Professional Motor Factor January 2021

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PROFESSIONAL

MOTOR FACTOR

BRAKES & CLUTCHES Why Spartan Motor Factors stocks the Textar brand

WINTER PRODUCTS & LIGHTING Face-to-face with Trico’s Andy Taylor

JANUARY 2021

BUILT ON EXPERIENCE How Aisin’s past has shaped its present

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 21 ISSUE 1 JANUARY 2021

CONTENTS

6-7

8-12

PEOPLE & INDUSTRY

NEWS

18-19

15-16

MARKET TRENDS & ANALYSIS

BUSINESS & TRAINING

REGULARS

BRAKES & CLUTCHES

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

How Spartan Motor Factors benefitted from stocking the Textar brand..................................23

News....................................6 Why EAG sought to distribute Rymec’s products ............................................................................25 Counter View ....................8 Shining the spotlight on Schaeffler’s clutch offering ......................................................................26 Appointments..................10 IAAF Update ....................12 Talk of the Trade.............18

WINTER PRODUCTS & LIGHTING

Environmental Insight ...21

Helping factors to cope with the increased demand for glow plugs ........................................27

Product Spotlight...........32

The importance of preparing for the winter period ........................................................................29

What’s New? ...................33

An interview with Trico’s Andy Taylor ..................................................................................................30

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VIEWPOINT

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

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

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

Moving forward At last, 2021 is here! Whilst 2020 saw businesses having to deal with a whole host of problems, there is a growing belief that the year to come will be less disruptive. Even though the finalisation of Brexit may prove to be a stumbling block, many component manufacturers have stressed that this will not affect the supply of parts to the aftermarket. What’s more, with vaccinations starting to take place across the country, it is anticipated that 2021 will not be beset by COVID-19 to the extent that last year was. With this in mind, there is certainly reason to approach the next year with optimism.

This attitude is demonstrated on page 12 by David Smith, Economics Editor of The Sunday Times. In his role as keynote speaker at the IAAF’s 2020 Virtual Conference, David laid out the likely impact of Brexit on the aftermarket, acknowledging that a nodeal Brexit was the “biggest threat” to the UK economy. Despite this, he did stress that he felt optimistic about what 2021 has to offer, and alluded to the “robustness” of the aftermarket, pointing to the year-on-year rise in used car registrations as evidence of its potential. My interpretation of David’s presentation is that whilst there will undoubtedly be obstacles to overcome, we are in a promising position and we can utilise the growing public need to repair rather than replace vehicles.

Also full of hope for this year is Kalimex, with the company’s Chartered Marketer Dee Blick discussing the upselling possibilities of the JLM Lubricants range on page 16. With the coronavirus pandemic affecting the attitudes and behaviour of end users, Dee points to the range’s capability to keep DPFs in line with specification without having to remove them. The cost-effective nature of this treatment is, according to Dee, ideal for motorists that want to get their vehicles repaired without having to spend a significant amount of money. This, coupled with the range’s “gold star reputation”, provides factors with an excellent opportunity to boost diesel repair sales.

So, as you can see, within the industry, there exists a genuine sense of positivity. We at PMF share this feeling, and for this reason, we want to shed some light on how the aftermarket is continuing to thrive. In this issue, you will notice a brand new feature – Environmental Insight. Its purpose is to demonstrate how to manage an eco-friendly business, and over the course of its run, various companies will contribute to it, putting forward their approaches to becoming more ecologically sustainable. This month’s edition can be found on page 21, whereby we look into how Clarios has attempted to achieve greater sustainability.

My hope is that we can take this optimism and use it to shape a fruitful year. We made it through 2020, and I see no reason why we cannot prosper in 2021.

Enjoy the issue and have a good month.

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

Ben Lazarus Editor

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NEWS IMI turns up the power on EV training in partnership with Vocanto The new partnership will see more than 45 eLearning modules launched at the start of 2021 for EV and light vehicles.

The Institute of the Motor Industry (IMI) is addressing the urgency for EV training with an exciting new partnership with international e-learning training experts Vocanto. Capitalising on its ground-breaking eLearning platform, the new partnership will see more than 45 of the IMI’s EV and light vehicle modules launched to the IMI’s network of approved training centres at the start of 2021, with further modules scheduled for launch throughout the year for other areas of automotive training.

Steve Nash, CEO of the IMI, explained why the partnership has come at such a critical time: “Currently, around 5% of UK automotive technicians are adequately trained to work on electric vehicles. The need to ramp-up this number was already taxing the best minds in the automotive sector, but that became even more

urgent when the Government confirmed the new date of 2030 for the ban on the sale of new petrol and diesel cars last month. The challenge – and especially while social distancing remains such an important factor for everyone’s health – is how to make this training as accessible as possible to those who need it.

“Vocanto is already well established as a market-leading eLearning tool in a number of sectors. Integrating the IMI training content into this platform therefore makes huge sense and we are excited to be rolling this out to our approved training centres from the beginning of next year.”

LSA Supplies is the latest name to commence trading in the automotive aftermarket, supplying garages in the south of England.

Started by Luke Sperring during the first coronavirus lockdown, the business is currently meeting demand from garages by focusing on a specific range of products and services, including COVID-19 safety products.

Luke previously worked for 10 years at southern parts distributor Havant Motor Factors. He worked in all areas of the business, occupying operational and sales roles, and learned the intricacies of running a successful motor factor. On the future, Luke commented: “We’ve received an excellent reception from garages and have operated an inclusive approach, working with other motor factors to ensure a consistent supply to garages at a time when demand is so high.”

“We’ve got big plans for growth and I want to thank suppliers for their support.”

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utah778/AdobeStock

LSA Supplies brings a new breed of motor factor to market

Nissens to acquire part of AVA Cooling Nissens has announced the planned acquisition of a selection of subsidiaries in AVA Cooling from Enterex International Group.

The acquisition includes AVA companies in Benelux, CEE, Denmark and the UK, and is an important element in Nissens’ plans to enhance its position within the aftermarket.

Executive Vice President of Nissens Automotive, Klavs T. Pedersen, commented, “We are very pleased about our announced plans for acquisition, and we look forward to working with the employees and the customers of AVA Cooling. We will actively maintain two separate brand lines in the market, and build on both the AVA brand and the Nissens brand. AVA Cooling provides a highly suitable response to a growing demand for a reliable and competitive product range for EC and AC applications, not least for the growing demand for ageing car parc applications.

“By joining forces with AVA Cooling, we continue to strengthen our service offers to the leading global players in the independent aftermarket.”

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ProMotorFactor

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

£0.5m pledged to Ben so no-one in automotive sector faces life’s toughest challenges alone Automotive charity Ben has received pledges worth around £0.5m following its recent rallying cry asking industry leaders for their urgent support amidst a 50% increase in service demand and a £1m income shortfall.

So far, a number of companies across the industry, including TrustFord, Arnold Clark, Auto Trader, Motorvise, Marshall Motor Group, CDK, MC Group, Hills Ford, and Chorley Motor Group have answered Ben’s rallying cry and pledged their support. Companies are being creative with ideas, such as donating this year’s Christmas party funds, ‘Charity of the month’ schemes, and donations linked to survey responses or profit.

The charity is also launching Do It 4 Ben, an exciting new way for anyone in the

virtual challenge event this month that everyone in the industry can get involved in.

To Do It 4 Ben, (including to take part in Ben’s Lucky Lotto!), go to www.rdr.link/FU001

industry to get involved and help ensure nobody in the automotive sector has to face life’s toughest challenges alone. As part of Do It 4 Ben, the charity will launch a fun new

Juratek joins IAAF membership

The Independent Automotive Aftermarket Federation (IAAF) has welcomed Juratek as its newest member.

