Professional Motor Factor December 2023

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PROFESSIONAL

MOTOR FACTOR

NEWS GSF Car Parts under new ownership

PEOPLE & INDUSTRY TotalEnergies’ David Valentyne on delivering commercial and environmental benefits to customers

DECEMBER 2023

THE PILLARS OF REMANUFACTURING With almost 40 years under its belt, Autoelectro is well-placed to explore the practice and share what it means to company and customers

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 23 ISSUE 11 DECEMBER 2023

CONTENTS

6-8

10-19

NEWS

20-25

BUSINESS & TRAINING

PEOPLE & INDUSTRY

26-27

MARKET TRENDS & ANALYSIS

REGULARS

REMANUFACTURING

Viewpoint ...........................5

Quality, environmental impact and intelligent economics: Autoelectro spells out

News....................................6

remanufacturing benefits ........................................................................................................................28

What’s New? ...................34

DENSO continues to invest in its remanufacturing programme ................................................30

DIAGNOSTICS & ENGINE MANAGEMENT Ecobat Battery: ‘Diagnostics and batteries go hand-in-hand’ ....................................................33

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PROFESSIONAL MOTOR FACTOR DECEMBER 2023 3

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VIEWPOINT

Editor TOM HENMAN Group Editor KIERAN NEE Digital Manager KELLY NEWSTEAD Digital Assistant LYDIA PROCTER Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Design DONNA BOOTH Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH Professional Motor Factor is an essential business magazine for those with responsibilities within motor factors.

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Printed by Stephens & George Ltd Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk tom@pmfmag.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2023

New beginnings?

The big news, of course, since we last spoke is the much-anticipated announcement from GSF Car Parts regarding its ownership. There have been rumours and names circulating for months, but the national motor factor has finally confirmed its new direction, with familiar names at the top of the tree!

There are few people in the industry who are automatically recognised by their first name – but Sukhpal is one of them! Having set-up Euro Car Parts in 1978, he took ECP from a single car accessories store in London into the household name it is today.

His return, alongside Steve Horne, has, it’s fair to say, perked ears up in the industry. When we announced the news on LinkedIn, our page went berserk with clicks, reposts and comments – certainly one of the most popular stories of the year!

Sukhpal has taken the position of executive chairman after his family office invested in GSF alongside a private equity firm. Steve Horne becomes chief executive officer.

Evidence of their strategy is already filtering through with plans to add a “significant number of new branches to the business” and strengthen its current offerings over the coming months and years. Most reassuringly, though, is that the mystery surrounding GSF’s future and ownership of the business is now over, and I’ve been told jobs are secure.

As one member of staff put it to me, strap in for a rocket rather than a rollercoaster! I’ve already requested an interview with Sukhpal and Steve, so watch this space!

As the year draws to a close, I wanted to take a moment to extend my warmest wishes to each and every one of you. I hope the Christmas break brings you moments of joy, reflection, and an opportunity to recharge the batteries.

Looking ahead to the New Year, I wish you all a prosperous and fulfilling 2024. May it be a year of growth, innovation, and success in both your personal and professional endeavours. In the ever-evolving landscape of the motor factor industry, I am confident that your expertise and commitment will continue to drive progress.

As you navigate challenges and triumphs, may you find resilience and inspiration. Reflect on accomplishments and embrace the opportunities that lie ahead. The pages of Professional Motor Factor will continue to unfold with insights, trends, and stories that resonate with our unique community.

Thank you for being a valued part of the Professional Motor Factor family. May the festive season bring happiness and set the stage for a fantastic year ahead.

Warm regards,

Professional Motor Factor: Certificate of Average Net Circulation for the 11 issues distributed between July 2022 – June 2023 Net total: 4,071 United Kingdom: 4,071

Tom Henman Editor

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

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NEWS

IN ASSOCIATION WITH

GSF sold: Sukhpal takes top job GSF Car Parts has announced the appointment of Sukhpal Ahluwalia as executive chairman and Steve Horne as chief executive officer.

The Ahluwalia family office has also coinvested in the national motor factor, alongside private equity firm Epiris. The coinvestment marks Sukhpal’s return to the automotive aftermarket. Having founded Euro Car Parts in 1978, Sukhpal transformed the company from a single car accessories store in London into one of the largest car parts distributors and retailers in the UK, with 260 branches nationwide and annual sales of over £1.2 billion.

Sukhpal said: “This is a hugely exciting time for GSF Car Parts, and I look forward to working with all of our valued team members, customers, and global suppliers as we start on this new journey together. I have a huge respect for the GSF team, including the business’s hard-working branch team members and head office colleagues.

Relationships have always been at the centre of GSF’s success, and that’s something that we’re going to double down on.”

Steve added: “We will turn the business

into a fast-growth, sales-focused company with our customers, suppliers, and team members at its heart. This growth plan will deliver opportunities across the industry: new sales channels for our valued global suppliers, added convenience for our important customers, and new roles for our knowledgeable team members.”

The appointments reunite Sukhpal and Steve, both of whom previously worked together at Euro Car Parts. The team plans to

add a “significant number” of new branches to the business over the coming years, improve the branch experience, strengthen its e-commerce offering, invest in its catalogue and IT, and rejuvenate its delivery fleet.

In a statement, GSF also confirmed it will also stake out its “leadership on sustainability” by extending its range of products for EVs, as well as investing in new technology to reduce the company’s own emissions and energy footprint.

MJAllen Automotive ties up Marathon distribution deal MJAllen Automotive has secured a new distribution agreement with Marathon Warehouse Distribution.

Under the new agreement, Marathon will supply the full National Autoparts braking range of discs, pads, shoes and fitting kits on a same-day supply to motor factors throughout the UK. Marathon’s national network of distribution centres provides motor factors and accessory shops across the UK with a frequent same-day service to areas covering 85% of the population, as well as a next-day parcel service to factors not currently within its expanding same-day service areas.

The National Autoparts braking range caters for more than 98% of the UK and EU vehicle parc.

MJAllen Automotive Managing Director, Les Kershaw, said: “We have successfully worked with the Marathon team to ensure we are both strategically aligned to support motor factors up and down the UK. The business is already a leading provider of the National Autoparts clutch range, so we are delighted that motor factors now have same-day access to our expanded braking ranges.”

Colin Fisher, sales and marketing director of Marathon Warehouse Distribution, added: “We have been impressed with the continued investment from MJAllen Automotive in all areas of its business, from product quality to logistics, ensuring its standards

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6 PROFESSIONAL MOTOR FACTOR DECEMBER 2023

are the very highest. The expanded National Autoparts range now held across our regional distribution network provides factors with even more choice and availability for quality braking products. The National Autoparts brand is a great fit to our vast and rapidly growing product portfolio.”

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Professional Motor Factor

ProMotorFactor

@PMFmag

www.pmfmag.co.uk

tom@pmfmag.co.uk

Gulf Lubricants named approved A1 Motor Stores oil supplier Gulf Lubricants has announced that its full product range is now available to A1 Motor Stores members.

They will be able to access Gulf ’s offering, which is available in the UK and Ireland through importer and distributor, Rossmore Lubricants, and fulfilled by its sector partner, Marathon Warehouse Distribution.

Dave Woodman, general manager of Rossmore Lubricants, said: “Since relaunching Gulf ’s premium product range in the UK in 2021, we have been focused on the establishment of strong, long-term partnerships within each sector that we operate.

“We are delighted that A1 Motor Stores see the value in offering Gulf Lubricants as its premium lubricant brand and will now be our major partner in the automotive sector.

“Through our partnership with Marathon Warehouse Distribution, members will be able to access the full range with outstanding levels of service.

“This is another significant step in our mission to return Gulf ’s iconic brand to the UK aftermarket.”

A1 Motor Stores Product Manager, Kym Smith, said: “We are delighted to introduce

Gulf as a preferred lubricant to our group. As a heritage brand steeped in history and recognised for its premium quality across the globe, our members will reap the benefits of supplying this brand to its customer base.

“Accessibility is the key to success for any brand available to A1 members, so we are delighted to be able to offer this via our partner, Marathon Warehouse Distribution.”

Schaeffler announces second REPXPERT bonus point millionaire Neil Malam has become the latest Schaeffler REPXPERT bonus point millionaire, winner of the INA phase of the competition.

