Professional Motor Factor March 2020 by Hamerville Media Group

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PROFESSIONAL

STEERING & SUSPENSION

MOTOR FACTOR

Insight into the remanufacturing of an electric power steering rack

EXHAUSTS & EMISSIONS How oil blenders can be environmentally responsible

MARCH 2020

MINING DATA Harnessing ‘big data’ to benefit your business

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 20 ISSUE 3 MARCH 2020

CONTENTS

7-9

11-16

NEWS

PEOPLE & INDUSTRY

18-22

25-28

BUSINESS & TRAINING

MARKET TRENDS & ANALYSIS

REGULARS

STEERING & SUSPENSION

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

An interview with Adrian McComas, Marathon’s Marketing Director..........................................31 How factors can advise garages on steering components..........................................................32

News ....................................7 The process of remanufacturing an electric power steering rack..............................................34 Appointments ...................11

Highlighting the issues faced by factors when selling steering parts ......................................36

IAAF Update ....................12

The details behind Aisin’s new range..................................................................................................38

Talk of the Trade............26

A look into the evolution of steering and suspension components..........................................40 Introducing DRiV’s latest suspension technology ............................................................................41

MECHANEX ....................53 Product Spotlight...........54 What’s New?...................56

EXHAUSTS & EMISSIONS An overview of the developing role of high-temperature exhaust sensors............................43 BM Catalysts addresses the difficulties in complying with strict emissions regulations......44 How oil blending companies can take responsibility for their environmental impact ........46 What can be done to identify faulty DPFs? ........................................................................................48 Klarius’ latest emissions control components ....................................................................................51 A breakdown of Denso’s video explaining the role of oxygen sensors ..................................52

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VIEWPOINT

Deputy Editor BEN LAZARUS Editorial Assistant LAURA GUALDI Group Editor DANIEL ARON Group Manager ROBERT GILHAM Account Manager ALEX DILLEIGH National Sales Executive 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 © 2020

Reward without the risk Almost every single day-to-day job – if not every job – depends on some form of software. It seems unavoidable in the modern world. Whether it’s to write articles, or organise stock, the principle is the same; these systems help us to get the job done. With this in mind, we, as an industry, must remain open to the prospect of introducing new software to our businesses. It is no secret that the automotive aftermarket has not technologically developed at the pace of other related industries, such as in aviation. Therefore, when the opportunity to experiment and then implement new systems arises, we should embrace it, rather than shy away from it. One motor factor’s approach to new software is investigated on page 18, where I took a trip to Carbits in Birmingham. The purpose of my visit was to see how the motor factor had fared since taking on Automotive Automation’s (AutoMM’s) Vision Mobile and Vision TMA. Carbits’ owner Neil Singh, like many factor owners, had just been using MAM Software’s Autopart system, and whilst this had proved useful, he felt that he needed something that made his business’ data more accessible to him. By implementing Vision Mobile and Vision TMA, he has massively improved the way that he has been able to run the factor; from operating the business whilst on the road, to using the data in meetings with important customers and suppliers. In branching out, Neil has embraced a new opportunity and has reaped the rewards in doing so. Another vital function of automotive software is demonstrated by MAM Software (page 25). By using its platforms to approach the concept of big data, the company allows you to examine a variety of component and vehicle trends, therefore giving you a better idea of what to stock. For example, the data demonstrates the most popular components across MAM’s user base. For factors in particular, you can use this information to ensure that you are stocking the correct, in-demand components, as well as to keep up-to-date with other key snippets of market information. Fundamentally, we would struggle immensely to succeed in our day-to-day jobs without the use of software. Neil’s job at Carbits would be more difficult without the AutoMM platforms, and MAM Software wouldn’t be able to translate the data from its catalogue into usable information without its software capabilities. Therefore, with software having a greater impact on the aftermarket than ever before, we must stop seeing a change in platforms as a risk, and instead consider the reward that it can bring.

“When the opportunity to experiment and then implement new systems arises, we should embrace it, rather than shy away from it.”

Enjoy the issue and have a good month, Professional Motor Factor: Certificate of Average Net Circulation for the 11 issues distributed between July 2018 and June 2019 Net total: 3,532 United Kingdom: 3,532

Ben Lazarus Deputy Editor

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NEWS

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

Remanufacturing to be featured at Automechanika Frankfurt 2020 In collaboration with the Automotive Parts Remanufacturers Association (APRA), Automechanika Frankfurt will be presenting remanufacturing as part of a special ‘Automechanika Remanufacturing Day’. APRA represents the interests of the remanufacturing industry, and plays a key role in ongoing efforts to achieve a circular economy, claiming that remanufacturing offers ecological benefits and good value as an alternative to new products. To raise the profile of this theme at Automechanika Frankfurt, a green remanufacturing logo has been developed, and will be placed directly onto stands to identify exhibitors offering relevant products. Starting in mid-July, it will be possible to find out about these exhibitors on the show’s website, under the ‘Special Interest – Remanufacturing’ label in the exhibitor search. Visitors will also be able to find out about

the latest developments in the industry through specialist presentations being given on ‘Automechanika Remanufacturing Day’, which is making its debut as part of the Automechanika Academy. Experts and industry insiders can also look forward to discussions with participants, followed by networking opportunities. The remanufacturing process ensures that all technical specifications – including design, quality and testing standards – are satisfied. As a result, an industrially remanufactured part also comes with the

same guarantee as a new part. This is also beneficial to the climate and the environment – remanufacturing reduces CO2 emissions by millions of tonnes worldwide each year. Dr Daniel C. F. Köhler, Chairman of APRA Europe, commented, “Remanufacturing is one of the most sustainable businesses of the modern economy; compared to manufacturing new parts, remanufacturing uses nearly 90% less material, reduces CO2 emissions by over 70%, and requires 55% less energy.”

Thousands of MOT testers to face suspension as training and assessment deadline nears More than 50% of MOT testers have now completed their annual training and assessment. However, DVSA is urging the rest to do so, or face suspension. With just over a month to go until the 31st March deadline, DVSA figures show that 30,950 testers still need to complete the annual training and assessment. Last year, 1,882 were suspended for failing to do so, compared to the 5,538 suspensions issued in 2018. Each year, all 63,000 MOT testers must carry out training and assessment on set topics to make sure they are competent and safe to carry out MOTs. DVSA Product Manager, Simon Smith, explained, “DVSA’s priority is to help everyone keep their vehicle safe to drive. “Annual training and assessment is a vital part of continuous improvement to maintain high quality MOTs. Last year, more testers than ever completed their training and assessment on time.

“But to avoid the last-minute rush, testers should record their training and assessment results well before 31st March.

We’re really pleased with the improvement from last year and I’d like to thank all those testers who took this initiative.” ©Brian Jackson/AdobeStock

PROFESSIONAL MOTOR FACTOR MARCH 2020 7

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NEWS TMD Friction kick-starts 2020 with a raft of new stockists Global OE and aftermarket brakes manufacturer, TMD Friction, has expanded its distribution network with the addition of three new stockists based across the UK. TMD Friction’s brake brand, Mintex, is now available at Antrim Auto Parts in Ireland. Textar can be found at Blackburn-based Moffats Motor Accessories. After stocking Mintex for a number of years, Leicester Auto Parts in the East Midlands now also offers Textar brake products. Each distributor now stocks a full range of products from one of TMD Friction’s brands, including brake pads and accessories. Nick Hayes, UK Sales Manager at TMD Friction, said, “We are pleased to welcome the new stockists, which have helped to enhance our ever-growing distributor network for a prosperous 2020.”

Leicester Auto Parts

Forecast predicts surge in electric vehicle manufacturing, says GlobalData The latest set of automotive component and production forecasts reveals a clear increase in the number of electric vehicles (EVs) expected to be built over the next few years, says data and analytics company, GlobalData. This comes in response to increasing media coverage of EVs, the growing variety of models being sold, and tightening emissions regulations incentivising the production of electrified models, particularly in Europe. The automotive industry is in a transformative phase, driven by ‘CASE’ megatrends; connected cars, autonomous vehicles, shared mobility services, and electrification. As these trends emerged, vehicle manufacturers (VMs) were obliged to spread their spending across all four sectors. However, as it becomes clear that autonomous vehicles will take longer to emerge than previously thought, VMs are prioritising electric vehicles. Mike Vousden, Automotive Analyst at GlobalData, commented, “EV technologies are here and are ready to be fitted to new models rolling off production lines, while selfdriving cars still feel like science fiction. As the switch to electric powertrains gathers pace, we are adjusting our forecasts to account for this more rapid rollout.” GlobalData’s previous forecasts expected EVs to account for 4.4% of all light vehicles built within the next four years, rising to 4.9% one year later. Revised figures from GlobalData’s latest 2020 forecasts now expect EVs to hit 6.7% of production in four years, before jumping to 7.8% in the following year. “Auto companies – especially those with big bets on autonomous technology – will need to ensure they are spending money in the right places to benefit from the arrival of EVs in the mainstream.”

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Richard Morley, SMP Europe Commercial Director

SMP Europe rebrands for next phase of growth Standard Motor Products Europe has rebranded to SMP Europe, to reflect the company’s plans for growth and development. The move to the new branding is designed to ensure clarity on SMP Europe’s identity, its position in a changing automotive market, and its engineering expertise. The Lucas, Intermotor and Lemark brands will operate under the SMP Europe umbrella and go to market with their own bespoke sales and marketing strategy. The rebranding follows an overhaul of its UK site and the investment of further resources into its Centre of Excellence in Nottingham. The site has also seen the addition of new workshop facilities and engineering equipment to aid the prototyping of products. Richard Morley, SMP Europe Commercial Director, said, “The change to SMP Europe reflects our evolution as a company while maintaining a connection to our history.”

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PCL teams up with OSAS for the launch of new distributor performance programme Sheffield-based tyre inflation and compressed air equipment manufacturer, PCL, has announced the launch of its new Partner+ initiative, aimed at growing the brand’s market share by supporting distributors. “The key goals of Partner+ are commitment and service,” said PCL Sales Director, Lee Wright. “The programme will suit distributors who take a broad range of our products. This will enable them to develop and sustain long term sales to their own customer base, rather than just transactional sales.” In return for a company’s commitment to Partner+, PCL offers a range of incentives, including branded workwear, signage, advantageous trading and credit terms, and both standard and bespoke marketing support. In addition, PCL can accompany partners on joint customer site visits to introduce products and explain their benefits. The first Partner+ member to be appointed is Surrey-based One Stop Air Shop (OSAS). As a PCL distributor for almost 30 years, the company will be used as the business model for future sign-ups. Gary Crotty, OSAS’s Managing Director, explained, “Committing to PCL gives us a great advantage. In order to operate our daily dispatches to wholesale customers, we carry in excess of £35,000 worth of PCL stock, which can be used as a stock base for smaller

Exol embarks on largest ever recycling initiative Exol Lubricants has become one of the first UK lubricants companies to recycle its plastic containers. As part of the initiative, Exol’s 20 and 25-litre containers are being recycled into new containers. The scheme – in partnership with one of its plastics manufacturers – will be available to all customers, and involves containers being collected from sites around the UK and taken to a recycling plant. The containers are then broken down, washed, dried, and compounded to produce recycled HDPE pellets. These are returned to the plastic manufacturer, where they are combined with virgin plastic for the production of new containers that offer the same strength, durability and high performance as containers made fully from virgin material. These containers can subsequently be collected and recycled again.

outlets wanting to sell premium products without the buying power to compete on their own.”

Brembo achieves place on eco-friendly ‘A List’

Brembo has been commended as a global leader in sustainable water and climate management, achieving a place on environmental impact non-profit CDP’s Climate Change and Water Security ‘A List’. Brembo was recognised for its sustainable management of water resources and for its actions to cut emissions, mitigate climate risks and develop the low-carbon economy, based on the data submitted by the company through CDP’s 2019 climate change and water security questionnaire. Paul Simpson, CEO of CDP, said, “The scale of the business risks from the climate emergency, deforestation and water insecurity are vast – as are the opportunities that come from addressing them – and it’s clear the private sector has a vital role to play at this critical time. The A List companies are leading the market in corporate sustainability.”

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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.

ISN Europe

Mahle

Mahle Aftermarket UK has expanded its team, hiring two new Regional Sales Managers. Jonathan Brooke will cover the Midlands and Ireland, while Jason Cottam will be looking after the North of England and Scotland. Jason has more than 20 years of automotive aftermarket experience, having worked for First Line and Trupart, while Jonathan has extensive experience in the filters market, thanks to his role at Sogefi Filtration as Field Sales Manager. As a brand heavily specified by independent garages throughout the UK, the duo will also work closely with Mahle distributors to ensure they take full advantage of the brand’s OEquality expertise across a number of product groups. Speaking about his new role, Jonathan said, “I can’t wait to push this company forward, communicate Mahle’s core brand message and promote our wide range of products to our customer base.” Jason added, “Mahle is a well-known brand within the automotive aftermarket, and I’m looking forward to working closely with our customers to grow the company.”

ISN Europe, the UK subsidiary of Integrated Supply Network, recently announced new additions to its Executive Management team. Martin Gray has joined as CEO, an appointment that demonstrates the company’s ambition. Having previously held the position of CEO at Euro Car Parts, Martin played a significant role in the growth of the company over an 11 year period. Additionally, Chris Coyle has taken the position of Commercial Director, where he will help lead the equipment division of the business. Rob Croft has been given the role of Managing Director for the ToolTruck UK division of the business, and will be responsible for the growth and restructuring of the tools side of ISN Europe.

Banner Batteries Manufacturer of batteries and battery ancillaries, Banner Batteries has appointed Hana Prowse as Business Development Manager. Hana will be responsible for targeting Banner Batteries’ diverse and growing customer base of motor factors, garages, independent distributors and other specialist automotive parts outlets. Joining Banner Batteries from Denso, where she held the position of Business Development Manager Northern England & North Wales, Hana has nine years’ experience of working in the UK aftermarket, and has a proven track record in sales administration, and sales and project management. Commenting on Hana’s appointment, Banner Batteries’ Country Manager Lee Quinney said, “Hana has a proven track record in the automotive aftermarket, and we are confident she will prove instrumental in strengthening Banner’s position across the north and throughout Scotland, both of which are important strategic territories.”

TecAlliance Jason Meade has joined Shaun Greasley to become the fulltime technical support representative for the UK and Ireland, taking up the role of Key Account Manager. While still working alongside Shaun, Jason has the day-today responsibility of the TecDoc offering in the UK and Ireland, and is thoroughly enjoying the challenge. Shaun commented, “From the very start, Jason has been a great addition to the TecDoc team. His promotion is a natural progression for someone with such great qualities and means the brand is in great hands as we move to develop new territories.”

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PEOPLE & INDUSTRY

IAAF UPDATE

IAAF Council expanded for 2020-21

U P D A T E The Independent Automotive Aftermarket Federation (IAAF) recently held one of its largest ever Annual General Meetings (AGMs), which saw the formation of a ‘new look’ for the IAAF council for 2020-21.

