Professional Motor Factor February 2024 by Hamerville Media Group

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PROFESSIONAL

MOTOR FACTOR

NEWS LKQ Euro Car Parts and Protyre Autocare in five-year partnership

PEOPLE & INDUSTRY Car Spares Factors welcomes PMF to seventh branch

FEBRUARY 2024

LET’S TALK ABOUT MENTAL HEALTH Members of automotive community share the initiatives that bring topic to the surface

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 24 ISSUE 2 FEBRUARY 2024

CONTENTS

6-8

16-19

NEWS

PEOPLE & INDUSTRY

33-37

21-32

TRENDS

BUSINESS

REGULARS

SPECIAL REPORT

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

Mental health ‘stigma’ put to industry ....................................................................................................11

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

Industry unites at the IAAF conference and awards........................................................................14

What’s New? ...................47 Product Spotlight...........48

WINTER PRODUCTS & LIGHTING Ring Automotive reveals business revamp – celebrating 50 years in the process ............39 Lumileds assesses ‘ironic’ LED retrofit scenario..............................................................................40

HYBRIDS & EVS Dialling up performance and turning down the noise: Allied Nippon launches EV+ brake pads ................................................................................................................................................................42 xEV: VARTA prepares AGM for the future ..........................................................................................44

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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. To be removed from this magazine’s circulation, please call 01923 237799 or email circulation@hamerville.co.uk. 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 © 2024

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

Let’s talk I’ve been reading a lot about the topic of mental health lately. I won’t pretend to be an expert after flicking through a few pages, but it’s a subject that I’m particularly curious about at the moment. I am also aware that it is a topic that our industry charity, Ben, takes seriously and is actively campaigning about; in fact, Ben’s health and wellbeing director, Rachel Clift, recently spoke to PMM Editor, Kieran Nee, on a recent podcast episode – if you haven’t heard it yet, why not scan the QR code at the bottom? It might be a useful listen for you. I believe the stigma of talking about mental health is improving – I can vouch for that in my own relationships – and while Rachel agrees with me, she believes the matter is still one that is “really patchy”. It is no secret that we operate in a male-dominated industry, and suicide is the biggest killer of men under the age of 50. I am unashamed to reveal that I have stolen aspects of Kieran’s interview and share them with you in this particular issue of Professional Motor Factor (pg 11); in fact, I have gone a step further by inviting and, subsequently, receiving detailed and considered comment and insights from businesses and organisations in the industry to complement Rachel’s interview, including [M]enable Founder, Stephen Whitton. I have compiled these and hope to have produced an article that will encourage more, genuine, healthy and useful conversations and ignite initiatives within the workplace. Elsewhere this month, I bring you the gossip from the traditional end-of-year IAAF conference (pg 14), as well as the runners and riders from the annual awards. The evening verged on the surreal at times – if you were there, I am confident you will know what I am talking about! This month’s ‘factor focus’ comes courtesy of Car Spares Factors (pg 18). This is the third time I’ve interviewed Sanjiv Shah, co-owner of the multi-site motor factor with branches in North London, Hertfordshire, Essex and Middlesex. He is always good company and excellent value. He invited me down to CSF Saxons, branch number seven, which is situated down in Harrow. This was previously known as Saxon Motor Factors. I would describe the current set-up as a ‘traditional, old-skool’ motor factor – something that Sanj agreed with! As I’ve come to expect from Sanj, however, he has big plans to transform the existing site, and I’m sure I’ll be arranging my fourth visit in the not too distant future. That said, there is an element of caution. Although CSF Saxons is already running at “full pelt”, Sanj admitted that wholesale changes have yet to come to fruition because of the success and loyal customer base built up over 40 years. I hope you enjoy the interview, and if you’d like to feature in a future ‘factor focus’, please don’t hesitate to get in touch. Have a great month!

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.

(Front cover) ©LAONG/AdobeStock (Pg 11) ©Chanintorn.v/AdobeStock (Pg 22) ©insta_photos/AdobeStock (Pg 24) ©kerkezz/AdobeStock (Pg 31) ©RerF/AdobeStock (Pg 34) ©Alexey Novikov/AdobeStock (Pg 42) ©New Africa/AdobeStock

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NEWS

IN ASSOCIATION WITH

AutoCare Garage Network reaches 1,000 members

GSF Car Parts CEO hopes to ‘transform sleeping giant’ Sukhpal Singh Ahluwalia and Steve Horne unveiled an “ambitious” and “trailblazing” vision to invest, expand and improve GSF Car Parts at the national distributor’s ‘Supercharged for Success’ staff conference. More than 300 managers from across 180 branches and specialist support teams attended the Birmingham event. GSF Car Parts CEO, Steve Horne, said: “One of the top priorities for Sukhpal and I when we joined was getting all our managers and suppliers together as soon as we could, because we know the power of communicating the plans and vision we’ve got for the future of GSF. “The feedback we’ve had about the event from both our people and our suppliers has been phenomenal, unprecedented. There’s a real passion, sense of genuine pride and

energy about GSF and where we’re going in 2024 and beyond, and that’s because the success we’re going to drive will benefit every part of the aftermarket supply chain, from manufacturers to garages and road users. “By investing, expanding and improving our business, we will transform GSF from a sleeping giant into the partner, seller and employer of choice in our industry.” Supercharged for Success featured a series of keynote speakers from GSF’s senior management team, in addition to a guest speaker in the form of Rob Wagman, previously LKQ Global CEO. Key suppliers exhibited at the event’s trade show, delivered seminars and interactive group workshops for attendees. GSF also celebrated the best of its business in 2023 with more than a dozen awards.

LKQ Euro Car Parts and Protyre Autocare agree five-year partnership LKQ Euro Car Parts has announced a new partnership with Protyre Autocare, which will see the motor factor act as the primary aftermarket supplier for the business the next five years. Protyre Autocare is a supplier and fitter of tyres, with a wider service offering including MOTs, vehicle servicing, wheel alignment and air conditioning maintenance. With 184 branches across the country, Protyre Autocare is one of the UK’s largest DVSAapproved networks of test centres. The new relationship will see LKQ Euro Car Parts awarded first line supplier status. LKQ Euro Car Parts will also act as sole supplier for oils and lubricants. Meanwhile, Protyre Autocare branches will have “priority access” to the LKQ

6 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

Academy, to aid the continued professional development of employees. The partnership will also see the two companies seek to collaborate in tackling wider challenges, including the transition to net zero. LKQ Euro Car Parts Chief Executive, Kevan Wooden, said: “It’s been exciting to watch Protyre cement its position as one of the sector’s fastest growing players in recent years, and we’re proud to have been chosen as the supplier tasked with supporting its continued growth over the next half a decade.”

The AutoCare Garage programme, which consists of a nationwide network of independent family-run garages, has welcomed E A Mitchinson Station Garage & MOT Centre in Staveley, as its 1,000th member. E A Mitchinson Station Garage & MOT Centre originally started as a goods shed where trains would stop to unload goods. In 1970, Alan Mitchinson purchased the shed and transformed it into a garage, and the family has been running the business ever since. Today, three generations of the Mitchinson family work at the garage, ensuring a legacy of expertise and customer service. AutoCare Garage Network Manager, Maria McCullough (bottom-right), said: “We are thrilled to welcome E A Mitchinson Station Garage & MOT Centre to the AutoCare Garage Network. “Its commitment to providing highquality service aligns perfectly with our values, and we are excited to work together to bring our customers the best possible experience.” AutoCare Garage connects drivers with garages that are “vetted and approved” to meet high standards of service and professionalism. The network offers a wide range of services, including MOTs, servicing, repairs, and diagnostics. Maria added: “We are grateful for the support of our members and drivers alike.”

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Professional Motor Factor

ProMotorFactor

@PMFmag

www.pmfmag.co.uk

Factor Sales joins IAAF Factor Sales has announced that it has become a member of the Independent Automotive Aftermarket Federation (IAAF). An aftermarket measurement data provider powered by Pearson Ham Group, Factor Sales believes its alliance with the IAAF reflects its commitment to excellence, innovation, and the continued enhancement of its services within the automotive industry. And by becoming a member, Factor Sales is confident it is aligning itself with a community dedicated to advancing industry standards, promoting best practices, and addressing challenges collectively. Pearson Ham Director, Ben Martin, who attended the recent ‘The Brilliance of Resilience’ IAAF conference at Stadium MK, said: “This collaboration with the IAAF is a testament to Factor Sales’ ongoing

commitment to delivering topical and beneficial solutions to the automotive aftermarket. “We believe that by joining forces with the IAAF, we will not only contribute to the growth of our business but also play a role in shaping the future of the sector.” As a member of the IAAF, Factor Sales is looking forward to participating in industry events, conferences, and initiatives.

Duckhams expands global distribution network Duckhams has doubled its global network over the past 12 months, with the oil brand now available in 27 countries across Europe, the Middle East and Asia. After moving to new ownership, Duckhams received overwhelming support during a successful UK relaunch in 2017. Along with new packaging and branding, Duckhams began an expansion drive to bring the original British motor oil to markets worldwide. By 2020, Duckhams was already available in several Asian markets, including Singapore, Malaysia and Thailand, UAE and Jordan. Over the past three years, expansion has “stepped up a gear” with the network doubling from 13 countries at the end of 2022 to 27. Notable launches include Ireland, Germany, Spain, Norway, Denmark, Sweden, Poland, Cyprus and Malta. Several Asian countries, including Oman, Qatar, Taiwan and Kuwait, have also joined. The global rollout has been supported by a new range of modern passenger car oils to complement the classic car and CV

products and a return to motorsports sponsorship. Duckhams Chairman, Jabir Sheth, said: “As we enter our 125th anniversary year, we will continue to innovate and extend Duckhams’ reach to new global markets. “Born in Britain. Raised where you are. Duckhams is such an iconic, well-loved brand, and I am delighted to see it winning on a worldwide stage. Duckhams was present in more than 60 countries, and we are reclaiming the legacy markets where workshops and consumers fondly recall us. Since 1899, Duckhams has blended innovation with quality to create products that make movement frictionless.”

tom@pmfmag.co.uk

Ring: GadJet supply deal a no brainer Following a successful trial, Ring has announced that it will supply customers with GadJet products. GadJet has more than a decade of experience in supplying members of the public with mobile accessories and is “widely recognised” in forecourts and service stations, but the company has now teamed up with Ring to achieve a “wider reach” throughout the aftermarket. Available through Ring will be a vast array of products, including earphones, phone chargers, phone holders, powerbanks and a variety of charging cables. All products will be sold with POS stands, such as free standing display units or counter display units, giving business owners a space saving and eye catching way of presenting these products. Ring Marketing Director, Henry Bisson, said: “We’re thrilled that we can announce this new partnership. During our trial with GadJet at the start of 2023, we were pleased with the feedback we had from our customers. These products are easy to sell, look good in their display units and are priced well, making this a worthwhile investment for retailers and motor factors. “It’s very common for drivers to have phone-based accessories in their vehicles, and whether they use their mobile for navigation or music, it needs to be secured properly, hence the phone holders, while remaining charged throughout a journey, which is where the chargers come in. It was a no brainer for us, and we’re excited to see GadJet grow in the aftermarket.”

