Professional Motor Factor November/December 2020

001_PMF_DEC20_Layout 1 24/11/2020 16:20 Page 1

PROFESSIONAL

MOTOR FACTOR

REMANUFACTURING Exploring Carwood’s remanufacturing philosophy

OILS, LUBRICANTS & ADDITIVES The confusion behind 5w30 engine oils laid bare

TOOLS & EQUIPMENT Boosting your diagnostic equipment offering

NOVEMBER/DECEMBER 2020

REMAN VS NEW Taking remanufactured parts sales through the roof

news ■ appointments ■ expert opinion ■ interviews ■ products

PMF Page Grid_Layout 1 18/11/2020 10:27 Page 1

003_PMF_DEC20_Layout 1 25/11/2020 10:28 Page 3

VOLUME 20 ISSUE 10 NOVEMBER/DECEMBER 2020

CONTENTS

6-8

11-16

PEOPLE & INDUSTRY

NEWS

©Gorodenkoff/AdobeStock

23-28

19-20

MARKET TRENDS & ANALYSIS

BUSINESS & TRAINING

REGULARS Viewpoint ...........................5

REMANUFACTURING The foundations behind Carwood’s remanufacturing philosophy ............................................32 An insight into Borg Automotive............................................................................................................35

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

How factors can boost their remanufactured parts sales ............................................................36

Appointments ..................12

OILS, LUBRICANTS & ADDITIVES

IAAF Update ....................15

Predicting the future of petrol and diesel engines and their respective lubricants..............38

Talk of the Trade............28

Making the right stock selection amidst growing oil grade confusion ....................................40 Castrol’s assistance to garages throughout the pandemic and beyond ................................42

Product Spotlight ..........55 What’s New?...................56

SPECIAL REPORT An interview with Titan Motor Factors..................31

Advising your customers on correct machinery and vehicle lubrication..................................44

TOOLS & EQUIPMENT Why QuikSteel is more popular than ever..........................................................................................47 How to keep your delivery vehicles spick and span......................................................................49 Utilising HGS’s mega macs ONE to boost your customers’ diagnostic capabilities ............50 Profiting from being ‘EV ready’ ..............................................................................................................53

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 3

PMF Page Grid_Layout 1 18/11/2020 10:31 Page 1

005_PMF_DEC20_Layout 1 24/11/2020 16:22 Page 5

VIEWPOINT

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

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

Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk pmf@hamerville.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2020

An adaptable aftermarket In the January issue, I stressed the importance of ‘starting the year right’. Back then, I was hopeful that the uncertainty of 2019 surrounding Brexit would not plague the year to come.

Unfortunately, this has been far wide of the mark; as we are well aware by now, the COVID-19 pandemic has thrown the aftermarket and the world beyond into unfamiliar territory.

Despite many businesses struggling to achieve the profits of prepandemic life, it is certainly not all doom and gloom. What we have witnessed in the aftermarket since the coronavirus arrived on our shores is an unrelenting will to adapt to the difficulties it has caused.

Motor factors, for example, have added extra delivery vans to their fleets, as well as making the working environment as safe as possible, with social distancing and sanitising now commonplace.

This has enabled the industry to make the best out of what is a very difficult situation, and its efforts and determination should be celebrated.

Going into 2021, it is imperative that we continue to take this approach. Where it is not possible to deliver a service in person, the aftermarket must strive to find a way around the issue. For example, Page 16 sees Delphi Technologies’ UK Technical Services Manager, Philip Mitchell, refer to the company’s efforts to train technicians even throughout the pandemic, with it offering virtual training sessions and a new e-learning platform.

This ability to adapt has stood the aftermarket in good stead since March, and it is not only training that has to be delivered virtually, either; even IAAF briefings have taken place on a digital platform. A report of the most recent briefing is on page 15, during which Servispart’s Founder and Managing Director, Adrian Botham, ran those present through the company’s findings on how to grow a parts business. Ultimately, the resulting survey demonstrated that an aftermarket business that is more willing to adjust its practices to the evolving market around it is more likely to achieve high levels of growth. Judging by the resolve of the industry to adapt and survive through these trying times, perhaps such growth is just around the corner.

Undoubtedly, new business opportunities will arise as the industry seeks to continue its revival next year. On page 31, we get an exclusive insight into Titan Motor Factors’ new project.

