite “somewhat modest growth” to start the year.

DesRosiers Automotive Consultants

RAISING YOUR PROFILE

Just as you search for a restaurant, people are looking for a auto service shop. Why you need to be on the biggest platform available

I’m about to read your mind.

If you recently used your phone to search out a restaurant for dinner or any other local business, I’d confidently say you used Google. That’s because 88 per cent of Canadians start their web searches there.

So when you want to get your shop in front of more customers, the best place to start is with your Google Business Profile (GBP), formerly known as Google My Business.

Google describes GBP as “a free tool that allows you to take charge of the way your business appears on Google Search and Maps.” When customers search its site for any kind of local business — restaurants, hair stylists, auto repair shops — on a desktop or mobile device, they’ll see a list of options on the search results page. Those options include the Google Business Profile listings.

Your GBP is critically important because of Google’s dominance. The closest competitor to Google is Microsoft’s Bing, accounting for less than 4 per cent of searches. For auto repair shops, the number of leads you get from your free GBP listing will almost always outrank the number of leads coming from your professionallymanaged website and paid Google Ads — combined.

This means your business has the potential to get as many or more phone calls or forms filled from this free marketing tool than any other marketing source.

So how can you use your GBP to get your phone ringing? Here are three simple steps:

Claim your profile

If you haven’t done it yet, you’ll need to claim your profile. This takes only a few minutes. Many top operators pay thousands of dollars for a website and paid ads but have never claimed their

GBP. Studies show 56 per cent of businesses are unclaimed in Google. Again — this is free. Don’t miss out on this opportunity.

Complete your profile

Customers are almost three times more likely to consider a business reputable — and contact them — if they find a complete GBP. Verify your business’s name, address and phone number. Include all the vital statistics: Business category, opening date, hours and services. The more details you list, the more clicks and calls you’ll get.

Connect with customers

GBP isn’t a “set it and forget it” deal. Cars need regular maintenance to run their best, and so does your GBP. You’ll better connect with customers when you regularly respond to reviews, add photos and updates and keep your holiday hours current. Also, check to see if Google has any “suggestions” to improve your business listing. You may not want to accept every suggestion; approve or reject as needed. Most importantly, keeping your profile updated shows Google that you’re relevant — which pushes your business higher in the search results and makes it easier for customers to find you.

When it comes to your GBP, remember: Claim, complete, connect. It’s free, it’s simple to use, and it works. You’ll get more customers calling, more vehicles in your bays, and more dollars in your bank account.

Joe Flammer is a director of marketing for Turnkey Marketing. Based in Kansas City, he serves as outsourced director of marketing for auto repair shops. Learn more at www.turnkeyautomarketing.com.

CUSTOMER SERVICE V.S. CUSTOMER EXPERIENCE

Customer service and customer experience are two critical concepts that are often overlooked by the automotive repair industry. Many shop owners focus solely on providing good customer service. But they don't realize that customer experience is just as important — if not more.

We’re all willing to spend a lot of money on an experience that we won't soon forget, like a fancy dinner or a high-end hotel stay. When it comes to an oil change, however, we expect a certain level of service and a fair price. That's it. While we may be satisfied with the service we receive, it's not necessarily something that we'll remember for years to come.

A satisfied customer doesn't necessarily equate to a loyal customer. Instead, it's the emotional connection that a customer has with a business that creates loyalty. This connection is what turns a one-time customer into a loyal patron.

How do you create an emotional connection with your customers, especially after the COVID-19 pandemic, where human contact has been significantly reduced? The answer lies in creating a memorable experience for your customers.

Some shop owners believe that providing fast and efficient service at a fair price is enough to satisfy customers. This approach doesn't create a memorable experience. To truly stand out from the competition, you need to find ways to make your service memorable.

There are several companies out there that excel at creating memorable experiences for their customers, like Starbucks,

Lexus and Disney. They train their employees to connect with customers on a personal level. They collect personal information and use it to create an emotional connection.

One effective method to collect personal information from your customers is to use the acronym FORD: family, occupation, recreation and dreams. By asking about these categories, you can collect valuable information that you can use to create an emotional connection.

For example, say a customer mentioned that their son is on a hockey scholarship at Michigan State. The next time they come in, ask them how their son is doing. This will surprise and delight the customer. They’ll appreciate that you remembered something personal about them.

When a customer has an amazing customer experience, price becomes less important. Instead, they focus on the overall value they received. A customer who has had an excellent experience with a service provider is more likely to refer the service to others, leading to an increase in business.

The automotive repair industry must understand that customer experience is just as important as customer service. Personalizing the service by collecting personal information and using it to connect with the customer is an effective way to create an emotional connection. When a customer has an amazing customer experience, they are more likely to become a loyal customer and refer the service to others.

It is crucial for shops to focus on creating a unique and memorable experience for their customers.

