Professional Motor Factor November 2023

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PROFESSIONAL

MOTOR FACTOR

NEWS New petrol and diesel car sales ban date | Reaction pours in

PEOPLE & INDUSTRY Esprit on the acquisition trail

NOVEMBER 2023

WHAT’S THE KEY TO FIVE-STAR BUSINESS HAPPINESS? Klarius promises fast delivery, quality product and exceptional service to keep customers beaming.

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 23 ISSUE 10 NOVEMBER 2023

CONTENTS

6-9

11-19

NEWS

21-26

BUSINESS & TRAINING

PEOPLE & INDUSTRY

28-32

MARKET TRENDS & ANALYSIS

REGULARS

OILS, LUBRICANTS & ADDITIVES

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

A glimpse into the future of lubricant specifications: VLS hosts press lunch at the Royal

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

Automobile Club ........................................................................................................................................35

Product Spotlight ............47

Lucas Oil offers counter staff car storage top-tips ..........................................................................36

New-to-range ..................48

From road to track and back – introducing Motul 8100 Power ..................................................38 LIQUI MOLY explains significance of changing and choosing the right oil ............................40

Professional Motor Factor: Certificate of Average Net Circulation for the 11 issues distributed between July 2021 and June 2022 Net total: 3,260 United Kingdom: 3,260

WINTER PRODUCTS & LIGHTING Boosting winter sales: Wiper blade awareness campaign launched by TRICO ..................43 Can lighting opportunities brighten up your winter? ......................................................................44

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VIEWPOINT

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

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

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

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

(FC) ©Looker_Studio/AdobeStock (Pg 12) ©tampatra/AdobeStock

Keep them coming!

It’s been a busy few weeks; my visit to Arnold Clark Autoparts in September was an eyeopening experience that highlighted the importance of visiting motor factors as an integral part of my job. Luton to Glasgow – and back again – in one day was made informative and insightful, thanks to the guidance, expertise and fun of our chaperone for the day, Craig McCracken.

The visit got underway with a tour of Arnold Clark HQ – what an incredible place, one which I would easily get lost in if it wasn't for the navigator Alex and I had alongside us. The Arnold Clark history is emblazoned throughout the building, perhaps a permanent reminder of the trajectory and accomplishments achieved.

Next up was the Innovation Centre, another illustration of the investment the company has made and example of how it is adapting to future technologies. From interactive vehicle guides to tailored test drives in alternatively-fuelled cars, this place enables motorists to learn, charge, drive and change. This visit emphasised the importance of staying competitive in the everevolving automotive sector. It illuminated the significance of keeping up with the latest trends, technologies, and products to ensure that our sector remains relevant and thriving.

The next stop on our itinerary was the GTG training centre. Here, I was equally impressed by the commitment Arnold Clark has made in the development and training of industry professionals. The determination to enhance the knowledge and skills within our sector was palpable – likely to be the backdrop of another visit in the new year!

Visiting the Autoparts warehouse and e-commerce department, however, was the highlight of the day. Seeing the efficient operations of the warehouse reinforced the need for effective supply chain management and online presence.

As I reflect on this visit, it is evident that visiting motor factors, like Arnold Clark Autoparts, is not just a mere formality but a crucial aspect of my job. It is an opportunity to gain insights into how they are run and managed, meet the brilliant people behind the brand and understand how they are adjusting to industry trends, whether that be product, business or industry.

I’ve visited motor factors of various shapes and sizes this year, and I will continue to seek out more as the year comes to an end and a new one begins. I am grateful, not to just to Craig, but to all the factors that have opened their doors to me. Your hospitality and enthusiasm keeps the fire burning.

Have a great November.

Tom Henman Editor

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NEWS

IN ASSOCIATION WITH

Revving up for glory: DENSO’s 2024 Go Karting Championship is go, go, go!

The stage is set, the engines are revving, and the race to claim the title of DENSO’s 2024 Go Karting Champion is officially underway.

Following the success of the previous year’s competition, which saw Greg Dyson of Spartan Motor Factors emerge victorious, the hunt for the next go-karting sensation has commenced.

The 2024 Go Karting Championship embarks on an ambitious journey with its widespread network of 16 preliminary heats.

The competition circuit covers the length and breadth of the UK, starting from Edinburgh in Scotland and racing down through Leeds, the Midlands, and all the way

to Harlow. The karting challenge reaches both Belfast and Dublin too, ensuring that no aspiring champion goes unnoticed.

The championship is not just about claiming a coveted title; it serves as a platform for DENSO to strengthen its bonds with valued customers and partners throughout the regions, according to DENSO UK and Eire Sales Manager, Kevin Peacocke: “As well as being enjoyable events in themselves, last year’s championship gave us a great opportunity to get together with our customers across the regions and thank them for their valued support.”

With the lessons learned from the previous year’s competition and the promise

of a new and exciting year ahead, DENSO is eagerly anticipating the upcoming events. It is a journey filled with exhilarating races and memorable moments, all leading up to the grand finale.

The climax of the championship is set for the 4th May, with the final showdown to take place at Whilton Mill in Northamptonshire.

For more information about DENSO, www.rdr.link/FFZ001

IAAF urges government to consult with aftermarket on Net Zero plans The Independent Automotive Aftermarket Federation (IAAF) has urged the government to consult the automotive aftermarket on its Net Zero plans, after the banning of new petrol and dieselpowered vehicle sales was delayed to 2035.

The IAAF claimed the five-year delay to the ban of internal combustion engine (ICE)-powered vehicle sales risks public enthusiasm for the government’s Net Zero agenda, and that the implications on the aftermarket industry have not been fully considered as plans change.

As part of the IAAF’s lobbying activity, IAAF discussed with the Minister of State for Transport that the government’s strategy remains zero exhaust emissions, but it also confirmed that the ability to continue to use second-hand vehicles that have internal combustion engines is also part of its strategy.

IAAF has also suggested that future powertrain technology has not been fully considered amongst the discussion on banning new petrol and diesel vehicle sales, with hydrogen fuel cell technology also a viable option.

IAAF Chief Executive, Mark Field, said: “IAAF is calling on the government to listen to the concerns of the automotive aftermarket and allow it to play a greater role in the consultations on Net Zero. The

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6 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

aftermarket industry is the leading provider of service, maintenance, and repair of the 34 million vehicles on UK roads, so it needs to be part of the discussion.

“Much has been made of the country’s triumphant road to an alternative-fuelled future, but the aftermarket, as the pinnacle of a circular economy that has been gearing up for a very diverse set of vehicles arriving on its shores for some time, yet again faces the goalposts being moved with little consultation.

“Everyone wants to do the right thing on climate change, but they don’t want to

be unfairly penalised and faced with changing their mode of transport to a more expensive alternative at a time when the cost of living is so high.

“The issue is that without certainty and regular consultation, the automotive industry cannot appropriately plan for the future, whether that’s powered by petrol and diesel, electricity, or another alternative fuel.

“The delay proves that 2030 was simply a target, and in order to realistically achieve this then more discussion with the experts in service, maintenance and repair needs to happen.”

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Professional Motor Factor

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GSF honours Schaeffler as Servicesure Supplier of the Year Schaeffler Automotive Aftermarket (UK) has been presented with the Servicesure Parts Supplier of the Year award by GSF, in recognition of its continued efforts to support the Servicesure garage network.

Schaeffler Sales and Marketing Director, Matthew Selby, said: “This is a team effort from both Schaeffler and the Servicesure colleagues at GSF. We work very closely to make sure we deliver exactly what Servicesure and its workshop members require, so we are therefore delighted to receive this award in recognition of this relationship. We will continue to work hard to make sure we are always on hand to offer our distribution partners, and their workshop customers, everything they need to sell and fit Schaeffler products.”

Servicesure has over 600 members, with a growing number of these being clutch expert centres, which specialise in the fitment of LuK transmission products. Schaeffler’s own REPXPERTs guide Servicesure members and clutch expert centres with product and technical training.

The Servicesure award, it is reported, is aligned to Schaeffler’s positive campaign work and effort in support of GSF’s workshop concept. The awards event was

(L-R): Alistair Mason, Paul Dineen (GSF), Jonny Harris, Andy Walters, Matt Selby

held at the Coombe Abbey Hotel in Coventry, in front of an audience of more than 160 staff from suppliers, GSF and Servicesure member workshops.

Schaeffler Marketing and

Communications Manager, Jeff Earl, added: “This award reinforces Schaeffler’s position as a best practice provider of product and technical training, as well as a leading supplier partner to the aftermarket.”

MAHLE named Component Product of the Year by A1 Motor Stores MAHLE Aftermarket UK has been named Component Product of the Year by A1 Motor Stores members.

The award is a testament to MAHLE Aftermarket UK’s “unrelenting commitment” to product research and development to offer a strong portfolio of high-quality components to meet the needs of the market and future of mobility.

Revealed at the buying group’s convention and awards dinner in September, the accolade highlights the recognition and success of the MAHLE brand and product portfolio with A1 Motor Stores members.

MAHLE Aftermarket UK Category Manager, Tobias Lowen, said: “We’re delighted to receive this award from A1

Motor Stores, and we’d like to thank members for voting for us. It really shines a light on the strong relationship we have with the group and leading quality our products provide to the market.”

MAHLE Regional Sales Manager, Ian Dore, attended the A1 Motor Stores convention with Tobias, to discover the latest news and product updates in the group and meet existing and new members.

Ian added: “It was a real highlight for us to win the award – emphasising that members are praising our products often.

We’d like to thank everyone who voted for us and A1 for hosting a great event!”

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NEWS

IN ASSOCIATION WITH

Alliance Automotive Group to sponsor IAAF conference and awards dinner The IAAF will welcome back Alliance Automotive Group (AAG) as headline sponsor for the 2023 edition of its annual conference and awards dinner.

Taking place at DoubleTree by Hilton Milton Keynes on Thursday 7th December, IAAF’s conference returns with the theme of ‘The Brilliance of Resilience’, and features a line-up of industry voices, including ‘rogue trader’ Nick Leeson as keynote speaker, who is known for bankrupting Barings Bank, the UK’s oldest merchant bank, in 1995.

In the evening, IAAF’s annual awards dinner will take place with Tom Allen, comedian, presenter and co-presenter of TV shows The Apprentice: You’re Fired, Bake Off: An Extra Slice, and former guest on Would I Lie to You, The Last Leg and QI, performing at the event that recognises outstanding achievements across the automotive aftermarket.

AAG Managing Director, Steve Richardson, said: “AAG is delighted to once again be headline sponsor of the annual IAAF conference and annual awards dinner.

“The IAAF carries out important work to advocate for the wider automotive aftermarket. Sponsorship of the conference presents an opportunity to support IAAF and move forward with fellow aftermarket stakeholders as we collectively learn,

LIQUI MOLY and Shmee150 join forces

network, and develop plans for the industry’s future at the event.”

Mark Field said: “IAAF is delighted to continue its partnership with AAG as headline sponsor. Its support of the federation across all our activities from lobbying to networking is greatly appreciated.”

For event bookings, hotel information and further information on available sponsorship packages for the IAAF conference and awards dinner 2023, email Angela Neale at angela@impressionuk.co.uk.

LIQUI MOLY has collaborated with Shmee150.

During a three-part video series, a renowned BMW ///M car, owned by Shmee 150 – AKA Tim Burton – is refurbished in a LIQUI MOLY partner workshop near London.

Shmee150 said: “It’s great that the collaboration with LIQUI MOLY worked well from the start. Just as Shmee150, the brand is a great example among insiders and fans of how useful products and services with added value can deliver an authentic experience across the world via digital channels. I am convinced of the quality of LIQUI MOLY products and know that the BMW will also run better than ever thanks to their use. My viewers can already look forward to the next two videos. The videos focus on topics that most car fans can relate to.”

Comline joins hands with Luton Town Football Club Comline Auto Parts has announced a business partnership with its hometown club, Luton Town Football Club, for the 2023/24 Premier League season.