Designed to be an alternative business model to current UK motor factors, one of the company’s founders, Damon Peacock, alluded to it as having the potential to “kick-start a revolution within the industry”. The innovation demonstrated by Damon and his colleagues is but one example of the aftermarket’s capacity to bounce back from hardship.

As the year comes to an end, some may choose to look back on regrets and missed opportunities, but as an industry, I truly believe that we should look at 2020 as a year in which our resilience was put to the test, and we did not falter.

Enjoy the issue, and I wish you a Merry Christmas and a Happy New Year!

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

Ben Lazarus Deputy Editor

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 5

006_PMF_DEC20_Layout 1 24/11/2020 11:21 Page 6

NEWS

Organisers of one of the UK’s leading exhibitions for the automotive aftermarket have announced that Automechanika Birmingham has been postponed to 7th-9th June 2022.

The announcement comes following the postponement of Automechanika Frankfurt to September 2021, as a result of the COVID-19 pandemic. The decision has not been taken lightly by the event’s organisers, who have taken several months to discuss this with exhibitors and the NEC to deliver the best solution for the market.

Simon Albert, Managing Director of Messe Frankfurt UK, said, “The market has requested to postpone the event, and we are delighted that almost all companies that committed to the original timing will be present in 2022. With over 50% of floor space already

©Romolo Tavani/AdobeStock

Automechanika Birmingham postponed until June 2022 taken for the 2022 exhibition, the signs are good for an event with three years of pent-up demand.”

Simon’s comments are supported by an industry-wide study named the ‘Global Recovery Insights Report’ produced by UFI and SISO (The Society of Independent Show Organisers), which showed that networking and face-to-face events are a priority when conducting business, and while digital marketing is important, it will not replace face-to-face meetings.

The study showed that of those that go to business events as visitors, 90% felt they had been negatively impacted as a result of not being able to attend events. Automechanika Birmingham will now take place on 7th-9th June 2022.

©Mongkolchon/AdobeStock

New car registrations down but EVs continue to gain traction, says JATO

Management buyout for Chorley automotive parts business

I

be able to offer them ownership of the business. This deal ensures a seamless transition and continued certainty for the many stockists and distributors worldwide which have come to rely on the quality of our products.”

Martin Calley, Sales Director, added, “This deal ensures that Philip can continue to be a part of the business he started 40 years ago whilst being able to enjoy his retirement. It also means we can continue to build on the previous success of the business, enabling Bailcast to move forward with the next stage of its journey. For our global network of distribution partners and customers, this exciting new chapter simply means business as usual.”

6 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

©Nischaporn/AdobeStock

A Chorley-based company which designs and manufactures specialist automotive parts has been bought out by its management team.

Bailcast, which distributes its products to over 40 countries worldwide, has been purchased for an undisclosed sum. The company’s Finance Director, Lorraine Alty, Sales Director, Martin Calley, and Operations Director, David Hartley, have acquired the business from founder Philip Hayward, who will retain a minority shareholding.

Philip, who established Bailcast in 1980, commented, “The business has been in the safe hands of our excellent management team for the last few years, and it is a pleasure to

According to JATO Dynamics, European new car registrations were down once again in August, although electric vehicles continued to thrive.

August was not a strong month for European new car registrations. Overall, volume fell by 18% year-on-year in August, indicating that the positive trend seen since May has been halted. The 18% drop comes in heavy contrast to the 4% decrease posted by the market when comparing July 2020 and July 2019. In total, the market registered 881,897 new passenger cars last month, the lowest number recorded for August since 2016. Year-to-date figures show a similarly downbeat picture, with 7,247,341 new cars registered, down by 33% from 2019 – the lowest result over the last decade.

Felipe Munoz, Global Analyst at JATO Dynamics, commented, “We continue to say that it is still too early to talk about recovery, and the results last month indicate that there are still big issues that need to be addressed in the industry.”

Electric vehicles were the industry’s saving grace in August. According to JATO data, consumers across Europe bought 188,700 electrified vehicles, an increase of 121% compared to August 2019. Representing 21.4% of total registrations (a new record for the industry), without these vehicles, August’s decline in registrations could have been far more damaging.

006_PMF_DEC20_Layout 1 24/11/2020 11:22 Page 7

ProMotorFactor

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

ASAP to stock Don brakes Up and coming motor factor ASAP has selected brake brand Don to offer a wide range of braking solutions for passenger cars.

