Professional Motor Factor February 2021

001_PMF_FEB21_Layout 1 26/01/2021 12:32 Page 1

PROFESSIONAL

MOTOR FACTOR

BATTERIES Keeping on top of battery maintenance

IGNITION & ENGINE MANAGEMENT The impact of stop-start technology on ignition components

FEBRUARY 2021

UPON REFLECTION Dissecting Ferdinand Bilstein UK’s 30 years in business

news ■ appointments ■ expert opinion ■ interviews ■ products

PMF Page Grid_Layout 1 20/01/2021 09:24 Page 1

003_PMF_FEB21_Layout 1 26/01/2021 11:54 Page 3

VOLUME 21 ISSUE 2 FEBRUARY 2021

6-7 NEWS

CONTENTS

9-13

PEOPLE & INDUSTRY

19-20

14-18

MARKET TRENDS & ANALYSIS

BUSINESS & TRAINING

REGULARS

BATTERIES

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

Reinforcing the need for regular battery testing ..............................................................................24

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

One battery supplier’s claim to be the best option for factors ....................................................26 How to help your customers boost their battery business ..........................................................28

Appointments ...................9 IAAF Update ....................13 Talk of the Trade ...........20

IGNITION & ENGINE MANAGEMENT Stop-start technology and its effect on ignition components......................................................29

Environmental Insight ..22

Examining Sealey’s engine management equipment ..................................................................30

What’s New? ...................33

Ensuring the supply of OE-level engine management parts........................................................32

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 3

PMF Page Grid_Layout 1 26/01/2021 10:40 Page 1

005_PMF_FEB21_Layout 1 26/01/2021 12:06 Page 5

VIEWPOINT

Editor BEN LAZARUS Group Editor DANIEL ARON Group Manager ROBERT GILHAM Senior Account Manager ALEX DILLEIGH Account Manager ALANA ASHER Design DONNA BOOTH Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH Publisher BRYAN SHANNON Professional Motor Factor is an essential business magazine for those with decision-making responsibilities within motor factors.

To be removed from this magazine’s circulation, please call 01923 237799 or email circulation@hamerville.co.uk.

Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk pmf@hamerville.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2021

Professional Motor Factor: Certificate of Average Net Circulation for the 10 issues distributed between July 2019 and June 2020 Net total: 3,319 United Kingdom: 3,319

Old is gold At times last year, it appeared as if bad news was unrelenting; we were constantly reminded of the concerns over Brexit and the impact of the coronavirus pandemic, and let’s not forget the threat to cyber security and worries over block exemption regulation. Amidst the doom and gloom, however, there is a cause for optimism; the UK car parc is getting older.

It has been well documented that the UK’s new car sales are falling, and this brings with it an array of opportunities for the aftermarket to prosper. As Klarius reveals on page 19, there were roughly 3,781,900 more vehicles on the road that were at least 13 years old in 2019 compared to in 1994, demonstrating a growing public preference to repair rather than replace. The company’s Head of Research and Development, Doug Bentley, stresses the difficulties that the aftermarket faces in dealing with such a variety of vehicles, but insists the company has laid the foundations for a capable support network. According to Doug, Klarius has built an extensive range of emissions control components, ensuring that the aftermarket is best placed to take advantage of the ageing car parc.

Shifting the emphasis to batteries, Varta’s Technical Representative Andy Cook points out that a large number of the ageing vehicles on the road have a battery that has either never been changed or was changed a long time ago (page 24). Andy is keen to remind factors and workshops of the upsell opportunity that this situation has presented, especially since these batteries have to withstand the inactivity that goes hand in hand with lockdown restrictions.

Imploring factor staff to remind garages to regularly test the batteries of the vehicles that enter the workshop, he insists that the growing age of the car parc is an excellent chance to boost revenue and customer relations. Not only will this positively affect both the workshop and the factor in the short term, it will likely lead to more business going forward.

This notion is shared by Matthew Smart, Product and Brand Manager at Hella, on page 32.

Discussing how the age of the car parc will benefit the aftermarket, Matthew adheres to the growing need to keep vehicles running as efficiently as possible in the face of emissions legislation. Essentially, Matthew looks into the various ways that factors can profit from this, with certain components, such as air quality sensors, often overlooked. However, the take-home message is that these ageing vehicles need proper care to be deemed roadworthy, and that factors play a significant role in influencing the purchasing decisions of their garage customers.

Therefore, the onus is well and truly on motor factor staff to ensure that they supply the relevant engine management components so that the aftermarket can take advantage of the situation at hand.

So, there you have it. Whilst we must be wary of the threats to our industry, we must not forget to look on the bright side and grab the opportunity that is right in front of us. In this case, it’s time to use age to our advantage.

Enjoy the issue and have a good month.

Ben Lazarus Editor

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 5

006_PMF_FEB21_Layout 1 26/01/2021 11:55 Page 6

NEWS Automotive aftermarket fully open in Lockdown 3.0 Following the Government’s announcement of a third national lockdown, the Independent Automotive Aftermarket Federation (IAAF) has praised the Government’s decision to permit the automotive aftermarket supply chain to remain open and for MOTs to continue to be carried out.

The latest Government guidance has classified businesses within the industry as ‘essential’. Commenting on the news, Wendy Williamson, IAAF Chief Executive, said: “Our sector plays a vital role in people’s mobility and therefore it is important that suppliers, motor factors and garages can

continue to ensure vehicles are as safe as possible when on the road. We are therefore very thankful that the sector will be able to continue to operate, as it will enable garages to service and carry out essential repair and maintenance work. The aftermarket has taken this new way of life in its stride, and we have seen many examples of businesses and individuals going above and beyond to implement new health and safety procedures while following NHS and Government guidelines. There is light on the horizon, and we urge all businesses to continue to set a great example, just as they have done throughout the pandemic.”

VLS escalates 5w30 Longlife engine oil case to Trading Standards

Midwest Motor Factors and Monmore Auto Parts become Arnold Clark Autoparts West Midlands motor factor Midwest Motor Factors has become Arnold Clark Autoparts. Monmore Auto Parts has also been included in the rebrand.

This change of name and branding aligns Midwest even more closely with its parent company, Arnold Clark. Under ownership of Arnold Clark for the past five years, Midwest Motor Factors has grown to become one of the largest motor factors in the West Midlands.

Being part of the Arnold Clark Autoparts family has resulted in greater levels of investment in Midwest through the introduction of new products and the expansion of ranges. The motor factor has also invested in higher levels of staffing, as well as a professional training and development programme for all employees.

Craig McCracken, Autoparts Group Factor Manager, said, “The West Midlands is an area of great interest to the Arnold Clark family and we are excited about expanding our support of local people and local customers.

“The alignment means we can continue to dominate parts supply in the West Midlands. We’d like to assure customers that they will experience no disruption through this transition, and will still see the same friendly faces and receive the same high-quality support they always have.”

I

6 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

The Verification of Lubricant Specifications (VLS) has escalated case 166, a case relating to a Longlife 5w30 oil, to Trading Standards following an investigation.

VLS received a complaint regarding Mannol Longlife 5w30 504/507 Engine Oil in September 2020. The complaint alleged that no current additive pack existed in the marketplace that could meet all of the OEM claims made on the product, which included claims against VW 507 00 and VW 507 01, amongst other manufacturer specifications.

During the investigation, VLS determined that the product did receive an official approval from VW on 8th June 2019 against its standard 504 00/507 00. In line with the VLS marketing claims procedure, VLS asked the Named Party to provide the Candidate Data Pack and a letter of support from their additive company supporting all of the claims made on the product, but these documents were not provided.

Although the local UK distributor of the product confirmed that they had recalled all stock and relabelled it to the original claims made on the product, VLS escalated the case to Trading Standards due to the lack of available evidence that the product could meet any claim apart from VW 504/507.

Andrew Goddard, Chairman of VLS said, “We continue to see complaints against 5w30 engine oils that make up such a large part of the lubricants market for motor oils. Manufacturers must ensure that they have evidence available that the product really can meet all of the claims being made.”

006_PMF_FEB21_Layout 1 25/01/2021 12:40 Page 7

ProMotorFactor

@PMFmag

www.pmfmag.co.uk

EAG strengthens relationship with DRiV

Excel Automotive Group (EAG) has revealed it will be taking on more product groups from DRiV, including the Champion and Payen portfolios.

Building on its distribution of DRiV’s Monroe products, EAG is introducing Champion braking, filtration and ignition components, and Payen engine gasket and sealing products, as well as specialist engine parts, such as bearings and pistons, to make an even stronger combined offering.

EAG’s Managing Director, Adrian Lamb, commented, “EAG has become a significant distributor in the very short time since we purchased the company. We now have an incredibly impressive offering from DRiV, which complements what we already had with Monroe. We are delighted to be able to have as part of our product portfolio the

Champion braking group of products, as well as Payen and the engine expertise range.”

DRiV’s Managing Director, Andrew Bevington, said, “EAG is an impressive organisation and it was a perfect fit for DRiV. It made sense to increase the offering through the company. Tony Bhogal, Adrian Lamb and the whole team have worked professionally through the coronavirus outbreak and have proved that they will be an invaluable partner.”