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NEWS

IN ASSOCIATION WITH

Mintex Racing helps propel RS Off-Road team to victory TMD Friction’s Mintex Racing brake pads played a pivotal role in securing a major victory for the RS Off-Road team at the Scottish Borders Hill Rally 2023. Spanning two days, encompassing 14 demanding stages and 95 stage miles at Forrest Estate, the rally tested the limits of Reece and Sean Mathieson, part of the RS Off-Road team. On the first day, the team was forced to complete the last four stages in the dark, putting their concentration and experience to the test. But their pace was strong, and the car performed “faultlessly” all day, with no brake fade. Sunday was a shorter, but tougher day with two loops of two stages, one being six miles and the other 12 miles. Reece commented: “The stages were a lot more demanding and rougher, with less cat A being used and instead more quarry and water sections, which really showcased the capability of Mintex’s M1144 brake pads, which handled it all really well, even with the heat they were exposed to with back-to-back stages. “With a sufficient class lead, we backed off a touch to manage the car but still set

good-enough stage times to slowly work our way up to 18th overall, where we finished with a total time of 3:16:57, retaining the A1 title for a second year running!” Richard Barton, category manager of Mintex Racing/Classic at TMD Friction, commented: “Supporting Reece and Sean as they secured the win at the Scottish Borders Hill Rally is a proud moment for us... “Our brake pads have once again demonstrated their outstanding capabilities in one of the most challenging motorsport environments.”

Intermotor takes ‘centre ice’ for SMP Europe in Ice Hockey UK sponsorship SMP Europe, the home of Lucas, Lemark and Intermotor brands, has announced a change in its sponsorship of Ice Hockey UK, which is home to all levels of the GB hockey program, with its Intermotor brand now taking centre stage on the ice. Effective immediately, the Intermotor logo will be visible on team jerseys, merchandise and arena branding for Ice Hockey UK, and it will be seen first at the upcoming Olympic qualifiers in Cardiff this month. Martin Turner, marketing director at SMP Europe, said: “We are thrilled to announce this change, which allows us to showcase one of our most well-known and respected automotive brands on the world stage.” The company will continue to apply the

8 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

pink colourway to the Intermotor logo as part of its commitment to the charitable work the brand does for breast cancer charities in association with GB Ice Hockey.

Elcome supports 35 brands secure TecDoc recognition Automotive cataloguing specialist, Elcome, has helped 35 aftermarket brands gain or retain Premium Data Supplier status on TecDoc. The end of last year saw TecDoc update its status of all data suppliers; Elcome has revealed that 95% of its customers – using its TecDoc delivery service – have maintained or improved their Data Supplier status. Elcome’s Xchecker can assist in increasing parts exposure on TecDoc, resulting in increased sales for businesses, by supporting product managers and teams in maintaining high-quality and accurate data standards. The software company specialises in aftermarket data and is already the trusted partner to many brands in the industry, helping them to achieve – and surpass – TecAlliance’s quality standard. Oliver Haywood, head of sales and marketing at Elcome, said: “We’ve helped over 20 brands achieve Premium Data Supplier status on TecDoc and 15 brands retain their Premium Data Supplier status with our service.”

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SPECIAL REPORT

This month, we unite organisations and suppliers within the industry to confront the topic of mental health. There is some terrific work taking place, with individuals signing-up to become Mental Health First Aiders, companies setting-up workshops and initiatives or, in Stephen Whitton’s case, starting a dedicated ‘movement’ to raise awareness and take proactive steps in helping people improve their well-being.

Mental health ‘stigma’ put to industry F

irst-up, taken from a recent interview conducted by Kieran Nee, PMM editor, Ben’s health and wellbeing director, Rachel Clift, addresses the challenges and “stigma” associated with breaching the topic of mental health. She said: “We are more able to talk about mental health, but it is still really patchy. A lot of that is to do with awareness and education. There’s still a lot of stigma attached to mental health and the industry itself. When you look at the makeup, it’s heavily male dominant. And we know that males in particular are less likely to talk about issues around their mental health until it gets to a stage where they’re really struggling. “That is probably the main issue out there, and we want to ensure that people are reaching out earlier because it’s much easier to start addressing those issues or

even preventing them in the first place. I think people are more open and more receptive now. But where employers have perhaps not had the same level of awareness or engagement around mental health, it makes it very difficult for their employees as a culture to talk about it openly.”

Bring conversation to life

Kieran then quizzed Rachel about whether businesses need to do more and how Ben is engaging with them to bring the topic to life and get people talking openly. She replied: “I would say that this is definitely true of small-to-medium organisations. We find that our larger organisations have specific health and wellbeing teams, which might sit within the HR remit. Of course, they don’t have the same sort of infrastructure with micro small organisations in particular. “So that makes it the perfect space for Ben to be operating in. And we can do so much with those employers and with those business owners to help them to be more aware around mental health, the impacts of mental health and the kind of knock-on effect. And I think the perception that you

simply wake up one day with a mental health issue is probably something that the industry has. “In fact, usually you have a situation where you have a few bad days and if you don’t address those bad days over a long period of time, that’s when people start to run into trouble and it’s often multifactorial in nature, so you’ll have lots of other things that are impacting on an individual that also contributes to their mental health issues, and it could be to do with their personal life, their families, their financial situation. “So it’s a combination of issues that lead someone to feel a particular way. And I think that’s what we’re very good at Ben: getting to the root cause of the issues that somebody is facing, breaking that down into kind of manageable chunks to get them back on track.”

SCAN QR CODE TO FIND AND LISTEN TO THE WHOLE CONVERSATION.

PROFESSIONAL MOTOR FACTOR FEBRUARY 2024 11

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SPECIAL REPORT

We have always encouraged open and transparent communication to ensure we have an environment where everyone feels comfortable expressing their thoughts, concerns, or struggles. “Work-life balance is another huge one for us; we never expect any of our staff to take work, or workrelated issues, home with them. Having a clear worklife balance allows for a more stress-free life. We

have very reasonable working hours Monday to Friday and do not open on weekends, which means all of our employees have the entire weekend without worrying about work. We make sure everyone is taking breaks from their work to prevent burnout or stress. We also provide counselling support and resources for anyone dealing with personal or workrelated challenges.

Autoelectro – Harnek Bhogal

Through my training as a Mental Health First Aider, I have become more aware of what mental health is and how important it is to us all. “I would almost describe this new knowledge and awareness as transformative and now hope to use within the workplace as well as in everyday life. “I’ve always enjoyed helping people and now being a Mental Health First Aider, it will allow me to do just that. I even feel that I have changed as a result too, as I now feel more comfortable with the thought of reaching out and speaking to people if I ever felt I needed support, as well as being able to help others.

Comline – Ray Shabi We have a health and wellbeing committee that organises wellbeing activities every month – these are based on different themes. “We invite presenters on specific topics – depending on the month – such as nutrition, cancer prevention, stress management, importance of sleep. “DENSO is part of the ‘Thrive at Work’ program, which means that we follow guidelines and criteria on promoting employees’ health and wellbeing. “I am quite active in this domain, as I am part of this committee but also a Mental Health First Aider and trained therapist (hypnotherapist).

DENSO – Fatiha Laauich

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KCS is actively aiming to facilitate an environment that encourages dialogue, understanding and a proactive approach to mental well-being. The heart of this initiative lies in its training course, empowering employees to become Mental Health First Aid Champions. These champions play a crucial role in creating a culture of understanding, empathy and open communication surrounding mental health challenges. Chris, global talent development partner at KCS, shed light on the program’s aim: “Our collaborative approach ensures that employees have various avenues for support

and guidance, further strengthening our commitment to their well-being and our inclusive company culture. “We strongly encourage others to take part in similar programs, as they not only enhance the wellbeing of individuals but also contribute to a more compassionate and supportive work culture.” The program equips volunteers with the knowledge and understanding of common mental health issues, the confidence to advocate for mental health awareness and the ability to spot signs of mental ill health.

Kerridge Commercial Systems – Chris Bendelow-Smith

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SPECIAL REPORT

“Talking about mental health brings up imagery of darkness, misery, depression, anxiety and stress – areas that, traditionally, managers are not equipped to address; however, talk about mental [w]ealth, and we come from a place of support, care, compassion, growth and fun. These are areas where we can all support each other! But, achieving this involves culture change, and this is where it can conjure up further fear and insecurity, because we often stick to what’s familiar!” To conclude this initial investigation into the subject of mental health, one that we hope will motivate conversation and build courage amongst those struggling, we leave the final word to Stephen Whitton, who founded [M]enable, an organisation that supports wellbeing in the automotive sector: “People perform well when they feel good about themselves! However, in a world that is a challenging place with lots of uncertainty and insecurity – and with the stresses, strains and anxieties of working in our very performance driven sector – it’s easy to see why the automotive industry can contribute to higher levels of mental health problems. “The sector is still very male dominated and traditionally, men have not been encouraged to show emotion or share feelings – this leads to a culture of either expecting issues to be ‘sucked up’ and dealt with or things being kept as ‘internal thoughts’ creating a very lonely place for anyone struggling! This is not purely the domain of men, of course, and fortunately the many women who work in our industry who are or have also suffered, are often role-modelling the behaviours needed to make these conversations more acceptable. “When we started [M]enable, an industry leader said to us that we are providing a solution to a problem the industry doesn’t perceive it has! This caused us to reflect – a lot – and create an approach that is about raising awareness and educating leaders and managers that showing vulnerability isn’t a sign of weakness and that teams will open-up when the culture and environment is right – this is where they (leaders) need to have the skills to know how to support people and when/how to refer to other organisations as necessary – whilst creating an environment where the team

member doesn’t fear judgement or detrimental consequences. “So, we’ve changed the language to further remove the stigma and silence that exists around mental [h]ealth and replaced it with the more positive, progressive view of improving everyone’s mental [w]ealth. “Talking about mental health brings up imagery of darkness, misery, depression, anxiety and stress – areas that, traditionally, managers are not equipped to address; however, talk about mental [w]ealth, and we come from a place of support, care, compassion, growth and fun. These are areas where we can all support each other! But, achieving this involves culture change, and this is where it can conjure up further fear and insecurity, because we often stick to what’s familiar! “But, like we’ve said, people perform well when they feel good about themselves – and that involves knowing they are part of a progressive and forward-looking business that’s focused on their mental wealth as they understand this is key to business wealth.”

FOR MORE INFORMATION ABOUT [M]ENABLE,

www.rdr.link/FAC001

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SPECIAL REPORT

Industry unites at the IAAF conference and awards The automotive aftermarket was urged to “raise the bar for the industry” during the Independent Automotive Aftermarket Federation (IAAF) 2023 conference. This year, the IAAF focused on the ‘Brilliance of Resilience’, celebrating progression and embracing opportunities while also looking at ways to overcome obstacles – our editor, Tom Henman, was there:

uring the build-up, I was told that a record number of delegates were expected to make their way through the doors at DoubleTree by Hilton Milton Keynes. The weather was vile, yet people battled the elements to arrive in their droves. IAAF Chief Executive, Mark Field, opened proceedings with an overview of the organisation’s activities and achievements, emphasising the Right to Repair movement, which is all about ensuring motorists have a fair choice and say in who they trust to fix their vehicle. The IAAF also revealed its shiny new branding. Conference veterans, Neil Pattemore and Quentin Le Hetet, kicked-off the speaker sessions. Neil, IAAF and UK AFCAR technical director, highlighted the importance of the MV-BEO focus and IAAF’s ongoing lobbying efforts. He was particularly adamant about the need to be heard loud and clear – not just speaking up. Quentin, meanwhile, continued the resilience theme by offering an industry insight, backed-up with a clear and resounding message to all delegates – and the industry as a whole, I think: “Resilience isn’t just surviving; it’s thriving in the face of adversity.” That sentiment couldn’t be truer of keynote speaker, Claire Lomas MBE. Quite simply, I think she is a superstar. I was blown away by her tenacity, bravery and candidness. After being paralysed from the chest down, to have put her life back together, walked a marathon with an exoskeleton suit, obtain motorcycle and pilot licences, and through herself into

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everything she does with absolute commitment illustrates the power and potential of the human being and mind – irrespective of how bad things become. “Every setback is a setup for a comeback. Never underestimate the power of perseverance,” she remarked. I have bought and read both of her books, and I can’t underestimate her influence on this editor. Tina Drayson, operations director at CCM, and Jack Wilson of eBay were up next. Tina – who joked that she had the unenviable task of following Claire! – spoke about the transformative power of data in modern garages: “Numbers tell a story; understand it, and you control your business’ narrative,” she said.