As a brand that has been headquartered in Luton for almost two decades, Comline has connections to the town and to the wider Bedfordshire community. By becoming a business partner of The Hatters, Comline reported it has further strengthened its commitment to the region, whilst embarking on a new initiative that will further enhance the reach and reputation of its brand.

Luton Town Football Club holds a special place in the hearts of many Comline employees too, with a significant portion of its workforce passionate supporters and

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8 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

regular visitors to Kenilworth Road.

This partnership sees Comline display pitch-side advertising boards at all Luton

Town Football Club Premier League home games. With the Premier League regularly broadcast to billions of viewers across the globe, Comline believes this is an exciting opportunity for the brand to significantly boost its profile around the world.

Comline Auto Parts General Manager – Marketing and Communications, Leigh Davies, said: “We are immensely proud to join hands with Luton Town Football Club as an official business partner for what is unquestionably one of the biggest seasons in the club’s illustrious history.

“We look forward to standing side by side with the club and join its passionate supporters in cheering on The Hatters as they take on some of the biggest clubs in world football.”

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MOTORSPORT ROUND-UP씱씱 NAPA Racing UK wraps up historic BTCC campaign with hat-trick of titles A stunning season on track for NAPA Racing UK ended on the highest of highs after the team successfully wrapped up three Kwik Fit British Touring Car Championship (BTCC) titles during the final round at Brands Hatch.

Ash Sutton became only the third driver in series history to secure the Drivers’ Championship for a fourth time and the first driver to claim the title in both rear-wheel and front-drive machinery. The Alliance Racing-run team, meanwhile, ended BMW’s seven-year stint on top of the Manufacturers/Constructors standings.

That marked the first time a Ford team had secured the title since 2000, with NAPA Racing UK also lifting the Teams’ Trophy for the second successive season.

Ash went into the weekend with a 45-point lead over 2022 champion Tom Ingram and extended his lead at the top in Saturday’s qualifying session, grabbing the bonus point on offer for pole position – his sixth pole of the year, equalling the modern day record.

Aware that he only needed to finish ahead of his rival in race one to wrap up the title, Ash held his lead at the start and was never at serious

risk of being overhauled as he scored win number 11 of the season – securing an unassailable lead in the standings in the process.

Ending the season on 446 points, 46 clear of Tom, Ash clinched another record by beating the previous best posted by Colin Turkington, whilst he set a new best for laps led having been out front for 174 laps across the campaign.

Freddie pipped to Speedway world title NGK-sponsored Freddie Lindgren was delighted to secure the Speedway GP World Championship silver medal.

Having won two bronze medals in 2018 and 2020, finishing runner-up for the first time illustrates the progress made by the Swedish rider.

Freddie finished second at the DeWalt FIM Speedway GP of Poland, behind Polish star, Bartosz Zmarzlik, who became the sport’s seventh four-time FIM Speedway world champion.

Bartosz won his fourth Speedway GP crown in five years when he finished first in the final in Torun ahead of Freddie, who was second, with Denmark’s Leon Madsen third and Poland’s Patryk Dudek fourth.

Speaking on the official Speedway GP website, Freddie said: “I am very, very proud of my season. I have been very consistent this season. I have made most of the finals, and this is my best finish so far in my career. I am very proud of that.

“I still have a lot of motivation. I really feel I can get better and develop myself. I have a lot of motivation to do it. I am going to work really hard in the winter and hopefully come out of next year better than

this year. That’s my aim and we will see if it happens.”

Fellow NGK-sponsored riders, Robert Lambert, finished in sixth place in the championship to secure his place in next year’s title race, while Dan Bewley was seventh and Tai Woffinden 11th.

KYB launches rally team in Japan KYB in Japan has created a rally team, with the aim of training development engineers, increase the motivation of staff and to develop new products.

Known as Kayaba Rally Team, their Toyota GR Yaris 1.6L turbo features KYB shock absorbers and uses the old KYB logo because the design is based on the “returning to origin” concept.

The team is made-up of colleagues who responded to an open call and is spearheaded by KYB Motor Sports Department Engineer, Mr Matsushita.

KYB reported its engineers and mechanics are “sharpening their skills”.

The car competes in the All Japan Rally Championship (AJRC), the highest level of a domestic rally in the country and is certified as an FIA Regional Championship. Drivers and co-drivers battle it out across different road surfaces and weather conditions. Stages are held all over the country, from Hokkaido in the north to Kyushu in the south.

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Movers & Shakers

PEOPLE & INDUSTRY

APPOINTMENTS

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

Verification of Lubricant Specifications The Verification of Lubricant Specifications (VLS) has welcomed Jacquie Berryman to the position of chair. Jacquie takes over from Mike Bewsey, who has become president of the United Kingdom Lubricants Association (UKLA).

Currently at Infineum, Jacquie has been involved in VLS since 2015 as a member of the supervisory board. She is also the past president of the Additives Technical Committee and has over 20 years of experience in the lubricants industry.

Jacquie is a strong advocate for VLS and the work it does as an independent trade body, to allow all lubricant companies to “compete on service, value and product quality” whilst assuring the claims made on lubricant products are “valid and reliable”.

In her time as chair, Jacquie is keen to support the lubricants industry through the transition to alternative fuels, the implementation of Euro 7 and future ACEA changes, as well as maintain VLS’ track record in managing non-compliance.

She said: “VLS has an important role to play in helping lubricant manufacturers and marketers to navigate a complex and changing market. We must also continue to support and educate endusers by upholding industry standards, ensuring that retail consumers are protected and that workshops can fit products with confidence, whatever type of vehicle or engine they are working with.”

To connect with Jacquie on LinkedIn, www.rdr.link/FFZ002

SMP Europe SMP Europe, the home of Intermotor, Lemark and Lucas brands, has appointed Will Fry as area sales manager, as the company looks to strengthen its sales team and promote from within.

Will has been with the company for over four years, previously holding the role of marketing communications manager. His new position, however, involves looking after customers across East and South East England, supporting brand development and ensuring key accounts in the area are kept up-to-date with the latest product news, trends and new to range releases.

SMP Europe reported the whole sales team in the UK is focusing on getting out on the road to meet with all current customers, as well as finding new opportunities.

Will said: “Whilst we’ve always been active around the country, we’re driving forward with a concentrated effort on how accessible and personable we are as a team – and company. We want our customers to know that we are there for them whenever they need us.”

Talking about the new role, Will added: “The transition from marketing to sales is a bit of a jump into the unknown, but I’m looking forward to learning new areas of the business and working closer with our customers.

“SMP Europe is a vibrant family-owned company that cares about its customers and the strength of the aftermarket despite the changes in the industry – and the world.”

SMP Europe Managing Director, Ross Toomey, said: “Will has been a force in our marketing team, successfully driving brand awareness in the industry and delivering exciting campaigns.

“We know he’ll continue to thrive in his new role in the sales team, helping to nurture customer relationships and deliver excellent customer service the industry has come to know SMP Europe for. We’d like to congratulate Will on his new position and wish him the best of luck!”

To connect with Will on LinkedIn,

www.rdr.link/FFZ003

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PEOPLE & INDUSTRY

STRATEGY

(L-R): Les Kershaw, MD; Julian Rose, commercial manager; Colin Downie, senior product manager; Wayne Hodgkisson, commercial director.

MJAllen Automotive puts pieces together to show ‘one of the best kept secrets in the trade’ MJAllen Automotive has outlined its strategy for the future, as its new-look team plans to unveil new brands and products in the automotive aftermarket.

H

eaded up by Les Kershaw, managing director, Julian Rose, operations manager, Colin Downie, commercial manager, and Wayne Hodgkisson, commercial director, MJAllen Automotive, home to the National Auto Parts brand, plans to extend all current ranges of aftermarket components, including pads, discs, wheel hubs and calipers.

The company will also create a “greater emphasis” on its automotive engineering, as part of parent company, MJAllen Group.

MJAllen Group reported it has spent a number of months repositioning itself in

order to positively demonstrate the scale of the company and also the strength in depth MJAllen Automotive has as part of the wider group of companies.

MJAllen Group is a third-generation, family-run engineering business that comprises separate businesses, including MJAllen Automotive. Other companies within the group specialise in metal casting, precision machining, structural metalworking and automotive engineering, further boosted by an automotive research and development sector, responsible for all-terrain, agricultural and consumer driveline systems.

“The automotive aftermarket is evolving at a great pace and it’s important that there is confidence throughout the supply chain. MJAllen Automotive sets the benchmark for investment in manufacturing and engineering, and these will be key to our growth in the coming years.”

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Industry evolving at “great pace” Les said: “With the flexibility to supply either proprietary or ‘own brand’ programmes, we are probably one of the best kept secrets in the trade, given the scale of what we offer to the market. Our expertise in engineering and research and development, along with 40 years experience in the automotive aftermarket, means we are perfectly positioned to support our customers across the world.

“The automotive aftermarket is evolving at a great pace and it’s important that there is confidence throughout the supply chain.

MJAllen Automotive sets the benchmark for investment in manufacturing and engineering, and these will be key to our growth in the coming years.”

MJAllen Automotive stated that more brands and products will be added in the coming months, in-line with the company’s aim of being the “best go-to option as a vehicle parts supplier”.

For more information about MJAllen Automotive, www.rdr.link/FFZ004

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PEOPLE & INDUSTRY

Q&A

Simon McMullen is a divisional director for GSF Car Parts, responsible for the national motor factor’s branches in the South West territory. With 40 years under his belt, he’s got plenty of stories and insights to share – here’s the first of our twopart interview:

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14 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

GSF divisional director marks 40 years in industry Can you describe how the motor factor industry has evolved over the past four decades, particularly in terms of processes and parts look-up?

“My motor factor journey started with a company called AP Autela in Bournemouth in February 1983 as a counter and warehouse assistant. This was a national motor factor owned by Automotive Products of AP Lockheed and AP Borg and Beck, for those old enough to remember!

“In early 1983, we weren’t computerised, so we were reliant on manual invoicing and manual stock control.

The stock control was using a Cardex system (a large metal cabinet) with cards in

Q A

it. This card showed the min/max of a product and required an admin assistant to write on the card the date, invoice number and quantity sold, leaving the net balance.

Also, the same (but in reverse) for incoming stock. This card was then turned around (red background) or had a red paper clip attached to it if the stock was below the min level. This stock would then be ordered by phone (pre-fax, email and EDI) on a daily or weekly basis.

“Similarly with manual invoicing, there was no functionality for calculating gross profit. For example, this was done via calculator. In that era, it was soon drilled into us the difference between gross margin and mark-up, something I regularly advise my team.

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PEOPLE & INDUSTRY

“As with other functions, having no computers and pre-internet, our parts lookup was via physical catalogues. There were numerous current catalogues in pigeonholes around the communal counter, but there was also a lectern holding all the catalogues in one binder.

This was known as the bible and usually it contained numerous handwritten comments on a page.

“As a new catalogue arrived, it was put into the bible, the old one removed and usually placed in a hallowed place for future reference if needed.

“We had no ‘Reg Look Up’ or ‘Partslink’ systems. Instead, usually the experienced ‘parts person’ was able to quote verbatim various part numbers – something I still recall myself to this day! In those days, garages appreciated a morning or afternoon delivery – opposed to hourly.

Motor factors were mostly made-up of long forgotten names: GKN, Autela, Godfrey Holmes, Camberley Auto Factors, Partco.

These were the major national factors with many localised independents also.”

Customer service remains paramount – how has it changed in the motor factor industry over the years, and what are some key principles that have remained constant?

“As they do now, garages back then required the correct parts, delivered at the right time and priced competitively to allow the customer to complete the job, get that car off the ramp and bring the next one in.

“These three key areas haven’t changed in 40 years, and they are the core principles at GSF that we recognise and deliver on every day.

“However, what has changed is the required SLAs into the customer. What was once acceptable as a delivery SLA 40 years ago of two drops per day is now expected on demand. That, coupled with the increase

Q A

Q&A

of online ordering and general ecommerce, has changed the perceptions of both garages and us as suppliers of what is required in the modern motor factor.