There’s a difference between the two. Here’s what it is… By Alan Beech

On the Road

Canadian International AutoShow

Feb. 16-26 2023

Toronto, Ontario

See the event reel on Instagram

The largest auto show in Canada made its return after a two-year hiatus. Celebrating its 50th year, the Canadian International AutoShow took place at the Metro Toronto Convention Centre in Toronto. Many automakers were absent, such as BMW, Ford, Honda, Volkswagen and Mazda, but others made up for it with large exhibits, displays and interactive options for attendees. Front and centre for most were electric vehicles, which dominated discussions during Media Day, held the day before doors opened to the public.

TODAY’S PROBLEM ADAS:

The technology shops need to think about most today is advanced driver assistance systems. They’re in millions of vehicles but the aftermarket is missing out on this lucrative market

//By Adam Malik

There’s a technology that is in millions of North American vehicles. It’s been commonly found for 20 years. It’s showing up in automotive aftermarket repair shops on a daily basis. But it’s being largely ignored, according to industry experts.

Advanced driver assistance systems (ADAS) have been in vehicles since the early half of the last century but became mainstream starting in the early 2000s. What started as anti-lock braking systems have now grown into technologically complex components, such as lane departure warning, adaptive cruise control and blind spot monitoring.

Of the more than 1 billion vehicles sold globally in 2020, 10 per cent had ADAS features installed, according to research firm Canalys.

Consulting firm Innovatrium released ADAS Aftermarket Ecosystem 2030: The Coming Wave of Aftermarket Opportunity last year. It found about one million vehicles in the United States required ADAS service in an aftermarket shop in 2021.

Paul McCarthy, president of MEMA Aftermarket Suppliers, called ADAS “the revolution that’s here now.”

He put it into context this way: There’s been a lot of talk about electrification. It’s been deserved — it’s newer; government mandates and automaker plans are forcing the aftermarket to think long-term about how they will adjust to the wave. Everyone has been so focused on electric vehicles that ADAS — which is having a larger, more immediate impact — has seemingly been put on the back burner.

“So electrification seems to have sucked so much oxygen out of the room, that some have lost sight of the technology shifts that come into the vehicle parc a lot sooner: Driver assistance,” he said during his group’s Technology Conference in the fall.

He pointed out that one of the association’s landmark studies showed that electrification will have a small portion of the total car parc by 2023. “Meanwhile, ADAS will have at least 42 per cent of a parc — and that’s probably low.”

The Innovatrium study also found that 90 per cent of ADAS work was outsourced to dealers by the mechanical repair sector of the aftermarket. Collision shops outsourced nearly $200 million worth of ADAS calibration work alone.

Want more insights?

Scan the QR code to listen to the CARS Magazine Enhanced Media segment.

“This is singularly the highest growth opportunity in the aftermarket,” said Jim Fish, partner at Innovatrium, during last year’s MEMA Vision Conference. “And it’s not from a necessarily low base.”

The aftermarket is further missing out on this opportunity as equipped vehicles exit warranty periods. Vehicle owners don’t see ADAS repairs as a priority. Some even turn off the systems. Whether not working or switched off, the vehicle will still be able to be driven without ADAS operational. So drivers don’t feel the impetus to get repairs done.

“Right now, about 82 per cent of Year 1 [issues] outside of warranty are going to be repaired. But it decays out to zero in the far-out years,” Matt Ballard, business development consultant at Blue Mind, said at Vision. “So in far-out years, people are just not going to get these repaired.”

Essential safety

ADAS is something Liz Perkins is passionate about. You can hear it in her voice. She’s based in Oklahoma and the owner of L1 Auto Group. Perkins has sunk her teeth deep into the sector, along with her husband Keith. They grew from a 1,200-square-foot shop to a 3,000-square-foot space and now have a nearly 6,000-square-foot building on a two-acre parcel of land that they moved into late last year and now do full vehicle repairs, programming, inspections and diagnostics.

“My family and friends are driving on the same roads as these vehicles. At the end of the day, these systems can be lifesaving,” Perkins told CARS. “I’ve lost family members to vehicle safety issues. Had they been done properly and correctly, those people would still be here today.”

She pointed to the issue of inattentive driving. People are distracted by kids in the back seat, complicated infotainment systems and their smartphones. ADAS is intended to act as a safeguard from these distractions.

“It’s designed as a safety system and a help for people that are driving,” Perkins said. “I love the fact that the technology is moving forward and helping us drive safer.”

But it’s the aftermarket’s responsibility to ensure

these systems are in proper working order so the vehicles can be safe.

“This market is not super new. We’re just having a lot more players in it,” Perkins observed as a gateway to many issues.

She’s spoken to people who find shortcuts or trick the system into getting calibrations to work and vehicles to pass. Some have told her they’ve moved targets around to get the desired green light.

“Well, no. Now you just told the system the target is here. It’s expecting it to see it there,” she pushes back on people improperly recalibrating.