Due to the growth in supplier members, the IAAF Council decided to reflect this by increasing the number of available seats on the Council. Nominations were sought and ballots were held to elect two new Component Supplier members, as well as one person to represent the growing number of members involved in distance selling. After a very close election, Lee Quinney from Banner Batteries and Mark Darvill from Traxx Tyres were elected to represent Component Suppliers. Terry Dorney from

Online Automotive was elected onto the Council to represent distance sellers. Also joining the council are David Clarke from Autosupplies Chesterfield, and Tony Stock from Marathon Warehouse Distribution, who takes over from Dr. Richard Stock. In addition, Richard Welland of WAIglobal has stepped down as Honorary Treasurer, and will take up the position of Vice President, succeeding Terry Knox of CD Group as President at the 2021 AGM. Lawrence Bleasdale from TMD Friction has now assumed the role of Honorary Treasurer. Wendy Williamson, IAAF Chief Executive, commented, “Thank you to everyone that attended our AGM. I would like to welcome both new and existing members to the IAAF Council for 2020-21. We have an exciting agenda planned for the year ahead, and look forward to championing the rights of the independent automotive aftermarket, both within the automotive sector and externally.”

For more information, go to www.rdr.link/FN001

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PEOPLE & INDUSTRY

INTERVIEW

Changing the tone

Please introduce our readers to Fueltone? David Grindrod (DG): We are a UK-based developer and manufacturer of premium fuel additives and engine treatments, and our driving ethos is to make the best products on the market. Having dealt directly with garages for many years, we understand the scepticism around additives, and realised we had to take steps to make our brand ‘stand out from the crowd’. As a result, we took the decision to have our petrol and diesel products independently tested at TUV Nel & Tickford in accordance with European Drive cycle testing. This proved invaluable, with the results placing us as the premium product on the market. I joined the company 12 months ago to move the business through distribution and motor factors, offering our factor customers a premium range of additives to help them tap into the volume at garage level. We know that very few factors actually do this at present, with the additive business at garage level being taken by companies supplying directly. Now, we have national distribution partners in place, and an increasing number of motor factors stocking our product and growing their business. Alongside this, we have completely rebranded our range, developed new products and opened up new channels relevant to our range of products.

What challenges is the market currently facing? DG: Emissions has been a hot topic for many years, and will only continue to be

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Fueltone’s Commercial Director, David Grindrod, introduces PMF to the company, discussing everything from the support it offers to factors, to what the future holds. more tightly regulated. Having the core data from independent testing has helped us hugely in growing, but our core message will always remain the same: ‘prevention is better than cure’. We focus a lot of our marketing strategy on this message, and believe that this should be trumpeted throughout garages and factors. Developing our multi-shot petrol and diesel bottles has provided a cost-effective way for garages to use an additive with every service. The other major challenge that I have come up against is the lack of focus at

factor level on additives and the potential revenue stream. Having sold steering and suspension products in previous roles, I realised quite quickly that we would have to adapt our strategy in order for the business to grow.

How does Fueltone support its motor factor customers? DG: We support our motor factors through garage workouts, stock packs, P.O.S material to make their garages aware that they can now buy a premium additive on the day, along with all other parts they

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PEOPLE & INDUSTRY order through their factor. The days of garages buying in bulk are a distant memory, yet it remains the case with additives. I believe that this is one of a few remaining product groups where factors have scope for exponential growth. The Fueltone team has grown in 2019 to help support this strategy and the results are being borne out with the success that our customers are achieving.

Which products really represent Fueltone as a brand? DG: I firmly believe all our products represent our ethos in terms of quality, however, my personal favourite is our engine flush, as it really reflects how we have listened to our customers and developed a range wanted by the garage professional. We developed an oil-based formula with no solvent at all, meaning there was no risk of any damage to the engine. Our diesel system primer is another product we were first to market with, again developed in conjunction with a core of garages and designed to meet their requirements. As well as looking at ways garages can maximise their profitability through our products, it’s equally important

“There will always be a drive to provide cleaner running vehicles, whatever their source of power!” for them to maximise their time and efficiency. Our primer does exactly that, reducing labour time on a fuel filter fitment by up to 45 minutes.

INTERVIEW

many different ways we can try and minimise our impact on the environment. I strongly believe there will be a shift away from single use additives and a movement towards supplying garages in bigger quantities. We already do this in the commercial sector and have started within the car market. Of course, the biggest impact we can have as a business is making our product more widely used at garage level, thereby massively reducing emissions and making the vehicles on the road run much cleaner.

©Choat/AdobeStock

Is the company environmentally conscious? DG: In 2019, we moved away from plastic in all of our 200ml bottles and over to cans. Whilst this is a positive step, there are

What plans does Fueltone have for the future? DG: With the growth of electric vehicles, it could be seen as tough times ahead for businesses like ourselves. However, the likes of hybrid cars throw up many different challenges and opportunities for us to provide solutions for, and there will always be a drive to provide cleaner running vehicles, whatever their source of power! Fueltone will remain relevant in the market and at the forefront of innovation. For more information on Fueltone, go to www.rdr.link/FN002

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PEOPLE & INDUSTRY

FACE TO FACE

At your service

Talk us through your role at Clarios.

Matt King (MK): My day-to-day work is quite varied, sometimes working with our distribution partners and spending time with their staff in the branches, or at head office. Sometimes I’m visiting workshops, either independently or with the factors that supply them, and sometimes I’m delivering training or exhibiting at a trade event. Whatever the audience, I’m supporting on all battery related topics, and helping the branches and workshops understand the latest developments when it comes to modern battery replacements and the complexities that come with it.

What recent aftermarket trends have affected batteries and battery technology within the automotive industry? MK: What I’m seeing when talking to branch staff and technicians is, despite the fact that we have been talking about AGM and EFB batteries for a few years now, there is still some confusion when it comes to battery replacement. This isn’t surprising; we’ve had conventional lead acid batteries that have largely gone unchanged for decades, and now we have two newer lead acid types. As well as conventional, we have Absorbent Glass Mat (AGM) and Enhanced Flooded Batteries (EFB) for vehicles with start-stop systems and lots of electrical consumers. Workshops are really starting to see lots of

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these types of vehicles coming in to aftermarket garages now, but they aren’t always certain which technology type might be required when it comes to battery replacement. It’s also harder to locate the battery on the vehicle, as they are sometimes in places that are difficult to reach, such as under a seat or under a cover in the boot. They can take over an hour to change, whereas traditionally, battery replacement took between five and ten minutes, and re-coding the battery to the Battery Management System is now the norm. These changes are adding complexity to battery replacement.

PMF speaks to Matt King, Senior Technical Sales Representative at Clarios, the company behind the Varta brand, about Varta’s impact on the aftermarket.

How has Varta adapted to these changes? MK: Varta offers a full range of conventional lead acid, EFB and AGM batteries, as well as auxiliary batteries to cater to all modern vehicles’ electrical requirements. 10% of start-stop vehicles also require a secondary battery, known as an auxiliary battery, and like all lead acid batteries, this has a lifespan and will at some stage need replacement. Varta offers a range of auxiliary types for those vehicles, and it’s not just niche vehicles either – many Volvo’s, BMW’s and Mercedes’ have a second battery.

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PEOPLE & INDUSTRY

FACE TO FACE

and recycled. New batteries are then remade using recycled raw materials. We recommend that all used lead acid batteries are collected and placed in recycling bins to ensure they make their way back to recycling centres.

In addition to the batteries, Varta also offers a range of support services to help with the aforementioned changes. For information on fitting instructions, battery location on the vehicle, and even fitting times per vehicle make and model, branch staff and workshops can sign up to the Varta Partner Portal. The portal tells users which battery to sell and fit to every vehicle, and also includes whether an auxiliary is required. To access the Varta Partner Portal online, go to www.rdr.link/FN003

How do Varta’s production processes set the company apart from other battery manufacturers? MK: Varta is the number one battery supplier globally, with every one in three vehicles in the world being fit with a Varta

battery. We have been making batteries for over 130 years. The company has 56 manufacturing, research and development facilities worldwide, and produces its batteries to the highest quality. Inside all Varta batteries, we have the patented Powerframe grid, the strongest and most efficient grid available – that’s what makes our batteries so reliable.

With the aftermarket becoming increasingly environmentally conscious, has Varta taken steps to ensure that it is a responsible business? MK: Varta is an example of the world’s best circular economy. Up to 99% of the materials in our batteries are recovered

How would you say that motor factors could benefit from stocking Varta batteries? MK: As Varta is a battery technology leader, and has a full range of batteries and support services, motor factors can be sure that they’re offering their customers the best products available, whilst also benefitting from technical advice from the company’s battery experts. In Europe today, eight out of 10 newly manufactured vehicles that have a start-stop system powered by an AGM come with a Varta battery. Supplying Varta to your customers is offering a like-for-like replacement part.

For more information on Varta’s battery offering, go to www.rdr.link/FN004

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BUSINESS & TRAINING

SOFTWARE

Automation on the road PMF was invited to Carbits in Birmingham to investigate how Automotive Automation’s software has helped the company to develop and prosper.

t is essential that motor factor owners and directors can ensure that the software that they implement is absolutely right for their business. Neil Singh is the owner of Carbits, a single branch motor factor that has been servicing Birmingham for over 40 years. Despite its long history, the company has not been afraid to adapt to the modern world, and Neil has placed his trust in Automotive Automation (AutoMM), a company that currently offers two software platforms: Vision Mobile and Vision TMA. Neil uses both of these platforms, and estimates that he is probably “one of the most frequent users” of AutoMM’s technology. What really makes Carbits tick is AutoMM’s software offering. Describing the applications as “really useful”, Neil explained that they were able to give him “instant access to data on his mobile phone” – even when he’s out on the road – as well as enable him to give key members of staff, such as his purchasing manager, access to information that they need to fulfil their roles. Integrating with not only each other, but with MAM Autopart as well, Vision Mobile and Vision TMA appear to be making the management of motor factors a far simpler task. For example, users can access important data, such as who’s on-site and

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who’s away on holiday, at the click of a button. According to Neil, “The TMA system allows me to keep track of my staff, and I can easily check that I’ve got a full turn out each morning just by checking my phone. It also shows upcoming holidays that have been booked and keeps track of sick days, which has saved me a headache when it comes to payroll. Essentially, the TMA system shows me who’s on duty and who isn’t.”

A sneak peek

Going through his own system, Neil demonstrated some of the perks of AutoMM’s software. “It gives me an overall view of the business,” he explained. “From the home screen, I can look at suppliers and see which of their products are selling well. Similarly, when my purchasing manager goes to meet these suppliers, he can pull out this data to easily identify which products he wants to discuss. What works well is that the data can be compiled on a daily, monthly or yearly basis.” This isn’t the default Vision Mobile format, however; it is tailored to suit Neil’s needs. Luke Bettles, AutoMM’s Managing Director, commented, “This is something that Neil asked for because he prefers this view. We’re always open to feedback. If someone gives us a suggestion, we can look at getting it implemented to suit their style. With the software, Neil can react

quickly to any issue that he comes across. We try to keep things simple; nobody’s going to analyse their business from their mobile phone, and we know that, but it’s not meant to be a deep analysis of the business, it’s a very comprehensive, live overview of critical information.” “What the app allows me to do is to look at staff performance,” Neil added. “The software gives me a breakdown of sales, credits and net margin. In essence, it provides me with essential management information. Using the app makes it easier for me to motivate my staff to hit their targets. It allows me to go up to my staff, show them their data (e.g. sales made, previous sales) and their targets, and ask them what I can do to help them reach their targets – it’s constructive.” Neil can access the data from a variety of applications; he can log into the system on his mobile phone and his computer, and he is able to transmit data onto a big screen that is situated in the top corner of his office. The heart of the software – the control panel – combines both versions of AutoMM’s offering, and can also be tailored to fit the needs of the user. In Neil’s case, he requested his top customer sales over the last three months, and even though this

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BUSINESS & TRAINING

is not something that would necessarily be used by a business with multiple branches, it is essential data for single branch factors.

Careful, now

According to Luke, data is something that AutoMM must deal with very carefully. “When we first started doing this, the first thing that we did was get MAM down to look at it. The company wanted to make sure that what we were providing was secure, so SSL247, one of Europe’s biggest security-penetrating testing companies, did a security audit on our platform, which we passed. MAM were very positive; they’ve been fantastic at helping us to get set up.” So, from Neil’s perspective, how has the software improved his ability to run his business? He commented, “It’s eased my problem; I don’t have to be physically in the

business day-to-day. Pre-AutoMM, it took far more time to access the relevant data. For me, it’s essential that I can easily access what I need for the business.” Not every customer operates like Neil, however, and Luke was keen to stress the flexibility of the software: “We have customers that seem to hardly use the platform, especially in comparison to Neil. However, they use mobile push notifications, which can be scheduled to inform the user of the information that they need at a specific time. Customers such as these tend to be a part of a large team, and so they only require certain information.” When asked if the platforms had helped Neil’s business, the answer was a resounding “Oh yes!” Neil added, “With the software, it’s a move away from the traditional way of running a factor. I can go

SOFTWARE

to customer and supplier meetings with confidence because I have all of this information to hand, and the data is so much easier to interpret. We needed something more critical, and now we have it.”

Customer support

In terms of how Luke and AutoMM’s Technical Director, Matthew Wood, support their customers, Neil was, once again, extremely complimentary: “They’ve supported me through any issues. We’re always in contact, and they get back to me straight away.” With the visit coming to an end, conversation moved on to the work that the aftermarket has to do to keep up with advances in technology, and Luke commented: “This industry doesn’t seem to have moved forward as quickly as other industries.” This sentiment was shared by Neil, but he emphasised that despite the industry’s technological weaknesses, Vision Mobile and Vision TMA have helped him to “move with the times”. To sign off, Neil wanted to stress just how positive his experience with AutoMM’s software has been: “I guarantee that it will improve your business; it will grow it, make it more efficient, and help you find the flaws that exist throughout it.”

For more information on AutoMM’s software offering, go to www.rdr.link/FN005

PROFESSIONAL MOTOR FACTOR MARCH 2020 19

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BUSINESS & TRAINING

SALES SUPPORT

New age, new thermostats In light of growing concerns over the aftermarket’s environmental footprint, it is important to consider the role of the thermostat in meeting emissions legislation. Dayco’s National Sales Manager, Steve Carolan, investigates how factors can benefit from this environmental focus. The lowdown

The unpredictable weather that now seems commonplace, not just here in the UK, but globally, naturally feeds into the current anxieties concerning climate change, which is having a profound effect on the vehicles that motorists rely on, and, as a consequence, the replacement parts that motor factors supply to their workshop customers. For vehicle manufacturers (VMs), every design decision is driven by the need to reduce engine emissions and moderate fuel consumption, and the modern cooling system plays a crucial part in the process. The demands for increased efficiency, together with factors such as higher flow rates, turbocharger technology, autonomous heating, and air conditioning, have transformed the traditional process of engine cooling into a complex and sophisticated system. Effective thermal control in all areas of the engine, from initial start-up until reaching its designed operating

temperature, whether in hot spots such as around the cylinder head or cooler zones elsewhere, is vital in order to maintain VMs’ emissions figures and subsequently conform with the legislative requirements. Even stricter future emissions regulations will require engines to operate at 10% higher temperatures and increased pressure in order to fall within the limits, as well as to minimise fuel combustion. This will necessitate more powerful cooling systems to allow the vehicle to run efficiently for its entire lifespan. Efficient thermal management is also one of the most important factors in the fight to combat engine wear; without effective temperature control, despite the presence

of oil, damage to its internal components would be unavoidable. Although generally overlooked at every level within the aftermarket, it is the thermostat that ensures that the engine’s temperature is managed and the emission requirements are met. It effectively controls the flow of coolant around the system to allow the engine to reach its optimum working temperature as quickly as possible, and then accurately maintains it within strictly defined parameters. Therefore, only original equipment (OE) quality products should be used when thermostats are replaced, as inaccuracies of more than plus or minus two degrees centigrade will have a considerable effect on the level of emissions emitted.