“Also, many years ago, garages carried more fast-moving service and consumable lines: filters, plugs, brake pads, fan belts, wipers, oils and consumables to name a few. This meant the garage would call us to top up their stock for the next day as fairly standard practice.”

What are some of the most significant challenges motor factors face today, and how do they compare to the challenges you encountered earlier in your career?

“Many of the key challenges are also opportunities; the diversification of the car parc and the need to ensure stocks are fully optimised in line with demand are good examples of this.

“Stock obsolescence is a major challenge, but new, emerging markets and vehicle technology also present a significant opportunity for the future. It’s imperative that motor factors constantly review their stocks to maintain supply and keep abreast of future trends, demands from their customer base and ensure customer service expectations aren’t only met, but exceeded.

“Given the forthcoming government plan to full ZEV by 2035 and the required level of 80% ZEV cars and 70% ZEV vans by 2030, this has presented as many opportunities as challenges.

“The reduction of combustion components in new vehicles means that when they enter the aftermarket, there are fewer associated products, such as engine filters, clutch and transmission, engine oil and engine components. This means we must diversify into new and emerging EVrelated products.

“Aside from EV training, compliance and accreditation, the other key factor in play is that parts will have their obsolescence brought forward as demand changes; however, many petrolheads – me included!

– will still require parts to maintain our fossil-fuelled vehicles, so these need to be stocked alongside EV products.

“When I compare 1983 to 2023, we had challenges then, but of a different type.

These were mostly poor operating conditions, such as a lack of PPE and entering garages that were using air lines to blow out asbestos from brake drums. I feel general trading was far simpler than opposed to now, but more labour intensive.”

Q A

Could you share some insights into the impact of technology on the motor factor industry? How has it transformed operations, and what are some of the benefits and drawbacks?

“Over recent years, technology has gained pace, and this is only getting quicker. Obviously, there’s ecommerce and web sales, but it’s also the methods and systems we use to both order parts (and) fulfil a sale.

“EDI ordering, stock replenishment from DC to branch, our GSF trade app, the algorithms we use to maintain optimum stock levels, parts look-up platforms, data reporting: the list is endless, and this is all a part of our daily life now.

“It’s a brilliant evolution, because it allows our branch teams to focus on their customer base and develop both strong relationships and increased revenue.

“In some cases, it has reduced the need for interaction between supplier and motor factor, something I feel is still key. There’s an argument to say that these sort of systems may reduce the need for our branch teams to speak to customers, but we’re careful to use technology in a way that strengthens the bridges our teams build with garages to ensure we’re a ‘parts partner’ that is trusted, empathetic and cultivates loyalty.”

Q A

Catch December’s edition for part two!

For more information about GSF, www.rdr.link/FFZ005

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ACQUISITION

Esprit acquires Rejel Automotive: ‘A perfect fit’ Esprit Windscreen Repair Equipment has been a manufacturer of windscreen repair equipment for over 40 years. With its recent acquisition of Rejel Automotive, its director is confident the company can “continue to consolidate its position as the go-to supplier”.

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sprit Director, Victoria Evans, explained how the acquisition came about: “Rejel had been a customer of Esprit for many years, and we had a great relationship with John Reeds, the owner of Rejel. Esprit were looking at how we could

expand our product range and also increase our customer base and when Rejel came up for sale we felt that it was the perfect fit.”

What does Rejel do?

Rejel sells to a variety of customer groups across various platforms, and Victoria said that was a real appeal of the business: “We also have a wide range of customers, from windscreen repairers, garages, fleets, bus and coach companies, and we sell direct to market and also through distributors worldwide, and we felt that many of our existing customers would benefit from the products that Rejel sells.

“We knew that customers who bought windscreen repair kits would probably also need items, like windscreen removal products, windscreen clips and trims, polyurethane etc. With the acquisition of Rejel, we can increase the products that are available to our customers, and they

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16 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

can benefit from knowing that the great service that they’re used to from Esprit will continue with any products that they buy from Rejel.”

Market strategy

Victoria went on to talk about the strategy for the two companies over the coming months and years: “Our initial focus is simply on consolidating the two product ranges; we have moved the operations site of Rejel to our Esprit base in Staffordshire and have taken on new staff to deal with the increased workload.

“We’ve rebranded Rejel, updating the original design, and are in the process of updating the website, talking to all our customers about the new products that we stock and getting to grips with the huge new product range that we now have! It’s been a very busy but rewarding time, and we’re really looking forward to integrating these businesses further. In the future, we’ll

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PEOPLE & INDUSTRY

look at expanding the product range, exploring new markets all whilst continuing to provide great personal service to our customers.”

When asked how she thought the new acquisition would benefit its distributors, Victoria replied: “Our distributors are such important customers for us. We have always sold Esprit through distributors, as they know their customers so well and can provide the full menu of products to suit each business. With the acquisition, they know that we can continue to grow Esprit to be able to continue to invest in marketing, training and product development in Esprit as well.”

The start of an empire?

“Never say never!” was Victoria’s response when she was quizzed on whether Esprit’s buyout of Rejel was the start of a larger expansion plan for the company.

She continued: “At this stage, we’re concentrating on the integration of Rejel, but we believe there is always space in this market for focused companies that provide great products at competitive prices and also have the personal touch.

“We are proud that you can ring up our Staffordshire based staff for advice on products.

We’re also very proud to offer on-site training to any of our customers, including our distributors.

We find that if our distributors feel confident in how to use our products, they’re happier to recommend them, and then carry out their own training. We run regular ‘train the trainer’ sessions, which suit our distributor customers. We have

“Our distributors are such important customers for us. We have always sold Esprit through distributors, as they know their customers so well and can provide the full menu of products to suit each business.”

ACQUISITION

relationships going back over 20 years with some of our distributors, and we really value those relationships.

“We’re also always keen to talk to new companies who would like to distribute our product. We offer training and ongoing support and great prices for our distributors”.

What about further afield? Does Esprit have plans to expand both businesses into Europe and beyond? Victoria admitted: “We already have some really fantastic customers and distributors in Europe, Australia and New Zealand, and we’re always keen to sell into new areas of Europe especially. We have found that the distributor model works for our product extremely well, and we’re always keen to talk to any business who would like to sell Esprit into Europe.”

For more information about Esprit, www.rdr.link/FFZ006

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PEOPLE & INDUSTRY

Q&A

Klarius promises fast delivery, quality product and exceptional customer service

Klarius Head of Product Development, Doug Bentley, takes on our questions, providing a deep insight into how the company supports its customers and stays ahead of the curve to everyone’s benefit: What innovative solutions does Klarius offer to help motor factors optimise their inventory management and ordering processes?

“We provide vehicles in operation (VIO), parc data and sales pareto stock pack management, effectively guiding our customers on top selling products and expected demand in their geographic region.

“We also offer next morning delivery on orders placed before 5:30pm, allowing our customers to only hold SKUs with ‘zero hour’ expectation, ideal for local garages requiring parts the same day.

“Orders can be telephoned or emailed to our dedicated in-house customer services department, and we also use electronic data interchange (EDI) links for some of our larger customers.”

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Can you explain how Klarius ensures the availability of genuine and high-quality parts for motor factors and their customers?

“At our UK manufacturing site, we follow

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18 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

strict quality assurance procedures as tested to ISO9001.

“From the very beginning of product development, quality is foremost in our minds. Our own test track, combined with in-house rolling road and diagnostic facilities, allows us to benchmark our products against the OEM equivalent to meet strict requirements on noise, efficiency and emissions.

“Every product we develop is tested on the correct make and model of vehicle.

This ensures that our products will perform to OEM standards or better. It also means we can offer a ‘fit first time’ guarantee, which makes a mechanic’s life much easier.

“Finally, we independently Type Approve all applicable products with the TÜV and the Vehicle Certification Agency (VCA). Type Approval (TA) shows that our solutions conform to European regulations for legal use on open highways. TA is not a requirement for exhausts used on UK roads, but by meeting these standards, we can be confident that our products go above and beyond customer expectations.

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“Once a product is released to the market, it joins over 100,000 units stocked in our central distribution centre. In total, we have range support for around 11,000 different applications.

“When a motor factor places an order before 5:30pm, our dedicated van fleet ensures that it receives the parts next day.

Our target is 100% delivery before midday, with around 85% before 9am.”

In an increasingly digital world, how does Klarius support motor factors in transitioning to ecommerce and online sales channels?

“We offer a bespoke cataloguing data process and automated data population; in effect, we can provide our factor customers with all the information they need to simply upload into their system. This includes system strips, digital images, and product number cross checks to OEMs and competitors.

“We also have our own Klarius WebCat, as well as publishing product information on ADS, MAM and TecDoc. With regular

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Q&A

updates, factors can be sure they always have the latest information to hand.”

What steps does Klarius take to stay up-to-date with the latest automotive industry trends and technologies, ensuring motor factors have access to relevant products?

“We analyse leading industry VIO data and tailor new-to-range product development to suit the vehicles on the road, not just in the UK, but also in multiple European territories. We pride ourselves on being ‘first to market’ with most of our new products.

Consequently, we often have a part in stock before the factor or mechanic even knows they need it!

“Listening to our customers directly is also important. Our technical hotline receives hundreds of calls every month, from mechanics looking for fitment advice to factors trying to source parts for classics.

If customers need a new to range product fast tracked to meet market needs, that’s exactly what we’ll do.

“We also keep our eye on relevant, complementary products, expanding our offering outside of exhaust systems. One of our sister companies, Emissco, is a leading supplier of high quality AdBlue, which is used in the selective catalytic reduction (SCR) system of the exhaust on Euro 6 diesel vehicles.”

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How does Klarius assist motor factors in providing exceptional customer service and technical support to their customers, especially when it comes to complex parts?

“Technical support is one of our key strengths. We have a dedicated technical hotline, which factors can call or even direct their garage customers to (open 8am-5pm, MondayThursday, and 8am-4pm on Friday).

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“Listening to our customers directly is also important.

Our technical hotline receives hundreds of calls every month, from mechanics looking for fitment advice to factors trying to source parts for classics. If customers need a new to range product fast tracked to meet market needs, that’s exactly what we’ll do.”

“Our website has both a TechTips and ‘resources’ page where factors and mechanics alike can find technical videos, training manuals and brochures to help them navigate a host of on-the-job challenges.

“When all else fails, we have a great team of knowledgeable key account managers available to support our factors with anything from part specification to order processing.”

Can you share some success stories or case studies where Klarius has helped motor factors improve their business operations or expand their product offerings?

“Our product marketing team can help reduce and improve stock profiles based on known regional market demand. We help factor customers to implement what we call a ‘green, amber, red’ range. The factor holds only a streamlined same day range (green), which is then supported by our next day delivery service (amber and red parts). We balance factor stock holding while still maximising our industry leading availability.

“We also introduce around 350 new to range parts every year, making sure we stay ahead of market requirements and are, wherever possible, first to market.

“Strengthening our offering to European

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motor factors, we also opened a dedicated distribution centre near Lille in 2022.

“In 2023, we launched our marketleading next day delivery service in Northern Ireland, thanks to a new logistics depot in Carrickfergus. This offers our Irish customers rapid access to nearly 4,000 products.”

With the increasing popularity of electric and hybrid vehicles, how does Klarius adapt to the changing automotive landscape, and what products and support can motor factors expect in this regard?

“Our goal is to remain the UK market leader for exhaust systems for many years to come. In most cases, an exhaust will not need replacing until five years or more after the car’s first registration, so the aftermarket we serve is for an older pool of vehicles. Nonetheless, we have a clear focus on offering hybrid exhaust systems and catalysts, which is evident in our recent new-to-range releases.

“SCR systems are also something we’re investing in, as some of the early Euro 6 diesel vehicles start to reach an age where replacements are necessary.”

Q A

For more information about Klarius, www.rdr.link/FFZ007

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BUSINESS & TRAINING

PAYMENTS

MAM Software partners with Worldpay to ‘help customers improve their customer service levels’ MAM Software has partnered with Worldpay from FIS, integrating card payments with the aim of creating payment efficiencies and reducing errors.