If the target has been moved, the vehicle is expecting to see an object in that area when on the road. In a real-life situation, the object wouldn’t be in that spot, potentially causing it to go undetected by the system.

“There’s just a lot of things out there that you need to make sure you’re doing correctly, properly,” Perkins said. “You don’t want that liability to fall back on you.”

Liability

This is where any shop that sends out an uncalibrated or improperly calibrated vehicle should be concerned.

“I think there are impressive liabilities around vehicles being repaired that aren’t getting calibrated,” according to Greg Peeters, CEO of Car ADAS Solutions.

An uncalibrated or improperly calibrated vehicle will continue to function but the safety systems won’t properly. “It is not avoiding accidents the way it’s supposed to,” Peter said during the fall’s Technology Conference hosted by MEMA Aftermarket Suppliers. Shops could find themselves in legal trouble, he warned. “I think there’s going to be some very serious lawsuits,” he said. “We’ve already seen some indicators of that starting.”

Perkins knows of one firsthand that saw a shop owner lose their business by using an incorrect calibration method.

“As an individual who owns a business, what it comes down to is: I want to take off as much liability as I possibly can off myself,” she said. “And I would feel awful if I had done something wrong, or my employees did something wrong.”

The liability risk is how a lot of shops get on board with ensuring recalibrations are done and done properly, Perkins finds.

“As a shop owner or repair center, you need to make sure that your techs are following all the procedures for every vehicle,” she said. “We want to make sure the lug nuts are tightened down. And this is just one of those steps that need to be implemented. And that’s our mission — to try to get that done.”

What do you need?

ADAS calibrations require a strict workspace. Typically, a bay that measures 30 by 50 feet and 12 feet of ceiling space — at minimum — is the starting point, Peeters said. The floor needs to be precisely level and needs to be a low-sheen finish. The vehicle

As a shop owner or repair center, you need to make sure that your techs are following all the procedures for every vehicle."

and targeting systems need to sit on the exact same plane. The walls have to be the same colour. There can’t be reflective surfaces. Lighting has to be uniform.

“Having a standard and sticking to it. We are matching OE standards,” Perkins said of her business. “So when the OE says, ‘We know that under these conditions, it is tested, it is safe, this is how it should operate,’ I need to follow them.”

Metal can’t be anywhere nearby for radar calibrations. The radar is looking for metal and could ping back an incorrect reading. So that means you can’t have a metal tool cart or metal door nearby when doing a blind spot monitoring calibration.

“Otherwise, it’s going to see those things and bounce back too quickly or take too long and confuse it with the target,” Perkins said.

She also recommended looking at the vehicles being serviced most in your business when deciding how to set up space. A Toyota’s needs may differ from a Ford’s which may differ from a Subaru’s. Read the service information procedure; it will lay out what you need to do.

Perkins does a pre- and post-scan. After the calibration, she does a verification test drive to ensure the system is operating the way she calibrated and to the manufacturer’s standards.

Getting started

If you’re not seeing enough ADAS work to justify the tens of thousands of dollars you’d need to invest in calibration equipment, your neighbourhood shops collectively might. Perkins suggested talking to your community of shop owners and work on an agreement to do their ADAS work for them, especially if you have the space.

“Work in collaboration with them and say, ‘Hey, when you get [a vehicle], I can take care of that for you,’” she said.

Furthermore, programming work is often tied into ADAS, so that could mean even more business for you.

“ADAS and programming kind of end up going hand-in-hand for the fact that if you put a new module in, you might have a program that first and then you have to do the calibration,” Perkins pointed out. “So lucrative-wise, when you’re looking at the cost benefits, you’re able to charge a premium because it’s not something offered everywhere.”

Plus, while some dealers can do calibrations, shops have to go to the vehicle’s branded dealer and get an appointment.

“So look at your community, not just inside the four walls of your shop,” Perkins said. “You’re able to charge a pretty good premium for these because these systems do take a long time.”

DELUSIONS OF GRANDEUR

We are missing the mark on how we should run our shops

We’ve all heard how we have to run our shops. Otherwise, mom and pop aftermarket shops will not survive in today’s aftermarket.

Today’s reality requires owners to remove themselves from the bays and operate their businesses with a CEO-type mentality. Our business requires 20 bay facilities with 15 of the best technicians money can buy, along with a commission pay structure that includes health care benefits and bonuses.

We need one advisor for every five technicians and a shop foreman to communicate between the advisor to the tech and then from the tech back to the advisor.

Our facilities need to be equipped with the best equipment and latest technology to diagnose, maintain and repair today’s complicated vehicles. Our waiting rooms must be clean and inviting with fresh coffee, cold drinks, snacks and free Wi-Fi. Don’t forget a play area for children to also help the ease of stress to our customers waiting. Loaner cars and shuttle services to help maintain customer retention is a must.

Owners must manage production and efficiency while micromanaging and measuring the numbers. If you cannot measure it, you cannot manage it. Watch your gross profit margins, your parts matrix and parts to labour ratios. You need to watch your average repair order cost and coach your team to increase your average repair order by upselling work. You need to promote manager positions in every department so your business can eventually run itself

without your presence.