Chief Executive Officer at EAG, Tony Bhogal, added, “This partnership is a significant message to the automotive aftermarket. It means that motor factors and wholesalers now have much more of a choice than before, and that EAG is setting new parameters and continuing to grow.”

pmf@hamerville.co.uk

Trico team takes on daily 5k run during January to raise money for charity Two members of the Trico team, Sam Robinson and Andy Taylor, vowed to run 5k every single day in January to raise money for the company’s nominated charity, Speed Of Sight.

Speed Of Sight is run by blind race car driver and multiple world record holder Mike Newman, and cofounder John Galloway, and hosts driving experiences for children and adults with disabilities. These events, held nationwide, allow them to experience something they might otherwise think impossible – the thrill of driving!

Sam and Andy are both running a gruelling total of more than 150km each in 31 days. Sam had this to say: “Trico became the headline sponsor for Speed Of Sight last year when we found out about the incredible work they do, and we were in awe. I was so inspired that I thought I’d give it a go – anything to raise money for a good cause; and of course it might help shed some of the Christmas pounds!”

Ben launches fast-track access to digital mental health platform On Blue Monday, automotive charity Ben launched fast-track access to its digital mental and wellbeing platform, offering immediate support to those in need.

Ben is giving automotive people the ability to sign up for free to access online digital support for their mental health and wellbeing.

SilverCloud is a leading digital mental health and wellbeing platform which can support people to better manage their mental health and wellbeing. The SilverCloud programmes use an evidence based, Cognitive Behavioural Therapy (CBT) approach which focuses on the relationship between our thoughts, feelings and behaviours. They also help individuals to develop positive coping strategies.

A number of different programmes are available on the platform, including on topics such as stress, anxiety and depression, as well as supporting issues like money worries, sleep and resilience. Each programme features a range of interactive tools such as videos, activities, quizzes and audio guides, as well as a personal online support journal.

SilverCloud is completely free for anyone who works, or has worked, in the automotive industry. Sign up and get started today: www.rdr.link/FV001.

Rachel Clift, Health & Wellbeing Director at Ben, said, “With so many programmes to choose from, I’m thrilled we can offer this support to those working across the industry. SilverCloud will help people look after their mental health and wellbeing both now during these tough times, and in the future.”

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 7

ADGRIDS_PMF_ad grids_PBM_april_04 26/01/2021 09:29 Page 8

009_PMF_FEB21_Layout 1 26/01/2021 08:58 Page 9

PEOPLE & INDUSTRY

APPOINTMENTS

Movers & Shakers

PMF introduces this month’s movers and shakers as they begin a new stage of their career in the UK aftermarket.

Mahle

Mahle Aftermarket UK has announced promotions for two of its experienced and long-serving staff members.

Jonathan Walker, the company’s Managing Director, who began his career with the business in 2007, has also assumed the role of Regional Sales EMEA (MES), which will see him use his aftermarket expertise to exert a direct impact on the growth of the company.

Meanwhile, Aliya Lam, who has been with the company for more than 20 years, has been appointed as Head of Global Sales and Marketing Excellence for Aftermarket, after her previous role as Sales and Marketing Manager. Aliya’s role will include using her vast and in-depth industry experience in marketing, sales, commercial policy, pricing, and account and relationship management to work closely with customers to ensure Mahle can continue to meet ongoing demand on an international scale.

Impression Commuications Automotive PR and marketing agency Impression Communications has appointed Cheryl Griffiths as PR Account Manager and promoted Hayley Evans to the role of Senior Account Manager.

Cheryl previously worked in an inhouse press office role, and has both B2C and B2B agency experience. As Account Manager, she will work alongside Mark Field, the company’s Director, and Hayley to support clients’ PR and marketing activities in 2021.

On the new appointments, Mark Field had this to say: “In such a difficult year for everyone, I’m delighted to have achieved our objectives of successfully growing our team. We have learnt so much this year as a business and worked closer than ever before with clients, bringing new ideas and supporting them in the most proactive ways.”

ZF Aftermarket Philippe Colpron has been appointed as ZF Aftermarket’s Executive Vice President, and will assume the responsibilities as Head of the aftermarket division. As well as this, he will continue to lead Fleet Solutions – a business of ZF’s Commercial Vehicle Control Systems division. In this role, his aim is to support customers proactively through the unprecedented change of the automotive industry.

After different management roles at Valeo, Philippe started his career at WABCO in 2007 as Strategic Sourcing Director. From 2010 onwards, he took over various management positions in the aftermarket.

Dr. Holger Klein, Member of the ZF Board of Management, commented, “The automotive aftermarket is undergoing dramatic changes with evolving customer expectations, acceleration of technological innovations and shifts in competitive power. With Philippe Colpron, we gain an experienced, internationally well-known leader, who has swiftly embraced these trends and ZF’s vision of safe and sustainable mobility, as well as our technology spearheading digitalisation. He will quickly evolve our aftermarket business for the Next Generation Mobility with ZF’s strict customer centricity as his guiding principle.”

010_PMF_FEB21_Layout 1 26/01/2021 14:25 Page 10

PEOPLE & INDUSTRY

INTERVIEW

Back and booming A year on from his interview with PMF in 2020’s February issue, James Mitchell, Managing Director for Kerridge Commercial Systems in the UK, is back to let us in on how MAM Software has fared since.

Please briefly sum up how business has been since we last spoke.

James Mitchell (JM): Over the past year, MAM Software has gone from being a standalone software business to becoming part of the Kerridge Commercial Systems group. This was signalled by the rebrand of MAM Software in October 2020; it was a big milestone for us to get the look and feel of MAM products and services in line with the rest of the group.

Organisationally, the businesses in the UK and North America are now completely aligned – the leadership and operational teams are as one for the KCS group in those markets, irrespective of product line.

Having said that, MAM Software still maintains a very strong identity in the UK and Ireland, with its own sales and implementation teams responsible for

Q

I

10 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

Autocat, Autopart and Autowork Online.

The crossover of products that we hoped would bring benefits to both organisations has happened, or is now underway. A number of ecommerce solutions that came out of the MAM Software portfolio have become standard across the KCS group and are integrated with a wider range of ERP software, not just Autopart.

We’ve also leveraged some of the relationships that were nurtured by MAM, including Paymentsense for card payment

integration, and Phocas for business intelligence. These are now benefitting customers across the whole KCS group.

From a technical perspective, MAM customers are benefitting from the K-Cloud and greater provision of data centre capacity.

Obviously, most of 2020 was dominated by the COVID-19 pandemic. How exactly did the company respond to the difficulties that it presented?

JM: Like many businesses, we’ve had to adapt to the changing circumstances. We have given colleagues the opportunity to work from home. Fortunately, we’d introduced Microsoft Teams to the organisation a few months before the pandemic – it’s now used widely across the business and has enabled us to communicate and trade much more effectively.

Once we were able to open our offices, we did so in a COVID-secure way, with protocols, rota systems and reduced capacity. Our offices remain open for anyone who needs to work from them to fulfil their job role, or who wants to for social or personal reasons.

From an organisational point of view,

Q

010_PMF_FEB21_Layout 1 26/01/2021 09:00 Page 11

PEOPLE & INDUSTRY

2020 was a very transformational time in terms of getting product to market. We probably released more products over a six-month period than ever before.

This was just a factor of adapting to the new way of working. We had the opportunity to collaborate a lot quicker through Teams than we would have done face-to-face, which resulted in us getting products to market faster.

Are you now seeing things returning to normality, or is the company still experiencing significant difficulties?

JM: We have had to adopt a different way of working. We’re still producing products and solutions, supporting our customers and laying out strong product roadmaps. In many cases, this has involved reorganising parts of the business to make us more efficient in how we work.

For example, our Professional Services Group went from delivering training and consultancy on-site to remotely, meaning we probably accelerated three years’ worth of transition into a six-month period. This has delivered various benefits to our customers and consultants alike – we can

Q

deliver sessions in smaller chunks and fit several customers into a shorter space of time, which has accelerated our speed of response.

Our products and services have enabled automotive aftermarket businesses to respond well to recent challenges. Take Paymentsense as an example. Integrated card payment technology is becoming more of a requirement in a COVID-secure world, where less touching on a payment device by point of sale staff and customers is desirable. Passing the POS system transaction total to the card device automatically, and customers tapping the device with a contactless card, reduces the physical touch.

2020 has no doubt been difficult, but has there been any progress on the plans to “grow and support a wider motor factor customer base”? If not, presumably due to the pandemic, is this still the plan going into 2021?

JM: MAM’s motor factor business continues to grow alongside the rest of the group. We offer a strong value proposition in terms of

Q

INTERVIEW

the ecosystem that exists between parts, catalogue and supply chain, which we continue to invest in.

We’ve seen a pent-up demand for our services in light of the MOT extension introduced earlier in the pandemic. VRM lookups have been at an all-time high since September/October 2020, and we’ve also witnessed an increase in our customers opening up new branches to deal with demand.