With an emphasis on product quality, availability and customer support, Juratek has been distributing braking components to both the UK and international markets since 1995.

Beginning with CV products, the product portfolio now includes braking products for buses, and a full light vehicle range that also includes calipers.

The business will now have access to IAAF’s many benefits, including a free legal helpline, credit protection and advice, and a range of lifestyle protection plans, amongst others.

Toby Whewell, Sales and Marketing Director at Juratek, commented, “The IAAF does so much good work in fighting battles on behalf of our industry, and we look forward to playing our part.”

Mike Smallbone, Head of Membership Development at IAAF, added, “Juratek is an established and trusted brand within the industry and it’s great to have them on board for what’s sure to be another busy and exciting year ahead.”

All funds raised and donated will help automotive industry people improve their mental health, physical health and their wellbeing. It means Ben will be there to help in a crisis or if someone needs help with stress, anxiety, depression, money worries, or anything else.

Matt Wigginton, Fundraising Director at Ben, said, “We’ve been overwhelmed with the support from our industry so far in response to our urgent rallying cry – you’re all amazing! Every donation and offer of support makes a huge difference to people’s lives.”

Schaeffler embraces new way of recruitment from Glen Callum Associates Schaeffler UK is now benefitting from a new recruitment strategy, helping the company to source the best industry talent in the most efficient way possible.

Delivered by automotive aftermarket recruitment specialist Glen Callum Associates, the service is not only designed to source candidates, but also to deliver engaging bite-sized video interviews and accurate candidate testing.

This results in hiring decisions being formed from factual-based information through an informative process and not solely on interview performance.

The recruitment specialist is working to support companies with their recruitment strategy, as part of a wider plan to help businesses emerge from the pandemic in the best shape possible.

Glen Callum Director, Glen Shepherd, said, “People are what will help the UK aftermarket move forward in a post-COVID-19 world, and we look forward to working closely with the Schaeffler team to help them invest in the right people for the future growth of the company.”

Mark Dolloway, Sales Director at Schaeffler, added, “Glen Callum Associates excels because of its specialism in many sectors. We are delighted with the company’s dedication, and they play a crucial role in the development of our business.”

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PEOPLE & INDUSTRY

COUNTER VIEW

‘Now is the time to reassure our motorists of our reliability.’

Lee and Hayley are on-hand to discuss the lessons they learned from a difficult 2020, and how these can stand them in good stead for the year to come.

HAYLEY PELLS

LEE GRATTON

Director, Avia Autos

General Manager, Spartan Motor Factors

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ith 2021 underway, motor factors will have to continue to evolve to face the challenges ahead.

The coronavirus pandemic has already changed the way we operate on a day-to-day basis.

Over the last few months, we have adapted our business so that we can react instantly when a positive result for COVID-19 is reported to us.

We had one case recently whereby a member of staff tested positive for COVID-19, resulting in five additional staff members from the same branch having to self-isolate.

This led to the closure of the branch for 10 days.

Fortunately, we have a large enough branch network to continue to service our customers.

We now have a response team in place. Our IT team can set up remote working for any member of staff anywhere in the UK, giving them full access

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to Spartan’s MAM system, allowing our sales advisers to work from home when necessary. This has proven to be highly effective in order to maintain our service levels.

Many of our sales advisors have commented that having the ability to work from home during this time has been a huge benefit to them both financially and mentally.

Brexit will be our next challenge. We have been informed by some suppliers that there will inevitably be price increases adopted over the next few months. The threat of border delays is a concern; currently, we replenish our stock on an overnight basis, and border delays will lead to suppliers and motor factors stockpiling.

Unfortunately, this extra inventory will incur significant additional costs for both factors and suppliers.

8 PROFESSIONAL MOTOR FACTOR JANUARY 2021

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hat 2020 reinforced for me is that agility is key to survival. Relying on how things were always done will not ensure the long term health for even the most established of businesses. Sir Philip Green’s contempt for his digitally native competitors, and reliance on his consumers to behave in the way he believed they always would took not only his portfolio of high street businesses, but also dragged Debenhams into his quagmire.

The mess reopened the recent wounds of the pensions scandal of BHS, leaving consumer confidence in large brands shaken, and looking to support smaller businesses as a result. Tesco, sensitive to public opinion on the cusp of the busiest time of an already busy year, has swiftly deployed a charm offensive of publicly handing back their grants, subtly reminding us of their provision of employment, the food we eat, and some much needed cheer in volumes of alcohol delivered. Every large supermarket scrambled to follow suit, the public took notice, and again voted with

their money.

What can this teach us about the aftermarket? I have seen a surge in new clients, ones that have been disappointed that their dealerships seemingly abandoned them; unable to open their retail arm, their workshops did not open either.

Nervous about the cost and reliance of new technology, coupled with a real beta max fear of being caught with an expensive vehicle with the wrong plug, my existing motorists are now more interested in preventative maintenance. Job uncertainty and the collapse of familiar brands have encouraged a reluctance to purchase a new car, and it appears my anecdotal experience is supported by the figures from GiPA and SMMT. The short term will mean an ageing car parc, one which we can support if we can get the quality parts to keep them on the road. Now is not the time to be like Green and to think about the fast buck, now is the time to reassure our motorists of our reliability.

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PEOPLE & INDUSTRY

APPOINTMENTS

Movers & Shakers

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

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UKLA

DVSA Loveday Ryder has been appointed as the new Chief Executive of the Driver and Vehicle Standards Agency (DVSA).

Department for Transport Permanent Secretary, Bernadette Kelly, said, “I’m delighted to welcome Loveday Ryder to the department in her role as Chief Executive of the Driver and Vehicle Standards Agency. Loveday’s wide range of experience will be invaluable in helping DVSA overcome the operational challenges created by the impact of the coronavirus pandemic.

Loveday Ryder was appointed as BPDTS’s Chief Executive Officer in January 2018. BPDTS provides specialist digital technology services to the Department for Work and Pensions.

On her appointment, Loveday commented: “I’m thrilled and excited to be joining DVSA, whose people are so passionate about helping everyone stay safe on Britain’s roads.

“I want to help build on the successes already achieved through DVSA’s five-year strategy, and I’m looking forward to supporting DVSA colleagues in the vital work they do to help achieve the vision we all share – safer drivers, safer vehicles and safer journeys for all.”

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The United Kingdom Lubricants Association (UKLA) has appointed Darren Frogson, CEO of Exol Lubricants, as its new President.

As President of UKLA, Darren will act as a voice of the industry, tackling any potential issues head on and supporting members through the transition away from the EU and towards a net-zero economy, ensuring businesses thrive in a post-COVID-19 era.

With more than 25 years’ experience in the industry, he has watched the sector grow and evolve, and is excited about the role lubricants have to play in the future. He had this to say: “This is an important year for our sector and one that could shape the industry for many years to come. I look forward to working hard to maximise the opportunities that await. It’s an exciting time, as more lubricants than ever before can be made from sustainable sources, which is good news for the environment and our sector as a whole, and what we need to do now is spread this message far and wide.”

Corteco Bringing a wealth of knowledge and experience to his new team, Nick Racklyeft has joined Corteco as its new Sales Manager.

Nick brings with him over 20 years of experience in the automotive aftermarket, having worked with various OE manufacturers, in addition to wholesale distribution.

Corteco regards his influence on sales and business development as substantial, and claims that he possesses an excellent record in the UK aftermarket, working with Ring Automotive, and having been a part of the Osram Group, as General Manager.