What’s in this for factors?

So, where does this leave factors, and are there opportunities beyond the ‘best practice’ principle of supplying an OE quality replacement? It is unlikely that many factors analyse their thermostat sales, as they are not service schedule related items, and traditional ‘naked’ or insert versions are

20 PROFESSIONAL MOTOR FACTOR MARCH 2020

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inexpensive, so they make little impact to the bottom line. However, a change in attitude is in order. As the importance of temperature control has grown, so has the sophistication of the thermostat. Although the traditional naked version, which was introduced in the 1920s, remained almost unchanged for the rest of the century, today it’s a different story, with integrated thermostat housings and MAP thermostats now being controlled and activated via the vehicle’s ECU. The increasing complexity of these thermostats directly affects their predicted service life and, crucially, their cost. This fundamentally changes the position in terms of where factors should source them from and their profit potential. No more should they be considered an ‘anything will do’ product, as the quality will directly affect both their ability to operate within the VM’s strict performance parameters and their expected service life, so OE quality must be the benchmark. Of equal importance is the cost of these style thermostats, which has an immediate impact on the profit potential that factors can earn from them. To allow factors to grasp this potential, we have carried out some helpful market analysis to make it clear. Using AASA 2020 report data, we have found that over a five-year period from 2014, the thermostat failure rate has steadily increased to 5%. At the same time, the percentage of vehicles fitted with a contemporary design rather than a traditional thermostat has grown from 55 to 80%. Taking the age and relevance for thermostat replacement as 70% of the 35 million UK vehicle parc, this leaves approximately 24.5 million four-year plus vehicles, 5% of which are likely to be subject to thermostat failure. The average split between traditional and contemporary design in this age group is roughly 50/50, so if we assume 70% of the vehicles will fall into the independent side of the aftermarket, the thermostat replacement market is worth £6.7 million annually. Now, that’s surely a potential that has to be taken seriously! For more information on Dayco’s thermostats, go to www.rdr.link/FN006

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BUSINESS & TRAINING

TRAINING ©Olivier Le Moal/AdobeStock

Dee Blick, Chartered Marketer for Kalimex, discusses how implementing basic staff training is the ﬁrst step towards retaining business.

The wow factor D

elivering an ‘okay’ service to customers doesn’t cut it nowadays. It’s important you look upon your customers, especially repeat-purchase trade customers, as prized and cherished assets, and this means investing in staff training. When a business owner hears the word ‘training’, they might lose interest, and this would be understandable, because training means that staff spend valuable time away from the phones and the shop floor, and it tends to eat into budgets that some businesses might not have. However, the most effective training can be delivered in sessions that are as short as 30 minutes, and these sessions can be slotted into or even before the working day. If budgets are tight, then perhaps a trusted member of staff could deliver the training. If they are a good listener, capable of facilitating discussion and able to keep on topic, they fit the bill. When organising or leading training, remember to include product training. This will help the team to understand what products to recommend and why. On top of this, relationship building is a key aspect of training, which will help to ensure that customers can feel the positivity throughout the team, which will keep them coming back.

22 PROFESSIONAL MOTOR FACTOR MARCH 2020

Product Training

Keeping abreast of the changing automotive landscape – and the array of new products and product training on offer from suppliers – can be challenging. It’s best to keep it simple. For example, nominate a team member (ideally on a rotating basis) to summarise the changes in the automotive scene, as well as the latest news that is of relevance to you and your customers. It’s important to take advantage of free training that is offered by suppliers. For example, Kalimex recently launched the KSeal Academy for motor factors. It only takes about 10 minutes, and successful ‘graduates’ receive a certificate. The purpose of the platform is to identify the problems that K-Seal Permanent Coolant Leak Repair solves. Thousands of motor factors worldwide have boosted their knowledge and K-Seal sales through the KSeal Academy. In order to do the same, go to www.rdr.link/FN007

Building relationships with customers

When designing a plan on how to boost customer relations, why not try to incorporate the following into your dayto-day practice? 씰 Understand customers’ objectives, goals and concerns at each touch point 씰 Ensure that every customer feels in control 씰 Work to eliminate stress from all customer experiences 씰 Leave nothing to chance 씰 And remember, our team is our biggest asset

Team meeting

Having agreed these principles, gather the team for a series of 30-minute training sessions to discuss the following: 씰 Do we sometimes lose the human touch? 씰 Do customers feel out of control at times? 씰 Do we sometimes deliver the bare minimum of service? 씰 Do we help customers meet their objectives? 씰 Do we create situations that can stress a customer out? 씰 Are we leaving too much to chance? 씰 Are we exceeding expectations? 씰 As a team, how can we communicate better to deliver a great customer experience at every touch point? Following this, it is possible to trace problems back to their source. For example, a certain member of staff’s emails to customers are of a poor standard, and have the potential to irritate and stress a customer out. Why is this so? This staff member has not been trained in how to communicate effectively with customers and has no templates. Why? Perhaps the business owner hasn’t recognised the importance of this, and this is where the problem starts. Business owners must allocate time and resources to empower and equip team members. Templates can then be created for staff to be trained.

Impressing customers on a shoestring budget

It’s important to train the team in the importance of delivering that ‘wow’ factor. The good news is that this is easy; it’s all about the small things. A series of short training sessions should transform each member of the team into a master practitioner!

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BUSINESS & TRAINING

TRAINING

The extra mile

The best little extras meet the following criteria 씰 They’re instantly noticed and valued by customers 씰 They’re quick and easy to implement 씰 They cost little or nothing 씰 They’re implemented consistently 씰 They always put a smile on customers’ faces

Each team member must answer:

씰 What service have I delivered in the last week? 씰 Do I really embrace the ‘wow’ mentality? 씰 How can I improve? 씰 How will I keep impressing customers on my agenda? If a business can implement these tips, customer satisfaction and sales are set to rise. However, in order to ensure that standards don’t slip and complacency doesn’t creep in, make sure that training stays on the radar.

For more information on Kalimex, go to www.rdr.link/FN008

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MARKET TRENDS & ANALYSIS

DATA

BIG data Big data is a concept that is proving valuable to various industries, not least the automotive aftermarket. With this in mind, MAM Software showcases how it can use its platforms to provide an in-depth overview of the state of play of the aftermarket.

ast year, MAM Software announced that it would be offering big data services to its customers, enabling them to better understand market conditions and adjust their business accordingly. To illustrate the type of anonymised data available, MAM captured four different types of catalogue lookup being carried out across its entire user base; top ten car makes, top ten car models, top ten components and top ten light commercial vehicles. The dataset used the total number of catalogue lookups posted to point of sale for a particular vehicle or component, and compared data within the period of April 2019 to January 2020. Points of note include:

씰 BMW, Mercedes and Audi all saw 씰 씰

씰

씰 씰

growth in lookups of close to 30% BMW jumped ahead of Citroen and Nissan in the ‘top makes’ table Oil filters, air filters and engine oil saw double-digit growth in lookups compared to April 2019 The only change in the ‘top components’ saw engine oil and wiper blades trading places There were lots of changes in the ‘top models’ table, with the Ford Fiesta, VW Golf and BMW 3-Series making the biggest jumps The BMW Mini saw the biggest increase in lookups, growing by 36% The LCV market continued to be dominated by the Ford Transit MK7, with

The data within the above tables is as follows: Pos – the current position of the vehicle or component based on lookups in January 2020.

Percentage share – the percentage share of lookups compared to the total lookups of the ‘top 10’ vehicles or components listed.

Change – the change in position in the table compared to April 2019.

Percentage increase – the percentage increase in lookups compared within the period of April 2019 to January 2020.

four variants appearing in the ‘top ten’

씰 The two most popular LCVs, Ford Transit

2.2s, saw the biggest increase in lookups – around 40% By offering insight into parts lookup and fitment trends, motor factors can establish where product needs are changing, and recognise new business opportunities. The reliability of products is improving, so with this in mind, big data can help motor factors determine which parts they should be stocking, and which parts they may need to introduce to their current line-up. Similarly, the data can help parts suppliers to understand where they have gaps in their ranges, particularly amongst the most popular vehicles.

Note: in terms of working days, April 2019 had 20 weekdays, eight weekend days and two bank holidays, compared to 22, eight and one, respectively, in January 2020. This will account for some of the increase in lookups that the company has recorded between the two periods.

For more information on MAM Software’s big data services, go to www.rdr.link/FN009

PROFESSIONAL MOTOR FACTOR MARCH 2020 25

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE MARCH 2020

O E T H T

MOT OR

E E E D R RA F T

PROFESSIONAL

S E R V I C I N G ■ R E P A I R ■ D I A G N O S T I C S ■ M O T THE TRADE MAGAZ INE FOR SERVICING AND REPAIR PROFES SIONALS

THE COST OF PROGRESS

Understanding the hidden costs of the war against emissi ons

First up, APEC BRAKING takes PMM readers through its portfolio of brake lubricants and explains the importance of specialised lubricants. The company highlights a big misconception within the industry – that copper grease is the ultimate universal lubricant. However, the company explains that copper grease within the brake environment can result in galvanic corrosion. This is further worsened by the contamination of acidic wheel cleaners, which are often used by owners to clean alloys and rims. To combat this, Apec offers a slider lubricant that is compatible with rubber and moisture resistant, and details best practice for slider maintenance and the replacement process. It is also essential that lubricants used in braking components are of the correct consistency in order to prevent removal during driving or cleaning.

TECHNICAL TIPS AND CLINICS ‘HOW TO’ GUIDES AND BEST PRACTICE ADVICE BUSINESS ESSENTIALS AND TRAINING UPDATES

Also inside...

All the information you need to meet the MOT Annual Training deadline

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

On to Tech Tips, which sees BOSCH explain the importance of the humble cabin filter. If the cabin filter is not carefully considered during routine vehicle checks, and is not changed once a year, a number of issues can occur. These include reduced vision from fogged windows, increased pollutant concentration, and reduced cooling capacity of the air conditioning system. The company describes how its FILTER+ cabin filter combats these issues, offering a high particle separation rate combined with keeping the decrease in pressure as low as possible over the component’s entire service life. Bosch explains that separation rate is one of the most important factors for VMs when considering cabin filters; as a result, each of the company’s cabin filters are required to pass a DIN test, which measures the amount of fine dust particles of a certain size retained by the filter. This ensures a high level of quality and a long service life. Unlike standard cabin filters, FILTER+ also neutralises allergens and bacteria, providing a particularly high level of air quality inside the vehicle.

With an ageing UK car parc, performance of the average car will decrease over time. FLEXFUEL offers a solution to this issue through its hydrogen-based cleaning product, HyCarbon. A cleaner engine means a higher performance, but the method of using hydrogen brings about some additional benefits to both workshops and their customers. FlexFuel explains that using hydrogen to clean out an engine means that no harsh chemicals are required. Instead, the system uses deionised water to produce the hydrogen gas that is pumped into the vehicle through the air intake. Another benefit of Hy-Carbon is that it requires almost no manual intervention; it does not take up a work bay or ramp – it is quite simply ‘plug and play’. Sham Rana, Director at Oxford-based North Hinksey Garage claims that the product helped to increase monthly turnover by 40%, achieving this by selling the product at both a curative level – unblocking DPFs, addressing sticky EGRs and turbos, for example – and at preventative level through upselling.

26 PROFESSIONAL MOTOR FACTOR MARCH 2020

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ROTRONICS then provides readers with some sage advice to consider when investing in new battery chargers and testers. According to Rotronics’ team, one of the most important things to consider when investing in this equipment is what exactly you plan to use it for – will you be using it as a sales tool, or to help with warranty claims, for example? Another thing to reflect upon is future use; the company

recommends that you choose a tester that is “future proof”, given the influx of ever-evolving technologies and the rise of EFB batteries. Buying a tester that can be upgraded will help with this. It’s also important to remember that different batteries have different charging characteristics and requirements that need to be catered to, so a ‘one size fits all’ approach may not be an appropriate feature to seek out. Finally, the company recommends investing in equipment that can be easily repaired, with replaceable leads, from a company that offers ongoing repair support. Ongoing support is also useful, as technicians may have a test report that looks confusing – having help to hand, therefore, can be vital.

Fault codes – symptom or cause? Ross Kemp of Scantec Automotive highlights a recent case where a DPF fault code turned out to be far more complicated than it first appeared. e were recently tasked with investigating a DPFrelated fault on a 2014 Seat Alhambra with a CFFB engine. The vehicle was brought to us by the owner via another workshop. The referring workshop had run some tests and advised the owner that the vehicle required a new DPF, but to have us at Scantec run some tests on the vehicle first to confirm the faults before going ahead with the replacement. When the customer dropped the vehicle to us, they explained that they had an ongoing issue with exhaust smells inside the cabin and had previously had leaking exhaust gaskets replaced. Unfortunately, the smells continued with intermittent faults being logged relating to the DPF system. Our initial fault analysis confirmed one fault code stored and present in the engine control module:

P246300 – Particulate Filter Restriction – Soot Accumulation. Quick data checks/live data analysis suggested that the DPF pressure was around 30 mBar at idle and some 175 mBar at fast

BUSINESS

idle, confirming why the above fault code was being triggered. After checking the data further, there was the suggestion that the last DPF regeneration was only 7km ago, yet we had a calculated soot content of over 55g.

Out of sync sensors After checking the pressures manually, we discovered that although the pressures were clearly too high, there was a clear difference between the pressures reported by the DPF pressure sensor and the actual/physical pressures measured at the sensor. This confirmed that the pressure sensor was not calibrated and required replacement. Following the replacement of the DPF pressure sensor, we continued our testing routine by initially following the manufacturer’s test plan for fault P246300. However, on entering the test plan, the suggested course of action was to carry out a forced DPF regeneration. Now, not being a fan of forced regenerations and knowing what we already knew regarding the soot content and pressures, it was highly unlikely that the test plan would lead us anywhere other than a recommendation to replace the DPF.

The road test We decided at this stage to carry out an extended road test while monitoring the data to ascertain whether regeneration was attempted by the engine control system, and i so, then to what effect. Before a road test, we always carry out a quick vehicle check over. On this occasion, it paid off as we found that the engine oil was overfilled by approximatel 1L. After checking the service history with th owner, we confirmed that the engine was in fact due an oil change, so for the owner’s sak and ours, we carried out a quick oil and filter change before proceeding with the road test. During the road test, it was almost immediately apparent thanks to the data that the engine control system had requested and adopted a DPF regeneration strategy. This was clearly visible when monitoring exhaust gas temperatures, but we also quite clearly noted exhaust fumes inside the cabin, so much so that it was uncomfortable to drive. Despite this being uncomfortable, we were able to drive the vehicle for long enough to confirm that DPF regeneration was almost permanently active throughout the drive, yet it seemed to have little to no effect on the pressures and/or the soot calculations.

