March/April 2023 Jobber News

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Jobber News is Canada’s longest-established publication serving the distribution segment of the Canadian automotive aftermarket. It is specifically directed to warehouse distributors, wholesalers, machine shops, and national accounts.

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

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

Creative Director | Samantha Jackson

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

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

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

HOW THE JOBBER RUINED A CUSTOMER’S SHOP EXPERIENCE

Afriend recently had a fantastic experience with their local shop. That is, until the jobber made a mess of everything.

The day after the biggest snowstorm of the year, after an hour and a half of clearing snow, my friend — we’ll call him Jack — went to start his car. Nothing happend. No lights in the car. No response when pushing the start button.

The battery was dead. He called his dependable neighbour, knowing they had a portable charger. Of course, they weren’t home; the charger was in their car. They wouldn’t be home until the afternoon.

So Jack called his shop, seeing if they had time to squeeze him in later in the day; he certainly was going to need his car for work the next day.

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The shop was more than helpful — they sent one of their guys to his house with their own portable charger to give the car a boost. He lived less than 2 km away, so they were not too put out with doing a little extra to help a customer.

Going the extra mile: Great experience, part one.

They saw him right away, assessed it was indeed the battery. It was under warranty, so no cost to replace. Relax for a half hour, maybe a little more given the weather and Jack would be on his way.

Quick, friendly, informative service: Great experience, part two.

But nothing is ever so simple. The battery arrived after 40 minutes — except it was the wrong one. The shop ordered the right battery but the wrong one was delivered.

Uh oh.

“Great,” Jack told me sarcastically. “I had to wait another 40 minutes.”

All in, that was two hours of lost time in the middle of the workday. It could have been half that if the jobber didn’t make a mistake. Jack was happy and excited with the wonderful service he got from his shop — only to have the jobber mess it all up.

It’s not the shop’s fault. But they’re the ones who were falling over themselves apologizing. Luckily, Jack is a reasonable person. Mistakes happen. He understood that.

But not every customer is so patient. Someone less forgiving would likely be giving the poor folks at the shop a hard time. All the nice gestures — coming out to his house to give a boost and throwing him to the front of the line — would have been wasted. All because the jobber made a mistake.

No one is perfect and perfection is impossible. But being careful and double checking what you’re doing is a reasonable request. The battery picked was off by one model number — a 34 instead of the correct 35. Easy mistake, yes, but one that could have been avoided by taking an extra moment to verify.

President & Managing Partner | Delon Rashid Head of Sales & Managing Partner | Peter Bulmer

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

The shop depends on its jobber to get things right the first time — just like the consumer depends on the shop to do the same.

Adam Malik Managing Editor, Jobber News

WHAT FLASHY MARKETING REALLY SAYS ABOUT YOUR SHOP

I think you are wrong. Coca-Cola, McDonald’s and Wendy’s all advertise to keep market share. They know the competition is working on their market share and it costs twice as much to get it back once lost. Advertising the right way brings in new people that hear a message intended for them. It’s called message to market match. Yes, you can bring a steady repeat and referral business in and do quite well but people die, move away and get new cars and the smart marketer is filling the funnel and prospecting. Do the wrong type of marketing and waste your money and there will be no new valuable clients arriving.

Rick McMullin, Rickey Ratchets Auto Repair

WHAT’S ACTUALLY HOLDING BACK EV PURCHASES

In the article, they keep referring to average daily use. What happens when I need to go beyond average daily use and visit my daughters in Ottawa or Peterborough do I rent a gas vehicle or have an internal combustion engine vehicle as a second vehicle. I can’t afford to have extra vehicles. I believe that might be your “cognitive bias” that is holding back your logical buyer.

Fred Dierickx, Autotech Auto Sales and Services

What A few things have to change for the adoption rate to increase besides supply. First off, the marketing has to focus on what customers want most, less maintenance, convenience, etc. Yes, saving the planet is important, and people really want to do their part, but that does not sell cars. The next area is the non-Tesla charging network. Volume is one thing, but reliability is another. You can’t have the single charger at the rest stop down for repairs. We don’t have all the gas pumps down at the same time. And lastly, a single payment processor. Having 10 different apps with funds on all of them is a real turn-off. I own one EV and one ICE.

Shawn Greenberg, Seamless Auto Care

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 Hossacke, Speedy Auto Service

HOW THE AFTERMARKET WILL TREAT CREDIT CARD FEES

It blows me away that a lawsuit against the CC companies for charging so much has resulted in allowing the fees to be passed on to the consumer rather than lower them. And no one has notice that they will get 2 per cent of the increased transaction. So they are making 2 per cent off the 2 per cent charged. The only winner is the one who got sued. Brilliant outcome.

Shawn Greenberg, Seamless Auto Care

Most shops look at what their costs are for CC charges for the year and factor that into what they are charging It’s a cost of doing business and is adjusted for by making sure they are charging the necessary rates to cover this expense. Either way, the customer is paying for the charges, and the credit card company is making a profit (not a dirty word) for their services. But I get paid and, to date, I have not had a CC charge challenged. I have had many cheques bounce over the years.

Sean O’Gorman, Glenn’s Auto Service

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

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

UNI-SELECT TO BE SOLD TO LKQ

LKQ CORPORATION HAS reached a deal to acquire Uni-Select Inc.

The all-cash deal will see Chicago-based LKQ will buy all of Quebec-based 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 previous 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.