Neil and the Durley Garage Ltd team in Birkenhead have been rewarded for their dedication in using the REPXPERT app to scan OneCode labels on INA products fitted during the qualifying period. Collecting their bonus points along the way, they can now spend one million points in the REPXPERT bonus shop.

Neil said: “We’re over the moon, and although we don’t know exactly what we’ll spend the million points on yet, it’ll probably be on workwear for the lads, some new office chairs and some tools, that sort of thing.”

As well as using the REPXPERT app to register bonus points, Neil said his team acknowledged the “huge benefits” that it brings to the business: “There are many technical benefits in using REPXPERT, such as when it comes to assessing dual mass flywheels. We use the DMF CheckPoint feature to check the tolerances before we change them, even though nine times out of 10 we know they are worn, but it’s good to have something that you can show the customer, to prove it needs changing.

“We also log-on to the REPXPERT portal every day and use the catalogue feature for cross referencing etc. We’ve been using it for years, it’s a really good bit of kit!”

Handing over the ‘cheque’ for one million bonus points inperson, Schaeffler Automotive Aftermarket UK Sales Director, Matt Selby, told Neil and the team: “First and foremost, we appreciate

your business. We spend a lot of time in workshops and with garage professionals at our Academy Live and other technical events, so we get to hear a lot of comments, which is not always perfect, but usually it’s really positive, like your feedback today.

“It’s also nice to see that you actively choose to install all of our three brands, and also use the REPXPERT app and portal, which is a technical tool designed to help your business. So, long may that continue and congratulations on being our INA REPXPERT bonus point millionaire!”

The REPXPERT millionaire promotion doesn’t stop here; the current phase concentrates on the FAG brand and finishes on 31st December.

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NEWS

IN ASSOCIATION WITH

OESAA Academy Live hailed after igniting passion amongst next generation The Original Equipment Suppliers Aftermarket Association has been praised by colleges in the wake of two recent OESAA Academy Live events, held at Exeter and Hugh Baird campuses.

Andy Wells and Lynn Masterton, representing Exeter College and Hugh Baird College respectively, commended the organisation and its members for their “exceptional professionalism, dedication, and invaluable insights”. OESAA claimed these insights were shared with over 200 students within a span of just one week.

These events, hosted over two days at each college, featured OESAA members, such as Schaeffler, Brembo, Banner, Dayco, Bosch, VARTA, Laser Tools, MAHLE Aftermarket, and DENSO. Additionally, Garage Services Online, an ardent supporter of OESAA, and the headline sponsor, GSF, made contributions. The events commenced with a trade evening, followed by student seminars and demonstrations the next day.

Andy said: “We were delighted to collaborate with OESAA during two exceptionally productive days. The opportunity for our faculty and students to

directly interact with OEMs was invaluable, not only for personal growth but also for fostering a deeper understanding of the automotive sector.

“Our students found the event incredibly informative and gained insights from some of the most prominent figures in the automotive aftermarket. A total of 160 students attended, all of whom now possess a clearer understanding of potential career pathways and the educational benefits of engaging with external organisations.”

Lynn echoed the sentiment: “It was a

pleasure to welcome OESAA to our campus.

Our students gained authentic insights into the industry. The presentations were both captivating and directly applicable to their ongoing studies. We take pride in cultivating positive relationships with organisations, like OESAA.” Both colleges have expressed a keen interest in collaborating with OESAA again in 2024, while the organisation is keen to cooperate with more colleges and invites them to come forward should they wish to enquire about hosting a similar event.

Lucas Oil and National Motor Museum agree partnership Lucas Oil has been confirmed as the official lubricant and additives partner for the National Motor Museum.

Jon Murden, chief executive of the National Motor Museum, said that looking after the museum’s collection of nearly 300 vehicles is a passion, but calling on the support of other experts in automotive maintenance makes practical and economic sense.

He added: “This new partnership is a sound investment for both the museum and its magnificent collection of motor cars, motorcycles and vans.”

Dan Morgan, sales and operations director of Lucas Oil, said: “The agreement recognises that using additives to protect such a high profile fleet offers many practical benefits.”

The museum workshop already uses a range of Lucas Oil additives; these help to protect the engines of the fleet. Safeguard Ethanol Fuel Conditioner, for example, protects many of the engines and their fuel system components from damage caused by the high ethanol content of modern fuels.

Road trips for some of the vehicles are few and far between; Fuel Stabilizer, therefore, is added to the fuel tanks to protect against fuel octane degradation, which can cause problems when engines are eventually restarted.

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The National Motor Museum at Beaulieu is run by a charitable organisation, founded in 1972. The museum houses around 1.9 million items and features a range of exhibitions that tell the story of motoring. These include the Auburn 851 Speedster, present on the Lucas Oil stand at the Classic Motor Show. The Auburn was manufactured in the USA in 1935.

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PEOPLE & INDUSTRY

Q&A

VLS Technical Review Panel looks to ensure integrity and compliance in the lubricants sector Alan Outhwaite is the chairman of the Verification of Lubricant Specifications (VLS) Technical Review Panel – but what is the responsibility and role of such a panel?

Thankfully, Alan took time out of his busy schedule to answer that very question and several others:

So, Alan, can you provide an overview of the role and responsibilities of the Technical Review Panel?

“The VLS Technical Review Panel is made up of qualified professionals across the lubricants industry, including lubricants manufacturers, additives companies and base oil organisations. All of them give their time voluntarily to review complaints about lubricant products. They have the technical expertise to understand the products and issues raised.

“The Technical Review Panel reviews the evidence about a claim, including desk research and, where necessary, independent laboratory testing. They make a recommendation about whether the product is compliant or not, which is passed to the VLS secretariat. The secretariat then enters into dialogue with the Named Party. If the product has been found to be not compliant, the objective of that dialogue is to educate the Named Party about the issue and ensure they take steps to bring the product into compliance.

“All of the evidence the Technical

Q A

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10 PROFESSIONAL MOTOR FACTOR DECEMBER 2023

Review Panel receives is anonymised. This is vital to ensure the panel remains objective in their assessment.”

Should co-operation not be given by the company alleged to have produced incorrect marketing claims, what powers do VLS have to ensure a fair result is achieved?

“In 2020, VLS entered a primary relationship with Buckinghamshire and Surrey Trading Standards.

Trading Standards supports VLS in the escalation of cases, as well as providing tailored advice and guidance for VLS and its members. This relationship has proved effective in concluding certain cases where escalation has been required to prompt action.”

Q A

Can you share some examples of recent successes or significant accomplishments of the Technical Review Panel in maintaining lubricants standards?

“2023 has seen an influx of cases, with the highest number of complaints received since 2016.

Q A

Several cases have resulted in affirmative action. In case VLS010183, concerning the low temperature properties for a 75W-90 gear oil, stock was quarantined and uplifted from suppliers. As a result of investigation VLS010184, also concerning low temperature properties on a 75W-90 gear oil, products were quarantined and disposed of.

“In other cases, changes have been made to packaging and technical data sheets so as to detail accurate product specifications and application details to ensure that products really can deliver what they claim.”

What are the emerging trends in the lubricants industry that your panel is particularly focused on or, perhaps, concerned about?

“The lubricants industry has been through immense change over the past 10 years as engine technology has evolved. To meet government requirements for reduced emissions and consumer needs for economy and performance, smaller engines are running at higher temperatures

Q A

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PEOPLE & INDUSTRY

to maximise efficiency, power output and fuel economy. Longer oil drain intervals, taken together with smaller sumps and the need to minimise emissions, have created the need for less viscous, synthetic or semisynthetic oils to provide the protection and performance required in these challenging conditions. This has led to the introduction of many new specifications, some of which are incompatible, increasing the complexity of the market and the need to be even more vigilant and use the correct lubricant.

“We expect to see this ultra-low viscosity trend continue with engine oils, such as SAE 0W-8, being considered by some OEMs. For end-users, this could pose an issue. If you put a 0W-8 oil in an older vehicle, which requires a 5W-40, the vehicle will be starved of the protective lubricant film it needs, leading to increased wear in the engine.”