The former Andrew Page branches have ambitious growth plans under ASAP to deliver quality products to its growing customer base across its nine locations. The new partnership with Don enables ASAP to offer what it regards as a quality product at a value-oriented price point.

Part of TMD Friction, Don’s PC range offers copper-free brake pads and discs that are engineered to provide reliable braking at a competitive price point.

Derek Wales, Managing Director of ASAP, commented, “We already stock TMD Friction’s Mintex brand for those looking for a higher quality brake range. Stocking Don complements this by offering various options to suit different vehicles and customers’ budgets. It is our mission to have a wide-range of aftermarket products to meet all price points within our portfolio, many of which are available for same-day delivery from our own fleet.”

Nick Hayes, UK Sales Manager at TMD Friction, added, “At TMD Friction, we offer a range of braking brands to suit all vehicles and budgets. Our Don range promises a quality product that is renowned

with TMD Friction, but at a more cost-effective price point. ASAP is an ambitious new factor and we’re looking forward to working with the team to help grow its product range.”

Fyfes opens its doors to Coleraine with new branch A new Fyfes branch has opened in the Coleraine area in Northern Ireland.

By employing local staff with extensive experience in the area, it is hoped that Fyfes Coleraine will revive the market, offering an improved service and high quality automotive brands.

The new branch will be the motor factor’s 17th branch, and highlights the company’s ambition to continue to grow the business and increase stock of its ever-expanding range of car parts and engineering supplies.

With more than 100 years’ experience, Fyfes has gone from strength to strength. The company boasts branches in Northern Ireland under the Fyfes Vehicle & Engineering Supplies name and one in the Republic of Ireland – Fyfes Car Parts Ireland – along with nearly 200 employees and 100 vehicles on the road.

Tony Fyfe, Managing Director of Fyfes, commented, “COVID19 unfortunately delayed the opening of the new branch, which was due to take place earlier in April of this year, but with our service levels returning to what they were before the pandemic, now seemed to be the right time to open our doors in Coleraine.

IAAF welcomes another CV factor to its membership The Independent Automotive Aftermarket Federation (IAAF) has welcomed Wessex Truck & Trailer Supplies to its growing membership.

The independent commercial vehicle specialist parts supplier has a team of 17 people with over 200 years’ industry experience, and all of the employees are local, all living within a 10-mile radius of the office.

The company has a fleet of delivery vehicles, delivering daily to customers six days a week. It also operates a 24/7 call out service, and has a vast and ever-growing portfolio of supplier partners with original equipment quality.

Tony Godfrey, Managing Director at Wessex Truck and Trailer Supplies, commented, “Our mission is to look after customers with second-to-none service, and keeping their truck and coach wheels rolling is our priority. Joining the IAAF will help us to do this, as we look forward to getting involved in the many benefits that it has to offer.”

Mike Smallbone, Head of Membership Development at IAAF, added, “Tony has attended many IAAF Awards Dinners over the years, and mentioned recently that he’d been meaning to join us for a while, so having him on board with his vast industry knowledge and experience will be a fantastic addition to our growing membership.”

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 7

006_PMF_DEC20_Layout 1 24/11/2020 16:23 Page 8

NEWS

@PMFmag ProMotorFactor

pmf@hamerville.co.uk www.pmfmag.co.uk

Tool Connection appointed as exclusive distributor for Cataclean products The Tool Connection has announced that it has been appointed as exclusive distributor of all Cataclean Global products in the UK, Republic of Ireland, and Europe. The new agreement took effect on 1st November 2020.

Both companies have expressed their excitement about the new arrangement — the joint R&D programme will bring more revenue opportunities for the aftermarket sector, with new products and applications of Cataclean.

Tool Connection’s Managing Director, Eddie Altham, commented, “Although we have been assisting Cataclean with their distribution for a number of years now, we

EAG introduces new vehicles to its delivery fleet

To cope with increasing demand for its various products, Excel Automotive Group (EAG) has boosted its delivery fleet, which will offer same-day delivery to the local area.

With a large product offering of several thousand part numbers, EAG has quickly become a popular and trusted supplier to the automotive aftermarket.

Its ranges include its own brand steering and suspension components, wheel bearing kits, coil springs, torsional vibration dampers and top strut mountings, with new product lines being added all the time. Furthermore, it distributes the full range of Monroe shock absorbers, Brembo brake discs and pads, as well as Suplex coil springs.

