Professional Motor Factor April 2024

MOTOR FACTOR

THE POWER OF PARTNERSHIPS

“Relationships are not just transactions; they are the foundation of our success.”

The influence of relationships in business

Partnerships within business are crucial for a multitude of reasons, starting from developing a rapport, understanding and smelling opportunities to driving long-term success.

In this latest issue of Professional Motor Factor, we share perceptions and desires of business partnerships from three motor factors – one in Wales, one in England and one in Scotland, no less! – and an intriguing perspective from an independent workshop based in Herefordshire (pg 10).

In my own experience, strong relationships are built on trust and mutual respect. If we have those, it makes life so much easier in terms of working together, growing and driving success, but, more importantly, when challenges arise, it’s vital that everyone digs in.

When a team feels connected, they are more likely to share ideas with confidence, help, and work together harmoniously, usually leading to increased productivity.

Relationships are essential for networking and business development; my recent attendance at industry events is testament to that. We all work tremendously hard, striving for victory, so the opportunity to attend these types of occasions are important, not just with a corporate head on, but to enjoy ourselves too!

Building strong relationships with clients, suppliers, and partners can open doors to new opportunities and lead to business growth.

Moreover, relationships play a crucial role in employee retention and morale. A supportive and inclusive work environment, built on strong relationships between managers and employees, promotes job satisfaction and loyalty.

I believe that when employees feel valued and appreciated, they are more likely to remain with the company and perform at their best. Additionally, cultivating a culture of camaraderie and teamwork creates a sense of belonging, particularly important in junior and inexperienced members of staff.

Car Spares Factors Co-Owner, Sanjiv Shah, echoed the sentiment: “Our relationships extend beyond mere transactions: they form collaboration, trust, and reliability upon which the entire industry thrives. In a sector where product choice and timely availability are paramount, creating robust relationships and a fast, accurate service, in turn, makes our customers’ business more efficient, profitable and successful.

“The foundation for outstanding customer service begins not at the customer-facing front lines, but from our internal team. Our culture, communication, and employee satisfaction play pivotal roles in shaping the quality of service delivered to external clients. When we prioritise and nurture our internal team, it creates a ripple effect that positively impacts customer interactions, loyalty, and overall satisfaction. That’s why many of our customers have been working with us for decades and why we have over 200 Google reviews averaging 4.7 stars across our network of seven branches.”

Have a great April and catch-up on the next one. Tom

Henman

IN ASSOCIATION WITH

IAAF’s summer conference and networking event returns

The Independent Automotive Aftermarket Federation (IAAF) will host a summer conference and networking event on Wednesday 12th June at The Belfry, West Midlands.

The event will be IAAF’s first member summer conference in over a decade and will feature guest speakers from within the automotive industry and beyond, as it looks at how the sector can “inspire, nurture and develop talent”.

Members will have the opportunity to network with other likeminded professionals and take away key insights on skills, training and recruitment from leading aftermarket speakers.

IAAF Chief Executive, Mark Field, said: “People are the automotive aftermarket’s

biggest strength; they are the driving force behind the industry’s success, and it’s integral that they have access to training and information to help propel not only their careers, but also the sector as a whole, as we look to embrace change and new technologies entering our sphere.

“We’re thoroughly looking forward to once again bringing together the industry for what’s sure to be a day packed full of insight and opportunity.”

There will also be the chance to network further during an IAAF-hosted barbecue in the evening, followed by IAAF’s annual golf day on Thursday 13th June, again held at The Belfry, all of which are exclusive to IAAF members.

New reusable pallet wrap to ‘save seven tonnes of waste annually’

LKQ Euro Car Parts and TMD Friction are reportedly set to save seven tonnes of waste annually after co-creating a new reusable pallet wrap as an alternative to single-use plastic.

The innovation, developed over two years and piloted across the businesses’ mutual supply chain, can be used up to 1,000 times and will save plastic waste roughly equivalent to the weight of four cars per year.

The wrap, which is made of coated polyester mesh and polyester webbing, protects bulk stock of TMD brake pads, as they’re distributed on pallets to LKQ Euro Car Parts’ network of logistics hubs and branches.

The partners initiated the project to

help cut their own businesses’ waste, while reducing emissions in independent workshops’ supply chains.

Helen Robinson, corporate communications director at LKQ Euro Car Parts, said: “Businesses have a growing responsibility to ensure that their supply chains are taking a responsible approach to waste management.

“Our collaboration with TMD Friction has presented us with a new way to reduce our waste and emissions, in turn, lowering the Scope 3 emissions of our customers –a great example of how ingenuity from the supply chain can make a positive difference to the environmental impact of the independent aftermarket.”

Schaeffler REPXPERT Millionaire campaign back for 2024

Schaeffler’s REPXPERT Millionaire promotion has returned for 2024, giving industry professionals chances to win one million REPXPERT points.

The points can then be spent on repair data and training or in the REPXPERT Bonus Shop on tools, workshop clothing and electronic gadgets.

Three REPXPERT Millionaire promotional periods have been confirmed for 2024, with the March/April segment already underway, with July/August and November/December to follow.

Every time a member uses the REPXPERT app to scan an LuK, INA or FAG product box and claim their bonus points during these promotional periods, they will receive an entry into the next prize draw to win one million points.

“The more Schaeffler boxes you scan, the greater your chance of winning one million points,” said Jeff Earl, marketing communications manager at Schaeffler Automotive Aftermarket. “It’s about rewarding our loyal band of garage owners and technicians, each committed to fitting OE quality replacement parts.”

The draw is open to all REPXPERT members. Membership is free-of-charge and provides access to invaluable

Vacancies remain ‘stubbornly high’

The latest report from the Institute of the Motor Industry (IMI) has claimed that the automotive aftermarket continues to face multiple challenges across the employment landscape – with 23,000 vacancies available.

Post-pandemic recovery patterns, technological advances and changing customer behaviour are all being blamed for vacancy rates bucking the nationwide trend and remaining high at a rate of 4.3 vacancies for every 100 employees. The rate is 43% above the average for all sectors.

According to the IMI’s UK Automotive Vacancy Overview report stated only the hospitality sector has a higher vacancy rate, and that sector is seeing “significant improvements” in recruitment, which means its vacancy rates are “likely” to fall below that of automotive within the next few months.

Steve Nash, CEO at the IMI, said: “The gap between vacancies in automotive and all

Autowave integrated into MAM Software’s Autocat

other UK sectors highlights the multitude of unique and ongoing challenges we face. With our sector currently facing around 23,000 vacancies, it’s critical that everything is done to encourage more job seekers to consider a role in automotive.”

The IMI believes the shift in automotive technology – EVs and ADAS – has also intensified the challenges faced by the sector, with 52% of job postings in January 2024 seeking vehicle technicians, mechanics, and electricians.

Autowave, a specialist in the production, development, and supply of car keys and key programming equipment, has announced its amalgamation into MAM Software’s Autocat platform.

ELTA Automotive secures deal with Halfords

ELTA Automotive has been awarded a new contract by Halfords, whereby it will supply bulbs into all stores throughout the UK and Ireland.

In its role as an official licensee for the Lucas brand, ELTA will source Halfords stores across the UK and Ireland with Lucas bulbs, whilst also providing Halfords with its own branded range.

Tim Brotherton, marketing manager for ELTA Automotive, said: “Lucas has been lighting our journeys for over 140 years. Long before the Ford Model T, even before the first Mercedes ‘horseless carriage’, there was Lucas. In recent years, the brand has found great success amongst the automotive trade. Supply into the Halfords network will now provide a direct platform for drivers to access the iconic brand that they know and love.”

Autowave CEO, Ravi Kotecha, emphasised the potential of this partnership: “For years, car keys and key programming have faced challenges in accessibility and information availability within the automotive aftermarket; however, with our integration into Autocat, we are poised to disrupt the market landscape, creating a prosperous new era of opportunity for industry professionals.”

Autowave believes its range of products, including car keys, key cutting, and programming equipment, coupled with Autocat’s status as one of the UK’s most comprehensive and accurate online catalogues for the automotive aftermarket, creates a “powerful synergy”. Through dropdown menus and VRM (vehicle registration) look-up functionality, Autocat allows customers to search for

NEWS

IN ASSOCIATION WITH

PACT integration ‘streamlines’ Bettaparts’ customer journey

Bettaparts, the braking components and wheel bearings supplier, has implemented electronic trading via PACT, the exclusive distributor of TecCom and eparts in the UK and Ireland, to “enhance its customer journey” by streamlining their ordering process.

The company reported that the TecCom portal is having “positive effects” on business relationships between garages, motor factors, suppliers and customers alike.

Toby Whewell, sales and marketing director at Fras-le, parent company of Bettaparts, said: “To help us meet strategic objectives across the business, we have refined our trading processes and customerfacing product catalogues to be more digitally focused.

“We’re benefiting from the digital trading system, and the portal is assisting with improved transparency over a transaction. The platform has streamlined our processes by facilitating remote verification of the part.”

Mark Rudge, director at PACT, added: “In

time when running a garage is increasing in cost, digital tools and new working methods

NAPA Racing UK unveils 2024 line-up

Reigning British Touring Car Championship (BTCC) champions, NAPA Racing UK, has revealed its 2024 line-up and liveries that will be competing across the BTCC, as well as the MINI Challenge, BRISCA F1 and the British Truck Racing Championship (BTRC).

All vehicles will be decked out in the yellow and blue colours of NAPA and NAPA Auto Parts; however, for 2024, there is an added splash of white to tie into the US-based NASCAR team.

The Ford Focus STs, prepared by Alliance Racing, are set to return, with Ash Sutton’s car donning the #1 and gold plate to identify reigning champion. He leads an unchanged driver line-up with Dan Cammish, Dan Rowbottom, and Sam Osbourne, all aiming to repeat the historic

season and retain the hat-trick of titles won in 2023.

Joining the 2024 NAPA Racing UK roster are three JCW MINI Challenge cars for Jamie Osborne, Lewis Selby, and Cam Richardson. All three MINIs will be built and run from Alliance Racing’s race shop in Northampton.

Meanwhile, current BTRC Division 2 champion, Paul Rivett, returns to the championship to defend his title in his 1,000bhp MAN race truck. BRISCA F1 racer, Jack France, completes the line-up in his 600bhp Chevrolet-powered F1 monster. Jack will, once again, be battling it out in the #216 machine on the shale and tarmac ovals across the UK.

NAPA Racing UK is proud to be raising awareness and working alongside automotive charity, Ben, through 2024.

Duckhams joins British GT Championship

British motor oil, Duckhams, has announced a new partnership with British GT, continuing its partnership with British driver, Adam Smalley.

Adorned with the blue and yellow livery, reigning Porsche Carrera Cup GB champion, Adam, will make his British GT Championship debut driving a McLaren 720S GT3 Evo for renowned British racing outfit Garage 59.

The championship traverses through the UK’s premier circuits and the iconic Spa-Francorchamps circuit in Belgium, before culminating in a final race weekend at Brands Hatch on 28th and 29th September.