& TRAINING

BREXIT – still something to think about So that’s it! The UK has left the EU. However, there is still plenty to think about and more to be negotiated, as Neil Pattemore explains… participation in its deliberations (except for some limited exceptions under the Withdrawal Agreement). The UK will have no EU Commissioner and no MEPs, as well as no input into EU legislative processes. So, will this be business as usual or a harbinger for doom and gloom?

ot for the first time, ‘the pundits’ and the media in general, got the forecast for the result of the General Election in December last year somewhat off target! So now that Brexit is continuing at a pace and with the political part now enacted, this means that we are officially no longer part of the EU and the trading relationship has to be agreed. Although this is hoped to have been settled by the end of this year, a request for an extension for the negotiations is still possible before the end of June. It is far from clear exactly what any ‘deal’ will contain, when it will be agreed, and ultimately, implemented. One thing is clear, there is a wish from both the UK and the EU Member States to agree something that will not negatively impact either side, but equally, Angela Merkel summarised the ‘elephant in the room’ by stating that Europe now has a major competitor just off its shores. During this transition period, it has been stated that ‘everything stays the same’. However, what will this really mean for the UK aftermarket? The UK will remain a member of the Single Market and of the Customs Union and Trade and sectoral agreements between the EU and non-EU (3rd) countries continue to apply to the UK, so EU law continues to be directly applicable in the UK. However, in one important respect, not quite everything stays the same. In the transition period, the UK will have no representation in Brussels and no

“It will be up to the UK Government to ensure that these important pieces of legislation remain the basis for the UK automotive sector, including the requirements contained within them for the aftermarket.” It’s now all about trade During the transition period, the EU and the UK will negotiate their future trading relationship. That is, the nature of their relationship after the end of the transition period, across a wide range of topics. In the meantime, it means that we will remain under the same legislation as we had previously for the automotive sector, but there may be further problems on the horizon. However, it seems unlikely that the European legislation for the automotive sector will change in the near future, even after the final date of our full departure from

the EU, even in the case of a ‘hard Brexit’ without any negotiated trading agreement. Therefore, it is simply a case of continuing to use European vehicle type approval legislation, thus ensuring that vehicles produced in the UK can still be sold in the EU. This vehicle type approval legislation includes the requirements for access to the technical information needed for independent workshops to diagnose, repair and maintain vehicles – the ‘RMI, bumper to bumper’ information and non-discrimination between main dealer and independent workshops. However, it is being overlooked that these RMI requirements only apply in the EU and therefore, as the UK is no longer be part of the EU, the vehicle manufacturers will no longer be mandated to provide this information. Additionally, the Block Exemption Regulation (BER) runs parallel to the Euro 5 type approval legislation and provides the basis for independent workshops to have access to the same tools, equipment and data that are available to main dealers. However, BER is different in some ways. It is based on EU competition law and this could change, as the UK has a more open ‘let market forces rule’ approach. It will be up to the UK Government to ensure that these important pieces of legislation remain the basis for the UK automotive sector, including the requirements contained within them for the aftermarket. Therefore, as Osborne Clarke, specialist lawyers in the automotive sector, recently

reported, “...of most interest to businesses will be the negotiations on – deep breath – data protection; the movement of goods (including customs, tariffs and regulatory aspects); services generally (including market access and non-discrimination, and regulatory aspects); financial services; digital; capital movements; intellectual property; public procurement; movement of people; transport; energy… and, of course, fisheries.” The expectation is that the negotiations will need to be wrapped up at some point in autumn 2020, to allow time for ratification by EU Member States. So, the next few months will be critically important.

Start planning ahead In the meantime, it would be wise to start some forward planning. There are several potentially significant challenges that the Brexit negotiations need to tackle to ensure the continued availability of spare parts, equipment and technical data from European suppliers – who support a substantial part of the UK aftermarket’s ability to diagnose and repair vehicles.

So, what should you start to consider? Access to parts is critically important, so talk to your suppliers and find out how they are planning to ensure continuity of supply. Then consider who you will partner with to protect the availability of the parts you will need. This means picking your suppliers with care, forming service level agreements with them – don’t just continue to ‘shop around’, but make agreements with those who will support you, rather than just give you the lowest price. Availability will become more important than price. There is also a wide range of typeapproved parts, such as windscreens, headlights, tyres and brake system components (e.g. pads, disks, shoes and drums) and it is not clear if it is a simple case of these continuing to be recognised in the UK once we leave the EU. It would place a serious pressure on suppliers to get them approved in the UK if this were to be the case. A less obvious problem could be the access to technical data. The EU legislation may block access from the UK to the data of the parts suppliers, diagnostic tool manufacturers, or data

publishers held on servers that are in the EU. The only ‘good news’ is in the short term that much of this will not become a problem until the deadline for a deal has passed, but even then it is still not clear if it will be straightforward.

The last hurdle The final Brexit step will be how the ratification of a negotiated deal is done. It is not clear whether it is possible for the deal to simply be ratified by each EU national government, or whether it will also have to be approved at national or European Parliament level under some states ‘constitutional arrangements’ – it will also need to be determined by the nature and contents of the future relationship agreement(s). As they say, this is as ‘clear as mud’, which is probably not a good basis upon which to plan your future business activities, so take some steps to protect your supply chain and plan ahead to ensure that you can benefit from the uncertainty. For more information online, www.rdr.link /an009

28 MARCH 2020 PMM

BUSINESS

PMM MARCH 2020 29

& TRAINING

Do you compute? In the first of her articles for PMM, Hayley Pells, owner of independent garage Avia Autos, stresses what she believes to be one of the most dangerous threats to the survival of the independent aftermarket – digital illiteracy.

Office of National Statistics found:

90%

of households have digital access

78% 89%

of people go online via a mobile device

Requirements of digital inclusion

of people go online at least weekly

Digital skills: This term is used to describe the use of hardware such as computers, tablets, smart phones and the internet. This is important, but is not the biggest barrier to digital inclusion.

Is there a digital skills shortage for independent workshops? Digital accessibility has a variety of wellknown and accepted benefits. From banking to shopping, smart phone technology has enabled users to remain constantly connected to a wide variety of services. For technicians, the ability to work effectively with digital technology has progressively become more important as platforms replace posters for information such as vehicle weight information, and QR codes replace books for timing belt information. Hayley Pells, owner of Avia Autos

Connectivity: Access to infrastructure needs to be far reaching. For example, industrial estates often have connectivity black spots. Mobile networks are catching up, but we are a long way from 100% coverage in the UK. Accessibility: If both the hardware and connectivity issues are addressed, you still need to be able to read and/or hear. Any issues with hearing, sight, reading or understanding can suddenly manifest greater barriers that may have been previously masked by the individual. Sometimes this is out of a coping mechanism that has been developed over time, and the user may not be even aware that they have a challenge.

The launch of REPXPERT by Schaeffler, for example, and the accompanying REPXPERT Academy LIVE training programme, is further optimised by its digital service, so that technicians are provided with technical information and supplementary training. However, research from the government has shown that the people who could benefit the most from digital services are the least likely to be online. Digital exclusion makes poor sense for business, both within the organisation’s immediate environment and interaction outside of this. The NHS has identified that 11 million people in the UK lack basic digital skills, or do not use digital technology at all, making it likely you might be working with someone who is facing the challenge of digital illiteracy. Like all challenges to learning, not everyone is forthcoming in articulating their difficulty, and many may be struggling in isolation.

What does this mean for the aftermarket? The increased popularity of social media platforms and e-commerce can mask a lack of digital capability or understanding. To use an analogy, the ability to consume a Happy Meal does not endow one with the ability to cook. In fact, the easy availability of fast food has actually been considered a barrier to nutritional understanding. The same thought process can easily be applied to digital literacy. Employing digitally native staff may present this issue more than those who have transitioned from analogue to digital, or it may not. Analysis of capability during the normal appraisal process can highlight any shortfall areas to address and develop strategy for increasing digital capability in the workshop. Some of these benefits include:

Barriers to digital inclusion

Business management

Access: Quite simply, not everyone can get online if they do not have all the requirements of digital inclusion; a challenge that VOSA had to address with the

■ Increased efficiency ■ Access to training ■ Improved communication inside the

computerisation of its testing stations (pre-DVSA). Skills: Not everyone can use the internet and online services. Confidence: Not knowing where to start, fear of crime, bullying, lack of trust or making a mistake. Motivation: Not everyone sees the internet as useful, helpful or relevant.

organisation ■ Transparent client communication for instructions and acceptance ■ Business growth and planning ■ Access to funding and/or financial services ■ Scheduling of tasks

Blended skills Using non-centralised control, Avia relies heavily on frameworks to allow staff to make autonomous decisions. To enable this, the following are employed:

PEOPLE AND HARDWARE 씰 4.5 workers 씰 All workers have

completed digital training remotely 씰 2 workers regularly work remotely 씰 1 worker works remotely occasionally 씰 6 computers – 2 of which with dual screens 씰 2 laptops 씰 3 tablets 씰 6 mobile phones

That’s four or five screens per person depending on how many people are in!

MOST USED SOFTWARE 씰 Google (booking, email, spreadsheets, 씰 씰 씰 씰 씰 씰 씰 씰 씰 씰

slides, docs, forms, maps, hangouts, search) DVSA (MOT service, Guides, MOTH, Matters of Testing, Special Notices) Autodata Alicat Quickbooks Booksteam Wordpress MOT Juice IMI training RMI IGA FSB

SOCIAL MEDIA PLATFORMS 씰 LinkedIn 씰 Twitter 씰 YouTube 씰 Facebook

Utilising blended skills can trim the fat from most organisations, leading to a more efficient business model. Digitally literate workshop staff can, using prescribed frameworks, accept the work, order parts, book workshop time, engage with the customer, access technical information, obtain approval, complete the work, ask for quality control, inform the customer, take the payment and update the accounts ledger. This sounds like the work of several people, but can be easily accomplished by one worker. It takes a little more finesse to roll out to groups to produce effective results, but it can be achieved with leg work and purchased software provision.

Addressing barriers Buddying up – You may find that within your organisation that you have digitally capable members, so creating an environment to share knowledge can increase capability quickly and cheaply. A structured approach with a problem to solve, such as creating a Twitter account, could produce a sharing of skills. Personal learning – Some might prefer to work things out privately, so creating an opportunity to explore a website can increase confidence and prompt questions which can be used to translate this skill into other areas. A software provision with a ‘demo mode’ could enable that safe environment and break down barriers built from fear. Consultant – Creating productive environments for learning can sometimes be daunting and an effective way to manage this is to outsource; bring someone external into the organisation to instigate change. Training – Plenty of training courses are available, from free courses courtesy of providers/suppliers, to colleges with tutors and support groups.

씰 Instagram 씰 TikTok

Aftermarket specific digital skills ■ Workshop management ■ Use of online ordering ■ Access of technical information ■ Completion of training ■ Recording of continuous professional

The government has recognised that there is a shortfall in digital skill and you can read about what they are doing about it here: www.rdr.link /an010. With the number of cost-effective solutions that are available to garages, does it makes sense not to compute?

development ■ Quality control

To find out more about Hayley’s business

■ Equipment maintenance/calibration records

Avia Autos,

32 MARCH 2020 PMM

www.rdr.link /an011

PMM MARCH 2020 33

SPECIAL REPORT

A MOMENTOUS year

36 MARCH 2020 PMM

MOT

MOT update Over the last year or so, there have been some important announcements about the way MOT centres need to carry out their work. To clear up any confusion, DVSA has provided PMM with vital clarification… Connected equipment There has been some misunderstanding when it comes to the introduction of connected equipment. The major deadlines that have now been and gone are as follows: ■ From 1st February 2020, anyone buying a new decelerometer for class 3, 4, 5 or 7 test lanes needs to make sure it’s a model that can connect to the MOT testing service. ■ This comes after the 1st October 2019 changes for roller brake testers. The change includes buying replacement equipment, and as part of the process of getting authorisation to carry out MOTs at a test station.

©JevantoProductions/AdobeStock

PMM: So, tell us, how did it all begin? 1989 was a momentous year. It was the year the Berlin Wall Mike Schlup (MS): Kalimex was came down, the iconic ‘Rain Man’ won best picture at the founded in 1989 by my father Jurg Schlup. Oscars, and, a little closer to home, a small import/export He was a very successful businessman who was looking to start a general import/export business started trading. Over 30 years later, Kalimex is still business. His early activities included steel thriving. Sitting down with PMM, CEO Mike Schlup charts trading and industrial epoxy coatings. this Great British brand’s rise to success. It was the epoxy connection that led to Kalimex introducing the YouTube channel. He’s a fun CarGo range to the UK in marketing so that I could help Kalimex enter character who explains how 1994. This included Quiksteel the next stage of growth. By then, the the product can be used to epoxy putty and Seal-Up head company was also importing a range of make simple and permanent and block repair. additives from CarGo in the USA (now repairs on anything from a Quiksteel was the halo known as Bluemagic) and a review of the broken frying pan to a leaking product with almost limitless business identified an opportunity for us to bucket and a burst pipe. applications in DIY, industrial launch some own brand products, in We have just finished a and automotive markets. The particular K-Seal Multi-Purpose Coolant series of videos that has gone original aim was to have a stick Leak Repair. At that time, Seal-Up sales were down very well with the test of Quiksteel in every toolbox running at around 20,000 bottles per year, but audience of DIY enthusiasts, and every kitchen drawer in the were limited by the out of date sodium who use YouTube to decide if a UK. In the beginning, the silicate technology that made it complicated Mike Schlup, Kalimex CEO product passes muster. product’s counter displays to use. We hoped to double this figure with were placed in hardware shops, car accessory the easy-to-use K-Seal formula. Little did we shops and even video rental shops. realise how technicians would respond to it. PMM: When did your bestseller The only product still in our portfolio from K-Seal was launched in 2003 and in the K-Seal enter the picture? those early days is Quiksteel. Sales are now at first year alone we sold 17,000 bottles, almost MS: By the millennium, Schlup senior was almost two million sticks in the UK and we matching Seal-Up sales. Within two years we beginning to struggle with the growing have just put the finishing touches to a massive hit our target of 40,000 bottles, and within 30 business. A chance conversation over new promotion that will see Quiksteel make months, our first 100,000 bottles. We were Christmas dinner resulted in me cutting ties its way into UK homes via the Dr Quiksteel over the moon but more was to follow. By with my career in medical sales and

©Angela/AdobeStock

Finally, in the Tools & Equipment feature, SEALEY introduces its SX299 Master Locking Wheel Nut Removal Set. If a vehicle is brought in for work lacking a locking wheel nut key, this can cause a number of problems, especially if, for example, a brake inspection needs to be carried out. The SX299 is a solution to this, and is said to be capable of removing practically any locking wheel nuts or bolts. The kit also includes a shroud that protects the wheel from any damage. Sealey also describes how useful this quick solution is for the technician on the go, as it negates the need to carry multiple locking wheel bolt key sets when working remotely.

TROUBLESHOOTING

©Feydzhet Shabanov/AdobeStock

Next up is the Exhausts & Emissions feature, which sees LIQUI MOLY describe its additive offering and how it can help workshops respond to the increasing demands of new technologies. Tim Keller, Export Area Manager for Liqui Moly, explains that although additives can’t completely transform an engine, they can help to “reduce emissions to the original level and ensure the vehicle passes its MOT test.” The company highlights the benefits for both customer and workshop – additives don’t cause a heavy cost to the customer, while also providing garages with a high profit margin. Liqui Moly’s additive range includes the Pro-Line Engine Flush – recommended for vehicles with a high mileage – can be used during an oil change; active ingredients dissolve deposits and contamination in the oil circuit, which are then drained out with the oil. Other products that the company offers are the Fuel Injector Cleaner for petrol engines and the Super Diesel Additive for diesel engines. These can be used regularly as a preventative measure, as they eliminate deposits on the injection nozzles and fuel system.