Claire Lomas MBE

Jack, meanwhile, focused on eBay’s role in e-commerce, inventory management and fostering business growth through trust and transparency. This particular topic generated some back-and-forth from the audience to the floor. In the second keynote speech of the day, Nick Leeson, dubbed the ‘rogue trader’ after bankrupting Barings Bank in 1995, gave an assessment on balancing risks and rewards. Captivating and controversial at the same time, he was forthright in his assessments: “Taking risks is essential, but knowing when to seek guidance is equally crucial.” The topic of cybersecurity was then brought to the floor, made particularly memorable for a conference-first, I believe, in that delegates were asked to use their smartphones to answer several polling questions about the topic of staying cybersafe in the aftermarket (far-right). Given the potential for a dry subject matter, this was anything but in my view! The conference concluded with a second panel discussion, this one on the benefits of gender balance in the aftermarket. Back for a second year, Julia Muir, founder of the growing Automotive 30% Club, hosted and, once again, delivered a message of resilience, highlighting that “diversity isn’t just fair; it’s smart business.” Her guests on the stage shared their own experiences, stories and reasons why the Automotive 30% Club is important to them and their respective businesses. They also revealed how the club has helped implement positive change. A positive way to finish.

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SPECIAL REPORT

Neil Pattemore

WINNERS... ■ Car Distributor of the Year (Sponsored by WAI): Winner: LKQ Euro Car Parts Highly Commended: Rays Garage Supplies

Quentin Le Hetet

(L-R): Julia Muir, Annick Jourdenais, Laura Hall and Neil Grant

Tina Drayson

Nick Leeson

Jack Wilson

■ CV Distributor of the Year (Sponsored by Fras-Le): Winner: HGV Direct Highly Commended: CV Components

■ Service Supplier of the Year (Sponsored by GSF Car Parts): Winner: Boswell Insurance Highly Commended: Techman ■ Outstanding Garage Contribution of the Year (Sponsored by Automechanika): Winner: Louise Baker of Womanic

■ Car Supplier of the Year (Sponsored by Elcome): Winner: Bilstein Group Highly Commended: Juratek

■ Product of the Year (Sponsored by Arnold Clark Autoparts): Winner: SMP Europe for EGR valves Highly Commended: Ring Automotive for RTC4000/Cordless Rechargeable Tyre Inflator

■ CV Supplier of the Year (Sponsored by Boswell Insurance): Winner: GS Yuasa Battery Sales UK Highly Commended: Exol

■ Outstanding Achievement: Nick Hayes of TMD Friction UK

This year’s event included the standard blend of awards and speeches – but with a unique twist of entertainment and a cameo role for yours truly… The event was hosted Stephen Whitton, who did a marvellous job in keeping proceedings moving, bringing a charm, spark and even some dance moves to the evening! Mark addressed the guests, shedding light on the industry’s “adaptability and innovative strides”, particularly in the face of adversity. He also elaborated on the IAAF’s strategies for future growth. Adding to the evening’s excitement, we were treated to an unexpected performance from singing ‘waiters and head chef’. Truthfully, when the ‘Italian’ chef revealed he was going to sing, I was looking for a place to hide: “Please don’t sing!” He did a good job of keeping his cover concealed until bellowing out Nessun Dorma, receiving a deserved standing ovation – I’m not sure the ABBA tribute, with guests joining the ‘waiters’ on stage, received the same acclaim! A performance by comedian, Tom Allen, followed. It was predicted by several colleagues, actually, that I would be picked on by Tom. He and I share a few characteristics, with the same style of suit added to that list too, so it came as no surprise when he turned to me and said: “Oh, you look very similar to me!” When he asked what I did for a living, my response that I work in the press was greeted with a quick expletive not for print!

On a serious note, the event also marked a significant charitable achievement. A phenomenal £26,000 was raised in support of Claire. The highlight was the ‘Fright of a Lifetime’ auction, where the highest bidder won an exhilarating flight piloted by the newly-qualified Claire herself, making for an unforgettable experience. Reflecting on the event, Mark said: “The event was a resounding success, and I’m delighted that we could bring the industry together in such a way. Thanks to our sponsors, the IAAF events team and to our members. “The IAAF is on a journey with its members, and our events are a key part of this success. This year promises even greater strides with a new website, consumer campaigns, more events and a new motor factor training programme.”

For more information about the IAAF www.rdr.link/FAC002

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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.

Duckhams Duckhams has appointed Mike Bewsey as its new CEO. With many years of experience managing multi-national lubricant brands, Mike has been appointed to “lead the company” through its next stage of global operations. Mike said: “Duckhams is a great brand with a rich heritage, well-loved by mechanics and motorists. “Since its successful relaunch, Duckhams has received strong support from distributors and partners across the UK, Europe, the Middle East and Asia. The brand is now available in 27 countries, having doubled its global network over the past 12 months. The 125-year anniversary is an incredible milestone, giving us a fantastic platform to celebrate everything Duckhams has achieved in 125 years of winning with drivers, workshops and distributors. It is an exciting time to be joining the Duckhams family.” Mike began his automotive career at Unipart before becoming the sales and marketing director at Comma Oil and business unit director at Moove Europe. Keen to support the broader lubricants industry, Mike also served as the chairman of the UK lubricants organisation, the Verification of Lubricant Specifications (VLS), from 2021 to To connect with Mike on LinkedIn,

www.rdr.link/FAC003

GYS Jim Harper, returning to the company after a number of years, and Sharron Senior have become area sales managers at GYS, a manufacturer in battery charging, induction heating and welding. The appointments brings the total team number to 11. In the face of rapidly changing technology in tooling and equipment, GYS ackolwedged the need for specialist advice and customer support for both distributors and customers. By further investing in its sales team, GYS is “ensuring that its customers have the best expertise at hand”. Jim is welcomed back to GYS after a number of years away with Valeo and TMD Friction and will be well known to many in the South. He will be supporting distributors in the South West. Meanwhile, Sharron joins GYS from Secure Automotive and will cover the North East territory. With previous experience working in distribution for Andrew Page, she To connect with Jim on LinkedIn, To connect with Sharon on LinkedIn,

2023. He is currently the president of the United Kingdom Lubricants Association (UKLA). Mike’s appointment comes after Rajat Moitra joined the business as global chief marketing officer, and Chris Clarkson became global technical and procurement officer at the end of 2023. These senior-level engagements have created a new leadership team with decades of experience leading multi-national lubricants brands.

16 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

knows the market well. GYS Sales Director, Greg Ball, said: “We’re thrilled to welcome two new area sales managers: Jim and Sharron. This is a very exciting time for GYS with exceptional growth as the technology continues to develop and expert support is needed. 2023 was a record-breaking year for GYS and we’re tremendously grateful to www.rdr.link/FAC004 www.rdr.link/FAC005

our distributors that have helped us achieve that. We are seeing growth in battery charging and induction heating, and we are looking forward to another fantastic year in 2024.” In addition to these appointments, GYS claimed it is seeking to expand the sales team further, in particular to support the sales of induction heating.

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PEOPLE & INDUSTRY

FACTOR FOCUS

CSF Saxons confident of building on previous owners’ success Car Spares Factors (CSF) is multi-site factor, one with ambition and desire to grow. With branches in North London, Hertfordshire, Essex and Middlesex, the CSF family has grown to seven following the acquisition of Saxons Motor Factors. The family that owned the motor factor based in Harrow, steeped in more than 40 years of history, handed over the keys to CSF back in November but still manage the day-to-day business. Sanjiv Shah, the co-owner of CSF, warmly extended an invitation to our editor, Tom Henman, to reveal the reasoning behind this takeover and the plans to take the business to the “next level” – here is part one of that interview:

s I walked into CSF Saxons, it was busy. Phones were ringing, walk-in customers seeking advice from the counter staff, and parts were being picked off the shelves. It felt like ‘business as usual’. There were a few signs, nothing too in your face, of CSF’s presence but I got the impression straight away that Sanj and his team hadn’t gone in all guns blazing! The existing shop front, for example, was still in-tact, untouched and unchanged – and there is a very good reason for that, according to Sanj: “This is a transition period for all of us; three members of the family that previously

18 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

owned Saxons have stayed on, which has been a big help for us. If we’ve wanted to make changes, we’ve liaised with them to get their feedback – why wouldn’t we utilise the knowledge of customers and experience of the area that has been amassed over 44 years? “They know the area, the customer base, the culture – what customers like and don’t – so going in with the ‘CSF way’ straight away would’ve been naïve. We’re implementing our systems slowly. It makes good business sense. The day-to-day running of the business has, generally, stayed the same for the moment.”

A good taste in books...

Laying the foundations

Sanj is a candid, transparent person; he is happy to offer genuine insights into his business. As such, he revealed that Saxons was on his radar three-and-a-half years ago, but the timing was never right – until now. Sanj said: “Prior to COVID-19, we were in discussions, but the pandemic put the brakes on it. The opportunity in Waltham Abbey then materialised (CSF’s sixth site opened in 2022) and was too good to turn down. “Once settled in Waltham Abbey, we restarted discussions and there was still an interest in selling-up. We wanted to get the deal done quickly, it should’ve been a simple transaction, but, like many business deals, it took a little longer than we wanted. The deal is now done, however, and we’re open for business and we’re delighted to be here.” Given the due diligence done and the fond relationship with the previous owners, Sanj knew, to some extent, what CSF was taking on at the time; however, it quickly became clear that restructuring Saxons’ four-decade-old system, switching to the CSF infrastructure, would take considerable time. This included IT systems, phones, stock cleansing and deliveries. Sanj said: “Having to transfer everything

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PEOPLE & INDUSTRY

FACTOR FOCUS

from the old system into the new one, then to head office, it took several painstaking weeks. There were four different phones, which couldn’t transfer calls, so that was something we needed to resolve urgently. As I said at the start, we wanted to make a positive impact, slowly and gradually, to help the efficiency of the business first and foremost.”

CSF depots complementing each other

CSF Park Royal is only eight miles from CSF Saxons. Sanj believes these two branches will complement each other: “There are a lot of customers that want to use Saxons but live in Uxbridge, Park Royal areas. Previously, those customers would miss out because Saxons worked to a certain perimeter and only had two vans on the road; however, now under the CSF umbrella, those same customers can order from CSF Saxons and CSF Park Royal team will deliver the parts. We can now service those customers. That creates huge potential for us, and we believe we can double our turnover over time.”

“This is one we’ve always wanted”

Talking so passionately and enthusiastically about Saxons, I think I already knew the answer to my next question, but I asked it anyway – I asked Sanj if Saxons was the one he always wanted, and his response was emphatic. He said: “Definitely! I’ve wanted Saxons for a long time. There is a friendship and respect there, which is why we never made the move until it was made crystal clear to us that the owners were willing to sell. We would never open a new site in the area either, for that same reason. When the opportunity arose, though, we were determined to get a done deal.”

“I’ve wanted Saxons for a long time. There is a friendship and respect there, which is why we never made the move until it was made crystal clear to us that the owners were willing to sell.”

