Professional Motor Factor April 2023

Editor TOM HENMAN

Group Editor

KIERAN NEE

Group Manager

ROBERT GILHAM

Senior Account Manager

ALEX

DILLEIGH

Design

DONNA BOOTH

Group

CAROL

Let’s talk about divestment...

Production Manager

PADGETT

Production Assistant

KERRI SMITH

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Professional Motor Factor: Certificate of Average Net Circulation for the 11 issues distributed between July 2021 and June 2022

Net total: 3,260

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It has been a story that has created much talk and speculation since it broke at the end of February. Starting at the beginning, I received a press release from GSF Car Parts on the 27th February that announced the takeover. Within the statement, it confirmed that LKQ will “undertake a process to divest GSF Car Parts due to anticipated regulatory measures”.

Essentially, the operations of GSF Car Parts will remain independent from those of LKQ.

Interestingly, on the 9th March, this point was emphasised in another statement – this time released by LKQ Corporation – in the hope that it would “reassure the UK aftermarket that we remain committed to competition in the sector”.

Furthermore, on the 15th March, the Independent Garage Association released its own statement, confirming that GSF had contacted the trade body to “offer reassurance” to it and its independent garage members that the motor factor business will indeed be fully divested in terms of parts supply in the UK – quashing any fears of a supply monopoly.

IGA Chief Executive, Stuart James, said: “We welcome engagement with the parts sector to ensure garages have access to a fair and competitive aftermarket parts supply chain, and we are satisfied that GSF’s management are committed to ensuring full and fair competition is in place.

“It is clear from our dialogue with GSF that they are aware of the concerns of the sector and plan on making sure their customers continue to receive a quality and competitive service, ensuring businesses and consumers alike continue to benefit from a fair marketplace.”

Therefore, it is a case of business-as-usual, as GSF asserted in its statement, which I am confident is excellent news for the 2,500 people that work across the business.

Quotes from LKQ Corporation President and Chief Executive Officer, Nick Zarcone, and GSF Car Parts President and COO, Sukhbir Kapoor, can be found on page six.

Elsewhere in this issue, we bring you a detailed and bullish interview with Pearson Ham Group Director, Ben Martin, who stepped forward to field questions about the company’s takeover of Factor Sales, which, as regular readers will know, has featured prominently in the magazine over the years (pg 10).

Here’s a sneak-peek: “Our approach is to ensure that factors can improve their own pricing decisions – with our help. This means we will be investing in the enhancement of the free offering that we provide. We will also be providing factors with bespoke analysis on areas, such as pricing localisation, revenue optimisation and metrics on the performance across their branch/site networks, or position in their buying group.”

Enjoy the issue and have a fantastic April!

Tom Henman Editor

My last two viewpoints have been dominated by the developments surrounding the future of the MOT test, so as we eagerly await the results of the public consultation, let’s create a timeline of a significant story that broke between issues – and that’s LKQ Corporation’s acquisition of GSF Car Parts’ parent company, Uni-Select.

The publishers and editor do not necessarily agree with the views expressed by contributors, nor do they accept responsibility for any errors of translation in the subject matter in this publication.

LKQ Corporation ‘committed to competition in the sector’ after acquiring GSF Car Parts’ parent company

LKQ Corporation, the parent company of LKQ Euro Car Parts, has clarified that it will be undertaking a process to divest GSF following its acquisition of the factor’s Canadian owner, Uni-Select.

A statement released on the 15th March read: “The transaction is subject to the receipt of anti-trust clearance in the UK –LKQ Corporation will offer to divest GSF as part of its application for the UK competition authority’s approval of the transaction and the divestment.

“In the interim, LKQ Corporation will not be involved in the day-to-day running of the GSF business with the existing management team remaining in place and the organization ringfenced from LKQ.”

LKQ Corporation President and Chief Executive Officer, Nick Zarcone, added: “As detailed in the presentation shared on our website upon announcing the acquisition last week, we expect to divest GSF following receipt of relevant regulatory approvals. We hope this announcement helps to reassure the UK aftermarket that we remain committed to competition in the sector.”

In a statement released on the 27th February, the day news broke of the takeover, GSF Car Parts President and COO, Sukhbir Kapoor, said: “We are a strong and healthy business, optimistic about the eventual

Meanwhile, GSF Car Parts and the Original Equipment Suppliers Aftermarket Association (OESAA) have agreed a “longterm partnership” with the national motor factor named as headline sponsor for OESAA Academy Live.

GSF Car Parts has pledged its commitment to a campaign that is “determined to discover the next generation of automotive talent and inspire the current crop of professionals”.

GSF’s branch locations offer the distributor the “ideal platform” to promote the ample benefits OESAA Academy Live presents to customers and customers of the future.

At the event itself, there will be a notable GSF presence: on Friday, the turn of

outcome of the divestment process, given the strength of GSF and the talent of our 2,500 people across the UK.

“There is no material change to the day-

apprentice students, members of GSF’s talent and recruitment team will deliver a presentation on the place of a motor factor in offering wraparound support to all aspects of garage life, as well as delivering CV health-check and interview skills workshops.

On Saturday, members of GSF’s specialist product and Servicesure teams will be onsite to showcase a range of products and the Servicesure national garage programme, which has more than 600 members across the UK.

OESAA Chairman, Nigel Morgan, said: “We are delighted to welcome GSF on this important journey, as our members travel to colleges around the UK to promote the latest and upcoming developments in

to-day business of GSF Car Parts because of Uni-Select’s announcement, so our network of 180 branches and our growing online retail service remains open for business as usual.”

product and vehicle technology, best practice and diagnosis techniques.

“It’s vital that we champion the automotive aftermarket as a desirable and rewarding industry, whether students are about to embark on their career, or professionals looking to stay ahead of the curve. With the encouragement of GSF, this marks an important step in our ambition to make OESAA Academy Live an unmissable date in the calendar.”

Technical trainers from Banner Batteries, Brembo, Dayco, DENSO, MAHLE Aftermarket and ZF all took part in the latest instalment at Suffolk New College, with more dates set to be announced imminently.

“Everyone at GSF Car Parts remains committed to driving value and delivering the excellent service to our customers on which the business has built its strong reputation.”

National distributors pledge support to Automechanika Birmingham

Alliance Automotive Group (AAG) has been named as headline sponsor for Automechanika Birmingham 2023. The event takes place at the NEC between the 6th and 8th June.

As headline sponsor, AAG’s EV garage programme, NexDrive, will sponsor the EV Training Hub. The arena will host EV sessions each morning and supported with a range of speakers. These will “highlight the requirements and opportunities available to the aftermarket to support the transition to hybrid and EV servicing and repair”.

What’s more, visitors to the AAG stand (R130) will have the opportunity to speak with members from Garage Network teams, AutoCare, United Garage Services and Top Truck. There will also be representation from NAPA.

AAG Head of Workshop Solutions, Tim Clement, commented: “We’re excited to showcase NexDrive, a global EV programme run by GPC, and our EV garage solution designed to train and support technicians with the evolving aftermarket EV SMR opportunity.