How is environmental sustainability and compliance with regulatory requirements affecting lubricant standards, and how is VLS supporting this challenge?

“The right lubricant properties can assist VMs in delivering fuel economy and meeting emissions regulations whilst providing engine durability. This is only set to increase, leading to further complexity and a continued increase in different specifications for the manufacturer, marketer and end-users to understand. VLS will continue to play a vital role in ensuring that all performance claims are correctly made and that products really can deliver on their promise.

“Led by the major motor manufacturers, specifications are emerging for different EV applications. But despite the impending

Q A

restrictions on internal combustion engines, the sector is still very much in its infancy and industry knowledge of these products is still scarce. Tests and specifications are under development by the OEMs and technology providers to regulate this emerging market and protect end-users.

“VLS is watching the development of this area closely and will respond once specifications are in place, and market standards are established to raise awareness within the industry and ensure products meet the claims made.”

How can businesses or individuals get involved with or contribute to the work of the VLS? “VLS welcomes members from across the lubricants industry, including lubricants manufacturers, distributors, motor factors, and workshops.

Members demonstrate their commitment to upholding standards in the lubricants industry and contribute to the work of VLS. “Every single motor factor and mechanic can get involved by being more informed about the importance of oil choice and questioning products and

Q A

Q&A

suppliers. If a lubricant sounds or looks too good to be true, it is always worth checking. Modern vehicles are so sophisticated that choosing the right oil really does matter. Poor quality or the wrong oil can cause damage to emission control systems, accelerated wear in gears and bearings, leading to increased maintenance costs and, if left unchecked, eventual engine failure.”

What advice would you give to lubricant manufacturers and industry professionals to ensure their products meet and exceed the verified standards?

“Lubricant marketers must ensure they have sufficient technical data generated internally or from a supporting organisation, like an additive company, to justify any performance or application claims. They should update all publicly facing materials, websites, print and labels, so that the information given to end-users accurately reflects the product being sold.

“Regularly auditing product claims is vital to ensure continued compliance. Just because something was correct once doesn’t mean it is correct forever. Rigorous and proactive quality assurance programmes can ensure products continue to meet the standards they claim and pick up any changes, trends or failures which can prompt immediate corrective action.

“Additive companies should be able to readily provide technical evidence, such as Candidate Data Packages or performance test data, that proves that the technology they are supplying can meet the specifications claimed. This evidence should be clearly documented and easily accessed by both lubricant manufacturers and marketers.”

Q A

The full verification and validation process can be found on the VLS website www.rdr.link/FAA001

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Movers & Shakers

PEOPLE & INDUSTRY

APPOINTMENTS

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

WAI

Messe Frankfurt UK Messe Frankfurt UK, organisers of Automechanika Birmingham and UK Garage & Bodyshop Event, has announced the appointment of Joanne Knowles as event director.

With over eight years’ experience in the exhibition industry, Joanne will head up the Automechanika Birmingham and UK Garage & Bodyshop Event teams and is responsible for driving the strategy and bringing innovation ideas to the table.

She has a wealth of knowledge and skills to excel in her new role, which will see her “craft the overarching strategy” and implement “innovative concepts that align closely with the business objectives”.

Joanne said: “My new position involves the flawless execution of the events, with a strong emphasis on creating exceptional experiences for both attendees and exhibitors. I’m eager to collaborate with our internal team and external partners to ensure we achieve the best possible outcomes.”

Simon Albert, managing director at Messe Frankfurt UK, added: “We are delighted to welcome Joanne to the team. She has excellent experience in the events and exhibition industry that will allow her to excel in this position. Her wealth of experience, industry skills and knowledge, and forward-thinking mindset will benefit us in moving forward as a business and secure the future success of Automechanika Birmingham and UK Garage & Bodyshop Event shows.”

To connect with Joanne on LinkedIn, www.rdr.link/FAA002

WAI has strengthened its sales team with the appointment of Marc Roder as sales director.

Marc will join WAI in the new year to support the sales team and help develop the business across the UK, Ireland and Scandinavia. He will work closely with Gary Maskrey, director of sales, to maintain and develop the brand’s customer facing support – and will succeed Gary as he reduces his working time and moves into full retirement.

Marc brings a wealth of experience to the role, across 12 years in the automotive aftermarket, and strong network from previous key account manager and business development roles with the likes of Brembo, Federal-Mogul, Euro Car Parts, and, most recently, Sogefi Group.

Gary said: “Marc is well known in the industry and comes with a great track record. I look forward to welcoming him to the team and continuing to deliver excellent customer support. This new appointment will ensure Marc is poised to fully take over from me when I do eventually retire.”

Marc added: “I am delighted to be joining the WAI team to kickstart 2024. My new role will involve driving the sales business forward and maintaining key customer relationships.”

To connect with Marc on LinkedIn,

www.rdr.link/FAA003

FAI Kevin Neaverson joins FAI Automotive as commercial director, covering both UK and export customers, following Jonathan Alexander’s decision to leave the business.

With significant commercial experience, covering a wealth of territories, Kevin is “invested” in diversifying the products offered by FAI and looking to broaden the markets they're distributed in.

He said: “It’s an honour to join the FAI team in what is an exciting time for a wellestablished brand within our industry. My mission is to cement the relationships of our loyal customer base and pave the way for new business, fuelled by range expansion plans already set in motion by our procurement team.”

On Jonathan’s departure, Kevin added: “I wish Jonathan all the best for the future and look to build upon the foundations laid over the last 20 years. FAI has a rich heritage with over 40 years of experience that many UK customers are aware of, but I intend to spread that message to new regions.”

Having held similar positions at Blue Print and, most recently, at First Line, Kevin intends to “hit the ground running”.

To connect with Kevin on LinkedIn,

www.rdr.link/FAA004

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PEOPLE & INDUSTRY

Q&A

GSF divisional director: ‘I can only see our industry becoming even more successful in future years’

Fresh from part one of his interview with us, Simon McMullen returns to finish what he started. In this segment, the GSF divisional director tackles the evolving role of the motor factor, shifts in product range and car parc, and what advice he would give a young person looking to forge a career in this sector: With the increasing complexity of modern vehicles and the wider range of parts needed, how do you see the role of a motor factor evolving in the future?

“With the increase of both EVs and hybrid models, the volume of traditional motor factor stock items will inevitably be reduced. Transmission products, engine components, timing belts and engine filters will see a decline in the coming years. This will necessitate a need to increase EV-related products, wraparound support for garages and strong training provisions.

“With this, the need for internal training of our sales teams becomes even more paramount. Already we are seeing

Q A

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excellent take-up from garages of professional training that will enable them to adapt to the changing vehicle parc and the qualifications they need for this.

“Items that I once sold 30 or 40 units per month of many years ago ceased to be prevalent over time. Components, such as Marina lever arms, Mini bypass hoses, Ford clutch quadrants to name a few. I forecast the same will occur in many current factor lines.”

Your previous comment about the shift from 10 oil filters covering 85% of the car parc to the vice versa situation today is intriguing – can you elaborate on how this shift has affected the business and customer interactions?

Q

“When I first started 40 years ago, VMs often used the same oil filter; for example, a Ford Pinto oil filter was also on Volvos. By default, the 10 most popular oil filters were stocked by most garages along with spark plugs, oils and other consumables.

“We would often receive stock orders asking for 20 PH2857A, 20 PH966B, 40 BPR6ES and 20 BCPR 6ES. That helped our sales teams in building longstanding relationships with our customers; often we would deliver it to the customer, put it on their shelves and create basic stock control. By doing this, we were assured of regular, repeat business, since their shelves were labelled with our part numbers and changing supplier was seen to be a chore.

“I used to supply fan belt racks covering 20 part numbers, as these were changed on a regular basis, as were bulb and wiper blade racks.

“With so many varied vehicles and change in the overall pareto, many garages no longer carry stock lines aside from basic oils and consumables.

“By default, the interaction between

A

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PEOPLE & INDUSTRY

Q&A

customer and garage has changed with regard to stock, but their needs are possibly more than they were 40 years ago given there’s much variation in the UK vehicle parc.”

What advice would you give to younger colleagues or newcomers entering the motor factor industry today, based on your extensive experience?