Duckhams’ successful association with motorsport began in the 1950s, conquering the British Motorcycle Championship in 1955. In 1971, the company moved into Formula 1, Formula 3 and Formula Ford sponsorship, which proved to be a winning move. Duckhams-sponsored, Jackie Ickx, won the F1 Race of Champions at Brands Hatch in 1974, and in 1975, James Hunt won the Dutch Grand Prix in a Surtees. During the 1980s and 1990s, the British motor oil supported the Van Diemen Works Formula Ford Team and celebrated victory in 1981 when Ari Vatanen became World Rally champion.

Duckhams’ involvement with the Porsche Carrera GB Cup began in 2021 with a first victory by Dan Cammish, followed by Adam’s victory in 2023.

Strengthening the backbone: The crucial role of relationships in the automotive aftermarket

In the ecosystem of the automotive aftermarket, where manufacturers, suppliers, distributors, independent workshops, and end-users are all connected, relationships serve as the threads that hold the entire chain together. Our editor, Tom Henman, reports:

From the smallest bolt to the most sophisticated software, each component finds its place through interconnected partnerships. These relationships form the bedrock of an industry that thrives on collaboration, innovation, and mutual trust.

As we delve into the heart of this

“Relationships are the main reason Auto Spares Wales exists! The fact that some of our customers didn’t feel they had the relationships was the reason we decided to give it a go.

dynamic sector, hearing from motor factors and an independent workshop about the power, impact and history of relationships, it is evident that the significance of partnerships transcends mere transactions; it encourages the essence of success.

Whether it’s a manufacturer relying on its suppliers, or a distributor forging

“Customers being able to speak with helpful staff and a decision-maker when needed have been some of the main reasons for our growth over the last three years.

“It’s always been said that people buy from people in our industry, and that’s still true to some degree, although now more than ever, we know we have to be on top of our game when it comes to customer service. We also need to be super competitive because there is so much competition out there. This is obviously

alliances with workshops, the automotive aftermarket pulsates with a rhythm – and will do for a long time to come.

This article aims to explore the multifaceted importance of alliances across the entire automotive aftermarket spectrum.

true of the relationships we have with our suppliers also.

“Another big reason we opened the doors was the relationships we had with four or five core suppliers; they were all willing to help, whether it was with extended credit, consignment stock or even just a decent credit limit off the mark. These are all reasons we are here today.

“We’re three years in now, and we still deal with every supplier we had when we first opened.

“We joined the PDP buying group shortly after opening, and this meant we needed to align our suppliers with the group. Even though this meant having some difficult conversations with one or two suppliers, we did it the right way: we gave them plenty of notice and agreed to still use them where possible. These suppliers were great and fully understood the situation.”

Auto Spares Wales Company Director, Steve Jones:

“Relationships are at the heart of everything we do at Arnold Clark Autoparts, as one of the fastest growing UK motor factors. With over 30 years of motor factoring in the automotive aftermarket, we understand the crucial role that strong relationships play in our business.

“The growth of Arnold Clark Autoparts has been phenomenal and being close to our customers and suppliers has been key to our success.

“The market has changed; garages are after more than just sales and promotions, they want trends, data and key information, which we can help support and bring to them.

“We offer a number of wraparound support services, such as technical support, online ordering, support with warranties, business support and training, information sources and much more.

“We value our partnerships with suppliers immensely. Building and maintaining strong relationships with our suppliers allows us to ensure a consistent supply of high-quality parts for our customers. These partnerships enable us to offer a diverse range of products and maintain competitive pricing, ultimately, benefiting our customers.

“Throughout Arnold Clark Autoparts’ history, we have rarely changed our suppliers. This offers continuity and consistency; we are about bringing together those that make the parts to those that fit the parts.

“By building trust and rapport with our customers, we can provide tailored solutions, reliable support, and exceptional service. Our dedicated customer service team is always on-hand to address any queries or issues promptly, further strengthening our customer relationships.

“Relationships are not just transactions; they are the foundation of our success. By prioritising relationships with both suppliers and customers, we can create a supportive network that drives mutual growth and prosperity.”

“At Car Spares Factors, we believe the power and importance of relationships stand as pillars that not only support the industry but also drive its success – relationships between our internal teams, manufacturers, suppliers, distributors and customers are all connected.

“These relationships extend beyond mere transactions: they form collaboration, trust, and reliability upon which the entire industry thrives. In a sector where product choice and timely availability are paramount, creating robust relationships and a fast, accurate service, in turn, makes our customers’ business more efficient, profitable and successful.

“The foundation for outstanding customer service begins not at the customer-facing front lines, but from our internal team. Our culture, communication, and employee satisfaction play pivotal roles in shaping the quality of service delivered to external clients. When we prioritise and nurture our internal team, it creates a ripple effect that positively impacts customer interactions, loyalty, and overall satisfaction. That’s why many of our customers have been working with us for decades and why we have over 200 Google reviews averaging 4.7 stars across our network of seven branches.

“Amazing company to deal with. Thank you for all the support for the last 39 years.”

“Wide choice of quality parts. Always a pleasure to deal with the guys here; they’re professional and polite at all times and extremely helpful. Nothing is too much trouble for them. Keep up the good work CSF.”

“The best car parts shop, great guys – I’ve been using CSF for years.”

“For a modern garage to be successful, I believe it is vital that long-term relationships, built on value and mutual benefit, are fostered across all business stakeholders from supply side through to customers. It’s really not just about the transaction of buying and selling goods any longer.

“From the customer side, we spend time getting to know our customers, building a profile using our systems, and we actually grade them based on a variety of factors, including how easy they are to deal with and how much of their car maintenance and repairs we carry out. We want to work for customers who understand the value we provide, and it’s our job to make sure we attract the right customers to our business. We’re in a fortunate position that we can actually say “no” to customers who drain our resources, so

we can concentrate on provide amazing service to the ones who value what we offer so they come back again and again.

“We’ve taken a similar approach with the supply side, in the context of both factor suppliers and also manufacturers. Supply is a partnership, a significant extension to our wider business, and without good supply relationships our business doesn’t work.

“What’s been very noticeable for me is the difference in suppliers in two camps: those that have taken the time to get to understand and know our business and me as a person, and those that are more transactional in nature.

“The old adage is that people buy off people, and I think this still holds very true. If you can build a good relationship with factor suppliers, it makes a huge difference to our operation. Understanding supply chain processes and ordering availability is huge for a garage’s efficiency.”

Car Spares Factors Co-Owner, Sanjiv Shah:

Oldfields Garage Services Director, Tim Benson:

Arnold Clark Autoparts Group Factor Manager, Craig McCracken:

Movers & Shakers

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

Fras-le

Fras-le, owner of Juratek, has announced a number of appointments to support its growth in the UK automotive aftermarket.

Paul Gibson (left) has joined the company as CV sales manager, working across the product portfolio of Fras-le and Juratek brands. He brings experience, and his role will be “pivotal” in driving Juratek’s sales and supporting the customer base with the introduction of Fras-le products in the UK.

Matt Leeming, marketing manager at Juratek, said: “Paul’s extensive experience in CV friction channels positions him well

to make a significant impact in the company, and we wish him lots of success.”

Additionally, Marshall Peters (right) has been promoted to the role of product manager. In his new role, Marshall will focus on managing and developing Juratek’s product range.

Matt added: “We’re delighted to see Marshall move up the ranks, as his dedication and skillset make him an asset to the company. We’re building on our team, knowledge, relationships, and customer service to fully support the business for the future.”

Fueltone Pro

Fueltone Pro has bolstered its team with the addition of Todd Sale as a new advisor to the board.

With a long history in the industry, Fueltone Pro is confident Todd will be a “huge asset” for the fuel additive and DPF cleaning agent. His role will involve working with the board members to help shape Fueltone Pro’s strategy and business model over the next year with his knowledge of the industry’s landscape.

UK market comes at a time when the transportation and logistics industry is “undergoing transformative changes”. Fras-le believes its CV braking systems are set to address this demand.

Matt concluded: “These new appointments represent a strategic alignment of values and objectives between Fras-le and Juratek, aimed at driving growth and market expansion.”

To connect with Paul on LinkedIn, www.rdr.link/FAE001

To connect with Marshall on LinkedIn, www.rdr.link/FAE002

ZF Aftermarket UK

ZF Aftermarket UK has announced the appointment of Mark Hallam as marketing manager, UK and Ireland.

With a background in the automotive aftermarket, Mark joins ZF Aftermarket UK with extensive experience gained from his previous role at Niterra UK Ltd (formerly NGK Spark Plugs).

Todd’s previous experience includes five years at Ford, 10 years as major accounts director at GSF Car Parts, working with national motor factors, and, most recently, he spent the last five years on the board at the Tyre Group, building relationships with a large network of independent garages.

He said: “I’m delighted to be an advisor to the board at Fueltone; the product is best-in-class, the brand is excellent, and I’m looking forward to working with the team to form the strategy of the business for future success.”

To connect with Todd on LinkedIn, www.rdr.link/FAE003

He said: “I am excited to join ZF and take on this exciting opportunity to help lead the marketing strategy within the team.

“I am particularly drawn to the wide scope of the role, which includes supporting sales channels across passenger car, CV, and industrial sectors. ZF’s commitment to next-generation mobility projects and the passion of its people were key factors that attracted me to this position.”

Mark added that he was “excited” about the opportunity for professional growth and the broader scope of responsibilities offered by the role.

To connect with Mark on LinkedIn, www.rdr.link/FAE004

GSF strengthens leadership team and gro ws with two new branch openings as expansion drive takes shape

GSF Car Parts has assembled a new leadership team, comprising, what the national motor factor describes, as the best current and emerging talent in the aftermarket, as part of its plans to grow the business and directly challenge the “dominant players” in the market continue to emerge.

The news follows the announcement that the business will add 20 new branches to its 180-plus network over the coming 12 months, with up to 20 further locations to follow from 2025.

The business was acquired by private equity firm, Epiris, and the Ahluwalia family office in November 2023, with Steve Horne appointed as CEO and Sukhpal Ahluwalia as executive chair.

The company has now completed a period of aggressive talent acquisition to establish its new leadership team tasked with taking on this ambitious strategy:

Martin Gray, Chief Talent Officer. Martin is a highly experienced recruiter who was instrumental in the rapid growth of Phones4u and Euro Car Parts. His focus at GSF is strengthening and accelerating the company’s recruitment.

Chris Barella, Digital Director. His expertise in website optimisation, design and marketing is “second-tonone” in the automotive aftermarket, having spent 21 years at Euro Car Parts growing its ecommerce from zero to £250m. His focus will be helping to refine GSF’s customers’ digital journey and accelerate online sales growth.

Paul Wright, Sales and Operations Director. He has worked his way from the aftermarket shopfloor to the boardroom over two decades in the industry. Paul is wellversed in branch best-practice and is hugely connected with customers across the independent market. Most recently he occupied a strategic B2B role at Euro Car Parts and is now focused on “supercharging” the GSF branch network and operations in order to give teams tools, knowledge and resources.

Alistair Preston, Chief Customer Officer. He co-founded, scaled and exited

WhoCanFixMyCar.com.

Alistair’s role focuses on developing and maintaining customer relationships and helping enhance GSF’s market position, as it embarks on a new period of growth and investment.

David Bevan, Corporate Affairs Director. David ran an independent motor factor chain in the West Midlands before occupying directorlevel roles across marketing, sales and national accounts at Partco and Unipart Automotive, as well as director of strategy at Euro Car Parts. David is a passionate believer in the industry and helped create UK AFCAAR.