“Throughout the show, our EV experts will be raising awareness of our EV offering and providing customers with quality and certified EV workshop repair solutions.”

Automechanika Birmingham show will be holding a range of events across the three days, where visitors can expect to get their hands on new products, test tools and technologies in the 12 interactive features areas and four workshop training hubs.

There will also be a keynote conference held on each day, where leaders can “come together to debate and tackle the big industry challenges head on”, plus the automotive community will learn about new innovations and trends.

More than 500 exhibitors from 23 countries and over 12,000 visitors are expected, according to AAG.

Meanwhile, LKQ Euro Car Parts has agreed to lead the sponsor support for the first-ever Automechanika Birmingham Garage Awards.

Hosted by the Independent Automotive Aftermarket Federation (IAAF) on the evening of Wednesday 7th June at the Hilton Metropole NEC, to celebrate outstanding achievements across the garage industry, the

ceremony will be held against the backdrop Automechanika Birmingham.

The nationwide distributor will also exhibit with an eye-catching display.

LKQ Euro Car Parts Chief Executive Officer, Andy Hamilton, said: “Recognising best practice within the aftermarket is an important step in driving the whole industry forward, so it can continue to support livelihoods and offer a top quality, great

value, local services to consumers and businesses across the country. Garages, bodyshops and the thousands of people that work for them are the lifeblood of our industry, so it’s only right that we celebrate their contributions and achievements.”

Nominations for each award can be made at www.rdr.link/FFT001, with eight different awards categories available.

Tevva partners with Ecobat for ‘first-life’ battery management

British EV manufacturer Tevva has entered into a strategic partnership with Ecobat for the “repair, repurposing and recycling” of its lithium-ion batteries.

The partnership kicks off with a 12month pilot phase for first-life battery management, with the opportunity to expand into additional energy storage and recycling solutions.

In the “unlikely case that an issue arises during vehicle life”, Ecobat will ensure Tevva’s in-house assembled lithium-ion batteries are handled, diagnosed and repaired using the most effective and environmentally friendly methods.

Tevva is committed to ‘circular economy’ principles, zero waste and reducing costs when it comes to managing lithium-ion batteries. By engaging Ecobat, the company is “demonstrating its commitment to providing customers with the best and fastest possible service, while minimising potential impact on the environment.”

Its founder and CEO, Asher Bennett, added: “By agreeing this strategic partnership with Ecobat, a company with proven credentials in minimising waste, honouring resources, and respecting rare earth metals, we are letting our customers know that we’ve got their back in the worst-case scenario,

while also being a responsible corporate citizen by preparing for battery end of life.”

Ecobat EU

Key Accounts Director, Tom Seward, said:

“Ecobat is thrilled to partner with a company like Tevva, one that’s committed to efficient, effective and sustainable resource management, to extend the lifecycle of their lithium-ion batteries.

“Working with pioneers like Tevva to support their battery management gives Ecobat the opportunity to expand its lithium-ion recycling footprint and further the circular energy economy.

Tevva’s 7.5t battery-electric truck has recently entered mass production at the company’s London facility. The Tevva truck offers up to 140 miles (227 km) from its 105 kWh battery on a single charge – ideal for last-mile and urban delivery fleets, according to the company.

followed by a 7.5t hydrogenelectric truck, which benefits from a hydrogen range-extender that extends vehicle range to up to 354 miles (570 km).

Granville embarks on new chapter

Following 20 years of the iconic rectangular red and blue tram tracks, Granville believes the “time was right” to modernise the logo by introducing a “more flexible and recognisable icon to combine with the traditional Granville font”.

The company said the new logo embodies its ethos; the regular, uniform sides and angles of an equilateral hexagon represent the solid foundation of Granville and its business encased in the strongest shape in nature.

The G in the icon is split into three parts to show an emphasis on quality, value and customer service. This modern icon is paired with the more traditional Granville font, to complement a new look and feel. It is to remind customers that it stands for the “same fundamentals of service that

Granville have provided throughout the decades”.

Granville CEO, James Holland, said: “This new logo becomes flexible, with the colour of the icon reflecting the placement and colour scheme of the product on which it is placed.

“For our top tier Performance range of engine oils, the logo retains our gold colourway, representing the premium product being offered, whilst for our more trade oriented Hypalube range, the icon becomes silver to fit in with the quality and value for money the range offers.”

Whilst rebranding, Granville decided to introduce a new look and feel to the Hyalube range, with the new trade bottle being the first to embody the new look of Granville.

What’s more, during the COVID-19

pandemic, Granville reviewed its operations and supply chain. By its own admittance, it established a weakness in the sourcing of bottles. To resolve this, the company has invested in blow moulding equipment to be able to manufacture its own bottles.

James added: “This improves resilience, efficiency and is significantly more environmentally friendly, as we will negate at least 100 truck journeys per year saving 1,000t of CO2 per year. The ability to manufacture bottles and fill them on a single site is a major step forward in Granville’s evolution.”

This will be

Newly-acquired Factor Sales’ ‘quality, depth and range of data’ impress Pearson Ham Group

Following Pearson Ham Group’s acquisition of Factor Sales – news brought to you in the March edition of Professional Motor Factor – its group director, Ben Martin, stepped forward to answer our questions about the impact of the takeover:

QWhat was the thinking behind acquiring Factor Sales?

A“As pricing experts, Pearson Ham understands the value that comprehensive data adds when making pricing decisions. Having previously worked with factors and investors into the UK IAM, we have always had an interest in the aftermarket, recognising the characteristics of an industry in which there is a real opportunity for us to add value to the market participants.

“Upon meeting Factor Sales, we were immediately impressed with the quality, depth and range of the dataset it had collected over many years and across a huge range of product categories – but that was only half of its success. As we all know, a lot of IAM sales data is not in a single or common format; it is not structured. Factor Sales had worked out how to organise and codify all this data, turning it into genuinely useful information. We are confident that, by adding our pricing skills and experiences to Factor Sales’ existing service, we are creating a product that everyone will benefit from.”

With the experience of the existing Factor Sales team, how does this change the dynamic and offering of Pearson Ham Group?

“We were delighted that Ian and Vivienne Penny, as well as Izzy Shalaan, have continued their journey with us. We thank Peter Seagroatt for his insight and motivation in creating such a business. Upon buying Factor Sales, we created a new Pearson Ham Group Automotive Insights division, within which we all work.

“Automotive Insights, which has been established on the foundations of Factor Sales, provides the resources, knowhow and technologies to allow us to provide data-led and consultancy-led insights and analytics to many companies within the IAM. We believe the access to our data, plus our experience and skillset, puts us in a unique position to help automotive companies make better pricing decisions.”

A Q A Q

How does the group approach and connect with motor factors?

“Motor factors continue to be very important to us. It is a priority to ensure that our data is fully representative of all the sale transactions from all factors across the UK (and later in new regions). This means we must focus on retaining existing factors, as

well bringing in new ones.

“Our approach is to ensure that factors can improve their own pricing decisions –with our help. This means we will be investing in the enhancement of the free offering that we provide. We will also be providing factors with bespoke analysis on areas, such as pricing localisation, revenue optimisation and metrics on the performance across their branch/site networks, or position in their buying group.”