Due to his expertise, he will be leading the sales team and will support strategic initiatives for sales, as well as working on various development projects and working closely with the company’s partners.

Melett Turbocharger and parts specialist Melett has appointed Darren Johnson to the position of Group Sales Director.

Darren, who was previously Head of Sales at Melett, will now be responsible for the execution of the wider sales strategy in the group.

Beginning his career at Melett nearly nine years ago as a Sales Engineer, he brings a wealth of insight and experience to the role, where he aims to push the company’s core goals and objectives far and wide throughout the industry.

On his new role, Darren said: “Looking ahead, I’m excited about the prospect of working on the strategic direction of the business in order to further support our global customers. We will continue to strengthen our focus on working collaboratively with our partners, emphasising the opportunities that exist and demonstrating how Melett can help businesses grow.”

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PEOPLE & INDUSTRY

COMPANY PROFILE

One for the history books PMF looks back at the history of Aisin, as well as where its future lies.

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he Aisin Group comprises several automotive companies and is led by Aisin Seiki, the foundation behind the company, which was founded in 1965.

Throughout its history, Aisin has strategically expanded and adapted its business operations to meet the everdiversifying needs of the automotive industry. Each company has a team of experts working with highly advanced technology. The Aisin Group’s product line covers almost every element of an automobile.

Back through time

In 1943, Tokai Koku Kogyo was established (although it was later renamed Tokai Hikoki), producing aircraft engines. Soon after, in 1946, the company began to incorporate the use of its first home-use sewing machines.

The following year came its first clutch disc.

Fast forward to the 1960s, and in 1961, Tokai Koku Kogyo became the first company in Japan to create the two-speed semi-automatic transmission. Then, come 1965, the company merged with another to officially form Aisin Seiki. The idea behind the merger was to combine in order to achieve common goals, and to strengthen Aisin Seiki’s corporate structure and international competitiveness.

1970 saw the company’s first overseas expansion. Aisin USA was established in anticipation of the growing export of automotive components and its successful transformation into a global company.

On top of this, the European subsidiary of Aisin has been based in Belgium since 1971, and is responsible for the import, export and sales of automotive parts for OEM and the aftermarket.

The company attributes its success to the development of added-value products for the automotive industry. It also remains active in various other fields, including mobility services, energy and home goods, as well as wellness-related products.

‘Quality first’

Since the very beginning, Aisin has claimed to have dedicated itself to adopting a ‘quality first’ mind set – a principle that defines the company, from product development and assurance through to customer satisfaction, the environment, and its sense of social responsibility and contribution.

With a constantly active approach, Aisin Aftermarket has based its essence on two important aspects. Firstly, it seeks to be a proactive supplier that appeals to the customer and the market, and on top of this, it strives to not only provide ‘things’ to

customers, but also value that goes along with its products and services.

What does the future hold?

Moving forward, the company is committed to enriching automotive experiences that will allow its customers to continue driving their cars with increased safety and comfort.

Aisin produces parts for Japanese and Korean cars and brands, with models that it claims set the world standard for reliability and performance. The company’s expertise in manufacturing and design engineering has had an influence across the European car parc, with new OE parts added regularly for leading global brands in the western world. It has extended its capacity and portfolio to reach further into Europe with the same production standards, meaning that even more car brands and parts than ever are now available with the reassurance of the Aisin name.

Aisin is now known as the second largest Japanese automotive parts supplier worldwide. The company’s aftermarket branch has more than 400,000 products in stock and ready for distribution – covering 10,300 different items for clutch, cooling, braking, drivetrain and engine.

For more information on Aisin, www.rdr.link/FU002

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PEOPLE & INDUSTRY

IAAF UPDATE

U P D A T E

The year that nobody predicted PMF reports on the IAAF’s 2020 Virtual Conference, which looked back on the past year and gave an insight into what is in store in 2021.

As was the case with the recent IAAF industry briefing, the federation’s annual conference took place on a virtual platform. Kicking off proceedings was Wendy Williamson, IAAF Chief Executive, who began by reminding those present that 2020 was “A year unlike any other”.

Despite this, she was intent on searching for positives; the IAAF had an “incredible” and “busy” year, with successful lobbying activity with various Government divisions over a wide range of matters of concern, including the cancellation of the MOT postponement, type approval consultation, and avoiding the scrappage scheme.

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12 PROFESSIONAL MOTOR FACTOR JANUARY 2021

However, she was also keen to stress the difficulties facing the industry; vehicle manufacturers are not complying with type approval legislation; block exemption regulation expires in the coming years, and cybersecurity also looms large, with Wendy noting that this is “possibly the biggest threat yet to our sector, so we have our work cut out yet again.”

Following Wendy was the conference’s keynote speaker, David Smith, Economics Editor of The Sunday Times, who wanted to lay out how Brexit is likely to affect the UK economy and the aftermarket. Noting that amongst new COVID restrictions, a

no deal Brexit is the “biggest threat” to the UK economy, but nevertheless, “the second-hand car market is robust”, with used car registrations up from the same time in 2019. Labelling the ongoing Brexit discussions as “a difficult negotiation”, David stressed that the chances of achieving a deal were only slightly above 50-50, and echoed his thoughts that “The Government should have extended the Brexit transition period once the COVID crisis took hold.” Adhering to the clear damage being done to the automotive sector in the form of a cut in vehicle production by roughly 2 million, David noted: “We should worry about both a no deal Brexit and a thin deal”, with Brexit causing more damage in the long term to the UK economy than COVID-19.

Unfortunately, he insists that any deal that

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PEOPLE & INDUSTRY

is agreed will be a “long way from the promises made in the lead up to the 2016 referendum”. However, despite the challenges that this is likely to bring, David ended by stressing his optimism for what 2021 has to offer.

IAAF UPDATE

“The car parc will age much faster than it probably ever has before in the UK, which is a good thing for the aftermarket.”

Old but gold

Following a quick ‘stretch break’, GiPA UK’s Quentin Le Hetet ran the virtual audience through the expected long term impact of COVID-19 on the aftermarket. After looking back at the focus points of both the previous decade and 2020, Quentin predicted that in 2021 and beyond, the structure of the car parc will change; the economic situation caused by COVID-19 will see people likely to continue to stick with their vehicles, with motorists seeking to repair rather than replace. As a result, the aftermarket will largely see older vehicles with more familiar engine types, at least for the time being. He then went on to analyse the pandemic’s effect on the automotive sector as a whole, alluding to business struggles and a fall in new car registrations. Quentin did shed some light on how this would benefit our sector; with motorists not buying new cars, “the car parc will age much faster than it probably ever has before in the UK, which is a good thing for the aftermarket”. His presentation also focused on a change in driver behaviour, with the 2020 level of mileage not reaching that of previous years as a consequence of lockdowns and a greater emphasis on working from home. Finally, Quentin addressed the UK Government’s decision to bring forward the ban on the sales of petrol and diesel vehicles, pointing out that “electric vehicle sales will continue to increase”. With diesel registrations suffering due to the legislation, Quentin saw the imminent rise in diesel vehicles

requiring aftermarket care as having “lots of potential”. His take-home message was that the aftermarket “needs to start planning for its electrified offer”, emphasising the need for training and for a balance to be struck “before it’s too late”.

Next up was Glen Shepherd, Andy Lees, and Rachel Clift, from Glen Callum Associates, PG Automotive, and Ben, respectively, to discuss how people have been affected by the pandemic in terms of employment and mental health. Glen highlighted that in April, automotive job adverts were down by roughly 80%, with employers wanting “more with less”.

