Jobber News August 2011 by Annex Business Media

Jobber News Consumers Weigh Fuel-Efficient Vehicle Options

•

Mopac Hosts Student Competition

MAGAZINE

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Dayco for Sale

AUGUST

2011

Serving the Automotive Aftermarket Since 1931

WHY THE EXPLODING IMPORT SERVICE MARKET IS NO JOKE

FIX IT AGAIN

TONY

PREVIEW: I-CAR TRAINING EVENT MAXIMIZING CHEMICAL SALES NASCAR FUEL INJECTION

Canada Post Canadian Publications Mail Sales Agreement No. 40069240

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This Month

Contents

August 2011

Vol. 79,

No. 8

WHY THE IMPORT MARKET IS NO JOKE

FIX IT AGAIN

TONY There was a time when people laughed at the funny little cars from overseas, but whoâ&#x20AC;&#x2122;s laughing now? Cars from Asia and Europe, like the giggle-inspiring Fiat 500, have become the dominant players. Coming to terms with this massive shift, particularly in the allimportant undercar market, is critical to

18 COVER

your success.

Over the Counter

Confusion Reigns as Consumers Weigh Fuel-Efficient Vehicle Options; Mopac Hosts Student Dyno Shootout; Dayco on the Auction Block; Associations Encouraging Cash or Interac Payment; FederalMogul Offering Consumers Up to $50 Back on Brake Jobs.

Alexander Frank Walker............................................ 8 Jobber News 80th Anniversary From our pages.........................................................4, 30

10 Event Preview:

I-CAR National Training Event

Canadaâ&#x20AC;&#x2122;s bodyshop training organization raises its flag over Calgary, Alta.

14 Market Tracker:

Maximizing Chemical Sales

The diversity of products that make up this category requires jobbers to make a decision about how to approach this market differently for different products and different customers.

Knowledge Building: NASCAR Fuel Injection

While the specifications are still to be finalized, we take the opportunity to look at this pivotal technology shift in motorsport in North America.

28 Autoserviceworld.com Internet Directory 30 Comment NO SUBSTITUTIONS

Departments Appointments................................................................ 8 JOBBER NEWS / AUGUST 2011

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Marketplace Classifieds/Advertisers Index.............26 3

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OVER THE COUNTER NOW SERVING

NOW SERVING

AND N NEWSMATI TO INFOR

201US1T G

From Our Pages Volume 24, Issue #5, May 1956 Germans Place Three Wheeler on Market Here The three-wheeled Messerschmitt Tricar Cruisette is being introduced to the Canadian market by Norman V. Schooley, president of R.S.M. Motors Ltd., Edmonton. It has an all-steel body with two wheels in front and one wheel behind. Power is supplied by a two-cycle single cylinder engine in the rear with an output of 10 hp at 5,250 rpm. It is said to give 100 miles to the gallon of gasoline and have a cruising speed of 53 mph. The company seeks to enter it in the sale field as an “extra car” or light delivery [vehicle] such as for drug stores. Jobber News 80 Years of Serving the Aftermarket 1931-2011

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Confusion Reigns as Consumers Weigh Fuel-Efficient Vehicle Options U.S. Consumer Survey Reveals Unwillingness to Make Hybrid Jump Despite uncertainty regarding prices at the pump, Americans are resisting a move to more fuel-efficient hybrid vehicles largely because of confusion over the differences between these types of cars. The findings from a recent survey conducted by the Opinion Research Corporation and funded by battery supplier Johnson Controls suggest there is a clear gap between consumers’ attitudes toward fuelefficient cars and their actual purchase intent. And, while the survey was conducted with U.S. consumers, it raises some important questions about how well informed all consumers are in North America. “It’s clear that consumers are confused about their options for more fuel-efficient vehicles, despite their desire to save on fuel costs,” says Alex Molinaroli, president of Power Solutions for Johnson Controls. “These findings indicate U.S. drivers need to have a better understanding of the offerings available to them now as well as options that will become available in the U.S. market. This includes Start-Stop technology, which has been marketed in Europe in recent years and will be offered to the U.S. market in 2012.” Some 45% of those surveyed said there are too few options when it comes to hybrid vehicles, while 39% of those surveyed had no idea what the differences are among types of fuel-efficient

vehicles, such as Start-Stop vehicles and hybrids. The findings reinforce the need for greater education about the full spectrum of vehicle technology options, as well as cost considerations both at purchase and over the lifetime of the vehicle. “We are ramping up our efforts to educate drivers about the spectrum of vehicle technologies available to consumers who want to improve fuel economy and decrease emissions in their vehicles,” says Molinaroli. In addition to lack of understanding among fuel-efficient options, perception of price continues to be an issue. The data shows 75% of car owners would consider a more fuel-efficient vehicle when shopping for a new car. However, only 20% of car owners are willing to consider actually purchasing a hybrid, Start-Stop, or electric vehicle with current gasoline prices hovering between $3.50 and $4.00 per gallon. (Canadian gas prices are already over $5 per U.S. gallon.) “Our findings show that consumers will really take action when gas hits somewhere between $4 and $5 a gallon,” Molinaroli says. “The bottom line is that these vehicles will take off when they make sense financially, likely the most quickly with Start-Stop and hybrid electric vehicles. Consumers do have options. They just are not aware of them or understand them. We’re focused to help them gain that understanding.”

Mopac Hosts Student Dyno Shootout

Mopac Auto Supply recently hosted the British Columbia Secondary School Motorsport Association (BCSSMA) Inaugural Dyno Day Shootout at its 84th Ave and 200th Street, Langley, B.C., location. More than 10 high school vehicles participated in the event, as the Mopac Installation Service Facility technicians were on duty to help tune and prepare them for three pulls on the Mustang Chassis Dynamometer, capable of accommodating up to 1750 hp, to help achieve the best horsepower reading of the day. The last vehicle to compete was the ’81 Malibu Wagon of North Surrey Senior Secondary that, after a spring change to its Holley carburetor, achieved the highest reading of the day at 340 hp. With the win came a few thousand dollars’ worth of performance parts and accessories,

along with a first-place trophy for bragging rights. All participants also received gifts and prizes. “These kids are our future, and the automotive industry, which spreads across multiple Continued on page 6 JOBBER NEWS / AUGUST 2011

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VDO Door Systems Program Adds 216 SKUs Continental Commercial Vehicles & Aftermarket 2012 VDO Door Systems Catalogue features an expanded program with over 1186 part numbers. The program includes a complete line of VDO power window motors, regulators, regulator/ motor assemblies, and door lock actuators. Continental has added 121 new VDO Window Motors and Regulator Assemblies to cover the most popular import and domestic applications. In addition to featuring cable-operated regulator applications for current model imports and SUVs, the VDO power window regulator line has over 435 part numbers, including 93 new numbers. For more information, please visit www.vdo.com/usa or contact salessupport-us@ vdo.com. g

Snap-on Tools of Canada Moves Into New HQ Snap-on Tools of Canada announces the opening of a new Canadian headquarters at 6500 Millcreek Drive in Mississauga, Ont. This new, integrated facility will fully support the company’s 400 Canadian franchisees, representatives, and field management team members. The 133,000-squarefoot facility also houses the Snap-on Equipment manufacturing facility (formerly Wheeltronic), the Canadian divisions of Snap-on Diagnostics, Equipment Solutions (OEM facilitator), John Bean (JBC), and Hofmann. Snap-on Canada, opened in 1931, was the first international division of Snap-on Incorporated and has operated in Canada for over 80 years.