Experience in transforming existing factors

Waltham Abbey was different; it was new and fresh. I could still smell the freshly coated paint when I walked around it. Saxons had endured a lifetime of footsteps, scuffs on the wall, winter after winter, and the building was weary. Sanj admitted that CSF is on the lookout for new premises but, in that part of London, buildings of the square footage required come at a premium and are usually snapped up quickly. Sanj is unconcerned, though, given the experience CSF has in relocating – he said: “In 1996, we bought John Michael Car Spares in Haringey; the site was a mess,

Look at those dates!

the building was falling apart. Mercifully, we found a new warehouse and that became – and still is – our busiest depot. “A year later, we acquired AK Motor Spares in Muswell Hill; again, we relocated and, actually, we transferred the stock to our Finchley warehouse and took the customer base with us. That’s another site where we had to relocate. We know the philosophy of our base and the type of structure, layout that we want, and we know we’ll make another success out of Saxons.” What is clear is that the long-standing reputation Saxons has earned over 44 years of business, employing the same ‘family ethos’ and focus on customer service as CSF, means CSF Saxons is primed to succeed. With £3 million of stock, integrated IT systems and fleet making deliveries often within the hour, there is ample potential. Sanj admitted that there are some attributes and characteristics observed by the previous owners that will help CSF; likewise, he believes some CSF traits will make a positive, indelible mark on Saxons. It would appear this a happy marriage and one that should lend itself to a successful, long-term future. Look out for part two in PMF March. For more information about Car Spares Factors (CSF), www.rdr.link/FAC006

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BUSINESS

OPPORTUNITY

Autowave: Now is the time to join the ever-growing car key market Autowave CEO Ravi Kotecha believes car keys and key programming have been a bit of a taboo in the automotive aftermarket in previous years. Lack of information, high cost of entry and inconsistent supply are amongst his reasons; however, he is confident that is set to change with the company overseeing a surge in interest and exposure, which is creating a shift in the market and making this set of products an area of opportunity:

utowave specialises in the production, development and supply of car keys and car key cutting and programming equipment. With the head office in Nottingham, we have a production facility in Shenzhen, China and a distribution centre in Bucharest, Romania. Historically supplying auto locksmiths, the last two years have seen a spike in supply to motor factors and consequently garages. You have the opportunity to either offer a spare key service to existing trade and retail customers and benefit from a huge margin, or you could sell equipment packages to garage customers and hold a profile of keys and remotes to offer as a continuous revenue stream. Sales of equipment is becoming easier, as we see more garages are looking for new services to offer existing customers and the entry point is low. This can be offered alongside any diagnostic tools and equipment already being sold. Whilst dedicated auto locksmiths are doing a great job, the demand for keys amongst the 40 million-plus cars on the road is too high for the circa 5,000 auto locksmiths in the UK. For most trades in the UK, whether it be builders, electricians, plumbers or

mechanics the convenience of going to a local factor or trade counter is paramount; however, this is not available currently for anyone programming car keys, be it an auto locksmith or garage. Lookup of Autowave keys, remotes and transponders via VRM is live on Autocat, so application data is available to you. From a supply-only perspective, there are thousands of locksmiths and garages nationwide that are forced to order online but are seeking a same-day service or local supplier to collect from. Car keys are just another vehicle component, so why shouldn’t they be bought by the trade in the same way a brake pad or wishbone is sold? Increasing numbers of garages already have good quality diagnostic equipment and technicians have the ability to use them; therefore, car key programming is a perfect additional service to offer customers to this type of garage.

Factors taking advatange

Many factors have already successfully entered this market in various capacities; an example being Motor Parts Direct, which have equipped all 175-plus branches with key cutting and programming equipment, successfully delivering a spare key service in their branches nationwide – with the support from Autowave.

Conclusion

Now is the time to join the ever-growing car key market, and Autowave is ready to support you on that journey. With our aftersales and tech support, training facilities and expansive product range, we’re confident we can tailor an offering to suit your existing customers and drive new customers to you. For more information about Autowave, www.rdr.link/FAC007

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BUSINESS

RECRUITMENT

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RECRUITMENT

Glen Callum Associates shares insights for navigating the job market in 2024 Looking for your next job but unsure of how to take the next step? Searching for guidance in how to stand-out? Wanting to prepare yourself the best way you can in the likelihood of a competitive ﬁeld? Kerrie Richards of Glen Callum Associates answers our questions and hopes to offer you words of wisdom: As professionals in the recruitment industry, what advice do you have for individuals in the motor factor sector who are considering a career change or looking for a new role in the new year? “If you’re looking for a new role or career change, clarify your skills, attributes and experience, and (determine) what it is you are looking for in a new role. If you are open to advice on how skills could be used for a career change, then it would be useful to speak with a recruiter within the industry. “A sector specialist recruiter will understand what companies have vacancies or who are maybe looking to recruit in the near future and will know the roles that are sought after or needed because of changes to technologies or ways of working. “They will be able to advise how to tailor a CV and highlight skills, industry-specific or transferrable, to match the requirements needed. “A specialist recruiter will understand your industry experience and can provide expertise and assistance, not only in the area of recruitment (i.e. CV writing, interview techniques, and offer negotiations), but can also guide you on industry matters too. “Make sure your CV is up to date, accurate and contains your correct contact information.

“Be clear where you want your career to go and what roles you want. If you are a parts advisor, ask yourself if you want to expand your role or move up, and what are the next steps, why are you looking, what do you ideally want from a role and are you getting this currently?” In the competitive job market, what are the key elements that set successful candidates apart, and how can individuals enhance their profile to stand out to potential employers? “Candidates who are able to match their skills to a role and showcase these skills and attributes on their CV and LinkedIn profiles will have the upper hand. “Using SEO and keywords to enable their CV or profile details to be easily found by recruiters and hiring managers, or HR staff, will also have the edge. “It’s important to tailor your CV and/or covering letter to the job you are applying for. Ensure your details are up-to-date and adjust your CV to highlight the experience that the job requires – be sure to be honest! “When sending in your covering note, it’s always good to provide an indication of salary expectation, as this will also help the hiring staff present your details accurately and precisely. You don’t need to put it on

Q A

your CV, but you can outline your expectation in your covering note. “Ensuring your profiles are regularly updated and that that they are proofed by a recruitment professional will also enable visibility with hiring companies and HR managers. “Take a critical look at your social media profile. Ask yourself if it matches how you want to be perceived by a prospective employer and check – does your profile mirror your CV? “Match the key skills on your profile to the roles and companies you are targeting and look at the current social media trends and align these to your profile. What’s more, include references, endorsements and recommendations on your profile. “Look at social media and put an ‘open to work’ banner on LinkedIn (if your current employer knows you are looking). “Target your applications, read the advert fully and think about why you are applying. Ensure your photograph is professional or that you appear approachable. Call the company or recruiter and follow up on your application. Use this as an opportunity to demonstrate skills and ask relevant questions. “Remember to plan for the job search – do your research prior to any interview and go armed with questions.” Could you share insights into the current trends and demands in the motor factor job market, and how candidates can align their skills and experiences with these industry needs? “Trends and demands are ever changing and vary with location, so we advise jobseekers to speak to their recruiter. Look to match the skills

Q A

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BUSINESS

RECRUITMENT

you have, whilst also looking to see how any skills needed are obtained via training. “Keeping abreast of new job roles and industry stats from the ONS and GiPA is also useful in understanding where the trends are leading, as well as tracking new technologies. “If you are transitioning from a different sector, you should assess what steps you can take to effectively highlight transferrable skills and make a successful switch in your career. “There are many sectors that motor factor employers have successfully recruited from within, and this is beneficial to help with the skills gaps experienced within the sector. “Again, you will need to look to match the skills you have – if the role is predominantly customer service driven then you will need to highlight the skills gained in other roles within customer service and craft a good covering letter explaining how those skills are transferrable. Always follow up with a call or email. “We also recommend taking each point of the job requirements and giving examples of how you have undertaken these even if within a different industry. Think about core skills, such as communication, leadership, sales and IT that are easily transferable. “Align your skills and upskill to allow for new technologies.” In the digital age, how has the recruitment process evolved, and what role does technology play in matching qualified candidates with motor factor job opportunities? “Again, a lot of the screening tools used presently rely on SEO or keywords. Recruiters will utilise job boards, social platforms and databases to find candidates, as well as using their own networks and adverts. “Technology has driven the recruitment industry forward; gone are the days of paper CVs and fax machines. Candidates can now upload their CV and apply with one click, making the recruitment process very fast paced. “Recruiters have technology at their disposal to speed up their internal processes and clients can utilise video platforms to conduct interviews; however, recruitment will always remain a peopledriven industry and, in my opinion, the need for face-to-face and verbal communication will never go away. “AI is used in recruitment but isn’t a complete solution and won’t replace face-

Q A

24 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

“When sending in your covering note, it’s always good to provide an indication of salary expectation, as this will also help the hiring staff present your details accurately and precisely. You don’t need to put it on your CV, but you can outline your expectation in your covering note.” to-face contact or the physical human process because it’s an emotive industry. “If you use AI, especially the likes of ChatGPT, then check the details to ensure it aligns with your requirements and allows for your cultural fit. “Technology can aid the selection process but can’t be wholly relied upon to assess personality or cultural fit.” Considering the importance of cultural fit in a professional setting, how does Glen Callum Associates work with both candidates and employers to ensure a harmonious match? “When we take skillsets out of the equation, the question always remains: is the candidate the right fit for the company and is the company the right fit for the candidate? “How do we find this out? Through detailed screen interviewing on our part and then encouraging open and honest conversations between candidate and client – ultimately the only way this is established is through meeting and getting to know each other. ‘Understanding the client, culture, needs and working environment and assessing at screen stage is a key skill. We do use

Q A

personality and role-based profiling to aid the process. However, we don’t suggest this as a stand-alone selection tool.” As we ease into a new year, what overarching advice would you give to individuals in the motor factor sector, both experienced professionals and those starting their careers, in terms of long-term career planning and development? “Look at your long-term goals and aspirations. Where do you see yourself? What experience, skills, training and qualifications do you need? “What culture do you want to consider – do you enjoy a corporate environment or family-feel atmosphere? Do you see your career in a large organisation or an SME? “Use your planning to determine what type of role or company suits your needs and have a chat with a specialist recruiter in that field. They will give you advice on where your skills and attributes fit and can advise you on how to tweak and present your CV and what roles would be best suited to you.”

Q A

For more information about Glen Callum Associates, www.rdr.link/FAC008

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BUSINESS

TECHNICAL SUPPORT

Dayco assesses support it provides to distributors Dayco is a supplier of OE components to VMs across Europe and is a “major player” in the aftermarket. The company believes its factor relationships are strong. Sitting alongside the sales team, under National Sales Manager, Steve Carolan, is Glen Goldstone, Dayco’s technical manager. He will be a familiar face to those that have attended UK trade events over the last few years, through his wide-ranging technical presentation:

lthough technical support for the workshops undertaking service and repair often takes centre stage, providing support for wholesalers is also of great importance, particularly as it’s you that are factors that are our immediate customers. Naturally, everything begins with the correct identification of the replacement part, which is crucial at every level of the repair process from supplier to end user, but is still sometimes, despite the availability of some great catalogue solutions, a challenge, particularly if the application is a little unusual or a grey import, for example. In these situations, it’s a case of digging down and doing the necessary research, which can include identifying changes, such as design modifications that have been made by the VM at OE level, or cross referencing OE and our competitors’ data, to help you provide workshops with the correct part, saving all parties time and money in the long term and importantly,

“Although technical support for the workshops undertaking service and repair often takes centre stage, providing support for wholesalers is also of great importance, particularly as it’s you that are our immediate customers.” I

26 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

preserving business relationships. When it comes to fitting issues, we can also help you communicate with workshops when facing difficult installations, and in some cases, speak directly to customers to work through the process, or explain where any modifications might need to be made.