What is the process behind signing-up suppliers?

“We have a strong number of suppliers as existing customers, all of which have renewed for 2023.

We have worked with these suppliers to develop the new service, and these have given positive feedback on our work. But interestingly, when we have shown the service to new suppliers, their reaction has been even stronger. Both existing and new suppliers have been able to quickly grasp the action-orientated insights and conclusions on how to use Factor Sales to improve their product gaps, understand trends in their market share, or even assess innovative ways to explore opportunities with their own customers.”

Can you summarise the importance of Factor Sales data for motor factors?

“It provides a view of a factor’s position in the UK IAM, based on real sales data. Factors can see trends in their total sales and units, as well as tracking at part level. Following our commitment to continue upgrading, we want to ensure that this valuable business information is provided to them with no fuss and when they need it. This is to ensure that it becomes important in their own pricing and business decisions and that Pearson Ham is available to provide bespoke pricing advice if and when needed.”

Since the takeover, what trends have been observed so far?

“Prices are higher: the final quarter of 2022 saw typically strong motor factor sales in the brakes and service parts catalogues. It was a fantastic quarter for suppliers in the lubricants and fluids market, with the catalogue showing 17.4% revenue growth when compared with the same period in 2021.

“But lower volume supplied: nearly all of our classification catalogues saw a decrease in the number of units sold in Q4 2022 when compared with Q4 2021. This is

A Q A Q A Q A Q

a likely effect of double-digit price increases and macro-economic headwinds. It is an indication that factors need to make sure they are correctly optimising price against demand to drive continued sales growth.

“Last year saw growing inflation pressure across the UK and the automotive aftermarket experienced the full effects of this; the average price of parts supplied by factors increased by just over 10% across 2022, although there was significant variation between different catalogues and categories.”

What health is the automotive aftermarket in at present?

“If you compare motor factor revenue in the second half of 2022 with the same period in 2021, the UK IAM grew by just 0.2%. We assess that this movement was due to an 11.4% decrease in the number of

parts sold (volume effect), a 13.2% increase due to higher prices and a 1.6% decrease due to a change in the sales mix of parts sold (mix effect).

“On the face of it, this does not say amazing things about the health of the UK IAM, where growth appears to be driven by rising prices. However, the current economic climate makes market health difficult to assess. Certainly, there is significant variation in growth rates between different product catalogues and categories, and growth rates appear extremely dynamic. Monitoring sales, volume, and price trends in the first half of 2023 will be vital for determining success in a difficult marketplace.”

For more information about Pearson Ham Group, www.rdr.link/FFT002

“Last year saw growing inflation pressure across the UK and the automotive aftermarket experienced the full effects of this; the average price of parts supplied by factors increased by just over 10% across 2022, although there was significant variation between different catalogues and categories.”

Movers & Shakers

Liqui Moly

Sina Ataei has taken responsibility for international press and media work at the German motor oil and additive producer. He is now the point of contact for journalists outside of German-speaking countries.

He said: “I look forward to my new role in the company a little awestruck but also with pleasure.”

Over the past six years, the graduate journalist has promoted the company’s international web and social media presence as content strategy lead. Now he succeeds the highly valued Dr. Peter Szarafinski, who died unexpectedly last year.

Liqui Moly Head of Public Relations and Communications, Marco Esser, added: “I am delighted that we were able to recruit Sina for the vacant position. The reason for this replacement is a sad one. I can hardly imagine a better and more worthy successor as media representative of our company.”

Ring Automotive

Martin Barron has joined Ring Automotive as its new automotive area sales manager for Scotland and Northern Ireland.

The company confirmed that Martin will travel throughout Scotland and Northern Ireland, visiting motor factors to develop relationships and discuss their needs.

Following 19 years in a workshop environment, starting off his career as an apprentice in the motor trade and working his way up to the role of centre manager before venturing into the energy industry, Martin has considerable knowledge of the sector and understands first-hand what customers need.

Martin said: “As I still have many contacts from the motor trade, I heard through word of mouth that the position at Ring was available. My reason for taking the job was twofold: first, I had a good knowledge of the products Ring offered from my career in the aftermarket and, second, I was looking to take on a new challenge and this role suited me perfectly!

“Ring is a well-established company in the UK, and I feel it holds a lot of credibility in the industry.”

PMF introduces this month’s movers and shakers, as they begin a new stage of their career.

AS-PL gets to the heart of its operation

Based in Gdańsk, Poland, AS-PL supplies parts and electrical components. Established in 1992, it employs more than 300 professionals and works alongside distributors and wholesalers in around 100 countries –intrigued? Here’s more!

The company’s mission is to “provide top-quality goods tailored to market expectations while using state-of-theart technologies”.

AS-PL’s core products are alternators, starters, and components. In 2004, products manufactured under the own brand name AS were introduced. Currently, the company offers more than 24,000 different products with a total of almost 610,000 reference numbers in order to provide its customers with a wide selection of original products and their replacements at “favourable prices”.

The AS-PL products are divided into three product lines:

Premium Line: the option addressed to customers who are looking for the best quality. Products supplied by OEMs and selected products of AS brand

Standard Line: the leading product line of the AS brand, an option directed to customers looking for high-quality and reliable products at competitive prices

Economy Line: a line of products that merge quality at a reasonable price

In 2016 a production plant in Lubichowo, Poland was opened. It houses production lines with innovative solutions and specialist machinery supplied by Canadian D&V Electronics, a warehouse, and administrative space. The facility contains testing machines for controlling and improving the quality of AS-PL’s products and positions for the process of remanufacturing.

AS-PL has three branches abroad: in 2017 AS-PL UK Ltd. was opened in the UK. In Italian Moncalieri, the next office and warehouse (AS- PL ITALIA S.R.L.) is located and operating since 2019. Spanish Valencia

houses AS-PL ELECTRICOS ROTATIVOS S.L. that was opened in 2022.

Additionally, the UK branch is set to be expanded with a warehouse and office area of space of 1000m2

Remanufacturing sales continue to rise

For AS-PL, ecology is critical. The company claimed its remanufacturing process of alternators and starters takes place in a production plant using “advanced devices, in accordance with high-quality norms and assembly standards for assembling devices using new parts”. The process is carried out

to minimise its negative impact on the environment.

AS-PL reported that customers’ interest in remanufactured products is not weakening – on the contrary! In the last few years, sales of remanufactured components have jumped (approximately 53%).

It believes this situation is affected by raging inflation and rising prices or difficulties in the availability of raw materials in the automotive industry. The policy of the European Union has had an influence too. This makes remanufactured products a very popular and cost-effective alternative to buying new parts.

AS-PL records the increase in remanufactured product sales every year. As a result, the range of models of regenerated alternators, starters, and parts has been expanding every year. The possibilities of assembling these products in the company’s production plant are also increasing and, currently, it is producing approximately 15,000 units per month. In addition, the return of cores for remanufacturing is not required.