INSIDE THE ISSUE

apply to any current equipment you have, unless you need to replace it. Until these are introduced, garages can continue to use their current models.

■

You can find out more about MOT garage equipment on GOV.UK: www.rdr.link /an023

■

The Garage Equipment Association lists all DVSA acceptable equipment:

It is important to note that this rule does not

■

Check they’ve recorded their result From the home screen, select the vehicle testing station Click the tester’s name Click ‘Annual assessment certificates’– you’ll find this on the right-hand side under the heading ‘MOT training and certificates’ Make sure that they’ve correctly recorded their result under group A (class 1 and 2 vehicles) or group B (class 3, 4, 5 and 7 vehicles)

www.rdr.link /an024

REMINDERS TO MAKE A GARAGE’S LIFE EASIER Meeting the deadline

DVSA has reassured garages that these changes come about in order to modernise testing in garages, save garages time and reduce the risk of error and fraud. The organisation is working with manufacturers to develop other types of connectable equipment to further improve MOT capabilities. The following items are estimated for introduction: ■ Diesel smoke meters – late spring ■ Exhaust gas analysers – late spring ■ Headlamp aligners – summer

How to check your tester’s progress ■

■

RESOURCES

If you run an MOT centre, make sure your testers complete this year’s MOT annual training and assessment. You’re responsible for making sure they’ve done the training and assessment by Tuesday 31st March 2020, to avoid being suspended from testing. They can take individual training, group training or a course with a training provider, but they must record their annual assessment result on their MOT testing service profile as soon as they’ve passed. There will not be an extension, so they should do this in plenty of time before the deadline and not leave it until the last minute.

More than two million drivers have signed up to get free MOT reminders – www.rdr.link/an025. The service has proved really popular with drivers as it takes the worry out of remembering when their next MOT is due. DVSA is urging garages to keep encouraging their customers to sign up to the service. The drivers who are signed up will get a text or email reminder one month before the MOT is due. They’ll also get a further reminder if they still haven’t had their vehicle tested two weeks before the MOT is due.

PMM MARCH 2020 57

PROFESSIONAL MOTOR FACTOR MARCH 2020 27

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MARKET TRENDS & ANALYSIS

PRODUCTS IN DEMAND

Powering up Matt McKenzie, Battery Care Product Manager at Ring, takes PMF through some of the best battery maintenance tools in the company’s portfolio.

atteries are one of the hardestworking components on a modern vehicle. Not only do they have to cope with the demands of winter, but they are required to work all year round at optimum levels, due to complex vehicles and the enormous amounts of electrical content they contain. Let’s take a look at some of the company’s chosen batteries.

Best for: Versatility and power – RBAG750

Meet Ring’s very first 12 and 24V graphical battery analyser. This new addition is an upgrade to the RBAG700, and enables the user to carry out a complete health check of the battery and electrical systems of 12 and 24V vehicles, including motorcycles, cars and trucks. Like its predecessor, the RBAG750 is different to other analysers in that it uses

an intuitive graphical interface, which makes it easier and quicker for technicians to diagnose faults. The microprocessor control can analyse and test battery capacity without applying a load, providing fast, accurate results on batteries of up to 1700CCA. A low-range setting is also included for testing motorcycle batteries. The RBAG750 is not limited to testing battery cranking performance; other components able to be tested include the alternator (including a diode ripple test) and the starter and earth system, providing a complete health check of the battery system to help technicians diagnose potential faults. As 24V vehicles comprise two 12V batteries, each battery should be tested individually to ensure an accurate diagnosis. When testing the alternator and starter motor on 24V vehicles, the two 12V batteries can be left in series.

BEST Best for: The professional – FOR RSCPR50 TOUGH Suitable for lead acid, gel, AGM and

calcium 12V batteries, the fast-charging RSCPR50 provides technicians with a reliable option, restoring a battery from a deeply discharged state and allowing it to operate at full performance. The programmable eight-stage battery smart charger has multiple charge rate settings and is a complete battery support unit. It is ideal for maintaining a constant battery voltage level during vehicle maintenance; electrically winding handbrake systems, for example, will continue to use the vehicle’s power during diagnosis.

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The unit features a multi-chemistry function to set the specific charge required for different battery types. A power supply function also maintains the battery voltage when appliances are connected and drawing power.

Best for: Quick solutions – RPPL700

The RPPL700 is a technician’s go-to tool to help get motorists back on the road as quickly as possible. The lithium jump starter is ideal for petrol vehicles up to 8.0L and diesel vehicles up to 6.0L, such as motorcycles, cars, 4x4s, vans, commercial vehicles and boats. It has a tough build with rubber moulding and is 75% lighter than an equivalent lead acid jump starter, making it more mobile and ideal for frequent use within the workshop. Under normal conditions with a fully functioning alternator, and if the jump starter is fully charged before use, leaving the clamps connected to the vehicle will recharge the jump starter from the vehicle alternator in just 60 seconds.

For more information on Ring’s battery offering, go to www.rdr.link/FN010

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STEERING & SUSPENSION

It’s not a sprint, it’s a Marathon PMF speaks to Adrian McComas, Marketing Director at Marathon Warehouse Distribution, to discuss the company’s steering and suspension options.

How important is the steering and suspension system to the safety of a vehicle? Adrian McComas (AM): Absolutely critical! Clearly, if steering components are worn or sloppy, then the vehicle will not react precisely. For example, vehicles with worn steering components may not turn far enough when cornering, which of course could lead to accidents, particularly with oncoming traffic. As well as delivering a comfortable ride, the other key part of the suspension’s job is to keep the vehicle in contact with the road. If the vehicle loses contact or if the contact is intermittent, then braking and steering become much less effective. It’s vital that any replacement steering and suspension components that are fitted are of a quality that is at least as good as the original equipment. All steering and suspension components supplied by Marathon are certified to at least OE standards and are certified accordingly.

Describe Marathon’s current steering and suspension offering. Are there any brands in particular that motor factors should be aware of? AM: Marathon’s product partnerships feature some of the biggest names in the aftermarket; we have a huge offering when it comes to steering and suspension. 씰 FAI – Tie rod ends, ball joints, wishbones, link rods, bushes, subframe mountings, steering couplings 씰 Shaftec – Steering racks, radius arms 씰 NK Automotive – Shock absorbers, niche control arms (Qashqai/XTrail) 씰 Ashika – Shock absorbers, niche applications (Honda Accord Link Rod) 씰 Kilen Springs – Coil, leaf, gas springs

With a growing emphasis on electric-powered steering, what are your views on the growth of hybrid and electric technology, and how does it stand to benefit the aftermarket? AM: Hybrid power steering systems are an evolution from fully hydraulic systems where an electrically driven pump is used instead of a belt driven pump. A fully electric power steering system (EPS) features sensors that ‘decide’ if the driver needs assistance and delivers the amount of assistance required via electric motors. As early as 1965, Ford was experimenting with an electrically assisted steering system and used it on the experimental Mercury Park Lane, which, instead of a steering wheel, had two fiveinch rings instead of a steering wheel! In terms of driver benefits, EPS can help to make cars more fuel efficient. Unlike hydraulic systems, where the pump is permanently ‘dragging’ on the engine, causing ‘parasitic loss’, EPS systems only use energy when required. Like all ‘new’ technologies, it’s difficult to accurately quantify what opportunities may occur as vehicles and the car parc in general get older. It may well be that as unit sales decrease, the unit values will increase. Plus, of course, we may well see an increase in the sales of associated products, such as batteries, and new opportunities with sensors, modules and the like.

All of these brands are available for fast, frequent, same-day delivery.

For more information on Marathon, go to www.rdr.link/FN011

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STEERING & SUSPENSION ©Tomasz Zajda/AdobeStock

Steering garages in the right direction Richard Adgey, ZF Aftermarket’s Head of Product Management, discusses the role that motor factors can play in upholding quality standards and promoting best practice in the aftermarket.

p to 70 steering and chassis components may be installed in a typical passenger car, each fulfilling a vital role in retaining and guiding the wheels. As they effectively connect the vehicle to the road, these parts are critical to safety and driving comfort. Precise design, manufacture, quality control and assembly of all components is an absolute necessity, and for this reason, original equipment (OE) spare parts are recommended when replacements are needed due to wear or damage. ZF Aftermarket claims to be ideally placed to support the independent aftermarket in this respect. It is focusing on introducing steering and chassis parts to satisfy the maintenance needs of the latest electric and hybrid vehicles.

When a workshop orders replacement steering components, it’s sensible for the parts adviser to suggest attached or complementary items that may also be needed. In ZF Aftermarket’s experience, rubber-to-metal components are at particular risk of being overlooked; while they’re not all considered to be conventional wear parts, they perform complex tasks under high dynamic loads, and may show obvious signs of fatigue when inspected closely. A worn part here can reduce the life of other newly-replaced components by allowing them to operate outside of their design parameters.

Correct tooling

Certain replacement operations require specialist tools, and once again, factors can help to ensure that the workshop is suitably equipped and isn’t using makeshift alternatives. For example, correct press tools are needed, instead of a vice and sockets to remove and replace control arm bushes, and appropriate tensioning and crimping tools are recommended to secure steering boot clamps.

Boots and gaiters The motor factor as a workshop mentor

Motor factors can play a vital role in upholding quality standards and promoting best practice in the automotive aftermarket.

32 PROFESSIONAL MOTOR FACTOR MARCH 2020

Steering boots and gaiters ensure that no moisture or particulate contaminants enter the steering gear or tie rod ball joints. The smallest crack can allow damp, dirt and winter road salts into the moving parts of the steering gear and cause corrosion.

In a hydraulic steering system, corrosion on the steering rack will tear its seals, causing fluid loss and a potential failure of steering assistance. In an electrically driven steering system, the sensitive inner electrical and mechanical components can be compromised, leading to noise, sluggish response and other malfunctions. If replacement of a steering boot is necessary, workshops must be reminded to pay particular attention to the quality of seal achieved, to use OE quality parts, of the correct tools to fasten the clamps, and to apply silicone grease to enhance sealing where recommended by the manufacturer.

Steering racks, pumps and column drives

With TRW steering racks, pumps and column drives fitted to a third of European vehicles, ZF claims to offer a broad portfolio to the aftermarket, along with the necessary technical information to ease installation. TRW’s electro-hydraulic power steering

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STEERING & SUSPENSION

system is said to combine the advantages of electronically controlled, demand-based steering with robust hydraulic actuation. The compact motor/pump unit can be easily replaced if a fault develops; however, to avoid unnecessary returns, factors should forewarn their customers that if an early pump is to be replaced with a later version, the electrical connectors may differ. If the electrical socket on the new pump does not match the plug on the vehicle wiring loom, the wiring jumper provided by TRW with the pump must be installed.

Service Packs enable fast, efficient steering repairs VMs recommend that nuts and bolts loosened when installing spare parts should not be reused. A vehicle-specific

Lemförder Service Pack contains new fasteners for the main component being replaced and also for peripheral components that must be disturbed, simplifying steering and chassis repairs.

The future market for steering components Although the UK government currently plans to phase out the sale of new fossilfuelled cars within an ambitious timeframe, this shouldn’t diminish the market for steering and chassis components. Indeed, the product quality required of suppliers may well become more demanding; quieter electric vehicles will inevitably show up non-OE mounts and bushes exhibiting poor noise insulating characteristics. “As the number of hybrid and electric

vehicles needing maintenance and repair in the aftermarket increases, motor factors will need access to OE quality steering and chassis components to satisfy workshop demand,” said Richard Adgey, Head of Product Management, ZF Aftermarket. “With ZF’s reputation for quality and innovation embodied in its Lemförder and TRW brands, these OE replacement parts can be depended upon to provide balanced steering behaviour and driving stability, as well as improving passenger comfort by preventing noise being transferred to the vehicle interior.”

For more information on ZF Aftermarket’s steering and suspension components, go to www.rdr.link/FN012

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STEERING & SUSPENSION

Don’t stress with EPS With Electric Power Steering (EPS) edging its way into the aftermarket, Shaftec’s Area Sales Manager, Joe Toakley, discusses the process involved in remanufacturing an electric power steering rack.

lectric Power Steering (EPS) is now pretty much standard in the vehicles rolling off the production lines. In line with industry trends, this makes perfect sense, as the components are lighter in weight, more durable, require less maintenance, give a better response at different speeds, and require less fuel consumption. Remanufacturing, in reducing emissions and energy use, and reusing existing materials, has an excellent impact on the environment. Remanufactured parts generally carry the same warranties as OEM parts, and VMs are becoming increasingly aware of the opportunities provided by remanufacturing to extend service life agreements and provide cost-

34 PROFESSIONAL MOTOR FACTOR MARCH 2020

effective solutions for older vehicles. As EPS parts filter through into the aftermarket, it makes sense for motor factors to know how EPS functions, as well as the remanufacturing process and the subsequent reprogramming of such electrical parts. In doing so, it will enable them to answer customer questions and pass on advice regarding suppliers.

Remanufacturing an EPS rack

1. The core enters at goods in and is checked by bar code label on the box to ensure it’s the correct part number, and then checked for remanufacturing suitability. If it passes, it goes into core reserves ready to be remanufactured.

Top tips

Protect your surcharge by making sure that cables are not cut and EPS motors remain intact and undamaged. Failure to comply with this will result in full rejection. Having the core returned in the Shaftec box is really important – firstly, our boxes are well made and robust, and will protect the core unit during transit, but the label also allows an instant reference surrounding what should be in that box. Without this, it is a manual process of part identification before it can pass through, which literally takes ten times longer. The processes have to be stringent right from the word go.

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STEERING & SUSPENSION

2. All electrical components are dismantled on the rack. The unit is degreased and thoroughly cleaned. 3. The casting is shot blasted to remove any lingering debris. 4. As Shaftec doesn’t batch test, every individual unit and casting is then inspected before being assembled by hand. All accessories, such as the seals, are brand new. In fact, the seals are often over-engineered due to improvements made since the original unit was released. 5. The unit then enters the ‘clean room’, which is an enclosed unit specifically for the delicate process of remanufacturing the electric motors. All units are virginalised, and any physical repairs required, such as to the circuitry, are carried out.

Bespoke equipment

There’s a lot of software involved in EPS, and subsequently, a lot of reprogramming. At Shaftec, we ‘virginalise’ the part, meaning it effectively works straight from the box in another vehicle. Proof of this is shown with the ‘Tamper’ label we apply. What we can’t do in advance for the customer is reprogramme the part. Some parts can be reprogrammed using generic diagnostic tools, which forward-thinking garages really should invest in. Certain steering systems, however, require bespoke VM equipment in order to be successfully programed for fitment, and it helps massively if the garage is aware of which parts these are.

