Jobber News May/June 2023

BRAKES: MORE SUSTAINABLE CHOICES

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

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

Contributing Writer | Kumar Saha

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

THE RELATIONSHIP IS IMPORTANT AGAIN

Shops are putting more value back into the relationship aspect when they consider which jobber gets their first call when in need of parts, according to the Jobber News Annual Shop Survey.

Three surveys ago, 65 per cent of automotive service providers choose 'relationship' as an important factor for their first call jobber. Last year, that number dipped to 54 per cent, fourth overall. Now, it's back up to 62 per cent and the secondmost-important factor.

Why would relationships swing so wildly from one year to the next? This puzzled me, too, until I saw one other significant change in the survey year-over-year: Availability/ inventory. This choice has topped the list in the last several surveys. But after sitting in the low-to-mid 90 per cent range, it fell to 85 per cent this year. Still the clear-cut top choice but not as high as it used to be.

And the last few years have probably played a role in those swings, explaining the movement in priorities.

Last year, parts were hard to come by. Product flew off the shelves in warehouses. Shops were calling around to locate what they needed and taking whatever they could get their hands on.

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"During the pandemic, we sold the heck out everything — we sold all the premiums because when the installer called, he didn't care. 'Just give me what you got to get it fixed,' [they would say]," said John Washbish, president and chief executive officer of the Aftermarket Auto Parts Alliance, last year during an episode of Curbside Chat, the video podcast series from the Automotive Industries Association of Canada.

So availability became the name of the game. It would also indicate why other factors like price and online ordering capabilities outranked relationship as well last year. With everything going up in price, shops were looking for cost control for their customers, while ordering online would be faster than calling however many stores it took to find what they needed.

But that was last year. As inflation has settled in, cost increases became expected and accepted by the customer. The supply chain crunch has eased, leading to reduced inventory concerns. So the significance of these issues as deciding factors for shops became less so.

And back to its familiar spot came relationships.

Several comments in the survey noted that price matters even less when the relationship is strong with their jobber. If they can trust you for the products, their decision on whom to call is easier, noted one respondent. Another pointed out that they were behind on their payments for a time. The jobber stuck with them and now, the shop is sticking with that jobber. Another said they feel their jobber takes good care of them, so their relationship isn't based on price.

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

Corporate Office

48 Lumsden Crescent, Whitby, ON, L1R 1G5

Shops value a strong relationship with their jobber. As the other concerns subside and normalize, the winning jobber store will be the one that makes their shop customers feel most valued.

Adam

Malik

Managing Editor, Jobber News

LETTERS What’s on your mind?

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

WHY THE AFTERMARKET IS ‘IN TROUBLE’ AS RETIREMENTS LOOM

As much as you hate to see it, it’s somewhat inevitable. From an owner’s perspective, the red tape and costs of doing business seem to grow exponentially every year, staffing is a constant battle, and cars are more of a pain in the rear end to work on with every new model year. And how can we reasonably expect to find suitable buyers when the up-andcoming generation can’t even buy houses? Besides that, most of us are barely hanging on by a bootstring in regards to finding reliable (subjective) staff, let alone savvy enough to take on the business and a mortgage.

Geoff, reader

HERE’S HOW DEALERS ARE ATTRACTING YOUR CUSTOMERS

Dealerships are a good source of business for aftermarket service because of poor customer service. Just try to talk with someone at a dealership. If independent service providers maintain their level of customer service they will come out ahead and not have much to worry about. It is how we market ourselves that will keep our businesses successful.

Bob Ward,The Auto Guys

HOW FAR BEHIND THE INDUSTRY IS WITH LABOUR RATE

The best thing the industry could do to help their rates is lobby the government so that car repairs have a certain amount of tax credit received so the average joe operator can spend more on good repairs of cars. In B.C., they also need to drop the full taxation of used cars as that would drive up residual values as the government will no longer be taking their 12% tax that actually should be increased value of the car.

Ross Kiljan, Lordco Auto Parts

We most certainly need to increase the rates that we charge. Our costs to operate a facility with power, gas, phone, taxes, insurances, building rents/mortgage payments, snow clearing and lot clean ups, garbage disposal costs, waste oil disposal costs … I could keep going as there are many more costs. The current labour rates barely cover these costs, never mind paying any wages and being able to put a little away for the rainy day.

Jim Wark, Edge Heavy Duty & Fleet Services

In general, the trades, be it construction, plumbing, electrical, automotive service, are having a tough time attracting new blood from youth. However, the automotive service technician trade is at the bottom of theses trades. In general, the kids entering as

plumbers and electricians will have a higher entry wage, will often have benefits and possibly pensions. They will also likely have a more certain future pay structure. The same can not be said for the youth entering our automotive trade. It is a hodge-podge depending on where they end up.

Kurt Hillebrand, Young Street Garage

PROPERLY UTILIZING YOUR TECHS’ SKILLS

This article inadvertently makes an excellent case against the flat rate system. The reason for the first come first serve ticket off the board is to prevent squabbling over who gets what job. It’s counter-productive for exactly the reasons listed here.

Geoff, reader

I totally agree with Geoff. There is no other trade that has technicians working hours for free because of especially difficult electronic problems. The scenario in the above mentioned case under a flat rate system would be, the high tech person would receive a penalty resulting in a lower pay cheque than the non high tech person who got to do the non high tech work. That would reinforce my past sayings that the more you know, the less you make. Then people wonder why knowledgeable technicians pull up stakes and move somewhere else.

Barry Makins, Makins Automotive

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 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

CHANGING HOW YOU CHARGE FOR LABOUR

I agree with everything stated. Reality is much different. Too many shops are not charging enough thus undermining our industry. We need to charge labour properly especially when tech wages are high. Even dealers are not charging properly. How do shops that don’t charge properly stay in business? Only the strong will survive in today’s market.

Bob Ward, The Auto Guys

AFTERMARKET EMPLOYMENT REBOUNDS

THE AUTOMOTIVE AFTERMARKET led the entire automotive industry in positive employment change last year compared to the year before, according to DesRosiers Automotive Consultants.

Employment levels in the automotive industry as a whole are up, narrowing a gap that emerged at the start of the COVID-19 pandemic in 2023. Still, the industry is about 21,000 jobs below pre-pandemic levels.

But breaking it down by segment, the aftermarket has essentially recovered, DesRosiers noted. Automotive parts and accessories stores were up 5.4 per cent at the end of 2022 compared with December 2021.