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 FinishMaster 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 Uni-Select’s head office is in Boucherville.

Brian McManus, executive chair and CEO of Uni-Select, said the deal will bring more opportunities to customers, suppliers, employees and brands as the two companies combine their strengths.

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

PARTS PROLIFERATION SET TO ‘SOAR’

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.

Lang Marketing observed that light vehicle aftermarket parts proliferation is growing exponentially. It predicted that it will “soar over the next five years, increasing the inventory and logistical burdens shouldered by manufacturers, distributors, retailers and installers.”

Lang’s report, Parts Proliferation Hits Overdrive, highlighted four major factors pushing parts proliferation: Foreign nameplate

growth, increasing vehicle age, advancing vehicle technology and economic pressures on consumers.

Foreign nameplates accounted for more than half of all U.S. consumer vehicles, a share that has grown by a quarter in the last decade. This surge means there are more and different types of vehicles in need of repair as they enter the aftermarket sweet spot. That means more parts are needed to service a wider variety of vehicles.

With lacklustre sales of new vehicles and used vehicles remaining expensive with low inventory levels, consumers are hanging on to their older vehicles for longer. The increased longevity of ownership is also driving up vehicle age.

“Accordingly, the older vehicle-age range of parts that must be inventoried has increased significantly in recent years and will continue to climb,” Lang’s report said.

With added vehicle technology comes greater complexity around repairs. Small parts (vehicle components with special sensors and software) have increased by 500 per cent over the last 11 years, according to Lang.

“Over the next five years, vehicles with advanced driver assistance systems (ADAS) will soar at least eightfold,” it added. “Vehicle technology is adding significantly to the breadth of products that manufacturers, distributors, retailers and installers must handle to support the repair and maintenance of light vehicles.”

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.

USED PRICES UP AND DOWN TO START YEAR

THE FALL — ALBEIT SMALL — of used car prices hit the brakes to start the year. After a downward trend to end 2022, used values crept upward to start 2023 before dipping slightly in February.

Canadian Black Book’s Used Vehicle Retention Index went up 0.4 per cent in January before dropping 0.2 per cent in February. The index now sits at 157.9 points, meaning a used vehicle is valued at nearly 58 per cent higher than Canadian Black Book’s benchmark. The latest reading leaves the year-over-year index decrease at -3.5 per cent.

"New car inventory remains a challenge, which has been driving the prolonged high values in the Retention Index,” says David Robins, principal automotive analyst and head of Canadian vehicle valuations at Canadian Black Book.

REDUCED ENTHUSIASM FOR CAR BUYING

ABOUT A QUARTER (24 per cent) of respondents said they plan to car shop, car owner app Jerry announced as it released findings from its annual State of the American Driver Report.

Gas prices are still high, even though there’s been some retreating at the pump; higher interest rates and overall inflation are creating challenges everywhere consumers shop.

Vehicle prices and interest rates were listed as the biggest obstacles to buying. If prices and interest rates come down, that could send about another 27 per cent of people to showrooms. Still, about half (49 per cent) said they had no interest in buying a new vehicle.

“The disruption we’re experiencing in the car market is likely to continue for at least another year or two,” said Henry Hoenig, data journalist at Jerry and the study’s author. “Supply-chain problems that have hit vehicle production are not fully resolved and the supply of newer used vehicles likely won’t return to normal until at least 2025. This means used-car prices will probably remain elevated, even if they fall somewhat from the recent highs.”

A third of drivers surveyed who bought a vehicle in 2022 said they bought used instead of new because of limited supply at dealerships. A quarter of respondents said they bought a make or model that wasn’t their first choice, while 24 per cent paid more than they first budgeted. Another 15 per cent felt they paid more than the car was worth and nearly 10 per cent said they’ve taken on an uncomfortable debt level to pay for the vehicle.

NO MORE LOW INFLATION?

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.”

DEMAND FOR ELECTRICS BOOMS IN 2022

ZERO-EMISSION VEHICLES continued their rapid growth in Canada.

Overall, ZEVs grew 42.6 per cent in 2022 compared to the year before, according to a report from S&P Global Mobility.

Every Car Drives with Schaeffler

These vehicles — which included battery electrics, hybrids and plug-in hybrids — were one of every 11 new vehicle registrations in Canada in 2022. Its market share increased to 8.9 per cent for last year, up from 5.6 per cent the year before.

Battery electric vehicle volume was up 65.4 per cent — a year-over-year increase of 39 per cent — bringing its market share to 7 per cent.

British Columbia once again led the country in new BEV registrations with 15 per cent. But it was Quebec that led in volume, accounting for 36.7 per cent of overall ZEV volume in 2022.

The rise in ZEV registrations comes as the number of light vehicles entering the market drops.

“These figures demonstrate a clear demand for electric and sustainable transportation in Canada,” the quarterly report said.

Intelligent repair solutions in Schaeffler quality

It’s good if all our replacement parts fulfill your requirements. It’s even better if the accompanying service exceeds your expectations. INA, LuK, and Schaeffler strive to make your job as easy as possible with repair solutions that include everything you need for professional and efficient maintenance.

www.aftermarket.schaeffler.us

Ontario saw nearly double (95 per cent) the number of ZEV registrations in 2022 compared with the previous year. The province made up 31.5 per cent of all ZEV registrations in Canada. When looking at BEVs, volume grew 121 per cent, a feat S&P called “impressive” for the year.