Thankfully, he noted that since then, vacancies have seen a gradual recovery.

Andy then went on to evaluate the “chaos” that the first lockdown caused, with motor factor sales suffering between March and May, before picking up – albeit not to previous levels – until September, and then falling again. He did, however, put a positive spin on the situation, noting that “motor factors have been busy, with many opening new branches”, which will inevitably lead to greater recruitment opportunities. Finally, Rachel informed the audience that Ben, the automotive charity, had seen a 95% increase in helpline enquiries over the past year, with over half of the calls in the last six months relating to urgent needs, such as a lack of income. She also stressed that the pandemic has led to a rise in reported mental health cases, but insisted that Ben

was there to help, adhering to its branch of support networks.

Cyber security

Before Mike Smallbone, IAAF Head of Membership Development, and Terry Knox, IAAF President, rounded off the conference, FIGIEFA’s Technical Director, Ronan McDonagh, took a look at what the United Nations Economic Commission for Europe’s (UNECE’s) latest cyber security legislation would mean for the aftermarket.

Stressing the need for cyber security processes, with “the risk of vehicle hacking increasing exponentially” as vehicles become more “connected, autonomous and defined by their software”, Ronan noted that they would ultimately affect the entire aftermarket supply chain. For parts, for example, he posed the question of whether it would be necessary to assess cyber security relevance, such as for a part relating to the electric mechanism of the vehicle. If the answer was yes, a compliant cyber security management system would need to be put in place, and the part would have to be designed according to the specifications of the vehicle’s model, which would require assistance from vehicle manufacturers. Ronan described this as “tricky”. Ultimately, he emphasised that new requirements would need to be put into place to protect the aftermarket, and he implored the audience to support the IAAF’s efforts to secure them.

For more information, go to www.rdr.link/FU003

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BUSINESS & TRAINING

SOFTWARE

A shrewd investment Two figures from KCS explain how MAM Software customers will benefit from the company’s renewed focus on ecommerce and digital technologies.

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AM Software, a Kerridge Commercial Systems (KCS) company, recently announced the formation of a new strategic Ecommerce Division within the group. The company, with operations across the globe, has recently seen a significant focus on ecommerce and digital technologies.

Announcing the investment, Tom Jackson, Director of Product Management at KCS, said: “MAM customers have looked to us to provide solutions that can help them meet the challenges posed by the recent pandemic, including changes to their business models.

“This is why we have accelerated the introduction of a new range of web-based products that are designed to enable MAM customers to build a sustainable and profitable web presence. Our teams have worked tirelessly to introduce innovative and quick-to-deploy digital solutions; we have already delivered on this, and are committed to continuing to do so.”

The initiative is designed to enable the group to further consolidate its ecommerce platforms, and focus on the delivery of core solutions across its product portfolio.

Tom added: “Bringing our resources together and recruiting additional colleagues to create this dedicated team will ensure we meet our customers’ digital needs now and for years to come.”

Giles Greenslade, Business Development Director for Ecommerce at KCS, explained that the new division will strengthen KCS’s’ value proposition and offer businesses in the automotive aftermarket additional routes to market. He commented, “Adding new and innovative ecommerce solutions to the KCS portfolio provides our customers with a one-stop shop for their digital needs. This new

“One of the main benefits for MAM customers is that the web solutions will work alongside their existing business management software”

division will give us the additional resources we need to further expand and enhance the range of products we currently offer.”

Giles highlighted that one of the main benefits for MAM customers is that the web solutions will work alongside their existing business management software – a platform they are already familiar with.

“We’re not asking customers to change their business to work with a website – the website will work with the KCS business solution they already deploy.

“For products such as WebTrade, the information is being directly fed into the website from a back office Autopart system. Whoever is administrating the site doesn’t need to worry about keeping on top of the latest product data, prices and stock level; the integration with Autopart makes this process much simpler.

“I’m really looking forward to working with our customers to develop their strategies and to make sure that they really benefit from this significant investment.”

For more information on MAM Software, www.rdr.link/FU004

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BUSINESS & TRAINING

UPSELLING

The time is now

Kalimex’s Dee Blick highlights why JLM Lubricants’ products should be flying off motor factors’ shelves in 2021.

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t the JLM online conference in December 2020, the rallying cry to distributors was that 2021 was set to be the year in which professional motor factors were going to see a big demand from their trade customers for JLM Lubricants’ products. If you have yet to experience the profit power of the JLM product range, I hope that by the end of this article, you’ll be contacting Kalimex to become a JLM ‘super seller’ stockist in 2021. The products in the range enable factors to target trade customers with a product range that is developed for the trade and tested by the trade.

So, why are technicians ‘repeat purchasing’ JLM products?

In the last 10 months, we’ve seen a steep rise in technicians ordering JLM products from their stockists and placing repeat orders. The pandemic has seen driving patterns change, with motorists keeping their car on the road for longer. ‘Repair, don’t replace’ is the new normal, and because of stop-start, short journey driving, cars are turning up at workshops in their numbers with problems surrounding badly blocked DPFs. With JLM Lubricants’ products, a technician is able to clean the dirtiest of DPFs without removing it, and many now recommend JLM products for customers to

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16 PROFESSIONAL MOTOR FACTOR JANUARY 2021

use in between servicing to keep the DPF in tip top condition. Barry Lawson, DPF Doctor at Ewan Lawson Motors, commented, “We have the entire range of JLM Lubricants’ DPF products. Which product to use comes down to what we find during the assessment. If a DPF is slightly outside of its specification, a can of the JLM Diesel Particulate Filter Cleaner added to the fuel tank, along with an extended road test, is an excellent way of bringing it back in line to the specification. We get vehicles in nonstart conditions because the DPF is badly blocked. Here, we use the JLM Clean and Flush Pack. This is injected directly into the

DPF using the JLM DPF Toolkit. Our JLM product orders have tripled in the last year alone. Good business for our stockist, good business for us!”

According to Darren Darling, The DPF Doctor and a brand ambassador for JLM Lubricants’ products, it’s easy to sell JLM products because they have a gold star reputation. Darren said, “JLM Lubricants make superb quality DPF products – designed for the trade and tested by the trade. Combined with our diagnostics experience, they enable us to offer a premium service to customers at a fair price. Our network of DPF specialists

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BUSINESS & TRAINING

Stocking JLM products Here is the JLM range. Each product has its own speciality, and to help, I’ve laid them out.

DPF Cleaner A platinum/cerium formulation for use at the first warning of a blocked DPF. Simply added to the fuel, there’s no need to remove the DPF unit. 씰 Significantly prolongs the life of the DPF. 씰

DPF Refill Fluid 씰 For on-board DPF regeneration dosing systems. 씰 Suitable replacement for all OEM fluids of this type.

Professional DPF Cleaning Toolkit and Flush Fluid 씰 Superb quality professional kit.

Enables a technician to clean a severely blocked DPF in a few hours without having to remove it from the vehicle. 씰 Technicians can keep DPF business in-house.

Petrol and Diesel Injector Cleaners 씰 Used at every service. High quality fuel system cleaners.

Petrol and Diesel Emission Reduction Treatment 씰 Ideal for pre- and post-MOT to prevent emissions failures, and to protect the CAT and DPF.

Diesel Intake Extreme Clean Toolkit 씰 Intense and gentle detox treatment for contaminated air intake system to restore performance.

Diesel/Petrol EGR Cleaner 씰 Effective maintenance spray for the air intake and EGR valve.