Just behind was the automotive repair and maintenance segment, which saw a 4.6 per cent increase for the same period.

“The overall picture for employment in the auto industry was positive for 2022 despite some setbacks in certain segments,” said Andrew King, managing partner at DesRosiers. “Whether this employment recovery continues unabated throughout the broader economic uncertainty of 2023 remains to be seen.”

Other segments that saw an increase included dealers (2.3 per cent) and parts and accessories manufacturing (1.2 per cent) and motor vehicle manufacturing (0.3 per cent).

AMAZON THREATENS TO GAIN YOUNG CUSTOMERS

JOBBERS LOOKING for growth among the young shopper segment are facing a mammoth competitor: Amazon.

The online shopping behemoth has long been seen as a threat. But a new report is warning that future customers of the aftermarket will likely turn to the retailer before their local option.

The report Millennials Put Amazon in Driver’s Seat from Lang Marketing observed that Millennials revere the platform. American Millennials ranked it as the most relevant product/ service brand, ahead of Apple, Google, Nike and Starbucks, to name a few.

“Amazon’s top ranking among Millennials has significant implications for its future sales of automotive parts and repairs,” Lang’s report said. “Amazon has shown a growing interest in the aftermarket as a foothold for gaining access to the massive, trillion-dollar mobility market of the future.”

Millennials range in age from their early 20s to early 40s. Lang noted that Millennials will be the key generation driving the economy for the next 20 years. Baby Boomers will soon fade from the scene and Generation Z consumers await the ability to gain economic traction.

Relevance in the market is the top factor in pegging a brand’s success and impact, Lang observed.

“Millennials have grown up with Amazon, and it has become their go-to buying source for all kinds of goods and, increasingly, services,” it added. “As digital natives, Millennials have not known the internet without Amazon.”

MILLENNIALS MORE LIKELY FOR MINOR

DIY

NEW RESEARCH HAS found that the younger generations are more likely than the older ones to take on minor car repairs.

The study from eBay found that more than a quarter of millennials would undertake their own vehicle repairs. They’d rather save on costs than visit their local automotive repair and service shop.

Furthermore, Gen Z is also seemingly willing to get its hands dirty. Nearly a quarter (23 per cent) of those aged 17-24 responded that they would be inclined to undertake minor car repairs themselves.

Meanwhile, fewer than one-in-five (18 per cent) of Baby Boomers are willing to get their hands dirty – they’re more likely to opt for help from their local shop.

Looking at some of the more common tasks consumers take on themselves, more than half of consumers are prepared to replace windshield wipers at home, according to eBay. Broken or smashed door mirrors were among other easy-to-fit items popular with vehicle owners last year, eBay reported. A fifth of respondents said they would be willing to carry out a mirror replacement.

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

Why

after vehicles are no longer covered by 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.

A global OE brake system supplier.

150 different brake pad formulations?

art facility.

The new headquarters and distribution centre in in Mundelein, Illinois has fully racked six stories of warehouse capacity with more than 6,200 bays. It can hold 12,400 pallets and over 310 40-foot containers.

The aftermarket parts manufacturer was formerly located in nearby Libertyville.

“To allow for current and future growth, we’ve added another 40,000 square feet of warehouse and shipping capacity,” said Nancy Liu, president and CEO at Alltech. “Our expansion has been greatly supported by our automotive retailers and distributors, who have been key to our success since 2006.”

PARTS USAGE IS ON THE RISE. WHY?

THE NUMBER OF AUTOMOTIVE aftermarket parts being used these days is on the rise thanks to a combination that includes more older vehicles — and bigger ones, too.

A recent report from Lang Marketing highlighted that aftermarket product volume rebounded to match pre-pandemic levels after plunging during 2020 amid the height of COVID-19.

In 2021, product use per vehicle came back up before making ‘a significant gain’ last year and producing a volume increase.

The report, Vehicles Expand Their Parts Appetite, credited four reasons behind this: Higher vehicle age, yearly mileage distribution by vehicle age, light truck growth and more foreign nameplates.

Older vehicles, from cars to light trucks, user more products per mile than newer ones, it noted. “The steady increase in vehicle age and the growing number of cars and light trucks in older age categories” helped boost aftermarket product volume, the report said.

There has also been a significant mileage shift that is impacting older vehicles. Lang reported that vehicles under the age of four generate about 35 per cent more annual miles on average than older vehicles.

“Reductions in new vehicle sales have tended to redistribute heavy driving across older age categories of cars and light trucks,” it said. “When new vehicle sales fall, annual mileage shifts from newer to older cars and light trucks, which use more products per mile. This increases the annual product use per vehicle.”

OUT OF STOCKS LESS PROBLEMATIC, DATA SHOW

A SWEEP OF GLOBAL data shows there has been a significant

NAMES IN THE NEWS

Jay Buckley will take on the role of director of marketing, catalogue and technical product support at Dayco. He was most recently director of product management..

Dayco promoted Jerry Reeves to manager of product management. He will oversee product launches across all applications and industries and lead the entire product team..

Jon Crawford is now senior product manager at Dayco with a focus on special projects. He was previously product manager for the industrial division.

Dayco has named Sheila Mann as financial controller for Canada. She will oversee budgeting and forecasting for the North American team..

Rosa Meckseper is now head of smart mobility business area for Continental North America. She takes over from Jim Bayley, who retired at the end of March.

Brent Hesje, executive chair of Fountain Tire, will be inducted to the Northern Alberta Business Hall of Fame for his lifetime achievements in business and community leadership.

Elite Worldwide announced Darrin Barney as its new president and owner, taking over from Bob and Karen Cooper. The deal was effective Jan. 1, 2023.

reduction in the number of out-of-stock vehicles and automotive products compared to a year ago.

DataFeedWatch reported that its Feed Marketing Report 2022 found 57.46 per cent of products were out of stock in the global automotive eCommerce market just 10 months ago. As of late February, that number sat at 26.46 per cent.

DataFeedWatch compiled the info from 17,000 online stores across 60 countries.

The group noted that even though the segment’s out-of-stock numbers are high — only sporting goods are suffering more — “its bad days of fewer products available … are well over,” it said.

The company also reported that vehicle parts have the largest median of products at more than 7,900, outdoing categories like health and beauty and home supplies.

And there have been fewer sales and discounts of parts than most other categories. Just 6 per cent of vehicles and parts have been discounted from regular prices, compared to 50 per cent of furniture, 40 per cent of apparel and 35 per cent of home and garden products

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.