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redit and debit cards have overtaken cash as Britain’s main payment method; cards are now the preferred payment method in retail sales. With this trend set to continue, it’s critical that card transactions are processed as efficiently as possible, according to MAM Software.

By joining forces with a “trusted payments partner”, Worldpay from FIS, and integrating its point of sale process from within its Autopart system, MAM Software provides payment processing solutions with card machines. These support the latest chip and PIN card technology, contactless cards and digital wallets.

The integration removes the need to have to manually enter the transaction amount into the card machine. Not only does this save time, reported MAM Software, it also prevents users from mistyping values on a keypad and recording transactions incorrectly – effectively eliminating human error.

the card machine.

Payments can be processed within the software’s ‘point of sale’, ‘sales order entry’

How does it work?

“By integrating card payment processing, it helps our customers to improve their customer service levels by helping to speed up transaction processing, reduce keying errors along with providing users with access to competitive processing fees.”

Working in conjunction with a card machine, users can process chip-and-pin and contactless payments directly from their point of sale. Users select the Worldpay option from the ‘method of payment’ screen and follow the on-screen prompts, which reflect those presented on

■ Worldpay by FIS is a provider of technology solutions for businesses of all sizes and across any industry globally. With “unmatched scale, flexible architecture, trusted innovation, and absolute performance, it is the recognised leader of emerging technologies that influence the payments ecosystem”.

Worldpay is used by more than one million merchants globally, processing 110 million transactions daily. It is claimed that Worldpay from FIS offers competitive pricing, and simple set up and integration making it quick and easy for businesses to start taking efficient payments.

and ‘receipt of payment’ screens.

Transaction identifiers are recorded in the database for reporting purposes and can be printed on the invoice if required.

Kerridge Commercial Systems Managing Director UK and Ireland, James Mitchell, said: “Our latest partnership with Worldpay is another great example of our commitment to providing our customers with the choices to have the right tools they need to run their business.

“By integrating card payment processing, it helps our customers to improve their customer service levels by helping to speed up transaction processing, reduce keying errors along with providing users with access to competitive processing fees.”

For more information about MAM Software, www.rdr.link/FFZ008

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BUSINESS & TRAINING

EFFICIENCY

AutoMM lauds Connect+ Driver’s app ability to bolster communication and efficiency In any industry, necessity is often the mother of invention, and within the UK motor factor industry, any inefficiency in communication between motor factors and garages can’t be ignored, according to AutoMM’s Luke Bettles and Brian Higgins. The dynamic duo explain why AutoMM’s Connect+ Driver’s app is a “game-changing tool”:

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utoMM’s Connect+ has already removed your reliance on enquiries received via text, email and the biggest culprit: WhatsApp. These methods brought with them inefficiencies, a lack of transparency, and increased errors leading to lost sales. With the issues around product ordering resolved, AutoMM has now addressed workshops’ most notorious questions: “Has the van left yet?”, “Where are my parts?” and “I need to know how long my parts will be!”

Did you know that approximately 25% of a typical motor factor’s incoming call volume is related to garage customers checking on the whereabouts of parts and delivery vans? Depending on the factor size, this could mean between dozens and hundreds of calls, every day.

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BUSINESS & TRAINING

Introducing Connect+ Driver’s app AutoMM’s Connect+ Driver’s app is a game-changing tool, designed to transform your despatch areas and provide efficient communication between you and your garage customers. Utilising the same factor-branded app that sits on your garage customers’ mobile phones, you can now provide customers with automatic notifications when a delivery van has left the branch, real-time delivery ETAs, push-notifications for increased customer engagement (replacing printed flyers), and enable van drivers to collect PODs, confirm warranty returns and more.

But the app doesn’t just help your sales team with more efficient ordering, better customer communication and far fewer “where are my parts” calls. It also transforms the despatch area’s ability to manage van runs. Connect+ now also provides: ● Real-time run management: Using

either their existing software or the driver’s app feature of Connect+, drivers can select a run that has been pre-prepared by despatch staff, select a run from MAM’s Driversboard or manually build a run themselves by

Don’t forget Connect+ Delivery Desk The despatch area of any motor factor is the lynchpin of logistics, where precision, timeliness, and efficiency are essential dynamics for success. The Connect+ Delivery Desk feature provides a control panel with a large map screen that can have an instant impact on the dynamics and success of a busy despatch area. The despatch controller can see in real-time exactly where all the vans are, what drops have been made and what are still outstanding, as well as the PODs, warranty returns or cash payments that have been collected. The system’s useful features include: ● Real-time fleet monitoring: The large

map screen doesn’t just show where your vans are; it shows how far they are into their respective runs with intuitive progress bars. This gives a clear picture of the entire fleet’s operations in real-time. ● Estimated return-to-base times: One of the major pain points in despatch operations is the uncertainty around

selecting individual invoices. Connect+ streamlines this process, saving valuable time and reducing errors. ● Dynamic ETA notifications: The

Connect+ Driver’s app ensures that workshop customers are always in the loop. The moment a driver starts a run, all workshop customers on that run are sent an automatic notification to say the driver has left and an accurate ETA for their delivery. Automated notifications also update customers on the delivery status in between drops, complete with a map view and countdown to the driver’s arrival on the garage’s Connect+ app.

This not only reduces the influx of “where is my delivery?” calls but also allows workshops to better plan their day and assign ramps more efficiently. ● Proof of delivery and payment

EFFICIENCY

in the workshop’s Connect+ app. ● Warranties and returns: Often

overlooked but equally important is the management of warranty and return parts handed over to the driver who is delivering orders. Many returned parts have been known to go missing after being thrown onto a van during a delivery drop. Time passes by and the part’s collection may be forgotten about – and when it comes to the workshop asking about its credit – nobody seems to remember exactly when or what was collected! The Driver’s app includes a feature allowing drivers to document any such items, streamlining the returns process and avoiding potential disputes later on.

These returns can be viewed by the customer in their Connect+ app.

collection: With the app’s built-in proofof-delivery feature, drivers can easily collect signatures and record any payments received, whether it be cash, cheque, or card, providing a smooth and transparent transaction process for all parties involved. All collected data taken by the driver is instantly available

● Enhanced delivery recording: To further

when a van will return to base. The large map screen offers a tangible solution by displaying the estimated return-to-base times for each van. This is a game changer for planning and resetting for the next set of deliveries, ensuring minimal idle time. It also aids in effective workforce management, as staffing levels can be adjusted according to real return times, minimising potential overtime costs.

far easier to manage customer expectations and take corrective action if there are delays. Moreover, the ETA for each drop is clearly indicated, enabling better coordination with garages and enhancing customer satisfaction.

● Seamless data access: The seamless

integration of data collected by the Vision Driver’s app into the large map screen means that all essential information, such as proof of delivery, payment records, and any recorded details about warranty or unwanted parts are instantly available to the despatch team – reducing paperwork and minimising errors. ● At-a-glance status and ETAs: The

platform’s interface allows for just a quick glance to understand the status of each drop, whether it’s pending, undeliverable, or complete. This makes it

ensure transparency and accountability, the Connect+ Driver’s app allows drivers to take photos of the delivered items, which is particularly useful when an item needs to be left in a secure location or if there is nobody at the workshop to receive and sign for it.

● On-board inventory: Knowing exactly

what parts are on each van can be critical, especially when managing urgent or last-minute orders. The system allows the despatch team to know precisely what parts are on board every van on the road, providing an opportunity to make real-time decisions that can positively impact service levels. ● Automatic manifest on completion: As

soon as a driver completes their run, a detailed manifest is emailed as a PDF to any relevant parties. The manifest includes run start time and location and then details every step of the delivery driver’s journey. This provides all locations visited, all parts delivered, time taken between all drops and for the run in total.

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EFFICIENCY

“The Connect+ Delivery Desk feature provides a control panel with a large map screen that can have an instant impact on the dynamics and success of a busy despatch area.

The despatch controller can see in real-time exactly where all the vans are, what drops have been made and what are still outstanding, as well as the PODs, warranty returns or cash payments that have been collected.”

Delivery Desk’s large map screen and unique set of features doesn’t just make life easier for the despatch team; they revolutionise the entire logistics arm of a motor factor’s operations. It’s about achieving a new level of transparency, control, and efficiency. This results in a more organised, more transparent, and most importantly, more effective despatch area.

By addressing these core components, the Vision Driver’s app, along with Delivery

Desk, bolsters the efficiency of the entire delivery process, reduces the burden on customer service lines, and allows you to focus on what you do best: providing customers with the quality automotive parts they need at the time they need them most.

For more information about AutoMM, www.rdr.link/FFZ009

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BUSINESS & TRAINING

RETURNS

Carwood goes paperless with new online returns portal | Part of newly named CarwoodHub Remanufacturer and technical services provider, Carwood, offers an update on developments with its online cataloguing and ordering system. Now known as the CarwoodHub to reflect its broader functionality, improvements include an online returns portal, more accurate data and enhanced range coverage.

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ntroduced in 2022, the digital platform started out as an online catalogue for its aftermarket portfolio of fuel pumps, injectors and turbochargers. Shortly after the company added online ordering capability, enabling Carwood account holders to quickly and easily access live stock feeds and pricing, place next-day and stock orders and track the status of current and historical orders, 24/7.

Later this year, Carwood will launch the next in a series of planned developments, designed to make the company “even easier” to do business with a hassle- and paper-free returns portal.

For more information about Carwood, www.rdr.link/FFZ010

How does CarwoodHub work?

Available at www.rdr.link/FFZ011 users can log into their account and click on ‘returns hub’. There, they will be able to initiate a quick and easy return for warranty claims, old core or test and report. Users simply need to select the reason for the return and provide the requested information. Dependant on the type of return, this may include details of the part, the vehicle, who fitted it and when, and the suspected fault. To back up the claim, users also have the option to upload supporting paperwork, images and videos.

On completion, the platform will automatically schedule a collection with UPS for the next working day – notification will be provided via email or SMS, if selected. The pre-paid returns label will be provided at collection, so the user only needs to package the product securely, ideally in the original packaging, and hand it to the driver. No paperwork or labels are required, removing the need for local printing.

Throughout the process, users will be able to track the status of their return and view and download relevant documents, such as credit notes, a summary of the claim and warranty reports. If a warranty claim is rejected, this will include a full explanation as to why.

Carwood Deputy Managing Director, Simon Quantrell, said: “The expansion of our online capability to include returns, is

very much a customer driven initiative.

“As well as reducing the carbon footprint of each return, because it’s almost entirely digital, the process will be quicker, simpler and more streamlined, making for a more convenient and trouble-free return.

“What’s more, by providing all the relevant information upfront, not only will we be able to deal with the return more efficiently, but we will also be able to access a raft of important data. These insights will be fed into our quality and engineering teams to support the continuous improvement of our products.

So it’s a win-win for everyone.”

Catalogue and data bolstered Elsewhere Carwood has been working hard to improve both its range coverage and the accuracy of the data it uses to catalogue it. This year alone, the company reported it has added more than 9,000 parts, over 25,000 cross-references and almost 30,000 vehicle linkages, ensuring its cataloguing information is always up-to-date.

By eliminating the need for physical paperwork, Carwood stated it is continuing to demonstrate its commitment to sustainability. Meanwhile, its customers can enjoy a more convenient, efficient and faster returns process – simply visit www.rdr.link/FFZ012 and sign up for an account.

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BUSINESS & TRAINING

PROMOTION

More than 100 new products and prizes up for grabs in Sealey’s latest The Tool Promotion Running until the end of 2023, the latest instalment of The Tool Promotion from Sealey highlights an array of tools and introduces over 100 new products.

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he promotion showcases Sealey’s latest line of paintless dent repair tools, each offering unique advantages: the RE106 hand shield, for instance, safeguards against injuries, the RE107 tyre support enhances stability for wheel arch repairs, and the RE108 bending hammer boasts a magnetic head for swift and hassle-free tip changes.

Ho-ho-ho!