6. The steering rack is fully tested on a dedicated EPS testing rig to exceed VM requirements using real-world testing procedures. Again, every single rack is tested. 7. The rack is boxed inside packaging of a robust design. There’s also a cradle within the box to ensure the unit is as secure and protected as possible. Tamper seals are placed on all electrical connectors so the customer knows that it has not been fitted previously since remanufacture, as this can cause catastrophic programing errors. Shaftec Director Tom Curtis also weighed in, explaining: “At Shaftec, we recognised the growth opportunities of EPS very early on, and knew that to remain competitive and secure growth, we had to develop in line with this and invest back into the business. “Return on machinery investment has been impressive,” he continued. “It’s

improved efficiency and has had a positive effect on production times, and consequently availability and sales. Some good examples are the technowash and shot blasting machine which have, in the main, taken the place of the work being carried out by hand. We’ve also invested in a mobile EPS diagnostic machine, which reads and clears fault codes on all electric steering components. “Knowledge is power when it comes to steering systems,” Tom concluded. “The better you know your product, how it operates, its features and benefits, together with how to maintain it, the better equipped you will be to assist your customers. In turn, they can better assist their customers with component advice in terms of value for money, safety, quality and performance.” For more information on Shaftec’s remanufactured EPS offering, go to www.rdr.link/FN013

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©Андрей Яланский/AdobeStock

STEERING & SUSPENSION

Mutually beneficial Tania Wilson, Steering Product Manager at Quinton Hazell, comments on the changing relationship between factors and garages, and what can be done to benefit both parties.

ccounting for around 5% of overall motor factor sales, steering and suspension remains an important product line, and thanks to the common pothole, steering remains a product that continues to grow, regardless of the vehicle model or type. However, with a myriad of link bars, track rod ends, ball joints and wishbones in demand, saying ‘yes’ to the customer at every enquiry is proving more difficult. As garages are placed under increasing pressure, time is of the essence – a car stuck on the ramp costs money. Additionally, many garages will not compromise on quality, as the secondary cost to replace is fast becoming an issue. A ‘no quibble’ warranty used to cut it when the cost to refit a part was relatively low, but increasing vehicle complexities means that this is no longer the case. By offering a discount on the next purchase, or some free oil, for example, factors used to be able to easily overcome their problems, but this has changed. Warranty labour is fast becoming a contentious issue, and is often a major reason for a breakdown in the trading relationship between factor and garage. It’s therefore not surprising that garages are beginning to question what’s in the box. After all, there have been some very cheap suspension parts added to the market in recent times. So cheap, that the price hit rock bottom and then for good measure, started drilling! With almost 75

36 PROFESSIONAL MOTOR FACTOR MARCH 2020

years’ worth of experience as a supplier to the UK aftermarket, Quinton Hazell (QH) has seen many of these suppliers come and go, and places a high value on quality. The historic philosophy that QH adopted remains in both the team and, importantly, the overall ethos of the business. We’re still proud to state that we know exactly what goes in our box, and we will never compromise that to hit that subrock bottom pricing level. On top of this, we’re so confident in the quality of our products that we offer a two-year, unlimited mileage warranty. Garages still want to see their independent factors remain true to their

roots; we aim to support that in supplying a quality product that’s fit for purpose, at a market-comparable price. The QH steering and suspension range is of OE matched quality, and is supported with BER certification. To help support businesses, we hold around 7,000 QH steering and suspension references, covering around 95% of the Asian and European car parc. Additionally, the range is available on a next-day delivery basis on single pick orders. For more information on Quinton Hazell’s wide range of products, go to www.rdr.link/FN014

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STEERING & SUSPENSION

Straight but not narrow In light of the safety-critical nature of steering and suspension components, Aisin discusses why these parts are essential.

isin Europe Aftermarket has made the decision to offer a new steering and suspension product range. The company has developed a full catalogue in order to cover more than 85% of the Asian and European car parc. The range is said to be comprehensive, covering all of the principal vehicle functions – driving, turning and braking – and includes clutch, brake, drivetrain, chassis, engine and cooling systems, vehicle body parts, and steering and suspension parts.

Why a steering and suspension range?

After brake pads and brake discs, steering and suspension parts are the second most critical component on vehicles that contribute to a driver’s safety. For this reason, regular MOT vehicle inspections include a specific focus on steering and suspension systems. A failed inspection means that motor vehicle owners will need to replace or repair these components in order for the car to pass its inspection. As extreme weather becomes more prevalent, there is greater potential for damage to occur to the steering and suspension system. The use of salt and gravel, coupled with increased potholes and cracks in the road, for example, can significantly decrease the lifetime of vehicle components. Reduced funding for infrastructure across the world means that the quality of road conditions will only continue to degrade, and, as a result, demand for suspension and steering components will increase. This, coupled with the fact that vehicle owners are keeping their cars for longer than ever, means that it is increasingly important to have a reliable supplier of high-quality parts. When speaking about suspension components, the shock absorber tends to

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Aisin has developed the following Original Equipment (OE) quality components:

Ball joint: used in tie rods, control arms (supporting vehicle’s weight) and stabiliser links Centre rod assembly: part of the linkages transferring steering motion to the wheels Control arm/trailing arm bushings: connects suspension components to the chassis Idler arm: providing pivotal support for the steering linkage, bolted to vehicle frame Pitman arm: connected to the steering box, converting angular to linear motion Rod assembly: steering linkages Rod/strut, stabiliser: also known as anti-roll or -sway bar to reduce vehicle roll Stabiliser mounting: mounting of the stabiliser or anti-away bar to the control arm Steering arm: connecting steering box to the wheels giving directional control Tie rod axle joint: connecting steering linkages to the wheel Tie rod end: connecting steering linkages to the wheel Track control arm: hinged suspension link that connects suspension to wheel

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STEERING & SUSPENSION Factsheet About Aisin

씰 More than 50 years of aftermarket expertise 씰 Offers steering and suspension parts for Japanese and Korean applications, as well as European vehicles 씰 Claims to produce components that meet exacting OE specifications 씰 Components are tested to meet all extreme weather conditions 씰 Guarantee against corrosion for ten years 씰 With more than 50 years’ worth of industry experience, the company’s expertise allows it to offer vehicle components for customers around the world.

come to mind first, but this intricate network of interdependent components starts with the tyre. A poor or failing component of this type has the ability to speed up the wear and tear of the chassis parts, and therefore make the car unsafe to drive. As the steering and suspension system is the second most frequent item to fail in annual technical vehicle inspections, it is important to ensure that only the highest quality parts are fitted. Aisin claims to provide premium quality products with a varied range of hard parts and rubber-to-metal parts. Depending on

the material used, the company’s aftermarket parts are produced using either high-grade steel or aluminum. All steel parts receive a cataphoresis coating, which provides a ten-year guarantee against corrosion. The current trend in practice is for vehicle manufacturers to use more aluminum to reduce vehicle weight in the chassis, which can cause a 4% improvement in fuel consumption and CO2 output. This is also the case for steering and suspension components, and Aisin adheres to this trend in the production of its steering and suspension components.

To find out more about Aisin’s steering and suspension range, go to www.rdr.link/FN015

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STEERING & SUSPENSION

Steering an evolution The technology implemented in steering and suspension components has changed substantially over the years. First Line’s Global Marketing Director, Jon Roughley, examines these changes.

ehicle manufacturers are constantly driven by the need to reduce emissions and improve the efficiency of their models, as well as increasing the percentage of the car that can be recycled. To achieve this, they have developed vehicle aerodynamics, lowered rolling resistance, and have introduced a large scale programme of vehicle light-weighting. The combined effects of these changes have also improved the handling characteristics and performance of their products. These alterations are most evident in steering and suspension components where, although the basic function may not have changed much over the years, advances in technology have seen a change in both the design and materials used. Steering systems have evolved from traditional manual steering gear or hydraulic power assisted systems, to electrical power assisted steering (EPAS) systems. As the move towards lower emission vehicles continues, these EPAS systems offer weightsaving advantages over traditional hydraulic systems, helping to reduce the overall vehicle weight, and subsequently improve handling and efficiency. Electric systems are also favoured by VMs, as the initial setup and ongoing development time is reduced. Unlike hydraulic power assisted systems, electric versions can be quickly and easily modified and tuned to specific vehicle requirements. First Line is constantly reviewing and

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adding to its range, ensuring that its programme is up to date with all the latest technologies. For example, tie rod ends for the Renault Megane IV 2016, which follow the original equipment specification, are being manufactured from aluminium, again highlighting the importance of lightweight materials. By reducing the weight of individual components, there has been an increase in the use of materials such as aluminium and composite plastics. Many multi-link suspension systems now incorporate aluminium control arms, and newer design suspension bushings, stabiliser links and top strut mountings now include composite plastics, instead of traditional metal components. This not only produces a lighter component, but also one that is easier to manufacture, and is less susceptible to wear and corrosion.

New developments

A specific example of this new component design is the hybrid link, a stabiliser link that comprises a steel bar with composite plastic ball joint housings. The new design can weigh up to 200g less than the original, and as the part is used on both sides of the vehicle, it decreases the vehicle’s weight by almost 0.5kg, making it easy to see why VMs are putting such an emphasis on new lightweight technology. This is highlighted by the fact that these new design links are fitted as standard on

all BMW i3 models. To accommodate these changes, First Line is offering a range of 12 hybrid links, including the latest models, such as Vauxhall Insignia B 2017>. With these new developments, it’s likely that technicians will start to see components that perform a function that they are familiar with, but look different in design, so it’s imperative that factors are informed of these changes in order to educate their customers on the potential differences of these components. Another advance is that many vehicles are now fitted with ADAS (advanced driver assistance systems), which controls many safety functions, such as ESC, ABS and lane departure warning systems. Many manufacturers recommend that ADAS technology is tested and reset after mechanical alignment of the steering and suspension system. Likewise, it’s particularly important with safety-critical steering and suspension items to understand that traditionally, it may have been possible to re-use a nut or bolt, but nowadays, as component designs change, so do the relevant fittings and fixings. Many are of a specific design and incorporate unique locking features, and most are single use, so it’s crucial that new fittings are used each time the relevant part is replaced. For more information on First Line’s steering and suspension offering, go to www.rdr.link/FN016

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STEERING & SUSPENSION

DRiV-ing force Neville Rudd, Senior Vice President and General Manager at DriV Ride Control, discusses the company’s latest suspension technology.

“Leading automakers are finding that intelligent suspensions are a smart choice for enhancing vehicle dynamics.”

Introducing DRiV Following Tenneco’s separation to form two new, independent companies, an aftermarket and ride performance company (DRiV), as well as a new powertrain technology company, DRiV will be a multi-line, multi-brand aftermarket company, as well as a global OE ride performance and braking company.

ncreasingly, leading automakers are finding that intelligent suspensions are a smart choice for enhancing vehicle dynamics and giving consumers the ability to customise their vehicle’s ride performance. DRiV recently announced that the Adaptive M Suspension, seen in 2019 BMW 3 Series models, features CVSAe intelligent suspension technology. One of several advanced electronic suspension solutions offered through DRiV’s Monroe Intelligent Suspension portfolio, CVSAe technology enables Adaptive M Suspension drivers to adjust the ride of their BMW to experience a more dynamic and enjoyable ride in every driving situation. CVSAe intelligent suspension technology continuously senses road and driving conditions, and adjusts damping levels in real-time for superior comfort and handling in different driving situations. Each electronically-controlled shock absorber connects to a central ECU that can control damping settings based on sensors monitoring wheel acceleration, body motion and steering angle, and data such as vehicle speed.

Via the 3 Series Drive Performance Control, the driver can pre-select ‘comfort’ or’ sport’ mode. In sport mode, the vehicle handling feels very agile, while in comfort mode, the suspension smooths out harshness caused by imperfections in the road surface. “CVSAe plays a vital role in helping vehicle manufacturers provide a comfortable, secure and enjoyable driving experience in an extensive range of driving situations,” said Neville Rudd, Senior Vice President and General Manager at DRiV Ride Control. “The CVSAe solution provides a highly differentiated, satisfying ride performance for owners of more than 40 leading vehicle models.” CVSAe is part of the Monroe Intelligent Suspension portfolio, which includes selective suspension solutions (Dual Mode) and semi-active solutions with external valve (CVSAe), and two independent valves (CVSA2). The portfolio also includes Kinetic for pitch and roll control. For more information on DriV’s offering, go to www.rdr.link/FN017

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WANT TO KNOW MORE? TO HELP YOU FIND OUT MORE ABOUT ANYTHING YOU’VE SEEN IN THIS ISSUE, WE’VE INTRODUCED A NEW DIGITAL INFORMATION SERVICE. RDR.LINK IS DESIGNED TO GET YOU FASTER ACCESS STRAIGHT TO THE EXACT ONLINE PLATFORM THAT HAS THE SPECIFIC INFORMATION YOU WANT. FROM VIDEOS TO TECHNICAL GUIDES, PDF’S TO PODCASTS – RDR.LINK WILL TAKE YOU STRAIGHT THERE.

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In with the old, and in with the new For oil suppliers, it’s essential to produce solutions that can not only deal with modern vehicles, but that cater to the classics too. Millers Oils’ latest releases emphasise this, with both its Trident range and its Classic Pistoneeze range hitting the market.

Taking care of the classics The Classic Pistoneeze range brings with it three new multi-grade engine oils. Able to protect the investment of a classic vehicle, Millers Oils claims that the oil can ensure the longevity and healthy life of the vehicle, which shouldn’t be a time-consuming or costly practice. The range has welcomed three new products, providing engine oil solutions for vehicles such as the Ford Capri and Escort, as well as many other icons of 70s and 80s motoring. Application of the new range even extends to the rare Shelby Mustang American muscle car. Specifically designed for the new

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Maximum engine protection; Trident 10 oils maintain the optimum oil viscosity even under severe operating conditions. Efficient cold-start (down to as low as 30°C), thanks to low temperature flow, which is a result of the use of synthetic technology. This ensures the rapid protection of vital components, with most engine wear occurring during start-up. Protected and prolonged engine life, due to its viscosity stability at high temperatures and severe operating conditions. Achievable level of performance throughout the OEM oil change interval, and increased protection via a stronger oil film between metallic components. It is catalyst and DPF compatible, thanks to the low and mid SAPS (sulphated ash, phosphorus and sulphur) formulations.

For more information on Millers Oils’ oil ranges, go to www.rdr.link/FJ019

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EXHAUSTS & EMISSIONS

Better data, better sensors High-temperature exhaust sensors are used when a car becomes excessively hot. In the past, these sensors were only used to monitor catalytic converters. Meyle tracks the changes in exhaust sensors, and explains how the company’s range can help benefit the aftermarket.

n recent decades, the number of electronic and sensor components used has risen rapidly, and the demands that are made on them have also risen with this use. Today, they also ensure that critical components do not overheat under the most difficult of conditions. For example, they must deliver consistently precise measurement results at a temperature range between -40 and 1,200°C. In comparison, electronic components in the engine area only have to be designed to accommodate a temperature range of -40 to 125°C.

Better data: a benefit for customer and workshop With an abundance of electronic and sensor technology parts in new cars, it is easy to lose track of what is going on internally. It is therefore particularly

important to ensure that the parts intended for installation fit perfectly, and that mistakes aren’t made during installation. Errors could result in a disturbance of the communication between the electronic and sensor parts, and therefore cause safetyrelevant failures. Fast measurement results are necessary in order to optimise vehicle performance and avoid expensive engine damage, and are especially useful in the repair of sensitive vehicle electronics. In order to eliminate sources of error in product data as much as possible, Meyle operates a product data management system which enables the allocation of the correct electronic component to the appropriate vehicle. To ensure the highest possible quality of product, Meyle product managers, engineers and data managers have worked together as a team from the very beginning of the production process. The company is aiming to deliver better data, facilitated by regular reviews of OE replacement chains in order to derive opportunities to optimise and consolidate the product portfolio. An example of Meyle’s work in this respect has been the decision to combine exhaust gas temperature sensors – which often have three different product numbers –into one product with a single product number. This simplifies everyday work in the workshop, as mix-ups can be largely avoided. Better data will ensure the longevity of turbochargers and catalytic converters, as

well as the regeneration of particulate filters. Exact measurement results also allow for efficient fuel consumption and reduced pollutant emissions.