DIFM SURGES IN THE U.S.

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

Do-it-for-me services in the U.S. saw a big-time rebound after being hit hard during the pandemic — and at levels never seen before, according to new research.

Lang Marketing reported that the parts and labour volume of the DIFM light vehicle market jumped by US$30 billion in 2021 and 2022. That marks the biggest surge ever recorded by this market in the U.S.

“It reflects the strength of the DIFM market and the pentup demand for aftermarket parts and labour following the onslaught of COVID-19, which blasted a double-digit decline across the 2020 DIFM market,” the group noted in a recent Aftermarket iReport

But the good news wasn’t spread evenly throughout the aftermarket. There were winners and losers, Lang pointed out. Four outlet groups made up more than 85 per cent of the volume surge: repair specialists, vehicle dealers, service stations and garages and foreign specialists.

The biggest chunk (29 per cent) was taken by repair

specialists, those focused on a limited array of vehicle repairs. “Most of this gain was the result of repair specialists expanding their repair scope, coupled with their growing foreign nameplate repair,” Lang reported.

Dealers were just behind, raking in a quarter of the pot. Specifically, however, foreign nameplate dealers were the ones that generated most of the repair growth in this group.

Service stations and garages, despite diminishing population, took in 17 per cent of the growth and foreign repair specialists got 16 per cent of the increase..

IN MEMORIAM: JOHN GRANT, 104

A LONG-TIME FIGURE of the automotive aftermarket has passed. John Grant, the co-founder of Grant Brothers Sales, died this past weekend.

His obituary said he passed peacefully at home at the age of 104. He was born in North Sidney in 1918 and raised throughout Nova Scotia.

He entered the Second World War and the Royal Canadian Navy 24 years old. It was a chance meeting with his brother, Frank, who was then a decorated pilot. They first discussed plans to start a business together.

After the war, Grant Brothers Sales Limited was launched. They represented manufacturers of auto parts across Canada. He worked there until 83 years old before passing the company on to family.

In a LinkedIn post, his grandson Charlie Grant, now president and CEO of the company said, “We are, and always will, continue to carry the torch forward, Grandpa. We will continue to act with class and respect our people, our industry and our customers, just as you did 77 years ago when you started this business.”

A funeral mass was held at Blessed Sacrament Church in Toronto on April 19. In lieu of flowers, donations to Blessed Sacrament Church were appreciated by the family.

On the Road

Lordco Auto Parts 33rd Annual Trade Show

April

3-4 2023

Vancouver, B.C. See the event reel on Instagram

Lordco Auto Parts hosted its 33rd Annual Trade Show in Vancouver. The two-day event was held as usual at the Pacific Coliseum and PNE Agridome, both on the grounds of the Pacific National Exhibition. Thousands of customers packed both arenas to visit, check out and buy from hundreds of vendors, ranging from software solutions to automotive parts to tools and equipment.

On the Road

MEMA Aftermarket Suppliers Vision Conference

April 12, 2023

Chicago, Illinois

Supplier executives from across the automotive aftermarket gathered in Chicago last week to learn all about the latest challenges hitting the industry these days. The conference then kicked off on April 12 with an opening act of Blue Brothers impersonators — fitting as Chicago played host to the conference. Then it was down to business. The Three Dragons segment returned with a government, Wall Street and aftermarket observer give their differing views on aftermarket hot topics. The Boston Consulting Group examined the impact of software-defined vehicles on the aftermarket and who will gain the most — and who stands to lose. Other panels looked at supplier pain points, challenges being faced at the shop level and how suppliers can adapt and the future of aftermarket distribution.

See the event reel on Instagram

John Lerner, GOJO Industries; Cal Ganda, Continental ContiTech

Ann Wilson, MEMA

Gino Amador, Snap-on; John Lerner, GOJO Industries

Jenna Shrove, U.S. Chamber of Commerce

Harrison Xue and Kevin Schimmelmann, Boston Consulting Group

Randy Buller, Parts Authority, Inc.

Blues Brothers impersonators

Barry Neal, Roland Berger; Chris Gardner, MEMA Aftermarket Suppliers; Dave Smith, Caliber Collision; Dave Hinz, Mastertek Auto Repair

Bret Jordan, Jeffries LLC

By The Numbers

Stats that put the North American automotive aftermarket into perspective

97% 80%

There is high satisfaction among Canadian EV drivers. Nearly all reported that they will purchase another EV when it’s time to

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

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.

51.4%

Most Canadians surveyed said they want an EV while 34.1 per cent wanted a traditional gas-powered vehicle. The remaining 14.5 per cent had no preference.

Compare The Market

88.7%

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

49.1%

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

10.5%

An analysis of the automotive industry found that the aftermarket saw sales jump despite “somewhat modest growth” to start the year.

DesRosiers Automotive Consultants

20

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

DesRosiers Automotive Consultants

The Global Retailer’s Handbook

SELLING PARTS IN THE TIME OF INFLATION

INFLATION

How can suppliers and distributors help shops struggling with rising part prices

By Kumar Saha

Grocery stores may be the poster child of rampant sticker shock in Canada. But the impact of inflation can be felt anywhere — everything from flights to hotels to cars has seen huge increases in price over the last two years.

Replacement automotive part prices are no exception. Eucon data (based on U.S. and Canadian original equipment manufacturers and independent aftermarket prices) show that part costs increased by 20 per cent between 2019 and 2022. And, according to a recent report published by automotive aftermarket research firm IMR Inc., shops are beginning to feel the pinch.

IMR’s 2023 survey of 500 American independent workshops found that these businesses now view finding affordable parts as their top business challenge. When the survey first introduced the question in 2019, only 16.6 per cent of respondents viewed parts pricing as an issue — way down in the list below more overriding concerns such as diagnostics information and technician shortage.

“The finding affordable parts/parts pricing issue has not topped the list of concerns since we started asking this question at the end of 2019,” observed IMR chief executive officer Bill Thompson. “What is noticeable is the percentage of shops mentioning finding affordable parts has progressively increased over the past few years

and in a short 12-month time frame went from 29.4 per cent to 45 per cent.”

He went on to note that the 2023 number is nearly three times higher than both early and mid-2020. More and more shops are indicating that they plan on buying more private-label parts.

Qualitative feedback gathered in the study reiterates two trends. First, most repair customers are asking for less expensive parts. Second, shops do not see this behaviour going away anytime soon.