Festive inspiration could be found in Sealey’s Christmas gift guide. Whether customers are looking for stocking fillers,

perhaps the 4V cordless screwdriver with a 25pc bit set, or grander gift options, maybe the award-winning Premier 144pc mechanic’s tool kit, Sealey is confident it has your customers covered!

One-battery-fits-all range Continuing its commitment to the versatile one-battery-fits-all range, the SV20 series boasts a lineup of more than 40 tool bodies.

This includes latest additions, like the 20V cordless belt Sander and 20V cordless planer, providing users with, what Sealey believes, the ultimate power solution.

ENTER TO WIN A

HI-VIS GREEN WORKSHOP KIT: Within this latest Tool Promotion, one lucky entrant will win a prize comprising of a workshop trolley, tool storage, toolkit, inspection lamp and technician’s utility seat. By entering www.rdr.link/FFZ013, participants will have a chance to win the workshop kit – valued at over £830.

For more information about Sealey, www.rdr.link/FFZ014

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ADVERTISEMENT FEATURE

FACTOR SALES INVESTIGATES...

A greener spark plug and its significant impact on motor factor revenue.

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ince their introduction to the UK automotive aftermarket in 2018, precious metal spark plugs have had a growing impact on motor factor revenue. In fact, in August this year, Niterra’s NGK precious metal spark plugs accounted for more than half the revenue of all spark plugs sold in the UK! The range is evolving too: in June, Niterra introduced nine new part numbers, further extending its car parc coverage.

We delve into the sales performance of Niterra’s precious metal spark plugs, with commentary from Becca Knight, Niterra UK marketing manager, all using Factor Sales’ aftermarket data.

Why opt for a precious metal spark plug?

Precious metal spark plugs, like Niterra UK’s NGK Laser Iridium and Platinum ranges, are more efficient, last longer, and are better for the planet than their traditional Nickel counterparts. It all comes down to the greater melting points and relative hardness of the precious metals. Hotter electrode temperatures result in greater electrical efficiency and better wear characteristics.

morphing from just winter and new vehicle registration time into new patterns and trends. Forecasting using Factor Sales’ visual data tools helps us stay ahead, which is especially important while we understand what ‘new seasonality’ looks like.”

Niterra precious metal spark plugs are making a mark in the aftermarket.

One historical criticism of precious metal spark plugs has been that they are less affordable than their Nickel counterparts. Whilst it’s true that back in spring 2021, Niterra precious metal spark plugs cost, on average, 3.3 times as much as their Nickel counterparts, Factor Sales can report that by Q2 of this year, that had fallen to 2.8 times.

In fact, Factor Sales can show that inflation of precious metal spark plugs has been lower than that of Nickel for the last year (Fig 3) in 2023, which is great news for consumers. It’s also positive news for the environment, as more consumers will be able to opt for more sustainable spark plugs.

Niterra’s market share of its precious metal spark plug lines has increased from ~10% of all units sold in 2020, to 27% in 2023 (Fig 1 below). And with precious metal spark plugs selling at nearly three times more than Nickel alternatives, Niterra’s precious metal lines now account for a whopping 50% of motor factor spark plug revenues in the aftermarket (as of August 2023.)

Becca notes that by monitoring sales trends and growth closely through Factor Sales’ data insights dashboards, Niterra has been able create an ambitious but attainable growth strategy: “We’re delighted that our customers are reaping the rewards from precious metal spark plugs. Using Factor Sales, we can see how this new technology has had a very successful start in the UK and continues to gain share of spark plug market opportunity.”

The clear upwards trend in quarterly sales volumes for Niterra precious metal spark plugs highlights their growing popularity in the marketplace; however, like many aftermarket parts, they experience significant seasonal fluctuations (Fig 2 above opposite).

Monitoring these fluctuations with Factor Sales has allowed the team to accurately forecast Niterra sales.

Becca continues: “Seasonality is a challenge because it is changing. Seasonal workshop demands still exist, but they are

Are precious metal spark plugs becoming more affordable?

Becca says: “Pricing in the current climate is tough; everyone is experiencing the same inflationary pressures. What’s clear is that precious metal spark plugs are the right technology in the right application today, and they are worth workshops making the choice to fit them specifically.”

Factor Sales, powered by Pearson Ham Group, monitors transactional data from almost 40% of motor factor branches in the UK. Through scaling up this data, Factor Sales generates an accurate view of the automotive aftermarket.

For more details about Factor Sales, www.rdr.link/FFZ015

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MARKET TRENDS & ANALYSIS

BESTSELLERS

What tyre inflators and bulbs need stocking?

Ring Automotive provides its bestsellers R

unning out of stock is the easiest way a company can lose business, according to Ring Automotive, as customers will just go to a competitor to fulfil their requirements. However, if you, and to a degree, workshops, keep an eye on growing trends and understand which products are most popular, you can keep stock replenished and, hopefully, keep customers satisfied.

To assist in this, the company has revealed which of its products are the most popular and, therefore, which products to keep an eye on and restock when they are getting low:

Automotive lighting and auto electrics supplier, Ring Automotive, reveals its most popular products, so both you and workshops can have healthy stock available:

Tyre Inflator (RTC1000) The RTC1000 Rapid Digital Tyre Inflator makes tyre maintenance fast and easy, as it’s powered directly from the in-car 12V socket. It inflates a 13” tyre in just two minutes and comes with three adaptors, an LED light, storage case, spare valve caps and latex gloves.

Ring’s RTC1000 Premium Rapid Digital Tyre Inflator was most recently the winner in the Auto Express 12V Air Compressor Category. Having won the magazine’s Best Buy in this category since 2019, the review claimed “it is still the best of the rest”.

SmartCharger (RSC806) The Ring RSC806 is a smart 6A battery charger and maintainer for 6V and 12V systems, which support various battery types, including start/stop batteries on both petrol and diesel engines. The charger provides a seven-stage charge cycle, offers one-button operation, and has a large easy-to-read, backlit display.

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28 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

쑿 Cordless Tyre Inflator (RTC4000) Ring’s newest tyre inflator launched early in 2023, the RTC4000 is a compact, yet powerful cordless tyre inflator for cars and motorbikes. The RTC4000 is easily chargeable via a USB Type C cable or 12V DC cable and is quick to inflate a tyre, even from flat, making this product an easy sell, as it provides an easy solution for drivers should they get back to their vehicle and find the tyre is flat.

“Ring’s RTC1000 Premium Rapid Digital Tyre Inflator was most recently the winner in the Auto Express 12V Air Compressor Category. Having won the magazine’s Best Buy in this category since 2019, the review claimed “it is still the best of the rest.”

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MARKET TRENDS & ANALYSIS

BESTSELLERS

Xenon200 (RX2077) Ring’s Xenon200 bulb range is a like-for-like replacement of standard H7 headlamps. These performance halogen bulbs provide up to 200% more light on the road ahead and the brightness and longer beam allow motorists to see potential hazards and other motorists earlier.

H7 bulb (R477) One of Ring’s other most popular H7s is the R477 in the halogen range. It is a simplistic like-for-like bulb that’s easy to fit but still provides excellent illumination.

MAGflex Utility Lamp (RIL3700C) Designed with versatility in mind, the MAGflex Utility Lamp combines dual, magnetic ratcheting bases with a 360° rotating body. This means that the lamp can either be used freestanding or hands-free, positioned in any number of ways to ensure that the workspace is properly illuminated. With 1,000lm output, the lamp can be used as a larger light or an under bonnet light, as well it being using for close up inspections.

W5W bulb (R501) The humble R501 is Ring’s most popular bulb by volume, as it is can be fitted to seven or eight different applications on a vehicle, such as the panel, interior and side and tail bulbs. Therefore, it’s one to keep a high stock of due to its versatility!

For more information about Ring, www.rdr.link/FFZ016

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MARKET TRENDS & ANALYSIS

REMANUFACTURING

Shaftec champions reman EPS message Continuing the series of articles designed to help the aftermarket futureproof its offer and protect its position in the supply chain, Shaftec looks at electric power steering (EPS). With the sector changing, as the world charges towards new methods of mobility, its marketing manager, Adrian Kitchen, on behalf of the dedicated EPS team at Shaftec, addresses the trends which are the main drivers of EPS and outlines how the independent aftermarket can work together – to not only secure its place but to thrive:

W

e realised more than a decade ago that a massive growth area inside the OE market would be EPS. We weren’t wrong – and EPS has now replaced the more traditional hydraulic power steering (HPS) on virtually all new vehicle platforms entering the market.

Shaftec offers 623 EPS racks, 118 EPS

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30 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

pumps and 245 EPS column drives.

In line with industry trends, this makes perfect sense, as the components are lighter in weight and more durable, require less maintenance, give a better response at different speeds, and require less fuel consumption. Having long been in the remanufacturing business, we anticipated

that it wouldn’t be long before the call to remanufacture these parts came knocking.

Nowadays, we refer to remanufacturing as being part of the ‘circular economy’.

Giving a second life to a product – where the customer can be confident that it will be of the same high quality, perform and be tested to the same standard as new – is

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MARKET TRENDS & ANALYSIS

■ With more and more vehicles being fitted with advanced driver assistance systems (ADAS), such as lane assist, adaptive cruise control and brake assist, we spend a great deal of time and energy carrying out research and following market trends, so we are always ready with the parts the customer wants, when they need it.

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.

We invest in developing our own testing tools and in expanding our knowledge and skills, and return on machinery investment has been impressive.

Bringing in a shot blasting tool improved efficiency, as the jobs are no longer done by hand. We’ve also reaped the rewards of purchasing a mobile EPS diagnostic machine, which reads and clears fault codes on all electric steering components and an EPS testing rig where all EPS parts are tested to match or exceed VM requirements using realworld testing procedures. And we will

perfectly in tune with the ever-louder voices fighting for reduced emissions and resources, less waste and reused materials in aid of a cleaner, greener world.

Furthermore, 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 costeffective solutions for older vehicles.

At certain junctions in the road, players in this market have had to justify the reman route and validate the process; however, the data proves beyond doubt that this is an area worthy of aftermarket investment.

The global EPS market was valued at $24.3 billion in 2021 and is projected to reach $33.4 billion by 2027, growing at a CAGR of 5.4% from 2021 to 2027, according to MarketsandMarkets.

With the average age of a passenger car in the UK being 10-years-old, a whole two years younger than those across the EU, according to ACEA, remanufactured parts for these cars will be required to service the aftermarket. Furthermore, according to Fortune Business Insights, the global automotive remanufacturing market size is projected to reach $126.42 billion by 2030 from its value $60.78 billion in 2022,

soon be introducing a dedicated EPS lab.

By including even more of the very latest technology, this will give Shaftec an even

REMANUFACTURING

greater advantage. So, look out for news on this on our socials and in the trade media.

“We refer to remanufacturing as being part of the ‘circular economy’. Giving a second life to a product – where the customer can be confident that it will be of the same high quality, perform and be tested to the same standard as new – is perfectly in-tune with the ever-louder voices fighting for reduced emissions and resources, less waste and reused materials in aid of a cleaner, greener world.” at CAGR of 9.9% during forecast period.

Take all these facts into consideration, and there are plenty of opportunities out there for those who capitalise on them.

Sticking to its guns

We have remained adamant in our belief that to remanufacture, suitable core is the way forward where possible. We also correctly anticipated that the lifespan of an EPS part would be shorter than a comparable HPS part. This is in part due to the technical aspects outside of the metal core, but also because EPS products are more vulnerable to the impact of environmental and vehicle operating

conditions. Additionally, at Shaftec, all critical components, such as the seals are brand new; in fact, the seals are often overengineered due to improvements since the original unit was released.

All of this, and by sticking to our guns over individual part testing over the more common batch method, means that we are now in the driving seat with increasing customer demand across the EPS programme and now cover more than 32 million vehicles of which nine million have EPS. For more information about Shaftec, www.rdr.link/FFZ017

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MARKET TRENDS & ANALYSIS

DEMAND

Ecobat Battery: ‘Demand for OE quality replacement batteries will remain for the foreseeable future’ For decades, when it comes to the storage of a vehicle’s electrical power, there has been one constant: the 12V car battery; however, with the changing face of the new car market and increase in sales of EVs, what might the future hold for this most traditional of aftermarket consumables? Ecobat Battery Commercial Director, Paul Payne, gives his response to this intriguing question:

S

ince the AGM (absorbent glass mat) battery was adopted as the OE fitment for micro-hybrid (start/stop enabled) applications, pan-European battery distributor Ecobat Battery, alongside partners such as CD Group, has been at the forefront in expressing the need for you and independent workshops to be fully up-to-speed when it comes to the potential that these batteries presented.