Vancouver (22.5 per cent adoption), Montreal (16 per cent) and Toronto (9.4 per cent) make up 58 per cent of ZEV volume in Canada. Toronto had the fastest growth with a 107 per cent volume increase.

Rural communities are also adopting ZEVs at an increasing pace. In 2022, the rural ZEV adoption rate in 6.5 per cent, an increase from the 4.4 per cent rate in 2021.

SMALL BIZ CALLS GROUP FOR CREDIT CARD FEES CAP

SMALL BUSINESSES IN Canada are calling on the federal government and payments industry to move faster on capping processing fees for credit card usage by consumers.

The Canadian Federation of Independent Business released results from a recent survey that found about three-quarters (74 per cent) of small businesses want to see processing rates from the likes of Visa and Mastercard capped at 1 per cent when using their services.

That means interchange rates for small businesses would need to be set at 0.7 per cent or less, which is half of the current average of 1.4 per cent.

CFIB noted that its research shows many small businesses (81 per cent) take a hit to their bottom lines to cover the costs of accepting credit cards. However, given consumer preference for using credit cards — which only grew during the COVID-19 pandemic and as online shopping increases —merchants feel they have no choice but accept credit cards to retain and grow business

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

Craig Frohock has joined Dayco Aftermarket and Belts as its new chief executive officer. Most recently, Frohock was group president and general manager of Tenneco’s OE ride control business.

The Automotive Industries Association of Canada announced the appointment of Stu Klein to the newly created position of senior director of collision. He was most recently with Fix Network.

Mark Nasra joined JNP Soft OptiCat as its director of sales for North America. He has more than 20 years of automotive experience and will provide service and innovative tools to help customers.

Scott Cleroux has joined First Brands Group as vice president of business development Canada. He was most recently Canadian sales manager with Spectra Premium.

Jeff Lee will take over as director of sales in Canada for Spectra Premium Mobility Solutions. With the company since 2011, he will lead the aftermarket sales division.

Mann+Hummel announced Marco Faulenbach will serve as senior VP of Automotive Aftermarket Americas. Rodrigo Reyes is now SVP of Europe, automotive aftermarket.

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.

On the Road

Canadian International AutoShow

Feb. 16-26 2023

Toronto, Ontario

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.

See the event reel on Instagram

On the Road

2023 Global Summit Feb. 2-3, 2023 Miami, Florida

The newly-rebranded and restructured MEMA Aftermarket Suppliers hosted its annual Global Summit, which included celebrating the Overseas Automotive Council’s 100th anniversary. Automotive aftermarket leaders and experts from around the world gathered in Miami to discuss the changing landscape of the supply chain, what to expect in the upcoming year and gather insights from different parts of the world. Presentations included North American electrification trends, a Latin American geopolitical update and how global supply chains are rewiring.

By The Numbers

Stats that put the North American automotive aftermarket into perspective

Year-to-date the increase in sales for automotive parts, accessories, and tire stores as

88.7%

Supply issues ran deep as the vast majority of Automotive Aftermarket Retailers of Ontario (AARO) members reported issues parts from jobbers.

xxxxxxx

3.9

New vehicle sales finished 2022 at a low that hadn’t been seen since 2009. Despite a promising start to the year, supply challenges slowed sales down.

DesRosiers Automotive Consultants

481,200 People employed in the automotive aftermarket in Canada. Of that, 252,000 work in core aftermarket sectors..

10.8% 1.49 million million

Automotive Industries Association of Canada

The average number of services performed per service visit by electric vehicles in the last 12 months, higher than internal combustion engine vehicle services at 2.8 per visit.

North American Dealers Association

2.9%

Female fatality risk compared to male fatality risk shrunk to its lowest level with vehicles built between 2015 and 2020. That’s down from a discrepancy as high as 18%.

National Highway Traffic Safety Administration

26.6

Forecasted vehicles in operation in Canada. An ever-increasing number as there were 25.7 million in 2021. VIO is forecasted to reach 29.6 million

Automotive Industries Association of Canada

6.4%

The highest vehicle theft rate in Canada belongs to the Lexus RX Series, 2016-2021 model years. Out of 34,560 insured vehicles, 2,202 were stolen.

Équité Association

82%

Canada’s motorists believe investing in winter tires is important. Outside of Quebéc, where winter tires are the law, winter tire usage now stands at 63%.

Tire and Rubber Association of Canada

SUPPLY CHANGE

If the COVID-19 pandemic taught manufacturers no other lessons, they certainly learned this: The supply chain is fragile. A hiccup big enough would see it grind to a halt, wreaking havoc on manufacturers, supply partners, distributors, retailers and consumers. And that’s certainly what happened when the pandemic hit. Three years later, while eased, the effects are still being felt.

Manufacturers are responding. One strategy that has been discussed plenty, even in the pages of this magazine, is nearshoring. This idea — moving manufacturing from overseas to a location closer to home — has been around for some time.

John Price, managing director of Americas Market Intelligence, noted during his presentation at the recent Motor & Equipment Manufacturers Association (MEMA) Aftermarket Suppliers Global Summit in Florida, noted that the trend dates back about a decade.

“This has been a slow-moving phenomenon going back around 10 years, which has to do with the increasingly scarce young workforce in China that is willing to work in the conditions that are normally associated with assembly work,” he explained. “There are fewer of them, they're getting older, and, frankly, they're getting more affluent and they're not willing to make that move. And so you have to pay them much, much more — four times more than you pay Mexican assembly workers.”