I cannot imagine the experience of Canadian service shops being much different from what we see above. The problem may be worse here because the weakening Canadian dollar is causing faster price increases than in the U.S. For suppliers (national brands, in particular), retailers and distributors, these findings should be worrying.

Of course, the price hikes are largely beyond their control. But industry stakeholders can action some strategies to help the end customer – or, at the very least, soften the blow. Below are some ideas.

Deepen understanding of product, price dynamics

It seems obvious, but you would be surprised at how many industry competitors largely rely on “gut knowledge” to

understand their product position in the market.

Pricing, product portfolio, and placement decisions are often made on small, static data sets that were probably updated a year ago. Even if we ignored the recent impact of inflation, growing product and pricing transparency have necessitated the constant monitoring of competitive and market conditions. Are your parts competitively priced? Are your competitors changing their product offering? How are they displaying their products? How are price changes in the market impacting your sales volume?

Companies need to create a robust, data-driven intelligence-gathering discipline to understand how the market is evolving and alter their tactical and strategic responses frequently to ensure they remain competitive.

Offer value-added services

In a market where cost becomes the overriding factor for a brand, products need to figure out other ways to stand out with customers. For those in the business of selling parts, differentiation can manifest in many ways.

Account managers and sales reps can increase focus on brand communication — why is Part A more expensive than Part B? Why should a customer spend additional dollars to buy a certain product? Other value-adds can be in the form of technician support such as virtual training sessions for purchasing a certain volume of parts.

Short-term focus on opening price points

Let’s face it. Some customers will never get past the price tag. So, you either lose these buyers or you can offer them a different tier of your brand experience.

The ‘good-better-best’ approach exists for some part types but, depending on sourcing flexibility, suppliers could potentially expand the concept to other products. A radiator may not need multiple tiers but at least a lower-cost product could help retain customers.

Enhance volume-based incentives

Workshops generally receive rebates and kickbacks based on their purchase habits. But extraordinary times often call for more-than-ordinary measures. Suppliers and distributors could make temporary tweaks to their incentive plans. For instance, volume thresholds could be lowered so that customers can get to their rebate levels quicker. Alternatively, the kickback value could be increased. This strategy may have a slight impact on the bottom line but may be a better option for maintaining volume and brand loyalty than lowering prices for single units.

Some things are just better together. Replacing the ignition coils when you change your spark plugs will help boost performance and efficiency — so you will always get the most out of your engine.

NGK now carries a full line of ignition coils to cover most applications. Visit ngksparkparkplugs.ca to learn more.

TOGETHER LIKE EMPTY PARKING LOTS AND BURNOUTS.

Kumar Saha

Kumar Saha is Toronto-based vice president (U.S.)/Managing Director (Canada) of global automotive intelligence firm Eucon. He has been advising the North American automotive industry for over a decade and is a frequent conference speaker and media commentator

It’s a relationship

business again

AFTER FALLING BACK IN IMPORTANCE, SURVEY RESPONDENTS BROUGHT THE TOPIC OF RELATIONSHIPS BACK TO WHERE IT USED TO BE // BY ADAM

MALIK

It has been said over and over again that the automotive aftermarket is a relationship-based industry. And the importance of relationships is coming back into focus as availability and inventory issues seem to ease.

The relationship a shop has with its jobber has generally been an important consideration when deciding from whom to order parts. It took a back seat last year but jumped up several spots and back to a familiar ranking in the Jobber News Annual Shop Survey. It’s now back to being the second most important factor when thinking about whom to call when in need of a part.

When shops were polled this year about how important a number of factors are in terms of their decision to make a jobber their first call, 62 per cent included ‘relationship’ on their list. That’s up eight percentage points from last year and nearly back in line with 2018 results where 65 per cent of respondents had it on their list.

Readers of Jobber News’ sister publication CARS were invited via newsletter, eblast and social media to share their thoughts on several areas of their relationship with jobbers, as well as their insights on industry trends and issues. About 100 responses were received.

While part availability/inventory has been top of mind for many editions of this survey, it’s noteworthy that there was a significant drop in those who listed it as an important consideration when deciding which jobber is their first call.

While generally picked by 93 and 94 per cent of respondents in the two most recent surveys, this year’s result came out visibly different at 85 per cent.

The two most significant changes may be linked. As part availability has become less of a concern, shops are going back to those with whom they have a better relationship.

Relationships were strained as supply issues grew and not just between shops and jobbers. Distributors were leaning on suppliers to get product. But suppliers were handcuffed due to logistics issues. Those relationships have “significantly” improved, according to the MEMA Aftermarket Suppliers group.

“We're hearing that from customers and hearing it from suppliers, versus where we were at the depths of the crisis,” Paul McCarthy, the group's president and chief executive officer. “And I think our big message is we need to keep that up.”

And it showed in the comments. When asked to expand on their answers, more leaned toward the relationship aspect.

“If I can trust and depend on my supplier for product and support, it makes my decision very easy,” one respondent wrote.

One pointed out that “relationship is the deal-breaker,” when choosing which jobber to call.

“Service is key,” said another. “Knowing that you can depend on them to supply quality parts and that they will take care of any issues you may have.”

Another noted just how far relationships go in business. “If we are loyal to a specific supplier, then we know we can count on them when we need, whether it be for warranty or getting us the correct parts in a timely manner. We need to work together,” they wrote.

“Have the parts on hand or overnight is the most important,” one comment said. “Price is really not a biggie. Our customers want their vehicles ASAP as most use them for work.”

Still, that’s not to take away from the importance of availability. No matter how good the relationship is, if the parts aren’t in stock, then no business can be conducted.

“If the parts aren’t available, none of the other questions matter,” a comment said.

“I hate having to hunt for parts,” wrote one respondent. “I like dealing with suppliers that have a wide range of parts in stock or in their network.”

We asked:

If you could give any piece of advice to aftermarket jobbers about how to keep you, their customer, happy, what would it be? What can jobbers do to make sure they are delivering what you need? How are they or are not meeting your needs?

They said:

Weekly check-ins make a huge impact; it shows that the jobber cares and helps resolve issues quickly before they become a problem. It also gives the jobber the opportunity to advise on new products, services or changes that are coming up.

Hire quality reps, empower them and build relationships.

Cheap offshore parts have increased in price dramatically to the point where, in many cases, the prices are extremely comparable to the good stuff. Get rid of the garbage and fill the shelves with a better selection of quality items.

Maintain a good inventory. Offer a decent reward program that has things shops could use. Offer tech training programs. Have fast delivery times. Have a decent labour warranty program supported by the parts manufacturers since they boast about their product quality and offer a lifetime warranty on premium parts.