“That is a tough question, as the workplace has evolved so much in 40 years. I advise my younger team to listen to the customers’ needs as individuals, opposed to a generic approach. All customers are unique, as are their requirements. Getting to know the customers as individuals opposed to them being just an account number is a key ingredient for successful long-term working relationships. Customer service is paramount.

“At GSF we offer lots of training to our teams, much of which involves professionally accredited qualifications. I strongly urge all colleagues to undertake any training offered, as it will assist them in their current role, enhance their progression opportunities, but also assist them in their personal lives.

“This industry is very rewarding, and I like to think I’m a good example of how you can make a successful career out of. It can be challenging, but what job isn’t?

“Finally, listen to those around you.

Nobody knows 100% of everything, but if there is a collective of people tasked with solving a problem, usually there is a solution that can be drawn from within that group.”

Q A

“All customers are unique, as are their requirements.

Getting to know the customers as individuals opposed to them being just an account number is a key ingredient for successful long-term working relationships. Customer service is paramount.”

Can you share any memorable experiences or challenges you faced during your career that helped shape your perspective on the motor factor industry?

“An amusing tale was back in the late eighties when the branch I worked in had a power cut. Our branch manager wanted a drink, so the YTS colleague wired a group of 038 mini batteries into a series circuit to boil the kettle. I can’t tell you what was said to him… but he didn’t last long after that!

“It’s also striking how quickly parts become obsolete as the vehicle parc changes so rapidly. For example, I was in a

Q A

GSF branch a few weeks ago and a sales advisor was struggling with a call. I was observing and realised he didn’t know what a Morris Marina lever arm was or actually did!

“When I asked him to check “small hole” or “big hole” then quoted him the part numbers, he looked at me as if I was some bizarre creature! This is a prime example of how fast our industry has changed and is evolving on a daily basis. In the same way, it underlines the need to ensure our offering remains current while keeping our obsolescence to a minimum. I really admire our current product team for doing this challenging task.

“I have been fortunate to work with so many capable people over the years as my mentors. The majority I keep in contact with, while, sadly, a few are no longer with us. My current GSF team are probably the best I have been fortunate to lead.

“What’s exciting for me now, even after 40 years, is the potential we have ahead of us. GSF now has new owners and the introduction of Sukhpal Singh Ahluwalia as our executive chairman and Steve Horne as our CEO are really positive steps for our business. Our industry is at a turning point where we need to be on the front foot and that’s exactly what we’re doing. We have big plans to grow GSF, and with that comes fresh opportunities for new and emerging talent to forge a successful career in this business.”

For more information about GSF www.rdr.link/FAA005

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COLUMN

‘Demand for sustainable vehicle maintenance products is growing rapidly’ TotalEnergies Marketing UK Business Development Manager, David Valentyne, believes that by offering the right lubricant, you can deliver environmental and commercial benefits to your workshop customers:

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hile the ban on the sale of petrol and diesel cars has been moved back to 2035, the transition to EVs remains a key pillar of the government’s net zero policy. This delay may allow garages more time to adapt to a shrinking pool of ICE vehicles, but it doesn’t mean they can’t or shouldn’t be adopting sustainable principles today. Indeed, it is a commercial and environmental imperative that they do so.

As automotive businesses across the board look to become more sustainable – driven by regulation and market forces – there is a knock-on effect on the demand for vehicle maintenance products. Right across the automotive supply chain, down to consumer drivers, there is growing demand for products that are environmentally friendly and can help to increase vehicle lifespans (saving on the carbon cost of scrappage) and optimise performance (reducing emissions).

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16 PROFESSIONAL MOTOR FACTOR DECEMBER 2023

By considering the purchasing patterns and vehicle needs of the driver, you are well positioned to help businesses and technicians choose the right lubricants for their customers’ vehicles.

The growing demand for sustainable vehicle maintenance products

A recent survey from TotalEnergies found that 89% of UK vehicle owners consider sustainability when making a purchase for their vehicle. This points to a growing ‘bottom-up demand’ for you to cater to sustainability awareness and demand in the engine oils, lubricants and additives you supply to technicians.

Furthermore, the survey found that 65% of UK car or van owners would accept paying a higher price for vehicle maintenance products if they delivered environmental or sustainability benefits, which has positive bottom line implications for both technicians and factors.

Within this, the most common consumer product preferences when it comes to sustainable vehicle maintenance products are those that extend the lifespan of the engine and those that improve fuel consumption. Given mounting cost-of-living pressures, it comes as little surprise that consumers are leaning towards sustainable

product features that also lower long-term maintenance costs.

What you can do to meet consumer demand

As trusted partners to the industry, you have a vital connective role in providing stability of supply, market visibility, brand support, and access to the latest product innovations.

You can play an important – and lucrative – part in meeting the growing demand for sustainable vehicle maintenance products by supplying automotive professionals with access to engine oils, lubricants and additives, which have been formulated to provide sustainability advantages, catering to the needs of vehicle owner and manufacturer requirements.

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PEOPLE & INDUSTRY

COLUMN

Extending the lifespan and efficiency of the engine

Smart packaging

Whether sustainable in their product features, efficacy, or materials, there is an ever evolving and increasingly sophisticated range of vehicle fluids available that are both optimised for vehicle performance and end-consumer sustainability preferences.

Engine oils formulated with high levels of antioxidants and detergents help to prevent sludge formation and wear and tear, while those with low viscosity can reduce friction and improve fuel efficiency. Engine additives designed to reduce friction and improve lubrication are also beneficial, as are fuel additives to clean the fuel system and improve combustion to reduce emissions.

You can assist technicians by advising on anticipating and meeting vehicle maintenance pain points through smart, tailored product recommendations.

In order to save consumers money on fuel and reduce their environmental impact, you could consider a high performing engine oil that can reduce fuel consumption while ensuring the best protection for engines; for example, the new generation Quartz range of engine lubricants from TotalEnergies enhance engine cleanliness – and boost engine protection – while also improving fuel efficiency. Not only can these cut fuel costs and reduce emissions, but they also improve engine performance and lifespan.

Manufacturers are increasingly using smart packaging in their vehicle maintenance products – biodegradable, compostable or recyclable materials, for example – to lower carbon consumption across every touchpoint of their product lifecycle.

Quartz Box (left) – TotalEnergies’ ecoefficient packaging solution – uses 86% less plastic and recyclable cardboard to help workshops reduce waste, improve efficiency and minimise the overall environmental and carbon footprint of essential lubricant products.

The demand for sustainable vehicle maintenance products is growing rapidly. You can play a vital role in meeting this demand by stocking a wide range of sustainable products, educating technicians about the benefits of these products and supporting the industry as it continues to accelerate its transition to net zero.

Reformulated products To reduce the amount of waste that goes to landfill and to conserve natural resources, engine oil manufacturers are constantly evolving their formulations to ensure environmental and performance priorities are addressed in tandem.

You could prioritise products which feature low SAPS technology – as found in TotalEnergies Quartz Ineo lubricants – to optimise post treatment systems and reduce pollutant emissions, especially particulate filters. New advances in research and developments have also heralded in lubricant formulations which use sustainable, biodegradable sources that are able to break down naturally in the environment.

For more information about TotalEnergies, www.rdr.link/FAA006

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PEOPLE & INDUSTRY

FACTOR FOCUS

Arnold Clark Autoparts to continue expansion – when the right opportunity arises We paid Arnold Clark’s Glasgow head office a flying visit a couple of months back, keen to understand the strategy behind Autoparts, the car retailer’s motor factor arm since 1991. Editor Tom Henman was chaperoned by Autoparts Group Factor Manager and IAAF President, Craig McCracken:

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uton to Glasgow – and back again – was a slog but it was well worth it!

Craig, donning the famous red and blue tie, was a fantastic host. Tours can be slow, tedious, but this was the polar opposite; Craig was on fantastic form, full of fun but mixed with experience, professionalism and leadership qualities.

A lap of Arnold Clark HQ – what a place, by the way! – with proud company history emblazoned throughout the building was followed by a short trip to its Innovation Centre. This is a significant investment as the company looks to the future and adapts to new technologies.

From interactive vehicles to tailored test drives in alternatively-fuelled cars, the facility is designed to “learn, charge, drive and change”!