So companies have been moving production to Mexico and even Canada.

But in the last few years following the onset of the pandemic, the number of North American companies looking to bring manufacturing closer to their home base has accelerated. Just how quickly has it picked up? According to a supply chain expert, twice the number of companies are now opting to nearshore production.

Tom Cook, managing director of supply chain consultancy Blue Tiger International, observed that about 20 per cent of his business’ activity has involved nearshoring opportunities. In the last year, the number of companies looking at this option has doubled.

The impact of COVID played a primary role, he explained during a different session of the same conference. Companies across all industries have had issues sourcing product from China, leading to delayed orders and empty shelves.

Even though Cook acknowledged things are “levelling out,” companies recognized the “tremendous vulnerability” of being so geographically separated from their products.

“So that COVID impact has caused a lot of companies to look elsewhere,” Cook said, hence the idea of nearshoring to Canada, the U.S. or Mexico where the supply chain moves quicker.

Companies are also seeing easier control over issues. Cook gave an example of a Detroit-based Tier 1 supplier to the auto industry that moved its manufacturing out of China and to Mexico.

“Their whole supply chain team says it's just very easy to deal

In response to supply chain challenges, manufacturers are changing their operations. The pace of nearshoring has picked up //

By Adam Malik

And that's gone out the window. Today, we’re trying to keep a much more maximum level.”

with [issues]. If they have a problem, they get a plane in Detroit and [can] be in Tijuana in four hours. It takes out the hassle and costs involved of going to Shanghai or Hong Kong,” he said.

Furthermore, there’s now what Cook referred to as “safety stock,” where companies are keeping extra inventory on hand so they don’t run out of product like they did when the pandemic hit.

“It used to be lean manufacturing and lean inventory management meant keeping the minimal amount that you needed. And that's gone out the window,” he said. “Today, we’re trying to keep a much more maximum level.”

Geopolitical issues

Additionally fed up with constant geopolitical posturing and oneupmanship, manufacturers are finding new ways to avoid potential supply chain hold-ups and challenges.

One is to move away from large single factories to meet global needs to smaller ones plotted around the world, observed Tom Mayor, partner at management consulting firm Kearney.

“You've got tit-for-tat back can forth across the Pacific today. We keep escalating. When we escalate, the other side escalates. When they decided to throw on some tariffs, we respond by more aggressively,” he said during the Global Summit.

“That is a really, really ugly place to be. It's going to continuously disrupt our supply chains if we continue to operate the way that we have in the past.”

Mayor dubbed the current system single-factory-to-the-world. “They're moving from global supply chains, to what I describe as multi-local supply chains. So multiple sources or multiple facilities ... in different geographies, that they can cross support with.”

That gives companies a whole lot more flexibility. But, they’re also having to become smarter businesses when it comes to supply economics and process economics so they can effectively manage a multi-partner system to provide the same effective delivery costs as that single-factory-to-the-world setup.

“So I had to give up scale but now my supply chain team has to be smarter, my contracting teams have to be smarter, my procurement teams have to be smarter about how the economics work inside of my supplier facilities,” Mayor explained.

This is a movement away from so-called just-in-time manufacturing that aims to provide the lowest costs. Now, it’s about ‘just in case’ and finding the best costs.

That’s leading to warehouses set up in front of manufacturing plants and inventories being stored at ports.

“We're starting to see dual sourcing or triple sourcing may raise the cost a point or two,” Mayor said. “But it avoids expedited shipping. It avoids air freight. It avoids months and months and months of lost sales that everyone in our industry saw over the last few years.”

Nearshoring tips

If a company wants to bring things closer to home, there are many considerations to take into account when planning a move to nearshoring.

Assuming the numbers have been crunched and it makes financial sense — not to mention the potentially reduced headaches and stress experienced the last few years — it will be a simple changeover, right? Not so, according to Cook.

Change is always difficult. You can create all the financial models that justify moving your manufacturing out of a country but there are other considerations, he observed.

“People don't want to make that change. We struggle with that all time. They get comfortable in existing systems even though you can prove, financially, it doesn't make sense [for things to stay the way they are],” he said.

One challenge is finding suitable suppliers in your new country of choice. You need to find companies that can compare to what was being provided to you in China — where they have their systems down pat.

“China is a very successful manufacturing country. They've got it down. They can make massive amounts of quantities, they can make all the things that we use and they can do it very cost-effectively,” Cook explained. “So you have to find suppliers that compete with that model. And that doesn't mean they’re not out there; you just have to see where they are and who they are.”

And China has been successful for so long for many reasons. They can control commodity costs better than anyone. Their own supply chain is well-developed and can easily bring in raw materials and components. “So [trying] to duplicate that somewhere else, that becomes a challenge,” Cook said.

The country, he added, is also very good at moving high volumes, something that others may not be able to do at the same pace. He also noted other financial considerations like the cost of tooling. He used an example of a Tier 2 company he works with. In China, that cost was $28,000 compared to $105,000 in the U.S.

“So that's an impactful consideration that we have to take into play,” Cook said. “Doesn't mean we still wouldn't do it. It might depend on other variables.”

Then there’s lead time. China might be about eight weeks. In the U.S., that nearly doubles to 14 weeks. “So you have to bring these into consideration,” Cook advised.

The biggest problem most aftermarket companies have is labour — specifically, getting people to work in factories. People don’t seem to be attracted to blue-collar jobs, even if hourly salaries are higher than ever.