The Meyle portfolio

Thanks to the continuous expansion of the Meyle range, more than 250 hightemperature exhaust gas sensors are now available for more than 35 million vehicles in Europe. The portfolio in the electronics sector in particular has been systematically and continuously expanded over the past few years.

For more information on Meyle’s range of exhaust temperature sensors, go to www.rdr.link/FN018

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Counting the cost of conversion BM Catalysts’ Managing Director, Toby Massey, weighs in on why cleaner air comes at a price. Catalytic conversion

Getting a reaction It is important to understand that a catalytic converter is not a filter. The exhaust gases exiting an internal combustion engine are

44 PROFESSIONAL MOTOR FACTOR MARCH 2020

channeled to pass over a specially coated ceramic ‘brick’ at the heart of the unit, which triggers a chemical reaction to start breaking down the undesirable NOx, as well as other pollutants. The reaction acts to break apart the nitrogen and oxygen atoms that have come together under the heat and pressure conditions created in the engine’s cylinders, allowing the oxygen to reattach to the CO and HC to produce less toxic and naturally occurring carbon dioxide (CO₂) and water (H₂O). Although rising CO₂ levels are of great concern for climate change, this gas is far less troublesome to air quality than NOx.

The role of precious metals The trigger for the chemical reaction which starts to break down exhaust gases is the presence of relatively small amounts of platinum group metals (PGMs). These are namely platinum, palladium and rhodium. As a manufacturer, we buy these precious metals by the ounce, which are stored by a broker and then delivered to our coater in solution when needed. The metals are mixed with a ‘washcoat’ designed to maximise their potency, and are applied to the ceramic ‘bricks’. We then house the ‘bricks’ in our components. The primary ‘catalyst’ for reactions in diesel powered vehicles is platinum and ©RomoloTavani/AdobeStock

The internal combustion engine uses fossil fuels and, as a result, produces harmful emissions. The hydrocarbons used, usually diesel or petrol, are combined with oxygen to provide a source of energy for the explosions that power the piston’s movement and propel the vehicle. Chemical reactions during combustion mean atoms are realigned under extreme pressure, creating exhaust gases that include nitrogen combined with any number of oxygen atoms (NOx), unburnt hydrocarbons (HC), carbon monoxide (CO), and various other impurities that were there before ignition. It is this NOx that is considered extremely harmful to humans, and is the current target for reduction and removal by postcombustion devices like catalytic converters and selective catalytic reduction (SCR) systems.

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or palladium, with petrol equivalents typically using palladium and rhodium. Platinum and palladium perform a very similar function in their respective roles of oxidising HC and CO, while rhodium works to reduce NOx when sufficiently heated in petrol engines. Although diesel engines produce NOx, rhodium is ineffective in diesel engines due to lower exhaust gas temperatures. Despite the addition of diesel particulate filters (DPFs) to help with soot, this still means higher levels of the noxious gas are present post-filtration. Until recently, regulators took the pragmatic view that this was simply an undesirable but unavoidable fact, so allowed higher maximum levels of NOx output from diesel engines. However, the latest emissions standards, Euro 6, reduced these levels further and necessitated the need for other components, such as SCR units, to help reduce NOx. With each new Euro standard comes a higher demand for lower emissions. One way this has been achieved is the via addition of extra filters and devices, but we’re running out of places to put them. In reality, greater concentrations of PGMs on the ‘bricks’ are the only way to keep driving down the levels of harmful gases released into the atmosphere from diesel and petrol driven vehicles. But that comes at a cost.

The cost of cleanliness

Over the past two years, the prices of precious metal have been increasing at a fairly swift rate. Since the beginning of 2019, rhodium, palladium and platinum have all increased in price by up to 1,100%. Rhodium is approaching levels last seen in 2008, and between December and January, there was a 70% increase in a matter of days. Palladium and platinum have also incurred increases of up to 85% in the last 12 months. Whilst these increases have a direct effect on the manufactured costs and subsequent market pricing of catalysts and DPFs, it also continues to fuel the ever-increasing rate of catalytic converter thefts from vehicles. This year has seen record numbers of thefts, with no sign of this reducing. A quick “catalytic converter theft” search on Google will usually bring up news stories posted within the last 24-48 hours from across the UK and further afield, with examples of localised and national catalyst thefts. It is unclear what the future looks like for the price of these precious metals, but whilst they remain so high, it is inevitable that market pricing will continue to rise to accommodate the increased raw material costs. At any given time, the financial value of these PGMs have an attributed and widely advertised market price, meaning you can’t

negotiate to buy it cheaper from different sources. Although the automotive sector is the primary consumer of PGMs, demand, and therefore cost influences, come from buyers such as jewellery makers and commodity investors, as well as there being supply-side issues. An increased cost of the PGMs used in the making of exhaust filters has to be reflected in their sale price – it’s unavoidable. When you consider that the purchase price of the PGMs used can be up to 90% of the overall cost of producing a catalytic converter, you could say that the sale price of our own parts is somewhat out of our control. All we can really do is continually invest in driving down the cost of designing, producing, assembling and delivering the part as a whole to ensure that our products are as inexpensive as they can be, given our commitment to full compliance and the highest quality standards. Manufacturers that don’t have a firm grip on these ever-changing costs – or those that are cutting corners to reduce them – could soon find themselves in financial trouble and be forced to decide between trying to sell over-priced parts, swallowing substantial losses, or worse. For more information on BM Catalysts, go to www.rdr.link/FN019

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EXHAUSTS & EMISSIONS

Blending in Millers Oils’ Managing Director, Tony Lowe, offers insight into how an oil blender can take responsibility for its environmental impact.

ver its 130-year history, Millers Oils has seen a host of legislative changes come into effect. In recent years, the move towards a greener, more environmentally conscious agenda has certainly shaped the OEM and aftermarket sectors. In particular, the 2018 changes to the MOT test saw a raft of changes, most notably stricter rules for diesel car emissions, whilst the European Commission: Emission Standard updates, including the introduction of Euro 6 and the ‘Road to Zero’ strategy, placed these environmental protection measures right at the fore of consumer consciousness. Tony Lowe, Managing Director at Millers Oils, commented, “At Millers Oils, we are abundantly aware of the concerns that surround protecting our planet. However, as a blender and manufacturer of lubricants, the issue of ‘greener living’ becomes slightly more complex. Despite the challenges, we are continuously working with our suppliers to see what options are available to improve our sustainability. We are aware that we still use plastics, base oils and additives to produce lubricants, and as such, it is a real balancing act to ensure that we are supplying a product that is fit for purpose, whilst also considering what we can do to limit our impact upon the environment. Where possible, we have already taken a number of steps as a business by making more responsible choices, and we will continue to look at new ways to keep this going long into the future.”

46 PROFESSIONAL MOTOR FACTOR MARCH 2020

Creating products to reduce emissions

With changes in legislation, and more clean air and congestion zones limiting access to major cities, consumers have become increasingly aware of the importance of reducing vehicle emissions. Hybrid and electric vehicle popularity is also increasing, but for many, the price tag is keeping access to these vehicles out of reach. As a result, blenders and manufacturers have worked to provide alternative solutions that offer some peace of mind. Fuel treatments such as Ecomax for both petrol and diesel engine applications have been designed to improve fuel efficiency (with the Petrol Ecomax reporting

a 3.2% reduction in fuel consumption), as well as to reduce harmful emissions of hydrocarbons and carbon dioxide. These cost-effective treatments also improve the cleanliness of the fuel and engine systems, helping to prolong their lifespan. With stricter limits for emissions from diesel cars with a diesel particulate filter (DPF), Millers Oils has sought to provide a resolution with its Diesel Particulate Cleaner and Regenerator, which is designed to clean DPFs by reducing the regeneration temperature required to allow the trapped soot particles to be burnt off. This one-shot additive ensures a cleaner, more efficient DPF, restoring engine power and fuel economy.

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Tackling Euro 6 fears

Since the changes to Euro 6 legislation, the reduction of the passable emissions limit within the MOT test has resulted in a distinct increase in the chance of failure for garage customers. In fact, a recent DVLA

study found that diesel car MOT failures were up by 311%, whilst petrol vehicle failure exceeded 72% between May and November 2018. To put those numbers into context, that is over 238,000 diesel vehicle owners, with 505,721 petrol car owners concerned about the fate of their car next time their MOT is due. Millers Oils’ Emission Performance Programme (EPP) was created in an attempt to remedy this. This professional garage programme is tailored to tackle the emissions issue and enables garages to promise a pass on emissions within an MOT. If garages offer a ‘pass or your money back’ promise, Millers Oils will provide the replenishment products in the event of a fail. A Millers Oils EPP service helps to tackle common issues that occur inside the vehicle which can go undetected and may not be resolved in a standard service. EPP also provides garages with a range of highquality treatments to enhance this service, offering greater profitability. It is effective across a range of vehicle types, ages and mileages, making a difference to not only fuel economy but also to the vehicle’s emissions and overall performance.

A work environment that gives back

Steps have also been taken at the company’s factory in Brighouse, West Yorkshire, to incorporate more renewable energy sources, with solar panels placed on the factory’s roof. These solar panels mean that Millers Oils can operate a ‘full-return’ of electricity back to the grid during the weekend downtime period, and a 50% return during the working Tony Lowe, Millers Oils’ week. Managing Director Further energy savings have been made by working to replace all lighting throughout Millers Oils’ 90,000ft2 blending facilities, offices and research and development site. These LED lights have helped to reduce energy consumption, whilst new PIR sensors ensure that lighting is only used when it is needed. For more information on Millers Oils, go to www.rdr.link/FN020

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It’s not all good Premier Diagnostics highlights the current problems surrounding the DPF, and the workable steps available to reduce Particulate Matter in the air resulting from in-service diesel vehicle emissions.

he Diesel Particulate Filter (DPF) was mandated by EURO standards from Euro 5, or 2009, onwards to filter out the Particulate Matter (PM) generated by diesel engines. PM has been classed as carcinogenic by the World Health Organisation (WHO) since 2015, and it is linked to many serious health conditions if allowed to exceed strict limits. In response, vehicle manufacturers (VMs) have advanced the design of diesel engines to reduce PM emissions in order to avoid over-loading the DPF and, in doing so, the particles have become smaller. They are then ‘caught’ by the DPF, ‘regenerated’, and turned into harmless CO2 and water when ‘burned off’. This is why a vehicle with a working DPF will emit less PM in an idle state compared to background PM in the air. The trade off with ‘regeneration’ of PM is the ‘generation’ of NOx. Whilst NOx is needed to increase the temperature of combustion to burn off the PM, unless treated afterwards, it will result in high NOx

48 PROFESSIONAL MOTOR FACTOR MARCH 2020

emissions. NO2 is particularly harmful to public health, and is monitored carefully against set limits by WHO. So, whilst VMs have done a good job in reducing PM emissions, the laboratorybased type approval testing did not flag the high NOx emissions until recently (2017), when Real Driving Emissions (RDE) testing was introduced. With RDE as a final test, VMs have resorted to extra emissionsreducing technologies, such as Selective Catalyst Reduction (SCR) and urea to neutralise the NOx into harmless nitrogen.

the cost of resolving the cause of the problem and its replacement, DPFs are often removed or drilled out to create a full flow or partial flow system (instead of the wall flow). However, in some countries, including the UK, driving a vehicle where the DPF has been manipulated or removed is illegal, and is penalised with a fine of £1,000. The current MOT/PTI emissions test does not typically identify or fail vehicles with leaking or compromised DPFs.

The issue at hand

The current MOT emission testing program can be improved. In order to remove the so-called ‘gross polluters’, where the DPF is no longer functional, the current emissions test should focus on measuring DPF efficiency instead of against an opacity limit that in fact already confirms a ‘leaking DPF’. Vehicles with a working DPF should have a reading of less than 0.1k, and typically zero when tested against opacity. This is because the particles that would

When the DPF is fitted and working, the particles are captured by the walls of the filter, hence the term ‘wall flow DPF’. For a number of reasons, such as undetected combustion related faults, poor maintenance, or not having enough fuel in the tank, the DPF may become blocked and fail to regenerate. To remove the blockage and the resulting ‘limp home’ mode, and to avoid

What can be done?

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normally generate the ‘smoke’ are filtered. These results are confirmed by the vehicle type approval test, which still requires an opacity rating, known as the plate value. However, VMs are currently allowed to add 0.5k to the measured result, which means that the typical plate value is just over 0.5k. A simple vehicle database with plate values could be introduced to avoid the use of the higher default levels.

Is this enough?

The current Diesel Smoke Test is open to manipulation. For example, many VMs have limited the governor speed so that a vehicle engine speed cannot be accelerated at idle to the maximum rated RPM. This so-called free acceleration smoke test should also be performed within a specified duty cycle – any divergence affects the results of the test. Furthermore, as the particles emitted have become smaller, the current Diesel Smoke Meter (DSM) testing technology that measures light absorption becomes less sensitive. Even at plate value, the DSM is unlikely to record and measure a compromised DPF on a Euro 6, despite the vehicle emitting millions of harmful particles. These ultra-fine particles with toxic PAH coatings are even more dangerous than the larger particles, given their ability to penetrate deep into the lungs and migrate further.

What else can be done to identify faulty DPFs?

We can introduce a new test based on light scattering photometric technology, as tested by TRL in its latest report. It’s affordable, fit for purpose, traceable to industrial standards, and it tests at idle to measure particle mass when a DPF leaks. Testers based on light scattering are

“The current MOT/PTI emissions test does not typically identify or fail vehicles with leaking or compromised DPFs.”

much more sensitive compared to opacity technology, as currently used. On Euro 6, light scattering on its own will identify compromised DPFs, as long as the particle number and size distribution is able to generate sufficient mass measurement. The advantages are clear: low cost, effective in removing high emitters without having to rely on opacity technology, and the free smoke acceleration tests performed by DSMs, which are also open to misuse.