On the boost to the company’s fleet, EAG’s Managing Director, Adrian Lamb, said: “We’re thrilled that we’re continuing to grow our product offering, as well as the company, but our main focus is to remain dedicated to providing fantastic customer service, which is why we’re adding more vehicles to our delivery fleet, so our customers can truly rely on us for their needs.”

I

8 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

think that this new exclusive agreement is a great opportunity to support each other’s brands, and will be of great benefit to both companies.”

“Cataclean is delighted with the new Tool Connection partnership,” added Cataclean Sales Director, William Jones.

“Tool Connection’s reach across the UK, Republic of Ireland and continental Europe promises significant growth. We are also excited about the development of new innovative products, tools and applications that will be delivered by the combined effort of the partnership’s extensive R&D functions. ”

Ben extends its services to support automotive people facing job losses Automotive charity Ben is now providing support to industry people that have lost their jobs and those at risk of losing their jobs.

Ben has seen a 52% increase in requests for support from AprilSeptember this year, which shows the impact that COVID-19 has had on the health and wellbeing of automotive industry people. In response to the challenges being faced by the industry, Ben has extended its services to provide much needed support during these uncertain times.

As part of the new extended support, Ben is focusing on ‘Work, Health and Wellbeing’, and has developed online tools (available at www.rdr.link/FT001), as well as providing one-toone support.

Over the past few months, Ben has seen an increase in the number of people seeking support because of money worries, as well as concerns about job losses and employment.

Rachel Clift, Health & Wellbeing Director at Ben, said, “This has been an incredibly tough time for our industry and its people. The pandemic has left many people’s futures uncertain, so in response, we have extended our services to provide the relevant support. We are helping automotive people to cope with their current employment situation and look to the future, as well as providing information, advice and guidance for job-seeking, CV building and interview skills.

PMF Page Grid_Layout 1 18/11/2020 10:34 Page 1

PMF Page Grid_Layout 1 18/11/2020 10:37 Page 1

011_PMF_DEC20_Layout 1 24/11/2020 16:24 Page 11

PEOPLE & INDUSTRY

SOFTWARE

Loading up in lockdown Despite national lockdown restrictions, MAM Software “pulled out all the stops” to move Auto Spares and Parts to Autopart Online.

PMF finds out more.

A

uto Spares and Parts (ASAP) decided to move to a new business management system (BMS) earlier this year – right about when the country was hit with a national lockdown. However, with the help of a remote implementation carried out by the team at MAM Software, the company was soon up and running on Autopart Online.

Gary Greatorex, Northern Regional Manager at ASAP, explained that one of the primary reasons for choosing Autopart Online was its integration with Autocat. MAM Software’s web-driven vehicle parts catalogue enables users to find and compare components from multiple suppliers and retrieve the latest available data.

ASAP initially set a deadline of April 2020 to migrate to its new BMS, just weeks before the challenges associated with the global pandemic took hold. The MAM Software team was able to implement Autopart Online remotely, and carried out the necessary training without having to visit the site ahead of the go-live date.

“For us, it was a natural transition,” said Gary. “We used a test system for two

weeks before the system went live. During lockdown, the business was quieter than usual, which meant anyone could go on to their PC and practice using Autopart Online whenever it was convenient for them.”

Carrying out training on the system remotely also worked well for ASAP. One person from each branch took part in a fullThe team at ASAP

day course, and they would then be responsible for providing socially-distanced training with the rest of their team. Gary added, “We were able to section people off so they could do their training at a suitable time. The MAM team has also been available to support us whenever we’ve needed it, so the remote way of working has turned out well for us.”

Several months down the line, Autopart is embedded in ASAP’s business, and a number of additional remote training sessions have been scheduled.

Concluding, Gary commented: “As a professional business, MAM wanted the implementation to be done in stages so the system could be rolled out gradually. This wasn’t possible with the situation we found ourselves in, but I can honestly say we haven’t seen any difference to how it would have been in normal terms.

“It’s just amazing what MAM was able to do. They pulled out every single stop and we can’t thank them enough for all their help.”