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different avenues, is one of the top if not the largest employer in the world,” says Mopac’s director of business development, Catfish Potesta. “If we don’t invest in our children’s education and future, who is going to take our place in the workforce? One of these kids is probably going to be replacing me. Only then will it be determined exactly what it is that I do, because nobody seems to really know.”

Dayco on the Auction Block, say Sources

The parent company of Mark IV Automotive, supplier of Dayco brand products, is seeking a buyer for the company and could fetch more than $600 million, it is being reported. The Troy, Michigan-based business has reportedly an EBITDA of US$110 million and may be sold for about five to six times EBITDA, says the Reuters news service. Financial advisory and asset management company Lazard Ltd. is advising Mark IV on the process. Mark IV Automotive is the largest and the only remaining division of its parent company, Mark IV LLC, which recently sold its European air and engine cooling business to Italian auto parts maker Sogefi SpA for US$215 million. Mark IV has been in and out of bankruptcy since it was acquired by U.S.-based private equity firm Sun Capital Partners Inc. in 2008 from London-based BC Partners Ltd.

Import Parts Distributor Announces Award Winners

The Altrom Group, a division of Genuine Parts Company and a North American distributor of import auto parts, has announced the winners of its supplier and sales awards. Rik Nielsen was named Altrom Canada Sales Person of the Year for 2010. Nielsen is a 30-year industry veteran Altrom Canada Sales Person of the Year Rik with Altrom Canada. Nielsen (left) was presented the award by He is responsible for Dean Medwid, vp and gm of Altrom Canada. sales in all four Maritime provinces. Through hard work and dedication to his customers, Nielsen grew the Altrom Halifax, N.S. branch sales by 9% in 2010. “Rik epitomizes the word team! He is well respected by his peers in the industry and is dedicated to the growth and success of his territory,” says Dean Medwid, vice-president and general manager of Altrom Canada Corp. Tim Rose was named Altrom America Sales Person of the Year for 2010. Rose is a 27-year Altrom veteran who is responsible for a sales territory that includes Denver, Portland, and Hawaii. Liqui Moly, a supplier of European OE oils, lubricants and chemicals, was named 2010 Altrom Group Supplier of the Year.

Associations Encouraging Cash or Interac

The Automotive Industries Association of Canada is joining forces with the Canadian Federation of Independent Business to support its efforts to encourage consumers to choose the cash or Interac payment option at point of sale. Continued on page 8

For more on these and other stories, log on daily to autoserviceworld.com

Jobber News Editor and Publisher Andrew Ross (416) 510-6763 E-Mail: aross@jobbernews.com Contributing Editor Emeritus Bob Blans Contributing Writers Mark Borkowski, Dennis Mellersh, John G. Smith Sales Manager Jay Armstrong (416) 510-6745 Account Manager Jim Petsis (416) 510-6842 Circulation Manager Selina Rahaman (416) 442-5600 ext 3528. Customer Service Roshni Thava (416) 442-5600 ext 3555 Art Director Choo Hwee Kuan Production Manager Steven K Hofmann (416) 510-6757 Vice-President Alex Papanou President Bruce Creighton 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. Subscription rates*: Canada $49.95 + $3.50 GST + Applicable Taxes per year; $79.95 + $5.60 GST + Applicable Taxes for 2 years; Single Copy Price $6.00 + $0.42 + Applicable Taxes. U.S.A. & Foreign: $62.95 U.S. per year; Single Copy Price $8.00 U.S. * Yearly rates include Annual Marketing Guide (single copy price $72.95 plus $5.00 shipping plus GST $5.46)(U.S. orders payable in U.S. funds). Ontario residents add 8% PST. U.S. & Foreign $77.95 +$5.00 Shipping US Funds. Jobber News is published by BIG Magazines LP, a div. of Glacier BIG Holdings Company Ltd. a leading Canadian information company with interests in daily and community newspapers, and business-to-business information services. All rights reserved. Printed in Canada. The contents of this publication may not be reproduced or transmitted in any form, either in part or full, including photocopying and recording, without the written consent of the copyright owner. Nor may any part of this publication be stored in a retrieval system of any nature without prior consent. Canada Post Canadian Publications Mail Sales Product Agreement No. 40069240 “Return Postage Guaranteed” Send change of address notices, undeliverable copies and subscription orders to: Circulation Dept., Jobber News, 12 Concorde Place, Suite 800 Toronto, ON M3C 4J2 Jobber News Magazine (ISSN#0021-7050) is published monthly by the Business Information Group, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2 US office of publication: 2424 Niagara Falls Blvd, Niagara Falls, NY 14304. Periodicals Postage Paid at Niagara Falls, NY. US postmaster: Send address changes to Jobber News Magazine PO Box 1118, Niagara Falls, NY 14304-1118. From time to time we make our subscription list available to select companies and organizations whose product or service may interest you. If you do not wish your contact information to be made available, please contact us via one of the following methods: Phone 1-800-268-7742, Fax 416-510-5140, e-mail: jhunter@businessinformationgroup.ca. Mail to: Privacy Officer, Business Information Group, 12 Concorde Place, Suite 800 Toronto, ON M3C 4J2 Business Information Group 12 Concorde Place, Suite 800 Toronto, ON M3C 4J2 We acknowledge the financial support of the Government of Canada through the Canada Periodical Fund (CPF) for our publishing activities.

Association of Business Publishers 205 East 42nd Street New York, NY 10017

ISSN 0021-7050 Online 1923-3477

JOBBER NEWS / AUGUST 2011

04/08/11 1:14 PM

Think “InsIde” The Box Trust the quality of LuK. Trust the yellow box.

These days, it seems that everyone is telling you to “think outside the box”. When it comes to clutch replacement, that’s just not good advice. Many clutch marketers mix and match parts from various sources, a practice that creates quality and installation problems. The parts may bolt up, but can fail prematurely, resulting in a comeback for you. When you install a LuK RepSet, you get the same flawless performance as the original equipment parts. designed and engineered to work together. Why risk your time and reputation with anything else?