This stop emphasised the importance of staying competitive in an ever-evolving landscape and keeping up with the latest trends, technologies, and products to stay relevant – a view echoed by Craig: “Arnold Clark focuses on meeting the needs of our customers and motorists, hence placing big emphasis on future mobility, be it electric or any other powertrain technology, in order to remain competitive and innovative.

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“As we see sales of electric cars increase exponentially year on year, there is more demand for EV maintenance products, vehicles and information. The focus at our Innovation Centres in Glasgow and Stafford isn’t on selling but helping to educate customers about the changes to the automotive industry.”

Moving onto the GTG training centre: simply, it was magnificent! I was so impressed by the commitment Arnold Clark has made in the development and training of industry professionals. Enhancing the knowledge and skills within our sector is vital, and it warmed my heart to see individuals of all ages and skills embracing training and looking to improve their craft.

Craig said: “We are committed to investing in skills, and in people, be that young people first entering the industry or

seasoned pros looking to upskill. Our GTG training centres help to shine a light on the importance of investing in the workforce of the future.

“Not only are our apprenticeships and training courses for traditional motor trade roles, such as technicians, spray painters, body repairers and parts advisors, but there are also opportunities for apprentices and training in positions, such as IT, engineering, customer service and business admin.”

Autoparts warehouse makes an impression Visiting the Autoparts warehouse and ecommerce department, however, was the highlight of the day. Seeing the efficient operations of the warehouse reinforced the importance of effective supply chain management and online presence. It underscored the significance of having a robust inventory system and a user-friendly online store. There I learned of Autoparts’ new trade website – www.rdr.link/FAA07– which grants customers 24/7 access to the group’s product range. It allows visitors to browse and compare pricing, and see which parts are available for any registered vehicle using the licence plate look-up tool.

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On the website’s impact from both a company and customer perspective, Craig said: “Garages are constantly evolving, and technicians are much more digital savvy nowadays. The new e-commerce platform for the trade revolutionises the Arnold Clark Autoparts customer experience and is the latest innovation in our digital roadmap that is set to maximise efficiency between Arnold Clark Autoparts and our customers.

“The human element isn’t lost either; we have a dedicated customer service team on-hand, via a live chat on the website, to handle any questions or issues.”

Autoparts stretching its legs!

Craig also informed me of a recent opening of a new branch – this one is located in Chesterfield (right) – all part of expanding Arnold Clark Autoparts’ network. It was a case of seizing an opportunity when it came knocking.

He explained: “We will always look at opportunities when they arise, either by acquisition or setting up of new branches.

“It’s an exciting time for the company, as we expand with new branches across the north of England to serve more trade

customers than ever before.

“Continued investment will ensure we are firmly placed to meet the challenges of the future, serving independent garages with extensive availability of high-quality products.”

Finger on the pulse The opportunities, the investment, the desire to push the business forward are what makes Craig “immensely proud”. After more than 30 years, starting as a junior within the company, he declared that being put of “such a forward-thinking and innovative organisation” is what’s kept the fire burning strong.

He added: “The growth of Autoparts has been phenomenal and being close to our

FACTOR FOCUS

customers and suppliers has been key to our success. Offering them not just parts, but also training, technical support, garage equipment, information sources and much more. Here’s to many more years to come!

Of course, in Craig’s ‘other’ role as IAAF president, he can continue to network with other industry experts. As we near the end of another calendar year, it’s appropriate and he’s well-placed to offer an opinion on the current condition of the aftermarket: “There has always been opportunity and challenge in equal measure in this industry, and the aftermarket must unite if it is to really champion affordable mobility for motorists.

“As part of the IAAF, our activity is seeing challenges the industry is facing and bringing garages, motor factors and suppliers together, so they can face any threats and opportunities head on, whether that is access to data, skills, recruitment etc.

“I’m proud to be part of such a dynamic, ever-changing, growing and exciting industry.”

For more information about Arnold Clark Autoparts, www.rdr.link/FAA008

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BUSINESS & TRAINING

E-LEARNING

Hybrid and EV modules added to VARTA Partner Portal The VARTA team has announced that a new suite of battery e-learning is now live in the VARTA Partner Portal, which will “complement the company’s more traditional face-to-facetraining”.

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he various e-learning courses complement VARTA’s digital portfolio, following its YouTube channel’s educational playlists, technical articles, its Battery Finder, and other social media platforms.

Knowledge creates success

VARTA reported its goal is to always provide the best user experience during its training – both online and offline.

Ulrich Germann, training and technical support manager at the VARTA Training Academy, said: “Our e-learning offerings are aimed at everyone who deals with batteries in their daily business.”

On its impact on you specifically, VARTA UK National Sales Manager, Jeremy Tollman, said: “We are really pleased to be able to offer the VARTA Partner Portal to the motor factors across the UK free of charge.

It’s a great asset to support battery sales and know-how.

“Factor staff can take advantage of the Battery Finder, which selects the correct battery/technology for each vehicle, as well as upgrade their knowledge with the e-

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“We are really pleased to be able to offer the VARTA Partner Portal to the motor factors across the UK free of charge. It’s a great asset to support battery sales and know-how.” learning modules. It’s a one-stop-shop for all things batteries.”

Keeping up with modern technology

The first technology advancements around the battery came with the introduction of start/stop systems. Fuel-saving functions now go far beyond simply switching off the engine at traffic lights; many standard features are not even noticeable by the driver.

For technicians to be able to repair these complex systems in the future, VARTA reported it will continually update the training modules to ensure they are prepared. In addition to general topics, such as warehousing and storage, or the VARTA brand and USPs, there is also more in-depth technical material on the likes of vibration resistance or deep cycling capabilities.

And the next technological leap is already underway, according to VARTA, with the role of the traditional 12V battery, which is more important than ever for hybrid and pure EVs. Additionally, with the

latest developments in EFB and AGM batteries for HGVs, the technological landscape has become as complex as that of passenger cars, claimed VARTA, so welleducated colleagues become more and more important for a successful business.

Expanding the range

After its launch, a new series on the topic of drivetrain electrification and the role of the 12V battery in EVs is ready for learners in the portal. The new modules focus on differing types of vehicle technology available in the market, and the role of the 12V battery for each of these.

VARTA e-learning courses are currently available within the VARTA Partner Portal.

Registered users get access to a complete offering of digital trainings on basic battery knowledge, advanced passenger cars, including modules on hybrids and EVs, and HGVs. Simply log-in and click the ‘menu’ in the top left of the screen, then you have free and unlimited access to the VARTA e-learning: www.rdr.link/FAA009

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BUSINESS & TRAINING

PROFIT

Esprit Windscreen Repair Equipment: ‘Windscreen repair a simple way to increase profit!’

As a motor factor, you’re probably looking for ways to promote new products to your customers. Well, windscreen repair is a simple way for customers to add a profit line to their business, according to Esprit Windscreen Repair Equipment Director, Victoria Evans. We asked her how windscreen repair can add value to a customer’s business, and how you can promote windscreen repair to them: “

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t Esprit we have sold through distribution lines since the company first started 40 years ago,” said Victoria. “We do sell to individual garages and workshops, but we also love dealing with motor factors, as they know what their customers want, and we can always offer great deals on our products as they tend to have a greater spend with us every year.”

When pressed on how you could promote windscreen repair, Victoria responded: “Many garages and workshops will already have some knowledge of windscreen repair; they might already carry out some repairs or have done windscreen repair in previous places of work. If they’ve generally had a previously good experience, then talking about the profitability of windscreen repair is a great way to get a customer interested.”

Victoria then offered details about the prices and profits available: “Well, it does

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depend on geographical area and what your competitors are doing, but generally we recommend that £25 to £35 per repair is a reasonable amount to charge. We calculate that with the Esprit system, each repair costs around £2 to £3 to carry out, so the profit margin is quite considerable.

There is the upfront cost of the kit, but this is soon made back in the costs of the repairs, and then you only have to replace resin and other consumables.”

New to windscreen repair?

No problem!

But what about selling the idea of windscreen repair to a technician that had never carried out this type of repair before or, even, had a bad experience with a different kit? Victoria said: “The Esprit kit is

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BUSINESS & TRAINING

very straightforward to use, and our free training video is available on our website.