For more information on MAM Software, go to www.rdr.link/FT002

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 11

012_PMF_DEC20_Layout 1 24/11/2020 11:23 Page 12

PEOPLE & INDUSTRY

APPOINTMENTS

Movers & Shakers

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

UFI Filters

PCL

PCL has welcomed a new Area Sales Manager for the South of England to its team. Steve Nolan, who brings extensive experience within the motor industry to his new role, will be working from the M4 downwards, with the entire region under his management following a restructure of PCL’s sales operation.

Based in Somerset, Steve is excited about the prospects, commenting: “It’s a huge area to cover with so much potential. There is nothing in particular on the product range that I haven’t already come across and used. I’m looking forward to understanding what the opportunities are and developing what is largely an untapped market from a PCL perspective.”

Welcoming Steve to the team, Sales Director, Lee Wright, said: “PCL has been in the fortunate position of operating throughout the pandemic and we are delighted to have Steve on board to bring focus and strategy to the Southern region.”

I

UFI Filters has appointed Onofrio Defina as its Sales & Marketing Aftermarket EMEA Director. Onofrio takes over this responsibility from Luca Betti, who had been in the position for the past five years.

Boasting many years of experience working for top international brands in the automotive sector, he joined UFI in 2015 as Purchasing Director and progressed to the position of General Manager and Chief Operating Officer, before his recent appointment as Head of the EMEA Aftermarket. His main purpose will be to maintain and strengthen UFI Filters’ presence in the Italian market, as well as increasing its market share in EMEA. Rinaldo Facchini, UFI Filters Group CEO, said, “Promoting Onofrio to this new role is a sign of the great amount of trust which we place in him.”

On his appointment, Onofrio commented: “I am honoured with the assignment of this new responsibility, which I will carry out with the support of a professional and well-established team. Together, we will be able to achieve new business goals, while strengthening our presence and expanding into new markets.”

Hella Stefan van Dalen has taken over responsibility for the Aftermarket business segment at international automotive supplier Hella. As Executive Manager, he will report to the company’s CEO, Dr. Rolf Breidenbach.

Stefan, aged 50, has been working for Hella since 2016, and has held various management positions during this time, most recently as Head of the Corporate Logistics central function. Prior to that, he held leading positions in supply chain management in the automotive and consumer goods industry for around 20 years.

On Stefan’s appointment, Dr. Rolf Breidenbach commented: “Stefan van Dalen is now responsible for the Aftermarket business segment, and brings many years of international experience to the role. He will continue to drive forward our business activities in this area with his high level of technological and industry expertise.”

EAG As it continues with its plans to grow its number of suppliers, as well as the products it offers the aftermarket, Sancorp, the parent company of Excel Automotive Group (EAG), has appointed Chris Burnside as Operations Director.

Sancorp’s Chief Executive Officer, Tony Bhogal, commented, “Even though our nation is experiencing terrible times with an epidemic that has caused such damage and casualties to business, I am thrilled that EAG has continued to grow and is on track with our development strategy. With this in mind, both Adrian Lamb and myself have been fortunate to bring Chris on board.”

Chris Burnside said of his appointment: “I’ve had a short break from the business since May 2019, but after a brief recharge, I was keen to get back as long as the right opportunity was there, and EAG fits the criteria perfectly. As Operations Director, I will be working closely with Tony and Adrian as we continue to bring quality brands to our product portfolio, and ensure that our IT and online systems are of the highest calibre.”

12 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

ADGRIDS_PMF_ad grids_PBM_april_04 19/11/2020 08:25 Page 13

PMF Page Grid_Layout 1 18/11/2020 10:58 Page 1

015_PMF_DEC20_Layout 1 24/11/2020 11:23 Page 15

U P D A T E

PEOPLE & INDUSTRY

Keeping it brief

IAAF UPDATE

©peshkova/AdobeStock

PMF was invited to attend the final IAAF industry briefing of 2020, which took place virtually on 29th October.

Kicking off proceedings, as is often the case with IAAF events, was Mike Smallbone, Head of Membership Development at the IAAF. Of course, these meetings often take place at a venue that is provided by a sponsoring party, but, much like everything else in life at the moment, the event was significantly affected by the COVID-19 pandemic. As a result, this briefing took place on Zoom – a sign of the times!