Lee Forty, National Accounts and Garage Equipment Director. He occupied key leadership positions in workshop solutions, garage concepts and commercial directorship at both Euro Car Parts and Integrated Supply Network. His focus will be key account development and acquisition, as well as the growth of GSF’s workshopfocused garage equipment arm.

The above join GSF’s existing leadership team of Chief Financial Officer, Sally Dowling, Chief Commercial Officer, Paula Huesca de Crean, Chief Strategy Officer, Sukhbir Kapoor, HR Director, Jo Warren, IT Director, Shaun Devey and Ecommerce Director, Farhan Hussain Bill Stimson and Adam White also join the team as head of chairman’s office and head of CEO’s office respectively.

Sukhpal said: “I am delighted to be working alongside such an extraordinary leadership team. We have some of the aftermarket’s biggest juggernauts, all of whom have a proven track record for success, innovation and rapid growth, which are three objectives firmly on the agenda for GSF.

“Our leadership team have hit the ground running, and I am confident that, together, this team will lead our people across the UK and Ireland to unprecedented levels of success.

“We can only achieve this by offering the best customer experience in the industry, and that’s exactly what we’re committed to doing. I know the aftermarket inside out, and the plans we have to invest, scale and develop the service we offer to customers are going to make GSF the partner of choice for garages, suppliers and the public.”

Open for business

Sunderland and Wembley are the first of two new branch openings, described by the national motor factor as the “first of a flurry” as it edges towards 200 branches across the UK.

GSF’s new Sunderland branch (below) is located just south of Wearside on the Leechmere Industrial Estate, complementing the company’s existing site north of the River Wear in Boldon.

GSF Car Parts North East Divisional Director, John Williams, said: “We’re thrilled to double our presence in Sunderland, where the team will offer rapid delivery and excellent availability to customers in the city centre and surrounding areas to the south such as Peterlee.

“GSF has a fantastic reputation for outstanding customer service in the northeast, and our new Sunderland team will build on this. They have a large unit in a prime location with an excellent stock pack, so we fully expect this to be a key branch for us in the region.”

The Sunderland branch is skippered by Branch Manager, Andrew Taylor, an experienced motor factor manager whose connections and reputation, GSF hopes, will help the branch to hit the ground running.

wider GSF family.

“We’re supercharging the growth of our branch network this year, and Sunderland is the first of many more new sites to come as we increase our presence across the UK.”

Of those “many more new sites” is Wembley, with doors opening in March. The second branch the distributor has opened in 2024, and the first of several new sites it’s set to open in the greater

London area, the new Wembley branch is managed by Faraz Sarwar, whose team has more than a century’s experience in the trade.

Steve Horne said: “This is a really important launch for us, as it is part of our strategy for London. We know there are scores of customers in the Wembley area that we can provide an excellent service to, so the new branch team are looking forward to building the kind of relationships that will enable GSF to supercharge their business and ours.

“We’ve got more greenfield openings in London and the rest of the UK coming soon as part of our national expansion, so there’s a real feeling of momentum and positivity across team GSF at the moment. We’re on an exciting journey, and it’s great to have more team members to bring along for the ride.”

Sukhpal added: “The GSF team are doing a tremendous job of accelerating our growth by getting these new branches kitted out, stocked up and ready to trade in record time. Being at our Wembley branch when it opened reminded me of my early days in the trade many years ago, and it’s great to see our team have the same hunger to win as I did back then.

“I know exactly what it takes to succeed in the London market, so we’re doing everything in our power to get our new and existing branches all the resources they need to get customers across the city the parts they need.”

IFA teen’s charity mullet raises thousands for Grea t Ormond Street Hospital

In a heart-warming turn of events, Henry Taylor, a Year 10 student from Cornwall and son of Gretal, who runs the IFA head office in Truro, has made headlines for his philanthropic efforts, raising an astounding £68,500 for Great Ormond Street Hospital. What began as a humble request for sponsorship to the buying group for a World Scout Jamboree trip turned into a charitable journey that has touched many lives.

Henry’s journey started back in September 2022 when he addressed the members of the IFA during a member meeting at the Eden Project in Cornwall. Seeking sponsorship for himself and Gretal to walk the Cornish Coastal Path, Henry’s impassioned speech left a lasting impact. The members, moved by his sincerity, collectively donated the full £4,000 he requested.

Following his successful fundraising, Henry was selected as one of only 36 representatives from Cornwall to attend the 25th World Scout Jamboree in South Korea. Little did he know, this was just the beginning of his charitable endeavours.

Next up…

Fast forward to November 2023, at the IFA’s annual awards dinner, held aboard the Riverside Mozart Ship cruising down the

river Danube, Henry once again took the spotlight. Sporting his now famous mullet haircut, Henry delivered a speech thanking the members for their support and shared his experiences from the Scout Jamboree.

However, it was during this event that Henry’s mullet took centre stage in a different light! Prompted by light-hearted banter, a bidding war ensued to determine the fate of Henry’s cherished hairstyle. Ultimately, a staggering £68,500 was raised through the auction, with proceeds designated for Great Ormond Street Hospital.

Reflecting on his decision, Henry expressed his desire to support children facing health challenges, drawing from his own experience of illness as a child. With vast support from attendees, including Gretal, of course, who pledged to join him in a charity haircut if donations reached a

certain threshold, Henry’s act of kindness touched the hearts of many.

Gretal, speaking on behalf of IFA Chairman Simon Ayres, extended heartfelt gratitude to all members and suppliers for their generous contributions.

Henry’s selfless gesture, coupled with the IFA’s community support, illustrated the spirit of compassion and solidarity in making a difference in the lives of others.

Now Henry has presented the proceeds to Great Ormond Street Hospital, his story serves as a reminder of the profound impact individuals can have when they come together for a common cause. The legacy of the ‘Million Dollar Mullet’ will continue to inspire acts of kindness and generosity for years to come.

For more information about IFA, www.rdr.link/FAE006

Wood Auto Supplies’ transformation under PSH o wnership: Innovation and expansion

Wood Auto Supplies Sales Director, Mike Blissett, sheds light on the company’s evolution since becoming an independent business under PSH ownership. With substantial investments and strategic guidance from PSH, Wood Auto Supplies has undergone a significant transformation over the past two years.

Can you tell us about Wood Auto Supplies’ journey into becoming an independent business under PSH ownership?

“Under new ownership and with guidance from our PSH colleagues, Wood Auto has transformed dramatically over the past two years, and we continue to integrate into the PSH family and ways of working.

“Significant investment has allowed us to update our office space. Our distribution centre has been completely reconfigured, new racking installed creating 300-plus new pallet locations, new conveyor layout and equipment, automated packaging, recycling and weighing machinery.

“Our inventory levels have been put under the microscope, and we have invested heavily in a much wider and deeper range of stock in starters, alternators, components and ancillaries for the LV, CV and specialist UK and export

A Q Q

markets in which we operate.

“The UK distribution centre is supplied by our ‘mothership’ DC in Gdansk in Poland. We are receiving container deliveries from Gdansk bi-weekly now, as well as landing direct shipments from our manufacturing partners across the globe. We moved inline and online with the PSH central ERP system and web shop in the summer of 2023, a monumental task of course, but we were up and running and operational on the go-live date. It was a remarkable achievement by our UK and European IT teams.

“Finally, PSH has allowed me to invest in our people, adding new staff in key areas and keeping our long-term loyal employees happy in the workplace.”

You previously said that the launch of Wood Auto Supplies’ air conditioning (AC) range was timely – could you elaborate on the

decision-making process and how it aligns with the company’s overall strategy?

“Following the successful integration into PSH Group and the introduction of our aftermarket +Line brand of rotating electrics, we are now set to launch another significant product range: we are about to launch a range of AC compressors and condensers to the UK market.

“Again, following in the successful footsteps of our European colleagues, PSH group is already well-established in the AC market on the continent and further afield. Our range of OE and aftermarket (+Line branded) AC units is now available.”

How does the introduction of the AC range contribute to enhancing the company’s product offerings, which obviously includes rotating electrics?

“The same simple but successful principles as our rotating range have been applied to our AC offering, providing a wide range of highquality, brand new (surcharge free) units for passenger car and CV applications, often using our existing OE suppliers that we use on rotating electrics today.

“With our purchasing team having a global reach, and with PSH purchasing ‘boots on the ground’, we have identified new AC component and unit manufacturers, so this is a logical step and a relatively simple ‘bolt-on’ to our overall offering. We already have interest from our rotating stockists in the AC range, so I’m looking forward to being able to add another valuable string to our bow.”

How do you see the demand evolving for rotating electrics and AC components, and how is Wood Auto Supplies positioned to meet these changing needs?

“While rotating electrics may seem an obvious product category of potential decline longer term, we still see our own demand increasing across the range within the existing UK vehicle parc.

powered cars longer, before making that sometimes alarming view of ‘inevitable’ change to EVs. Both starter and alternator volumes are still increasing at around 5% each annually, and by 2040 our studies suggest this market will actually double from where it stands today.

“Within the AC market, the growth is staggering with a forecasted growth of 250%-plus over the next 15 years. As someone who has been in the sector all my working life, I am confident that Wood Auto/PSH Group remain in a very healthy position. Even with long-distant forecasts suggesting eventual declines in our core product market, the launch of our AC offering makes us even more future-proof.”

Can you discuss any innovative technologies or advancements incorporated into Wood Auto Supplies’ ranges that make them stand out to motor factors?

“Our offering is comprehensive, as we partner with OE suppliers as one tier of our offering, our +Line aftermarket range is essentially based on the same OE requirements; however, we offer differing unit specifications within the +Line range also, depending on the market demand and price point. We offer a threetiered solution giving the factors a choice, an OE unit, a high-quality but value for money aftermarket unit complete with OE bearings and pulleys, as well as our +Line ‘Pro’ range with OE regulators for instance.”

Bringing EVs into the

“We are already catering for startstop applications with the Valeo iSTARS alternator range and other 48v hybrid vehicles +Line alternators.

“Our new AC range caters some hybrids too. Our long-term strategy at PSH group is to become a market leading supplier in other emerging critical electrical product groups, and we are already well advanced in exploring sources for aftermarket ranges of electromotors, DC converters and even hybrid and full EV battery packs.”

Does Wood Auto Supplies have a strong reputation for reliability and quality? How does the company ensure consistent performance across its products?

“Absolutely! From our own manufacturing roots from way back in 1929 when Wood Auto was founded, to our current European and global OE and aftermarket supply partners, quality is our first core principle. All of our units are 100% bench tested. I’m pleased to say that our warranty department is the quietest area of the business! Our warranty rate, overall, is less than 0.7% with a stringent internal reporting process in place should a rare quality issue arise.”

Looking ahead, what are the key trends or developments that motor factors should keep an eye on in the rotating electrics and AC markets, and how is Wood Auto Supplies positioned to meet these?

“Our market research indicates the European vehicle parc is aging further still, as motorists hold on to their ICE

“In addition to the market trends shown above and our existing coverage of hybrid and start-stop applications, our UK and European webshops allow us to monitor what our customer base is searching for, and we use this data to keep ahead of current and future product demands in local markets.