We are also very keen on training our customers and we can train motor factors, who, in turn, can show their customers how to use the kit. Once they see how easy it is, they’re normally sold. A product that works really well, is simple to use and makes a good profit is difficult to say no to.

“Sometimes people have been turned off repair if they’ve tried to use an overly complex kit in the past, or not had instructions or training. We’ve tried to take away any room for error with training, videos and an instruction manual. Plus, we’re UK based, and we have expert staff who you can just ring up and ask for help if you need it.”

‘Repeat business’ is obviously the endgame, and Victoria believes windscreen repair falls neatly into this category – focusing on the Elite kit: “In the Elite kit, there is enough resin for 40 repairs, but after that, customers will purchase resin packs, syringes and other consumables on a regular basis, which ensures that they’ll be regularly coming to you for their supply needs.”

Distribution model flawed?

Given Esprit supplies both factors and workshops, this could be seen as a conflict of interest, but Victoria was quick to dispel this theory: “We primarily avoid the clash simply by providing our distributors and larger customers with great value, based on the amount that they buy from us. We do sell retail through our website, but we also have a number of pricing tiers to ensure that motor factors and distributors can remain competitive. We’re transparent with them, so they know that if they sell a certain amount, they’ll be eligible for certain discounts. This is how we have maintained such good relationships with

PROFIT

“Generally we recommend that £25 to £35 per (windscreen) repair is a reasonable amount to charge.

We calculate that with the Esprit system, each repair costs around £2 to £3 to carry out, so the profit margin is quite considerable. There is the upfront cost of the kit, but this is soon made back in the costs of the repairs, and then you only have to replace resin and other consumables.” both retail customers and motor factors throughout the company’s history.”

How can you get started?

If windscreen repair sounds like something you would be interested in pursuing, Victoria recommended that you “just give us a ring”, where its head of technical

training, Dean Proctor, or key account manager, Sam Moore, will be awaiting your call. They can advise on kits, pricing, training and how windscreen repair can become part of your product menu.

For more information about Esprit Windscreen Repair Equipment, www.rdr.link/FAA010

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BUSINESS & TRAINING

UPSELLING

Are you getting the most profit on bulbs?

Bulbs are a fantastic profit opportunity for both you and workshops, according to Ring Automotive, but is the industry making the most of the upselling openings? Henry Bisson, marketing director, analyses the opportunities “regularly missed” and offers suggestions on how to get the most profit from bulb sales:

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eplacement car bulbs are one of the fastest moving and profitable product lines in the aftermarket, but it’s up to staff to find the best opportunities to upsell to their customers.

Firstly, there are increased sales opportunities for the forward lighting on modern vehicles. This is easily demonstrated by comparing the value of replacing halogens bulbs with an upgrade halogen.

Whether it be a H4 or H7 (the common references for halogen headlamps), workshops can earn extra profit through selling upgrades. To replace a dipped beam H7 can typically cost anywhere between £5 and £10; therefore, for a pair, motorists will be looking at a cost of between £10 and £20. Yet, if they bought an upgrade bulb, like the Xenon200 from Ring, that puts 200% more light on the road, for safer better driving, it will cost motorists £39.99.

By offering premium bulb upgrades that improve drivers’ visibility, workshops could increase their sales by 50% and once customers see the improvement for themselves, they rarely go back to standard bulbs and continue to fit higher value performance halogens. This ensures an increase in profits. Selling performance bulbs is about working smarter. Workshops can simply ask the customer if they want brighter or whiter lights. Most motorists don’t know such bulbs exist but do want

better lighting for their vehicle.

On top of selling performance bulbs, workshops should be replacing bulbs in pairs when replacing a blown bulb in a paired lighting system. If one headlamp or brake light goes, replacing the bulb in the other at the same time produces an even light output to aid driver’s vision. Plus, it provides a higher level of customer service.

Headlamps work at the same time; therefore, it is logical to presume that if one headlamp bulb goes, the other bulb in the other unit will also fail shortly. A motorist is likely to be frustrated to have to replace another bulb soon after having a car in the workshop, so it’s always worth replacing bulbs in pairs for these reasons. This extra professional advice, delivered with confidence can lead to extra sales (for both you and workshop) but also opens the door to sell upgrade bulbs, which come as pairs.

Performance upgrades are not exclusive

to the forward lighting on vehicles either.

Rear performance lighting upgrades are available too, such as the Ring Rapid Response range. These are high intensity bulbs designed to offer up to 20% more luminous power and faster illumination.

Drivers following vehicles using these upgrade bulbs will see them earlier and, therefore, have more time to react.

With retail values of £3.99 per pair for some of the most common replacement bulbs, such as R382, R380, R207 and R245, both you and workshops should see profits increasing with the sale of these bulbs.

Whilst the lighting market is constantly changing, Ring is keen to stress that it still presents significant opportunities for the aftermarket – the future for bulbs remains bright!

For more information about Ring, www.rdr.link/FAA011

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MARKET TRENDS & ANALYSIS

WINTER PROOFING

ZF Aftermarket offers five tips for a ‘professional winter check-up’ Many vehicle owners only think about ‘winter-proofing’ their cars when the first snowflakes start to fall, believes ZF Aftermarket. You should see the next few months as an opportunity to plan ahead and encourage vehicle technicians to promote regular winter checks, including users of all-season tyres, according to Stuart Mcleod, technical support and training lead – UK and Ireland for ZF Aftermarket:

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or a safer drive, it’s important that you push maintenance of not just the wheels during a winter check-up, but on checking the entire vehicle. The right spare parts for the chassis system – up to and including air suspension – are available from ZF Aftermarket with its Lemförder, Sachs, TRW, and Wabco brands.

The chassis systems of many passenger cars worked harder than normal during the summer season.

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Holiday trips and trailer operations were added to the usual usage for many drivers and put immense stress on the vehicle, particularly on its suspension system. Now the winter season is just around the corner, bringing with it salt spray and debris from the roads, you need to ensure they are prepared for an increase in demand of certain parts due to the cold, wet conditions with snow and ice.

ZF Aftermarket recommends that you

take advantage of the weeks before winter sets in to stock up of popular parts and promote the importance of winter checks.

When it comes to seasonal tyres, the need for a check is self-evident due to the wheel change, but it’s just as important to check and replace all-season tyres.

Despite the current difficult economic situation in many households, the willingness to keep one’s own car safe and fit for purpose remains high. In a recent survey by the German expert organisation, KÜS, 100% of respondents said that it was important to them that their car was in good technical condition.

Eighty-eight percent have damage repaired as soon as possible, and 75% think proactive contact by their workshop is good or even very good.

‘Full parts and service solution’

With its Lemförder, Sachs, TRW and Wabco brands, ZF Aftermarket offers a full parts and service solution for the entire chassis

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MARKET TRENDS & ANALYSIS

To make the winter check a success for both the workshop and the customer, the experts at ZF Aftermarket have offered the following five tips: 1. Offer training evenings for workshops: Ask manufacturers and suppliers to provide relevant training on their product ranges and give top tips around recommended winter checks.

2. Host open days: Invite customers in to show off winter products in the range and encourage them to stock up on in-demand products, such as wipers, steering and suspension, tyres and car cleaning accessories.

3. Carry out a social media campaign: Utilise social channels and push it to drivers, advising them to take their vehicles to their local garage for a winter check-up.

4. Offer discounts on winter accessory bundles: Give technicians the option of ordering seasonal accessory packages when they make a purchase – care products, snow chains, rubber floor mats or similar – or introduce incentives for workshops, such as discounts to technicians who complete a set amount of winter checks.

5. Expand damage diagnosis: When changing wheels, encourage technicians to not only check the condition of the brakes, but all of the suspension components as well.

Coil springs damaged by stone chips, for instance, can corrode under the influence of salt in winter and break later. Even minimally leaking air springs can cause expensive consequential damage. system. New to the range is the Wabco brand with its range of air suspension compressors for many passenger car models. This is OE technology that has been installed in millions of vehicles.

The TRW range includes brake discs, brake pads and spare parts for drum

brakes, brake fluid, hoses and all other brake service components. Under the Sachs brand, ZF Aftermarket supplies all types of shock absorbers, and air springs.