However, although the VMs had made AGM, and subsequently, the enhanced flooded battery (EFB) their primary power storage solution, mainly because motorists chose to override the start/stop function in their vehicles, these batteries were not failing at the age that was originally anticipated. This anomaly was simply because they were only making a fraction of the number of starts they were designed to, so were lasting far longer than anticipated. Due to the combined effects of changing vehicle design making overriding the start/stop function more difficult, reduced vehicle usage brought about by lockdowns during the COVID-19 pandemic and the simple passing of time, the landscape has changed significantly.

Research undertaken by Ecobat Battery, which is a major distributor for, among other brands, Exide and VARTA, both key OE suppliers of AGM and EFB batteries,

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32 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

“The reality for the independent aftermarket is that although the primary function of these 12V batteries will evolve, from starting the engine to servicing increased electrical load and critical safety functions, the demand for OE quality replacement batteries will remain for the foreseeable future…” revealed that although in 2019 just 6% and 1% of battery replacements were AGM and EFB respectively, by 2022 the figures were 15% and 5%. Moreover, this trend will continue and is forecast to achieve doubledigit growth every year to reach 28% and 12% in 2027 – just four years from now.

Trend echoes product portfolios This development is reflected in the product portfolios of battery manufacturers, such as Exide and VARTA, which are significantly increasing the AGM and EFB ranges they offer, not just to address the need for replacement batteries for start/stop vehicle applications, but new EVs, including electric, hybrid electric, plug-in hybrid electric and fuel cell electric vehicles.

The reason for this range expansion is that, irrespective of the primary drive system of the vehicle – combustion

engine, engine combined with a 48V or 350V battery, or a 400V battery in a fully electric vehicle – a ‘traditional’ 12V AGM/EFB battery is also fitted. Once again, this is a long-term trend, as VMs recognise the need to ensure their vehicles have a suitable and reliable reserve power supply, should the battery used in the drivetrain be exhausted.

So, the reality for the independent aftermarket is that although the primary function of these 12V batteries will evolve, from starting the engine to servicing increased electrical load and critical safety functions, the demand for OE quality replacement batteries will remain for the foreseeable future, which is good news for the replacement battery sector!

For more information about Ecobat Battery, www.rdr.link/FFZ018

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OILS, LUBRICANTS & ADDITIVES

A glimpse into the future of lubricant specifications: VLS hosts press lunch at the Royal Automobile Club On a crisp and sunny afternoon, the prestigious Royal Automobile Club in London played host to an exclusive gathering of automotive press, organised by the Verification of Lubricant Specifications (VLS). As the editor of Professional Motor Factor, Tom Henman was fortunate to receive an invitation to this noteworthy event, and he is pleased to provide a glimpse into the day’s discussions:

T

he Royal Automobile Club, steeped in automotive history and opulent tradition, served as a fitting backdrop for a conversation centred on the direction of lubricant specifications. The event was a platform for experts to deliberate on the evolving landscape of lubricant technology, compliance and the role lubricants play in modern-day automotive engineering.

The day began with a warm welcome and introduction to the new chair of VLS, Jacquie Berryman – you may already have checked out her CV in our regular ‘movers and shakers’ section (Pg 11).

In her role as chair, Jacquie is determined to support the industry through the transition to alternative fuels, the implementation of Euro 7 and future ACEA changes. Furthermore, she is keen to preserve but also bolster VLS’ track record in managing non-compliance, not to mention the goal of protecting and educating end-users.

Flicking through a presentation, leading up to a superb performance by Alan Outhwaite, VLS’ head of the technical review panel (TRP), Jacquie revealed that during the last decade, VLS has tackled 95 cases in total – 11 of which are currently under investigation. She added that 12 cases have been received this year alone –

■ Observing the journalists all scrambling to take notes or reach for their recording devices at this point, Alan took centre stage to explain the case handling process: ●

Complaint is verified ● Sourced and tested as necessary ● Must be on sale in the UK

●

Evidence is anonymised and reviewed by the TRP ● Volunteer experts from across the industry

●

Secretariat enters a period of dialogue with the Named Party ● Right to reply/take action

●

Once resolved, full details are published on the VLS website ● If the Named Party does not take appropriate action, the Secretariat publishes full details to the VLS website and refers the case to Trading Standards

●

Complaint is reviewed after six months to confirm continued compliance

the highest number since 2016.

Alan acknowledged that the vast majority of cases have related to passenger vehicle engine oils; however interestingly, over the last 12 months, the diversity of cases received has been greater than ever before, thanks to the awareness campaign of VLS, which has extended to “all aspects” of the UK

lubricants industry.

A series of graphs followed, leading to many of my press colleagues starting to sympathise with Alan, as we devoured our three courses!

Back to the serious stuff: the number one cause of complaint is non-compliance with stated specifications. In several cases, VLS has investigated products which have been found to be claiming mutually exclusive claims due to the chemical or physical attributes required. Equally, cases have been investigated using the term ‘manufacturer approved’ for which no evidence could be found or making generalised claims for which no substantiation was provided.

In 2019, VLS introduced its Marketing Claims Guidance to bring clarity; the year after, VLS went one step further by entering into a Primary Authority relationship with Trading Standards.

The presentation was a stop-start affair, perhaps frustrating for Alan who still couldn’t tuck into his salmon! But that was due to the level of engagement, questions thrown at him, or discussion points thrust across the room. It was a hive of activity and debate.

As a result, I asked Alan’s permission to hold a one-to-one interview, to discuss some of the finer points of his presentation, how VLS supports and will help motor factors in the future, and what the future of the lubricants industry looks like – and whether that will challenge VLS further.

Thankfully, Alan agreed, and the interview will be shared in the next issue.

For more information about VLS, www.rdr.link/FFZ019

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OILS, LUBRICANTS & ADDITIVES

Lucas Oil offers counter staff car storage top-tips Lucas Oil Sales and Operations Director, Dan Morgan, talks about oils, additives and winter care when cars are off the road.

D

arker evenings and cooler temperatures mean that many soft tops and other cherished cars will soon be off the road and into winter storage.

They also mean that you will be asked for more specific advice about how to maximise engine care and vehicle protection over the winter.

So, what kinds of advice should you be offering? Dan Morgan, sales and operations director for Lucas Oil, is wellplaced to provide some answers: “With regular use, oils become contaminated with a range of things, such as tars and resins, metals from engine wear and moisture,” he said. “Running the car burns off many of these contaminants, but the heat also causes the oil itself to break down. This leaves the engine with less protection. Storing a car with contaminants in the system provides a catalyst to corrosion.

“Under ideal circumstances, it makes sense to service the car now and change the oil.

Just changing the oil is “unlikely to be enough” Dan continued: “Ensure the oil specification is up to the job. It could be that the car has recently entered the ‘high mileage’ category. It will benefit from various conditioners that a more appropriate high mileage oil specification can provide. More importantly, it’s wise to ensure the oil can deliver protection against dry starts.”

Dry starts are caused by a result of metal-to-metal contact and occur after the drain down of engine oil into the sump.

This only occurs after a period of inactivity, according to Lucas Oil. There’s no protection left for the components. It’s during engine turnover, at the restart, that

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36 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

have the aim of fortifying existing oils to damage from a dry start deliver better levels of engine protection takes place: according to circumstances that are more “There is an easy fix,” appropriate to modern engines. reassured Dan. “Lucas Oil Heavy Duty Oil Stabilizer is an additive product that fortifies the existing oil. It coats internal engine parts, adds tackiness Heavy Duty Oil and leaves behind an oil film over every Stabilizer is for older cars part of each component that remains in with high mileages and place throughout the standing period. This consequential engine wear. It was prevents dry-starting in the springtime.” developed for use not just in engine Lucas Oil Heavy Duty Oil Stabilizer has a oils, but with gearbox oils and proven track record, claimed Lucas Oil. It differential oils, too. It’s ideally used reported that users say it with mineral oils and oils, such as provides greater engine 10W40 and 20W50, but also as a Pure protection and solution for 5W30 oil Synthetic Oil extends the specifications if engine Stabilizer is an oil additive operational life of wear/high mileage is developed for high components. evident. performance engines, running Because it on synthetic oils. It is designed remains active for use as a preventative engine long after the oil More recently, Low maintenance product in has drained away, Viscosity Stabilizer has 5W30 and 5W40 it not only provides been added to the oil specifications. protection but also a stabiliser family. It’s an oil additive higher level of lubricity. Oil for vehicles equipped with 0W oil consumption is reduced, and lost engine specifications. This includes 0W16, power is restored by the lower engine 0W20, 0W30 and 0W40 alternatives. operating temperatures once the car is It’s hybrid safe and compatible with back on the road. engine technologies, such as Oil specifications are far more engine variable valve timing solenoids specific these days, of course. and cylinder deactivation Consequently, Lucas Oil has developed systems. two additional types of oil stabiliser: both

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OILS, LUBRICANTS & ADDITIVES To fill the tank before a car goes into storage?

Lucas Oil stated that some workshops still advise customers to fill the tank before the car goes into storage. Apparently, they do so for two reasons: a full tank of diesel or petrol was considered the best way to minimise moisture-levels inside the tank. It was also said to reduce strain on the valves.

However, Lucas Oil has urged counter staff to advise customers that although modern fuels are much more robust than older fuels, they still suffer from octane degradation over time. They also contain much higher levels of ethanol. Significantly, ethanol has hygroscopic properties. It actively increases the level of moisture inside the fuel tank. Consequently, internal corrosion is a greater risk. Moreover, it encourages phase separation of the fuel inside the tank. This creates a watery-fuel mix that won’t support combustion but does increase the corrosive potential inside the fuel system.

Dan said: “We’d advise anyone with a vehicle left in the garage to treat the fuel in two ways: firstly, use a fuel additive product, such as Lucas Fuel Stabilizer to

protect against fuel degradation. This ensures an easy restart in the springtime.

Secondly, use a fuel additive, such as Safeguard Ethanol Fuel Conditioner, to prevent internal corrosive issues.

“It’s also ideal in circumstances where E5 fuel users are unlikely to be able to find

a supplier. One 473ml bottle treats 80gal or 302L of petrol. Added to the tank, it means that the car can be refuelled safely with any ubiquitous E10 fuel.”

For more information about Lucas Oil, www.rdr.link/FFZ020

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OILS, LUBRICANTS & ADDITIVES

From road to track and back – introducing Motul 8100 Power

Innovation has always been the lifeblood of Motul, according to UK and Ireland Sales and Marketing Manager, Andy Wait. In this issue, he lays the foundation and opens a bottle of Motul 8100 Power:

G

iven we are the company that introduced the three breakthrough lubricant types to the global automotive industry in the second half of the 20th century – multigrade, semisynthetic and fully synthetic motor oils – we have never been afraid to lead the entire industry into new product areas.

Our recently launched NGEN product range, which takes performance with sustainability to a new level, is a further example of this desire to continually raise the bar in the lubricant sector.

We also monitor existing trends and are conscious, not only of being able to produce ranges that break completely new ground, but also to find gaps that current

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38 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

Think of Motul 8100 Power as the ultimate all-rounder!

It has all of the practicality of the 8100 range, but with added extra capability.

It is a cost-effective solution for those vehicles that might be highly tuned, for which people need an engine oil that will be as at-home heading for the shops as it is doing track days, or even competitive motoring.

We’ve looked at the increases in people tuning and modifying their cars.

Take, for example, the German and Japanese car marques, and the growing number of enthusiasts who love the base cars but have seen how they can be modified, tuned and personalised to their individual taste.