After welcoming those present on the call to the briefing and requesting that those that weren’t speaking to mute their microphones, Mike laid out the agenda, and first up was Adrian Botham, Founder and Managing Director of Servispart Consulting. Upon sharing his screen with the rest of the attendees, Adrian revealed the key message behind his presentation – ‘Grabbing the bull by its parts’. Having looked into how aftermarket capability innovation is transforming parts and equipment businesses, he pressed the question of how to grow a parts business upon the audience.

The basis of the presentation was a look into the findings of Servispart’s ‘Aftermarket Growth Study 2020’, which demonstrates what the fastest growing aftermarket businesses do differently to the rest, as well as what is driving their sales and profitability, and what lower growth companies can do to emulate them. 50% of participants were OEMs, whilst 13% were parts manufacturers, 9% parts distributors, 9% equipment dealers, and a further 19% were third party service

“For the aftermarket to prosper, or perhaps even survive, [block exemption regulation] must be renewed” providers. Over half of these respondents strictly serve the automotive sector, with Adrian claiming that the results were “representative of the aftermarket as a whole”.

The survey demonstrated that high growth companies (firms that experienced a growth in sales of 10% or more between 2018 and 2019) grew their sales three times faster than average, and five times as fast as low growth companies (firms that experienced growth, but not as high as 10% in the same period).

Adrian then went on to provide a series of high growth strategies, which included regularly researching the target market, having a credible aftermarket growth strategy and plan, becoming an “aftermarket parts disruptor”, developing a “capability advantage” in parts management, and correctly leveraging the power of e-commerce. On the whole, and perhaps unsurprisingly, high growth companies were able to utilise these strategies more effectively than their counterparts that experienced low growth and no growth.

Moving on, IAAF Chief Executive, Wendy Williamson, provided an update on the federation’s activity. Discussing block exemption regulation (BER), which is due to expire in May 2023, she warned that the legislation should not be taken for granted, as it “ensures a level playing field in the automotive aftermarket between independent operators, and vehicle manufacturers and their authorised networks.” With the future of BER under question, Wendy first made it abundantly clear that for the aftermarket to prosper, or perhaps even survive, the legislation must be renewed, before putting forward the notion that certain “issues that exist within the legislation” should be fixed, and that rather than eradicating BER, the industry should seek to modernise it.

Finally, Wendy ended on two further threats to the aftermarket – type approval and cyber security. Despite the type approval legislation being approved and introduced in September, it is being challenged by vehicle manufacturers. In regards to cyber security, Wendy warned that various parts of the supply chain would be affected without certain compatibility information, which would have a “potentially significant impact on the aftermarket”. With this a key part of the IAAF’s 2020 Conference, she did not want to discuss the threat in too much depth. Tune in next month for a review of the conference.

For more information, go to www.rdr.link/FT003

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 15

016_PMF_DEC20_Layout 1 24/11/2020 11:24 Page 16

PEOPLE & INDUSTRY

FACE–TO–FACE

Back to business Before the second lockdown was implemented, PMF spoke with Philip Mitchell and Julian Goulding, UK Technical Services Manager and Marketing Manager North Europe at Delphi Technologies, respectively, to find out about the company’s training offering and its ‘first-tomarket’ braking components.

Q

course a year, but a huge amount of time is committed to refining existing courses to ensure that they remain current and relevant. Perhaps unsurprisingly, the most popular course is Hybrid Level 3 IMI, which covers everything other than working on a live battery. We have gradually grown into hybrid and ADAS training as the technology has been introduced.

It’s great to hear about the resumption of the company’s training offering. How long had it been paused for, and why did it stop in the first place?

Philip Mitchell (PM): It had been paused since March. We could see issues with COVID-19 on the horizon and took the decision to stop training courses a week before lockdown. The decision to stop was taken to protect employees and delegates, who are, of course, our number one priority.

Q

Q

What is the basis behind Delphi’s training programme? Why has it sought to offer independent technicians such training?

PM: There is a massive shortage of skilled people across the sector, and this skills shortfall will lead to greater challenges if the problem is not addressed. Current training trends are for traditional maintenance items, but people are wary that they can fall behind without focusing on developing skills to meet the challenges posed by emerging technologies, such as hybrid powertrain.

For a long time, there has been a big training hole in the industry outside of college or main dealer courses, which our modules aim to address. People want to see a training route for their career, and visibility of such a structured, in-depth offering is a confidence booster for newly qualified professionals or employers knowing that they can adapt to future technologies.

Q

Are the training sessions virtual, or can they take place on-site?