From an environmental point of view, a customer that buys remanufactured parts reduces waste. In addition, it also reduces the consumption of valuable mineral resources and media, which are needed less to remanufacture the product than to produce a new part. This point of view is in line with the assumptions of the Green

Deal policy and the circular economy. From an economic point of view, a remanufactured product is a cost-effective alternative to purchasing a new product. Each AS-PL remanufactured product has a two-year warranty.

Taking the remanufacturing process, from a technical point of view, into consideration, worn-out elements are replaced and working parts undergo tests. The process minimises the quantity of product waste and saves precious raw materials and utilities.

Damaged enclosures, bearings, and controller electronics are replaced with new ones.

Each product is accompanied with a completed final test report, which demonstrates that the product is in good

working order and is reliable. It is inserted into a box together with the product, which then goes to a warehouse shelf where it waits to be delivered to the distributor network.

As a result of remanufacturing carried out in a professional manner, AS-PL stated that a product’s properties match its OEM equivalent.

Range expands with NOx sensors

The sensors are important elements of the selective catalytic reduction (SCR) system. The typical sensor consists of a measuring probe with an electrochemical sensor – it consists of two measuring chambers – a cable connecting the probe to the control module, a probe data processing module and a socket connecting the sensor to the

ECU computer.

NOx sensors are located in the exhaust system; the input and output of the SCR system allows for continuous measurement of the concentration of harmful substances. The first sensor receives a measurement sample of exhaust gas, which has already undergone a treatment process in the DOC/DPF system. At the output, the NOx sensor is designed to monitor the performance of the SCR catalyst, which should reduce the volume of poisonous compounds to a certain level. Based on both measurements, the required amount of urea (AdBlue) injection is calculated to reduce the harmful substances as much as possible.

For more information about AS-PL, www.rdr.link/FFT003

“Each product is accompanied with a final test report, which demonstrates that the product is in good working order and is reliable. It is inserted into a box together with the product, which then goes to a warehouse shelf where it waits to be delivered to the distributor network.”

New Liqui Moly UK MD seeks to ‘build on success already achieved’

“We like to work closely with our partners to develop and support their business, as they are an invaluable part of our successful journey together. The Liqui Moly worldwide family works together as a team, and it is this connection that make us strong, special and successful – this is what makes our brand!”

What do you hope to bring to this position?

“I would like to grow and enhance the structure of Liqui Moly in the UK and build on the success that we have already achieved here. My experience within the UK market has given me an insight into opportunities that we can target going forward. We have extensive experience within our strong UK team, and I would like to develop the team further – our dedication and passion for the brand is second-to-none.”

What are the pillars of Liqui Moly’s strategy for the UK aftermarket?

“We have a strong range of products throughout our portfolio and workshop concepts that we

will continue to grow. The UK has a lot of competition, and Liqui Moly strives on its ability to manufacture globally renowned premium quality lubricants, motor oils, additives, vehicle care products, service products, glues, sealants and tools to offer a one-shop approach to our customers, alongside our technical back-up and support.

In the February issue, we announced Debbie Barnes’s promotion to the role of managing director at Liqui Moly UK Ltd. As such, we pounced on the opportunity to quiz her on her role, Liqui Moly’s perception in the industry and what trends the brand is observing. A Q A Q

A Q

How would you describe Liqui Moly’s position and its perception in the UK aftermarket?

“Liqui Moly is a strong international brand, and we are a recognised name in the UK aftermarket. Our route to market is through distribution, and we work successfully with our existing partners who also support our brand recognition throughout the UK customer network. We are perceived as a strong

company that has the ability to grow further in the UK and have the tools and the team to support this.”

QHow does Liqui Moly support its distributors and their customers?

A“We work very closely with our distributors and support them through mentoring, training and customer engagement via workouts, launch days, trade shows etc. Our connection to their customers enables us to promote our brand and support their business through ideas and opportunities to help with growth. We also have a large global sponsorship programme, which also assists with the added value of using our products and thus creating the awareness to their end-user.”

QWhat trends is Liqui Moly seeing in the aftermarket at present and how is it responding?

A“Due to the ongoing technology in our vehicles today, the request for premium oils is becoming more prominent to ensure the performance and longevity of the vehicle. We are seeing the UK population keeping their vehicles for longer and, therefore, require the highest quality of parts to maintain them.

“There is a shift in oil viscosity towards the OWs to improve the CO2 footprint, which, in turn, supports fuel efficiency. Through its innovation, Liqui Moly has a range of OW viscosities to respond to the demand. As we know, there is a move towards zero carbon footprint by 2030 and, again, we have created a range of products

to support this with our Brake Fluid Dot 5.1 EV. Hybrid Additive, Top Tec Gear EV 510 Oil and Fuel Cell Coolant FCF 20.”

QWhat challenges does the oil sector face and how is Liqui Moly planning on tackling them?

A“One of the biggest challenges the industry is facing is sustainability and the requirements of how this is set up through the manufacturing process. For Liqui Moly, a sustainable business is an essential part of our corporate culture. Our company objective is to constantly improve itself, its products, processes and to handle the environment, resources and energy in a responsible way, whilst we constantly work to reduce our resource and energy consumption.”

For more information about Liqui Moly, www.rdr.link/FFT004

“We like to work closely with our partners to develop and support their business, as they are an invaluable part of our successful journey together. The Liqui Moly worldwide family works together as a team, and it is this connection that make us strong, special and successful – this is what makes our brand!”

Kerridge Commercial Systems unveils ‘exciting and sustainable initiatives’ at conference

More than 400 delegates attended KCS’ first live UK event since the COVID-19 pandemic. KCS Managing Director in the UK and Ireland, James Mitchell, opened proceedings and set the scene for the two days – focussing on the company’s new and exciting digital solution:

We believe that digitisation, sustainability and profitability do go hand-in-hand, and over the course of the next two days, we would like to share initiatives with you that can significantly help your business reduce its carbon footprint, while delivering greater efficiencies and cost savings and helping you grow your profits – a win-win-win scenario!”

KCS staff conducted in-depth demonstrations and workshops on the company’s latest mobile and web solutions, including a range of intuitive apps that deliver their customers’ efficiencies in all aspects of warehousing and operation management.

In addition, KCS showcased many partner solutions, such as its relationship with Phocas, an integrated BI platform that delivers real intelligence from the rich data held within KCS ERP solutions. It also took the opportunity to announce its partnership with the EFT solutions from Dojo and WorldPay for electronic payments, as well as the robotic process automation tools from Apollo that enable everyday tasks to be automated.

Concentrating on key market sectors of distribution, automotive and rental

The company also unveiled many initiatives to deliver key benefits to all industries where its customers, like motor factors, operate; for example, its new Konnect Online platform will enable KCS to quickly develop and deliver partner solutions that can be made available across all its markets and core products.

This approach underlies the company’s strategy of offering its customers “best-ofbreed digital products that complement its core business solutions”. KCS believes in developing core ERP solutions that deliver on its commitment to helping customers embrace their carbon reduction targets and provide improved performance without compromising profits.

James said: “We recognise that our customers need our support as they work to deliver their carbon reduction strategies, and we are proud to develop and to showcase solutions that can help. Our EasyAP solution, for example, enables customers to automate their Accounts Payable processes and to remove paper,

filing and storage. They can extract invoices from email, import and match, and electronically file an image of the supplier invoice. This innovation removes paper and printing, which means there’s no storage and results in a more efficient administration process.”