In addition, we’ve considered the growing number of people who are participating in track days in cars that are their daily drives. They are all looking for an oil that will happily handle increased power, will cope with the rigors of daily motoring but will also be equally at home on the track.

We have our various Motul 8100 variants, which are all great all-purpose motor oils, and we have 300V, our flagship product which is the standard against which all competition oils judge themselves. 8100 Power offers a high-performance product with an API SP standard – meaning it can be used under OEM warranty when an API standard is requested – and it offers a real warranty for the end-user, thanks to this API stamp, which is not usually possible with Motul 300V, because of its competition credentials. We see it as a really cost-effective blend of both the wider 8100 range and 300V, in terms of its usability.

Motul 8100 Power is currently available in 0W20, 5W30, 5W40, 5W50 grades in both 1L and 5L packs. Also, a full dedicated technical back-up service is available.

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OILS, LUBRICANTS & ADDITIVES

and future trends are likely to create, in existing sectors of the market.

Enter 8100 Power

The Motul 8100 range was originally devised to cover a wide spectrum of cars, with full OEM approval but with a minimum number of references – and the general 8100 range encompasses most modern engines, whether normally aspirated or turbo/supercharged, petrol or diesel fuelled.

Motul 8100 has long been compared to a Swiss Army Knife because of its allround capability, but this knife now has a sharp cutting edge, given we’ve just released the 8100 Power series of lubricants onto the market.

Since 2022, Motul 8100 X-power has had the distinction of not only being an oil with huge racing heritage, but it has also had the unique chance of creating a racing heritage of its own, having been chosen, for the second year running, as the mandated engine oil of the ROKiT F4 British Championship. Certified by FIA, this is where future F1 stars are made.

This road-to-track lubricant has been the launching point for the 8100 Power series.

8100 Power is aimed at top-end

performance and tuned engines. It is equally at home on the racetrack as it is on the road. It offers a cost-effective solution to those who want a high-quality esterbased, fully synthetic lubricant, that is able to cope comfortably with all types of engine demands, offering exceptional engine response and LSPI Protection. It

offers this practical ultra-high performance solution without having to move into the territory of Motul 300V, which is aimed fairly and squarely at the realms of track applications.

For more information about Motul, www.rdr.link/FFZ021

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OILS, LUBRICANTS & ADDITIVES

LIQUI MOLY explains significance of changing and choosing the right oil Why is it important to use the right oil? Can money be saved on engine oil and why does it need to be changed? LIQUI MOLY Application Engineer and Global Technical Support, Steffen Niemietz, provides responses:

P

roper oil lubrication is one of the most important things relating to engine protection. A protective lubricating film is necessary for minimum wear and to prevent engine damage. While wear protection is extremely important, using a high-quality oil with an OE approval or specification can also help to further reduce internal friction while maximising performance and efficiency. An oil will need to protect well in all operating conditions and during extreme engine loads. It will also need to provide max flow during cold start while at the same time prevent lubrication film break down at extremely high temperatures.

Why is it necessary to change the motor oil?

Over time oil loses its ability to provide the required protection, thus regular oil changes are necessary. Oil change intervals vary depending on factors, such as engine design, engine wear, infrequent usage, ambient temperature, fuel quality and type.

With time and distance driven, motor oils are affected by such factors as fuel dilution, heat cycles, condensation, mechanical shear forces etc.

Why is it important to use the correct oil?

Every engine design is different and needs to use a specific oil at all times. A motor oil needs to provide maximised engine and emission system protection during sometimes very long oil change intervals.

Full protection can only be guaranteed when an OE approved oil is used. If using an oil with specifications outside the required parameters, excess wear and

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40 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

reduced efficiency can be expected. Using an oil with an incorrect viscosity may affect a variable valve timing system’s ability to control timing and/or cause an increase in fuel usage, due to lower engine efficiency.

An OEM approved oil guarantees full protection and engine efficiency, while also making sure emission system components, like catalytic converters and particle filters, can operate without loss of efficiency.

Tasks and added values of motor oil:

Lubrication: Lubrication of mechanical engine components is an oil’s most important function. An oil strong lubrication film prevents metal-to-metal contact while reducing friction between internal components.

Cooling: A motor oil contributes to cooling by removing heat from areas, such as cylinder walls and piston rings.

This is necessary for overall protection of sensitive areas and to keep the engine from overheating.

Cleaning: Eliminating combustion byproducts, metal debris, sludge and deposits from engine internals is another motor oil function. A motor oil needs to help clean engine internals and also transport residue to the oil filter for removal.

Can motor oil help a motorist save money?

Using a high-quality motor oil with the correct OE specifications can save on repairs and prevent premature breakdown.

When a technician performs an oil change on a modern vehicle, it’s extremely important to use an oil that fulfils all OEM specifications for maximised protection. By doing so, their customer will guarantee Sealing: Motor oils support piston rings sealing for reduced compression loss, thereby increasing efficiency and preventing excess oil consumption. A thin oil film on rubber seals reduce wear, overheating and prevent premature leaks.

Corrosion protection: A protective oil film on all internal surfaces prevent corrosion and/or erosion of metals. This protective film prevents oxygen, moisture and acidic by-products from affecting metals.

Pressurise: Ensuring accurate oil pressure for hydraulically operated systems is also one of the tasks of modern motor oils.

Environmental protection: The use of effective exhaust aftertreatment systems, such as particle filters, is only possible if modern motor oils with the correct oil specification are used.

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OILS, LUBRICANTS & ADDITIVES

best fuel mileage and engine longevity, while also being able to follow extended oil change schedules.

A high quality LIQUI MOLY motor oil frequently exceeds the manufacturer specifications and extends the engine’s service life. Many LIQUI MOLY motor oils are officially approved by manufacturers.

Additives in the oil All motor and gear oils use individual additive packages as part of the formulation. Additive packages are matched to the oil specification needed. Some more advanced additive packages can be used to make an oil that meets more than one specification. For an oil to get an official manufacturer approval, a high-quality additive package has to be used.

What is the difference between a motor oil and a gear oil?

Fundamentally, gear oils carry out the same task as motor oils – but the main difference with gear oils is that they are designed specifically to protect, lubricate and cool gearing systems that are mainly found in transmissions, differentials and transfer boxes. These are usually exposed to much

higher pressure and shearing forces than an engine oil. Another difference is gear oil is not diluted by fuel input. In principle, gear oils, therefore, require other ingredients – other additive packages – in order to be able to fulfil the tasks required of them.

For more information about LIQUI MOLY, www.rdr.link/FFZ022

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WINTER PRODUCTS & LIGHTING

Boosting winter sales: Wiper blade awareness campaign launched by TRICO OE wiper blade manufacturer, TRICO, claims that now is the time to push wiper blade awareness and suggest that workshops offer a free wiper blade check.

This could spell good news for wiper blade sales.

W

ith winter well on the way, TRICO believes it is more important than ever for technicians to appraise and potentially replace the wiper blades, as they’re a safety critical component on a vehicle.

Wiper blades are an excellent consumable to focus on when upselling, especially following the long, bright summer, because the UV rays from the sun could have damaged the rubber of the blade, so these will need checking to ensure they’re in optimum condition.

TRICO suggested that workshops offer a free winter wiper blade check and has compiled a helpful checklist that they can use to assess the blade’s condition and identify if it needs replacing, or should you welcome the public into your branch to buy blades direct from you:

Clean the screen

Safe and secure fitment

Ensure the windscreen is thoroughly cleaned using warm water or specialist glass cleaning fluid. In particular, pay attention to the areas at the top and bottom of the wipe area, as dirt and debris collect there. Also check the glass for any cracks or chips, as these are a safety hazard in their own right but can also damage the wiper blade rubber.

Check the blade is securely fixed to the arm. The blade should rotate freely, parallel with the wiper arm, to allow it to flex over the screen, but there should be no wobbling or movement perpendicular to the arm. This movement can be a sign of wear from the blades flipping over and could eventually cause the blades to come apart during use. Naturally, if the blade shows excessive movement, replace it immediately.

Blade edge check Gently clean the rubber blade edge with a damp cloth or sponge to remove any dirt or residue. Check along its length for any imperfections in the rubber, in particular check at either end that it has not split. Ensure that the rubber element returns to a central position and is not flipped over and set in one direction. If the blade fails any of these checks, it should be replaced.

As blades are not only affected by rain and snow, but also the UV rays from the sun.

“Wiper blades are an excellent consumable to focus on when upselling, especially following the long, bright summer, because the UV rays from the sun could have damaged the rubber of the blade...”

Wipe check Using the washer spray or a mister bottle to spray the glass, operate the wipers and check that there are no missed areas, water smears or multiple streaks that impair vision. Any light misting remaining after the wipe should disappear quickly. Naturally, blades that leave streaks or smears should be replaced immediately.

The complete TRICO range features conventional, beam, hybrid and specialty blades in all lengths, for both front and rear applications, under lines such as TRICO Force, Exact Fit, Flex, NeoForm and TX. For more information about TRICO, www.rdr.link/FFZ023

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WINTER PRODUCTS & LIGHTING

Can lighting opportunities brighten up your winter?

As daylight hours reduce, the need for vehicle lights obviously goes up.

Worsening conditions also bring a surge. With the increased use of lights, this, inevitably, brings more bulb failures – how can you make the most of this opportunity? “

S

uch are the confines and complexities of today’s engine bays, it can often mean that replacing a bulb can take a few hours,” explained Lumileds Business Development Manager Automotive, UK and Eire, Richard Armstrong. Lumileds manufactures and distributes Philips Automotive Lighting products globally.

Richard continued: “This isn’t something that a workshop wants to have to undertake at its own cost if a new bulb fails prematurely, so the message really is that cheap is often not cost-effective when it comes to car lighting. Selling a high-quality bulb from an OE brand, like Philips, will offer confidence in the product to the workshop customer and, in turn, their enduser customers. It really is a win-win situation, as it will also give both the factor and the workshop customer a higher margin on the product. Also, the motorist will have a better performing bulb that will be safer and, almost certainly, cheaper to own in the long run.”

Repair bulbs in pairs!

Richard claimed: “It is always worth drawing everyone’s attention to the fact that headlamp bulbs should always be replaced in pairs. This is simply because if one needs replacing, the other is also likely to do so shortly afterwards. It is also really important to ensure that both bulbs are of matching performance and quality...We firmly believe that selling a quality light not only offers a higher margin but also peace of mind for all concerned.”

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44 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

“Selling a high-quality bulb from an OE brand, like Philips, will offer confidence in the product to the workshop customer and, in turn, their end-user customers. It really is a win-win situation, as it will also give both the factor and the workshop customer a higher margin on the product.”

Award-winning range…

Philips headlamp bulbs have racked up the awards too, as Richard explained: “Our Philips headlamp bulbs are all produced to OE specification – or better! – and offer excellent long-term value for money. This is further reinforced by the fact that our bulbs have recently won the coveted Best Buy award in both categories of this year’s Auto Express bulb mega-test. Our already multi award-winning RacingVision GT200 – which was the first halogen bulb rated up to 200% brighter than the industry standard – took the Halogen honours, while our X-tremeVision Gen2 D3S took victory in the HiD Xenon category.”

Auxiliary lighting: a growing demand and a growing market

There are some situations – driving to a location in the country, for instance – when, even on full beam, it would be useful to have more light in order to make driving

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WINTER PRODUCTS & LIGHTING

and manoeuvring vehicles safer and easier.

Richard expanded: “Drivers who are looking for improved visibility now have a choice of powerful, LED auxiliary driving lights, which combine superior length and width of illumination with rugged design.

Philips’ portfolio now offers the latest in auxiliary vehicle lighting, which has the power to cut through darkness with safety and style.

“With the entry-level Ultinon Drive 2000, mid-level 5000 and the flagship 7000/5100 ranges and with a selection of lightbars and multi-LED single units – including one with an amazing 1km light range – there is an auxiliary light for all types of operator and application.