Please show respect in not giving the person who walks off the street the same price as an automotive shop or high-value customer. Makes us look terrible.

Time is money, which makes availability the top choice, said another. “so many parts delays make timely repairs difficult.”

Some needed parts may not be discovered until the part is on the hoist, making quick delivery of the utmost importance. “we need the parts now, not in two days,” one person said. “We appreciate a jobber that is honest and will bend over backwards to make this happen.”

Dealers

Jobbers should be aware: More shops are turning to dealers to get the parts they need — and they’re doing it more frequently.

Almost half (49 per cent) said they’re buying more from dealers. Last year, about a third (34 per cent) said they were going to the dealer more for parts.

Furthermore, a larger share of the parts shops are acquiring are coming from dealers: In 2022, 58 per cent said less than 10 per cent of their products came from dealers. This year, just 46 per cent reported that little amount of dealer product. The drop here shows that shops are increasing their percentage of dealer purchases.

While 34 per cent last year said they bought between 11-24 per cent, that number is now 38 per cent. The 25-49 per cent group grew two percentage points, now at 8 per cent. Five per cent said the majority of their parts come from dealers, up from 2 per cent the year before.

Why is this happening? The comments don’t indicate an availability issue. Quality and fit were most commonly referred to as the main reasons, along with price.

“The quality of aftermarket parts has slipped (mainly chassis) forcing us to buy from dealers,” one respondent said.

“The changes in my business require more electronic parts that are of high quality,” said another. “Possibly 5 per cent increase to dealerships due to major companies buying out aftermarket companies and reducing quality. The jobber has his hands tied because of buying group policies.”

One said they won’t “install electronic or emission parts from aftermarket suppliers,” over quality issues.

One noted that, as a European specialist, finding parts in the traditional aftermarket is difficult. “We deal with mostly European product, with an emphasis on OE parts, primarily due to the correct fit and finish every time. Secondary is the general lack of quality availability of European parts,” they wrote.

Getting the right fit and finish was also mentioned a few times among respondents.

“Many parts offered by jobbers have a high failure rate or simply will not work with the OEM computers/ systems,” noted a respondent.

“The aftermarket parts at times do not fit properly or do not even work right out of the box,” echoed another.

Another comment pointed to the fact that most customers will choose the aftermarket because of the price difference between dealers and independent shops. But, “jobber pricing is creeping up,” they said. “The gap is narrowing.”

It can also hurt customer loyalty, one pointed out. “Jobber pricing getting beat by dealers. And when they don't have the part, then loyalty is challenged.”

What percentage of products you purchase from your first-call jobber versus other sources (other jobbers, car dealers, other sources? ) 26.5% 12.2% 9.2% Other

16.3%

What percentage of products do you purchase from new car dealers?

On a percentage basis, how many products do you order online?

9.2%

17.3%

Online ordering

In the past, more shops placed their orders online. Now, more jobbers are placing virtually all of their orders online.

When we asked, “On a percentage basis, how many products do you order online?” a third of respondents said they were putting at least 90 per cent through in this manner. That’s up from not even a quarter (24 per cent) last year.

More shops are choosing to place the majority of their orders through an online system — 71 per cent of this year’s respondents said at least half of the products they order are online. That’s up two percentage points from last year.

“We have increased online ordering over last year,” one person commented. “Habits have changed in the shop with new software systems that were implemented, as well as training. Some of the online systems are cumbersome, not intuitive, don't have clear parts descriptions, poor sorting options. The best part is being able to see availability quickly, as well as part pictures.”

Challenges around the supply chain have changed habits for some. “Supply issues are constantly affecting our business,” a respondent wrote. “Some vehicles have to stay here for weeks until a part becomes available. Our online ordering is fine when the parts are in stock. It is not the jobber that is the issue; it is the manufacturer that supplies to the jobber.”

Indeed, some did express frustration when placing an online only to find out that the product was actually out of stock.

“Accuracy of parts in stock causes issues if you cannot speak with someone,” one commented.

For one who did increase their online ordering, they were driven by supply issues as well. And they’re a proponent of the ability. “Online order is efficient. No need to be on the phone to check if parts are available, fewer wrong parts,” they added. “Jobbers need to keep online orders easy to use and always up to date to increase sales.”

Some shops noted the ease in finding what they need, rather than having to talk someone through what they were looking for.

“Online ordering, frees up talking to people — click on part and order,” one person wrote.

“Online ordering helps take [out] some of the guesswork, back and forth asking, answering pertinent questions,” said another. “Also, ability to check inventory from one supplier/DC to another simplifies

the ordering process.”

And they feel if they’re picking the part themselves, mistakes are reduced. “Online ordering is the only way to go, minimizing time on the phone and getting the wrong part,” said one response. “You can see what you are ordering. My supplier also has a phone app that I can use anywhere for ordering by scanning vehicle VIN. Big plus.”

Still, a good counterperson can do wonders. “Online ordering is great for most parts but has its limitations. A good counter person is invaluable,” praised a commenter. But, they added, improvements can still be made. “We need more and better photos of the parts and good descriptions.”

Supply, inflation impact

Between supply constraints and inflation raising their costs, challenges have been high for shops. It would, however, appear that they’re managing change in their business rather well. This is, in part, thanks to an understanding customer base that realizes this industry isn’t immune from the same problems hitting others.

“Businesswise, business has been relatively steady. Versus last year, parts availability has improved, but the price increases are being felt. Our clientele is aware of this, so not too much complaining,” said a respondent.

“It’s almost normal now for customers [to] expect a price increase from worldly situations. Wait times are getting to be normal as well, depending on vehicle make and model,” said another.

“We have had an issue with pricing. Most customers understood the problems. Parts availability was an issue up to last summer. Did lose a few customers to the dealers thinking that they could be quicker. A few came back,” another commented.

Availability seems to have subsided, some have noted. But not entirely. Some shops are proactive in letting customers know.

“[We] warn customer immediately on drop off that parts shortage may result in the car being down for a day or two [and] explain that, unfortunately, pricing is up just like everything else. Still dealing with shortages on common items,” one commented.

“The availability of parts caused delays in repairs, but we did not see an increase in lost sales due to parts availability,” a respondent said.

“Supply chain issues are still present but shifting within different

How important are the following factors in terms of your decision to make a jobber your FIRST CALL?

Which

to stay current and safe is increasing by the day,” one said.