Warranty

Another area that obviously plays an important part in the whole supplier/factor and factor/workshop relationship, is

warranty issues. However, before I continue, it’s important to point out that, alongside other OE quality manufacturers, the vast majority of claims we process are found to be installation errors, which is why training remains such an important subject throughout the industry. Having said that, irrespective of these

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BUSINESS

“Another area that obviously plays an important part in the whole supplier/factor and factor/workshop relationship, is warranty issues. However, before I continue, it’s important to point out that, alongside other OE quality manufacturers, the vast majority of claims we process are found to be installation errors...” statistics, it is vital for all sides of the equation, that each claim is thoroughly investigated to correctly discover the root cause of any failure and that any subsequent changes that are necessary, are implemented. As a result, we endeavour to respond to any claim in two to three weeks of receiving the parts, and rather than producing a generic statement, we produce a bespoke report that is easy to understand, but which contains a full technical explanation of the findings and is supported by detailed photographs. In some instances, we will sometimes even visit the workshop, along with a representative from the supplying factor, and explain in person the reason for the rejection of the warranty claim, but

crucially, how any repetition of the cause of the problem can be avoided.

Glen is synonymous with technical training

One of the messages we are keen to get across is the need to remain focused on current technology and that of the immediate future associated with combustion engines because, although xEVs are all the rage, realistically, workshops will still be dealing with petrol and diesel engine technology for at least the next decade. In terms of the content, the subjects naturally vary depending on the needs of the audience, but the design of FEAD systems and their drive components, including new belt materials and the

TECHNICAL SUPPORT

importance of using the correct, vehicle specific application, as well as BIO (belt in oil) systems, often take centre stage. In common with many of the components fitted to the modern vehicle, timing and auxiliary drive system replacement is a highly skilled process that requires attention to detail and the necessity to strictly follow a series of procedures, in order to be completed successfully. This is why we are so committed to providing relevant training, and the distributor network is key to helping us put that into practice. Technical education at all levels of the industry is paramount to its ongoing success and, fortunately, there are keen and committed technicians out there who really want to develop their skills and do the best possible job they can. To that end, it’s our goal to help the entire trade to reach that standard, which is why Dayco is not only committed to supplying OE quality products and the best possible technical advice, but first-class training and general support as well. For more information about Dayco, www.rdr.link/FAC009

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BUSINESS

STOCK MANAGEMENT

Radius Components praises ‘user-friendly’ Autopart Since its establishment in 2013, truck, bus and trailer parts distributor, Radius Components Ltd, has grown in stature. As it continues to expand, the company is persisting in following its goal of becoming an innovative company dedicated to meeting the needs of customers in the commercial vehicle aftermarket parts sector. As one of the first businesses in Ireland to use MAM Software’s Autopart system, it has paved the way for others on a technological level.

adius Components Ltd began its journey with just two employees – the figure has now risen to 11 – and has been keen to pioneer innovation from the get-go. Prior to its introduction to Autopart, the company had relied on alternative software and but was intrigued by the “streamlined solutions” MAM Software had to offer. After conducting some research and experiencing software demonstrations, they were sold on the product! Autopart, MAM Software’s versatile business management system, is available in both traditional on-premises and cloudbased form. Ultimately, it aims to boost profitability by optimising manufacturer, distributor, motor factor and online parts retailer processes in an easy-to-use package. Radius Components Managing Director, Christy Deegan, advised that Autopart gave the distributor the tools it needed to manage stock efficiently and interface easily with suppliers: “It transformed our customer service, making interactions more user-friendly. We appreciate the fact that it’s a very forward-thinking system and it definitely suits the way that our business operates. It’s easy to navigate around

Autopart, and it’s a very captive system which means we can update records quickly and effectively.” The software’s impact extended to Radius Components’ financial and operational decisions. Autopart enabled the company to set budgets, make informed stock decisions and transform its customer service, whilst giving the team access to insights with sales patterns throughout the year. Christy stated that being among the first to adopt the software in Ireland allowed Radius Components to stay ahead of the curve and stand out in a competitive market – she added: “Around 80% of our business is based on locality, so Autopart definitely gave us an advantage in terms of the local market, and I would even say that in some ways we have been able to benefit on a national scale. “Autopart is very user-friendly from both our side and the customer’s side. It has assisted us in things that you don’t often think of on a day-to-day basis, such as keeping tabs on payments and outstanding invoices. Those smaller tasks often make a great difference in the big picture.” Radius Components has experienced “continuous success” since it first began

using Autopart and is always keen to find new ways to progress its growth within the industry. Christy concluded: “We are maximising the use of the tools available within the Autopart system, and we believe that the way forward for us is to look at the different features available to us through Autopart. We’re keen to look into the barcoding system, as we believe this will speed up our operations significantly.” Radius Components’ journey with Autopart showcases the power of embracing change in the automotive industry – it would appear the road ahead looks promising. MAM Software Director, Mick Forrest, said: “With Autopart, we want to give users the power to provide an unparalleled customer experience. “When it comes to stock management, Autopart ensures you have a real-time, accurate view of your inventory and it opens up new avenues for online trading thanks to integration with various ecommerce solutions. We hope that through Autopart, we can deliver a transformative experience that drives businesses forward.” For more information about MAM Software, www.rdr.link/FAC010

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BUSINESS

REVENUE

Motul adds to additive offer The additives market remains buoyant; people want their vehicles to run optimally and enjoy an efficient working life of the engine, according to Motul UK and Ireland Sales and Marketing Manager, Andy Wait. He explains why he believes it is easier than ever to make additive a proﬁtable revenue stream:

otul is constantly looking to refine and enhance its offer for the aftermarket to both its direct and end-user customers. Our additive product range has been available for several years and can boast some of the most advancedtechnology products. Two years ago, we expanded our range with a second set of products aimed directly at the consumer. We also saw that additives represent a real opportunity to enhance the customer service offer. We looked at the variables that would help make them even more attractive. Consequently, we introduced specialist workshop equipment to make it as efficient as possible for workshops to be able to sell and install.

Equipped to make additives work for you

Thanks to our 2-in-1 and 3-in-1 injector

30 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

systems, technicians can apply two to three additives at one time. Better yet, once the machine is connected to the relevant vehicle system, it can be left to run through the additive programmes automatically, leaving the technician free to focus on other tasks. Technicians can get on with other jobs while the equipment takes care of the additive change process. The same applies to our EVO system, which both flushes and changes the transmission fluid in gearboxes. Both our professional and consumer ranges have enjoyed success. However, with some degree of overlap between the two ranges, the distinction was sometimes blurred; therefore, we have now taken the opportunity to streamline. The majority of the range will now be available for both workshops and retail. The exception to this will be a short

Professional range, which will be available to service those with Motul Injector System and and EVO Gearbox change equipment in their workshops. As technology evolves apace, we have looked at both the current customer market areas, as well as emerging trends in the market. We have, therefore, developed various new products to enhance the Motul additive range and these offer further opportunities for factors, workshops and end-users alike.

Fuel additive range integrates detergent molecules – decreases and even eliminates fouling

■ Petrol additives: Fuel System Clean removes contamination from the entire fuel system and cleans it, while binding moisture and condensed water. GDI Clean offers a thorough cleaning of valves, injector nozzles and the inlet area for direct injection petrol engines. Valve And Injector Clean for non-direct injection petrol engines removes contamination and keeps injectors clean. ■ Diesel additives: Diesel System Clean removes contamination, and binds

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BUSINESS

REVENUE

moisture and condensed water throughout the whole system. DPF Clean maintains the DPF, when used regularly, and supports regeneration. ■ Oil additives: Engine fouling, due to incomplete fuel combustion, is not limited to the combustion chamber. It can also contaminate valve lifters and the rest of the cylinder. This fouling hinders the interaction of metallic parts and increases abrasion, causing abnormal wear which can mean more frequent oil changes – even cause engine failure. This wear can also damage the oil system, causing leaks. Our oil additive range includes a wide choice of products to decrease and eliminate fouling and stop leaks. Engine Clean dissolves contamination and deposits in the oil system, while Engine Oil Stop Leak helps to regenerate engine gaskets, while keeping them soft and supple. Hydraulic Lifter Care prevents pressure loss and reduces noises caused by friction.

and deposits in automatic transmissions, while Radiator Clean removes deposits throughout the cooling system and Radiator Stop Leak is self-explanatory.

we have also looked at driving needs and habits; therefore, we have developed additive ‘kits’, a product ‘bundle’ that will provide solutions for diverse situations.

■ Transmission and cooling: Automatic Transmission Clean removes contamination

■ Complete additive kits: Seeking to enhance the potential offer at point of sale,

For more information about Motul, www.rdr.link/FAC011

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BUSINESS

PROMOTION

GSF names All Wrapped Up promotion winner National motor factor GSF Car Parts rewarded more than a thousand customers with a bumper Christmas through its All Wrapped Up promotion, with Staffordshire garage VW Services bagging a £5,000 grand prize.

he promotion ran across the final two months of 2023 and rewarded independent garages for trading with GSF, which has 180 branches across the UK and Ireland supplying OE quality parts, tools, garage equipment and specialist training. Participating customers could earn more than £1,000 in rewards and were also entered into the £5,000 prize draw. Rewards were redeemable through TradeClub, GSF’s exclusive member portal that stocks a vast range of unique lifestyle rewards and experiences. Burton branch customer, VW Services,

was the lucky winner of the £5,000 main prize. Owner Mohammed ‘Tanny’ Tanveer said: “I’m absolutely over the moon. It’s always nice to head into the Christmas break, but even better with £5,000. “I worked for GSF way back in 1992, so it’s great to see the progress they’ve made since then, especially in recent years. The service from GSF has been the best in town, so we’re definitely happy to be loyal customers of its Burton branch.” GSF Divisional Director, Chris Neal, Regional Manager, Adam Fellows and Burton Branch Manager, Sky Russell, visited Tanny to deliver the good news.

“I’m absolutely over the moon. It’s always nice to head into the Christmas break, but even better with £5,000.” I

32 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

(L-R): Chris Neal, Mohammed ‘Tanny’ Tanveer, Sky Russell and Adam Fellows

GSF Car Parts Head of Marketing, Claire Chilton, said: “We were thrilled to be able to reward so many of our customers during the festive season through the All Wrapped Up promotion. “Our branches provide an excellent service to customers across the UK and Ireland every day, but it’s important to us to reward these customers for doing business with us and make GSF a genuinely rewarding place to do business with.” For more information about GSF, www.rdr.link/FAC012

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TRENDS

MARKET SHARE

Ferdinand Bilstein ‘maximising’ the potential from Factor Sales Ferdinand Bilstein has praised the simplicity and depth of Factor Sales’ new Tableau dashboards, enabling the company to analyse market share and trends effectively.

n the dynamic landscape of automotive aftermarket sales, Factor Sales – powered by Pearson Ham Group – believes staying ahead of the curve requires constant monitoring and understanding of market dynamics, competitor movement and the ability to identify and capitalise. Factor Sales is a market measurement data provider; it offers detailed reports on size, revenue and price trends across a catalogue of thousands of parts. Its services are “invaluable” to manufacturers, suppliers and motor factors, so they can understand their respective position in the ever-changing UK automotive aftermarket. One of its trusted partners is Ferdinand Bilstein, famous for its febi bilstein, SWAG and Blue Print brands. Through close communication and analysis of transactional data, Factor Sales is playing a role in shaping the supplier’s market strategy, as reported by Ferdinand Bilstein UK Head of Product, Pricing and Marketing, Linda Evans. Market awareness: Factor Sales provides insights beyond sales numbers; it enables companies, like Ferdinand Bilstein, to better understand market dynamics. Linda said: “Being ‘10% up’ internally may not necessarily reflect the entire market scenario, which could be even better. This information and understanding, through simple charts, is crucial for strategic planning and resource allocation.”