Then and only then will you be able to spend your winters down south and the summers at your cottage.

Aftermarket vs dealer

Owning what I believe to be the oldest family-owned aftermarket shop in North America — dating back to 1890 — my family operates businesses in both the aftermarket and dealership sectors of the automotive industry. Understanding the differences between these two sectors within the same industry is important. The manufacturers use their dealerships to help increase one’s lifetime car count, while the aftermarket’s objective is to reduce one’s lifetime car count and make it affordable for the average consumer to manage the cost of this necessary commodity.

With the complicated technology and expense of today’s modern vehicles, it is very difficult for the aftermarket to compete against the manufacturers’ push to get the consumer into a new car. The more expensive a vehicle becomes to keep in service, the sooner it becomes replaced with a newer, more complicated expensive model — which will need to be replaced sooner than the last one. This helps the manufacturer achieve their objective.

Expensive endeavour

Math does not lie, so let us finish the equation. It is obvious the aftermarket shop described above is copying the dealership business structure. The cost of operating a facility

of this magnitude is actually helping the manufacturers meet their objective. While we are being coached that this is how we will compete against the manufacturers, I believe this business model is instead helping manufacturers take us out of the market all together.

Our customers are the ones paying for that facility to operate. In turn, this is increasing the cost of keeping their vehicles on the road. That leads to either pushing them into DIY or back to the dealership for a newer, more expensive vehicle.

How I run my shop

I run my shop from the bays. I take on the worst jobs myself. My technician efficiency is poor because the aftermarket has too many one-off vehicles with one-off repairs. It’s just the truth that we all have to accept —we are going to lose money on labour unless we have common vehicles with common problems.

So, while I am dealing with the jobs no one wants to do to keep that vehicle on the road, my fellow tech is capitalizing on creating enough revenue to operate the entire shop. I make more revenue off repairing older cars than maintaining newer ones.

I don’t need advisors; I don’t need to upsell and I don’t need to advertise. I keep my facility costs low. The cheaper I run my operation and the longer I keep a car on the road, then the more money I make over a longer period of time. And the better it is for my customers’ financial well-being.

I believe most of the aftermarket industry is run more like my business model than the new and improved business format. Seventy-two percent of aftermarket shops have revenue of less than $1 million per year while 60 per cent operate with 5 bays or less.

No free ride

We are being told that we do not know how to run a business properly, that we are crazy, that we won’t last, and that we are doing more harm to our industry than good. Our industry would be better off if we all closed our doors.

I am offended by these accusations. These people are just selling ‘delusions of grandeur,’ and I personally am not buying into it.

I understand that we all opened our businesses with the goal to remove ourselves from the bays one day. But for this industry to survive and flourish, we need to remain in the bays and keep our costs down. This is a very difficult industry but perseverance and dedication will allow you to provide well for your family.

If you’re expecting a free ride in life with winters down south and summers at the cottage, I would highly recommend you pick another career choice.

Technology driven

Built on our OE engineering and testing exper tise, our full-service aftermarket steering and suspension solution o ers premium parts combined with training and technical support, making vehicles drive cleaner, better, and further right through their lives.

Rob Nurse is the owner of Bob Nurse Motors in Peterborough, Ontario

AVOIDING CRITTER CHAOS

Here are some tips to prevent wildlife from entering your shop and wreaking havoc

Readers of CARS are probably familiar with the EyeSpy spotlight. While we get a chuckle out of those moments when an animal has made a home in the air filter cabin or stored their food there for safekeeping, these incidents can cause serious damage to the vehicle.

But what if this was happening while the vehicle was in your business? Wildlife entering auto shops can cause numerous problems, from property damage to potential harm to animals. This is a growing concern for many shop owners who want to protect their businesses while ensuring wildlife safety.

There are many ways in which wildlife can enter auto shops. But there are also practical ways to prevent it. Seasoned shop owner or new to it all, consider the following necessary steps to safeguard your business while taking care of the wildlife in your area.

Why pests enter your shop

Understanding wildlife’s motivations in entering auto shops can help you with prevention tactics and future recurrences.

As an owner, you may think the risk of pests entering your shop is fairly low, especially compared to restaurants or other food service establishments which are more commonly known to have pest issues. Though you may cater more to car drivers than dinner eaters, your establishment can

still represent a food source for wildlife. Common wildlife food source attractions in an auto shop include open trash cans, spilled oil and grease on the ground or dropped food from lunch breaks. Wildlife also enters your shop for shelter, warmth, or nesting purposes. They may even be curious about the interior of your building and wander in through your open doors.

Common pests to expect

Auto shops are generally inherently difficult to protect against pest wildlife because the large open garage doors provide easy access for many smaller animals. One of the most common pests that can be found in a shop is pigeons.