“We are seeing more and more electric vehicles in our area. Until they start needing repairs, the cost of necessary tools and equipment, Insurance costs, building upgrades, etc. isn't feasible,” another said.

With the growing popularity of EVs, one said “We need to be on the forefront of this emerging business to be competitive.”

One respondent had an idea for attracting business. “To help the EV/hybrid situation, I am considering installing charging stations to attract more vehicle traffic which will bring more work,” they wrote.

For another, ADAS was most important to them. “Recalibrations for suspension replacement, etc. and educating the customer on the extra charges and time, etc.,” the respondent said. “The EV/hybrid is something seen more and more as you drive around town and notice the different options — learning curve and acceptance to this major change.”

With these changes, there are concerns around the ability to deal with the new technologies as physical footprint presents a challenge.

“Our shop is not equipped properly for the upgrades needed and it's not feasible to relocate or build new,” a commenter wrote.

Many recognize that adapting to the incoming technology trends is essential to their long-term success.

Has

product lines. You never know about product availability until you call the jobber,” another said.

Biggest impact

More than two-thirds believe their business over the next year will be most impacted by a combination of hybrid vehicles, electric vehicles and advanced driver assistance systems.

Another 17 per cent said only electrics, 12 per cent only picked ADAS and 10 per cent picked hybrids as the only development to impact them.

“All of the listed systems require new tooling, training and updates,” a respondent observed.

And that comes with a cost, said others. “The training and equipment requirements are becoming a major expense for the business, as well as the requirement of ongoing information updates

“We expect future technologies to help maintain or improve our current level of business by making sure we are able to properly service newer vehicles that are now entering the marketplace,” a respondent wrote.

It’s all part of continued industry change, some observed.

“Technology, as long as we keep up with it, will keep us progressing and we will prosper if we embrace change,” one said.

“Our industry has always adapted (sometimes slowly) to technology change,” another noted. “Cars will always need servicing. I expect [an] increase in my shop as long that I’m keeping updated.”

One respondent is taking it all in stride. “Forty years in for me, technology is, and always has been, constantly evolving with rapid changes and trends. Embrace and deal with it as it rolls down on you, just like every other year,” they advised.

And staying up to date is essential, many commented. Training is an important focus for them.

“Sending techs for training is becoming more essential. We will need a lot of training, which has a cost. I believe we are in for a major very costly change in our industry, that most aftermarket shops will not be able to survive [and] everyone will be forced back to dealerships,” one warned, adding that people, training, low wages and lack of pension are just some of the pressing issues that will only grow over time.

But this is, of course, costly. “It will be more costly to be in this service sector due to equipment costs and training costs. Vehicle parts prices are increasing steadily and only going to get worse given the complexity of new vehicles,” one observed.

And are they being helped by their jobber partner? Responses jumped all over the spectrum.

“No help whatsoever at his point. I would like to see a group approach to access manufacturers' information and diagnostic tools so that it is more affordable for us,” one said.

“They are doing an adequate job, more could we done with training and introducing product offerings for equipment,” observed another.

“Top notch,” a comment praised. “That being said, slow on supply of EV tooling and parts stocking.”

development do you expect to have the biggest impact on your business in the next year?

the proportion of parts you buy from new car dealers increased or decreased in the last year?

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Chairman Brad Shaddick brad.shaddick@driv.com

• Kristine Brown KBrown@wakefieldcanada.ca

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• Charlie Grant cgrant@gbsales.com

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Ensuring sustainability in brake parts

Attention has turned to the role of friction components in sustainability and emissions. Here’s how manufacturers are responding //

By Adam Malik

For quite some time, tailpipe emissions drew scorn from several groups outside the automotive industry. The pollutants emitted were contributing to smog-filled cities. Air quality was low. Breathability in congested centres was a challenge.

The first regulations centred around reducing tailpipe emissions were introduced in California in the 1960s. These took aim at limiting the number of hydrocarbons, carbon monoxide and nitrogen oxides that cars could emit.

In the U.S., the Environmental Protection Agency (EPA) passed the Clean Air Act in the 1970s, setting national standards for air quality. It also mandated vehicle manufacturers reduce their emissions. The first federal standards for vehicle emissions were introduced in 1975.

Further regulations have been introduced over the years with the focus shifting to reducing greenhouse gas emissions and particulate matter.

Canada has followed a similar path. The Canadian government introduced the Motor Vehicle Safety Act in 1971 which included regulations on vehicle emissions. Like, the U.S., standards were set in 1975.

The federal government announced in 2011 that it would be adopting emissions standards based on the California Air Resources Board (CARB) standards — the most stringent in North America. The new regulations were added in 2012 that required automakers to reduce

Because tailpipes are pretty low [now for emissions], so they're looking at brake pads and tires

greenhouse gas emissions from new cars and light-duty trucks. The regulations set progressively stricter limits on emissions over time. By 2025, the regulations are expected to reduce emissions from new vehicles by 50 per cent compared to 2008 levels.

Parts makers did their job to help. They made components to meet these standards. Those efforts still go on today, but vast improvements have taken place.

Regulators — and consumers — are looking for the next biggest source of vehicle emissions and sustainability improvement opportunities: Brake parts.

“Because tailpipes are pretty low [now for emissions], so they're looking at brake pads and tires,” observed Mark Phipps, director of engineering at Bosch Brake Components. “So we want to be responsible. And if we are presenting a problem we can solve, then we will go ahead and solve it. That sustainability is really part of that — just our overall environmental stewardship.”

On the emissions side, regulators are looking at particle size. One of the biggest environmental concerns with brake components is the release of particulate matter during braking, contributing to air pollution. Steps have already been taken, like the elimination of copper.

“So anything under 10 microns, and especially under 2.5, they're really taking a look,” Phipps explained. “Those materials can get into your lungs. And if it's 2.5 and even nanoparticle, they can even go across cell membranes. So that's why [regulation] is something that is definitely coming. It's already there in Europe.”

On the sustainability side, there’s much work that has been done and can be done.

“Sustainability is an integral part of the ZF corporate strategy ‘Next Generation Mobility,’ not only to be a good corporate citizen and act for the greater good, but also because it is a key factor for our future success,” Jim Klein, senior manager of operations and material management at ZF Aftermarket.

“Looking at climate and nature, we recognize that our biggest contribution to reducing carbon dioxide emissions worldwide is through the technologies that we provide — we develop mobility solutions that are clean, safe, convenient and also affordable, and we are developing aftermarket products to support vehicles with this technology as well.”