Competitor analysis: Factor Sales’ role extends to identifying and scrutinising direct competition in specific product categories. It monitors competitors’ market share, trends and pinpoints areas of opportunity. Linda said: “By doing so, we gain a competitive edge by knowing exactly who to target in the market.”

Part number focus: In the intricate world of parts, every number matters. Factor Sales aids Ferdinand Bilstein in understanding changes in market share, at part number level, identifying popular and underperforming parts. This granularity allows a targeted approach to enhance sales performance.

Part strategy: Linda emphasised the importance of this level of detail: “Factor Sales equips us with the tools to identify parts that are not performing to their full potential and allows us to put corrective actions in place.”

Enhanced experience with data download facility

Ferdinand Bilstein’s experience has been bolstered by a new data download facility, as well as subtle but important feature developments from Factor Sales. Linda explained how these have been influential in her day-to-day role: “The new Tableau dashboard has transformed the

way we interact with data. The visual representation is not only appealing but also eliminates the need for manual data manipulation. This efficiency allows for a quick and clear understanding of range and market performance. “We can drill down into sub-categories of product lines effortlessly, such as filters to air filters. This allows us to identify specific areas for improvement or focus. Furthermore, the ability to select multiple product lines and various timescales in the data download feature is beneficial. This flexibility provides us with a powerful tool. “The simplicity in presentation makes life easier for the team too.” Pearson Ham Director, Ben Martin, said: “Factor Sales’ impact on Ferdinand Bilstein extends beyond traditional sales figures. We are delighted to be a strategic partner, providing valuable insights that support the company’s market approach and decision-making.” For more information about FactorSales, www.rdr.link/FAC013

PROFESSIONAL MOTOR FACTOR FEBRUARY 2024 33

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TRENDS

COUNTERFEIT

DENSO highlights the dangers of counterfeit AC refrigerants

Due to the rising cost of R134a refrigerant, unscrupulous racketeers are introducing counterfeit refrigerant, supplied in illegal containers, to take advantage of unsuspecting workshops across Europe, according to DENSO Pan EU Strategic Marketing Manager, Fatiha Laauich: I

34 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

he reason that prices are rising is linked to changes in European legislation that began in 2014, when the European Commission decided to control emissions from fluorinated greenhouse gases (F-gases), including hydrofluorocarbons (HFCs), and the European Union (EU) adopted two legislative acts: the F-gas Regulation and the Mobile Air Conditioning (MAC) Directive. The aim of both acts is to enforce the use of gases with a global warming potential (GWP) lower than 150. In addition, in 2015, the EU introduced the Phase Down mechanism to gradually reduce the consumption of high GWP refrigerants, like R134a, which until recently was the most common air conditioning (AC) refrigerant used by VMs, so that in 2030, only one fifth of the 2014 total sales volume of high GWP HFCs should be available on

the market (graph to the right). R134a is an HFC that has a GWP of 1430, whereas CO2 has a GWP of one. Releasing 1kg of R134a refrigerant into the atmosphere is an equivalent of 1430kg of CO2. Once released into the atmosphere, it will take, on average, 12 years before R134a is removed through natural processes, such as atmospheric reactions and uptake by vegetation. However, it should be noted that the concentration of R134a in the atmosphere will continue to increase for as long as it is still being used and released into the atmosphere, like when, for example, it is (accidently) blown off into the atmosphere, instead of being recovered by using an AC refilling machine. By comparison, R1234yf, which has now replaced R134a as the favoured VM refrigerant, will remain in the atmosphere for just 11 days!

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TRENDS

COUNTER FEIT

“R134a is an HFC that has a GWP of 1430, whereas CO2 has a GWP of one. Releasing 1kg of R134a refrigerant into the atmosphere, is an equivalent of 1430kg of CO2. Once released into the atmosphere, it will take, on average, 12 years before R134a is removed through natural processes, such as atmospheric reactions and uptake by vegetation. Phase Down timetable

As demonstrated by the Phase Down timetable, only 45% of the total volume of R134a sold in 2014 is available in the market now – and this will reduce further, to just 31% this year – which has meant the price for R134a has increased dramatically, especially in 2018, when the availability dropped from 93% to 63%. The market panicked and the price skyrocketed. As a result, grey import, or the smuggling of counterfeit and illegal refrigerants, increased significantly, particularly from countries outside the EU.

What are counterfeit refrigerants?

Counterfeit refrigerants are defined as impure, imitation refrigerants that usually consist of blends of already forbidden refrigerants, like R12 or R22. They are hazardous and usually sold in disposable cylinders at discounted prices. Trade in counterfeit refrigerants is on the rise and that brings a variety of consequences, including poor performance, costly damage to machines and equipment, but most importantly, serious safety hazards that could result in explosions and the possible loss of human life.

Disposable cylinders

Counterfeit refrigerants are usually offered in disposable cylinders, due to their relatively low price and lack of traceability; however, the use of disposable cylinders has been forbidden in the EU since 2007, but in spite of this, DIY cans are becoming more common in Europe.

How to avoid counterfeit or illegal refrigerants ●

●

“However, it should be noted that the concentration of R134a in the atmosphere will continue to increase for as long as it is still being used and released into the atmosphere, like when, for example, it is (accidently) blown off into the atmosphere, instead of being recovered by using an AC refilling machine. By comparison, R1234yf, which has now replaced R134a as the favoured VM refrigerant, will remain in the atmosphere for just 11 days!”

Source refrigerants from reliable and reputable sources that are verified suppliers and manufacturers Only buy refrigerants supplied in environmentally friendly, re-usable cylinders, with traceability Verify the source and authenticity of the refrigerant

Conclusion

Despite the financial pressures in the independent sector, buying and using cheap counterfeit refrigerant is simply not worth the risk. Not only is it illegal and hazardous, but it will also void a warranty claim should any traces of counterfeit refrigerants be found in any DENSO component. So, in short, it must be avoided at all costs! For more information about DENSO, www.rdr.link/FAC014

PROFESSIONAL MOTOR FACTOR FEBRUARY 2024 35

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TRENDS

TECHNOLOGY

Autoelectro speaks out against ‘part swapping’ In this issue, Autoelectro, a remanufacturer with nearly four decades of experience, underlines the necessity of technical proficiency amidst the surge in sophisticated vehicle components.

espite Autoelectro still selling dynamos, inertia starter motors and ACR alternators today, both the sector and the professionals it services find themselves amidst a “technological revolution” of electronic control units (ECUs) direct water-cooled, reversible alternators, stop/start systems, hybrid configurations, and a plethora of advanced starters, including tandem and dual solenoid varieties. According to Autoelectro, this change in direction requires a departure from the traditional approach of simply swapping out parts to address issues. Instead, the focus needs to shift towards understanding the intricacies of these modern components to diagnose and resolve the root causes. Autoelectro is approaching four decades and, therefore, recognises the significance of technical understanding in the current automotive landscape. It is particularly concerned about switches from quality remanufactured parts towards massproduced alternatives, potentially forfeiting the technical expertise that come with it.

Not finding the underlying cause

For Autoelectro one of the core issues is the tendency to replace suspected faulty parts without delving into the underlying problem. This approach, addressing symptoms rather than causes, can lead to recurring issues, reported the company, and fails to provide a sustainable solution. It’s a “short-term fix, not a long-term solution”.

36 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

Autoelectro’s Harnek Bhogal said: “Our commitment to technical excellence sets us apart. Unlike the trend of batch testing, every part released by us undergoes two rounds of testing – first at the component level and then as a complete unit on OEspec test equipment. This meticulous testing process ensures that our parts meet the highest standards before reaching the market.” Harnek also highlighted Autoelectro’s engineers; he said they play a crucial role in this process. By working with old cores and identifying common themes among specific part numbers, Autoelectro’s experts have the ability to strip, inspect and

test exchange parts, getting to the root causes of recurring faults. This approach allows the company to go beyond merely supplying parts; it believes it can offer invaluable insights into potential issues associated with specific engines or vehicle makes and models, remanufacturing a part to meet, or even exceed, OE-specification.

Collaboration between motor factors and technicians “critical”

Autoelectro emphasised the importance of collaboration between you and technicians. Unfortunately, the remanufacturer believes blindly swapping parts without addressing the true problem could lead to an erosion

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TRENDS

of trust between you and your customers. Harnek added: “We recognise this challenge and actively support garage technicians by providing part-specific technical bulletins. These offer guidance on common faults, best practices, and key indicators to look for in the old cores they remove from vehicles.” One such example is if a pattern emerges where returned old cores are contaminated with fluid: Autoelectro now issues a technical bulletin advising technicians to investigate and correct leaks before installing replacement parts. Here are two more examples of Autoelectro using its ability to test, strip down and investigate old cores to find common issues:

AEG1472 (Ford Transit 2.0 diesel alternator (2016-onwards)): possible tensioning or belt issue that causes premature failure of the clutch pulley and, thus, the early failure of the alternator. Autoelectro recommends changing the belt and tensioner at the same time as replacing the alternator to avoid the same pulley issue happening again. Failing to do so may lead to the same fault occurring on replacement parts.

AEY2803 (Chevrolet Captiva and Cruze/Vauxhall Antara 2.0-2.2 diesel starter motor (2011-2016)): a common fault where the wiring insulation on the vehicle is not correctly heat shrunk, which causes the B+ terminal on the solenoid to overheat and melt, leading to the premature failure of the starter motor. Therefore, inside every AEY2803 box supplied, Autoelectro provides a warning notice, advising the technician and showing images of what damage to the solenoid and terminals looks like, to avoid the same issue happening again.

TECHNOLOGY

Harnek said: “Both of the faults on these part numbers can often be intermittent due to the nature of them; the tensioning issue, for instance, may cause the belt to slip, which can cause sporadic charging faults, while the incorrectly heat shrunk wiring insulation may cause intermittent starting issues on the vehicle, which will get worse over time. “It is easy to see how a technician may think this is just due to wear and tear on the unit, when in reality, that is not the case, and the root cause must be fixed.” By sharing these types of insights into common issues, as well as the likes of belt slippage or dust/fluid contamination, Autoelectro allows technicians to diagnose and rectify problems at the source: “They should be more confident and comfortable,” Harnek concluded. It is clear Autoelectro champions the need for technical expertise in an era increasingly dominated by complex and sophisticated vehicle components. For more information about Autoelectro, www.rdr.link/FAC015

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039_PMF_FEB24_Layout 1 24/01/2024 17:18 Page 39

WINTER PRODUCTS & LIGHTING

Ring Automotive reveals business revamp – celebrating 50 years in the process Ring Automotive is preparing to illuminate the independent automotive aftermarket with a business overhaul. The company, with a track record of over 50 years in the industry, claimed it is committed to adapting to the everchanging dynamics of the independent aftermarket.