They’re commonly found in urban areas and around man-made structures. Like those found at gas and diesel stations, canopies are often prime locations for pigeons to roost and perch.

Pigeons nesting under canopies can become a serious inconvenience to shop owners and a health hazard. Their droppings contaminate the area with bacteria and fungi and can harbour several serious diseases, including salmonella and histoplasmosis. The longer the birds stay in the area, the more numerous they will become.

These birds can cause problems by leaving droppings on vehicles and equipment, which can be unsanitary and damage paint and other surfaces. In fact,

due to the corrosive nature of the acids in their droppings, bird feces are particularly damaging to metal and painted surfaces, leaving stains etched into the surface, even after cleaning and disinfecting, damaging to the cars you’re working on. And no one wants to drop their car off to be serviced and return later to stains left by pigeons in your facility.

Pigeons can also create nests in attics and other parts of the shop, blocking vents and ducts and causing fire hazards.

Another common pest shops will come across is rats. These rodents are attracted to the warm and dark environment and the previously mentioned food and water sources in the shop. They can cause damage to equipment and wiring. Their droppings can also contaminate surfaces and products.

Tips for wildlife prevention

If you’re a shop owner or manager, getting ahead of the pest problem is important before it gets ahead of you. Preventing pests from entering your facility in the first place is more effective and efficient than trying to eliminate them after they have already established a presence. In addition, these preventative measures are often less intrusive and less harmful to the environment than standard control methods.

In general, you can take many preventive measures across your business to eliminate

many of the pest risks at hand.

First, ensure you have a regular cleaning and maintenance schedule. Keep the trash in a closed-lid garbage can and take it out regularly. Ensure that your employees know the areas they are to keep clean, including the service area, front desk and even the business’ parking lot. Consider drawing up a detailed cleaning map with scheduled times to clean throughout the work week.

Regular maintenance is also huge in wildlife prevention. Take a walk around the interior and exterior of the shop and identify any cracks or gaps where pests could enter. Ensure these areas are sealed. Rats can squeeze through holes as small as 20 mm, so look carefully and maintain regularly.

As mentioned, to prevent rat infestations, it’s essential to keep the shop clean and free of food debris, seal any cracks and gaps that may allow entry, and implement standard pest control measures such as traps and baits.

Keep trees and bushes near the shop trimmed to eliminate potential nesting sites or entry points that you can’t see. Train employees to monitor the shop’s interior for signs of rat activity, such as gnaw marks, droppings and burrows. In general, ensure you keep the bay doors closed when you can, especially in the late summer and early fall, which is a high-traffic time for these pests.

The best way to prevent a pigeon problem is to eliminate pigeon perching and nesting activity. Denying pigeons the ability to perch and nest on the exterior of your shop can be accomplished in various ways. Options include exclusion

netting; bird wiring; metal screens; electrified deterrent systems; gel repellents; visual deterrents such as lasers, reflectors or other light-emitting devices; and even sonic and subsonic repellents.

Remember that oftentimes the most straightforward and inexpensive solutions are the most effective. Simply eliminating access to their nesting locations will be a very effective way to prevent the pigeon problem in the future.

The only way to entirely prevent pest issues is to use multiple strategies in tandem with one another. Working with professionals is a highly effective way to do this, as the professionals know your unique business and can tailor their efforts to help prevent the specific pests you may deal with. Investing in pest prevention is a proactive approach that can save you time, money, and effort in the long run.

Apart from potential damage to your equipment and customer vehicles, pests can detract from your shop’s professional image and create a negative impression on customers. By implementing effective pest prevention measures, you can ensure a safe and hygienic working environment and maintain the integrity of your business.

Through the different techniques described above, your business will be able to keep cars on the road without worrying about wildlife getting in the way.

“YOU NEED IT, WE’VE GOT IT ” . THAT’S NAPA KNOW-HOW .

Over 500,000 vehicle parts and products in inventory, all ready for delivery: that’s over 500,000 good reasons to make us your number one partner. napacanada.com

Brandon Thorsell is the district manager of Critter Control in Toronto

NAVIGATING THE CHANGING RETAIL LANDSCAPE

Here are some tips for small shop owners to navigate through the change

The automotive industry is changing at an unprecedented pace. With the rise of e-commerce and large retail chains, smaller shops are facing increasing challenges in recent years.

But while the challenges are great, there are also opportunities to be found.

Differentiate yourself

With so many businesses vying for consumers’ attention, it’s more important than ever to stand out from the crowd.

You need the right TPMS tool right now.

Today, you can’t do TPMS service without an up-to-date TPMS tool. Don’t settle for a TPMS tool that locks you into one brand of aftermarket sensor. Autodiagnos™ TPMS Tools give you best-in-class vehicle coverage and Continental’s OE TPMS systems experience.

Choose the enhanced features of the Autodiagnos™ TPMS D Tool or the efficient and highly affordable Autodiagnos™ TPMS SE Tool.