Is there anything new planned for aftermarket businesses to get excited about?

JM: The exciting part of our business is the ecosystem that the balance between Autocat, Autopart and Autowork Online creates, which is a very strong and controlled value proposition for our customers.

Demand for the aftermarket is increasing, so as businesses grow, the need for controls and control over IT processes and systems becomes more relevant.

Q

For the full interview, www.rdr.link/FV002

012_PMF_FEB21_Layout 1 26/01/2021 14:25 Page 12

PEOPLE & INDUSTRY

INTERVIEW

30 years in the making 2020 marked the 30-year anniversary for Ferdinand Bilstein UK Ltd. Paul Dodgson, the company’s Operations Director, reflected on this impressive milestone and on what’s to come.

Normally, a 30-year anniversary would be reason enough to celebrate, but are you really in the mood to do so?

Paul Dodgson (PD): The current situation has truly made it a bit more difficult, but we are still proud of the milestone, nonetheless.

Looking back, we started 2020 on a high note and were truly beginning to feel the celebratory spirit. However, come March 23rd, when the Government-imposed lockdowns came into effect, we were faced with numerous unknowns. The situation was looking pretty bad and we had to furlough some of our employees. However, we were still able to maintain our high service level, we stayed close to the customers, and we mastered the crisis better than many of our competitors.

Q

What other obstacles has the company had to overcome over the years?

PD: COVID-19 has undoubtedly been an obstacle, but we have also faced other difficulties over the years, from Brexit to market changes. For instance, back in

Q

2006, the market was fragmented and we were a small fish in a big pond – but so were our customers. Our size served as a benefit, as it helped us to establish ourselves with customers since we could create meaningful bonds.

As we grew, so did these relationships.

These helped us while we faced obstacles brought on by Brexit. While competitors and customers have disappeared, been acquired, backed out of the UK, or gone bankrupt, our firm footing in both the market and with customers has helped us to remain stable and grow.

How would you say Ferdinand Bilstein UK has evolved since 1990?

PD: I believe we have come a long way. We have evolved from a small player to a stable presence in the aftermarket. We have also grown tremendously over the years. For instance, the first Managing Director used to store some of the stock in his own garage in the early days, and the first proper warehouse wasn’t built until 2000. Now we have a logistics centre in Markham Vale, which houses 50,000

Q

different articles and is 205,000ft² in size.

Going beyond logistical capacity, our turnover has also increased. Overall, we have rooted ourselves firmly in the market and have equipped ourselves effectively.

What do you think are the main factors for the success of Ferdinand Bilstein UK? PD: For starters, we are highly adaptable.

Like the market, we have adjusted and grown to meet new demands all while remaining faithful to who we are. We see ourselves as a strong global business with a local presence, and we pride ourselves on efficiency. For instance, we follow our ‘golden rule’ in which an order made on day one is delivered on day two. Combined, these traits truly benefit us in remaining both flexible and trustworthy in the market.

Q

Ferdinand Bilstein UK has seen a lot of changes in recent years. Do you think change is the defining factor for the years to come? What do you think the situation will look like in 2030?

PD: Whilst we are no strangers to change, I believe moving forward we will see a mix of change and building upon what we are doing now. Our vision is to be the number one choice in the UK aftermarket – something we have already accomplished with filtration – and to expand. While these goals may sound quite big, I believe we are on the right track.

Q

For more information on Ferdinand Bilstein UK, www.rdr.link/FV003

I

12 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

013_PMF_FEB21_Layout 1 26/01/2021 09:01 Page 13

PEOPLE & INDUSTRY

IAAF welcomes Brexit trade deal

The Independent Automotive Aftermarket Federation (IAAF) has welcomed the agreed Brexit trade deal.

Welcoming the Brexit trade deal that has been agreed upon between the UK and the EU, the IAAF has pointed to particularly positive aspects that provide foundations for the future of the UK aftermarket and its relationship with the European Union (EU).

Wendy Williamson, IAAF Chief Executive, is remaining hopeful, and she commented: “This news is a step in the right direction for the automotive aftermarket, as the alternative – a no-deal Brexit – would have been a disaster.

Although there is still much work to be done around Rules of Origin and its complexities, many businesses within the

aftermarket have been trading outside of the EU for several years and therefore will already be very familiar with the rules and regulations in this regard.”

However, whilst in principle trade remains tariff free for goods produced in the EU or UK, there will be implications for product sourced from outside of the EU zone.

Wendy added, “For so many years, we have been used to taking the EU rules for granted, but we will inevitably see a change. For example, Far East sourcing is common among UK businesses, and there could be implications for additional

IAAF UPDATE

U P D A T E

tariffs for both importing and exporting, as we no longer have free transfer of goods on non-EU/UK products in the EU. Plus, of course, there will be an additional administrative burden involved in the process, which potentially will be more time consuming and will attract additional costs. Businesses have very little time to acclimatise to the new way of working and we will do all we can to work with members to ensure a seamless phase-in period.”

For more information, go to www.rdr.link/FV004

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 13

014_PMF_FEB21_Layout 1 25/01/2021 12:43 Page 14

BUSINESS & TRAINING

PROFIT

More profit, less stress Kalimex, the UK distributor of JLM Lubricants products, discusses how offering these products to trade customers will undoubtedly lead to a better bottom line for factors.

T

he holy grail of any motor factor: finding the best, most trusted, profitable products – those that technicians have on speed dial because they choose them, and they use them – regularly.

But in a crowded marketplace chock full of products vying for shelf space, which ones can you trust to tick your trade customers’ boxes? Once you have that magic list, repeat sales are just one of many benefits. You can introduce other products from the same brand knowing they’re likely to be given a warm reception.

It all adds up to more profit for less stress.

Introducing JLM Lubricants products…

“The pandemic has heralded an era of uncertainty,” commented Mike Schlup, Kalimex’s Managing Director. “But every cloud has a silver lining. With new car sales plummeting by 33% in 2020 (SMMT data), motorists are keeping their existing cars for

I

14 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

longer, and they can’t ignore vehicle faults or breakdown. The independent technician is therefore in big demand, but if they’re to attract and retain customers, they must demonstrate value more than they have ever done before. Repairing rather than replacing is crucial and this is where JLM Lubricants products really come into their own. The range has been developed for the trade, with each product tested by the trade before launch. We have been supplying this range to motor factors for 10 years. Demand has gone through the roof, with sales in December 2020 eclipsing sales of our global bestseller K-Seal, which sells in the millions worldwide. We discovered the following case study from a DPF Doctor member which says more to a potential motor factor about the integrity and effectiveness of JLM products than I ever could.”

Testimonial time

Stuart Dawson, The DPF Doctor at Autotech Cumbria, had this to say: “I recently had my most heavily blocked DPF to date. The Qashqai had been recovered by a breakdown service. The DPF was so badly blocked it couldn’t sort itself, so we had to work in reverse order. Our first step was the JLM 3-stage ‘on car’ DPF clean, so we could bring the exhaust system pressure back down. After completing the assessment, we found another issue which would have caused problems if left undetected. After the DPF was cleaned and the repairs were made, the final step – the extended road test – would enable the car to go back to its owner. Incidentally, the

014_PMF_FEB21_Layout 1 26/01/2021 09:02 Page 15

TOP 10 Here are the top 10 repeat purchase JLM products ordered by technicians: 씰 DPF Cleaner 씰 DPF Refill Fluid 씰 Professional DPF Cleaning Toolkit and Flush Fluid 씰 Petrol and Diesel Injector Cleaners 씰 Diesel DPF Refill Fluid 씰 Diesel Intake Extreme Clean Toolkit 씰 Diesel/Petrol EGR Cleaner 씰 Diesel Extreme Clean 씰 Petrol GDI Injector Cleaner 씰 Petrol Extreme Clean measurements we took after the road test revealed the DPF pressure had gone from ‘off the Richter scale’ to ‘as new’ condition. As always, the results were stunning; we saved the customer unnecessary work which would have potentially cost them at least £1,000.”

This vehicle could have easily ended up at a main dealer with the independent workshop missing out on the business, the motor factor losing the product sales and the vehicle owner facing a hefty bill. The case study is an illustration of why factors should stock the JLM DPF range for their trade customers. It opens a new, ongoing revenue stream for factors and for workshops that have previously had to turn away DPF business.

According to Kalimex, factors are missing out by not stocking JLM Lubricants’ products, and marketing them to their trade customers. The range is all about prevention, cure and maintenance.

Further insight

Darren Darling, Founder of the DPF Doctor Network and Brand Ambassador for JLM Lubricants, commented, “JLM Lubricants make extremely high quality DPF products which, combined with our diagnostics experience, enable us to offer a premium service to our customers. We work closely with JLM too, evaluating products before they reach a stockist.”