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Continued from page 6

Throttle Position Sensors Airtex Engine Management has introduced two noncontact throttle position sensors that eliminate wear issues and significantly reduce repair costs on Dodge Ram 2500 and 3500 diesel trucks. The new Airtex TPS sensors, now available for 1998-2007 Ram 2500 (Airtex #5S5351) and 3500 (#5S5352) models, feature problem-solving “Hall Effect” integrated circuitry that eliminates the wear-intensive contact associated with OE parts and aftermarket alternatives. The new Airtex TPS sensors are sold without the expensive, and rarely needed, mounting bracket.

This initiative promotes the use of less costly payment methods, which are cash or Interac transactions. Alignment with this initiative could result in better cash management for many AIA members. “AIA Canada has decided to partner with CFIB for the good of our members and their clientele. We feel that by working together on this initiative, the message will be delivered to more Canadians, which could result in lower business cost to our members,” states Joel Bernard, AIA’s director of public affairs. “AIA is very proud to work together as we share a common goal of helping our small business members. We would like to congratulate CFIB on this initiative and look forward to supporting their efforts.”

APPOINTMENTS

Glen Roy

Diego DeSimone

Chris Burkey

Dean Ferri

Federal-Mogul Offering Consumers Up to $50 Back on Brake Jobs

Consumers can receive rebates of up to $50 on brake repairs completed between July 27 and September 30, 2011 through Federal-Mogul’s innovative Wagner ThermoQuiet “TQ Fall Blitz” promotion. The TQ Fall Blitz Rebate promotion offers mail-in rebates of up to $50 per brake job ($15 per front and/or rear set plus $10 per axle for labour) when consumers have Wagner ThermoQuiet pads and/or shoes professionally installed on their vehicles. Consumers who purchase and install Wagner ThermoQuiet brakes themselves can qualify for a mail-in rebate of up to $30.

Bosch Canada has announced a number of key appointments. Glen Roy has been appointed national sales manager, Diagnostic Division. In this role Roy will lead the Diagnostics and Wheel Service group in Canada. Roy will report to Niall Davidson, vice-president and general manager. Diego DeSimone has been appointed district sales manager, Automotive Aftermarket Division. DeSimone will be responsible for sales of Bosch products in western Quebec. He will report to Cameron Young, national sales manager, Automotive. Dean Ferri has been appointed diagnostic district sales manager, Automotive Aftermarket Division. Ferri will be responsible for diagnostic and wheel service sales in Eastern Canada. He will report to Glen Roy, national sales manager – Diagnostics. Chris Burkey has been appointed district service manager, Automotive Aftermarket Division. He will be responsible for the Bosch Car Service centres (BCS) program, including its growth and support of Bosch automotive parts, and diagnostic and wheel service equipment. Burkey will report to Niall Davidson, vice-president and general manager.

Obituary Alexander Frank Walker

Retired aftermarket veteran and volunteer Alex Walker of Edmonton, Alta., passed away suddenly July 5, 2011. Walker was a long-time employee of Hastings and a volunteer with the Automotive Industries Association of Canada and the Alberta Booster Club. He is survived by his loving wife of 55 years, Beverly, children Janet (James) Ron (Edie), Richard (Bonnie), grandchildren Brandon (Taryn), Taylor, Melissa, and Jonathan, siblings Barbara, James, Susan, and Elizabeth, plus nieces, nephews and great-grandchildren. He will also be missed by numerous friends. At his request, no service will be held. Expressions of sympathy can be made in the form of donations to your favourite charity. 8

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JOBBER NEWS / AUGUST 2011

04/08/11 1:15 PM

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02/08/11 9:49 AM

EVENT PREVIEW

I-CAR National Training Event September 24 Event Aligned with Calgary, Alta., Canadian Collision Industry Forum

t first glance, the schedule may seem light and easy to handle, but upon closer inspection, the purpose of the I-CAR National Training Event in Calgary this September becomes clear. “The profile of it is one thing, to get an entire region into one room and to signal the importance of it to everyone at one time,” says I-CAR Canada director Andrew Shepherd. “That is the biggest thing about it. Holding it in concert with CCIF brings it to the attention of the national industry leaders.” The thinking, says Shepherd, is that while managers, owners, and other industry professionals are attending the CCIF event, other shop staff, particularly technicians, can be attending the I-CAR event. This idea was, he says, driven by shops in Alberta. In any case, the approach has yielded great success already. The first such event, held in Montreal last year, has already generated tremendous benefits for the I-CAR program, including a major infusion of Quebec monies. “Last year was a really momentous event, though for different reasons. AIA Canada has a commitment to the translation of training materials, and that was the chance for us to relate the first set of classes [for which] we had sponsored the translation.” The Quebec market for I-CAR had been bumping up against that translation issue for some time. “The result of that has been fantastic. In large measure because of that event, the Quebec government is funding course translations for $300,000. “That’s the kind of power that that an event like that can have. We want to carry the same kind of punch in Alberta.” The shops tend to be larger in Alberta, with a higher proportion of banner and franchise participation than in some other regions, he says. In addition, he hopes the event will serve as an entrée to the return to I-CAR participation by two of the most respected automotive technical colleges in Canada: the Northern Alberta Institute of Technology (NAIT) and Southern Alberta Institute of Technology (SAIT). “SAIT and NAIT have been involved in the past, but they are not now. They have powerful market connections and we want this event to bring them out, so we’re offering their instructors free seats. We want to get them back into I-CAR participation.” Furthermore, the event will serve as notice that I-CAR, with two new trainers in the Alberta market, is ready and able to serve the training needs of shops in the province. “We are ready to launch full-scale into Alberta this fall and this will be a good kick-off for us.” Accordingly, I-CAR will be offering two key courses at the event.

Inspecting Repairs for Quality Control (QUA01)

Delivered by Stefano Liessi, the Inspecting Repairs for Quality Control (QUA01) course will: 10

AUGUST EVENT p10,12.indd 10

I-CAR Canada director Andrew Shepherd will be providing an update on the training program’s growth, but the real focus of the event is hard-core technical training.

• Explain the importance of conducting post-repair inspections. • Identify repairs that should be inspected before coatings are applied. • Explain how to use various inspection tools to access hard-to-see repair areas. • Identify refinish defects and signs of improper masking. • Explain how to verify that corrosion protection has been properly applied. • Describe considerations for pre-delivery and post-delivery inspections. • Understand how to effectively communicate information regarding repair to the customer. Continued on page 12

PROGRAM AT A GLANCE Date: September 24, 2011 Location: Hyatt Regency, located at 700 Centre Street SE in Calgary, Alberta Registration Fee: $275 per person Register Online: www.i-car.ca Registration Assistance: Mireille Schippers, (800) 808-2920, ext. 264 or mireille.schippers@aiacanada. com.