Diesel Extreme Clean 씰 Powerful all-in-one blend of high-end chemicals to detox the entire fuel system, including turbo, EGR and DPF. Petrol GDI Injector Cleaner 씰 A unique product specifically developed to clean GDI injector tips.

Petrol Extreme Clean 씰 Very strong all-in-one blend of highend chemicals in-tank additive to clean the entire fuel system.

Bortec Oil Additive 씰 Friction reducer boasting the latest technology, employing completely soluble Boron. Highly effective chemical for high temperature and high-pressure engines.

Engine Oil Flush 씰 Gets the most out of new oil by cleaning out more dirt and contamination when draining the old oil. Used with every oil change.

UPSELLING

“Good business for our stockist, good business for us!” choose JLM products and the JLM professional toolkit for DPF cleaning because they work first time, are superbly engineered, and are proven to fix even the most challenging of vehicles.”

You can recommend JLM products to your customers with confidence, knowing that respected specialists like Darren recommend them. In 2020, the opportunity existed for you to promote JLM Lubricants’ products, but now, it’s even bigger! Why? Because motorists want to keep their existing cars on the road for longer with repairs that don’t cost a fortune, and they want to use products that they can use in between servicing to keep their car in good condition. On top of this, technicians want products they can trust to work, products that keep the income in their workshop and their customers’ bills down.

Let Kalimex help you to sell these highmargin products. Ask about JLM Drive, our in-house magazine for your trade customers. It contains eye-catching promotional materials and gifts, product sheets, testimonials, and practical marketing support. Let’s accelerate your JLM sales in 2021.

For more information of JLM Lubricants’ products, www.rdr.link/FU005

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE Starting off the January issue was Hayley Pells, who assessed the best way to deal with a bad review. Although she admitted that she was initially upset to receive a one star review, Hayley used this as a way of understanding and subsequently improving the way she ran her business. According to Hayley, it is first essential to understand why the bad review was left and whether the reviewer was justified in leaving such a review, and if this is the case, it is important to take ownership of what happened, respond politely, and offer to take the conversation offline. With potential customers unlikely to be deterred by the odd negative review, Hayley suggests not removing it from public view, as a negative opinion amidst an array of positivity can add authenticity to the process. Responding to a bad review can demonstrate confidence in the business and the brand, whilst dealing with it honestly, fairly and politely advertises belief and sincerity. Taking this approach improved Hayley’s business as a whole, and despite being a garage owner, her processes in this case can also be applied to factors.

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

Next up was the Oils, Lubricants & Additives feature, whereby Andrew Goddard from the Verification of Lubricant Specifications (VLS) discussed the importance of renewing Motor Vehicle Block Exemption Regulation (MVBER) for the lubricants sector. Andrew claimed that without the legislation, the role of the aftermarket in repairs and maintenance, as well as in providing OEM quality parts, might well change. The Union of the European Lubricants Industry (UEIL) strongly supports the renewal of MVBER, recognising it as ensuring fair and healthy competition in the automotive sector. Its members believe it provides an adequate legislative framework to guarantee a level playing field between all operators. It is believed that the UK will follow the EU’s lead in determining whether the legislation is retained, scrapped, or amended. According to Andrew, the principles of a free and open market are as critical as ever, as they guarantee consumer choice and enable VLS members to provide OEM quality lubricants to the aftermarket.

Following this, Morris Lubricants ran through its motivation to produce high quality products, and how it goes about doing so. Claiming that supplying quality oil is a “moral obligation”, the company’s Automotive Product Manager, Adrian Hill, went on to dismiss the importance of price in producing such oil, noting that “price should be secondary in the decision-making process”. When a new market requirement is identified, Adrian and his team will work with trusted and globally recognised base oil and additive providers to develop the correct formulation, which is then blended in-house. The company is able to support any claim that it makes about its products by providing documentation including data sheets, letters from technology manufacturers, and if needed, formal approval from the OEMs. Adrian himself sits on the VLS’s review panel to ensure that customers are protected from less reputable oil blenders that “devalue the quality approach of reputable oil blenders”.

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The Diagnostics & Engine Management feature began with an insight into the addition of an enhanced ‘Visual Inspection’ feature for Denso’s e-Videns diagnostic tool. The update has increased the tool’s speed and coverage, as well as allowing technicians to completely customise the inspection by selecting from a range of modules, tailoring the checklist and order to suit the vehicle and the time available. The ‘Visual Inspection’ feature gives technicians a thorough checklist of more than 100 parts to inspect for wear and tear, covering a variety of categories, including general and OEM maintenance, service acceptance checks, and seasonal checks. The user has complete control over which type of check is applied, and in what order, resulting in ‘Visual Inspection’ being a flexible tool that is suitable for any form of vehicle assessment. The e-Videns tool itself is an end-to-end vehicle inspection software system for the aftermarket, and is renowned for its ability to manage every aspect of the process.

Up next was a look into Delphi Technologies’ ADAS offering.

BorgWarner’s Delphi Technologies Aftermarket solution is aimed at providing garages with a new type of service to their repertoire and increasing their profitability. Delphi estimated that more than 40% of

INSIDE THE ISSUE

new vehicles will be fitted as standard with at least two types of ADAS, and this is only likely to grow.

ADAS calibration represents a great opportunity for garages to offer safety-critical systems to their customers and subsequently grow their business. The company’s ADAS programme includes a modular kit that works in combination with the existing DS Diagnostic tablet and software. The basic kit comprises a main support, adjustment bar with lasers, claws on rims, graduated supports and mirrors, as well as a range of accessories, such as target panels for the calibration of front cameras of a variety of popular brands.

Finally, FlexFuel explored the possibility that the impact on new car sales will provide the aftermarket with an opportunity to cash in on added value services. With the trend of falling new car sales set to continue, the motor vehicle repair industry is set to continue to increase. Posing the question of how the aftermarket can look to generate incremental revenue, the company adhered to hydrogen engine treatment, claiming that introducing hydrogen gas to the engine in a higher density results in a better clean. It then alluded to its Hy-Carbon solution, with David Johnson, owner at DNA Automotive Solutions, commenting: “We’re finding that it is a fantastic tool to have in the workshop, and it definitely pays its costs each month, with some new custom being generated off the back of it.” Another customer, Neil Chapman, added: “In only a few months, I purchased the machine outright; I could see that this would be the most profitable machine in my workshop.”

FlexFuel’s take-home message was that the aftermarket has an opportunity to do something different and look towards new technologies which are proven to provide revenue return for garages.

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ENVIRONMENTAL INSIGHT

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TAKING THE INITIATIVE IN THIS MONTH’S EDITION OF ENVIRONMENTAL INSIGHT, PMF LOOKS AT HOW CLARIOS HAS SET ITS STANDARDS FOR GREATER SUSTAINABILITY.

attery manufacturer Clarios has been promoting its sustainable initiatives of late. According to the company’s Vice President, Christian Rosenkranz: “Our commitment to the environment is an important part of our corporate responsibility. We constantly strive to minimise the environmental impacts of our products and processes.

Sustainability is one of the key principles of our company. Our technologies and processes set standards in the industry for health, safety and environmental protection in both production and recycling.” Clarios claims that all of its environmental and energy management systems are certified to the relevant ISO standards, and Christian added: “This is the cornerstone on which we are building our enhanced sustainability concept.”