“Our experience of selling OE ranges also affords us the knowledge of which units tend to require replacing, at what frequency and at what time to introduce a quality aftermarket alternative. So, we remain well positioned in the UK to cope with existing demand and cater for the future with a view of holding the units in UK stock that our customers (need).”

‘Sleeping giant’ Simply Brands targeting growth

Hi Sam, can you tell us about your new role at Simply Brands and what attracted you to join the team?

“My title is business development manager, although as often with that job title, it covers a multitude of areas! In short, I’m here to help grow sales but not just in a ‘scratchpad and pen’ type way – a major part of our ethos is to work with customers in the long-term, helping them to increase their sales and improve their efficiency with our support. That might be through identifying gaps in their ranges, helping to improve their packaging, allowing them to consolidate multiple suppliers into one (ourselves), as well as developing bespoke products and product ranges for our customers.

“This long-term vision and the ability to work proactively was really the key in me deciding I wanted to join the business –day-to-day I am liaising, not only with customers, but internally with our design, marketing, e-commerce and procurement teams, as well as external agencies to deliver what our customers want and need. For me, I think it fits my skills in terms of being able to manage customer accounts, whilst still using a lot of my previous product management and marketing knowledge.”

In an interview with Simply Brands Business Development Manager, Sam Robinson, he explains his role and the company’s strategies for growth. His extensive experience in product management and marketing positions means he’s well-placed to help with that drive.

Distribution given how they are widely perceived to be linked?

“Simply was originally created as an ‘own brand’ for JRP Distribution, and to this day JRP remains the exclusive distributor for Simply Auto and Simply Power products in the UK – so, of course, we have a very close working relationship!

A Q A Q A Q

What’s the history of Simply Brands, and what is its relationship with JRP

“Today, though, Simply Brands is a 100% standalone company with customers in the UK, Europe, USA and Australia. We sell products in Simply packaging, but also a huge proportion of our business is in private label, supplying a multitude of leading brands and high street retailers.

“The business has expanded from the original range, Simply Auto, to now

include Simply Living (home and leisure/furniture), Simply Tools, Simply Power (mobile phone chargers and accessories), Simply Sanitize (PPE), Simply Mobility (walking aids and accessories), Simply Promo (branded merchandise) and most recently, Simply Cycling.”

What are Simply Brands’ USPs, and what’s helped to make them successful so far?

“I think from a product perspective, the sheer size of the product range has been a huge pull. We’ve over 1,000 SKUs in total and, where relevant, we will cover as wide a range and as many different options as possible with each product, so there is a feel of a ‘one stop’ when it comes to supplying all the accessories that a retailer or factor may need.

“Behind this, undoubtedly one of our biggest strengths lies in the team we have on the ground in the Far East. We have our own offices with 12 members of staff covering sourcing, logistics and quality

control. This gives us a huge advantage over many European companies sourcing in the Far East through agents or remotely, as we really have our fingers on the pulse of what is going on and can quickly bring new products to market. We’re able to tightly control QC when it’s our own team going into audit factories and sign-off production on orders. Being able to negotiate and discuss fluently in the local language is a huge benefit for us and helps to speed up negotiations and avoid any crossed wires or ambiguity.

“Another great part of our offering is our UK-based team for product design, marketing and e-commerce. For our private label customers, we can take their brand guidelines – or create a completely new brand for them – and our team here will prepare every aspect of their packaging, cataloguing, product images etc. It means we can offer a complete turnkey solution and allow customers to add additional product ranges or improve their existing ones, but with little effort required from themselves!”

Could you provide some insights into Simply Brands’ ambitions and strategies to impress motor factors?

“Although we are looking to expand to new markets in Europe in particular, we’re by no means leaving the UK behind, and there’s a very clear ambition to continue to invest in the brand and continue to grow in the UK market. We need to make sure we’re helping factors to sell product and make it as easy as possible for them. On a purely practical level, this includes investing in cataloguing for MAM, which we have just developed and launched for our complete bulb and wiper blade programmes. From more of a marketing perspective, we’ll be looking into consumer and garage promotions, workouts and more to continue to raise the profile of the brand and give factors and retailers alike confidence in the product itself.”

“Today, though, Simply Brands is a 100% standalone company with customers in the UK, Europe, USA and Australia. We sell products in Simply packaging, but also a huge proportion of our business is in private label, supplying a multitude of leading brands and high street retailers.” A Q A Q A Q A Q

How do you envisage leveraging your previous experience in the sector to contribute to the growth and success of Simply Brands?

“I’ve been lucky to be involved with product management and marketing across both the UK and Europe and feel I have some great contacts, not only with distributors and retailers, but also with the media and in helping to shape marketing plans and strategies. I’m hoping I can bring some of this experience to Simply to help formulate a structured, long term marketing plan to ultimately grow recognition of our branded product lines.”

Given that Simply Brands might not be widely recognised, how do you plan to increase brand visibility and market presence? Is a ‘sleeping giant’ a fair description?

“I think it certainly is, and people often underestimate the size of the business and the workforce, not to mention some of the calibre of customers that we have. Of course, the names and nature of our private label

“We’ve very recently strengthened the team with the introduction of Tom Kay, our new digital manager. He’s only been with us a few weeks, but already Tom is shaping out some great strategies for our online and social activities that will continue to grow. Alongside this, we’re working with an external PR agency to improve our communications through the more traditional automotive media. Some sponsorship opportunities are in the pipeline and will be announced shortly, which should help give us some great brand recognition at a more consumer and auto enthusiasts level.”

As someone newly joining the team, what are your initial impressions of the company culture at Simply Brands and JRP Distribution, and how do you see yourself fitting into it?

“I love it! Having spent many years as part of a huge corporate organisation, being back working within a smaller team is fantastic. We are able to react so quickly to market demands and customer requirements, and the owner is willing to invest into long-term projects, not just a ‘today’ mentality. There’s a real sense of working together and everybody is encouraged to have an input on individual projects, as well as the overall direction of the business. We’re trusted completely to get on with our jobs and do what we need to do to deliver – but if we do need support, our CEO is at the other end of the phone any time of day or night!”

For more information about Simply Brands, www.rdr.link/FAE008

Ivor Searle developing skills to secure the future of automotive remanufacturing

As we reported last month, apprenticeships are vital to the future of the automotive sector. It’s imperative that young people have – and takeup – opportunities so they forge a long-term, successful career in the sector. Ivor Searle reveals how it is keeping an eye on the future.

Apprenticeships are important, not only to meet the sector’s skills shortage, but also to ensure that a flexible, highly-skilled and productive workforce is maintained for the future.

Developing future skills is crucial for the automotive aftermarket, which, according to Society of Motor Manufacturers and Traders’ data, contributes £12.4bn to the UK economy with 55,000 businesses, including distributors, MOT, service and repair sites, supporting 330,000 jobs.

How is Ivor Searle doing its bit?

Ivor Searle is a remanufacturer of car and LCV engines, gearboxes and turbos, serving 1,500 distributors across the UK and overseas. It reported it has long placed apprenticeships at the centre of its business strategy.

To address the challenge of recruiting the skilled engineering technicians needed to provide distributors with the major units needed to meet workshop demand, the Cambridgeshire-based company now has more apprentices on its payroll than at any

time in its 76-year history and, by the end of 2024, is set employ 14 trainees.

Ivor Searle recruits up to four new apprentices every September, who are enrolled on the company’s Engineering Technician Machinist Level 3 apprenticeship. The successful applicants will join 11 other apprentices in the business who are on their second or third year of training towards a Diploma in Advanced Manufacturing Engineering (Foundation), in association with a number of local vocational colleges. Apprentices learn the processes and engineering involved across Ivor Searle’s operation, from stripping engines and machining of components to final assembly and future product development to meet the needs of the aftermarket.

Recognising the need to recruit more young people into technical and engineering roles within the automotive sector, its investment in apprenticeships is seen as a key element in future-proofing the skills needed by the business, as David Eszenyi, commercial director at Ivor Searle,

explained:

“Ivor Searle has always been an advocate of apprenticeships, which enables trainees to earn while they learn. It’s the ideal platform to develop hands-on engineering and technical skills, which our business relies upon.

“By the end of this year, we will employ 14 apprentices, and, for a company of our size, there are few UK manufacturers with this number. I started my own career as an apprentice machinist, and a number of our senior staff joined Ivor Searle as apprentices. They really are the engine of our future.”

Furthermore, as a significant employer in the Cambridgeshire area, Ivor Searle participates in local recruitment fairs to advocate the benefits of apprenticeships and raise awareness of employment opportunities in automotive. Funding for apprenticeships is available through the government’s apprenticeship levy scheme.

For more information about Ivor Searle, www.rdr.link/FAE009

From The Netherlands to the UK: JLM Lubricants’ rise in stature

After getting to know Mr JLM Lubricants himself – AKA Gilbert Groot – and discovering how the company was born in part one, the next instalment from our interview, conducted all the way from The Netherlands, looks at how JLM Lubricants became renowned around the world, including the UK, where, of course, Kalimex is the national distributor. Here’s Tom Henman’s take on things:

Today, JLM Lubricants is available in 40 countries, servicing motor factors and technicians with technical sprays, lubricants, coatings, leak-stop sealants, cleaners and rinsing agents. The UK, of course, makes up a significant part of that distribution network.

Gilbert (top-left) fondly recalls the first time he exchanged conversations with Mike Schlup, the managing director of Kalimex (top-middle): “It was unexpected, but I received an e-mail from Mike back in either 2011 or 2012. He was – and still is –the head of the company, so I knew it was a significant conversation. He expressed an interest in expanding his line of products and brands, and JLM Lubricants felt like the

perfect fit!

“We enjoyed excellent communication, and we shared the same visions, which allowed a straightforward deal and the beginning of a successful partnership.”

Gilbert credited Mike’s extensive network and “adept” sales strategies for JLM Lubricants’ penetration into the UK market. Mike’s connections with motor factors and workshops, in particular, fitted with JLM Lubricants’ vision to be a trade trusted brand, meaning JLM Lubricants could vie in a competitive landscape.

That being said, with the relationship in its infancy, the primary focus was about establishing the brand and developing relationships: “Structured goals and targets

would come later – we needed the trade to understand the brand and its products, and we accomplished that with marketing campaigns, like advertising in trade media, social media and offering customers marketing support to promote the products to their customers.”

The strategy worked, of course, and as the noise about JLM Lubricants increased, so did volumes of sales. The customer base expanded, so, naturally, targets were set and became important to “drive growth and maintain competitiveness”.

Gilbert added: “This is when my handson approach changed to a more strategic management style. I also knew that Mike and his team, with time and experience,

could spearhead the JLM Lubricants campaign in the UK.”

While he didn’t join us in The Netherlands, I was keen to get Mike’s take on the relationship with Gilbert and the JLM Lubricants brand – an award-winning relationship at that, with Kalimex scooping ‘top sales’ 10 years-in-row during JLM Lubricants’ annual awards event.

Mike said: “After meeting Gilbert all those years ago, I quickly realised we had the same philosophy when it came to business. It boils down to having top quality products that solve problems and building a brand around them that can be trusted by professionals and motorists alike.

“Both JLM Lubricants and Kalimex have invested significantly in the UK market to help deliver this message to our ever growing customer base, and I’m proud to be part of what has now become a global additives and lubricants brand.”