“They can't attract the number of people that they need,” Cook said of companies looking to nearshore.

This is an issue that has to be sorted out before a company decides to nearshore, he added. “If we're going to bring back the manufacturing, [ensure] that the labour is available in that particular market.”

Companies are adding incentives, such as they’ll pay off an employee’s college debt if they stay for five years.

“So things that make it more attractive for people who want to be in that business,” Cook recommended.

“It used to be lean manufacturing and lean inventory management meant keeping the minimal amount that you needed.

‘Lift while you climb’

The incoming chair of AIA Canada wants to be a leader for young industry pros, while making the aftermarket more welcoming //

By Adam Malik

climb’

Want more insights?

You’ll notice a slight change in the description of the lead position with the Automotive Industries Association of Canada’s executive committee.

The position was always held by a man. The term ‘chairman’ has always been applied and never changed despite other companies and industries adjusting the term to be more inclusive. That was modified in 2020 when Susan Hitchon took the helm as the first female in the position and preferred to be called “madam chairman.” While that acknowledged the fact that there was a woman at the lead, once the term was served, it reverted back to “chairman” as Bob Jaworski and Jason Yurchak served in the role following Hitchon.

But the conversation is changing. Language is changing. Referring to the role as ‘chair’ is important to Shannon Spano, who will move into the role this spring following AIA Canada’s Annual General Meeting.

As the second woman ever to lead the group’s executive committee, it was important to her to discuss changing the language to be gender-neutral. Using antiquated terminology only hurts the perception of the industry, especially as it faces talent challenges.

“Younger people are very socially conscious. They believe in sense of community. I feel like I'm in a unique position to be a bridge,” Spano told Jobber News. “The world is rapidly changing. And I know in order for us to continue to evolve, we need to think about succession planning; we need to bring more people in with diverse backgrounds and younger people at the table faster.”

Diversity, equity and inclusion (DEI) have been corporate focus points for many years now. But the automotive industry as a whole, including the aftermarket, is a male-dominated industry. Last year, as Spano served as first vice chair, she was one of just two women to serve on the board of directors, with the other being Pamela Lee of Mr. Lube, who served as a director.

“I feel very grateful that I've given this opportunity,” Spano said of being AIA Canada’s chair. “I believe very strongly in the diversity, equity inclusion agenda that society is driving. And I think that there's an impact I can have in this role and to liken that to the industry and the voice of AIA Canada.”

She humbly acknowledged that she is a privileged white woman. So while she can’t identify with all the issues around DEI, there are parts with which she can relate.

“To me, it's about just having impactful conversations, bold, brave leadership, challenging status quo, especially since it's such a tumultuous journey we're on as an industry,” she said. “And I think that there's power and community in that too. So, the DEI agenda to me is really core to my personal values. And I think it'll live and breathe in the conversations I have in this role.”

Path

She’s lived — and is living — the experience of being a female in a male-dominated industry. Working in sales, the imbalance is amplified. By day, Spano is vice president of sales at Wakefield Canada, which distributes the Castrol brand in Canada. She joined the aftermarket from the telecommunications industry.

“Being a female in sales in a male-dominated industry, it was hard for me — especially early on in my career when I was truly trying to understand who I was and what I was going to bring and how was I going to be successful. I was looking for mirror images of that, and I couldn't really find it,” she said.

That led her to get more involved with the industry, first by joining what is now the Young Professionals in the Aftermarket (YPA) and AIA Canada’s Ontario Division. She got to see how extensive the industry is and find peers who were in a similar boat of trying to find mentors.

“I just really found my voice. The best thing I've learned in my career journey up to this point is: You can try to be somebody else but once you centre in on your authentic voice and really find your rhythm in that, then your career starts to sail. Your voice becomes more confident. you become much more open to feedback and perspective,” Spano said. “So I just really took it as a learning journey.”

She saw her career path and journey with AIA Canada move at a similar pace. She was taking on more leadership roles.

“I was building a new mindset, new tools, leaning on different skills. At the same time, I was broadening my perspective, my exposure and my network through AIA Canada through different participatory volunteerism,” Spano said.

"I believe very strongly in the diversity, equity inclusion agenda that society is driving. And I think that there's an impact I can have in this role and to liken that to the industry and the voice of AIA Canada."

“I did a lot of broadening — understanding how the market works, understanding the power of relationships, power customers and influence, what people value as members, how people were in their own careers,” she added. “So, working with younger people that were also trying to progress in their careers. There's a lot of relatability. I got to learn things that I would never have learned just in my role. So the exposure was excellent for me.”

Leader, mentor

Last fall, she spoke to students from the Aftermarket Business School at Georgian College during Student Aftermarket Day in Barrie, Ontario. She saw that as an opportunity to connect with the next generation and put herself out there as a mentor.

“Mentorship is reciprocal, so you can always get two-way value,” Spano said. But most important to her is to draw more women to the industry and help them and those who are here find their comfort zone and find success.

In 2018, Spano was recognized as the Young Leader of the Year by the YPA.

“I really believe in 'lift while you climb.' I feel like it has fostered my career. And I hope to do that for others; be bold and bullish,” she said. “I really value not just women that lead but women that inspire and have a voice. And so I think that's my duty.”

Challenges she sees for women include trying to avoid the pressure of having to fit in. She attempted that herself but found that trying to match what the industry has been used to for the last 100 years doesn’t work.