“The entire Philips Ultinon Drive range is tough. In addition to IK07 impact resistance, a sturdy one-piece body, and an unbreakable polycarbonate lens, every light in the 7000 and 5100 series is also IP68/69K-rated for protection from dust and water ingress. Even high-pressure power washers used for cleaning cars and trucks won’t damage the lights! They also benefit from stainless-steel mounting

brackets that can withstand ice, snow, and salt – the worst that winter can throw at them!”

Winter may be a time of short days, but from a lighting perspective, in terms of new

business potential, Lumileds believes it is the brightest season of the year.

For more information about Philips, www.rdr.link/FFZ024

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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

www.pmfmag.co.uk Follow us on Twitter @PMFmag

047_PMF_NOV23_Layout 1 20/10/2023 11:50 Page 47

Product spotlight NGK ignition parts portfolio grows with new coverage for popular models Niterra UK has expanded its range with new additions for millions of vehicles in the UK from more than 15 popular VMs. Home to the NGK brand, Niterra has added to its spark plug, glow plug, and ignition coils ranges with a series of launches in September and October. The new-to-range collections represent a “considerable service opportunity” for your workshop customers, as they embark on critical winter servicing and those wanting to capture new customers with first to market application coverage.

Three new iridium spark plug part numbers have been introduced to provide the benefits of precious metal technology for popular vehicle models, including Peugeot, Citroën, and Kia. Iridium spark plugs fit the Peugeot 308 1.6 PureTech 225, Hybrid 180, 225 (2018onwards) and 408 Hybrid 180, 225 (2023onwards). This also fits the Vauxhall/Opel Astra L 1.6 plug-in hybrid (2021-onwards) and 1.6 Grandland X, including the plug-in hybrid and turbo (2019-2022).

A precious metal spark plug fits the Alfa Romeo Giulia and Stelvio (February 2017onwards and April 2017-onwards respectively). Meanwhile another iridium spark plug has been released to fit the 1.6 Hyundai i30, Kona and Tucson models, plus Kia Cee’d, Pro Cee’d, Soul, Sportage and Xcee’d models.

A new glow plug has also been added for BMW and Mini models fitted with 2 and 3L diesel engine variants, which equip workshops with the perfect winter service

solution for many popular models. The plug is a ceramic type, which has the ability to withstand fast heating times and achieve exceptionally high temperatures.

It fits a variety of BMW models, including the 1 Series F20, F21 (2011-2020); 118d, 120d and 125d (2014-2019); 3 Series F30, F31 and F34 (2011-2020); 316d, 318d and 320d (2015-2019); X3 G01 (2017onwards); xDrive 20d, xDrive 30d, M40d and MHT (2017-2019), and 2.0L Mini Clubman, Cooper and Countryman models.

Additionally, the NGK ignition coils range has been boosted by the introduction of eight new part numbers.

These include a pencil coil for 1.5L Ford models, including the C-Max EcoBoost 150 (2018-2019), Focus EcoBoost 150, 182 (2014-2018); Kuga EcoBoost 120, 150 and

“These launches are an exciting opportunity for workshops to fit the latest in precious metal technology, service the most popular models, and welcome EVs into the workshop with hybrid model coverage.”

182 (2014-2020) and Mondeo EcoBoost 160, 165 (2014-2019). There is a further pencil coil for the 1.4L Vauxhall/Opel Astra K (2015-2019) and 1.0 Viva (2015-2018).

“Exciting opportunity”

Niterra UK Marketing Manager, Becca Knight, said: “These launches are an exciting opportunity for workshops to fit the latest in precious metal technology, service the most popular models, and welcome EVs into the workshop with hybrid model coverage. As the one-stop shop for ignition parts, workshops can rest assured these new parts provide the reliability and OEquality performance workshops have come to expect from NGK products.”

For more information about Niterra UK, www.rdr.link/FFZ025

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What's New? REMANUFACTURED TURBOCHARGERS

Ivor Searle has expanded its remanufactured turbocharger offering with 43 applications for cars and LCVs, including BMW, Citroën, Mercedes, Mini, Peugeot, and Vauxhall models.

Applications include units for the 1.5L petrol engine found in BMW 1, 2, 3 and 4 Series models built from 2015, and the 1.2 petrol engine powering the Citroën C3, C4 and DS3, as well as DS4, Cactus and Berlingo models produced from 2014. Switching to Citroën diesels, the remanufacturer has added a turbo for the 1.5L engine found in C4, C5, DS7 and Berlingo models from 2017.

For Mercedes, Ivor Searle has added a unit for the 2.1L diesel engine for A, B, CLA and GLA Class vehicles produced from 2011.

Further additions include a unit for 1.5L petrol derivatives of Mini One, Cooper, Clubman and Countryman from 2015, as well as a turbo for 1.5 diesel Vauxhall Grandland X and Combo vehicles from 2017. For Peugeot, Ivor Searle has added a turbo for 1.2 petrol versions of the 208, 2008, 308 and 3008, as well as 5008 and Partner models produced from 2014. Peugeot diesel applications, meanwhile, include a unit for the 1.5L engine in the 208, 2008, 308 and 3008, as well as 5008 and Rifter models from 2017.

Ivor Searle turbochargers come with a two-year unlimited mileage warranty and are available for free next-day delivery on stocked items.

WWW.RDR.LINK/FFZ026

JUMP STARTER

Increasing its product portfolio further, automotive lighting and auto electrics supplier, Ring Automotive, has introduced a professional heavy duty lithium jump starter.

This jump starter is able to withstand tough conditions of a workshop but is also lightweight – weighs just 2kg! – and compact, so it can be moved quickly and easily to where it’s needed.

The jump starter is for 12V systems with 1000A starting capacity and 1500A peak current. This jump starter is capable of performing multiple starts from just one charge and can be used for all petrol vehicles and diesel engines up to 10L capacity, so includes motorcycles, cars, 4x4s, vans, commercial vehicles and boats. It will jumpstart lead, AGM, gel and calcium batteries all in under 30 seconds.

It also takes just two hours to recharge the jump starter with an advanced PD60W charger (sold separately) or four hours via the USB-C charging cable.

WWW.RDR.LINK/FFZ027

DISCS AND PADS

TMD Friction UK has introduced two new brake discs and three brake pads to its Mintex product portfolio.

New Mintex brake discs added to the range in the latest expansion include a part for the Toyota Yaris (2020-onwards), and Mercedes-Benz GLE, GLE Coupe and GLS (2018-onwards).

The range of Mintex brake pads, meanwhile, feature introductions fitting the Audi Q2, Q3 and Q3 Sportback, TT and TT Roadster; Seat Tarraco; Škoda Superb; Volkswagen Atlas and Tiguan (2016onwards).

Further brake pad additions include Mazda CX-50 and MX-30 (2020-onwards),

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48 PROFESSIONAL MOTOR FACTOR NOVEMBER 2023

and a comprehensive range of Volvo vehicles, such as S60, S90, V6, V90 and

XC60 derivatives.

WWW.RDR.LINK/FFZ028

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STARTERS AND ALTERNATORS

DENSO has introduced nine new references into its rotating electrics range. The additions span both passenger and heavy duty applications, with two alternators and three starter motors accommodating passenger car references linked to 18 OE part numbers, 89 models and almost 1.7 million vehicles.

Many of the passenger applications are, according to DENSO, for high-end European vehicles: two alternators cover models such as the Porsche 718 Boxster, 718 Cayman, Cayenne, Macan and 911, while four starters cater for, among others, the BMW 1, 2 Active and Gran Tourer and X1, Opel Insignia II, Toyota Hiace VI and Hilux IV, as well as for several Mini variants.

WWW.RDR.LINK/FFZ029

BATTERY TESTER

The Laser Tools 12V vehicle battery tester is a compact unit that tests battery health, cranking voltage and charge voltage. This instrument is designed to simplify the inspection and maintenance of a vehicle’s battery and charging system.

Users can simply enter the battery details from the battery label and run the chosen test. The results are displayed on the LCD display with backlighting, making it suitable for use in different lighting conditions.

It offers battery testing and is compatible with a wide range of battery types, including 12V normal lead-acid batteries, sealed maintenance-free batteries, standardtype batteries, EFB (Enhanced Flooded Battery) and AGM (Absorbent Glass Mat) batteries.

The tester accurately measures battery and charging voltage, helping to identify issues with the battery’s electrical output. It also evaluates the system voltage when the engine is starting. The CCA (cold cranking amps) figure can be used to predict the lifetime of the battery too. The unit has no internal battery and is mounted in a protective rubber cover.

Importantly, the 12V battery tester is CE and UKCA compliant, assuring users of its quality and adherence to safety standards.

WWW.RDR.LINK/FFZ031

DIVERSE RANGE

First Line Ltd. has expanded its product lines with 27 new references. These additions span steering and suspension, bearings, braking, clutch, cooling, and filters.

Within the steering and suspension range, 13 new parts are introduced, such as suspension arms for the Ford Kuga (2019-onwards) and tie rod ends for the Mercedes CClass (2021-onwards). Also, a front rack end is now available for the Suzuki Ignis (2016onwards), Suzuki SX4 S-Cross (2013-onwards), and Suzuki Vitara (2015-onwards).

In the Borg & Beck filters product line, three new air filters have been introduced. These are for the Hyundai Santa Fe (2022-onwards), Sonata (2020-onwards) and Kia Sorento (2020-onwards), Dacia Jogger and Sandero (2021-onwards) models and Porsche Macan (2014-onwards).

The complete portfolio, as well as cross-referencing and application-specific searches, can be found on Webcat.

WWW.RDR.LINK/FFZ030

EXHAUST COMPONENTS

Klarius Products has launched 10 new aftermarket exhaust components, including a full replacement exhaust system for the Citroën Dispatch (2007-2016).

The emissions control solutions developed and approved in-house by Klarius have been fitted to the popular Citroën Dispatch 2.0L since 2007. Due to platform and component sharing across the PSA Group, the CATs and DPFs also fit the Peugeot Expert from the same era.

Klarius reported that it supports over 11,000 diverse applications and that availability remains impressive due to popular stock held at local motor factors for same-day dispatch to workshops, and next-day UK delivery from the factory for stockists and distributors on orders placed by 5:30pm.

Additionally, all relevant components are independently type-approved by the Vehicle Certification Agency (VCA) in the UK and the TÜV in Germany.

WWW.RDR.LINK/FFZ032

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ADVERTISEMENT INDEX Autoelectro ..............................................................inside front cover www.rdr.link/FFZ100 Bailcast Ltd ..................................................................................page 5 www.rdr.link/FFZ101 Carwood Motor Units Ltd ......................................................page 26 www.rdr.link/FFZ102 Clarios ....................................................................outside back cover www.rdr.link/FFZ103 ContiTech Power Transmission Group ..............................page 39 www.rdr.link/FFZ104 Ecobat Battery ..........................................................................page 41 www.rdr.link/FFZ105 Esprit Windscreen Repair Equipment Ltd & Rejel............page 10 www.rdr.link/FFZ106 Granville Oil & Chemicals Ltd ..............................................page 34 www.rdr.link/FFZ107 Ivor Searle Ltd..........................................................................page 20 www.rdr.link/FFZ108 Jack Sealey Ltd........................................................................page 24 www.rdr.link/FFZ109 Kalimex Ltd ................................................................................page 17 www.rdr.link/FFZ110

Kalimex Ltd ..............................................................................page 29 www.rdr.link/FFZ111 Lucas Oil Products, Inc...........................................................page 33 www.rdr.link/FFZ112 Mechanex ..................................................................................page 13 www.rdr.link/FFZ113 Motul ..........................................................................................page 42 www.rdr.link/FFZ114 Philips Automotive ....................................................................page 4 www.rdr.link/FFZ115 Ring Automotive Ltd ..............................................................page 45 www.rdr.link/FFZ116 The Professional Motor Mechanic Podcast ....inside back cover www.rdr.link/FFZ117 Thermobile UK Ltd..................................................................page 20 www.rdr.link/FFZ118 TotalEnergies Marketing UK Ltd ..........................................page 37 www.rdr.link/FFZ119 www.pmfmag.co.uk ................................................................page 46 www.rdr.link/FFZ120

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