KCS also delivered updates to customers on the latest web strategies available. Customers can choose integrated B2B or B2C web trading products to quickly implement into their business to support their ecommerce strategies, together with a range of sophisticated tools that enable a customer to forge strong integrations with their customers and suppliers.

James added: “Our customers were early adopters of our cloud technology to outsource their IT infrastructure and reduce their energy consumption. They have been using hand-held technologies to improve efficiencies but, up to now, the high hardware costs have always been a barrier to adoption. However, the emergence of new digital technologies has enabled us to harness the power of cloud computing to deliver cost-effective solutions into areas of the business that staff members manually controlled in the past.

“This change enables them to greatly enhance efficiencies and grow profits whilst removing much paper, ink and energy waste that results in a significant carbon footprint; however, it doesn’t stop there: we are committed to delivering even more over the coming months.”

For more information about Kerridge Commercial Systems, www.rdr.link/FFT005

TALK OF THETRADE

Starting with PMM’s editor, Kieran Nee, he went to Banstead to visit Ross Crook, area workshop manager for the Southeast Coast Ambulance Service, to find out what particular challenges an NHS workshop faces. Kieran discovered that there is more in common with an independent garage than he had first thought. Each of the 12 workshops that Ross oversees have between four and six technicians on-site, working seven days-a-week, 52 weeks-a-year, including early and late shifts. Besides the routine maintenance, there is a lot of un-planned repairs to do, so the workshops needs to be able to react quickly and ensure the fleet is back on the road as quickly as possible.

One advantage, Ross explained, over an independent workshop is that they know what vehicles are coming up for servicing and when –it’s all planned well in advance:

“As much as possible, a lot of the work we do is not just planned, but also preventative maintenance. A lot of the guidelines that we work to are above and beyond what the manufacturer or the general road user might use; for example, we might have our brakes all replaced at 50%. Our tyres are all replaced at 3-4mm, depending on the vehicle model.”

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Autotech Recruit Managing Director, Simon King, discusses the challenges the automotive industry is facing when recruiting:

“For the automotive industry, retention has been a problem for some time and attracting the right talent is an ongoing issue. We are starting to see salaries rise, particularly for vehicle technicians, and, whilst this does put additional pressure on employers, it is incredibly positive and long overdue. As the saying goes, money talks, but people, especially those with sought after skills, recognise their worth and the industry needs to keep up with new technology while exploring all potential avenues, to ensure they attract and keep hold of the right people.

“Last year was a candidate’s market, and 2023 is likely to follow suit. People are seeking a greater level of flexibility and employment on their own terms. If they don’t get it in their current job, they are very likely to look elsewhere, and retention rates have become a real problem for most organisations.”

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This time in Talk of the Trade, PMM Editor, Kieran Nee, shares an interview with Ross Crook, who oversees a dozen workshops for the Southeast Coast Ambulance Service.

Spokespeople from Autotech Recruit, Castrol and Rotronics also appear.

Castrol is working closely with VMs and motorsport teams to develop its latest range of EV fluids.

Are EV fluids set to become mainstream in the aftermarket? Castrol’s own EV fluid range currently consists of Castrol ON EV transmission fluids, thermal fluids, and greases.

Castrol ON EV Transmission Fluid is available to independent workshops certified to work on EV powertrains. The product is a “high performance and highly efficient” fully-synthetic fluid for transmissions paired with dry e-motors, offering high levels of gear and bearing protection.

Patrick Bauer, senior technologist, said: “As greater volumes of EVs enter the aftermarket, more OEMs have asked us to make an advanced EV transmission fluid available to their workshop partners to support ongoing repair and maintenance activity.

“While these fluids in some EVs are deemed as suitable for the lifespan of the vehicle, workshops still need to replace the fluids in the event of a repair, and there can also be a requirement to change the product early to safeguard protection in certain use cases. We have collaborated very closely with OEMs and tier one suppliers to develop, test and deploy products to meet the required performance criteria.”

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The Rotronics team are the creators of ROBIS, which provides easy-to-access battery reports via an online dashboard and reporting system from battery data that has been collected from national/regional workshops. This works in conjunction with the EXP1000FHD battery tester.

Through analysing 12-months’ 2022 ROBIS data, covering five independent, single-site workshops, the Rotronics team could see that of the tests conducted, only 24% of the vehicles had batteries that could be considered “GOOD”. Thirtyseven per cent of the batteries needed to be “CHARGED” and 39% needed to be “REPLACED”.

Three quarters of all batteries tested needed attention and would cause the customer to have a roadside breakdown if not charged or replaced.

Rotronics Managing Director, Ken Clark, said: “We keep discovering large site workshops who will battery test, to tick a process box, but then won’t charge appropriately. They may as well not bother because it’s the appropriate charging that really makes the difference to the long-term health of a battery.

“We recommend using the DCA8000 for appropriate testing and charging because it’s a ‘plug-in and leave’ option, which will show what the test recommended and how the battery has been charged.”

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MOT data added to Garage Industry Trends

Araft of fascinating MOT charts and insights is on show at www.rdr.link/FFT010. The summaries are created from publicly available UK government data, which the site seeks to use to “provide insights to everyone in the motor industry”.

Garage Industry Trends has gained growing attention since launching in September 2022. Up to now, the platform has aggregated over 175,000 transaction lines from an opted in group of 117 independent garages.

The site then calculates and displays rolling real-time averages for invoice value, labour rate, count of future

bookings and Net Promoter Score (NPS). The service has already shed light on surprisingly high national fluctuations in garage work-loading, and, it is claimed, is the first source of a truly live UK garage labour rate.

Garage Hive Director, Alex Lindley, said: “The vision was always to enhance Garage Industry Trends with external data. We’ve integrated over 200 million lines of MOT data to power this new suite of reports.”

Quick reference charts are provided for MOT volume per year, regional pass rates, MOT volume by fuel type and much more. Geographic EV data and MOT

failure rates by fuel type present some particularly interesting information for policy makers.

There’s even a link to the ‘Full Report Suite’ which allows viewers to filter the data and explore their own areas of interest.

The addition of MOT data insights came at a pivotal time, with the industry responding to government consultation, which proposed changing the UK’s longstanding 3-1-1 test regime.

In particular, Garage Industry Trends data was used extensively to assist the Institute of the Motor Industry (IMI) in formulating an evidence-based response to the government consultation.

IMI Policy Manager, Hayley Pells, added: “The Garage Industry Trends data was immensely useful in providing crucial evidence to support our response to the government’s MOT consultation.

“The depth and breadth of the insight meant that our recommendations, submitted at the end of March, were based on real-world MOT performance.”

For more information about Garage Industry Trends, www.rdr.link/FFT011

Garage Industry Trends, the motor industry data platform developed by Garage Hive, has integrated extensive MOT data that is now available publicly for anyone to view.

Nissens:‘Don’t make AC service and repair more complicated!’