Lemförder is the specialist in steering and chassis technology, with control arms, coupling rods, wheel joints and more.

WINTER PROOFING

“The chassis systems of many passenger cars worked harder than normal during the summer season. Holiday trips and trailer operations were added to the usual usage for many drivers and put immense stress on the vehicle, particularly on its suspension system. Now the winter season is just around the corner, bringing with it salt spray and debris from the roads, you need to ensure they are prepared for an increase in demand of certain parts due to the cold, wet conditions with snow and ice.”

For more information about ZF Aftermarket, www.rdr.link/FAA012

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REMANUFACTURING

Quality, environmental impact and intelligent economics: Autoelectro spells out remanufacturing benefits Remanufacturing has been a staple of Autoelectro since its inception in 1986, and it is a process that has brought almost 5,000 part numbers to market-to-date.

Harnek Bhogal believes the benefits of the practice boil down to three important areas, which are quality, environmental impact and economics.

Quality

As a remanufacturer of almost 40 years’ experience, Autoelectro is confident it has the skills to disassemble, clean, inspect and rebuild all of its products to meet or exceed OE specifications, all supplied with a twoyear warranty.

In contrast, “cheaper copy products” may lack the same level of engineering expertise and may not have undergone such rigorous quality and reliability testing.

Harnek believes this is why reputable remanufacturers, like Autoelectro, can offer extended warranties on its products.

He continued: “We have such confidence in the quality and reliability of our products. Unfortunately, we hear of issues arising of some copy products where warranty coverage and technical support are lacking; therefore, customers have limited recourse if problems do arise.

“Our understanding is clear and a strong unique selling point – it’s a huge advantage. That technical understanding, as well as knowledge and capability, means when we’re communicating with customers, they can have total faith, belief and trust in what we’re informing them – we offer peace of mind.”

Autoelectro offers technical support over the phone, e-mail, WhatsApp or via

the 1986 Dashboard for account customers. Furthermore, Autoelectro boxes contain, where necessary, partspecific technical notes. These advise technicians on best practices when fitting the part and help distributors understand common vehicle faults.

Environment

The environmental side of remanufacturing is one that Autoelectro has championed for many years; in fact, it has earned

“Remanufacturing boasts significant environmental advantages, primarily in its ability to conserve resources. Traditional manufacturing processes demand substantial amounts of raw materials and energy-intensive procedures; however, remanufacturing circumvents these resourceintensive practices by restoring existing components, thus, reducing the need for new materials.”

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accolades in recognition of its efforts: in 2015, it was the recipient of a Green Apple Environment Award. This annual, prestigious honour is awarded by The Green Organisation and is earned by organisations that promote environmental best practice around the world.

Harnek said: “Remanufacturing boasts significant environmental advantages, primarily in its ability to conserve resources. Traditional manufacturing processes demand substantial amounts of raw materials and energy-intensive procedures; however, remanufacturing circumvents these resource-intensive practices by restoring existing components, thus, reducing the need for new materials.

This conservation of natural resources also helps decrease the environmental footprint associated with traditional manufacturing.”

Moreover, Harnek claimed, remanufacturing aligns perfectly with the concept of a circular economy. Rather than the modern model of using and disposing of products, remanufacturing follows a circular model, where products are reused and repaired. This contributes to a sustainable and resource-efficient system, aiming to create a system where products, materials, and resources are kept in circulation for as long as possible, reducing the need for new resource extraction and mitigating long-term environmental impacts.

Harnek continued: “By participating in the circular economy, which diverts used components and cores from ending up in landfills, we are able to reduce waste volume and associated environmental impacts. Our starter motors and alternators, often discarded after their initial use, can find new lease of life through remanufacturing that contribute to a greener planet.”

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REMANUFACTURING Economics

The economic impact of remanufacturing extends to various groups, according to Harnek, with end-users being one of the biggest beneficiaries: Harnek stated that its remanufactured products not only match the quality of new OE equivalents but are also offered at competitive prices. This option encourages consumers to make sustainable and budget-friendly choices by opting for remanufactured items.

Another aspect of the economic benefit is the extension of product life cycles, especially crucial for Autoelectro, which specialises in developing ranges for classic and rare applications: “Without remanufacturing, consumers seeking components for vintage vehicles, such as an alternator for a 1961 Jaguar EType or a starter motor for a 1988 Lamborghini Countach, would face significant challenges. At Autoelectro, we have all the tools to ensure we can service these types of requests.”

Remanufacturing also creates employment opportunities. This not only contributes to local economies but also supports sustainable practices.

Harnek concluded: “We have always supported our staff’s professional growth, ensuring they’re adequately qualified and confident to complete their individual tasks competently. Skilled labour in remanufacturing ensures that our products are rebuilt to the highest standards.”

Conclusion

By prioritising the restoration of used

components, Autoelectro offers consumers alternatives. Simultaneously, it champions sustainability by conserving resources, reducing waste, and promoting a circular economy. Moreover, as Harnek reported, remanufacturing provides skilled job opportunities, supporting local economies.

For more information about Autoelectro, www.rdr.link/FAA013

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REMANUFACTURING

DENSO continues to invest in its remanufacturing programme Environmental sustainability is one of DENSO’s main priorities, as it endeavours to play its part in limiting the use of the world’s precious resources. Part of that strategy is to reuse its existing components that have reached the end of their normal service life and rebuild them into premium quality units to be reintroduced into the supply chain.

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ENSO believes it is widely recognised as one of the world’s largest OE component manufacturers and system suppliers, with an extensive aftermarket portfolio, which is why it also continues to develop its remanufacturing programme, both in terms of the range and its customer base.

DENSO Operations Manager, Andre Koppenol, explains how promoting remanufacturing and recycling is important in contributing to “the goal of securing the future for generations to come”.

He said: “One of the primary benefits of remanufacturing existing parts, compared with producing a brand new component, is the reduction in CO2 that it secures.

Fortunately, we have three product groups to which we can apply this process: rotating machines (starters and alternators), diesel fuel injectors and pumps, and nickel batteries, which are primarily used for hybrid vehicles.

“Although at present 80% of the programme is remanufactured for VM replacement parts supply (OES) and 20% for the independent aftermarket, it is the independent sector that presents the greatest potential for growth and why we wish to raise awareness of our activities

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30 PROFESSIONAL MOTOR FACTOR DECEMBER 2023

and the opportunities it provides this supply channel.

“However, one of the key elements within the whole remanufacturing cycle is to have an adequate supply of old units, or ‘core’, with which to work. With these we

can put into action the process of reusing what would normally be a waste product and rebuild them into premium quality replacement components that can then be resupplied into the appropriate channel.

“The complete remanufacturing

“So, because of the changing nature of the industry and the ongoing push towards a carbon neutral future, DENSO’s remanufacturing programme is only going to grow, and that’s good news for environmentally conscious businesses that want to supply the very best in both quality and sustainability.”

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REMANUFACTURING

procedure is not an easy task and requires a skilled workforce, as well as dedicated facilities, which we have at our 2,400m2 site in the Netherlands. Here we have a team of 15 people, across the three product groups, who ensure that we can correctly sort and clean the core before we begin to rebuild each unit, replacing every worn or defective part during the process, until we have a complete unit that then goes on to the testing phase of the operation.

“Irrespective of the product that we remanufacture, its quality is the most important, which is why we have very strict internal protocols and before any product is introduced into the programme, it is carefully tested by our colleagues in Japan, before it is added to the range and offered as a DENSO component.

“However, by applying the various steps in this complex overall process, in addition to ensuring the quality of the parts, we are already reducing our annual CO2 emissions by more than 11t, which can only have positive effects on the environment.

“Alongside the quality of the product, the environmental benefits and the CO2 reductions, our ultimate aim is to be a

carbon neutral manufacturer. As part of this process, we only purchase the electricity we need to remanufacture these components from green energy suppliers.

So, although there is still more to accomplish, we are making a positive contribution to the environment.”

Product presentation also “very important”

“In terms of the packaging, although sustainably sourced, (this) reflects the premium nature of the DENSO brand and its business principals. In other words, not only is the unit of premium quality, but its presentation is also of the highest standard.