For more information, go to www.rdr.link/FN021

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New Year, new exhausts Klarius has started 2020 as it means to go on: releasing new emissions control components to cater to popular vehicle applications. Here, the company reveals the latest additions to its exhausts and emissions control selection, and how it maintains a high degree of quality during production.

he new components are primarily aimed at hatchbacks, and the company claims that its customers are able to order all parts in-range with the assurance of next-morning UK delivery. The new DPFs added to the Klarius range are a perfect fit for the 2007-2010 Mercedes C200 2.1 saloon, as well as the 2007-2009 Nissan X-Trail 2.0 SUV. Klarius has also expanded its selection of exhausts; Seat’s Leon 1.4 from 2014-2019 now has increased product support, thanks to the company’s addition of new full exhaust systems. The common Vauxhall Zafira has also received attention from Klarius, with replacement exhausts now available for the 1.7 from 2008-2011. The choice for small hatchbacks has also improved – also added are exhausts designed to fit the Peugeot 208 1.2 and the Hyundai I10 1.0. The company regularly introduces new exhausts, catalytic converters (CATs), DPFs and mountings to market for key vehicle applications, and is able to do so thanks to advanced in-house design, testing, manufacturing, and distribution capability. This ensures consistent quality throughout

About Klarius

Klarius is an emissions control products manufacture and supply company servicing primarily the UK and EU markets. The business supplies type approved exhausts, CATs and DPFs that are designed, developed and manufactured in the UK. The products are also delivered via the company’s own logistics operation. This operation is centred in the company’s manufacturing, R&D, test track, logistics and stock facility hub, based in Cheadle.

the range, with demand-driven product development ensuring a wide choice for vehicles both old and new. This expertise has ensured that Klarius is also a key player in the OES market for leading automotive brands. The company says that its components offer equivalent performance compared to their OEM counterparts, with a standard two-year warranty and a ‘Fit First Time’ guarantee, both of which are said to contribute greatly to the overall quality of parts. The emissions control range contains more than 11,000 parts, and offers components that fit vehicles old and new, ranging from hybrids and hatchbacks to SUVs and sportscars. Dynamic stocking procedures are employed at the company’s warehouse facilities in order to ensure equal availability across all types of component. Klarius’ in-house logistics partner, Autologistiks is said to provide dedicated to providing targeted deliveries across the UK, fast. For more information on Klarius Products’ emissions control range, go to www.rdr.link/FN022

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EXHAUSTS & EMISSIONS

For factors, it is essential to understand the role that each component plays. In response to this, Denso has released a video which explains the vital job that oxygen sensors fulfil in managing emissions and performance.

enso’s 10-minute, comprehensive presentation answers some of the key questions relating to the role of oxygen sensors; How do they work? How do they influence the air to fuel ratio? How do they maximise the efficiency of the modern combustion engine? The company’s Assistant Manager, Aftermarket Network UK & IE, Mike Sadler, explains.

Oxygen sensors: an overview

Vehicle manufacturers must adhere to stricter emissions targets, and the sensors themselves allow the engine control unit to

perform a growing list of tasks. Oxygen sensors are found within the exhaust system, and are designed to measure oxygen content in the outgoing exhaust gases, which is directly related to the air/fuel mixture at the engine intake. The most efficient combustion is 14.7: 1 – or, lambda 1 – hence why oxygen sensors hold the alias of lambda sensors. Fuel combustion creates harmful pollutants, not just for the environment, but for our own health. The three

A rich history

Denso lambda sensors are part of the company’s engine management system range. Having risen to prominence in 1978, the components are trusted by European and Asian VMs alike, while also satisfying customers in the aftermarket. The lambda sensors became particularly popular with European VMs when ECU manufacturers took a different approach to the specifications of their control units, allowing flexible sourcing of oxygen sensors and resulting in the adoption of better components. As a result, the popularity of the lambda sensor surged, and the component became the most reliable and cost-effective choice amongst VMs to regulate engine performance and their emission reduction systems. With its ties to Ford, Denso became a

52 PROFESSIONAL MOTOR FACTOR MARCH 2020

supplier to Volvo, Jaguar and Land Rover. From these partnerships, VMs continued to rely on Denso’s components, and still do to this day. Having raised greater awareness amongst powertrain engineering customers, Denso now holds partnerships with Renault-Nissan, GM, Ford, and FiatChrysler, and supplies lambda sensors for a wide range of European-built models produced by Asian manufacturers.

most dangerous – carbon monoxide, particulates and nitrogen oxides – need to be controlled and reduced. For this reason, it is vital that the air to fuel ratio of the mixture remains as close to lambda 1 as possible. This, however, is not always possible; when a motorist wants or needs more power, such as when accelerating, the engine will require a mixture that has a slight excess of fuel. Alternatively, when coasting, for example, the engine will require a lean mixture which contains very little fuel. Oxygen sensors are one of the most important elements within modern engine management systems, and while Denso has outlined their significance, the video will offer more important and useful information. A greater understanding of how they work, their functions, and their efficiency will bode well for factors in helping technicians to undertake the work that enters their workshop.

To watch the video, go to www.rdr.link/FN023

Lights, camera, action!

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PROFESSIONAL MOTOR MECHANIC

MECHANEX

THE REGIONAL TRADESHOW FOR AUTO REPAIR PROFESSIONALS

BRING YOUR CUSTOMERS TO MECHANEX SANDOWN The UK’s only regional tradeshow dedicated to garage businesses is back in 2020.

Around 1,800 garage owners and technicians descended on the famous racecourse venue in 2019 to sample the latest products on the market, benefit from technical insight from some of the aftermarket’s leading suppliers, and attend the free seminar programme – all under one roof! As ever, MECHANEX provided an ideal opportunity for factors to meet their customers and suppliers, helping to strengthen existing relationships and build new ones.

BRING YOUR CUSTOMERS ALONG Next year, factors can get involved again! Why not gather together a group of your customers and bring them along to Sandown?

2020 DATES ANNOUNCED SHOW DETAILS: Sandown Park, Surrey | Tuesday 10th & Wednesday 11th November Opening hours: 10am – 4pm

ACCESS TO THE BIGGEST NAMES IN THE INDUSTRY At Sandown Park in 2020, many of the biggest names in the industry will be exhibiting at MECHANEX. Here are a few of the exhibitors that have already booked their slot for this year’s event: NGK, Continental, Rotronics, Launch UK, Sealey and ACtronics.

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Product spotlight

Kärcher: EASY!Force trigger gun pressure washer The EASY!Force trigger gun unlocks the power of comfortable cleaning, and gives users the freedom to master any highpressured task. The trigger gun provides full power with zero force, letting the water do the work. The product is ideal for a number of applications, whether as a compact cold water pressure washer for those on the move, or as a hot water model for cutting through tougher grease and dirt. Research was conducted into the pressure and strain put on muscles and joints from repetitive and prolonged use of pressure washers. In response, Kärcher made substantial improvements to the trigger gun, transforming the user experience by changing how the trigger is activated. Now located at the rear of the gun is the recoil of the water jet, which automatically presses the trigger into the palm and allows for stress-free use. The reduced force action prevents hand and

54 PROFESSIONAL MOTOR FACTOR MARCH 2020

finger strain, and, in turn, muscle cramps, allowing for longer operating periods. Kärcher has also included a redesign of the lance and high-pressure hose, which features the new trapezoidal EASY!Lock thread. This new lock combines the speed of a quick release coupled with the safety of a threaded connection with a single turn, allowing for efficiency and flexibility. The valve within the EASY!Force trigger gun has also undergone significant improvement, with the ball and valve seat now manufactured in a high-grade ceramic, which ensures a long lasting and reliable seal. This improvement ensures a longer product lifetime – up to five times longer than trigger guns with the conventional valve. To find out more about the EASY!Force trigger gun and Kärcher’s wider range of products, go to www.rdr.link/FN024

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What's New? EXPANDED COMPONENTS LIST

Klarius Products has released a list of every new-to-range component delivered to market in 2019, so distributors can make sure they have the latest parts available. Incorporating 340 parts – such as aftermarket exhausts, catalytic converters (CATs), diesel particulate filters (DPFs) and mountings, the list is primarily focused on popular UK and European vehicle applications. Vehicle types supported in the list include crossovers, estates, hatchbacks, hybrids, light commercials, MPVs, saloons, sports cars, superminis and SUVs. All major automotive brands are also catered for. Every applicable part is legislatively compliant, while a twoyear warranty and a ‘Fit First Time’ guarantee are standard across the range. Go to: www.rdr.link/FN025

SUSPENSION STRUT SUPPORT

Sealey has added the Suspension Strut Support to its portfolio, designed to be used in conjunction with transmission jacks with a minimum base size of 560mm x 570mm, such as Model 600TR. It is designed to support suspension struts during repair operation, and is only for use with a ram size of 30mm diameter. Go to: www.rdr.link/FN027

CRANKSHAFT PULLEY AND TVD RANGE ADDITIONS

GT Automotive has announced the expansion of its crankshaft pulley and TVD range. Five TVDs have now been added, bringing with them coverage of BMW, Mini, Mercedes, Hyundai and Kia applications. All parts are available now from independent A1 Motor Stores and CAAR stores, or can be found directly from GT Automotive. Next-day delivery and same-day delivery are also exclusively available through the Marathon Warehouse Distribution network. Go to: www.rdr.link/FN026

HOSE REPAIR KIT

Cracks or damage to the engine radiator and heater hoses can cause coolant leakages, engine overheating and engine damage, so it’s important that any faults are fixed quickly. Connect Workshop Consumables offers a solution through its hose repair kit, which features a comprehensive selection of straight hoses, right-angled hoses, pipe connectors and hose clips. The kit also contains the following: A heavy duty pipe cutter Four straight hose sections Four 90˚ bend hose sections Four pipe connectors of varying sizes Go to: www.rdr.link/FN028

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What's New? CATALOGUE

The 2020/21 print catalogues for Mann-Hummel’s filtration brand, Mann-Filter, are now available. The catalogue contains 4,900 filter elements for more than 58,400 vehicles and machines for the European spare parts market. 114 filter types for the latest cars, trucks, and off-highway models complement the current range of filters. This year’s issue includes new editions of the ‘Passenger cars and transporters’, ‘Trucks and buses’, and ‘Off-highway applications and industry’ categories. The digitally available ‘Cross reference list’ has also been updated, and now contains over 210,000 recodifications. Here, the user can find the corresponding Mann-Filter product using the original manufacturer’s replacement part numbers or article numbers of competitors. Go to: www.rdr.link/FN029

DIAGNOSTIC PACKAGES

Two diagnostic packages have been designed by Hella Gutmann Solutions to improve affordability for workshops. The first is the ‘mega macs PC and Rugged Microsoft Surface Go tablet’ package, which provides all of the essential diagnostic functionality that a workshop needs. The PC has access to HGS technical data, with wiring diagrams, symptom-based troubleshooting and step-by-step repair guides for more than 40,000 vehicle models. This package also comes with a two-year warranty, and free technical support. The second package includes the CSC-Tool, as well as the mega macs PC and Microsoft Surface Go tablet, providing a complete solution for the accurate calibration of front-facing, camera-based ADAS. Go to: www.rdr.link/FN030

56 PROFESSIONAL MOTOR FACTOR MARCH 2020

EPOXY-BASED COLD REBUILDING MATERIAL

Henkel has introduced Teroson EP 5020 TR, a two-component epoxy-based cold rebuilding material, designed to replace conventional tin solder in aftermarket repairs of automotive body damage. The epoxy formulation can be applied at room temperature in a smooth, flameless and solder-free process. It can be used on all metal surfaces, including modern steel alloys and aluminium, as well as for body repairs on all kinds of vehicles, including trucks. In contrast to tin solder and open flame processes, there are no high temperatures or naked flames involved, meaning that the body parts to be repaired do not have to be removed and refitted to prevent damage to nearby plastic components. Go to: www.rdr.link/FN031

INDUCTION HEATER

The Powerduction 10R is the latest in the range of induction heaters from GYS. The Powerduction 10R has a power output of 1200W, yet is extremely light and ultra-compact, weighing just 3kg. With a handy shoulder strap, this machine is versatile and ideal for workshop use. Other features include: Instant heating 15x more powerful than in the mechanical or flame process Quick start – less than a minute to unlock a rusty and seized M10 bolt Precise heating and localised action No impact on other surrounding materials Reduced danger to the operator No flame Go to: www.rdr.link/FN032

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AUTOMOTIVE CATALOGUE APP

Now available for download, the Gates Automotive Catalogue App adapts the flexibility provided by smartphone and tablet operating systems to create a simple, fast and flexible tool. Offering an improved user experience, the Gates Automotive Catalogue App delivers enhanced features and service levels not available via desktop or mobile browsers, including: A barcode scanner Additional search functionality An elect and compare tool Automatic search log history

ORBITAL SANDER AND POLISHER

The Laser Tools spot repair orbital sander and polisher is a powerful air tool that is powered from the workshop’s compressed air supply. It is compact, weighing just 0.5kg. Its balanced action and selection of sanding pads makes the product suited to smaller repairs, letting the operator contain the sanding action to just the damaged area. It is supplied as part of a comprehensive kit that is ideal for spot refinishing and SMART repair. The kit also contains: Three different sized sanding pads Two foam polishing heads Abrasive sanding discs (in the three sizes) Go to: www.rdr.link/FN034

The app is available to download for free, from the iOS App Store and Android Playstore. Go to: www.rdr.link/FN033

EVOLUTION JACK

The three-tonne Evolution Jack is the latest addition to the Draper Tools Expert range, and comes with a three-year warranty. Features include twin pistons which enable the saddle to be raised to a full height of 580mm. The internal magnetic filtration system makes sure that the pump’s hydraulic oil is consistently kept free of contaminants, ensuring a long service life. Also adding to this jack’s longevity and durability is its five grease nipples. The jack can be used with a vehicle as low as 100mm, and the non-marking EVA bumper will protect the bodywork from any damage occurring whilst the vehicle is being raised or lowered. Go to: www.rdr.link/FN035

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ADVERTISING INDEX

AISIN-EUROPE SA .............................................. Page 4

Jack Sealey Ltd .................................................. Page 15

Bailcast Ltd ........................................................ Page 35

Kalimex Ltd .......................................................... Page 17

BM Catalysts Ltd ................................................ Page 10

KYB UK & Europe.............................................. Page 33

Castrol Ltd ............................................................ Page 6

MAM Software Ltd ............................................ Page 49

ContiTech UK Ltd .............................................. Page 21

MANN+HUMMEL (UK) Ltd

Co-ordSport Ltd ........................................ Loose Insert

..........................................................Outside Back Cover

Delphi Automotive Systems LLC. .................. Page 13

NRF ...................................................................... Page 24

EuroFlo Premium Emission Systems/Marathon

Ring Automotive Ltd ........................................ Page 47

Warehouse Distribution

Shaftec Automotive Components ................ Page 39

............................................Gatefold Inside Front Cover

Swarfega .............................................................. Page 12

Ferdinand Bilstein UK Ltd .............................. Page 37

Teng Tools .......................................................... Page 29

Induction Innovations, Inc............................... Page 23

Tetrosyl Ltd ........................................................ Page 30

In the next issue of

PMF will bring you the latest industry news, market analysis and product information, as well as vital business advice and solutions from industry experts.

PROFESSIONAL

MOTOR FACTOR

■ A/C & Thermal Management ■ Oils, Lubricants & Additives

P g ut 1 20/12/2019 15:44 1_PMF_JAN20_Layo

BRAKES & CLUTCHES

PROFESSIONAL

MOTOR FACTOR

to be had in stocking Is there an opportunity components? hybrid and electric braking

WINTER PRODUCTS & LIGHTING

season’ – Taking advantage of ‘lighting vision solutions making a profit from winter

JANUARY 2020

ERP UNDERSTANDING factors grow re can help How choosing ERP softwa

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BATTERIES How Bedale Motor Factors teamed up with a battery specialist to educate its customers

IGNITION & ENGINE MANAGEMENT A look at the role of glow plugs in reducing emissions

FEBRUARY 2020

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STEERING & SUSPE NSION Insight into the remanufa cturing of an electric power steering rack

EXHAUSTS & EMISSI ONS How oil blenders can be environmentally responsib le

MINING DATA

INDUSTRY UPDATE

Harnessing ‘big data’ to benefit your business

PMF looks back at the 2019 IAAF Conference

cts n ■ interviews ■ produ nts ■ exper t opinio news ■ appointme

58 PROFESSIONAL MOTOR FACTOR MARCH 2020

news ■ appointments ■ expert opinion ■ interviews ■ products

news ■ appointme nts ■ exper t opinion ■ interviews ■ produ cts

MARCH 2020

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PROFESSIONAL

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

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