When it comes to AC service and repair, although it’s technicians who are at the frontline doing the work, without a reliable motor factor able to supply them with the premium quality parts they need, a difficult job is made much harder, according to Nissens Marketing Manager, Jan Zieleskiewicz. From your perspective, Jan, continued, choosing a brand that offers products of this calibre and also both the range to cover the likely demand and the ability to cater for the changing face of the car parc must be a priority:

As a dedicated aftermarket focussed business, with decades of thermal management expertise, Nissens is qualified to meet all these requirements.

Every component in its comprehensive range is manufactured to its ‘genuine Nissens quality’, a standard that is benchmarked to match the same level as the OE, ensuring optimal performance and durability.

In addition, all of the AC system’s critically important parts are designed as a ‘first fit’ replacement. This means all the necessary items are included in the box, so that technicians can undertake an easy, safe, and proper first-time-right installation, which is another significant selling point.

As more new energy vehicles (NEVs), which include hybrid and EVs, take to the roads, more will come into the workshop for routine climate system maintenance or repair, so you also need to have access to replacement components for these

vehicles. Using the thermal system as an example, many NEVs rely on a heat pump solution, which is an advanced system compared to a standard AC loop and, as a result, many suppliers do not include them in their range.

However, this isn’t a problem for factors that partner with Nissens, because its complete range comprises more than 3,600 part numbers and offers high car parc coverage, including 450 AC parts for NEVs. This range is constantly expanding and grew by 150 last year alone, and of these components are 40 AC system pressure sensors that cover 160 OE part numbers and HV AC compressors for Tesla Model 3, Kia Niro, Hyundai Ioniq and others.

Returning to the inherent quality of the components, many of the products in Nissens’ range incorporate unique features that prolong the lifespan of each component and deliver years of value to

vehicle owners. All the company’s condensers are corrosion protected, for example, and by applying this specially designed coating, it is able to produce a replacement with a considerably longer lifespan than would normally be possible, which is a great selling point for workshops, as they seek to offer their customers the best in terms of value for money.

Although technical support for AC systems and components is not your direct responsibility, Nissens’ depth and quality of its technical back-up is a powerful tool that you can promote to your workshop customers. Using NEVs as an example, these will soon become commonplace, so the ability of the independent sector to troubleshoot and fix their climate control systems and carry out routine maintenance will be vital for its future viability.

For more information about Nissens, www.rdr.link/FFT012

Although technicians generally have a sound knowledge of how most vehicle systems – engine, exhaust, thermal (cooling), ignition, transmission, chassis etc – actually function, the majority don’t have the same level of understanding of the AC system, which is a fundamental problem.

This lack of knowledge of the basic operating theory means that, in a typical independent workshop anywhere in Europe, AC servicing is not carried out to the quality that it should be, and why specialist AC businesses have thrived.

“Irrational situation”

Motorists should have confidence that the workshops they use can competently undertake all types of service and repair work on their vehicles. It also means that

Are your

customers still put off by AC servicing?

Despite the fact that AC and climate control systems have been standard features on ‘typical’ cars for a number of years, DENSO AC Product Specialist, Richard Groot, claims AC servicing still presents a challenge for your customers – does this sound a familiar story?

workshops are losing out on much-needed revenue.

Every AC system, whether in a traditional combustion engine powered vehicle, a hybrid or a full EV, operates on the same principle: take heat from point A (generally inside the passenger compartment), and transfer it to point B (outside the vehicle). However, because they don’t have a combustion engine from which to harvest heat, many EVs use a heat pump system, which can also reverse the cycle when the weather is cooler and take heat from the outside and use it to warm up the passenger compartment, as well as being able to cool it when the outside temperature is high.

However, while the system is very efficient at using only a small amount of power to warm the passenger compartment,

its heating performance is significantly reduced at low ambient temperatures, because it is difficult to collect heat from outside in these conditions. To combat this problem, some hybrids, such as the Toyota PRIUS PHV, are equipped with an electric compressor, which has a gas injection function that assists heating by returning a portion of the heat-dissipated refrigerant back to the heat pump system.

Irrespective of whether it’s a traditional or heat pump system, this widespread lack of understanding of how the AC system works means that mistakes in diagnosis and repair are often made, and sadly, the typical workshop’s response to AC service is to just re-gas the system, which, without understanding the basics, can often cause more problems than it solves and certainly cannot be described as AC service!

It is also worth mentioning that the situation can be made even worse if, in addition to not understanding the AC system, technicians also don’t understand how an AC refilling machine operates and what it does, and just hope that using it will automatically service the system!

Fundamentally, if they don’t understand the AC system, they won’t be able to diagnose problems with the refrigerant cycle. The

component that’s in the frontline when it comes to the consequences of the most common errors is the compressor. This is because it does the hard work of pushing the oil/refrigerant mixture around the system, and if there is the slightest problem with the ratio of the mixture or it is contaminated with dirt or debris from a worn part, the compressor will take the brunt, so is the unit most likely to fail.

Beware of underlying issues!

However, going back to the lack of AC knowledge in the industry, although it’s the compressor that is likely to fail, it’s rarely the compressor itself that’s at fault – it’ll be

AIR CONDITIONING & THERMAL MANAGEMENT

Across Europe, DENSO offers training covering everything from the basic steps of AC service, through to the analysis of compressor failure. You can offer this as part of the DENSO customer service, while videos are available on YouTube or via our online e-Learning training platform: www.rdr.link/FFT013

another underlying issue that needs to be resolved before the compressor is replaced; otherwise, a new compressor will simply fail again.

So, referring to the AC refilling machine, if they do not understand what the machine is doing during an AC service, especially if it is a fully automatic machine, things can go wrong; for example, it’s easy to add too much oil or too much UV-dye to the system, because the machine is on the wrong setting. It’s also possible to introduce the incorrect amount of refrigerant because of an uncalibrated scale on the internal tank.

As a result of all these factors, AC system

repair can sometimes become a case of trial and error, instead of real fault finding. As technicians struggle to understand the refrigerant cycle, in many cases their diagnosis is only based on checking the system’s pressure, but as many vehicles now use electronic controlled, variable displacement compressors, it is also important to check the system’s temperatures and live data, for example. Not following the installation instructions when replacing a compressor is another major problem, which can result in a further failure and expensive (warranty) repairs.

For more information about DENSO, www.rdr.link/FFT014

Dayco ‘reflecting the requirements of an ever-changing market’

Dayco National Sales Manager, Steve Carolan, confronts the challenges associated with effective thermal management and how the OEM is offering solutions to the aftermarket:

As independents will be acutely aware, in order for VMs to achieve the engine emission and fuel consumption reductions that have been imposed by worldwide legislation, every aspect of engine performance is minutely examined to ensure that all its systems work in unison.

Crucial to this objective is effective thermal management, which is why, with engineering partners, such as Dayco, the VMs have developed innovative solutions or new concepts to ensure their engines not only reach their operating temperatures as quickly as possible but are maintained at these optimal working levels.

Electric water pumps – or e-pumps –that can be activated straightaway, alongside imaginative design solutions for mechanical pumps, such as those with vane shields or Dayco’s friction wheel, which can provide an instant response to coolant temperature changes, therefore play an important part.