Having sold JLM Lubricants products for nine years now, Martyn Escritt, General Manager of Essex Motor Factors, is well aware of how the range can impact a factor’s bottom line. He added, “It’s not uncommon to hear ‘I bet that’s expensive’, followed by ‘Is that all?’ JLM products offer huge repeat business, requiring no secondary sales pitch. Every line we stock has become so successful in the area it’s tailored to fix or improve that our customers are talking to others who then come to us for JLM products. The highly advanced emission systems fitted to current vehicles in the marketplace have major repercussions for many vehicles. Without these inexpensive JLM products, they would simply end up having costly parts replaced to rectify the issue.

There doesn’t seem to be any scenario JLM products can’t cover when it comes to DPF running issues, for example, or faults, whether that’s rough running, MIL light on or limp mode.”

For more information on the JLM Lubricants range, www.rdr.link/FV005

016_PMF_FEB21_Layout 1 26/01/2021 11:56 Page 16

BUSINESS & TRAINING

ADVICE ©kolonko_AdobeStock

Lighting the way

Lumileds’ UK & Ireland Automotive Business Development Manager, Richard Armstrong, discusses the advantages of informing your garage customers of the benefits of upgrading headlight bulbs.

H

eadlights are often called ‘the eyes of a vehicle’, and not without good reason. They are arguably the most safety-critical lights found on any vehicle, whether it is a car, a truck or a motorbike.

Headlights provide the illumination that helps the driver both see and be seen when driving on the road. The better you see the road ahead, the safer you are as a road user. Period!

With people having returned to using their personal transport after lockdown – especially in light of the limitations of public transport, the UK’s roads are likely to be busier than ever. Lumileds, which manufactures and distributes Philips’ automotive lighting products, is recommending that workshops offer a lighting check to motorists as they start using their vehicles regularly again, especially as winter is well and truly underway, and lights are more heavily used.

This move will have the dual impact of not only increasing business revenue by getting more customers in through the door – and therefore generating more orders for factors – it will also ensure motorists and their families are safe on the road.

I

16 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

Much like other safety critical parts of a car, headlights should be checked at regular intervals, and if one bulb is failing, both bulbs should be replaced, because when one is starting to fail, the other is likely to be close behind.

There is also the great opportunity of increasing business through educating customers about the benefits of upgrading

headlight bulbs. As lights provide illumination for low light conditions, they are vital to the overall safety and drivability of the vehicle, especially for night time driving and for poor vision situations. Better bulbs that light up the road more effectively are therefore one of the best-value safety upgrades it is possible for the consumer to make.

016_PMF_FEB21_Layout 1 26/01/2021 09:05 Page 17

BUSINESS & TRAINING

Perfect illumination is especially important for distance vision – usually between 75-100 metres in front of a vehicle – and safety and comfort, which is why high-performance lighting is developed.

(Fig. 1)

Upselling

There are several benefits to upselling bulbs.

For instance, it offers a better profit margin on the bulbs sold. On top of this, there is a real risk that if poor quality bulbs are offered, a costly early failure will lead to a workshop having to make good on its own time, and this comes at a significant expense. Also, don’t forget the opportunity it provides both factors and garages to enhance customer relationships and build loyalty.

Cheap is often not cost-effective when it comes to vehicle lighting. This is why fitting a high quality bulb from an OE brand will not only offer peace of mind to factors, workshops and motorists alike, but it will give a higher margin on the product through the distribution chain, and the motorist will get a better performing bulb that will almost certainly prove to be cheaper to own in the long run. It really is a win-win situation.

Age is not but a number

The UK faces an ageing motorist population.

Research demonstrates that the lenses in our eyes become darker and more opaque as we age. So, simply put, the older we get, the more light we need to see things. It is not something that most motorists are aware of, but, for example, the average 50 year old needs three times more light to see the same distance as a child of 12 (Fig. 1).

On top of this, the eye loses its resistance to

ADVICE

glare over time. When liaising with customers, technicians only need to ask a simple question to start them thinking about a possible upgrade: “Would you like more light when driving at night?”

Philips’ car lighting products have been at the forefront of innovation and development in vehicle lighting for more than a century. The brand has recently launched the first halogen bulb rated up to +200% brighter than the industry standard – RacingVision GT200. This new bulb has already been awarded Recommended Buy status in the Auto Express headlight bulb mega test 2020, which means it should be a fast-moving item. Another brand new high-performance bulb, which features class-leading lifetime and durability, is the X-TremeVision Pro150. Both are available in all common lamp types. With this in mind, the timing couldn’t really be more opportune to start educating your customers about the compelling reasons to make a bulb upgrade one of their priorities.

For more information on Philips’ range of automotive lighting products, www.rdr.link/FV006

018_PMF_FEB21_Layout 1 25/01/2021 12:47 Page 18

BUSINESS & TRAINING

EMPLOYMENT LAW

The letter of the law Graham Irons, Partner and employment law expert at Howes Percival, is on-hand to highlight some of the key areas of employment law that employers need to plan for in 2021.

©Tiko_Adobestock

T

he COVID-19 pandemic placed both employers and employees in uncharted territory, from keeping upto-date with ever-changing Government guidance to adapting to homeworking and getting to grips with the new concept of ‘furloughing’.

With the focus on helping businesses through the pandemic last year, several anticipated employment law changes, including the extension of off-payroll working rules, were postponed. However, with hope that vaccination sees the beginning of the end of the pandemic, 2021 is likely to be a busy year for employment law, with several significant changes expected to take effect.

and the National Living Wage (NLW).

The rate rises include a 2.2% increase in the NLW, which is the equivalent of £345 extra per year for a full-time worker. More young people will become eligible for the NLW, as the age threshold will be lowered from 25 to 23, meaning that the NLW will become the statutory minimum wage for workers aged 23 and over.

Extension of the furlough scheme

Non-compete clauses and exclusivity clauses

The Coronavirus Job Retention Scheme (CJRS) has been extended to 30th April 2021, postponing the introduction of the Job Support Scheme, which had been announced as the CJRS’s successor. A wider COVID-19 economic support budget, which will set out the next phase of economic support, is due to be announced on 3rd March 2021.

National minimum wage

Millions of workers in the UK will receive an increase in pay from April 2021 following a rise in the National Minimum Wage (NMW)

I

18 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

“2021 is likely to be a busy year for employment law, with several significant changes expected to take effect.”

As part of its drive to support economic recovery from the impact of COVID-19, the Government is consulting on the use of non-compete clauses (the consultation closes on 26th February 2021).

Non-compete clauses can act as a barrier by preventing employees from working for, or establishing, a competing business, so the use of this type of restrictive covenant may be restricted in the future. There are two main proposals being considered and either change would affect the drafting of employment contracts in the future, with many employers having

to revisit or update their existing contracts of employment.

Brexit

EU nationals who started living in the UK by 31st December 2020 can apply for ‘settled’ or ‘pre-settled’ status under the EU Settlement Scheme. Settled status, which allows the worker to stay in the UK indefinitely, will usually be granted if they have lived in the UK continuously for five years. If the worker has lived in the UK for less than five years, they can apply for pre-settled status which can become settled status at the five-year point. The deadline for applying under this scheme is 30th June 2021.

Employers looking to recruit outside the UK should make arrangements sooner rather than later. Recruits need to be sponsored by a UK employer, who will need a licence from the Home Office to do so. Applications for a licence can take eight weeks or more to process.

For more information on Howes Percival, www.rdr.link/FV007

019_PMF_FEB21_Layout 1 26/01/2021 11:56 Page 19

MARKET TRENDS & ANALYSIS

VEHICLE AGE

Coming of age Klarius Products’ Head of Research and Development, Doug Bentley, highlights how the company is prepared to support an ageing UK car parc.

R

ecent data released by the DVLA and Department for Transport (DfT) has illustrated that the UK car parc is older than it has ever been. Older cars are undoubtedly popular, and as a result, aftermarket support will be required for these vehicles long into the future. Klarius Products has reiterated that in terms of replacement exhaust systems, the support is already there.

According to data, the number of cars on UK roads aged over 13 years has grown from 6.3% in 1994 to 19.1% in 2019, an increase of roughly 3,781,900 vehicles. This effective tripling of older vehicles on our roads shows that motorists are willing to operate older combustion powered vehicles despite scrappage schemes and financial subsidies from the Government designed to incentivise EVs. There are a number of reasons for this.

The overall build quality of vehicles steadily improved from the 1990s into the mid2000s, ensuring that cars from this era have an increased service life compared to cars that were more common in 1994. This has naturally resulted in a higher proportion of older cars on the road in 2019. Additionally, car enthusiasts are drawn to models that may deliver a more traditional or involving driving experience.

Typically, these owners will maintain their vehicles to a high standard, further increasing service life.

To keep these cars on the road long after manufacturer support has expired, owners often rely on the aftermarket to provide high quality replacement components. However, with such a variance across older cars, it can sometimes be difficult to source an optimum component that fits and preserves the original performance of the vehicle.

Doug Bentley, Head of Research and Development at Klarius Products, has

helped to build an extensive range of emissions control components to meet this need, and he commented: “While developing replacement exhausts, catalytic converters and diesel particulate filters for modern vehicle applications is important; our range of over 11,000 components has also been designed to support older models too. By analysing market data, we can identify older vehicle models that are popular or lack replacement parts.