Learn more: www.AutodiagnosTPMS.com

Consider what makes your shop unique and focus on emphasizing those aspects in your marketing and branding efforts.

Whether it’s your products, your customer service, or your location, find ways to differentiate yourself and make your shop a must-visit destination.

Embrace technology

While e-commerce may have posed a challenge to brick-and-mortar retailers, it’s also opened up new opportunities. Consider investing in your social media presence — this is a new way to attract your future customers. Use technology to streamline your operations and improve the customer experience. For example, implementing a point-of-sale system or mobile payments that make transactions more efficient and convenient for customers.

Build community

In an increasingly digital world, consumers are craving human connection more than ever. Build relationships with your customers. Create a sense of community around your shop. Host events or workshops, participate in local events and engage with your customers on social media.

By fostering a sense of connection and belonging, you can create loyal customers who will keep coming back.

Collaborate

In some cases, teaming up with other businesses can be a win-win for everyone involved. Consider partnering with other local shops or service providers to offer joint promotions or events.

By pooling your resources and expertise, you can create a stronger value proposition for your customers and expand your reach

The retail landscape may be changing rapidly, but there are still opportunities for small shops to thrive. By differentiating yourself, embracing technology, building community, and collaborating with others, you can position your business for success in the years to come.

Greg Aguilera is a director of IAC Canada, an organization dedicated to the management development of repair shops in Canada. He can be reached at greg@intautoconsulting.com.

Here are some tips for you as a small shop owner looking to navigate the changing retail landscape.

On the Road

Vision Hi-Tech Training & Expo

March 2-5 2023

Kansas City, Kansas

Thousands of shop owners, managers, service advisors and technicians packed the Overland Park Convention Center near Kansas City for the Vision Hi-Tech Training & Expo 2023, hosted by the Midwest Auto Care Alliance (MWACA). This is one of the biggest shop-focused training events in North America, drawing in visitors from across the United States and Canada. Attendees took in training, ranging from technical to management, as well as a pair of expos — the Hi-Tech Tool Expo and the Vision Expo.

See the event reel on Instagram

ELECTRIC WATER PUMP

Dayco has expanded its water pump lineup. Its coverage now includes almost 30 million vehicles that require an electric water pump, with more parts expected to be introduced in 2023. Dayco’s electric water pumps are designed as direct-fit bolt-on replacements. They don’t require any modifications during installation. To prevent rust and premature failure, the pumps are engineered using stainless steel for all water-contact

components. All pump bearings are self-lubricating, graphite composite, making them corrosion-resistant and compatible with engine coolant. www.dayco.com

CHASSIS AND CONTROL ARM

Mevotech announced the addition of more than 320 new part numbers to its catalogue. The entire release represents repair opportunities for more than 188 million vehicles in Canada and the U.S.

Included in the release are front lower control arm R/L for 2019-2022 Ram 1500s, front lower ball joints for 2019-2022 Ford Rangers and front left tire outer rod ends for 2018-2022 Jeep Wrangler JL/JLU and 2020-2022 Gladiator JTs, all under the TTX line. Under the Supreme line, the rear stabilizer bar link is available for 2021-2022 Ford Bronco Sports and 200-2022 Ford Escapes.

www.mevotech.com

ENGINE SENSORS

New knock, cam and crankshaft sensors have been added to Continental’s engine management line. The program covers more than 11.1 million vehicles in operation in in the U.S. and nearly 1.1 million in Canada. Knock sensors are designed to detect engine ping caused by preignition and relay the information to the ECU to adjust engine timing and help keep the engine running smoothly. These sensors are an ideal repair for a rough running engine with a timing and knock sensor fault code and will help shops to restore the performance of their customers’ vehicles to OE specifications.

www.continentalaftermarket.com

FULL POWER STEERING SYSTEM

Plews & Edelmann announced the creation of the Total Solution, which provides all necessary components for power steering service. The Edelmann Elite power steering line now includes power steering rack and pinions, pumps, gearboxes, hoses, coolers, filter, and fluid. The rack and pinions, pumps, and gear boxes are brand new parts, built on a proprietary manufacturing platform.

www.plews-edelmann.com

EV BRAKE PAD COVERAGE

NRS Brakes announced it has added brake pad coverage for a number of electric vehicles. Now included under NRS’s galvanized brake pad lineup are the 2021-2022 Polestar 2 and Ford Mustang

Mach-E, the 2019-2022 Audi E-Tron Quattro, the 2018-2022 Nissan Leaf and the 2018-2019 Mitsubishi Outlander 2022. In all, five million new vehicles are now covered by NRS under its latest announcement.

www.nrsbrakes.com

BLOWER MOTORS

Continental has added 12 new and exclusive late model blower motor SKUs to its line of HVAC motors. The total blower motor line count is now 521 SKUs, covering more than 340 million import and domestic vehicles in the U.S. and Canada. Continental uses electrical connections, mounting flanges, and ventilation tubes that are identical to the OE factory units. Motors are fitted with an application specific blower wheel to deliver genuine OE performance. Continental’s new blower motors will be available to the aftermarket in the first quarter of 2023.