Closed loop

Working in conjunction with customers and partners, Clarios has developed a reliable and established closed loop recycling system. Within Europe, this enables more than 98% of lead batteries from vehicles to be recovered and a large proportion of the materials contained to be reused. As a result, 90% of the materials in lead-acid batteries can be recovered and recycled. 75% of the lead in European lead-acid batteries is now obtained from recycled sources. Clarios’ global recycling network means that automotive batteries are the most recycled consumer product in the world’s major economies – ahead of aluminum, paper, tyres and glass. This conserves resources and prevents greenhouse gas emissions caused by the purchase of new battery materials. In addition, sustainability managers at Clarios are instructed to provide regular training for all employees and encourage them to submit their ideas for improvement. This has resulted in a 25% reduction of energy consumption and a 35% reduction of water consumption in the battery manufacturing process in just 10 years.

Furthermore, Clarios’ developments help consumers to save energy, protect the environment and reduce fuel consumption. For example, eight out of 10 new vehicles with fuel-saving start-stop technology are equipped with an AGM or EFB battery from Clarios, according to the company.

Responsible cooperation

Clarios is a signatory to the Global Compact of the United Nations. The company has committed to 10 universal sustainability principles and takes responsibility for human rights, labour and environmental protection, as well as anticorruption measures. Christian continued, “We take our duty of care very seriously, and even go above and beyond this. We are fully committed to compliance with all international standards for a sustainable supply chain. Because of this, we also require that our suppliers meet our industry-leading sustainability standards.”

Making the world a better place

The Clarios Foundation plays a special role, focusing on children’s health. Together with UNICEF and the US non-profit organisation Pure Earth, the Clarios Foundation has launched the Protecting Every Child’s Potential (PECP) initiative to prevent children from being exposed to lead. “This has brought us another step closer to our goal of making the world a little better,” concluded Christian.

To view Clarios’ sustainability video, www.rdr.link/FU006

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BRAKES & CLUTCHES

The right brand Spartan Motor Factors’ General Manager, Lee Gratton, discusses how stocking the Textar brand has helped the company to increase its offering and bottom line.

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otor factors need to stock a wide selection of products to meet every need a garage may have. It’s not just the products we have to think about, it’s also the brands too, particularly for more specialised dealers.

Spartan Motor Factors operates from 13 sites in Avonmouth, Weston Super Mare, Bristol, Cardiff, Bridgend, Tredegar, Blackwood, Williamstown, Cannock, Whitchurch, Newport and Swansea, with two more depots due to open in Wales this month. Boasting a large delivery van fleet of more than 100 to service our 3,000 account customers, we are focused on being the number one choice in the area for workshops.

We are constantly looking to adapt and evolve our product range to meet our customers’ demands. One way we have done this is by selecting to stock the right brands that our customers want and need.

For our premium braking solutions, for example, we work with TMD Friction to stock its Textar brand.

As an OE brand, Textar is a particular hit with our BMW and Mercedes specialists which require a premium product that is equivalent to the original equipment. It is also a recognised brand within the industry and has helped us to make the sale when our customers are looking for a premium quality product.

In addition to the prestige we get from stocking Textar, the support we receive from the team is second to none. We have a regular supply of branded overalls and merchandise that we can send to our garage customers – something that always goes down well with the technicians.

The team is also always on-hand to support us, from helping us to educate customers on the products and prove why they should choose Textar, to more technical advice and support on best practice procedures. They have us covered.

Being associated with the brand has really helped to elevate our position within the marketplace and increase our sales. As a result of the success we have had from stocking Textar, we have also recently chosen to stock TMD Friction’s Don brand as our mid-tier braking option.

Again, it’s a recognisable brand known for quality at a reasonable price and is perfect for customers wanting a reliable product that’s not going to break the bank.

We are committed to growing our network of branches at Spartan by offering our customers unrivalled service and excellent product choices. Our dedication to quality has ensured our continued growth, and working with TMD Friction has helped us to achieve this.

In a competitive market, garages judge us on several factors, including product choice, price, and delivery times. Whether it’s a specialist dealer that requires premium OE equivalent pads or a workshop that just wants a reliable, quality product that suits the customer’s budget, by choosing the right brands, it can often help to get the sale.

For more information on Spartan, www.rdr.link/FU007 For more information on Textar, www.rdr.link/FU008

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BRAKES & CLUTCHES

Excel and grow Excel Automotive Group’s Managing Director, Adrian Lamb, tells PMF about the company’s agreement to distribute a new range of clutches.

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xcel Automotive Group (EAG) recently announced that it will be distributing Rymec clutches to the aftermarket.

Rymec has been a prominent name in the automotive aftermarket for nearly 40 years, providing high quality clutch kits and transmission parts. Its components are accredited to ISO9001 and ISO14001, giving customers complete peace of mind when fitting them.

Encompassing an extensive selection of clutch references that have been developed to provide the marketplace with an affordable, full specification offering, EAG is able to deliver the Rymec clutch range from its Leeds-based distribution centre. With full sales support, 24/7 online ordering, full listing on TecCom and next working day delivery or same-day local delivery, Rymec provides an ideal

aftermarket solution for any clutch and transmission requirement.

We’re very excited to begin distributing Rymec clutches. Rymec has been a respected company in the UK aftermarket for decades, and we can’t wait to introduce our customers to the brand and expand our product offering.

“Rymec has been a respected company in the UK aftermarket for decades, and we can’t wait to introduce our customers to the brand”

EAG has had impressive growth this year, and we’re committed to assisting our customers as much as we can. One of the ways we can do this is by continuing to offer them exciting and high quality products, as well as to provide them with the great level of customer service and delivery we do. I’m committed to keep growing at the rapid pace we are, and achieving our development plans for 2021, so we’re thrilled that Rymec is going to be a part of our journey.

Speaking of the product range, Rymec Business Manager, Steve Colley, commented, “All Rymec parts have been made to original equipment specification, and tested to ensure maximum quality and dependability. Our products include clutch kits, bearings, concentric slave cylinders and solid flywheel kits, with our range being constantly developed to meet the needs of the growing market.”

For more information on EAG, www.rdr.link/FU009

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BRAKES & CLUTCHES

Leading the way Schaeffler’s Marketing Communications Manager, Jeff Earl, discusses the company’s clutch offering.

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nder its LuK brand, Schaeffler has been a leading pioneer in clutch system and drive train vibration control technology since 1965. Because of its commitment to innovation and quality, the company has become a trusted technical partner and supplier of clutch systems and components for original fitment to vehicle manufacturers around the world.

In the UK, LuK has become a wellknown aftermarket clutch brand, installed by professional technicians that value Schaeffler’s philosophy of providing every single OE component needed for a professional repair in just one box. They also know they can just fit and forget a LuK Clutch, secure in the knowledge that it will fit first time, every time, and offer the same

performance, reliability and durability as the originally fitted clutch.

As LuK is at the forefront of transmission design and evolution, it has been the firstto-market with many products familiar to the industry, such as dual mass flywheels (DMF), self-adjusting clutches (SAC), and dry double clutch repair kits (2CT). As the pioneer of these now commonplace technologies, Schaeffler is also best placed to educate independent workshops on how to diagnose and install them.

Training for your customers

Schaeffler works with distribution partners, as well as independently under its REPXPERT brand, to offer a range of IMI certified hands-on training modules.

However, in these extraordinary times, the

company is coming up with other innovative ways of engaging with your workshop customers. It has just announced a programme of Zoom ‘Tea-Break Training’ sessions, which will begin this month after an overwhelmingly successful trial run in November. Topics are varied and interesting, with a promise not to take more than 20 minutes of a technician’s time.

For more information on Schaeffler, its LuK, INA and FAG brands, as well as the other services it can provide, visit its new-look website at www.rdr.link/FU010

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WINTER PRODUCTS & LIGHTING

©BillionPhotos.com/AdobeStock

A glowing opportunity Mark Hallam, NGK Spark Plugs’ Marketing Manager, discusses how the company helps its distributors to cope with the increased winter demand for glow plugs for diesel powered vehicles.