“We then develop a new component with a test vehicle of corresponding marque, model and production year. This means we have replacement components in stock for older sports cars, saloons, MPVs, SUVs, hatchbacks, estates and vans.

Every component features a two-year warranty and ‘fit first time’ guarantee. We make this possible by fitting new parts to real cars during our development and testing process, which means less time on the ramp for garages. 90% of all orders received by 5:30pm will be delivered before 12pm the next day, 60% of which

may be delivered by 9am.”

Klarius attributes the availability across its range to the dynamic stocking procedures it has implemented.

Components are manufactured in Staffordshire to meet current market demand. Extensive stock warehousing ensures that a replacement exhaust system for an old Mazda MX-5 offers the same lead time as a system for a newer Nissan Qashqai. Therefore, older cars do not spend longer on the repair ramp waiting for a component, despite their age.

“At Klarius, we are passionate about older vehicles,” concluded Doug. “Many of us are enthusiasts, so we are very proactive in offering like-minded vehicle owners access to quality components that provide OEM levels of performance. As this data illustrates, it is clear that the aftermarket will need to provide this replacement support for many years to come.”

For more information on Klarius Products, www.rdr.link/FV008

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 19

020_PMF_FEB21_Layout 1 25/01/2021 12:48 Page 20

MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE In the Business & Training feature, Autowork Online ran through the service it offered Hill Street Garage throughout the pandemic. With garages facing difficult trading conditions recently, Hill Street Garage’s decision to move to cloud-based garage management software has positioned the company for success. The garage’s owner, David Koscielny, noted that the move “really couldn’t have happened at a better time”. Once the system was up and running, David likened it to having an office at his home, with access to customer contacts and invoice history, as well as the ability to text, phone and email. Despite some initial concerns, none of the garage’s staff have to physically be on-site, and David could simply sit at home on his computer and deal with any enquiries that came through as if he was in the office. He has found that he is able to give customers a price on a service, as well as tell them when their MOT was due. On top of this, he’s been able to deal with enquiries out of hours, giving his customers an efficient service that they could rely on at an uncertain time.

Offering insight into the buying behaviour of trade customers, PMF casts an eye over sister publication Professional Motor Mechanic’s February issue to explore the products, services and industry news that have been the talk of the trade.

I

20 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

In a Special Report, PMM introduced its readers to 3D Group, an automotive locksmith supplier. Originally focused on auto locksmithing, the company has now branched out to supply a broader range of diagnostic tooling and equipment to the UK aftermarket and beyond. It claims to supply anything that a garage needs to solve whatever key-related issues a specific vehicle may be having. Reacting to the increasing demands of electric vehicles, 3D group began supplying diagnostic equipment that could make the technician’s life easier, one of which is OSCA. Capable of helping with a myriad of automotive diagnostic needs, the company insists that garages can use the cable to help their business grow. OSCA isn’t merely a product either; its users can access a team of master automotive technicians to help with a whole host of issues. 3D Group claims that the OSCA cable’s range of applications has the potential to open up new opportunities for garages.

Neil Pattemore then assessed what the end to sales of new cars with internal combustion engines means for the aftermarket. Despite the sales of electric cars on the rise, they still only accounted for below 7% of the UK’s new car sales as of December 2020, so there’s plenty of work to be done yet to enable all new vehicle sales to be electrically powered. Neil stressed that there are significant hurdles that need to be overcome to have this in place by 2030, including the environmental and societal issues of mining lithium and cobalt, manufacturing the batteries with the associated hazardous by-products, the ability to generate and distribute the electricity, and the end-of-life recycling of the batteries. This leaves us with many challenges to be resolved in the next nine years, and many of them will be expensive.

In terms of the aftermarket, there is the need to invest in new workshop tools and equipment, as well as the technical training for technicians. However, Neil added that the biggest threat may be the issue of who owns the vehicle, with the trend of personal leasing contracts likely to be exacerbated by the higher cost of EVs.

020_PMF_FEB21_Layout 1 26/01/2021 11:56 Page 21

The Winter Service & Lighting feature saw James Taqvi, Director of Zalloys International, explain how alloy wheel protection can boost workshop profitability. Zalloys has been manufacturing WHEELUV Alloy Protection since 2017, and it is now available to garages looking for a way to improve margins with a simple, fast process that offers a cost-effective solution for reducing the risk of wheel damage. Applied to over 50,000 wheels to date, the system is compatible with most wheels and tyres. As a means of helping to reduce the stock holding required, garages can benefit from its cut-to-size protectors. On top of this, WHEELUV fitting processes have been optimised for garage businesses, with no requirement to wash wheels or deflate tyres – which saves labour costs – and quick, easy fitting in under 30 minutes without needing specialist tools, tyre deflation, or bead breaking. James concluded that the system provides an ideal upsell opportunity during winter servicing, with road conditions throughout the cold months increasing the chance of alloy wheel damage.

Dayco led the Steering & Suspension feature by providing some clarity on the different wheel bearing technologies and their respective fitting procedures.

Adhering to the Citroën C1/Peugeot 107/Toyota Aygo from 2005 onwards, emphasis was with these models sharing the same platform and utilising Generation 1 bearings on the front and Generation 3 at the rear. Emphasis was placed on the

INSIDE THE ISSUE

care that needs to be taken during removal to avoid damaging safety critical items, such as ABS and brake wear sensors and cables. In addition, Dayco stressed the importance of following the vehicle manufacturer’s recommendations wherever possible when technicians are pressing out the old bearings and pressing in the new bearings. The bearings are manufactured so that when fitted, the correct operating clearance is automatically established. When removing the existing bearing and bolting on a new one, the vehicle manufacturer’s replacement procedure must be followed, and in regards to torque, the VM’s specified values must be adhered to.

Finally, in the Brakes & Clutches feature, Brembo discussed the causes of brake squeal and shared some tips for both preventative maintenance and corrective actions.

The company’s Product Marketing Manager, Stefano Previtali, explained that “the problem of brake squeal can be minimised and eliminated if the workshop technician uses good quality components, the correct tools, and takes the necessary preventative maintenance steps”. For the discs, technicians are advised to always evaluate both the disc’s condition and its thickness, and to replace them if they are below minimum thickness. They should then check the discs per axle for grooves and cracks, before replacing them if necessary. Finally, they should be cleaned with either petrol, spirits, or a specific brake disc cleaner. In terms of the hubs, their surface should be cleaned before a new disc is installed.

The discs should also be measured so that the runout does not exceed 0.10mm when the new disc is fitted. For the pads, their thickness and surface should be checked, with the pads replaced if necessary, and technicians should ensure they are fitted in the correct direction. After a calibrated torque wrench is used, technicians should carry out a road test, before advising the motorist to ‘bed in’ their new system for around 300km.

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 21

022_PMF_FEB21_Layout 1 26/01/2021 14:24 Page 22

ENVIRONMENTAL INSIGHT

UP TO STANDARD IN THIS MONTH’S EDITION OF ENVIRONMENTAL INSIGHT, PMF LOOKS AT THE REGULATIONS ON THE ENGINE OIL MARKET.

W

hen it comes to engine oil, there are strict environmental regulations that manufacturers must adhere to within the UK aftermarket. According to Andrew Goddard, Chairman of The Verification of Lubricant Specification (VLS), the independent trade body which investigates complaints about engine oils and other lubricants: “Oil manufacturers must meet general business regulations on waste, air pollution, and water and land contamination. In addition, under the REACH regulations for chemical substances, oil companies must identify and manage the risks presented by substances they manufacture and market, including demonstrating how oils can be used and stored safely.”

Managing hazards

Lubricants are classified under the Classification of Labelling and Packaging (CLP) regulation as hazardous and should be labelled with associated pictograms on the packaging due to their potential carcinogenic properties. Care must be taken when handling lubricants to avoid coming into contact with exposed skin and subsequently causing irritation. The use of personal protective equipment such as gloves is strongly recommended.

The hazards presented by lubricants are outlined in Safety Data Sheets (SDSs), which should accompany any deliveries of products. These SDSs set out the name and address of the supplier, the hazard classification, composition and information on ingredients, first aid measures, firefighting measures, accidental release measures, handling and storage guidance, exposure control, and toxicological, ecological, transport, disposal, and regulatory information.

Looking after waste

Under the Waste Management framework, or WM3, care needs to be taken when managing waste oil. Andrew added, “Long gone are the days when garages and workshops used to burn waste oil in a small waste oil burner due to the presence of toxic chemicals such as acid deposits, soot and combustion properties which are carcinogenic. Waste oil must

be disposed of carefully, and environmental services are available for collection and effective disposal of waste oil.”

Protecting the environment

Over the years, Andrew insists that VLS members and other lubricants manufacturers have worked hard on not just meeting environmental regulations, but preserving and protecting the environment in several ways. These include sourcing sustainable components and materials, ensuring the efficient and sustainable use of raw materials and energy in the manufacturing process whilst minimising emissions, extending the life of lubricant products and packaging wherever possible, and managing and reducing waste to conserve resources and reduce the industry’s carbon footprint.