www.continentalaftermarket.com

LIGHTBARS

The Philips Ultinon Drive 5000 Series of LED Lightbars is expanding to eight models. It now includes 10-inch, 20-inch, and 30-inch versions, each in a choice of single or double LED rows as well as 40-inch and 50-inch double row versions for off-road adventures. The lightbars are constructed with 6063 aluminum one-piece bodies and are rated IK07 for resistance to impacts and IP69K for resistance to water and dust. The LEDs used in the lightbars feature a spherical LED lens design that puts more of the light out in front of the driver.

www.lumileds.com

SUSPENSION PRODUCTS

KYB Americas announced a new partnership with Japan Offroad Service that will make KYB JAOS Suspension products available in North America through KYB distributors. The new line will kick off with lift kits for the Jeep Wrangler JK, as well as the Toyota 4Runner and FJ Cruiser. The kits provide up to a two-inch lift as well as 14-position damping. Each kit comes complete with two shocks or struts, two coil springs and

other installation products as needed. Front and rear kits for the vehicles listed are currently available. Additional products for the Jeep Wrangler JL and Toyota 4Runner are scheduled to be released soon.

www.kyb.com

WORK LIGHTS

Lumileds has introduced three new lights to its popular Philips Xperion 6000 LED work light line today. The new lights include the Xperion 6000 Flood Audio, Xperion 6000 Flood Mini, and the Xperion 6000 Under Hood Lamp. The Xperion 6000 Flood Audio features a variable

BAYWATCH

beam that delivers 1000 lumens in flood mode, and 250 lumens in spotlight mode. The light includes built-in Bluetooth speakers that allow audio to be played directly through the work light, and also serves as a USB power bank. The Flood Audio features a motion detection function and a smart-zoom knob that allows users to easily control the light, even while wearing work gloves. The Flood Mini can be secured by either the integrated magnets or the versatile hook, depending on the need of the job. The light features multiple light output options from 500 lumens in flood mode to as few as 100 lumens and a battery life of 3.5 hours.

www.lumileds.com

LED HEADLIGHTS

A new line of high-performance headlights for the Canadian market have been released by Lumileds. The Philips X-tremeUltinon+ LED line of headlights is up to 160 per cent brighter than the minimum legal standard for halogen bulbs. The bulbs, which have a lifespan of up to 3,000 hours, are equipped a cooling system that diverts heat away from critical lighting components to avoid premature failure. In addition, the bulbs also feature integrated CANbus functionalities that act as a resistor to eliminate false ‘light out’ warnings and keep the bulbs from flickering. The LEDs are a direct replacement for conventional halogen bulbs and are available for 9004, 9007, 9008, and 9145 applications.

www.lumileds.com

MACH-E COILOVERS

All Ford Mustang Mach-E-SUV with electric drive can now be equipped with KW Automotive’s V3 coilovers. KW multi-valve dampers inside the coilovers ensure driving dynamics and comfort for the relatively heavy electric vehicle. The KW dampers with their multivalve technology are manually adjustable in the low-speed compression and rebound. Continuous lowering of 25 to 45 mm at the front axle and 20 to 40 mm at the rear axle are covered by a parts certificate.

www.kwsuspensions.net

COMMERCIAL LIGHTING

Lumileds announced the expansion of its Philips branded commercial lighting line with nine new parts added to its aftermarket incandescent and halogen bulb portfolio. The Philips-branded commercial lighting range offers OE replacement halogen headlight bulbs, halogen and incandescent sealed beam headlamps, and miniature bulbs for interior and exterior vehicle applications. The new part numbers that have been added to the Philips branded commercial lighting portfolio include: 1156DCP, 214-2CP, 4257NACP, WT21WCP, WT21/7WCP, 7444CP, 7440NACP, 37.5H1C1, and H3-35WC1. The new parts provide application coverage for some of the most popular passenger vehicle makes on the road from Buick, Cadillac, Chevrolet, Chrysler, Dodge, Ford, GMC, Jeep, and Lincoln.

www.lumileds.com

DEF DOSER REPAIR KIT

ProMaxx Tool’s new DEF Doser Decomposition Reactor Repair ProKit allows diesel technicians to quickly complete on-the-truck repairs on Cummins ISX, ISB, ISC, ISL, Navistar N9, N10, N13, and PACCAR MX-11/M-13 engines. The kit’s ProPlate fits over the dosing valve mounting plate to align its bolt holes. The included machine-shopgrade drill bit and tap tooling remove broken bolts and chases the threads, restoring them to factory new. The kit is ideal for diesel repair shops that work on vehicles such as Cummins-powered tractors, buses, fire trucks, excavators, garbage trucks and even the light-duty Dodge Ram 6.7L pickup truck engine. It cuts an hourslong job down to 15-20 minute.