Andy Gratton

Phillip Donnelly

nder the leadership of its managing director, Andy Gratton, who took charge in July 2023 after serving as finance director for three years, Ring is “intensifying” its customer-centric approach. The company also revealed that Andy has spent a considerable amount of time engaging with customers to ensure that the brand remains dedicated to its evolving needs, building on last five decades. In a move to align the business with the changing landscape of the sector, Andy has restructured Ring’s sales teams. Phil Donnelly has been promoted to the role of sales director UK and Ireland, where he will oversee all UK aftermarket sales channels. Simultaneously, Jeremy Rochfort has been appointed as the international key accounts manager within the European region of ams-OSRAM. It is reported that the switch aims to enhance the collaboration with OSRAM on a panEuropean level and drive account

Keith Booth

Dan O’Brien

management for customers operating across multiple European countries. Andy said: “Both Phil and Jeremy have contributed significantly to Ring during their time with the company. These changes create a single point of sales leadership in our UK organisation while increasing collaboration with OSRAM on a pan-European level.” Alongside these changes, the team reporting to Phil has been reshaped, with Keith Booth promoted to the role of head of field sales. Ring has invested in its area sales team (ASM) too and, as such, Keith is responsible for seven ASMs across the UK & Ireland. Keith’s experience in the UK aftermarket will play a “crucial role” in strengthening Ring’s sales force. Dan O’Brien is new to the business, who joins as the head of trade key accounts, reporting directly to Phil. Dan brings yet more experience in the UK automotive aftermarket. Dan James, who has worked as a key

“As Ring enters its second half-century, the company reported that it is dedicated to improving road safety, driving profitable growth for its customers, and providing an exciting and developmental environment for its people.”

Dan James

account manager in the retail business unit has been promoted to head of retail and will take overall responsibility for the retail channel, again, reporting into Phil.

Marking five decades in the aftermarket Andy continued: “In 2024, Ring will celebrate its 50th anniversary of trading, and while we have enjoyed tremendous success in the automotive market, the changes are necessary to ensure that Ring is well-placed to focus on its customers and varied markets for the next 50 years.” As Ring enters its second half-century, the company reported that it is dedicated to improving road safety, driving profitable growth for its customers, and providing an exciting and developmental environment for its people. Ring believes 2024 will be an exciting chapter in its history, culminating in the celebration of its 50th anniversary. As part of the ams-OSRAM group, Ring is wellplaced to invest in the UK aftermarket and continue its mission to provide a outstanding service to its UK and Ireland customer base. For more information about Ring, www.rdr.link/FAC016

PROFESSIONAL MOTOR FACTOR FEBRUARY 2024 39

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WINTER PRODUCTS & LIGHTING

Lumileds assesses ‘ironic’ LED retrofit scenario

Lumileds believes the automotive sector is in the middle of a technology shift when it comes to vehicle lighting. LED retrofits, for example, and the discussion surrounding the legal ramifications of fitting them is part of that motion.

he company reported that LED lights are increasingly the standard choice of manufacturers for new vehicles – for both interior and exterior (including headlamps) lighting – and with them comes greater life and performance. Other than accident damage, given the relatively recent adoption of LED into the mainstream, the aftermarket is still a small one – although LED upgrades are starting to appear. Halogen bulbs remain the most common type on the market, especially for headlamps, and heading Lumileds’ halogen offer is the current Auto Express Headlamp of the Year and recent Megabulb Best of Test, the multi-award winning Philips RacingVision GT200. The first halogen bulb to be rated at +200% compared to the industry standard, it offers an upsell

40 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

opportunity, as does its sibling, a “great allround” halogen headlamp bulb, the Philips X-tremeVision Pro150, which combines performance and durability, with up to 150% brighter light and up to 450 hours lifetime. In addition, Lumileds claimed there are also opportunities with HID Xenon bulbs, but the area of greatest growth – and certainly future potential growth – comes with the introduction of LED light units that are retro-fitted to replace halogen bulbs. In theory it is a pretty simple ask: technicians take out the old halogen light and replace it with an LED. The technology is there. A quality LED retrofit, that is properly fitted and adjusted will outperform and outlast its halogen counterpart, Lumileds claimed. There are, however, several caveats that kick in at this point! Lumileds has its say:

Firstly, the quality of units coming onto the market is extremely variable – and there is a genuine fear that these LED lights are just too powerful and will dazzle oncoming motorists. Sadly, the design of many low quality LEDs, which are built down to a target price rather than up to a target quality, means that this can often be the case.

Secondly, in the case of headlamps, in particular, there are issues with both heat dissipation and also the effect that installing an LED Retrofit can have on a vehicle’s electrics. It is not uncommon for various warning lights to come up on the vehicle dashboard after an LED retrofit.

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WINTER PRODUCTS & LIGHTING

“The situation with retrofit LEDs is somewhat ironic because any number of tests will prove that a welldesigned retrofit LED will set new standards for performance and safety.” Thirdly, and probably the largest ‘elephant in the room’, is the fact that legislation lags way behind technology, in the case of vehicle lighting. Regulations are all based around bulbs with filaments and, of course, LEDs don’t have them. Currently, in the UK, all retrofit LEDs – though not illegal to buy or sell – are currently only legal for off-road and competition use. That didn’t halt the sales retrofit LEDs, but, from 2021 , if a vehicle turns up for an MOT with retrofit LEDs, MOT centres have standing instructions to fail it, irrespective of any other issues, and it is an offense to drive on UK roads with them. In many parts of Continental Europe, things are starting to change and in half a dozen countries in Europe – including notably, Germany and France. Philips now has LED bulbs that have been passed to be road legal. The issue with this process is that each bulb has to be certified as fit for each model, so it is a slow and expensive business for the manufacturers. So far, the UK, has not yet followed suit and there is currently no date to review matters, but there is potential interest in at least looking at the issue.

The range

There is a full selection of Philips HID Xenon upgrade bulbs, and Lumileds also produces Philips LED retrofit LED headlamps, signalling and interior lights for all vehicle applications – all tested, controlled and certified to the highest ECE requirements, fulfilling the necessary performance and safety criteria to make them suitable for replacing halogen bulbs for all motoring circumstances. Richard Armstrong, Lumileds’ business development manager for automotive in UK and Ireland, said: “The situation with retrofit LEDs is somewhat ironic because any number of tests will prove that a welldesigned retrofit LED will set new

standards for performance and safety. “That said, overall, better bulbs light up the road more effectively and this is, of itself, reason enough to justify a lighting upsell, because headlights are, arguably, the best-value safety upgrade it is possible for customers to make. “Lumileds urges resellers and workshops to educate their customers about the benefits of upgrading headlights. Upselling offers a better profit margin and, providing quality bulbs are used, it not only alleviates any risk of comeback from customers but should actually enhance customer relations.” For more information about Lumileds, www.rdr.link/FAC017

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HYBRIDS & EVS

Dialling up performance and turning down the noise: Allied Nippon launches EV+ brake pads Allied Nippon is proud to announce the introduction of EV+, a range of brake pads engineered for EVs. With a fully featured and distinctive cosmetic design, the OEM is confident of making a strong statement with its all-new, EV-dedicated, ultra-quiet brake pad formulation. I

42 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

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HYBRIDS & EVS

EV+ delivers an all-new specification and each pad incorporates a range of features that Allied Nippon is confident enhances the overall product package: 1. Friction material: Allied Nippon EV+ brake pads feature a particular friction material selected for its low noise properties and consistent, stable stopping power. 2. BRAKEBOOST Instant Friction: The Allied red of EV+ brake pads is much more than a cosmetic touch; in fact, it is in a resinbased compound known as BRAKEBOOST, which is designed to provide instant friction during the bedding-in process. 3. Scorching: New to Allied Nippon EV+ brake pads is ‘scorching’, an additional heat treatment process that takes place after the pad is cured. Allied Nippon claimed this improves friction stability, particularly at high temperatures, and contributes further to the ultra-low noise properties of the pads. 4. Multi-material backing shims: EV+ pads feature multi-material backing shims and, where relevant to the application, additional stainless-steel shims. This helps reduce vibration and eliminate unwanted noise. 5. OE matching chamfers: An angled section on the perimeter of the EV+ friction material controls how the pad edge contacts with the brake disc. This ensures effective contact between pad

llied Nippon believes the EV revolution is well and truly here and moving forward at pace. With over one million EVs now registered on UK roads and the vehicle parc share for the powertrain growing year-on-year, Allied Nippon is confident now is the time to launch its dedicated EV+ range. Backed by the brand’s brake pad manufacturing capabilities, which sees Allied Nippon produce millions of brake pad sets for OE, private label, and ownbrand customers each year, EV+ has been designed and developed from the groundup to cater for the EV.

‘Dialled up performance with EV+’

The primary goal of any brake pad is to bring the vehicle safely to a halt, but EVs present notable challenges through a combination of weight and speed – there is no doubt that EVs are fast accelerating and heavy in equal measure. To combat these challenges, Allied Nippon’s development team have armed EV+ with a new friction compound, which is

and disc to reduce unwanted noise during operation. 6. Identification and branding: Every Allied Nippon EV+ brake pad is clearly marked with the part number, batch code, and the all-important ECE R90 reference. For an unmistakeable look, each pad is also branded with ‘EV+ by Allied Nippon’. 7. Environmentally sensitive: Allied Nippon EV+ brake pads are certified copper-free and ‘N’ rated by the AASA, safeguarding against marine habitat contamination.

heat-treated through a process known as ‘scorching’, and then finished with the brand’s BRAKEBOOST Instant Friction layer – in Allied red! These features combine to deliver “enhanced friction stability” for “superior stopping power”. Another major objective that Allied Nippon set out to achieve with EV+ is ultralow noise. The brand believes in safeguarding the “serene driving experience” delivered by the EV; at low speeds in particular, the typical EV is 10% quieter than an equivalent internal combustion engine (ICE) vehicle. Allied Nippon has harnessed a range of premium features for EV+ to turn down the noise and deliver AA-rated brake pads, which, during testing, achieved a peak output of just 88Db. EV+ project lead and Allied Nippon Product Development Manager, Matt Ellis, believes EV+ provides a genuine opportunity for both you and garages to upsell: “Allied Nippon has a track record for offering up premium performance without the premium price. With EV+, we have dialled up our performance levels even

“By effectively communicating the EV+ message of enhanced stopping power with ultra-low noise, motor factors and garages will truly be able to profit from this exciting new range.”

further, and this clearly warrants a higher selling price for the product range. However, for a brake pad that’s designed exclusively for EVs, EV+ remains competitively priced in the market. “By effectively communicating the EV+ message of enhanced stopping power with ultra-low noise, motor factors and garages will truly be able to profit from this exciting new range.”

Range focus

Launching EV+ to sit alongside the brand’s all-make brake pads, Allied Nippon has kept its range focused on the EV makes and models that “matter most” to you and garages. The initial EV+ range features 37 part numbers catering for popular marques, such as the Nissan Leaf, Renault Zoe, Tesla Model 3, and Jaguar I-PACE. In addition, where the model is an exclusive EV application with no ICE variant, EV+ will be the only Allied Nippon reference available moving forward. When can you access them? EV+ brake pads officially hit the market in late March, wrapped in a reimagined version of Allied Nippon’s ‘blue wave’ box livery.