One way to make part components more sustainable is to ensure they last longer. Maximizing longevity by default improves sustainability.

Emissions are unavoidable so if companies can reduce what gets tossed in a landfill, the better.

“That gives us the least damage to the environment with our current products,” Phipps said.

Since emissions are inevitable, the goal is to reduce how much there is and what is actually coming out.

“We're always watching our rotor wares as well because the iron oxides are also quite active,” Phipps said. “So we are very strongly looking at those and we have internal standards we try to work to.”

The process

The journey to sustainability starts by sourcing quality materials. Those, too, have to be done sustainably.

“When we're developing them, we are looking at the sourcing of the chemicals; can we use renewable sources? Can we use materials that are with their second life, let's say, so that they're not going to landfills? We can make better use of them so that we're managing the resources a bit better,” he told Jobber News in an interview.

And from whom those materials come matters as well.

“[Suppliers] have to go through a full audit from us. We make sure they have quality systems in place, stability of supply and they adhere to the quality statement they give us. So when they give us

a certificate of analysis, we actually look at that,” Phipps explained. “We have internal specifications against that chemical.”

Bosch looks to use renewable sources for sustainability and then second life to make sure it’s not consuming first resources when possible.

“We're still buying quality products, even though there may be a chemical that is recycled, was used for something else; something like used tires, for example,” Phipps said.

Used tires get ground up into fine material which can then be used in brakes, he noted. “And we do; it's a very beneficial chemical to use in brakes … It's not really taking something that was scrapped as much as it's something that's near its end of life and we can reuse what's left.”

Then there’s the production of the parts — is it being done in a sustainable manner? Is waste being minimized, energy consumption being reduced and renewable energy sources being used?

ZF’s goal is to have completely green electricity by 2030, and reach 40 per cent by 2025. They’re increasing the use of recycled materials and recycling their own.

“In addition to CO2 reduction in every possible way at ZF and its suppliers, meeting our climate goals also means powering our plants and offices with more green electricity from renewable sources,” Klein said.

ZF’s TRW brake pads manufacturing site in Tlaquepaque,

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

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Guadalajara, Mexico, is completely solar-powered. Packaging operations at its Vernon Hills, Illinois, packaging and distribution plant were re-engineered in 2022 to use dimensional scanning and custom-cut boxes to create right-size packaging to reduce material usage.

“When we go into production, we're looking at our footprint for emissions; we're looking at our environmental [footprint],” Bosch’s Phipps noted. “So [for] electric usage, we're trying to be carbon neutral as a company.”

Finally, there’s waste — is the disposal of waste generated from the processes above being done ethically?

“How do we minimize or eliminate waste? So one of those [ways to ensure sustainability] is to really make sure we landfill as minimum as possible, just to make sure our overall long-term footprint is low,” according to Phipps.

Remanufacturing is key for ZF. It allows used products to be returned to as-good or even better-than-new condition — that includes in quality and performance.

“It makes it possible for products to have multiple lifecycles and offers significant time, material, and cost savings when compared to creating a replacement product completely from scratch,” Klein said. “Additionally, remanufacturing fills an increasingly important role in maintaining availability of parts to keep supply chains moving.”

Why sell sustainably?

Sustainability should be top of mind for countersales staff when a shop calls in to order parts. They should look at quality as well. And many of the companies that offer quality also offer sustainable products.

“Then why not — why would you want to go with a material that is potentially more detrimental to the environment when there's one offered at the same or higher quality?” Phipps asked.

No effort is too small when combating climate change, Klein noted.

“While manufacturers and energy producers can have a bigger impact by changing processes and products, success ultimately requires that there is a market demand for those products,” he said. “When you choose or recommend sustainable products, you’re helping to support a larger effort—and without sacrificing product features or quality. You’re effectively casting a vote for sustainability and a better future.”

Additionally, remanufacturing fills an increasingly important role in maintaining availability of parts to keep supply chains moving.

• Technical articles, how-to guides

• Newest government and private sector news

• New product alerts

• Vehicle innovations, and what’s coming to your shop

• Consumer habits and what to expect from your customers

• And much more!

BAYWATCH 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

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-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 lightduty Dodge Ram 6.7L pickup truck engine. It cuts an hours-long job down to 15-20 minutes. www.promaxxtool.com

360-VIEW CAMERA CALIBRATIONS

The John Bean TruPoint ADAS Calibration System now has 360view 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. https://www.johnbean.com

AC EQUIPMENT

Rotary, though its recently announced partnership with TEXA, announced the

introduction of a new line of fully automatic air conditioning diagnostic and recharging equipment. The new Rotary product line gives North American automotive service professionals a quick, efficient and cost-effective way to recover, recycle and

BAYWATCH

recharge R134a and R1234yf refrigerant gases. Three models will launch in the spring of 2023. www.Rotarylift.com

RTV SILICONE

Dana Incorporated has introduced its Victor Reinz Reinzosil roomtemperature vulcanizing (RTV) silicone to North American customers. The sealant is resistant to fluids, including mineral oils and synthetic oils, lubricants, gasoline, diesel oil, greases, water and detergents and is safe for all sensors. It’s available in 70 mL tubes and works on use on two-dimensional flat surfaces where there is a sealing gap, such as gasket intersections and components originally sealed with RTV by the manufacturer, including intake manifolds, valve covers, and oil pans. www.DanaAftermarket.com

TURBOCHARGER REPLACEMENT SERVICE

CRP Automotive announced a first-to-market

solution for turbocharger replacement service for most popular BMW applications. The Rein Automotive TechSelect Turbo Kits (CRP P/N TRK0007) include all of the hoses, gaskets and hardware necessary to complete the job quickly and efficiently. The kits include the most recent turbo hose versions with all brackets, hardware and necessary sealing components for installation.

www.crpautomotive.com

FLOOD LIGHT

Milwaukee Tool released the M12 Packout Flood Light w/ USB Charging. It is top stack compatible with the Packout Modular Storage System. It provides three different modes for users to manage light output and run-time, depending on the needs of the job. When paired with an M12 XC 4.0 battery pack, the light provides up to 12 hours of runtime. The

PERFECTLY LINKED

light comes with a 2.1AMP USB-A and USB-C port to charge devices and features two storage compartments to organize small items inside.

www.milwaukeetool.ca

BRAKE PADS

NRS Brakes has added the 2023 Subaru BRZ, 2022 Toyota Tundra and 2020 Lincoln Navigator to its Galvanized Brake Pad lineup. The company also added five new part numbers for 2009-2023 Ford, Lincoln, Toyota, Hyundai, Kia and Subaru vehicles. This provides coverage to 6.9 million vehicles in its Galvanized Premium Brake Pads product line. Brake kits also include abutment hardware and caliper piston cushions.

www.nrsbrakes.com

SCISSOR LIFT

Rotary has added the new XA12 Alignment Scissor Lift to its line of automotive lifts. The lift was introduced at the 2022 SEMA Show. It requires a minimum bay size footprint of

www.aftermarket.schaeffler.us

Under our INA brand, Schaeffler offers more than 100 years’ experience in chain drive and is a pioneer for roller, sleeve, and IT chains. Count on Schaeffler for innovative solutions that make cars run like new.