“In common with the entire automotive industry, the programme is also reflecting the transition from the conventional ICE to HEV and BEV technologies. So, although most of our current capacity is concentrated on rotating machines and diesel injectors, we are actively in the process of expanding the programme to include inverters and converters, transaxle motors, electrical compressors and lithiumion batteries, alongside the existing nickel battery remanufacturing. This is an avenue we must develop for the independent sector, because within the next decade, many of these HEVs/BEVs will be visiting the independent workshop for service and repair, not the VM dealer network.

“So, because of the changing nature of the industry and the ongoing push towards a carbon neutral future, DENSO’s remanufacturing programme is only going to grow, and that’s good news for environmentally conscious businesses that want to supply the very best in both quality and sustainability.”

For more information about DENSO, www.rdr.link/FAA020

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PROFESSIONAL

MOTOR FACTOR For all the latest industry news, features and business advice from the only magazine aimed solely at trade motor factors

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033_PMF_DEC23_Layout 1 20/11/2023 17:09 Page 33

DIAGNOSTICS & ENGINE MANAGEMENT

Ecobat Battery: ‘Diagnostics and batteries go hand-in-hand’ The diagnostic procedures that your workshop customers undertake are now a fundamental part of vehicle servicing.

During a repair, fault finding is a regular requirement in order for many issues to be resolved. Alongside this growth in diagnostic activity, according to Ecobat Battery Training Manager, Christopher Jones, has come a considerable increase in the time each vehicle can be undergoing diagnostic processes, some of which include software updates that can take several hours and are, therefore, often scheduled to run overnight:

H

owever, irrespective of the length of time the procedure takes, the correct voltage in the electrical system is vital to perform these functions successfully, which is why Ecobat Battery, the UK’s largest independent battery distributor, advises you to remind workshops to actively support the battery, and, therefore, the vehicle’s electrical system, not only during battery replacement, but also when they are running diagnostic processes.

As intimated, these procedures are linked; to prevent causing unnecessary problems and to be carried out effectively, they both require a stable source of power, at the correct voltage and be constantly supplied to the vehicle’s electrical system.

Although, because of the well-known risk of losing stored memory data, this may seem obvious when replacing the battery, it’s not quite so apparent when it comes to undertaking diagnostic processes, for example.

However, maintaining the correct voltage during extensive periods of troubleshooting is very important, as it helps to correctly identify the underlying fault. This is because during diagnostic procedures, which nowadays are

commonplace, the engine is switched off – but power is still drawn from the battery!

When carrying out prolonged diagnosis, which due to the complex electronic systems present in the modern vehicle, is not unusual, the vehicle’s control units and other electrical equipment can discharge the battery to such an extent that the onboard system voltage falls below the permissible voltage limit of the control units and a corresponding entry is made in the fault memory, and data can be lost (steering angle sensor, end positions of the electric window lifters etc.).

‘Shouldn’t come as a surprise’

In truth, this reality should come as no surprise. These days virtually everyone has a smart phone, all will be familiar with the fact that these will often prevent scheduled software updates from occurring if the device isn’t connected to a separate power supply, even is the battery is at more than 50%!

In addition to reminding customers of the importance of battery support, you can also benefit from the advice, as you can supply the equipment that workshops need and naturally, a variety of which are available to them through Ecobat Battery.

A perfect example is the PRO120 from CTEK, an innovative, versatile and highly efficient 120A battery charger and power supply, designed around the needs of the modern workshop.

Diagnostics and batteries go hand-in-hand

In summary, as has been demonstrated, using equipment dedicated to battery support when the vehicle is undergoing diagnostic procedures, is now a necessity.

In addition, a battery performs best when it’s in peak condition, so by reducing the possibility of battery failure in the workshop, or even worse after the customer gets home, your valued workshop customers can not only illustrate best practice and save time and money, but they can also preserve their reputations.

For more information about Ecobat Battery, www.rdr.link/FAA014

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What's New? SMART BATTERY CHARGER

FAG, LuK AND INA COVERED

Schaeffler has unveiled new parts to service vehicle systems from all three of its brands.

The FAG steering and suspension programme benefits from the addition of four new control arms: 821120510 caters for 446,000 Nissan Qashqai II and Renault Kadjar models, 821125610 for 328,000 Audi A4, A5, RS5, S5, Q5 and SQ5 plus the Porsche Macan, and 821126910/821127010, which are the front axle left and front axle right respectively, fit 85,000 Ford B-Max and Tourneo Courier vehicles.

Meanwhile, with the addition of two LuK dual mass flywheels, Schaeffler brings another 65,000 VAG and 16,000 Hyundai applications within reach of workshops looking to provide a genuine replacement solution. Models covered include the SEAT Ateca and Leon, Škoda Superb III, VW Arteon, Passat, T-Roc and Tiguan, and the Hyundai Tucson.

Completing the set, two new INA torsional vibration damper references can service 20,000 Audi models, including the A4, A5, A6, A7 and Q5, 110,000 BMW applications, such as the 1 and 2 Series, plus X1 and X2, and the Mini One, Clubman, Convertible and Countryman.

WWW.RDR.LINK/FAA015

EMISSIONS RANGE EXTENSION

BM Catalysts has expanded its range with 24 new part numbers, bolstering the company’s vehicle parc coverage by an additional 1.7 million vehicles. Sixteen of the latest references are manufactured to Euro 6 emissions standards.

BM Catalysts has unveiled 19 new catalytic converters, covering 1.3 million vehicles, and four front pipes that cater a further 443,000 vehicles, plus one new pressure pipe. It offers a “complete solution” with an extensive range of fitting kits also available.

WWW.RDR.LINK/FAA017

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34 PROFESSIONAL MOTOR FACTOR DECEMBER 2023

Laser Tools’ new mains-powered 4A intelligent battery charger (part number 8699) is designed to simplify and ensure batteries are always in peak condition.

This battery charger works with both 6V and 12V automotive batteries, including lead-acid, LiFePO4 (Lithium Iron Phosphate), AGM, and GEL batteries. This charger employs a 10-stage charging cycle with microprocessor control that monitors a battery’s state and adjusts the charging output accordingly.

Trickle charge mode: Once a battery reaches its full charge, the charger automatically drops to a trickle charge of less than 1A, preventing overcharging and extending a battery’s life.

There is also a separate maintenance mode for added peace of mind.

Winter mode: Cold weather can be tough on batteries.

That’s why a specialised winter mode, to ensure a battery gets the care it needs, even in freezing conditions, is included.

The charger also features multiple protection mechanisms, including safeguards against overcharging, overheating, short circuits, reverse polarity, and low voltage. The built-in LCD screen makes it easy to keep tabs on a battery’s charge level and overall status. Supplied with both crocodile clips and ring terminals, it meets international standards, including CE, GS, and RoHS compliance.

WWW.RDR.LINK/FAA016

035_PMF_DEC23_Layout 1 21/11/2023 17:29 Page 35

ADVERTISEMENT INDEX

Autoelectro ..........................................................inside front cover

MAM Software Ltd................................................................page 23

www.rdr.link/FAA100

www.rdr.link/FAA108

Carwood Motor Units Ltd ....................................................page 21

Mechanex ................................................................................page 4

www.rdr.link/FAA101

www.rdr.link/FAA109

Dayco Europe..........................................................................page 9

Ring Automotive Ltd ............................................................page 12

www.rdr.link/FAA102

www.rdr.link/FAA110

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

RS Automotive Core ............................................................page 27

www.rdr.link/FAA103

www.rdr.link/FAA111

Esprit Windscreen Repair Equipment Ltd........................page 17

Saxon Brands....................................................outside back cover

www.rdr.link/FAA104

www.rdr.link/FAA112

European Exhaust and Catalyst Ltd..................................page 31

The Professional Motor Mechanic Podcast ..................page 24

www.rdr.link/FAA105

www.rdr.link/FAA113

Jack Sealey Ltd......................................................................page 19

Thermobile UK Ltd ................................................................page 12

www.rdr.link/FAA106

www.rdr.link/FAA114

Jivaji Auto Factors Ltd ........................................................page 29

www.pmfmag.co.uk ............................................................page 32

www.rdr.link/FAA107

www.rdr.link/FAA115

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