Schedule 7:00 – 7:30 a.m. Breakfast 7:45 a.m. Welcome Remarks 8:00 a.m. – 12:00 p.m. Inspecting Repairs for Quality Control (QUA01) Hail, Theft, Vandalism Damage Analysis (DAM09) 10:30 a.m. Refreshment Break 12:00 p.m. Lunch 1:00 – 4:00 p.m. Inspecting Repairs for Quality Control (QUA01) Hail, Theft, Vandalism Damage Analysis (DAM09) 2:30 p.m. Refreshment Break 4:00 p.m. Closing Remarks

JOBBER NEWS / AUGUST 2011

03/08/11 10:20 AM

SP FO R ECI A L INS DIS T RU COU C TO NT S R S AV & S AIL TUD ABL ENT E S!

For the first time in 7 YEARS, the world’s collision repair event is headed east! Join the automotive service & repair industry at the only event that is specifically designed and created for YOU. As the flagship event of ASRW, NACE constantly evolves with the industry to meet your ever-changing business needs, continues to invest in the industry it serves, and is a must attend event for anyone in the automotive service & repair industry. And this year…

IT’S ALL ROLLED INTO ONE: World class exhibits // Unmatched education & training you won’t find anywhere else Live on-floor demonstrations // Opening general session // Welcome reception // ASRW Town Hall ASRW Industry Forum // Association Leadership Summit // Networking Events Vehicle Display Featuring the Muscle Car Network of Florida

Co-Located With:

Held During:

ASRW 2011 // ORLANDO, FL USA

THE PREMIER EVENT DEDICATED TO THE AUTOMOTIVE SERVICE & REPAIR INDUSTRIES Exhibits: October 6–8 // Conference: 5–8 // Orange County Convention Center

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02/08/11 9:58 AM

EVENT PREVIEW

Stefano Liessi

Continued from page 10

A trainer since 2008, Stefano Liessi brings 30 years of experience gained from all aspects of the trade. Beginning with refinishing, he was at the ground level during the introduction of two-stage refinishing, twopart putties, and catalyzed high-build primer. Liessi honed his custom refinish skills in his 20s, was a partner in a shop in the Greater Toronto Area, has earned his interprovincial license for collision repair, and has worked as an appraiser for an insurer in Alberta.

Hail, Theft, Vandalism Damage Analysis (DAM09)

Delivered by veteran Sid Petrisor of SGI Canada, the Hail, Theft, Vandalism Damage Analysis (DAM09) course should be of particular value to the Alberta collision repair professional faced with regular hailstorm occurrences. With this course, professionals will learn to: • Distinguish hail, wind, and lightning damage and determine repair options. • Identify different types of vandalism, including fluid contamination, finish issues caused by vandalism, interior and underhood damage, and slashed tires.

AUGUST EVENT p10,12.indd 12

• Determine repair or replace options for specific vandalized vehicle parts. • Recognize commonly stolen vehicles and their parts, as well as identify damage to both factory-installed and aftermarket electronics. • Recognize the difference between theft and prior damage and understand potential fraud indicators. • Understand the considerations around repairing a vehicle affected by infestation and analyze potential damage. Sid Petrisor grew up fixing cars and has been involved with I-CAR since its inception. His beginnings as a journeyman, professional manager, owner and operator of an independent collision repair shop, his committee work and his position as I-CAR provincial chair, make him not only an industry veteran, but an expert. His fateful career change as an I-CAR trainer then followed, where the combination of his skills acquired in the aftermarket industry, the insurance industry, and as an instructor have been utilized to their full potential. Petrisor is now an I-CAR Platinum Individual at 134 Units. Sid Petrisor

JOBBER NEWS / AUGUST 2011

03/08/11 10:21 AM

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MARKET TRACKER

Maximizing

Chemical Product Sales T

are generally much less he chemical category familiar with product usage, has undergone many so explaining the technical changes, with a varied mix features is helpful in the sales of trusted, long-standing process.” brands and new formulaRobbie Fahey, mantions driven by environmenager of 2006 Jobber of the tal regulations and changing Year Award-winning Rafuse market needs. Autoparts in Bridgewater, It is anything but a simple N.S., says that staying abreast market. And in many ways, of all the changes and new it isn’t even a single market products can be a challenge. at all, with different prod“As we see a new product ucts and different customers come, we try to educate ourrequiring different marketing selves. But we really should and sales approaches. go out to the suppliers Given these facts, undermore.” standing what drives the marHe says that they’re ket is not easy. pledging to do better on this What motivates the jobfront, “but I’m sure a lot of ber and his customer are not jobbers are in the same boat. always the same; in fact they “The market is definitely can differ in important ways. changing, and it’s expand“At the installer level, ing.” He says the addition of product performance is the diesel exhaust fluid and always high on the list in other chemicals designed to the decision process, and of help improve fuel mileage, course, brand preference and other changes, keep (from successful experitheir staff on their toes. ence),” says Richard Navin, “Every time you look national sales manager, around there is a different Radiator Specialty Company type of brake fluid, a different of Canada. “At the jobber type of engine oil, to name level, price plays a larger role just two. It’s a hard thing to in the decision, along with keep up.” service level, brand preferStill, he says there are a ence, and performance.” Brand preferences are an important consideration for jobbers in the number of key areas with Navin, whose company chemical market, even in products as seemingly commodity oriented which Rafuse has had sucwas one of the first to introlike brake cleaner. cess, including perennial duce service chemicals into favourites such as brake cleaner and intake manifold cleaner, the automotive aftermarket some 80 years ago, says that for favoured by the trade. these reasons, there is no single approach to getting the Further to Navin’s point on the quality issue, Fahey says most out of your chemical categories. that it is important to keep your finger on the pulse of your “Attractive price specials influence jobber trade customers customer’s desires, which will seldom be the same from one on familiar items or common categories, as expected, but customer to the next. new technology products will require a technical presentation outlining benefits and usage. Further, jobber retail customers Continued on page 16 14

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JOBBER NEWS / AUGUST 2011

08/08/11 8:23 AM

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Call 1-888-CASTROL visit WakefieldCanada.ca, or call your Wakefield Canada representative today.