Evaluating market dynamics

I was curious to learn if there were parallels that could be drawn between the British and Dutch markets. Pausing, then a wry smile, Gilbert remarked that both markets have their “similarities and differences”.

He continued: “While consolidation among buying groups is evident in both countries, the prevalence of independent workshops in the UK presents unique opportunities for JLM Lubricants.

“Furthermore, there is a contrast in marketing styles and technical training approaches too, with the UK exhibiting a stronger emphasis on traditional methods of marketing and hands-on training.”

The COVID-19 pandemic, naturally, with

nothing to compare from earlier in his career, so ‘learning on the job’ was the philosophy. Ultimately, Gilbert wanted JLM Lubricants to be as flexible as it possibly could – whether that be offering additional credit or extra market support.

In The Netherlands, garages did not close at all during the whole pandemic. That, of course, was not the case in the UK. Cleverly, however, JLM Lubricants tried to bridge the gap by thinking of ways in which they could, temporarily, get drivers to complete menial tasks themselves with certain products: “This really helped,” acknowledged Gilbert, “and we actually came out of the COVID-19 pandemic in better shape than when we went in. We used the experience to learn lessons and now have a better idea of how to support customers through tough times.”

Environmental consciousness

JLM Lubricants’ focus on premium quality ensures cleaner engines and a significant reduction of emissions.

He said: “We believe clean mobility is important. We develop effective products that keep internal combustion engines in peak form. Our fuel additives work both as preventives and as problem solvers. Vitally, they help with vehicle efficiency and lower emissions.”

It’s not what’s inside the product that only matters either, according to Gilbert: “We’re in the process of making incremental changes to our packaging and materials, such as using aluminium cans, to help minimise our environmental footprint and meet evolving consumer expectations.”

Looking to the future

Towards the end of our chat, it felt appropriate to ask about the ‘EV revolution’ and potential expansion into other markets.

Gilbert said: “Despite the looming shift towards EVs, we employ a ‘repair over replace’ mentality. The car parc is getting older, not younger, so we’re confident that there will be plenty of opportunities in the aftermarket space for many years to come. Plus, the JLM Lubricants range now covers, not only diesel, but also petrol and hybrid additives, plus maintenance and car care products.”

On new segments, he said: “There is the HGV market, agriculture, marine etc. There are ample opportunities and spaces that we can penetrate. We have all the ingredients to ensure our future is a successful one, with our loyal partners, like Kalimex, thriving too.”

For more information about JML Lubricants, www.rdr.link/FAE010

Ring laboratory exposes noncompliance issues in third-party bulbs

Ring, the lighting and auto electrics supplier, possesses a lighting laboratory at its headquarters in Leeds. Unfortunately, while testing a range of bulbs in the industry, it claims to have found worrying results, including bulbs that are not road legal.

Ring reported that the laboratory team does not only test Ring and OSRAM’s own products, but also those from other automotive lighting companies to see how the quality compares and if it meets the legal standards. Recently, the company discovered some worrying trends: it believes that there are bulbs being sold in the UK that are not compliant with current legislation and are therefore, not road legal.

Vehicle bulbs used on the exterior of a vehicle have to comply to ECE Regulation 37, which details exact specifications, such as light output, minimum and maximum levels, so drivers can see safely, and other road-users are not dazzled. Filament geometry ensures the light is directed on the road exactly where it is needed. Voltage, so it is suitable to work in particular vehicles and wattage, so that brightness levels are safe and wiring isn’t damaged. These regulations are in place to safeguard road-users. It is illegal to fit light assemblies that carry their own performance approval numbers with bulbs that are not E approved (1989 Road Vehicle Lighting Regulations). In addition, it is also illegal to stock or offer these bulbs for sale in the UK (Filament Lamps for Vehicles (Safety) Regulation 1982). Both sections of legislation are in keeping with the UN ECE Regulations on Lamps and Reflectors, which are updated regularly.

What goes into testing?

When testing bulbs in the lab, Ring reported its team use multiple bulbs of the same type from the same brand, to ensure their performance or any issues that occur, are constant, and not just a one off.

Included in the testing were bulbs supplied by one company, which all exceeded the maximum wattage and lumens levels by a considerable margin; another was more than 26% above maximum lumen output, and the wattage was 49% above maximum. At this level, Ring believes the bulbs could cause overheating to a vehicle’s wiring.

was switched on and, after only a few minutes, the chrome end cap showed signs of deterioration. There were also incidents of bulbs not complying with ECE Regulation 37, non-conformity which makes the bulb not road legal.

Ring also conducts photometry tests, and from one bulb supplier, all of the bulbs failed because the level was too low – 29.1 lumens versus a minimum limit of 40. For another, four of the 10 samples failed photometry on the 5W filament, which was too high. In other instances, bulbs didn’t meet the amber colour requirement, and many had a poor beam pattern, which will directly impact the drivers view of the road.

“Continue to raise awareness”

Managing Director at Ring Automotive, a subsidiary of ams-OSRAM, Andy Gratton, commented: “We regularly test ranges of halogen and auxiliary bulbs sold in the automotive industry. As a market leading manufacturer, we have a responsibility to the aftermarket to ensure that distributors and technicians are clear and confident that the bulbs they sell, and subsequently fit to consumers vehicles, are safe, compliant and produced to the highest quality standards. These are safety critical products and, as such, regulation compliance is not optional.

“We tested a number of recognised

brands, and these results revealed that some bulbs sold are not road legal in relation to Regulation 37 of the ECE standard. There is an increasing awareness amongst road-users of the impact of poor quality vehicle lighting, and our objective is to continue to raise awareness of the causes of issues, such as low visibility and, at the opposite end of the spectrum, glare.

“We also need to consider the wider impact this issue has on the independent automotive aftermarket. Organisations, such as the Independent Automotive Aftermarket Federation, have spent many years working with motor factors and garages to build trust amongst motorists to have their repairs done in the aftermarket, rather than at a main dealer. If motor factors and technicians are selling and/or fitting non-compliant products and are unaware, they risk undermining some of the work done should a road-user be penalised for non-compliant lighting in the event of an incident.

“The problem then snowballs, as the

industry that’s negatively impacted from these poor manufacturing processes and lack of quality control. In the end, we all have a responsibility for ensuring that the road-user is safe.

“Our findings identified through testing at our quality facilities in the UK and

safety critical component of a vehicle and should be considered as such. There really is no excuse, given the relative cost, for road-users to be subjected to a noncompliant product. We remain committed to improving road-user safety in the UK and will ensure that the issues identified follow

RS AutomotiveCore sees momentum surge as more factors embrace green initiatives

RS Automotive Core Managing Director, Alastair Whatmore, has revealed that the core dealer is continuing to secure more motor factors. From buying groups, nationals and independents, it would appear momentum is building, evidenced with a testimonial from CR Marks.

Alastair said: “We are delighted at the growing number of motor factors who are seizing the opportunity to make RS a new customer. We are pleased to be a new customer to factors right across the market.”

So, what is the verdict?

CR Marks, a multi-branch motor factor in Oxfordshire, has been working with RS Automotive Core over the past year and hasn’t looked back since! A company spokesperson said:

“At the beginning of 2023, we decided to work with RS Automotive Core in a core buyback programme.

“The process was so simple: we put a modest ‘green surcharge’ on rotating electrics and calipers to see if our garage customers would return them, and, in turn, we sold them to RS Automotive Core, which essentially became a new customer to CR Marks.

“We marketed this as very much part of a ‘green’ initiative. We were shocked to realise just how many cores were previously ending up as scrap.

“We have been extremely pleased with how the programme has worked, and it has resulted in some significant net profit returns for our business. We were previously selling these products to the workshop and that was that. Now we are

Alastair believes distributors of varying sizes are seeing the commercial benefits of selling a new product, applying a “modest green surcharge”, having the unit returned

enjoying increased margins on these products, as we get the additional revenue from the returned cores that we sell to RS.

“Once we have filled pallets with cores, we simply notify RS Automotive Core, and the team collect them at no cost to us at all. In short, we are achieving another sale from these products, resulting in pure net profit not previously enjoyed. There is no additional cost or effort to us in the process at all.

“Because we are promoting this as an environmentally positive initiative, the garage network has embraced it, and there has been no negative impact on sales whatsoever!

“In our business, we would have had to gain several very significant new workshop customers to achieve the enhanced margins we now enjoy. We were able to do this overnight by embracing the simple concept of levying a modest green surcharge to get the units back and selling on to RS – I couldn’t recommend working with RS enough!”

and enjoying a further margin with a sale to RS Automotive Core.

Alternatively, where a factor wants to steer away from traditional surcharges, RS Automotive Core has observed some factors offer a ‘green credit’ for all returned cores; in fact, this latter method is being used by some as a sales tool. The company will offer factors a flat price per product group; therefore, they should have the confidence in offering some of this figure as an incentive to their workshop customers to return the old unit.

As detailed in a previous issue of Professional Motor Factor, the company’s priority is not all about the financial gains but very much with an eye on “protecting the environment and supply chains through recycling and sustainability.”

Alastair continued: “By being part of a more environmentally friendly way of working, we are supporting and promoting the remanufacturing process. When a motor factor returns cores, it creates a reliable and consistent supply for remanufacturers.

“As a result of this, it lessens the reliance on supply from Far Eastern sources. Already we are seeing remanufactured product being supplied with no surcharge to the factor network. This means no ‘core bank’ for the factor but additional margin on the sale in selling the returned cores to RS.”

Alastair, former co-owner of Autostores Motor Factors, believes that there is a significant opportunity to create a “truly circular economy”, one that will benefit everyone financially and contribute “enormously” to a more environmentally friendly route of supply.

He concluded: “In my old life as a factor owner, what RS has to offer would have offered me a significant commercial opportunity to enhance margins and participate in a drive for more stable and sustainable future supply.”

MAHLE Aftermarket reveals streamlined marketing portal

MAHLE Aftermarket has unveiled its new online promotional platform to customers with an array of MAHLE branded merchandise.

The new UK MAHLE Webshop presents an array of merchandise and a “user-friendly” experience for browsing and purchasing clothing and point of sale of MAHLE branded items.

customers, facilitating their sales and marketing efforts to better represent the MAHLE brand in the market.

Jason Smith, sales and marketing manager for MAHLE Aftermarket, said: “This

Detailed information on the official launch and access instructions will be shared soon.

Autoelectro ignites classic car passion – in more

In the world of classic car restoration and maintenance, finding the right replacement parts can feel like searching for a needle in a haystack, according to Autoelectro’s Harnek Bhogal, but the remanufacturer believes it has carved a reputation for being the go-to supplier for classic car and rare vehicle applications.

As we move into warmer months and longer days, classic car enthusiasts will be dusting off their treasured classics, ready to take on the open road. It is common, however, to find their motors needing some TLC during the season –potentially needing a starter motor or alternator replacement.

A family-run business, now in its third generation, the Bhogal family is renowned for its classic passion, with the VW Golf Mk1 and Mk2, Triumph TR7, 1955 Daimler Regency II parts of their repertoire, so it is not an exaggeration that classic car motoring is at the heart of Autoelectro’s strategy!

And because Autoelectro is a

ways than one!

these demands, we need to have an indepth understanding of the specific requirements of the components and a detailed technical understanding of how the electrical systems work, which is a key selling point of our business in the marketplace.