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he winter months are the key selling period for glow plugs, and NGK works closely with its distributors to ensure they do not miss out on any sales opportunities. Mark Hallam, Marketing Manager at NGK Spark Plugs UK, commented, “UK factors and garages are fully aware that their glow plugs sales spike in the winter months as temperatures fall, and NGK is there to help them cope with the increased demand.

“Our dedicated team of sales representatives is available to help our customers stock the right profile of glow

plugs to ensure they leverage the sales opportunities fully.

“Reliability is key to our success. Vehicle owners can be confident that their engines are fitted with glow plugs that meet or exceed vehicle manufacturers’ specifications. Many part numbers are brought into the aftermarket from the original equipment (OE) side of our business. The range comprises metal glow plugs, as well as the latest high temperature ceramic technology – which can reach temperatures of 1,350° and hit 1,000° in one second!

“The vast amount of R&D carried out in conjunction with the vehicle manufacturers constantly ensures we meet new challenges head on, and our focus is firmly on quality from the design stage to distribution.”

Glow plug replacement should be part of the winter service, as the component plays an integral role in a vehicle’s economy and emissions performance, and the company says that instead of changing one faulty glow plug, workshops should ‘upsell’ by replacing all of them.

If one plug has failed, it is extremely likely that the remaining plugs will suffer a similar fate in time. By replacing the vehicle set, not only will the tight emissions legislation be complied with, but as the glow plug is now an integral part of the engine management system, the starting and cold drive quality will be kept at its maximum.

On top of its upsell advice, NGK recently refreshed its online Part Finder facility, making it even more user-friendly for its customers.

The new improvements are designed to provide a better service for its distributors and garages, with easy location of the correct part for their specific vehicle requirements.

According to NGK, its glow plugs: 씰 Start diesel engines quickly and smoothly 씰 Offer an excellent post-glow function 씰 Have a long service life 씰 Offer the latest in high technology for today and tomorrow Part Finder can be accessed via the following link: www.rdr.link/FU011. The page includes catalogues for cars and light commercial vehicles; motorcycles and scooters; ATV Quad; horticultural & small engines; marine; and classic vehicles.

For more information on NGK Spark Plugs UK and its products and services, www.rdr.link/FU012

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WINTER PRODUCTS & LIGHTING

Fail to prepare, prepare to fail Sealey’s Product Category Manager, Neil Kidby, emphasises the importance of planning for the difficulties that the winter months can bring.

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ew people could have predicted the difficulties we have faced in 2020.

Many motor factors were forced to close in the first lockdown, along with many of their garage customers. For many, reopening saw hugely increased sales compared to pre-lockdown levels due to people being on furlough and needing to catch up with their projects. Stock and supply really was king, as unexpected sales continued to build. Planning is important for any business, particularly with a whole host of difficulties facing them, including trading challenges associated with an ever-changing market, social distancing, a shift to online selling, and deliveries.

The second lockdown and the subsequent tiered measures have brought new challenges, and amongst this, we also have to continue to execute our plans for the winter months. This is when wellprepared motor factors can reap the rewards of their forward planning.

What’s on offer?

A warm garage or workshop is a much more pleasing place to work in, so it’s likely your customers will be looking at ways of keeping the cold winter months a bit more comfortable. A wall mounted heater is always a popular choice, as well as being a good way to save on floor space. The Sealey IWMH1500 Infrared Quartz Heater supplies a dry heat within seconds of being switched on, and is sure to keep the workshop at a comfortable temperature.

On top of this, with daylight hours short, increased lighting sales are a given. The

Sealey LED184 Rechargeable Portable Floodlight and Power Bank provides up to 1,900 lumens of light and has a useful power outlet for charging mobile devices. For confined spaces, the innovative LED186 folding inspection lamp provides a choice of lighting for the areas that are harder to access.

What are the odds?

Statistics show that on a typical year, winter breakdowns are more than double the figures recorded during the summer months. Many of these breakdowns can be as simple as a battery failure, with winter months placing high demands on batteries. Cold temperatures reduce battery cranking

output, and electrical systems are put under more strain, with heated windscreens and lights being used more.

This is great for battery sales but also for starting solutions in the event of a flat battery, or battery failure. Motorists and breakdown services alike will always want a fast and easy way to get a burst of electricity into a stranded vehicle and bring it back to life. A popular choice for customers is the Sealey E/START range.

Boasting great benefits for motor factors, there is no internal battery in this range, so there is no need to wait hours for the unit to charge before use. As a result, long-term storage will not be an issue. The E/START800 has a peak output of 800A, and is a compact and lightweight unit. It is no secret that easy handling and storage are great benefits for factors and end users, and the range still delivers the same result as heavy, bulky, lead acid battery equivalents, making it ideal for technicians.

This winter will bring many challenges and demands to us all, but a small amount of planning will pay dividends for the well prepared, and it isn’t too late to get on board. Rest assured, Sealey will be available to provide the same high level of service that you rely on to help you through these difficult times.

For more information on Sealey’s products, www.rdr.link/FU013

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WINTER PRODUCTS & LIGHTING

On display PMF speaks to Andy Taylor, UK & Ireland Sales at Trico, about how the company can help factors over the winter period.

Q

Please could you introduce yourself to our readers, Andy? What is your background, and what is your role at Trico?

Andy Taylor (AT): I’ve been with Trico for three years now, and I look after sales in the UK and Ireland. I’ve been working in the automotive aftermarket for the past 30 years and during that time, I’ve seen all levels of the trade, from retail to wholesale.

I’ve worked for original equipment (OE) suppliers and manufacturers, as well as distributors.

Q

Of course, with winter well underway, motor factors are always on the lookout for seasonal products that they can push to their customers. Why should they choose Trico’s wiper blades?

AT: Trico has been producing premium wiper blade products for all major vehicle manufacturers for more than 100 years.

The same OE expertise is used to bring reliable, innovative wiper blade products

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30 PROFESSIONAL MOTOR FACTOR JANUARY 2021

that perform when they are needed most.

Q

To your mind, what sets Trico’s offering apart from that of other blades suppliers?

AT: Our premium quality blades offer flexibility of range in both multi-fit and tailor-fit blades. The Exact Fit range covers a complete range of conventional, beam, hybrid and rear blades. The blades’ style, fit and performance are the same as the original blade that came on the vehicle.

Q

It’s great to hear that the company is rolling out its two-metre bays to its entire customer base. Please tell us more about the display system.

AT: For many motor factors, storing and displaying wiper blades can be messy and can take up a lot of shelf space. Our twometre stands fit the entire Exact Fit range, which gives 99% front and rear coverage of the car parc. We aimed to create not only a good use of space, but also an area in

which customers would know they could find a quality wiper blade product with ease. For retail customers, the stand is a clear destination for them to find wiper blades, as well as an eye-catching display for impulse buyers.

Reducing stock keeping units (SKUs) by up to 35% compared to other OE brands is also a critical advantage for stockists, and we are able to achieve this because its unique clips will fit up to three arms in one.

It also has a single pack philosophy, which gives added flexibility with stock and drastically reduces the number of SKUs required.

Q

How can motor factors really make the most out of the system?

AT: The two-metre stand is ideally suited to a retail area where it can make the biggest impact on customers and increase impulse purchases, so we would recommend placing these stands near the tills for maximum effectiveness.