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02/08/11 10:59 AM

Continued from page 14

“When you find a good product, stick with it. There are so many companies and they all make product claims, but the person who is going to tell us what is good is the guy using it every day. “Some people like X brand and some like Y brand. So we need to keep both. The thing with chemicals is that you can have two different cans with the same product, but the installer will like one better than the other.” This is in some contrast to the retail customer – Rafuse gets about 20% walk-in – who could be looking for any number of products. There is, he says, really no pattern to it. “You do get a lot of people coming in looking for ‘mechanic in a can,’” he says with a laugh, “but I can’t pinpoint one item. It’s a mixed bag. Thankfully we have a good staff and they know their stuff.” And, while Fahey admits that the chemical market is generally characterized as a low-margin business, the consumable nature of the products translates into significant dollar profits and is an important part of the repeat customer business. As a case in point, he offers Rafuse’s success in the undercoating category. Two truckloads of product a year – which is big in Bridgewater – means they are the low-cost supplier in the region, get the volume of business that goes with that, and these calls can lead to other sales too. “It’s the same on antifreeze; if you’re ten cents too high, you won’t get the sale, and you won’t get the other business either.” Still, Navin cautions not to be too focused on repeat special offers, for the trade or the retail customer. “If the focus is always low price or a gift incentive, this becomes stale and trains the trade buyer to expect premiums

or low-cost (read: low-margin) versus a quality product. Most chemicals, cleaners, lubricants, etc., can make a technician’s job easier and therefore increase efficiency. Focusing on that reality will generate a stronger case for repeat business, and loyalty to the jobber. As long as the jobber’s focus is the installer’s business efficiency, not just gimmicks, the effectiveness of the process will generate more profitable sales. “Retail is hugely important, as this is one category where DIY is not only possible, it is often expected with many products; for example, most cleaning products, appearance products, fluid top-ups, and oil and fuel system additives are very easy to use. Service products that are used to make a technician’s job easier or require special knowledge or require specific process instructions are less appealing at retail, but still show some velocity and deserve space on the shelf.” While the chemical category has been variously characterized over the years as a collection of service items, a necessary evil, and an area in which the more traditional jobbers have had trouble competing in the retail segment, one of the enduring facts about the chemical market is that it is a key catalyst for gaining repeat customers at both the trade and consumer levels. And in this way, its true impact on the bottom line is perhaps better measured by the effect it has on the average sale and repeat sales, not just the isolated profit picture of the chemical products themselves. “It brings people to us,” says Fahey. “Sometimes I’d rather take antifreeze and windshield washer and throw it out the door, but people come in and buy those and buy something else too.”

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JOBBER NEWS / AUGUST 2011

03/08/11 10:32 AM

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COVER STORY

WHY THE EXPLODING IMPORT

AUGUST STORY p18,19,20,22.indd 18

JOBBER NEWS / AUGUST 2011

05/08/11 8:32 AM

By Andrew Ross

PORT SERVICE MARKET IS NO JOKE

FIX IT AGAIN

TONY I

still remember the funny looks that my father received from the neighbours when he drove up in any one of a long line of VW Beetles that inhabited the driveway of our family home for most of my formative years. And, with the exception of an ill-starred experiment with the domestics in the 1970s – ’72 Ford Maverick, anyone? – a VW was part of the landscape well into the 1990s. My sister has never owned a domestic vehicle and neither have I. Most of the people I know haven’t either. Which is all to say that the import makes’ rising share of vehicles in operation is not new; nor has it been executed under the cover of darkness. Instead, the import has enjoyed an inexorable climb from a curiosity to the dominant factor in the vehicle market. Those first Honda Civics were soundly ridiculed for their size and rust recalls. Italian maker Fiat earned a reputation for unreliability but now owns Chrysler, and its stylish vehicles are poised to change the Canadian landscape once again. Import nameplate vehicles – setting aside for a moment the large number of vehicles those makers produce in North America – make up more than half of new vehicle sales in Canada. Today, names like Hyundai, Kia, Smart, Mini, and Mitsubishi have joined the more established brands in the Canadian market. Continued on page 20

JOBBER NEWS / AUGUST 2011

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05/08/11 8:33 AM

COVER STORY

Continued from page 19

Over time, this encroachment on the Detroit Three – we can’t really call them the “Big Three” anymore – has had a significant effect on the service industry, and your business. And the aftermarket, which had been bottle-fed on the failures of Detroit iron from its inception, has had a hard time making the transition. Just why this has been the case still remains a question. “In truth, ‘import’ and ‘domestic’ vehicles are so similar in terms of technology and quality that these markets are quickly converging,” says Bill Dennie, director, channel management, Tenneco Inc., makers of ride control, exhaust, and brake products. “Today’s vehicles – import and domestic – are better described as world cars, incorporating the best ideas and technologies from suppliers around the globe. “This fact has naturally changed the perception of import parts in the replacement market. Distributors, jobbers, and service providers understand, for example, that we’re a global OE ride control and exhaust manufacturer. This gives them the confidence that Monroe, Walker, and Starla products from Tenneco are great choices for their customers’ vehicles, regardless of the make or model.” There are some key differences that help to explain some of the slow uptake, however. “There are different designs and technologies used on foreign vehicles, which are different from the traditional North American platforms for chassis components,” says Scott Stone, vice-president, sales and marketing, Mevotech Inc. “Because of these differences, we believe that it has been hard for many of the North American manufacturers to react accordingly in the production of the required components, and that has translated into [negative] installer perceptions regarding parts availability and construction from the traditional NA suppliers,” he says. Furthermore, there is the investment issue. “There is less consolidation and more parts proliferation to supply the import market in the brake category,” says Dean Weber, vice-president, Proforce Automotive/Nova East Warehouse Distributors. “There are more import formulations that go into the construction of the friction and additional sensors that ultimately require more vehicle-specific products.” All of which provides a barrier to everyone in the supply chain – but one that has, to a large extent, been overcome. “In our categories – ride control, brakes, and exhaust – the ultimate objective is to design and build parts that help restore the vehicle’s original performance,” says Dennie. “And that’s true of any vehicle, regardless of nameplate. That’s what the consumer expects in most cases, and that’s our engineering target.” Dennie highlights the company’s recent launch of OE-quality stainless steel mufflers and assemblies, a line that cuts across all borders. “In the ride control market, we identified a need for a new technology to address the unique demands of foreign nameplate vehicles with lighter-weight suspension systems and lower-profile tires. These vehicles tend to deliver a more control-intensive ride that transmits a higher level of NVH into the passenger compartment. Rather than mirror the OE technology, we developed a new valving approach that provides the tight control these consumers prefer, but also filters out the unwanted harshness before it reaches the driver. The result of this program is our new Monroe OESpectrum line of shocks and struts, which has been a big success for us in North America.” 20