“Our technicians and engineers’ attention-to-detail is paramount. Usually, classic car owners are petrolheads that place great emphasis and priority on authenticity and quality when it comes to replacement parts.”

Harnek also said Autoelectro only uses the highest quality OE replacement components. This meticulous attention to detail ensures that classic car owners receive parts that not only fit seamlessly into their vehicles but also uphold the originality and performance standards that they want.

Commitment to preserve OE

Central to Autoelectro’s ability to cater to the demands of classic cars is not only its understanding of the components themselves, but the historical significance of these vehicles.

With a range of stock that includes dynamos, ACR alternators, and inertia starter motors, Autoelectro claimed it is committed to continuing the rich heritage

of British motoring and providing enthusiasts with the tools they need to keep their cherished icons on the road.

Here are some examples of classic car applications in stock:

Starter motors:

● AEY1649 MG R 3.9 V8 (1992-onwards)

● AES1135 Ford Granada/Capri 2.0-2.8 V6 (1980-onwards)

● AEU0787 Ford Escort/Sierra RS Cosworth 2.0 (1990-onwards)

● AES5162 Porsche 911 Turbo (930 model) 3.0 (1977-onwards)

Alternators:

● AEG1152 Nissan Figaro Alternator 1.0 (1991-onwards)

● AEK1204 Porsche 928 Alternator 4.5 (1978-onwards)

● AEC1074 Porsche 911 Carrera (964 and 993 models) 3.6 (1989-onwards)

● AEA3183 Austin Metro 1.4 (1990onwards)

● AEG1312 Rolls Royce Silver Shadow 6.7 V8 (1980-onwards)

Autoelectro goes “above and beyond”

Recognising that classic cars often feature custom or non-standard configurations, Autoelectro offers a bespoke service,

adapting and building starter motors and alternators to meet the specific requirements of individual customers.

Harnek said: “This commitment to customisation ensures that every restoration project receives the attention and expertise it deserves.”

Maintain originality

In line with its ethos of authenticity, Autoelectro’s ‘reman and return’ facility offers customers the opportunity to maintain the originality of their vehicles. By allowing customers to send images of their parts via WhatsApp, Autoelectro’s production and technical team can assess the feasibility of remanufacturing the component, ensuring that classic car owners can preserve the integrity of their vehicles.

Here are some recent examples of Autoelectro’s ‘reman and return’ service:

● Bentley Arnage 6.7 V8 petrol (2000onwards) alternator

● Aston Martin Lagonda 5.3 V8 petrol

Import – 1991-onwards) starter motor

● Jaguar XJ 6.0 V12 petrol (1995-onwards) starter motor

Harnek concluded: “Despite the challenges posed by sourcing quality old core and replacement components, we remain ready for another busy but successful classic car season. Customer satisfaction is our number one priority, and we don’t take our reputation for granted.

“Each starter motor and alternator undergoes rigorous testing at both the

component and full unit level, ensuring that only the highest quality products bear the Autoelectro name. By upholding these stringent standards, we continue to inspire confidence among customers, reaffirming our position as a trusted partner in the preservation of classic cars for generations to come.”

AC kits for classic cars an ‘unta pped market’

Growing demand in the “luxury automotive aftermarket” could present an opportunity for you to sell air conditioning (AC) kits to classic car restorers and owners, according to Clayton Classics.

In the midst of a “booming luxury aftermarket scene”, Clayton Classics is encouraging “smart-thinking” motor factors to explore what it describes as a hidden gem in the market: AC kits for classic cars.

Data produced by Cognitive Market Research and obtained by classic car restoration specialist, Clayton Classics, has revealed that the global luxury automotive aftermarket is projected to grow year-onyear by 8% until 2031 – with demand for customisation, enhanced performance and high-end upgrades being credited for the increase.

Coventry-based Clayton Classics believes that this presents an opportunity for you to tap into this wave by offering premium AC kits to classic car owners and restorers, especially with hotter summers becoming a more regular occurrence.

Recognising this growing demand, Clayton Classics has rolled out its revamped AC kit range. These kits cater to owners of eight iconic brands, like Jaguar, Aston Martin, and Porsche, spanning 20 models.

Already making waves globally, Clayton’s in-house developed kits promise a “breath of fresh air” for classic car owners and a new revenue stream for you. Rigorously tested worldwide in all climates, the kits, crafted using original parts and tooling, can deliver fast temperature reduction akin to modern

systems. Plus, as a benefit for owners, they are authentically designed, so that they are in-keeping with the style and era of each vehicle.

Dean Allsop, director at Clayton Classics, commented: “Many classic cars lack AC systems or have outdated ones that can’t stand up to modern counterparts. With temperatures on the rise, these vehicles risk becoming impractical. Introducing tailor-made AC systems for classics opens up an untapped market for stockists.

“It’s not just about revenue; it’s about meeting the unique needs of classic car enthusiasts and expanding your customer base.”

Nissens Automotive ‘ensuring year-round thermal comfort’

Motorists should experience optimal thermal comfort not only during the initial days of spring and the hot summer months but throughout the entire year, according to Nissens Automotive. Here’s its marketing manager, Jan Zieleskiewicz, in his latest column:

One of the critical elements of driver safety and comfort is the air conditioning (AC) system, and in vehicles with a permanent or plug-in electric drive, it is an important part of the vehicle’s overall thermal management (TM), which performs an essential role to enhance mobility.

TM ensures comfort in the cabin, regardless of the season, by heating or cooling the interior, but it also affects the proper function of the electric power drive, control electronics, and optimal battery operating conditions. So, regardless of the type of drive, it’s important to ensure the proper operation of the vehicle’s AC system through regular and professional service and the use of appropriate quality replacement parts.

To make the most of the opportunities that come with the climate season, you need to partner with knowledgeable suppliers, such as Nissens, to understand requirements and those of your workshop customers.

“Trust the experts”

To stay ahead of the competition and meet the demands of the independent service and repair sector, it is crucial to trust the experts and when choosing climate system service solutions, there are several factors to consider:

While the range, coverage, and availability of reliable quality parts are

obvious, it is also essential to ease the strain on the technicians undertaking the work. So, assembly related features that make the replacement process safer and faster, and technical support from the manufacturer to help avoid common problems are priceless. All of this, along with a comprehensive parts programme, is made available through Nissens.

Nissens provides complete system component solutions and promotes sound education to prevent common service errors. Its TM parts offering is a comprehensive programme of nine key AC product lines, encompassing more than 3,680 items that provide excellent car parc coverage for all segments. As vehicle fleets develop and change, so does the range, which continuously expands to best match the most popular applications and address the recent technology evolutions.

Each spring, Nissens adds more than 250 new products to the programme, and the company continues its rapid growth of TM system parts for electric-driven car models. Among its most recent innovations are refrigerant pressure sensors and the high-voltage electric AC compressors for the most popular vehicle models, which have

further expanded the climate parts range.  All Nissens’ components are manufactured to the ‘genuine Nissens quality standard’, which ensures performance, durability and easy installation, helped with additional items included in the (First Fit) set; for example, suitable O-rings, mounting screws, or the appropriate oil in the compressor are inside the product box. In addition, safe packaging and transport protection ensure that sensitive components arrive safely from the warehouse to the workshop.  Nissens also provides a wide range of technical support targeting industry specialists on various levels, and technicians can benefit from the use of its recognised quality training and technical support material. The portal, for example, includes a library of technical tips and service procedures, as well as tools, such as the oil and gas finder, with hundreds of vehicle makes and models, including the refrigerant and lubricant prescriptions for the newest and the most popular hybrid and electric-drive vehicle AC systems. The educational material in the programme also addresses the popular heat pump systems, widely applied in new energy vehicles.

Discover the difference

Almost all Nissens’ parts are designed with additional features, which improve their durability and secure optimal performance, and these include its condensers.

As the main heat exchanger, it plays a critical role in the efficiency of the AC system and the smooth operation of the compressor. Its frontal location in the vehicle exposes it to humidity, road-spread salt, and foreign objects thrown from the road, like stones, as well as insects and dirt. All these can quickly weaken the thin aluminium construction, leading to deterioration of its fins, thus significantly decreasing performance and ultimately leading to leaks and complete system and other component failure.

As a result, Nissens’ condensers are engineered to secure the product’s longevity. The solid, optimally designed size and number of tubes and fins, create a sturdy and durable, yet high performance,

methods, including a complete thermal performance test carried out in a wind tunnel. Thanks to the optimised aluminium brazing process, contamination of the heat exchanger surface has significantly been reduced, ensuring excellent airflow and, thus, optimal heat exchange.

However, the most crucial feature of a Nissens condenser is its anti-corrosive protection. The specially developed coating method enhances durability against chemical reactions and corrosion

longer than that of non-coated OE and other aftermarket products.

Nissens’ condensers stand out, not only for their durability and performance, but also for their hassle-free and quick installation. This is attributed to their finish and fit, along with the inclusion of O-rings that streamline the refrigerant-tight assembly process. It is also worth noting that all Nissens’ condensers are pressurised with a neutral gas and, besides being solidly packaged for their transport, they

DENSO: ‘Watch out for damper limiter pulley failure!’

DENSO is an OEM of air conditioning (AC) components, which it supplies to VMs across the globe. Its related expertise extends to many of the systems that are associated with a vehicle’s thermal management, not least the front-end auxiliary drive (FEAD) system that powers the AC compressor.

As problems with the FEAD system can have consequences for the vehicle’s AC compressor directly, as well as the vehicle’s other AC components, DENSO Aftermarket is raising awareness of the issue and highlighting that it has produced a useful technical guide to assist your professional customers correctly diagnose faults and improve the quality of the repairs they undertake.

Although primarily aimed at technicians, the information it contains also provides useful background knowledge for you, which can help improve the service you provide, as you obviously supply the replacement parts workshops need –here’s DENSO Pan EU Strategic Marketing Manager, Fatiha Laauich:

“Modern, small capacity engines are particularly prone to vibration, which is why VMs have turned to their OE supply partners for solutions, and, as a result, many are fitted with vibration absorption devices, such as a torsional vibration damper (TVD), DMF and overrunning alternator pulley (OAP).

Why do DL pulleys fail?

“Although not directly related to engine vibration, the damper limiter (DL) pulley is an associated component within the FEAD system that is mounted on most variable displacement type AC compressors, and its purpose is to provide a safety mechanism that prevents the auxiliary belt from breaking should the compressor seize, for example. When the limiter breaks, the pulley can run freely, so the FEAD system

1 Excessive negative force on the pulley, due to too much drive belt movement, which can be caused by several parts within the FEAD system, so requires further investigation; therefore, a technician should carry out a visual inspection with the engine idling, and then with the engine speed increasing and decreasing. If the drive belt has too much movement, the technician needs to inspect and, if necessary, replace the following parts: OAP, TVD, idler pulley and the automatic belt tensioner. In addition, check the DMF as sometimes, for economic reasons, the DMF is replaced by a solid flywheel, which can cause an increase in engine vibrations.

2 Continuously changing force on the pulley, due to severe rotation speed fluctuation of the engine, which can be caused by the fuel injection system, ignition system, exhaust emission control system or camshaft timing, for example, rough idling or rough running.

3 Excessive force on the pulley, due to too much engine torque from enhanced torque output after chip-tuning, for example.