“These initiatives not only benefit the environment for the benefit of future generations, but they can also directly benefit manufacturers through energy cost savings,” Andrew concluded.

Motor factors and the rest of the aftermarket supply chain can assure themselves that the products they are stocking are produced to the appropriate environmental standards by asking manufacturers to share the Safety Data Sheets of their products. Many lubricant companies have also demonstrated their commitment to the environment by holding the International Standards Organisation 14001 standard for environmental management.

This standard not only covers the energy used in the production of lubricants, but also looks at how products, packaging and waste are managed effectively.

For more information on VLS, www.rdr.link/FV009

I

22 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

PMF Page Grid_Layout 1 20/01/2021 09:39 Page 1

024_PMF_FEB21_Layout 1 26/01/2021 14:23 Page 24

BATTERIES

Reaping the rewards After a tough year for car batteries, Andy Cook, Technical Representative at Varta, discusses the importance of keeping on top of battery maintenance.

T

he battery experts at Varta are recommending that technicians check the status of all car batteries entering the workshop. This is now more important than ever, as so many cars have not been used as regularly as they normally would have over the last year.

Most private vehicles clocked up fewer miles in 2020 due to COVID-19 lockdown restrictions and a drop in commuter journeys. As a result, batteries faced major challenges last year. With the new 2021 lockdown implemented in early January, this looks set to continue.

To add to this, there was some extensive warmer weather early in 2020, and then some very hot temperatures in August. This warm weather accelerates the degradation of the battery’s health, and so there are lots of cars out there with a weak battery, unbeknownst to their owners.

I

24 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

024_PMF_FEB21_Layout 1 25/01/2021 12:52 Page 25

BATTERIES Rising demand

Many motor factors have reported an upswing in demand for batteries, as lots of these weak batteries have begun to fail and require replacing. “The demand from the workshops for batteries has definitely increased; we saw from about May 2020 a higher number of orders from our customers year-on-year, and this has continued throughout 2020, with early orders for 2021 remaining higher than we would typically expect,” commented a spokesperson from a Varta distribution partner.

Andy Cook, Technical Representative at Varta, added, “Lots of cars have been stood still for months on end, therefore the alternator has not had a chance to recharge the battery. This, along with a hot spring/summer, has led to many batteries failing and leaving people stranded, particularly over the winter months where cold weather means the battery has to work harder to start the engine.

Varta is therefore advising that technicians should use a battery tester to determine if the battery is in a good state of health or whether it needs attention.

With over a third of vehicles now having a start-stop system, it’s vital that a workshop has an up-to-date tester that can also accurately test Absorbent Glass Mat (AGM) and Enhanced Flooded Batteries (EFB). If it’s an older tester that doesn’t have the capabilities to test AGM or EFB batteries, then it’s worth upgrading, otherwise the test results will likely be inaccurate.

Andy continued, “It shouldn’t take long to complete a battery test – not much longer than five minutes – but by explaining the results to the customer, you are giving them peace of mind that the battery is in working order, or advising that it might be time for a replacement. By doing this, you’re ensuring they have a functioning battery and will not be left stuck out in the cold due to battery failure.”

Batteries face greater demands than ever before, as they have to serve increasingly complex and power-hungry car electronics. Whereas digital dashboards, inbuilt screens and parking cameras used to be limited to high-end vehicles, they are now commonplace on even entry-level models, all placing additional strain on the battery. Andy added, “Many drivers are also plugging in their mobile devices to charge them whilst on the move, again drawing power from the vehicle. This is why it’s paramount to ensure the battery is in a condition to support all the comfort and safety features; it’s the heart of the car.”

Taking advantage

As highlighted by a recent GiPA study, the UK has an ageing car parc; there is now a greater number of cars over 13 years old on UK roads, cars in which the battery has either never been changed or was changed a long time ago. It is unlikely this landscape will change in the short term, with many car owners postponing plans to buy a new car due to the uncertain economic situation. As reported by BBC News in early January, new car registrations fell to their lowest in 30 years in 2020, which was due to a combination of closed showrooms and a lack of buyer confidence due to the pandemic and Brexit.

As part of its Back To Better campaign, Varta has been highlighting that now is the time for a workshop to implement a testevery-battery process if they haven’t already. 2020 was a challenging year for batteries, but with an ageing car parc, there is no better time for garages to generate revenue by ensuring that batteries that need replacing are dealt with. Alongside the obvious direct financial gain, this will also

keep customers happy in the knowledge that the service they received was thorough and that they have been kept on the road.

Andy concluded, “Testing batteries isn’t all about profiteering, it’s about offering great customer satisfaction and ensuring their car will start when they most need it to. This then adds to customer retention.”

Motor factor staff can help their garage customers by reinforcing the need for regular battery testing and offering advice on a battery tester that caters for start-stop vehicles, as over 35% of vehicles on UK roads now have a start-stop system and require AGM or EFB batteries. By ensuring the workshop trade is equipped with an upto-date tester, they can then test every battery, whether it’s for start-stop or conventional vehicles.

Partner Portal

The Varta Partner Portal provides assistance to factor staff and technicians; the online platform uses original equipment information to help identify the correct battery for every vehicle, and also includes step-by-step fitting instructions.

Access to the portal is available via all internet-enabled devices: after a quick oneoff registration, each branch or workshop employee has free and unlimited access, so you can ensure the correct battery is recommended and installed in the quickest time possible.

To access the portal, go to www.rdr.link/FV010 For more information on Varta batteries, www.rdr.link/FV011

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 25

026_PMF_FEB21_Layout 1 26/01/2021 14:26 Page 26

BATTERIES

The smart choice

A

s an established business that has been trading in the UK for close to 70 years, Ecobat Battery Technologies’ ethos is to supply its valued wholesale customers with the high quality batteries they require, when they need them.

However, in addition to the products, it is also about providing an unrivalled level of customer service and support, which is only possible with the experience that comes from longstanding business relationships and a knowledgeable team with core battery expertise that is willing to go the extra mile.

By applying this ethos and working with factors with the same foresight that are willing to partner with us, we are able to not only grow their battery-related income, but build increased loyalty between them and their workshop customers, which provides even greater long term benefits across their entire businesses.

Naturally, it all starts with providing them with the products they need to support their workshop customers, and with Exide, Varta, Lucas and Numax, they have every option covered.

Interestingly, besides Ecobat being Europe’s largest specialist battery distributor, the all-encompassing Ecobat group is the world’s largest producer of lead and lead alloys, supplying battery manufacturers all over the world, including the brands it also distributes. As a result, annually, more than 50 million batteries are

I

26 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

Ecobat’s Marketing Manager, Laura Jones, highlights why Ecobat is the best option for factors looking for a battery supplier. produced containing its lead and alloys.

In addition to the products, however, marketing support and design has long been an area that Ecobat has excelled in, allowing individual factors to tailor offers and promotions to aid their specific needs and ensure their workshop customers are equally well provided for.

Catering for the needs of workshop customers is also sometimes part of the brief, so joining forces with factors to raise awareness of the increasing number of start-stop equipped vehicles in the market, and running training events for technicians, for example, is another level of support that can be given.

These vehicles, all of which are fitted with either an absorbed glass mat (AGM) or

enhanced flooded battery (EFB), are a growing part of the industry. However, there is still a surprisingly large number of workshops that are either unaware of the fact that these vehicles must use a specific type of battery technology or have – possibly due to fear of the unknown – yet to grasp the issue and are therefore also losing out on the potential it offers. Training events therefore help to overcome these problems.

However, it’s not possible to reach everyone via one-to-one training, so we have developed an online training and assessment programme to equip technicians to undertake this work with confidence, which will naturally bolster business at factor level.

026_PMF_FEB21_Layout 1 26/01/2021 09:10 Page 27

BATTERIES

The package consists of a comprehensive training video which provides viewers with a step-by-step guide that takes them through the battery assessment, removal, replacement and validation processes.

Following the video, technicians undertake an online assessment that covers not just the removal and installation process, but information concerning the battery and the start-stop system, to discover whether they have achieved the necessary score to have passed. Successful applicants then download their certificate, which, once displayed in the workshop, provides motorists with a greater level of reassurance.

Environmental focus

Battery collection and recycling has never been more important as environmental concerns are high on the agenda globally.

Through its battery collection services and facilities in Germany, France, Italy, Norway, Poland, as well as in the UK, the Ecobat group collects end-of-life batteries from all over Europe.

The processes followed ensure that more than 97% of the material is recovered from the battery during its recycling, which

typically generates three main elements: lead, plastic and sulphuric acid.

The lead recovered through the smelting process is refined to produce various bespoke lead alloys, primarily for the battery industry. In Europe, up to 75% of the lead material consumed is derived from secondary recycling rather than primary production.

The recovered sulphuric acid can be processed to produce sodium or calcium sulphate, which can be used in a variety of applications, such as detergent, glass and textile manufacturing, and a wide range of industrial uses, from the construction industry to the food industry.