AUGUST STORY p18,19,20,22.indd 20

All of this provides evidence that manufacturers recognize the differences that exist in both the design of the vehicles and the preference of the import vehicle owner. For a long time, those owners also preferred the dealer service experience in overwhelming numbers. Even among the independent service industry, there was a marked preference for the OE. Both these are beginning to change, says Weber. “Certainly in the past there was more brand loyalty and preference to the OEM suppliers for import parts, but I think we are slowly starting to see this change, whereby the more generic brand-name products are becoming more advanced, through more effective reverse engineering, at building more durable products and more vehicle-specific parts that meet OEM in terms of fit, form, and function. When the installer feels confident that the parts can perform as well as the OE parts and they have no issues with fit or availability or comebacks, than nine times out of 10 they will chose the more cost-effective part.” There is evidence of the persistence of differences, though. There are, as perhaps the most obvious examples, captive import specialty distribution organizations at three of North America’s leading distributors. Carquest has Worldpac, Genuine Parts Company has its Altrom organization, and Uni-Select has Beck/Arnley. As an example of this, Beck/Arnley addressed market differences with a recent announcement in the brake category. Beck/Arnley added Zimmerman Rotors to its brake and chassis product module earlier this year. “Zimmerman Rotors complement Beck/Arnley’s 089 Foreign Branded Brake Pads, providing technicians with an OE solution for the repair of European OEM vehicles, including BMW and MercedesBenz,” says Tom Fritsche, director of product management for Beck/Arnley. “Zimmerman Rotors are well known abroad and have an outstanding reputation for closely following the requirements and demands of the market so that they can respond accordingly with new products to meet their customers’ needs,” adds Fritsche. “In the ride, brakes, and exhaust categories, in particular, most consumers rely on the repair provider or jobber to recommend a brand that will help them restore like-new performance,” says Dennie. “And in cases when the customer does ask for a specific brand recommendation, it’s always best to be able to mention a name they know and respect. Monroe, as one example, is among the most recognized and trusted brands in the business, and this can help jobbers close more sales and gain the trust of new customers.” “Ultimately the installer is looking for top-notch designs, availability, and access to the parts,” says Stone. “All of this provides confidence, and the companies that can get this message out about their programs, and deliver on the promise, will win the battle for brand recognition. Many companies choose to bring awareness to these elements of their programs, either by creating different brands for the ‘Import’ portion of their programs, or by highlighting on their packaging and advertising the ‘Import’ angle. Some are more successful than others, but that really depends on whether the installer confidence gets achieved or not. If the installers get a sense that a brand (North American or import-specific) cannot deliver on the out-of-box experience that they expect, they will turn away from a brand for import applications; and they have a very long memory.” Helping jobbers effectively serve the import nameplate service business is the fact that many parts designs have started to cross over to many vehicles, regardless of nameplate. This may not stem the growth in part numbers, but it will slow it down. Continued on page 22 JOBBER NEWS / AUGUST 2011

05/08/11 9:28 AM

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02/08/11 10:02 AM

country of origin. That shows how far the aftermarket has come from the days when ‘foreign car repair’ was considered a highly specialized market.” “Many of the same parts now cross over and fit both import Still, ensuring that your customers, and your customers’ and domestic applications. Many of the so-called domestic vehicle customers, get this message requires work. [makes] now have both import and domestic manufacturing, “It’s all about the ‘out-of-box experience,’” says Stone. and as a result their vehicles are hybrids in the sense that they “There is no packaging or branding that will make up have a combination of domestic and import parts,” says Weber. for installer confidence about the parts design, material “So I guess in essence there is less differentiation between construction, and availability. It’s what is in the box that domestic and import vehicles, and I feel this trend will continue.” counts. “There is definitely a convergence as today’s vehicles “Find those companies that achieve the ‘out-of-box become increasingly global in nature,” says Dennie. “There experience’ and then rally behind those manufacturers is a broad assumption among consumers that jobbers and to get the message out to the installers. The jobbers must service providers can deliver the right parts and services find those lines and programs that can instil confidence for any repair on any common application, regardless of its in customers, and they must find manufacturers that have the parts availability that the installers need. Parts proliferation has hit every category in the aftermarket. It is really hard for a jobber to be excellent in every category. Choose the categories where you want to be an expert, and then promote the lines every day, every call.” “Emphasize in your marketing materials, signage, and daily communication that you offer quality solutions for all nameplates,” offers Dennie. “Highlight the global reach of your leading suppliers, and make it clear, if true, that they are OE on leading nameplates from Europe and Asia. This helps add confidence to every sale and can convince a service provider to give you a shot at all of his business. “One of the most effective ways to earn business is to differentiate your business from the competition. If you offer a ride control product UIN N E that improves the driving experience on foreign nameplate vehicles, make sure you and your shop accounts FL ID U communicate this message to consumers. In addition, if you can provide an OE-quality or better product and repair solution faster than your competition, you’re ultimately Beck/Arnley has added a premium line of genuine OE fluids for Asian vehicles going to earn more business. Jobbers to go along with its premium line of genuine foreign nameplate parts. With our can now provide those high-quality unique application specific sourcing, which comes directly from the chemical replacement parts for foreign suppliers who supply the OEMs, Beck/Arnley’s fluids are performance nameplate vehicles by relying on a enhancers which will keep your customers’ engines running like new. trusted global manufacturer, whereas Not all aftermarket fluids are created equally. Trust the brand that also provides similar parts might not be as readily the best premium genuine foreign nameplate parts. available or as economical through a vehicle dealership parts department.” Keep Your Business Flowing with Beck/Arnley OE Fluids. Forget for a moment that the new Fiat 500 – the “Cinque Cento” – is designed to provoke feelings of nostalgia and memories of romantic  Technicolor films shot in the Tuscan countryside. Under its skin beats the GENUINE Foreign Nameplate Parts heart of a subcompact, a subcompact that will be driven daily on our roads www.beckarnley.com and will need repairs, as will all the To place an order today call new flock of imports. 1-888-GO4BECK (1-888-464-2325). There is no reason for the aftermarket to be caught unawares when that opportunity arises. COVER STORY

Continued from page 20

The Best Name on a Box

is Now

the Best Name on a Bottle

22 B026-1219 BA Fluids ad jobber half island.indd 1

AUGUST STORY p18,19,20,22.indd 22

JOBBER NEWS / AUGUST 2011 7/13/11 11:57 AM

08/08/11 7:35 AM

Transit p23.indd 23

02/08/11 10:06 AM

AAPEX: Your Connection to a Global Marketplace

If you’re looking to connect with a global marketplace of products and services, look no further than the Automotive Aftermarket Products Expo (AAPEX), the world’s largest business-tobusiness event for the automotive aftermarket industry. With 2,000 exhibitors, 4,500 booths and attendees from nearly 140 countries, the global marketplace will be all under one roof during AAPEX, Tuesday, Nov. 1 through Thursday, Nov. 3, at the Sands Expo Center, Las Vegas, Nevada, U.S.A. Whether sourcing new products, comparing competitive products or learning about the latest trends and technologies, the AAPEX trade show is your aftermarket parts solution. To see exhibitors and products that will be at the 2011 event, visit the AAPEX website, www.aapexshow.com. The website offers several ways to search for products, including by country, keyword, category, or international pavilion. For handheld devices, the new AAPEX Mobile Compass App can be downloaded from iTunes and includes an exhibitory directory, a map of the show floor and other event information. AAPEX also offers top-notch education through the Learning Forum. More than 20 business management education sessions will be offered with specific tracks for warehouse distributors and jobbers. This year, sessions will include a range of topics, such as new pathways for growth and profit, increasing your competitive advantage and selling success, and new models in selling. An abundance of networking opportunities will be available throughout AAPEX, as the event attracts professionals from virtually all corners of the world and every segment of the aftermarket. Attendees include aftermarket industry