For more information about Allied Nippon, www.rdr.link/FAC018

PROFESSIONAL MOTOR FACTOR FEBRUARY 2024 43

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HYBRIDS & EVS

xEV: VARTA prepares AGM for the future Did you know, as well as start/stop and ICE vehicles, nearly all xEVs (BEV, PHEV, FCEV, hybrids) require a 12V power supply? As cars become more electrified and autonomous, the traditional 12V lead-acid battery is taking on a new and challenging responsibility as a critical source of power across the evolving range of xEVs, according to Andy Cook, a member of the technical team:

here are an increasing number of electrified vehicles entering the market to support governmental targets of reducing CO2 emissions. Their emergence has intensified low-voltage power demands and is continually redefining the role of the 12V battery. Enhanced levels of vehicle electrification have driven the 12V battery to become a safety critical component, particularly if the high-voltage battery fails. An EV’s high-voltage lithium-ion battery powers the drivetrain and the propulsion system, however not the whole vehicle, and not all its electrical power devices. The internal electrical 12V power system with its comfort and critical safety features, is powered by a 12V battery. It works as a secondary power source for the vehicle’s electrical system and ensures that the car maintains its functionality while driving but also whilst parked, and the high-voltage battery is disconnected from the drivetrain. Comfort and safety features like lane assist, power steering and the brake booster are handled by onboard smart systems, which also draws power from the 12V system. The same goes for most of the car’s monitoring functions; it is, therefore, essential that a reliable 12V power supply is in good working order.

Why is lead-acid technology still being used in a modern EV? Lithium-ion technology is often considered

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the successor of lead-acid technology when it comes to batteries. However, it is not as inherently robust as other battery technologies and requires continuous monitoring by the battery management system. Overall, it is a very sophisticated technology. Lead-acid batteries, on the other hand, are known to be both reliable and affordable. Their wide operational temperature window intrinsically enhances the operational robustness of the entire

system. The safety record of lead-acid batteries makes them invaluable for Europe’s future low-emission mobility sector, plus lifecycle analysis of a vehicle’s environmental impact show that lead-acid has a lower impact compared to other technologies.

What makes VARTA AGM the ‘chosen ones’?

VARTA Absorbent Glass Mat (AGM) batteries have proven their reliability for many years.

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HYBRIDS & EVS

“Lead-acid batteries, on the other hand, are known to be both reliable and affordable. Their wide operational temperature window intrinsically enhances the operational robustness of the entire system. The safety record of lead-acid batteries makes them invaluable for Europe’s future lowemission mobility sector, plus lifecycle analysis of a vehicle’s environmental impact show that lead-acid has a lower impact compared to other technologies.”

Support available for the UK and Irish aftermarket

Our team provide several services, the newest of which are our suite of battery elearning, which are live in the VARTA Partner Portal. This complements our more traditional face-to-face-training. As well as access to the Battery Finder, fitting instructions and technical articles, registered Partner Portal users also get free access to a complete offering of digital training on basic battery knowledge, advanced passenger cars – including modules on hybrids and EVs – and CVs. How does it work? Simply login 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/FAC025 We are very pleased to be able to support the UK and Irish aftermarkets with these free-to-access e-learning courses, and hope that factor staff, in particular, find them useful and informative. Our intention is to provide bitesize online training, in addition to the face-to-face training we already deliver. It is their sturdy construction, behaviour and inherent safety that makes them the perfect companion in supporting the 12V electrical system of xEVs. The VARTA 12V battery portfolio is engineered to support both today’s and tomorrow’s EVs. Every VM is entering the EV market with battery electric or hybrid electric vehicles. Our products are fulfilling all OE requirements. That is why well-known manufacturers, such as Mercedes, VW and BMW, are fitting their cars with our

batteries; in fact, more than 60% of new vehicles in Europe are being factory fitted with a VARTA. Clarios, the parent company of the VARTA brand, has its VARTA Silver Dynamic AGM portfolio ready for xEV, now with added designation to the AGM labelling. Designed and tested together with VMs, our AGM portfolio for xEV is here! For more information about VARTA, www.rdr.link/FAC019

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What's New? New Tool Promotion out now!

New packaging

MANN-FILTER, the filtration brand from MANN+HUMMEL, has revealed its packaging has been been updated to be “fit for the future” – without changing the recognition of the yellow and green boxes. Every new box is designed with a visible QR code that links users directly to the respective item in the MANN-FILTER online catalogue. With just one click, the user has access to a wide range of information, such as links to vehicles and engines, dimensions, animated 360° illustrations and numerous product installation videos. Much of the new packaging has been designed with a ‘secure code’, an extension of the QR code, which will provide additional security. This will make it possible to use a smartphone to quickly check whether a product is an original MANN-FILTER item. WWW.RDR.LINK/FAC020

Seasonal offers are available in the latest edition of Sealey’s Tool Promotion. There are more than 14,000 products and 60 new lines to discover, with vehicle maintenance, heaters and lights key focuses. Furthermore, plenty of discounts on selected products within the portfolio can be found. A bumping mallet, for example, which has been designed with a hex head shape for evenly distributed force, and dashboard protection set, suitable for use during windscreen removal, are some of the latest vehicle maintenance solutions unveiled. Naturally, hand tools appear as well, plus there is a chance to win a “premium garage essentials” bundle, valued at £800. This includes a trolley jack, axle stand, creeper, impact wrench, inspection lamp and selection of hand tools. WWW.RDR.LINK/FAC021

Perceived dealer-only parts

Pedal pad? Ignition switch? Fuel filler cap? febi has it! It boasts a range of more than 34,000 spare parts, and not only does it cover the “typical” replacement parts, febi also carries products in its febiPLUS range that are “generally only associated” with OEMs. This febiPLUS range combines more than 2,200 specially selected articles of different product groups for current car models to provide an “alternative, value for money” repair option that otherwise would often only be available from the OEM. The wide febiPLUS range includes: ● Oil dipsticks and guide funnels ● Cabin switches ● Crankshaft ventilation parts ● Oil pans ● Cooling tubes and caps ● Camshaft adjusters ● Magnetic valves febi reported that reliability is its signature and is evident in its consistently high product quality. Various centrally controlled quality management departments work closely together to

achieve its goal. The product release processes are also important: before introducing a new spare part into the range, detailed initial sample tests are carried out in a test laboratory at the company headquarters in Ennepetal. Dimension (accuracy of it), material and workmanship (non-destructive and destructive testing) are analysed. WWW.RDR.LINK/FAC022

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Product Spotlight

Klarius supports aftermarket with ongoing new-to-range updates In an ever-evolving automotive landscape teeming with a variety of makes and models, the challenge for aftermarket support is not just keeping pace but staying ahead, according to Klarius. It believes the key to success lies in a proactive and responsive approach to product development, but how can this be achieved effectively? Klarius Sales Director, James Ellison, has his say: The first step in successful product development is a deep understanding of market trends. This requires dedicated specialists who continually analyse the diversity of vehicles and customer needs. By reviewing various makes and models, companies can ensure their product catalogues reflect the most current and demanded aftermarket needs. This strategic approach enables the development and launch of products at the best possible time, meeting market demands precisely when needed. While many companies may start with a focus on local markets, expanding their vision to include global trends can provide a competitive edge. This doesn’t mean losing sight of local needs but rather integrating them into a more comprehensive understanding of global demands. Such a holistic approach ensures products on offer are relevant and

48 PROFESSIONAL MOTOR FACTOR FEBRUARY 2024

available across diverse markets, reinforcing a supplier’s position as a leader in its industry. Being first to market with new products is a significant advantage in the competitive automotive aftermarket. A high rate of new product releases can set a company apart. This rapid development cycle is key to staying on top of demand, offering the latest solutions before anyone else. A wide product range must also meet the highest quality standards to ensure reliability and customer satisfaction. Certifications and endorsements, like those from the VCA in the UK or the TÜV in Germany, are vital as they attest to stringent quality control measures and enhance trust in a company’s products.

Product development Klarius’ products exemplifies these principles through its new-to-range

program. By adhering to these strategies, Klarius not only meets but anticipates the needs of the automotive aftermarket. Its commitment to continuous innovation, coupled with a keen understanding of market trends and a dedication to quality, positions Klarius as a leader in the industry. Its new-to-range program showcases how aligning market analysis, global vision, rapid innovation, and quality control can lead to success in product development. Klarius’ journey is a testament to what it takes to not just compete but excel in today’s dynamic market. By focusing on these core principles, the company ensures that your customers always have the right parts when they need them. For more information about Klarius, www.rdr.link/FAC023

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Product Spotlight Town & Country Covers dives into its manufacturing processes “We take real care when it comes to sourcing the material for our seat covers”: That’s the message from the company’s head of product design, Charna Cole, who explains the task at-hand when ensuring a quality product is delivered to market. To ensure it maintains high production standards when manufacturing its seat covers, Town & Country Covers undertakes a multitude of tests. These focus on the durability of the materials that are used. This is actioned by the team putting its seat covers through a range of tests, including tear strength by falling pendulum apparatus, seam strength and abrasion resistance. The covers are made from a 600-denier polyester with a waterproof polyurethane backing and are designed in the UK. The company reported it has total control over the process. Testing for zero water leakage and friction damage ensures critical parts of the cover perform correctly. It also uses overlocked seams for extra strength and durability. Town & Country Covers Head of Product Design, Charna Cole, said: “We take real care when it comes to sourcing the material for our seat covers, because we need them to perform in several key areas, such as being hard wearing, waterproof, visually appealing and comfortable, so there is a great deal to consider when we choose the material we use. “Alongside my team, I have the task of designing all the seat covers we manufacture, and there’s a lot of time and effort that goes into the process because we need to make sure that when we’re designing tailored seat covers, the pattern has to be exact to ensure the cover fits the

“We have such a fantastic reputation in the industry because we take pride in what we manufacture, which is why the quality is so high, and naturally we want to maintain that.” seat perfectly. We also need to consider factors, such as head rests, arm rests and air bag deployment, amongst other aspects, because all this needs to go into the design, and sometimes we do not have access to a seat to measure it fully, so there’s a lot of time that goes into ensuring it’s correct. “We have such a fantastic reputation in the industry because we take pride in what we manufacture, which is why the quality is so high, and naturally we want to maintain that. So, whenever we design something new, we want to know it’s the best and that customers are going to be happy with it.

We also want to make the fitment as easy as possible, so that may mean adding certain elements that will make fitting the cover simple.” Town & Country Covers has been operating for almost 20 years, making it one of the oldest seat cover manufacturers in the UK. It has a long-standing relationship with the AA, as well as with several VMs.

For more information about Town & Country Covers, www.rdr.link/FAC024

PROFESSIONAL MOTOR FACTOR FEBRUARY 2024 49

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ADVERTISEMENT INDEX Allied Nippon Europe ............................................................ page 9

Kalimex Ltd ............................................................................ page 25

www.rdr.link/FAC100

www.rdr.link/FAC110

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

MAM Software Ltd ................................................................ page 41

www.rdr.link/FAC101

www.rdr.link/FAC111

Ben .......................................................................................... page 45

MANN+HUMMEL (UK) Ltd .................................................. page 10

www.rdr.link/FAC102

www.rdr.link/FAC112

Castrol Ltd.............................. outside back cover, bound outsert

Mechanex .............................................................................. page 38

www.rdr.link/FAC103

www.rdr.link/FAC113

Clarios .................................................................................... page 28

REPXPERT (Schaeffler) ........................................................ page 17

www.rdr.link/FAC104

www.rdr.link/FAC114

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

Ring Automotive Ltd ............................................................ page 37

www.rdr.link/FAC105

www.rdr.link/FAC115

Esprit Windscreen Repair Equipment Ltd ...................... page 25

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

www.rdr.link/FAC106

www.rdr.link/FAC116

European Exhaust and Catalyst Ltd ................................ page 20

The Professional Motor Mechanic Podcast .................. page 46

www.rdr.link/FAC107

www.rdr.link/FAC117

Ferdinand Bilstein UK Ltd .................................................... page 4

www.pmfmag.co.uk ............................................ inside back cover

www.rdr.link/FAC108

www.rdr.link/FAC118

Jack Sealey Ltd ...................................................................... page 31 www.rdr.link/FAC109

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