Plastics recovered from the recycling operations are further sorted, the most valuable being polypropylene from the battery case. This is processed and extruded to form plastic pellets. New battery cases and other automotive products are then produced from these pellets.

The final element of Ecobat’s comprehensive support package is to provide a fully compliant battery scrap collection service. All collections are then recycled through the group’s smelting facilities, which positions the company as a true ‘closed loop’ green supplier.

For more information on Ecobat, www.rdr.link/FV012

028_PMF_FEB21_Layout 1 26/01/2021 14:27 Page 28

BATTERIES

Seasonal advice CTEK discusses the advice that factors can give to their garage customers to maximise their business when it comes to batteries.

O

ver the past decade, we have seen battery issues become more and more common in vehicles entering the workshop. A six-week winter workshop trial undertaken by CTEK back in 2019 identified that as many as 25% of vehicles arriving in the workshop have a battery problem, with a further 32% of vehicles at some risk of battery failure if action is not taken to maintain the condition of the battery.

Since COVID-19 first came into play, ever-changing traffic conditions and fluctuating driving habits have had an even greater impact on the state of vehicle batteries, bringing car battery health in the workshop to the fore.

With many people home-bound, there has been a surge in flat car battery cases, as cars being driven less frequently or on shorter journeys are at a greater risk of a flat battery. To compound this, consider what happens to the battery when cold weather strikes. Battery performance can be reduced by 35% when temperatures hit freezing, and can fall by as much as 50% if temperatures go even colder.

But what does this all mean for the workshop this winter?

Don’t forget changing driving habits: Our six-week trial pre-COVID identified a significant number of vehicle batteries in need of attention, and so the state of batteries entering the workshop will definitely worsen. Workshops should always be advised to test the battery when

I

28 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

a vehicle enters the workshop.

Ghost failures: Did you know that low battery voltage can also cause ghost failures, too? The vehicle’s Canbus system, the main communication channel between all the control modules, will start to shut down all the systems it doesn´t need if battery voltage is low because its main priority is to ensure the engine keeps running at all costs. So if a consumer reports that the heated windscreen isn’t working, the workshop should test the battery first – it could save hours of unnecessary diagnostic work!

Always support the battery: Whether technicians are repairing a vehicle, testing electrical circuits, carrying out diagnostic procedures or flash programming an ECU, battery support is a vital activity that is often not fully appreciated for its importance in saving time and insuring against costly programming failures and possible damage to ECUs. Customer service: When a vehicle enters the workshop, oil and other fluid levels, tyre pressures and brake condition

are all regularly checked and monitored.

Workshops could consider offering this level of service to their customers’ vehicle batteries – easily, safely and without disruption to usual workshop routines. To make the most of this opportunity, the workshop needs to be equipped with an up-to-date battery tester, ideally incorporating a printer facility.

Complemented by a battery charger, such as the CTEK PRO 25, workshops can test, charge and condition a vehicle’s battery during other vehicle work, which is a chargeable service.

A battery performs best when it’s in peak condition, and by reducing the possibility of battery failure in the workshop – or even worse, after the customer gets home – workshops are saving time, money and protecting their reputation. And by introducing a battery test and charge service, they could be adding revenue too!

For more information on CTEK’s battery charging equipment www.rdr.link/FV013

029_PMF_FEB21_Layout 1 25/01/2021 12:55 Page 29

IGNITION & ENGINE MANAGEMENT

We have ignition Julian Goulding, Northern Europe Marketing Manager at Delphi Technologies Aftermarket, is on-hand to discuss how the growing prominence of stop-start technology has affected ignition components.

T

he growth of stop-start technology presents an excellent opportunity to send sales of ignition components to a whole new high.

More than half the cars sold today come with stop-start systems, which work via the ECU to cut the engine when the car comes to a stop, and restart it instantaneously when the clutch or accelerator is depressed. Such systems improve fuel efficiency, CO₂ emissions and urban air quality by eliminating wasteful idling when at a standstill. They have proved popular with manufacturers as a means of meeting increasingly restrictive legislation in a costeffective way without affecting vehicle performance.

However, whereas traditionally a vehicle would only be started at the beginning of a journey, with stop-start it is typically restarted frequently, especially in dense urban traffic or motorway congestion. This places greater demands on other systems, which must be designed for the additional workload if they are to give the necessary durability. The obvious examples are crankshaft bearings, engine mountings, batteries and charging systems, but there is also a less obvious candidate; the ignition system.

For a stop-start system to function as the vehicle manufacturer intended, it’s vital to maintain the ignition system to original factory standards. If key ignition components like plugs and coils are allowed to deteriorate with age, or are replaced with low quality substitutes, there is a risk that the stop-start operation could be compromised. With over 100 years’ experience, Delphi Technologies is the largest supplier of OE ignition coils in Europe and has the biggest aftermarket coverage, extending to over 160 million

vehicles. We carry our OE experience across to our aftermarket products which means, as a factor, you can supply replacement parts with confidence that your customers are receiving the same specification as the factory originals.

The depth of Delphi Technologies’ research and development is illustrated by products such as its multi-charge ignition coils. These fire multiple times in rapid succession, increasing both spark duration and energy, to give optimum combustion.

This technology has enabled spray guided GDi engines to achieve up to 20% better fuel economy, and reduced emissions in comparison to other time-controlled multi-

spark ignition systems. It also helps to limit emissions under cold-start conditions by ensuring complete combustion of the fuel in the cylinder.

In addition to our pioneering ignition product range and OE expertise, we provide a full-service solution to the aftermarket. This includes in-depth training, advanced diagnostics, and technical support services, providing factors and independent workshops with the knowledge to answer customer queries confidently and accurately. This helps ensure customer satisfaction and long-term repeat business, however quickly the technologies evolve.

Increased product knowledge in the aftermarket can also help to reduce the long-term cost of ownership for the customer. Routine inspection and scheduled maintenance by a workshop with the necessary knowledge and access to the correct parts can prevent small issues becoming bigger, more costly ones.

Whether or not a car has stop-start or hybrid functionality, modern engines work much harder than their predecessors, typically generating much more heat in the engine compartment. This is how smaller, highly boosted engines achieve their efficiency, but it means they’re less forgiving and their systems are less tolerant of low-quality replacement parts or neglected maintenance. We can help you ensure that your customers avoid these pitfalls.

For more information on Delphi Technologies’ aftermarket offering, www.rdr.link/FV014

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 29

030_PMF_FEB21_Layout 1 25/01/2021 12:55 Page 30

IGNITION & ENGINE MANAGEMENT

Making life easier Sealey’s Product Category Manager, Neil Kidby, runs through the company’s engine management equipment.

T

he world of diagnosing engine management faults on modern vehicles is seldom what it seems.

The perception that you ‘plug your box in and it tells you what’s wrong’ is far from reality in our workplace.

No matter what the vehicle is, or what powertrain it is running, the one common thing is there will be multiple sensors feeding back lots of data to control units for processing. Here is where the fun starts, and we all have to rely on experience, ingenuity and lateral thinking if we are to get to our goal quickly. For example, a read of the ECU stored codes is performed, and a fault code displaying a sensor is not working. It can be the sensor, but that cannot be guaranteed. Perhaps it could be a broken wire, bad connection, or resistance causing incorrect readings.

Sometimes with a fault we need to find out what it isn’t before we find out what it is, which is where we need lateral thinking.

Time saved in diagnosis is beneficial to the workshop in terms of workflow and customer satisfaction.

So where do we start? Two pieces of equipment are vital as a starting point; a fault code reader and a multimeter.

I

30 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

Additional diagnostic aids will be required somewhere along the line, but we need a starting point.

For someone just wanting to do basic EOBD fault code reading, the Sealey VS8812 could be suitable. It enables fast and easy access to any vehicle’s EOBD codes and establishes the cause of the illuminated engine warning light. It can turn off the warning light, clear codes, and reset monitors. It is CAN bus enabled, can retrieve generic P0, P2, P3 and U10 codes, and also picks up manufacturer-specific P1, P3 and U1 codes. Live data streams from the engine and transmission modules can be accessed, and it also stores freezeframe data for later evaluation.

At the other end of the scale is the Sealey V-Scan Pro diagnostic tool – a fast, wireless multitasking operating system.

The unit includes extensive coverage of OE-level diagnostics, which allows independent garages to provide a complete diagnostic service for cars, SUVs and vans. Among its many functions, this unit can read and clear fault codes, access live data and perform actuation tests.

Once we know we can access fault codes, sometimes we need more

information. Continuity of wiring, resistance, voltage and temperature checks are all things that can be checked with a carefully selected multimeter.

For a wide range of functions and some built-in diagnostic aids, the Sealey TA102 is a good value starter unit. It has a durable case and integral stand, and has an easy to read hi-contrast LCD display with 34mm high digital read-out.

The extensive range of Sealey multimeters also includes the TA320. This device is especially designed for hybrid vehicles and conforms to EN61010 CAT III (1,000V). Unlike other multimeters, this unit has an insulation test function that allows testing of the insulation of the high voltage wires found on hybrid vehicles. It can be used as a standalone device, or linked wirelessly with a USB interface to a PC or laptop, enabling results to be graphed, saved or printed.