“I spent an enormous amount of energy trying to emulate and trying to mirror and trying to fit in and trying to be liked. And I think what I learned in my journey was: You'll never fully fit in,” Spano said.

The attraction of diversity is the unique perspectives you get, she observed. Having a welcoming space gets you that because people shine as their authentic selves. You don’t need to stand out just because of who you are and feel like it’s an obligation it to do.

“It's just centring back on confidence and conviction on what you stand for,” Spano said.

Industry challenges, goals

Spano hopes to use those convictions to advance the industry during her one year as chair. She wants the aftermarket to take a step forward on economic viability and stability. She wants advancement on other key AIA Canada initiatives like right to repair.

“We're going to have to keep adapting and moving forward. I like the cycle of learn, adapt and move forward as you're managing through change,” she said. “And it’s about bolder conversations, preparedness and attracting and retaining great talent, especially for someone like myself who didn't necessarily raise their hand as a little girl and say, 'I want to be in this industry.'”

Challenge inspires and excites. “I see this as something that every industry is going through — different sets of change and challenge. The industries that will be the most prosperous are the ones that connect and have community around it.”

To build that community, there needs to be more data and research. That’s something AIA Canada has expanded recently. Greater advocacy is a focus, along with increased training.

“Organizations are going through difficult times where strategic planning and future-proofing companies don’t mean using the same strategy that they might have used three or four years ago,” Spano observed. “Uncertain times call for unique insights that they might not be able to grasp themselves. And so I think AIA Canada can be a powerful, powerful tool, through the research and advocacy lens.”

Focus

Spano wants to ensure that members can focus on quality rather than quantity. Not all problems can be resolved within a year — and maybe none can — but staying focused and moving the ball forward is a priority.

“So, do fewer things and have bolder and deeper conversations. Be very focused on your messages so they can resonate. And find the intersection between personal and professional,” she stated as the advice she’s giving herself coming into the role.

Finding fulfilment and delivering value are other areas Spano wants to focus on. She’s been involved with a number of community organizations, such as being on boards for women’s shelters and working with distress centres.

“I've just always tried to find an outlet to create a deeper sense of purpose. And I think connecting one-on-one with people is so powerful in their own journey,” Spano said. “So I just hope that I can reach and meet wonderful people in the industry. I hope I can connect with them. I hope I can learn their stories. I hope they can inspire action and mobilize some change for the future that I think we all need.”

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Now is the perfect time for you to speak with your mechanical repair shop customers about adding ADAS calibrations to the services they offer to their customers and to other local repairers. Mechanical repair shop owners might see the growing number of Advanced Driver Assistance System (ADAS)-equipped vehicles coming into their repair bays as a problem, but you might need to remind them of the adage that every problem is an opportunity in disguise.

Unfortunately, there are still many misconceptions in the general repair industry about ADAS calibrations and when they need to be performed. Any engine or transmission repair or replacement that involves the removal of the front grill housing a radar or camera unit will necessitate a calibration once the grill is reinstalled. Further, most vehicle manufacturers' position statements recommend an ADAS calibration after any alignment that changes a vehicle's thrust angle or ride height. The simple truth is if your customer’s shop is doing alignments or a host of any number of repairs, then they should be doing ADAS calibrations.

With 99 million ADAS-equipped vehicles already on North American roads and 210 million projected by 2030, ADAS calibrations will likely become a commonplace last step in mechanical repair services.

So, your general repair customer must face the same "problem" as the collision and glass shops have since safety systems such as Lane Departure Warning, Automatic Emergency Braking, and Blind Spot Monitoring became popular options on brand models: How does he handle vehicles needing ADAS calibration after the repair? The shops that choose to sublet calibrations to dealerships and others lose the revenue from the calibration, the time associated with scheduling and moving the vehicle, and the assurance of quality care that comes with key-to-key, in-shop service control.

The Autel MaxiSYS IA900WA, an industry-first all-in-one wheel alignment system, and ADAS calibration frame, presents a new, comprehensive approach to vehicle servicing, the type required

NOW DISCUSS ADAS WITH

by today's sophisticated vehicles. The IA900WA guides the technician through an all-systems diagnostic, a digital chassis and tire inspection, a four-wheel alignment, and ADAS calibration. It's the gateway to opportunity and increased revenue. But more, it's the assurance that your customers' vehicles receive optimized, OEcompliant care.

The IA900WA offers a streamlined, technology-rich design with a folding crossbar and six in-frame high-resolution tracking cameras that automatically monitor vehicle height on the shop lift and robotic frame movement for efficient use and alignment reading accuracy to 0.02 degrees. Compatible with any standard, four-wheel alignment lift, the IA900W offers alignment coverage for U.S., Asian and European vehicles, 1996 and newer. The system guides the user through the process with illustrated alignment instructions, live readings, and action steps. Alignment readings displayed on a mounted 24-inch touchscreen monitor mirror those on the Ultra ADAS tablet, enabling the technician to manipulate the vehicle and monitor the adjustment effects freely.

Regarding ADAS calibration systems, Autel offers the industry's most expansive vehicle and safety-system camera and component coverage. Whether your customer’s shops need

IA900WA-InUse-Lift

IS THE TIME TO WITH YOUR GENERAL REPAIR CUSTOMERS

to calibrate lidar on an Audi, an Eyesight camera on a Subaru, or radar on a Honda, Autel has the target, the pattern, and the calibrator you need. In fact, Autel was one of the first manufacturers to bring an ADAS calibration system to market.