Perfectly linked for your success: INA Timing Chains and components

12x23 feet. With a 78-164 inch four-wheel alignment wheelbase range and 12,000-pound lifting capacity, the XA12 is designed with space and flexibility in mind. Shops can offer alignment services with bay space to spare, and technicians can perform alignments on a wider range of vehicles. Its open front and rear design provide technicians with greater access to vehicle adjustment points making wheel alignments and other repairs easier to perform.

www.rotarylift.com

DIAGNOSTIC TOOL

Mahle Aftermarket introduced RemotePro, a complementary diagnostic system for vehicle service that allows independent shops to perform complex diagnostics and service routines the same as authorized shops. Specialists are available via chat or hotline to provide expert guidance through the diagnostic process. The RemotePro complements the universal diagnostic tool TechPro from MAHLE and Connex from Brain Bee.

www.mahle-aftermarket.com

CONTROLLER ARMS AND BALL JOINTS

Mevotech introduced more than 2,300 new Original Grade parts. The updates include controller arms for the 2014-2018 Jeep Cherokee, 2011-

23_000698_Jobber_News_MAR_CN Mod: January 23, 2023 11:59 AM Print: 02/03/23 8:52:41 AM page 1 v7

2016 Kia Sportage, 2010-2015 Hyundai Tucson and 2014-2017 Honda Odyssey. Ball joints for the 2007-2021 Toyota Tundra, 2008-2022 Toyota Sequoia, 2017-2021 Kia Sportage, 2016-2021 Hyundai Tucson, 2012-2022 Nissan Versa and 2018-2022 Nissan Kicks. www.mevotech.com

BUMPERS FOR BRONCOS

Throttle Down Kustoms has added three, precisionfit bumper styles for 2020-2023 Ford Broncos to its line-up. Late model Ford Bronco drivers can choose a standard bumper, bumper with push bar, and PreRunner bumper for their vehicle. The steel bumpers are made to order at TDK's Montana facility where the team laser cuts and hand-welds the bumpers for exact fitment. Customers can select additional options like adding LED lighting, a heavy-duty winch or a powder-coated finish.

www.throttledownkustoms.com

YOUNG PROFESSIONALS IN THE AFTERMARKET SPOTLIGHT: CANDICE JAMES

Carfax helps people buy and sell used cars with confidence by accurately valuing the vehicle in question. Candice James, who has been with Carfax for five years, thinks properly valuing your work/life balance is essential to longterm success. Finding that confidence to accurately value oneself is something she hopes to share with others through the Young Professionals in the Aftermarket (YPA) Committee.

Name: Candice James

Company: Carfax Canada

Title: Senior national data acquisition manager

Number of years in the aftermarket: 5

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

I come from an automotive family — my uncle has operated Chrysler dealerships for over 25 years — but I did not take the plunge until five years ago. After a year in dealer sales, I invested my time into business development and the aftermarket sector.

What company do you currently work for? What is your position?

I work for Carfax Canada as a senior national data acquisition manager. In my role, I engage with industry leaders to bring them increased brand awareness, driving repeat business and optimizing their customer experience. My career at Carfax started in our sales department where I provided car dealers products that helped them earn customer trust by providing transparency to the buy and sell process and optimize profit by valuing the cars they buy and sell accurately. My next move was to our business development team where I held the position of data acquisition specialist for dealer service. When Carfax Canada prioritized the fast-growing aftermarket industry, I leaped to the opportunity of my current role focusing on aftermarket service in September of 2021.

What is one of your proudest moments in your career so far?

One of the highlights of my career to date has been overcoming my stage fright and being a guest speaker and a keynote speaker in 2022. I am looking forward to following on this path in future years and provide value to our aftermarket industry colleagues.

What is one of the biggest and/or most difficult lessons you have had to learn as a young professional?

Establishing routines is essential to create high performance habits, increased productivity, my personal well-being, and most importantly work/personal life balance. I have learned success is not achieved in a singular moment but rather a collection of moments and routines, so it was critical to look at the long road and find the time daily for the things I love. You can excel at your career without sacrificing your personal time.

What advice would you give someone either starting in the industry or looking to transition into the industry?

Be inquisitive, network and build on those relationships. Your attitude and character will allow you to enter rooms that experience may not; believe in yourself and have the confidence you will learn and figure it out as you go. As you grow and continue to network, seek mentorship; but always be patient and kind to 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.

July 12 - 14, 2023

Centro Citibanamex, Mexico City

Participate in Latin America’s international tradeshow for the automotive aftermarket, OE manufacturing and service industry.

25th Anniversary Edition

THE FUTURE

SHOW IT. 10+ PRODUCT CATEGORIES. Covering every segment of the industry, showcase your range of tools, equipment and products

TEACH IT. 75+ SEMINAR SESSIONS. Share your business and technical knowledge in the Automechanika Academy taught by experts like you

TRAIN ON IT. UNLIMITED OPPORTUNITIES. From diagnostics to electric vehicles, offer hands-on training demonstrations in your booth or as a part of our demo areas to increase your brand expertise

SELL IT. PRICELESS CONNECTIONS. Reaching more than 15,000 qualified buyers, meet, build and strengthen relationships with distributors, shops, retailers and more - all ready to buy

From brakes, steering & suspension, to oil, filters, batteries, and more, Pro-Series auto parts are engineered and tested to deliver superior fit, performance and safety.

TOP-QUALITY, GUARANTEED

Meets original equipment specifications

PREMIUM PERFORMANCE AND RELIABILITY

Meets or exceeds original equipment specifications with feature(s) beyond the OE

DEMAND THE TOUGHEST

Built for extreme conditions and meets/exceeds original equipment performance

Quality is our best part, because we know your reputation is on the line.