Effective thermal control in all areas of the engine, from initial start-up until reaching its designed operating temperature, whether in hot spots, such as around the cylinder head or cooler zones

elsewhere, is also vital in maintaining the VMs’ claimed emissions figures. Although easily overlooked, it is the humble thermostat that ensures that this is correctly managed.

Thermostat problems and solutions

Although generally reliable, AASA 2020 report data shows that over a five-year period from 2014, the average thermostat failure rate steadily increased to almost 5%. At the same time, the percentage of vehicles fitted with integrated thermostat housings and MAP thermostats, rather than a traditional thermostat design, grew from 55% to 80%.

The 1.4 and 1.6l petrol and 1.6l diesel engines used in the second generation (R56/57) Mini feature a thermostat housing that is prone to be the source of leaks in the coolant system, for example. These problems are generally caused by either excessive heat from the exhaust manifold or oil contamination. It also not uncommon for the thermostat valve to stick, which can result in overheating.

Integrated housings like this are complex products, and this directly affects their predicted service life and crucially, their cost, which is why they should not be considered an ‘anything will do’ product, as the quality will directly affect both their ability to operate within the VMs’ strict performance parameters and their expected service life, so OE quality must be the benchmark.

Dayco’s extensive technological knowhow and drive to ensure its products deliver to the highest levels of performance means that a combination of precision

couplings and quality materials has enabled the company to supply a comprehensive range of thermostats that are of OE standard in their quality, safety, efficiency and durability.

Water pump kits

Over the last few years, VMs have also moved to integrate the water pump into the primary drive (timing) system, rather than it being driven by the auxiliary belt.

This has a direct effect on the aftermarket because, in contrast to the auxiliary belt, which rarely has a scheduled replacement interval, the timing belt does, and this means that technicians come into contact with the water pump more frequently than previously and it is, therefore, far easier for them to assess its condition. As a consequence, more are found to be either in need of replacement or are being changed as a ‘best practice’ precaution, so sales are on the rise.

Helpfully, power transmission manufacturers, such as Dayco, have proactively responded to this development by adding a water pump to its timing belt kits to provide workshops with a complete aftermarket replacement solution.

Designated by the KTBWP classification, each of Dayco’s 300-plus water pump kits includes the replacement pump alongside the belt, tensioner and idler combination, with 75 of these references containing the patented Dayco HT (High Tenacity) or ‘white’ belt.

Electric water pumps

Reflecting the developments in automotive design and the huge growth in, first hybrid

and now pure electric drivetrains, e-pumps have become a growing presence in the aftermarket, as these vehicles are now entering the independent workshop.

For EVs and many hybrid applications, e-pumps are the only solution able to effectively ensure the correct temperature management of the vehicle’s inverters and battery packs, for example. In addition, to reduce emissions and maximise the efficiencies of combustion engine powered models, reaching and maintaining different operating temperatures around the engine is a necessity.

To optimise the combustion process, for example, the cylinder head area needs to run several degrees hotter than the block, where, to enhance the performance characteristics of the oil, it needs to run cooler. These differences would not be possible without split, or dual, cooling systems and the use of additional, electrically operated ‘on demand’ e-pumps to supplement, and in some applications, replace the system’s mechanical pump.

Auto Air Gloucester ensures a ‘high standard of service and availability’

Auto Air Gloucester was formed in 2002 and claims to be one of the UK’s largest independent distributors of high-quality automotive AC components, consumables and tools.

With an ISO9001:2015 accreditation, the company reported that it ensures a high standard of service and product availability. Its aim is to provide the highest quality service and technical expertise to completely fulfil your requirements.

Its Coolzone range of condensers are “scrupulously sourced” from trusted and approved manufacturers around the world. Auto Air Gloucester boasts long-standing relationships with suppliers, which ensures that it can supply the “best quality product at the right price”.

What about its condenser programme?

With more than 1,300 condenser references in its catalogue, Auto Air Gloucester covers over 90% of the UK car market.

Due to our climate, condensers are exposed to corrosion, which can quickly weaken their construction and performance. Corroded or missing condenser fins can reduce performance considerably. Auto Air Gloucester’s units are supplied with a protective anti-corrosion zinc coating. This extra protection helps prevent abnormal failures and prolongs the lifespan of the unit; the most common being due to road salt ingress. This is a feature of all of the company’s condensers – not just on selected models!

Tech tip

The complete package?

So, to support you and provide workshops with the service and repair solutions they need, Dayco introduced a wide range of e-pumps, which are manufactured to OE equivalent standards and reflect the requirements of an ever-changing market.

In addition to primary e-pumps and reflecting the fact that some modern applications can have up to four e-pumps undertaking individual and collective operations, the Dayco range also includes auxiliary epumps and cooling system support e-pumps.

For more information about Dayco, www.rdr.link/FFT015

When fitting a new condenser, there is also an opportunity for you to sell O-rings. Auto Air Gloucester believes that with the current increase in prices and the higher costs in accidently discharging refrigerant, it can supply the universal kit, 16-COND, for extra peace of mind that it won’t leak.

What does Auto Air Gloucester offer?

A significant range of condensers stocked and available next-day ISO accredited supplier

Three-year warranty, with a rate of only 0.29% (condensers) and 0.68% (compressors) between 2015 and 2022

All condensers are zinc-coated and salt spray tested

Outstanding product knowledge

For more information about Auto Air Gloucester, www.rdr.link/FFT016

“To optimise the combustion process, for example, the cylinder head area needs to run several degrees hotter than the block, where, to enhance the performance characteristics of the oil, it needs to run cooler. These differences would not be possible without split, or dual, cooling systems and the use of additional, electrically operated ‘on demand’ e-pumps to supplement, and in some applications, replace the system’s mechanical pump.”

Lucas Oil ‘helping to change attitudes’

We sat down with Lucas Oil Sales and Operations Director, Dan Morgan (bottom-left), to discuss all things additives, the impact of the Lucas Oil Academy, ‘repair over replace’ and continuing challenges with E10.

A Q

Thank you for contributing to the additives focus – quite simply, what do additives mean to Lucas Oil?

“We are primarily an additives company, so if I answer that “additives mean quite a lot”, it would be correct in terms of total operations, total volume and total revenue. Our engineers have developed automotive products that can be used in cars, motorcycles, trucks and buses. Most are engine oil systems specific, while others are for fuel systems or cooling systems. We have designed additives that can be used as problem solvers, as general maintenance solutions and as part of preventive maintenance programmes. And our additive technology has evolved. We also have products that can be used in more than one system.

Lucas Oil has always been a family-run business, and I think it’s fair to say that our additives range has helped us to become one of the world’s largest manufacturers of oils, additives and workshop lubricants.”

Extending the life of a component – repair rather than replace – is a strategy of Lucas Oil’s – how is it achieving this?

“More recently, we are achieving this through the activities of our Lucas Oil Academy (LOA), which is broadcasting the message that “oil alone isn’t enough”. Quite simply, this means that while oils help reduce engine friction and prevent engine wear, additives take matters a few steps further. For example, Heavy Duty Oil Stabilizer prevents thermal breakdown, increases the life expectancy of an engine and prevents damage from dry starts by increasing lubricity. That’s a few achievements that we can demonstrate right there.