4 Liquid lock of the AC compressor, which is usually caused by charging the liquid refrigerant to the low pressure side of the vehicle’s AC system, or the creation of ‘refrigerant mist’, also in the system’s low pressure side, usually caused by a faulty expansion valve or an excessive amount of refrigerant. Too much compressor oil is another reason.

5 Too much friction within the compressor’s internal components, which can be caused by the use of the wrong type of compressor oil, too much or the wrong UV-dye, insufficient oil and refrigerant mixture or ineffective cleaning of the refrigerant cycle.

6 Vacuum lock, which can be caused when the AC system is under vacuum, and the engine is accidentally started. Due to the vacuum, the swash plate inside the variable displacement compressor is moved beyond its maximum displacement position. When the engine operates with the compressor in this state, the pistons will collide with the inner wall of the crankcase, causing the compressor to seize.

“Although not directly related to engine vibration, the damper limiter (DL) pulley is an associated component within the FEAD system that is mounted on most variable displacement type AC compressors, and its purpose is to provide a safety mechanism that prevents the auxiliary belt from breaking should the compressor seize, for example.”

Aftermarket range and availability

The OE AC compressors in the DENSO Aftermarket range provide the independent service and repair sector with a comprehensive range of replacement options for the vast majority of the European vehicle parc and is widely available from its distribution partners across Europe.

All new DENSO compressors are prefilled with the right type of compressor oil, but before installing the replacement, you should remind customers to read the ‘DENSO Compressor Installation Guide’, which can be downloaded from the DENSO Aftermarket website.

Castrol reveals marketing support designed to enhance customer enga gement

In the UK alone, a significant 15.7 million cars manufactured by mainstream OEMs, equivalent to 39.9% of the country’s car parc, can be serviced using just five Castrol MAGNATEC products.

Ensuring Castrol is visible to consumers is key to potentially increasing sales of Castrol products like these. Castrol is, therefore, taking the steps to offer its support to you, and has partnered with leading suppliers to improve your access to products and marketing assets to reach a wider audience.

Castrol has developed a comprehensive

In an endeavour to boost visibility and accessibility among motor factors and workshops alike, Castrol has agreed a “strategic partnership” with Tetrosyl. Furthermore, it offers an array of marketing support to reach wider audiences. Here’s Castrol National Key Account Manager, Courtney Forman, to explain more:

range of premium lubricant products for you and your customers, along with relevant merchandise and marketing materials, to effectively promote and communicate the products.

Agreement with Tetrosyl

In 2023, Castrol announced a three-year strategic partnership with Tetrosyl, a manufacturer and supplier of car care products. The strategic partnership enables more motor factors and workshops to get enhanced access to the complete range of Castrol products and at next-day delivery service, via Tetrosyl Express.

You are now able to order Castrol lubricants, along with products from other brands, such as QH, TJ Filters, Carlube, Bluecol, CarPlan and many more, through Tetrosyl and receive support via the Tetrosyl customer service team.

Support measures in-place

Castrol provides a range of support measures, from digital assets that can be used on websites, to a range of in-store point-of-sale and marketing materials. Throughout the year, Castrol runs different promotional activities, including, for instance, the opportunity for Castrol customers to win tickets to popular sporting events, including major football tournaments, Formula 1 and MotoGP based on qualifying purchases and subject to terms and conditions.

Not only does Castrol provide exciting marketing activities, therefore, but it also runs bespoke promotions to motivate purchases of Castrol branded products and stock replenishment.

For more information about Castrol, www.rdr.link/FAE019

Motul unveils ‘targeted solutions’ by launching additive kits

Once the “products of the dark arts” in the automotive aftermarket, according to Andy Wait, sales and marketing manager at Motul UK, additives are now one of the fastest growing product areas in the aftermarket. Andy reveals why this is “no surprise”:

Today our fuels and our lubricants owe much of their ability to deliver performance due to the additives they contain. Additives as a product group in the automotive sector continue to grow, and more and more people are coming to understand how additives can help ensure their vehicles run optimally and extend the efficient working life of the engine.

As technical leaders in automotive lubrication, Motul has a first-rate knowledge of what additives can deliver both for you, the factor, and for the enduser. Our extensive experience in the additive sector has led to the development of our latest, refined additive offerings.

For 2024, we are proud to present targeted solutions tailored to various needs. We have also expanded our range to make selecting additives easier than ever. We have implemented clear divisions within additive categories, coupled with innovative technology, resulting in an expanded selection of products for 2024.

Fuel system cleaning

Our fuel additive range integrates detergent molecules, which decrease and even eliminates such fouling.

Petrol system cleaning solutions

Fuel System Clean removes contamination from the entire fuel system and cleans it, while binding moisture and condensed water. GDI Clean offers a thorough cleaning of valves, injector nozzles and the inlet area for direct injection gasoline engines.

Valve And Injector Clean for non-direct injection petrol engines removes contamination and keeps injectors clean.

This selection of additives allows you to provide customers –whether for workshop, or for retail – with efficient solutions for greater performance, conformity and reliability. With some great point of sale and marketing material to back-up the range, the good news is that it is now easier than ever to make additives a profitable revenue stream than ever before.

Motul introduces kits

We have launched specific additive kits, to offer an additional sales opportunity. There is an emission reduction kit to help ensure vehicles are in as good a shape as possible for the various requirements of the MOT test, and an engine clean kit. Both come in petrol and diesel versions; we have carefully selected the necessary additives and have packaged them as a ‘bundle’.

Diesel system cleaning solutions

Diesel System Clean removes contamination, and binds moisture and condensed water throughout the whole system, while DPF Clean maintains the DPF, when used regularly, and supports regeneration.

Dedicated hybrid fuel cleaning solutions

e-FUEL SYSTEM CARE is specifically formulated for use in hybrid petrol/EVs. It stabilises fuel sitting in the tank between refills and protects the engine with its numerous stop/starts, as well as its need to run at higher speeds and loads than on a conventional vehicle.

Oil system cleaning solutions

Engine fouling, due to incomplete fuel combustion in the engine, is not limited to the combustion chamber. It can also contaminate valve lifters and the rest of the cylinder. This fouling hinders the interaction of metallic parts and increases abrasion, causing abnormal wear, which can mean more frequent oil changes, and even cause engine failure. This wear can also damage the oil system, causing leaks. Our oil additive range includes a wide choice of products to decrease and even eliminate fouling, while also stopping leaks.

Engine Clean dissolves contamination and deposits in the oil system, while Engine Oil Stop Leak helps to regenerate engine gaskets, while keeping them soft and supple. Hydraulic Lifter Care prevents pressure loss and reduces worrying noises caused by friction.

Fueltone Pro: Ongoing innovation and refreshed product lines crucial for customer rela tionships

Ongoing innovation and refreshed product lines are key to a successful relationship between you and supplier, according to Fueltone Pro Chairman, Robbie Gray.

The Aberdeenshire-based fuel additives specialist has a nationwide distribution network comprising various motor factors, and the brand believes technical workouts are important for equipping you with “chemical knowledge” to help save motorists money at the pumps.

Robbie said: “Research and development, and, subsequently, releasing good quality products to market is key to maintaining and strengthening relationships with our customers. These

More drivers are looking to make savings in vehicle maintenance amid the cost-of-living crisis, according to Fueltone Pro, so the company is encouraging drivers to stay on top of vehicle maintenance to reduce the risk of small issues progressing into something much worse.

Robbie continued: “It’s critical that drivers prioritise getting their vehicles serviced to keep them roadworthy and safe. Through our network of factor customers and mobile technicians,

Range focus

Fueltone Pro’s portfolio of fuel additive and engine flush products sit alongside DPF solutions, which, it claimed, in independent and field tests yielded up to a 14% increase in fuel efficiency and up to an 86% reduction in particulate emissions.

A cleaner fuel system will burn more efficiently, giving more power and cutting emissions, that typically contain unburnt

Navigating the oil maze: TotalEnergies oil stocking

Amid escalating business pressures, such as supply chain disruptions and increasing part costs, are you facing challenges in balancing a diverse inventory while managing expenses and minimising dead or overstocked items? Within this, according to David Valentyne, business development manager at TotalEnergies Marketing UK, the mushrooming of lubricant specifications is a genuine pain point for both you and garages, independents in particular:

In a bid to service various vehicle types, engine ages, and driving conditions, there is a constant need to cater to a diverse range of engine oil specifications encompassing different viscosities, OEM and regulatory requirements, and end-user preferences.

Not only is keeping up with the evolving technical and chemical detail a challenge, so to is being able to stock and/or quickly and simply get access to the right product at the right time for the end-user.

As a result, you are probably looking at ways to cover more of the car parc with fewer products, rationalising inventory and maintaining agility in response to changing OEM and regulator demands. For us at TotalEnergies, this has been a central aim of our research and development and product formulation strategy, as we seek to help customers do more, more efficiently.

Key trends shaping engine oil selection:

Clearly you and garages will need to retain variety in ranges, which is why space utilisation is a fundamental consideration. To put it simply, trying to cover too many bases

will see you spread yourself too thinly with floorspace/shelf space wasted with products that may quickly become obsolete.

must stay abreast of key trends shaping engine oil selection.

Prioritising engine-care and fuel-efficient functionality

A survey run by TotalEnergies in 2023 found that nearly half of UK drivers would be willing to pay more for vehicle maintenance products that extend the lifespan of an engine (46%) or improve fuel consumption (45%).

By stocking lubricants that comply with the latest standards for fuel economy, you can cater to the growing demand for cost-effective solutions and end-user preferences for products, which help to reduce the carbon footprint of motoring.

Staying ahead of the ‘compliance curve’

Engine technology is constantly evolving, and you need to ensure oil offerings meet or exceed the specifications required by regulators and OEMs.

Similarly, government bodies, like the EPA and EU, are continuously introducing stricter emission regulations, while REACH (Registration, Evaluation, Authorisation and Restriction of Chemicals) identifies and restricts the use of substances deemed harmful to human health or the environment, both of which can fundamentally alter engine oil formulation to comply with these standards. All these contribute to a widening range of lubricant specifications defined by the likes of ACEA.

Adhering to formulation or manufacturer requirements is crucial. Failing to comply not only risks voiding warranties but can also render dead stock unsuitable for sale or result in excess inventory due to attempts to meet various manufacturer specifications.

Partnering with suppliers that are working at the edge of product innovation, hand-inglove with the relevant industry bodies setting the agenda for the engine oil sector, means you will need fewer products to cover the same or more of the car parc. Our Quartz range, for example, has secured OEM recommendations covering around a third of the UK’s car parc, while OEM approvals take this up to almost 100%. This helps you to stock fewer products with more coverage, thereby reducing the total number of units required.

Embracing sustainable practices

As the automotive sector embraces sustainability, driven by both regulations and endcustomer demand, stocking vehicle maintenance products, which help to achieve carbon reduction goals, is a smart environmental and commercial choice.

Offering environmentally responsible options, like oils formulated with recycled materials and packaged in biodegradable, compostable, or recyclable materials, demonstrates commitment to sustainability and aligns perfectly with today’s ecominded consumers and their technicians.

Look for products that minimise environmental impact throughout their lifecycle, from production to disposal. Quartz is spearheading efforts to reduce plastic usage by incorporating recycled and recyclable materials in its packaging. For instance, the Quartz box boasts an 86% reduction in plastic compared to conventional packaging, opting for recyclable cardboard instead. This innovative approach helps reduce waste, boost efficiency, and minimise the carbon footprint.