With the correct pieces of test equipment, diagnosis becomes a lot easier, and Sealey have the solutions.

For more information on Sealey’s engine management equipment, www.rdr.link/FV015

ADGRIDS_PMF_ad grids_PBM_april_04 20/01/2021 09:52 Page 31

032_PMF_FEB21_Layout 1 25/01/2021 12:56 Page 32

IGNITION & ENGINE MANAGEMENT

Hella’s Product and Brand Manager, Matthew Smart, explains the opportunities that an ageing car parc presents the aftermarket.

T

he coronavirus pandemic has accelerated the increase in the age of the average vehicle in the UK, as people have been both reluctant and restricted in their ability to purchase a new vehicle.

Being both unable, due to the prolonged first national lockdown, and unwilling to part with large sums of money in the face of employment uncertainty, UK motorists have held on to their existing vehicles as they wait to see what happens during 2021 and beyond.

However, as is often the way, what’s bad for VMs is good for the aftermarket; what tends to accompany an ageing car parc is the need to keep it running reliably and, in the case of increasing emission targets, ensure it’s able to conform with, and pass, higher MOT standards.

What particularly differentiates the ageing of the vehicle parc this time around is that there is a far greater requirement to keep vehicles running as efficiently as possible because of the increasing responsibilities that we have collectively towards the environment by reducing greenhouse emissions.

Government legislation has meant that there are higher standards that need to be met for a vehicle to pass its exhaust emissions test during the MOT, but motorists are also keen for their vehicle to provide them with the best return in terms of fuel economy.

Motor factors have a huge part to play in ensuring these standards are met because they can often influence the purchasing decisions of their workshop customers, so the onus is on them to ensure they supply replacement engine management parts of matching specifications to the OE components.

Naturally, the correct diagnosis of the reason why an engine management component needs to be replaced is vital at workshop level, but when it comes to supplying the replacement, suitability and

I

32 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

A ripe old age conformity with OE performance standards should be the first concern.

Factors will clearly be familiar with the items that most regularly need to be replaced, which include air mass sensors and oxygen sensors, as well as exhaust gas pressure and temperature sensors, all of which play a key role individually, but also work together to ensure the engine is operating at its maximum efficiency and that emissions are kept to a minimum.

Taking in a wider perspective, the requirement for replacement air quality sensors is an opportunity that could easily be overlooked by factors. The purpose of an air quality sensor is to detect pollutants such as carbon monoxide and unburned hydrocarbons in the atmosphere, and better protect the vehicle’s occupants during their journey. It is mounted directly in the intake duct to the heating, ventilation and air conditioning (HVAC) system and, via changes in its conductivity, it communicates with the vehicle’s HVAC system via the electronic control units to regulate parameters such as temperature and blower fan speed, as well as to close

the recirculation flap to prevent harmful gases entering the cabin.

Should an air quality sensor fail, the current industry perception is that replacements are only available from VM dealers. This, however, is not the case; Hella manufactures air quality sensors, and these feature in its existing aftermarket programme.

As this component is likely to become increasingly popular, we will be extending the range throughout the course of 2021, so we encourage factors to ask their workshop customers whether this is also an item they need whenever they receive an order for other HVACrelated parts.

For more information on Hella’s engine management components, www.rdr.link/FV016

033_PMF_FEB21_Layout 1 26/01/2021 12:04 Page 33

What's New? ANTIBACTERIAL CABIN FILTERS

Champion has introduced a filtration technology that is said to neutralise more than 99% of germs and bacteria, helping to prevent mould, eliminate odours, and promote increased efficiency and reliability of the vehicle’s air conditioning system. The company’s BacterStop cabin filters use antibacterial technology to provide effective filtration, as proven by lab tests. These filters are now widely available through leading auto parts and service providers.

WWW.RDR.LINK/FV017

BRAKE SERVICING KIT

Laser Tools has released a comprehensive set of brake servicing tools in one handy and convenient kit. The set includes impact quality bit sockets, EU Registered Design punches (to remove dirty and corroded brake pins), a pound-through screwdriver and a selection of cleaning tools to ensure the brake pads can be replaced quickly, correctly and safely.

The tools have been specifically chosen for brake caliper and pad servicing and replacement. Included are a 1/4” drive impact bit hex socket 9mm x 20mm, 3/8” drive impact bit hex sockets: 7mm and 8mm x 24mm; 9mm x 50mm; 7mm x 65mm; 7mm x 92mm and 11 x 100mm, three double pin-punches: 3mm, 4.8mm, 5.5mm, plus a pound-through impact screwdriver. To clean up before fitting the new pads, a brake caliper cleaning file and cleaning brush are also included.

WWW.RDR.LINK/FV018

THERMAL EXPANSION VALVES

Automotive system components provider Nissens Automotive has expanded its range of air conditioning (AC) parts with the introduction of thermal expansion valves (TXV). Along with the compressor, condenser, receiver-dryer and evaporator, the TXV is one of the AC system’s key components.

Adding the expansion valve to the already wide variety of the climate system components is part of Nissens’ strategy to be a one-stop-shop within the AC system. At the same time, the company aims to strengthen its position as an acknowledged system specialist by offering its commercial partners a complete package with the major system components, and thus increase their competitiveness in the replacement parts distribution sector.

WWW.RDR.LINK/FV019

ONLINE TOOL

Castrol has launched its new online Oil Selector tool to streamline the transition from search to purchase, making the whole process simpler, easier, and more effective in the UK. It will help consumers and technicians select the right oil and fluids for a specific vehicle. The tool has been designed to drive positive consumer awareness of the benefits of using premium lubricants and fluids, helping workshops maximise profitable upsell opportunities.

Users enter the number plate, make and model of the vehicle, and Castrol provides bespoke recommendations on the most suitable oil, transmission fluid, brake fluid and coolant. Workshop staff using the tool will also be directed to trade-only versions of Castrol products.

WWW.RDR.LINK/FV020

PANEL REPAIR WELDER

Recently introduced into the Power-TEC range is the Zola Panel Repair Welder. It is a compact and powerful 16A panel repair welder. To operate, connect the slide hammer to the welder, and by using the copper triangle electrodes, the slide hammer will weld itself to the panel so that you can then use the slide hammer to pull out the damage.

The full kit comes with a slide hammer, copper electrode triangles, shrinking electrode, squiggly wire electrode, squiggly wire, and a 27mm Spanner.

WWW.RDR.LINK/FV021

WORK LAMP

In order to increase operator safety, health and productivity, Hella has launched the RokLUME 280N SMART work lamp, which can adjust its light individually to different weather or driving conditions.

The intelligent work lamp is also equipped with a dimming function, whilst the colour temperature can be continuously adjusted from warm white to cold white. It also has the same dimensions as the standard RokLUME 280N work lamp and has a 2-pole Deutsch DT plug. The work lamp is available in six different light distribution variants: Diffuse Flood, Close Range, Long Range, Pencil Beam, Tunnel Flood, or ZEROGLARE illumination, and all are equipped with SMART functions for individual light adjustment.

WWW.RDR.LINK/FV022

I

PROFESSIONAL MOTOR FACTOR FEBRUARY 2021 33

034_PMF_FEB21_Layout 1 26/01/2021 14:28 Page 34

ADVERTISEMENT INDEX

BM Catalysts Ltd.......................... Outside Back Cover

Kalimex Ltd .......................................................... Page 31

Capricorn Car Parts Ltd .................................... Page 31

OSRAM Automotive............................................ Page 11

Clarios .............................................. Inside Front Cover

Ring Automotive Ltd ........................................ Page 27

CTEK Sweden AB .............................................. Page 15

Standard Motor Products Europe Ltd ............ Page 4

Dayco Europe ..................................Inside Back Cover

Thermobile UK Ltd .............................................. Page 8

ECOBAT Automotive Ltd .................................. Page 9

Trico Ltd.................................................................. Page 8

Exide Technologies (Transportation) Ltd .... Page 23

Valeo Service UK................................................ Page 17

Jack Sealey Ltd .................................................. Page 13

PROFESSIONAL

MOTOR FACTOR

BATTERIES Keeping on top of battery maintenance

IGNITION & ENGINE MANAGEMENT The impact of stop-start technology on ignition components

FEBRUARY 2021

UPON REFLECTION Dissecting Ferdinand Bilstein UK’s 30 years in business

news ■ appointments ■ expert opinion ■ interviews ■ products

KEEP UP TO DATE WITH PMF

I

A

B

FOLLOW US ON TWITTER

LIKE US ON FACEBOOK

VISIT OUR WEBSITE

@PMFmag

@ProMotorFactor

WWW.PMFMAG.CO.UK

34 PROFESSIONAL MOTOR FACTOR FEBRUARY 2021

PMF Page Grid_Layout 1 20/01/2021 10:08 Page 1

PMF Page Grid_Layout 1 20/01/2021 10:10 Page 1