“We are also delivering the message that component removal and replacement is not necessarily the only answer. For example, a squealing steering rack or one that seems to be experiencing ‘hard spots’ might not have to be removed and then replaced. It might be that a greener and more sustainable solution is to treat the existing rack with our Power Steering Stop Leak. It reduces slack, squeals and hard spots in worn rack and pinions with results that are immediate and long lasting.”

A Q A Q

How is Lucas Oil communicating this message to motor factors?

“We have always provided motor factors with technical support and a technical hotline, while the LOA was working with colleges to deliver the message to young mechanics. We are now working directly with motor factors to take the message to their

garage and retail customers. We’re helping to change attitudes; for example, Lucas Oil disagrees with engine flushing practices. We believe abrasive, solvent based engine flushes do more harm than good in the long run. Flushing leaves behind residue agents that contribute to the early breakdown of the new oil.

“Our answer is Complete Engine Treatment. This helps to clean engines from the inside. It’s an additive. It acts alongside the existing oil. It is not an engine flush. Moreover, the additive technology is such that it can be used within fuel systems too, to achieve similar cleaning goals.”

QWhy should factors be sharing these points with their workshop customers?

A“We spoke earlier about extending the life of components and about providing more sustainable solutions. Garages are always looking for opportunities to “save the customer money”. Utilising additives can help achieve these goals and create a more efficient workspace at the same time. This means that sometimes they can save

time on some jobs by offering customers a faster, more efficient and more costeffective solution. Additives also free up a mechanic’s time for bigger – and potentially more profitable – jobs.

“Customers want solutions that work and don’t cost the earth. Additives provide alternative ways to do this; for instance, it might be by using a problem-solving additive like Engine Oil Stop Leak. An additive like Upper Cylinder Lubricant can help steer a possible engine emissions test failure to an MOT pass certificate.

“Each will help the consumer save

money in the long run, while providing workshops with opportunities to upsell and increase profit margins.”

QWhat other trends has Lucas Oil observed in the market?

A“The average age of cars is increasing; therefore, there is a need for preventive maintenance programmes. These are essential to “keep that engine alive” as we say. We are seeing a rising number of complaints from vehicle owners with models that are labelled as ‘compatible’ with E10 fuels. The problem is that water is drawn into the fuel system by the excess ethanol in the fuel. This eventually leads to phase-separation. That’s the formation of two distinct layers inside the fuel tank, one of which is waterrich. This causes ignition problems and other issues, such as internal corrosion.

“A preventative maintenance additive, such as Safeguard Ethanol Fuel Conditioner, will protect a wide number of models from the dangers of internal damage caused by E10 fuels.”

For more information about Lucas Oil, www.rdr.link/FFT017

The number of vehicles on UK roads is growing, but it’s also ageing.

According to the latest European Automobile Manufacturers Association (ACEA) 2023 Vehicles in Use report, there are 36.7 million passenger cars on UK roads. Of these, 15.3 million are over a decade old, and the average passenger car age has risen to 10 years. In 2019, the average was eight-years-old, demonstrating a substantial increase. The economic impact of COVID-19, automotive supply chain issues, uncertainty about the future of internal combustion engine vehicles and the cost-ofliving crisis mean that motorists are holding onto their vehicles for longer than ever.

“On the one hand, this is good news for motor factors,” Mike Bewsey, the chairman of industry trade body the Verification of Lubricant Specifications (VLS), commented before continuing:

More older vehicles on the roads means greater demand for servicing, repairs and MOTs, resulting in increased sales of consumables and parts for motor factors. However, as cars age, some aspects of servicing, such as supplying the right engine oil, can become more complex.

Engine technology has evolved significantly over recent years. To meet government requirements for reduced emissions and consumer needs for economy and performance, smaller engines are running at higher temperatures to maximise efficiency, power output and fuel economy. Longer oil drain intervals, taken together with smaller sumps and the need to minimise emissions, have created the need for less viscous, synthetic or semisynthetic oils to provide the lubrication required in these challenging conditions.

But these highly efficient, sometimes ultra-low viscosity lubricants are not always suitable for the ageing vehicles being serviced in workshops. The latest formulations are specifically developed for the most modern engines. Traditionally, when newer oils were developed, some were designed to be ‘backwards compatible’; however, with an increasingly

‘Beware the risks of using the latest engine oils in ageing customer vehicles’

● A 2021 VW Polo 1.0 mpi requires an SAE 0W-20 engine oil complying with the latest VW 508.00 specification, part of which mandates very low high temperature, high shear properties (HTHS) to improve fuel efficiency

● HTHS measures the viscosity or resistance to flow of an engine lubricant at elevated temperatures under constant shear. This oil would be unsuitable for a 2017 VW Polo 1.0, which requires an SAE 5W-30 oil conforming to the older VW 504.00 specification, with higher and exclusively different HTHS properties

● Use of a VW 508.00 compliant engine oil in place of VW 504.00 would potentially result in accelerated wear of engine components

● In contrast, a VW 504.00 compliant engine oil instead of VW 508.00 would affect emissions and fuel economy

complex range of industry and OEM specifications, backwards compatibility cannot be assumed. Subtle yet important differences concerning viscosity characteristics and/or additive chemistries are reflected in specifications that must be acknowledged during regular servicing.

Generally speaking, using the wrong oil risks accelerated wear, the formation of deposits, decreased fuel economy and damage to emission control devices. Left unchecked, it could lead to eventual engine failure, meaning higher maintenance costs for drivers, a potential rise in garage complaints and damage to business

reputation. If a technician puts a low viscosity, low SAPS (Sulphated Ash, Phosphorous and Sulphur) oil in a vehicle requiring high levels of SAPS, it may not offer the wear protection required. The additives for a lower SAPS oil will differ as well. Additives help to provide the performance characteristics of an engine oil, but modern lubricants are designed to deliver performance through a thinner, less viscous oil that might not be suitable for older cars. Workshops may also be tempted to find ways to offset rising costs by choosing cheaper oils. In this case, you have a vital role to play in educating technicians. The

cheapest possible oil could be a full SAPS oil intended for older vehicles. This could have a negative impact on the exhaust emission system, poison the catalyst or block the diesel or gasoline particulate filters, reduce the overall efficiency and result in failure of the particulate filter or catalyst – both expensive to replace. Too much phosphorous from a high SAPS oil can also poison the selective catalyst reduction units designed to control nitrogen oxide emissions. Short-term gain may lead to long-term pain.

VLS strongly recommends both you and workshops use online databases to identify the correct oil for each and every vehicle. Looking beyond the viscosity to specific ACEA and OEM standards is essential. This ensures that the lubricant is fit for purpose in that specific vehicle. If there is still any uncertainty, it is best to get in touch with the OEM.

The VLS is an independent trade body that upholds standards in the lubricants industry by ensuring that lubricant products can deliver what they claim.

For more information about VLS, www.rdr.link/FFT018