To grasp how innovative the IA900WA system is, one only must look at the most time-consuming and laborious part of any ADAS calibration, the pre-calibration vehicle-to-target positioning. It takes, on average, 40 minutes to align and center a vehicle using mechanical aids like lasers, mirrors, plumb bobs, and chalk. The IA900WA, which employs six-high resolution tracking cameras, targeted wheel clamps, and location software, transforms the frame into a rapid yet precise centering and positioning unit, enabling technicians to accomplish target-to-vehicle placement in as little as three minutes.

When introducing the concept of such an investment with your customer, you may need to address three chief concerns: Doesheneedit?; Canheuseit?; Canheaffordit?

We have addressed the first question adequately. ADAS will continue to grow, whether prompted by government mandates or consumer interest. If it's not already here, it will come a time when every vehicle a technician touches will have ADAS. How your customer deals with that fact will be integral to the success of his business.

Can he use it? This question is a two-parter: First, can the shop’s technicians learn to use this system efficiently, or is it so overly

complicated that any level of comfortable useability seems years away? Autel designs its hardware and software to be used by knowledgeable and conscientious technicians. With that said, the IA900WA offers a detailed, processdriven approach to complete vehicle servicing that guides the technician to perform each needed task step-by-step. Second: Is his shop large enough to perform ADAS calibrations?

Eighty-eight percent of the most popular and, therefore, the mostoften calibrated systems, forward-facing and blind spot monitoring calibrations, can be executed in an average, sixteen-by-thirty-foot repair bay. With a little redecorating to ensure consistent even lighting, walls painted in simple, non-conflicting colors, and removing metal cabinets and machinery, the average mechanical repair shop can perform ADAS calibrations.

And the final question, Can he afford the investment? The IA900WA comes in three packages, each catering to a shop's evolving needs. Shops can choose from the Alignment-only unit package, Alignment with Lane Departure Warning targets and patterns, or Alignment with All (ADAS) Systems calibrations capability. Each package is available with the Ultra ADAS tablet. Shops using the IA900WA have realized a return on investment in as little as a month. Considering the national average for a four-wheel alignment is $134, and the average calibration cost is $350, depending on a shop's volume, the potential is there for his shop to realize the same return. Check out the Return-on-Investment calculator on the Autel.com ADAS page to preview how quickly your customer might recoup his investment and share with him the insight that increased profits may be his ADAS problem’s most

IA900-3QL

IA900-3QR

Avoiding mistakes with motor oil OIL FEATURE

A counter professional would be excused if they didn’t know the right motor oil for every scenario. There are many options for customers. Here are tips and advice from experts // By

Sometimes, the answer to a question about motor oil can be found as easily as by opening a book. Specifically, the vehicle’s owner’s manual.

Whether it’s a customer walking through the doors or a service and repair shop on the other end of the phone, these days, that’s perhaps the best way to make sure a jobber is selling the right motor oil.

“It will include information on service intervals, fluid type guidelines and specifications and fluid volume needs,” explained Sean Nguyen, lubricant scientist and technical specialist with Pennzoil. “It is crucial that the manufacturer-recommended and -approved fluid be used for the specific vehicle in question.”

There’s motor oil for low-mileage vehicles; some may require a specific viscosity; some manufacturers may make requirements based on vehicle performance. And those are just a few examples.

Indeed, just like other fluids, motor oil requires careful consideration.

“A fluid that is labelled ‘transmission fluid’ does not mean that it will be serviceable in all transmissions,” Nguyen said. “The same would apply to power steering fluids, brake fluids,

Adam Malik

differentials and others. Every manufacturer has specific fluid specifications and requirements.

“As you can see, it’s important to be certain that the correct fluid is installed in a vehicle.”

And it’s not necessarily about picking the most expensive motor oil either.

“It is not about which oil is supposedly better,” said Oliver Kuhn, deputy head of the oil laboratory at Liqui Moly. “The decisive factor is that the oil meets the specifications which the car manufacturer has set for that model.”

Again, he pointed to the owner’s manual as the primary source for getting the right information. That said, companies like Liqui Moly offer training to get the right information out there.

“We support with training so that the knowledge in the shops is always up to date as much as possible,” he told Jobber News. “A reliable and quick help is our free Oil Guide. It is aimed at everyone — laymen and professionals.”

There is no way around the approvals and recommendations for motor oil, Kuhn added. “These are the authoritative guide values. It is essential to comply with them.”

Still, we asked the pros to help pass on some knowledge. For Nguyen, he highlighted key

differences in motor oil, such as viscosity, additives and so on.

“The motor oil viscosity recommended by the equipment manufacturer is chosen to best fit a particular engine design and need,” he told Jobber News. “Using the proper viscosity will help to protect and extend the life of a vehicle’s engine. Every oil manufacturer will have their own specific motor oil formulation based on specification needs and performance.”

There has been some discussion as to whether low-viscosity motor oils are fine to use in warm weather. Pennzoil’s research — which included using SAE 0W-20 for engines calling for SAE 5W-20 as well as testing with New York and Las Vegas taxi fleets — reported no issues.

“We saw no issues associated with lower viscosity use, and actually recommend using the lower viscosity oil all year round as long as the operating SAE viscosity is correct (XW-20),” Nguyen said. “In fact, using a lower-viscosity oil has been shown to help with fuel economy while still giving the protection needed at operating temperature.”

For Kuhn, seasons don’t play a role in determining the right motor oil to use.