AAPEX ADVERTIAL p24.indd 24

leaders, innovators, service professionals, automotive parts wholesale distributors, jobbers, retailers, and service chains. For those attendees from Canada, Canada Night 2011 at Caesars Palace is your best opportunity to see and be seen in Vegas. Celebrating its 40th anniversary, the Canada Night event provides a unique networking opportunity to meet with existing and potential new customers, and will be held Tuesday, Nov. 1, from 6:30 p.m. to 9 p.m. This quality event is for the automotive aftermarket power players and industry insiders, and therefore, only qualified customers — specifically guests who regularly purchase aftermarket products supplied by Canada Night sponsors — are invited to attend. “The AAPEX trade show in Las Vegas is an annual gathering of aftermarket professionals from around the world that provides a unique business and networking opportunity for AIA members, as well as aftermarket service providers from across Canada,” says Marc Brazeau, president, Automotive Industries Association of Canada (AIA). “AIA Canada has supported this event as it provides us with the valuable opportunity to meet with new and existing members over the three days. The growth and value of those who attend Canada Night is an example of how AAPEX can be leveraged to bring Canadians together.” The 2011 AAPEX will again be co-located with the SEMA Show, which will be held the same week at the Las Vegas Convention Center. AAPEX is jointly sponsored by the Automotive Aftermarket Suppliers Association (AASA) and the Automotive Aftermarket Industry Association (AAIA). To register and make hotel reservations, visit the AAPEX website, www.aapexshow.com, or email: info@aapexshow. com. Buyers also can follow the AAPEX Show on Facebook and Twitter and the AAPEX Show Group on LinkedIn. AAPEX photos and videos frequently are added to Flickr and Youtube sites.

JOBBER NEWS / AUGUST 2011

08/08/11 8:12 AM

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7/11/2011 3:19:48 PM 02/08/11 10:07 AM

For the Counterperson

Knowledge Building: here were some who thought it would never happen, but NAST CAR’s announcement that it would

NASCAR Fuel Injection

go to fuel injection for 2012 was recognition of just how much has changed at the world’s most popular circle track series. Since its inception, NASCAR has prided itself on maintaining its 1950s stock car roots – they still race at Darlington and Martinsville, for Pete’s sake — and while much has changed with the cars over the years, they have steadfastly stood by the carburetor. As recently as 2008, Rudy Wade, who was Juan Pablo Montoya’s engine builder at Chip Ganassi Racing with Felix Sabates, told ESPN.com that carbs were here to stay, since fuel injection would require that a computer be on board the racecar to monitor the system. And there is no way NASCAR is going to allow any computers on board their stock cars. “It would open up a whole can of worms if they allowed computers on board the racecars, because there would be no end to the things the teams could do,” Wade said. “If you start allowing teams to have access to a computer anywhere on board that racecar, then somebody is going to figure out how to use it to cheat,” he added. Marketplace

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Now, however, the old Holley 4150 series four-barrel’s days are numbered, and in 2012 a fuel injection system from some of the world’s most respected suppliers will take its place. While there is very little technical information about the system available, Freescale Semiconductor and McLaren Electronic Systems – yes, the same McLaren whose electronics division supplies F1 teams with their ECU – will develop and integrate fuel injection systems into the Sprint Cup Series, targeted for the 2012 season. Bosch has been tapped as the first supplier of the fuel injectors. NASCAR officials said plans call for every NASCAR Sprint Cup Series race team to use a control system with Freescale’s advanced 32-bit Power Architecture-based engine management processors at its core beginning in 2012. Currently, these same processors power millions of today’s most energy-efficient engines. The ECUs are tamper-proof, and only approved software may ever be run during a race weekend. Officials also said that NASCAR will have special electronic tools at its disposal during every event to ensure the legality of all ECUs. While tight-lipped about specifics, Bosch has had a specialfor-NASCAR EV14 injector approved for use in the system – there will probably be other supplier approvals – and while the specification seems yet to be finalized for this important part, a little engineering math can give us an idea of what this might be. As you may or may not know, you need a certain amount of fuel to make a certain amount of horsepower. Injectors need to Continued on page 28

ADVERTISERS INDEX Company

Page #

AAPEX 2011 (Automotive Aftermarket Products Expo, www.aapexshow.com) . . . . . . 24, 25 Affinia Group (www.raybestosbrakes.com, www.raybestoschassis.com) . . . . . . . . . . . . . . 21 Aisin Industries (www.aisinusa.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IFC Automotive Service & Repair Week-NACE, CARS (www.naceexpo.com, www.carsevent.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Beck/Arnley (www.beckarnley.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 Equus Products Inc. (www.equus.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 Honeywell CPG (www.honeywellcpg.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Mevotech Inc.(www.mevotech.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . OBC NGK Spark Plugs Canada Ltd (www.ngksparkplugs.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 Nova East Warehouse Distribution Inc., (www.novaeast.ca) . . . . . . . . . . . . . . . . . . . . . . . . . 9 OE Quality Friction (www.oeqf.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Promax Auto Parts Depot (www.autopartsdepot.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 SEMA Show (www.semashow.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Schaeffler Group (www.schaefflergroup.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Transit Warehouse Distributor (www.transitwarehouse.com) . . . . . . . . . . . . . . . . . . . . . . . .23 Valvoline Canada Limited (www.valvoline.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IBC Valvoline Motor Oil Mythbusters Quiz . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Wakefield Canada (www.wakefieldcanada.ca) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 XRF Chassis (www.xrfchassis.com) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

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04/08/11 8:23 AM

COLLISION REPAIR & REFINISH The 2011 SEMA Show is the place where all the collision repair industry experts from SCRS, I-CAR, CIC and NABC will be gathering. Take advantage of premium industry educational offerings with SCRS’ Repairer Driven Education (RDE) series, I-CAR training classes and all the latest products and technology on display. A dedicated show section of collision repair and refinish manufacturer’s waiting to answer your questions. Plus more opportunities to find new profit centers and increase sales everywhere you look. And it’s only at SEMA—the Show that drives the global automotive industry. Register now and wrap your head around it all this November.