“Choosing engine oils packaged in lightweight containers can significantly improve efficiency for both you and your customers. Lighter packaging reduces storage space requirements, simplifies transportation, and minimises the environmental impact associated with product distribution. The Quartz box’s modular packaging means 20% more volume per pallet, increasing efficiency while decreasing shipping fees.”

Smart logistics and packaging

Choosing engine oils packaged in lightweight containers can significantly improve efficiency for both you and your customers. Lighter packaging reduces storage space requirements, simplifies transportation, and minimises the environmental impact associated with product distribution. The Quartz box’s modular packaging means 20% more volume per pallet, increasing efficiency while decreasing shipping fees.

Conclusion

Looking ahead, you can navigate the complex world of lubricant selection with confidence by staying ahead of the innovation and compliance curve, embracing key trends that cater to diverse customer and engine needs, and implementing effective inventory strategies to cover more of the car parc with fewer products.

What's New?

Discs, hoses and pads

Juratek has revealed five new brake discs, four brake hoses, and one new brake pad reference in its latest range expansion to enhance its offering of aftermarket braking solutions.

This update includes new part numbers for Toyota, Lexus, BMW, Honda, Ford, Hyundai, Kia, and Subaru.

Engine support bar

New from Laser Tools is a robust engine support bar, fully adaptable with a 500kg load capacity (part number 8749). It incorporates four independently adjustable feet on two 870mm long fore and aft adjustment beams, allowing pivoting on the engine support bar for easy positioning of the support hook. The foot width is adjustable through 1100-1800mm.

Users can achieve “precise vertical adjustment” through an extended threaded bar with a largehandled wing nut for user-friendly operation. The rubber-ended feet prevent slippage and potential damage to paintwork. This package includes an 850mm long chain and the Safe Working Load is 500kg.

In the brake disc category, notable additions include part number HYU146, designed for passenger car applications, such Hyundai i30 (2016onwards) and i30 Fastback (2017-onwads) and KIA Ceed (2018-onwads), Proceed (2018-onwards), plus KIA146 to fit Hyundai Kona (2018-onwards), KIA Niro (2018-2022) and KIA Optima (2015-2019).

The brand has also added BMW323 for the BMW i3 (2013-onwards), plus FOR223 for Ford Puma (2019-onwards) and LEX112 to fit popular Lexus and Toyota vehicles, like the Fortuner (2015-onwards) and Land Cruiser Prado (2009-onwards).

Juratek’s new brake hoses include JBH1581L/R to fit Subaru Trezia (2011onwards) and Toyota applications, such as the Prius C (2011-onwards), Urban Cruiser (2009-2016), Verso S (2010-2016), Yaris/Vios (2005-2013) and Yaris (2010-onwards). Another highlight in the brand’s new brake hoses include JBH130L/R for the Toyota Yaris (2010-onwards).

One new brake pad has been included in this round-up, JCP4017, for Toyota Prius PHV (2016-onwards).

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Ivor Searle

Remanufactured units for diesel vehicles include Alfa Romeo, Audi, BMW, Citroën, Fiat and Ford models, as well as Mercedes,

supporting the unit while changing engine mounts, or removing the transmission.

Mitsubishi, Nissan, Peugeot, Renault and Vauxhall.

For petrol cars, the latest additions include turbos for Alfa Romeo, Audi, Fiat and Ford, in addition to units for Hyundai, Kia, Seat, and Škoda models.

Ivor Searle reported its all makes programme of engines, gearboxes and turbochargers cover over 90% of the UK’s car and LCV parc.

Costing up to 40% less than OE, the remanufactured diesel turbo applications include the unit for the 3.0L engine powering BMW 5 and 7 Series models (2009-onwards), as well as the X5 and X6.

Further diesel applications include the turbo for popular Audi 2.0L TDI engine found in A4, A5, A6 and Q5 models (2013onwards). New petrol turbo additions include the 1.0L engine for the Kia Rio and Ceed (2015-onwards), which is also used in the Hyundai i30. Further petrol additions include turbos for the Mitsubishi Outlander and ASX, as well as the unit for the 1.0L engine found in a number of Volkswagen Group models (2013onwards).

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Electric auxiliary water pumps

Schaeffler has introduced a range of electric auxiliary water pumps under the INA brand. The range meets OEM standards and offers wide coverage of the European vehicle parc.

Efficient and reliable engine cooling solutions are essential to ensure optimum operating temperatures and thermal load on critical components, according to Schaeffler, with thermal management becoming more challenging as EVs can place higher demands on the cooling system, whilst also increasing system complexity.

Auxiliary water pumps can play a major role in after-run, fuel and turbocharger cooling. They are also essential for cooling the high-voltage battery and the inverter in hybrid and EVs.

Initially, Schaeffler is launching 11 INA auxiliary water pumps for highvolume vehicles from manufacturers, including Toyota and Volkswagen. The range will be expanded during this year and beyond.

One highlight is a pump for Toyota, Volvo and Lexus models used for

Wiper blades

Simply Brands has launched a new wiper blade programme.

Developed and tested in the UK over a nine-month period, the range consists both multi-fit flat blades and traditional conventional blades, which cover the vast majority of the car parc.

The multi-fit flat blade offering extends to 98% of the car parc and consists of 15 SKUs with eight OE fit adaptors that cover the 10 most popular OE arm types. This includes a retro fit hook adaptor to upgrade older vehicles to the latest flat blade technology.

The flat blade technology delivers wiping pressure across the entire blade length, thanks to two precision cut steel rails, with a symmetrical spoiler reducing wind lift at high speeds. The rubber wiping element is made

New website

Apec has announced the launch of its brand-new website. The enhanced platform showcases “refreshed designs, seamless navigation, and an extensive selection” of Apec products, notably the new Apec Blue braking range.

Noteworthy improvements extend to the Apec product catalogue, including:

● Comprehensive product ranges

● Robust vehicle lookup search functionality

● Search options by part number, cross reference, competitor cross reference, or brake component dimensions

● Detailed product information, complete with relevant images

Accurate pairing of Apec braking components

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of synthetic and natural rubber compound for a blend of performance and durability.

The conventional blade range, meanwhile, has 11 SKUs in lengths 280mm to 700mm, and all are a metal vented frame design with a universal pre-attached adaptor to fit all hook wiper arms, as well as legacy side pin and 7mm bayonet wiper arms.

Simply Brands reported all blades come in environmentally friendly carton packaging that, to assist with fitment, feature QR codes. These will direct users to a wiper blade finder as well as installation instructions. For those who prefer written step by step instructions, Simply Brands also includes printed installation instructions inside every pack. WWW.RDR.LINK/FAE028

Product Spotlight

KYB aims to eliminate petroleum oil within its products from 2026 | Carbon neutral and recyclable fluid to replace it

KYB has unveiled a brand new, environmentally-friendly hydraulic fluid called SustainaLub.

Shock absorbers play an important role in stabilising the movement of a car by using hydraulic pressure and friction. Hydraulic oil supports this operation. Without this oil, the shock absorber cannot perform efficiently, according to KYB. Conventional hydraulic fluids are packed with years of research, know-how and advanced technology, but many of their main components are base oils derived from petroleum. KYB is confident that SustainaLub will be a “truly environmentally friendly” shock absorber hydraulic fluid that “eliminates the environmental risks associated with petroleum”.

SustainaLub is both carbon neutral and recyclable. Full release to the market is planned for 2026.

KYB Senior Marketing Manager, Jordan Day, said: “We are striving to achieve environmental balance without compromising performance or reliability. Not only does SustainaLub improve manoeuvrability and stability by applying it to the various damping force valves that we already offer, but it also improves the feel of the product by applying friction control technology, for example KYB Prosmooth shock absorbers.

“With Prosmooth, internal shock absorber

“This new fluid contributes to carbon neutrality by switching from petroleum derived base oil to naturally derived base oil. It absorbs CO2 from the atmosphere during cultivation of the plants used for the base oil raw materials, also reducing CO2 emissions during transportation.”

friction is controlled by using newly developed materials for sliding parts and variable hydraulic fluid additive adjustment technology. This product delivers both a luxurious ride and superb cornering.

“This new fluid contributes to carbon neutrality by switching from petroleum derived base oil to naturally derived base oil. It absorbs CO2 from the atmosphere during cultivation of the plants used for the base oil raw materials, also reducing CO2 emissions during transportation. It is biodegradable up to 60% or more according to the Eco Mark certification standard (OECD301). The base oil and additive formulation is recyclable, reducing environmental issues in the long term.”

KYB reported that all of its products undergo reliability evaluation at the KYB Development Centre in Japan. Analysis includes bench tests and real-vehicle testing on its test track.

For more information about KYB, www.rdr.link/FAE029

Auto Express: Philips Xperion 6000 worklamp ‘ticks just about all of our boxes’

One of the most recent additions to Philips’ range of professional worklamps, the Xperion 6000 Under Bonnet light, has just finished on top of for workshop lights of this type. Richard Armstrong, Lumileds UK and Ireland country manager, gives you the lowdown of this award-winning light:

The Xperion 6000 saw off competition, with Auto Express remarking that “the Philips has several design tweaks that give it a performance edge”, “it ticks just about all of our boxes” and “the performance advantages make it a good choice for regular users.”

The Xperion 6000 Under Bonnet light outperformed its rivals in most areas, with particular mention of its 1,200 lumens LED strip with rotary control that allows the brightness to be dimmed and adjusted to the ideal level for the task.

The telescoping light can extend 208cm with both sides extended, and the light unit can slide along almost the entire length, so that light can be accurately directed across an engine bay, or any other area, without having to change the lamp angle.

Also mentioned were its proximity sensor that detects activity within a 2.5m radius. This allows the light to automatically turn on or off for maximum battery-life and ease of operation.

The Philips Xperion 6000 Under Bonnet work light delivers 5,800 Kelvin bright white light. It features a battery status indicator to show remaining power and includes an ‘eco’ mode in which the light can operate continuously for more than half-a-day, which was, again, a “clear performance advantage” over its rivals.

Built for professionals and the rigours of workshop life

Automotive workshop life has its fair share of bumps and scrapes – tools are dropped, liquids are spilled and overflow, so tools must be durable!

As with all lights in the Xperion 6000 range, the Philips Xperion 6000 Under Bonnet work light comes with internationally recognised impact and ingress protection. With its aluminium housing, the Philips Xperion 6000 Under Bonnet Light offers IK07 impact protection and IP54 resistance to splashes and dust. For peace of mind, the lamp features a Philips two-year warranty that can be extended for an additional year.

The Philips Xperion 6000 range includes flood lights – one of which allows users to listen to music from their phone –wands, handhelds, slim-lights, and flexi-

lights – 11 professional work lamps in total, as well as two smart accessories, which are a charging station and find-my-light system.

For more information about Philips, www.rdr.link/FAE030

Autoair Gloucester Ltd........................................................page 39

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Ben..........................................................................................page 24

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BorgWarner Inc.....................................................................page 34

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Castrol Ltd............................................................inside front cover

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DENSO Europe B.V..........................................................pages 6-8

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Ecobat Battery......................................................................page 29

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Ferdinand

Jack

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