“Only in the case of vehicles that are immobilized in winter, it is an important aspect,” he said, adding that cars or motorcycles that only operate from spring to fall should get an oil change as owners prepare to put the vehicle in hibernation.

“The classic distinction between a pure summer oil and a winter oil has long been passé. The only thing that matters is the change interval. And that depends on mileage and time.”

But viscosity isn’t the only important consideration, Nguyen pointed out. Pay attention to fuel type and specification that’s recommended by the vehicle manufacturer. Furthermore, ensure

the customer’s fluids are at proper levels and complete checks are being done.

“This includes everything from coolants to washer fluids to power steering and transmission fluids,” he explained. “It is not just about changing oil; it is total lubrication and protection of the customer’s vehicle. This brings customers back and protects a shop from future liability claims.”

And not all synthetics are the same. There are two ways synthetics are produced. One is the so-called PAO oil, a classic synthetic oil that came on the market in the 1970s. It is chemically pure, making it effective. But it’s also very expensive to produce.

The other method is hydro-cracking, giving the technical jargon name of ‘HC oils. More modern, these came up in the 1990s. Kuhn said these offer the best possible performance for all modern engines.

Liqui Moly’s specialty lies in European vehicles. Kuhn observed that each manufacturer’s specificity means there often can’t be a one-size-fits-all when it comes to motor oil.

“Because each car manufacturer follows a different technological approach, the required oil properties deviate from one another. Sometimes numerous properties can be combined in a single oil, but sometimes not,” he said. “This means that the general lubricant from previous decades has become a highly specialized liquid. And that’s why there cannot be a universal oil today that fits all vehicles. Anyone who says otherwise either doesn't know what they are talking about or wants to take you for a ride.”

What happens if a customer uses the wrong oil?

“Using improper fluid can lead to fluid incompatibility and potential equipment damage, which could result in vehicle breakdown and expensive repairs,” Nguyen said.

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On the Road

2023 NAPA Ontario Associate Owner’s Conference

Feb. 24-25 2023

Niagara-on-the-Lake, Ontario

See the event reel on Instagram

NAPA’s associate owners from Ontario, representing more than 60 locations, gathered in Niagara-on-the-Lake for their annual conference. They took in presentations from several NAPA leaders. Attendees also sat in on several breakout session to get the latest company information. Three-time Olympic gold medallist for Canada in women’s hockey Jennifer Botterill gave a keynote address. The group outing was held at Wayne Gretzky Estates, with former Toronto Maple Leafs captain Doug Gilmour and Botterill on hand. The event finished with an evening gala.

BAYWATCH 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 20182022 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

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 multi-valve 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

DEF DOSER REPAIR KIT

ProMaxx Tool’s new DEF Doser Decomposition Reactor Repair ProKit allows diesel technicians to quickly complete on-thetruck repairs on Cummins ISX, ISB, ISC, ISL,

Navistar N9, N10, N13, and PACCAR

MX11/M-13 engines.

The kit’s ProPlate fits over the dosing valve mounting plate to align its bolt holes. The included machine-shop-grade 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 hours-long job down to 15-20 minutes.

www.promaxxtool.com

WIRING DIAGRAM CONTENT

A new wireto-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 internalcombustion 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 wire-to-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. TThe 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 onthe-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

Chris Kinghorn’s position at UAP has the word “growth” right in the job title. But he has not just helped to grow UAP, he has been growing too. Room to expand one’s skills and career is one of the many things he values at his company and in the industry. Now, as part of the Young Professionals in the Aftermarket, Chris wants to present these growth opportunities to students across the country.

YOUNG PROFESSIONALS IN THE AFTERMARKET SPOTLIGHT:

Name: Chris Kinghorn

Company: UAP

Title: Vice President, Strategy & Growth, UAP

Number of years in the aftermarket: 17

How long have you worked in the automotive industry? How many of those years are in the automotive aftermarket?

My career in the industry started within OEM dealers in 1998 doing car detail and light mechanical work. I joined the aftermarket in 2004 and other than a brief hiatus to the agricultural equipment industry for just over a year, I have invested a majority of my career in automotive aftermarket.

What does your participation in the Young Professionals in the Aftermarket Committee mean to you? What would you like to see us, as a committee, achieve in the years to come?

Being a part of the Young Professionals in the Aftermarket Committee is a great opportunity to network and learn. It also provides exposure to industry events and expands your ability to connect with others from all aspects of the industry. I value my time as part of the committee and have been able to interact with many students looking to explore opportunities in the aftermarket. Moving forward I would like to see the YPA Committee continue to expand membership nationally with increased interaction with colleges and universities to increase awareness of the career paths in the automotive aftermarket.

What advice would you give to those young students or to anyone who is thinking of transitioning into the automotive aftermarket industry?

Always be curious and build a network. Wherever you end up in your career, be OK knowing that you don’t need to have all of the answers. You are in your position due to your experience and attitude, in which gave someone the confidence that you can be trusted to make good decisions and most importantly figure it out. As you grow your network, this will help you prepare for and navigate through the decisions needed in your work. Be humble, be kind, and believe in yourself.

About the Young Professionals in the Aftermarket

Young Professionals in the Aftermarket (YPA) is an Automotive Industries Association of Canada (AIA Canada) committee comprising of young executives, of 45 years or younger, in the Canadian auto care sector. The Committee’s mandate is to ensure the future growth and prosperity of the aftermarket industry.

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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