www.promaxxtool.com

WIRING DIAGRAM CONTENT

A new wire-to-wire feature has been added to Mitchell 1’s advanced interactive wiring diagrams within the ProDemand auto repair information software. It will save time for technicians as they navigate electrical issues on today’s advanced vehicles, whether they’re built on electric or internal-combustion platforms. Technicians often had to jump from a wire in one diagram to the related content for a component in a separate diagram to get the full picture of a circuit. With the new wireto-wire feature, ProDemand takes technicians to the specific wire in a companion diagram with the trace already highlighted. The history navigation arrows can easily take them back to where they started with the original trace highlighted.

www.mitchellrep.com

POWERSPORT LEDS

Lumileds is launching a new line of LED upgrade retrofits for fog light and powersports headlight applications. They produce a cool color temperature of up to 6000K with a bright white light perform with snowmobiles, ATVs, UTVs and other off-road vehicle applications to provide a safer driving and riding experience. The line includes 12 SKUs and is compatible with both 12V and 24V electrical systems. The bulbs feature Philips ‘AirCool’ technology with two types of heat dissipation. A built-in fan helps to actively cool the LED and electronics. An aluminum heat sink further dissipates heat and maximizes airflow around the components. The bulbs provide a lifetime of up to 2,000 hours.

www.lumileds.com

360-VIEW CAMERA CALIBRATIONS

The John Bean Tru-Point ADAS Calibration System now has 360-view camera calibrations. The software update allows for procedures to be done without the use of lasers, tape measures,

plumb-bobs or drawing on the floor. John Bean customers can use the TGT-05 kit to calibrate the 360 cameras for a variety of manufacturers including Audi, Bentley, Ford, Lamborghini and Volkswagen. The kit attaches to opposing corners of the 360 mats on either side of the vehicle and serves as a reference point for the Tru-Point cameras to ensure the actual mats are straight, square and properly aligned to the vehicle’s cameras before beginning calibrations. www.johnbean.com

CUSTOMIZABLE ACCESSORY CASE

Milwaukee Tool has introduced new customizable accessory cases for all drilling and driving sets. It is designed for use in Packout storage solutions. Users will have six options to choose: Small, small compact, medium, medium compact, large and large deep. The cases and accessory rows will also be sold separately allowing users to maximize customization for on-the-job needs. The rows are fully adjustable and designed for easy bit removal. Users can customize cases by adding and removing individual rows. The accessory rows inside the cases can also be removed and attached to M12 and M18 drills and impacts for on-tool storage. www.nrsbrakes.com

TOUGH GLOVES

BRAKE PAD COVERAGE

NRS Brakes added 18 new part numbers that will cover 11.7 million vehicles with its galvanized Premium Brake Pads line. Vehicles now covered range from the 2003-2006 Infinity FX35 all the way up to the 2021-2022 Ford F-150. Makes include vehicles from Jeep, Nissan, Hyundai, Kia and Audi. The company has also added new 2022 Genesis G70 and Kia Stinger to its galvanized brake lineup. Brake kits include abutment hardware and caliper piston cushions.

Introducing a lighter side to our magazine. Each issue, we’ll feature some unusual or wacky installs, customer fixes or general weirdness. Send us in a great caption and be featured in our next issue.

The top 3 captions of the year will win a prize from CARS magazine. We also look forward to reader-submitted photos you feel would be good to caption, so feel free to send your unusual shop fixes to Peter Bulmer.

CAPTION THIS:

How would you caption this photo?

Send all captions and any photos to: peter@turnkey.media

IMAGE WAS SENT IN BY JOIION FROM ULTIMATE CAR SHOP IN GLOUCESTER, ON

“The Home Depot DIY”

We’re making a difference

Woodington Lake

Club Tottenham, Ontario (40 Mins from TO Pearson Airport)

Golf

Mark your calendars for the 48th Annual Shad’s R&R Golf Tournament on Thursday, June 22nd. All proceeds to Muscular Dystrophy Canada.

START TIME 10:00am SHARP!!

If you would like to become a sponsor or make a donation to SHAD’s R&R For the Kids, please contact one of our board members directly.

Shad’s Board of Directors

Chairman Brad Shaddick brad.shaddick@driv.com

• Kristine Brown KBrown@wakefieldcanada.ca

• Luc Champagne luc.champagne@rousseaucommunication.ca

• Andrew Connor aconnor@dormanproducts.com

• Mike Fazackerley mike.fazackerley@matthewscott.com

• Charlie Grant cgrant@gbsales.com

• Steve Gushie steve.gushie@carquest.com

• Patricia Lazzarotto patricia.lazzarotto@trico-group.com

• Malcolm Sissmore Malcolm.Sissmore@delphi.com

• Scott Stone Scott@promaxauto.com

• Cameron Young cameron.young@ca.bosch.co

This ad space generously donated by the media partners.