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WINTER PRODUCTS & LIGHTING

Q

What other marketing materials does Trico offer its motor factor customers to help boost their sales, especially in the winter months when wiper blades are essential?

AT: In our Trico merchandise catalogue, we have a wide range of merchandise available, including branded jackets and hats, as well as point of sale posters. We also ran the 2020 ÂŁ20,000 giveaway throughout November and December to incentivise stockists buying through our UK distributing partners. We had more than 1,000 prizes available, including gift vouchers, Christmas hampers, hotel breaks, football shirts and Trico stock packs, as well as a top prize of a ÂŁ2,000 technology bundle, which was well received by our distributors and their customers, and certainly boosted sales!

Q

Are there any future plans to offer other display systems that factors can use to their advantage?

AT: We have smaller floor stands and wall stands available in our range as well, for use in workshops or retail spaces. These suit both the Exact Fit and Flex ranges, and also provide a greater impact and focus on increasing wiper blade sales.

For more information on Trico, www.rdr.link/FU014

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Product spotlight

Launch UK: X431 EURO PRO 5 PLUS Technicians can diagnose issues and faults on a wide number of vehicles efficiently and easily thanks to Launch’s professional diagnostic tool, the X431 EURO PRO 5 PLUS. The tool is up-to-date with Android OS 9.0 software. It boasts wide vehicle coverage, powerful test functions, accurate test data and numerous special functions. On top of this, it comes in a robust carry case with all necessary leads and a wide selection of legacy OBD 1 adapters.

The PRO 5 also supports the HD3 Truck module, Launch ADAS and ADAS Dynamic system as options. Furthermore, a key feature of the new PRO5 Plus is a fully integrated version of the Haynes PRO Electronic module.

Its ‘Intelligent diagnostic’ feature ensures for automatic VIN recognition for over 70 manufacturers, and automatically identifies the vehicle model and year of manufacture through the VIN number, which is faster and more convenient than manual selection.

Diagnostic trouble codes (DTCs) are clearly displayed with a full description. Technicians can also display the fault code information in many alternative languages in one click.

Two routes are possible to resolve the trouble code: A search for a solution using Google, or by using the Launch Guided Diagnosis function, powered by HaynesPRO. The Launch Guided Diagnostic function is fully integrated in the Launch PRO5 Plus software. It will guide the user, from reading the

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32 PROFESSIONAL MOTOR FACTOR JANUARY 2021

DTC to step-by-step testing of all relevant components, leading to a final solution. This method will save technicians time and improve efficiency dramatically.

The PRO 5 Plus comes with a two-year warranty, two-year software package and a one-year subscription to the Electronics module.

For more information,

www.rdr.link/FU015

033_PMF_JAN21_Layout 1 17/12/2020 12:32 Page 33

What's New? SPARK PLUGS AND DIESEL COMPONENTS

BRAKE DISCS

Textar has added brake discs for the Mercedes Benz E-Class 2016, Land Rover Discovery and Range Rover IV 2017, as well as the Volkswagen Amork 2016, to its aftermarket range.

The company’s products are precision engineered to offer maximum safety, performance and comfort.

WWW.RDR.LINK/FU016

More than 600 additional application references have been brought into Denso Aftermarket’s programme with the company’s new to range products. It has introduced seven spark plugs, which encompass six Iridium Long Life and one Iridium TT Long Life plug for various applications, including BMW 7-Series, Honda Jazz, XR-V, Civic X, CR-V and Accord, Hyundai ix35 and Tucson, Suzuki Alto and Wagon R, Volvo 40, 60, 70 and 90 series models, and even the Rolls Royce Cullinan/Phantom VIII. When it comes to the diesel parts, the additions comprise common rail injectors, a fuel pump and service kit for various applications.

WWW.RDR.LINK/FU017

CORDLESS TOOL RANGE

All the tools in Laser Tools’ cordless tool range feature brushless motor technology designed and built for daily use; efficient electronics manage an array of power requirements across the range using one common battery. The battery delivers cleaner, more consistent power, lasts longer and delivers more run-time in the harshest jobsite conditions.

There are five professional power tools in the range: the angle grinder, the impact drill, the impact screwdriver, the impact wrench and the professional bodyshop polisher. They are provided in a kit that includes two batteries and battery charger, all supplied in a sturdy heavy duty toolbag that features internal and external tool pockets, carrying handles and shoulder strap.

WWW.RDR.LINK/FU018

DPF CLEANING SERVICE

Carwood is leveraging its expertise as a remanufacturer of diesel fuel injection systems to launch an efficient and cost-effective diesel particulate filter (DPF) cleaning service for all makes and models of cars, light commercial, heavy duty and offhighway vehicles.

By removing all particulate matter (PM), ash, soot and oil, the solution returns blocked filters to within just 2% of their original efficiency, significantly extending current filter life and avoiding the need for a complete and costly replacement. With the backing of a 12-month clean guarantee, and access to a technical hotline, aftermarket companies can offer a DPF service at a competitive price.

WWW.RDR.LINK/FU020

MASS AIR FLOW SENSORS MAF sensors help maintain optimal vehicle fuel efficiencies in any environment, saving customers money over the long term. WAI has added to its line of mass air flow (MAF) sensors for measuring air flow entering a vehicle’s engine.

WAI’s flexible microprocessor design features a microcontroller base circuitry with high accuracy and response. Digitally calibrated at all OE operation ranges, the circuit design can correct the measurements at all operating temperatures. The sensors are designed and manufactured with high-quality materials, robust automotive grade electronic components, dual aluminum wire bonding for optimum connections and vibration resistance, encapsulated with high temperature epoxies and corrosion resistant mounts.

WWW.RDR.LINK/FU019

TORQUE WRENCH CHECKER

Norbar Torque Tools has launched a version of its TruCheck torque wrench checker that aims to cut the cost of purchasing a torque wrench checking system and remove reservations over the complexity of using such equipment.

The product is available in 14 models with seven different torque ranges from 0.1N·m – 2,100N·m, and each is available in standard and Plus versions. All models in the range are accurate to within ±1% of reading and are supplied with a traceable calibration certificate.

TruCheck 2 has an in-built micro-USB 2.0 port that enables power from any USB power source. The Plus version allows for both power and data transfer simultaneously.

WWW.RDR.LINK/FU021

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PROFESSIONAL MOTOR FACTOR JANUARY 2021 33

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ADVERTISEMENT INDEX

AISIN-EUROPE SA ........................ Inside Front Cover

Juratek Ltd ........................................................ Page 24

Bailcast Ltd.......................................................... Page 17

MAM Software Ltd ............................................ Page 13

BM Catalysts Ltd ................................................ Page 9

Millers Oils Ltd ............................ Outside Back Cover

Capricorn Car Parts Ltd .................................. Page 20

OSRAM Automotive.......................................... Page 31

CTEK Sweden AB ............................................ Page 28

Ring Automotive Ltd ........................................ Page 14

ECOBAT Automotive Ltd .................................. Page 11

Shaftec Automotive Components .............. Page 26

Ferdinand Bilstein UK Ltd .............................. Page 22

Thermobile UK Ltd .......................................... Page 20

Impression Communications .......................... Page 4

Total UK Ltd ...................................................... Page 28

Jack Sealey Ltd.................................................. Page 14

Trico Ltd............................................ Inside Back Cover

PROFESSIONAL

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BRAKES & CLUTCHES Why Spartan Motor Factors stocks the Textar brand

WINTER PRODUCTS & LIGHTING Face-to-face with Trico’s Andy Taylor

JANUARY 2021

BUILT ON EXPERIENCE How Aisin’s past has shaped its present

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