Register Today SEMAshow.com/BSB Las Vegas Convention Center, Las Vegas, Nevada Exhibit Days: Tuesday, Nov. 1 - Friday, Nov. 4, 2011 Education Days: Monday, Oct. 31 - Friday, Nov. 4, 2011

SEMA p27.indd 27

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had previous production car jobs, and we are well versed in developing engines with EFI,” says Dodge Motorsports engine engineer Pat Baer. “In addition, Penske Racing is bringing extensive racecar EFI experience to this NASCAR initiative. Technically speaking, the main difference is that the NASCAR race vehicle is subjected to many different operating conditions than production cars, so we are focusing on those differences to ensure the new system is robust. We are looking forward to testing and implementing EFI at the racetrack.” “We fully support the move to fuel injection in NASCAR. It’s been a topic of discussion by the manufacturers and NASCAR for a number of years, and we’re pleased to see it progressing forward,” says Jamie Allison, director, Ford North America Motorsports. “It’s a big change for our sport and it’s an exciting time to be an engine guy,” says Doug Yates, chief engine builder, Roush Yates Engines. “We’ve had these carburetors for many years, so the move to fuel injection is really something we welcome. I think it’s going to be a lot of fun getting prepared. These carburetors have done a good job for a long time, but we think fuel injection can help us tune each cylinder more precisely and probably clean up some emissions off-throttle, which is good and healthy for the sport. When you also consider the change NASCAR made this year with the E15 fuel, the sport is definitely heading in the right direction and doing some really good things.”

be designed to operate within defined parameters to generate the right fuel flow characteristics for the engine in question. For NASCAR, the engines put out about 800 hp. Online calculators put the flow of the injector at the 650 cc/min level; pretty high performance to be sure, but not the highest available from Bosch. It is likely that NASCAR is looking very closely at the flow rate specification to ensure that teams won’t make more horsepower than they do currently. It is also the case that NASCAR plans to retain the use of the restrictor plate at the superspeedways, rather than throttling back the fuel injection system, which could be done with the click of a few computer keys. (One technology step at a time, presumably.) In case you were thinking that somehow NASCAR teams and techs aren’t sophisticated enough to understand the technology, think again. For years, NASCAR teams have been loading up their cars with sensors, instrumentation, and data acquisition during testing, only to pull all that technology off the car for race weekends, as required by NASCAR. Their race engineers are second to none, and it is that realization by NASCAR that kept fuel injection on the sidelines; the NASCAR people know how to monitor cheating with carbs, but they weren’t so confident about being able to do it with fuel injection. “Almost all of the engineers that work in Dodge Motorsports

Automotive Internet Directory Visit these companies directly at their web addresses or check out the growing list of Hot Links at www.autoserviceworld.com. To find out how your organization can be included in this directory and on the web, contact aross@jobbernews.com

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WAREHOUSE DISTRIBUTORS & BUYING GROUPS The E.R.I. Group

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Editorial Comment

NO SUBSTITUTIONS

W From Our Pages E.J. Wadham, Founding Editor-Publisher, Jobber News Volume 24, Issue #5, May 1956 “Recent meetings of top level automotive men reveal that the shortage of skilled men for automotive service shops has reached the critical stage. In Ontario there are approximately 23,000 certified automotive mechanics. It is noteworthy that while this figure has shown a gradual increase each year the percentage is nowhere in line with the increase in vehicle usage. “The groups studying the problem have pretty well decided that the greatest difficulty right now is that management of service shops have been unwilling to accept their responsibility. To a large degree they have failed to realize that they must attract and train young men to man the shops in the future.” Jobber News 80 Years of Serving the Aftermarket 1931-2011

NEXT MONTH

September’s “How to Sell” focus will get your sales jumping, right through to the New Year. 30

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hile the virtual takeover of new car sales by import nameplates from the once-revered Detroit Three is nothing new, the recent supply crunch in Japan provided some critical insights into just how entrenched import brands are in the minds of the car-buying public. As a consequence, everyone in the aftermarket needs to understand just how permanent this reality is to the business, both today and going forward. In case your memories of the Japanese tsunami of this past spring have waned, let me provide a refresher. The production capability of virtually every Japanese marquee was sideswiped by the damage to many component supply plants, located in or near any number of coastal locations where the tragedy of the tsunami was felt most keenly. And, while the human tragedy dwarfs the impact on business, the pummelling that the supply chain took reverberated around the world. Even North American automakers did not escape completely unscathed – such is the intertwined nature of the global supply chain. However, for many Japanese companies, it put them in the uncomfortable position of having more demand for their product than they could supply. And, for a time, it wasn’t even possible to put an end date on the impact. Now, for many of us consumers, if we can’t get what we want, when we want it, we find something else. No porterhouse steaks for the BBQ? Grab a bunch of New York strips. And if there’s no Coke, you might grumble but still go for the Pepsi. If your favourite brew is out of stock at your local retailer, do you walk out empty-handed, resolving to remain thirsty? Not many do. But when it came to the shortage of vehicles at many Japanese brands’ dealers, that is exactly what consumers all over North America did. According to ScotiaBank Capital in its June Global Auto Report, vehicle sales weakened in Canada in May, with volumes slumping to only an annualized 1.40 million units from an average of 1.67 million in March and April, largely dropping in sales of Japanese brands, where the supply issues resided. The fall-off reflected a 21% year-over-year slump by Japanese brands. Excluding Japanese models, purchases advanced 5% above a year earlier and were nearly in line with activity in May 2008, prior to the global economic downturn. So there’s your proof. Furthermore, as supplies returned – also buoyed by incentives – volumes would rise to an annualized 1.60 million units, bringing first-half purchases roughly in line with full-year forecasts of 1.59 million units, said the analysis, penned by Carlos Gomes. The shift echoed the impact in the U.S., where passenger vehicle sales were also undercut in May by a shortage of Japanese models on dealer lots. Purchases fell below an annualized 12 million units, a noticeable slowdown from previous months when volumes consistently exceeded 13 million units. Of note, the Detroit Three garnered nearly half of the U.S. market in May, their best performance since late 2008. Still one cannot escape the fact that for a short time anyway, when faced with the prospect of not getting the car they wanted, a tremendous number of buyers didn’t look for getting something else; they opted to go home empty-handed. This, to my mind, is a wonderful example of the persistence of brand equity, and how absolute consumers can be when faced with the loss of choice. It is also unmistakable evidence that the import vehicle is not going to become a lesser part of the aftermarket any time soon. And while it would also seem that all signs point to the need to handle the import nameplate business differently in many ways (at least for now), it is also high time that this important facet of the aftermarket be more fully integrated in the routine of the day. Every time I hear tell of a lost sale due to a lack of information or attention to Andrew Ross, Publisher and Editor detail, I cringe. You should too. aross@jobbernews.com JOBBER NEWS / AUGUST 2011

03/08/11 10:18 AM

ÂŠ 2009, Ashland Canada Corp. *Source: Thomas Penway Research Poll of ASE Mechanics in the United States

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