PM: All sessions took place on-site before COVID-19, but the pandemic has forced all companies to adapt their established practices. We are currently running an online trial with a half-day webinar practical, and are set to imminently launch

I

our new e-learning platform. It is very rare to find an OE supplier that provides such an offering alongside practical training onsite. The programme offers a unique blend of lecturing, simulation and practical learning opportunities.

Q

Are courses entirely practical, or do they contain a theoretical segment,

too?

PM: Our research and feedback suggested that delegates wanted an increased level of practical challenges, which we have worked to incorporate into the latest syllabus. For example, 70% of the new ADAS course is practical. A more common split is for a 50/50 or a 60/40 balance in favour of practical.

We have seen some people opting for e-learning as a way to brush up on their skills, but delegates do like to be hands-on.

Q

How many different courses are there for prospective trainees to get stuck into?

PM: There are a total of 26 courses. These are broken down into four different levels: fast fit; service; diagnostic; and master technician.

We tend to expand the offering by one

16 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

What would you say makes Delphi’s training programme stand out for those in the independent aftermarket?

PM: Delphi’s programme is structured and targeted, offering a career path progression of five to six years. It also offers the opportunity to be trained by a manufacturer of OE components and have these parts as a resource on-site.

We have a highly experienced training team, some of whom are ex-OEM, and, with the availability of e-learning, we operate a flexible learning platform that is suitable for a range of delegates. Situated in Warwick, our training centre is also ideally placed to serve the entire country, but where distance is an issue, we can now offer enhanced e-learning opportunities.

016_PMF_DEC20_Layout 1 24/11/2020 11:24 Page 17

PEOPLE & INDUSTRY

Q

Does Delphi offer any training for motor factor employees? If not, are there plans to?

PM: Absolutely! The existing courses are ideal for factor employees – the programme can be accessed by anybody and can benefit anyone in the motor repair or aftermarket industry.

Q

Switching the focus to some other Delphi Technologies news, please tell our readers all about the company’s efforts to be ‘first-to-market’ with a variety of brake pads.

Julian Goulding (JG): Being an OE supplier provides Delphi Technologies with insight into upcoming aftermarket trends and requirements. This enables us to be first-tomarket for a wide range of aftermarket brake pads, including, most recently, new Land Rover models, and the Mk8 Golf and 2020 Honda Jazz. The main benefit is that it enables factors and garages to remain stocked for the latest versions of the most popular models.

Q

Why did such an effort go towards brake pads in particular?

JG: As a consumable with a wear rate that

FACE–TO–FACE

can be influenced by driver style and vehicle use, brake pads are one of the first critical items that normally need to be replaced on a new car. For example, higher mileage vehicles and light commercial vehicles can require brake pad replacement after as little as six months.

have a solid track record for achieving it.

It’s something we’re very proud of. What has been a huge help in allowing us to do this is significant investment in catalogue information for cars in operation, which enables us to see the volumes that will be forthcoming.

Q

Q

Has the company ever achieved this before?

JG: The commitment to achieving first-tomarket has always been there, and we

What is the exact process of being ‘first-to-market’?

JG: In short, reverse engineering of the OE pad. Delphi Technologies offers no compromise on testing, development or analysis, and our offering matches the OE part 100% in terms of quality, performance and durability.

Q

Will these brake pads be immediately available to motor factors?

JG: Absolutely! As soon as they’re announced, they’re available to purchase.

Interested in reading the full interview? If so, head to www.rdr.link/FT004 to see more from Philip and Julian about the approach taken to training, and the future plans for the ‘first-to-market’ network, respectively.

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 17

PMF Page Grid_Layout 1 18/11/2020 11:13 Page 1

019_PMF_DEC20.e$S #117_Layout 1 24/11/2020 11:25 Page 19

BUSINESS & TRAINING

STOCK MANAGEMENT

Smart consolidation Denso’s Pan European Strategic Marketing Manager, Fatiha Laauich, discusses the benefits of the company’s ‘smart consolidation’ concept.

T

he European aftermarket has always been tremendously adept at evolving to remain competitive in a business landscape driven by fast-changing technology. Workshops demonstrate this daily, with an ever-growing diagnostic knowledge and ability to carry out repairs using the right tools and methods. To offer this full-service package to their customers, they rely on access to the correct parts.

Thanks to continual advancements by parts manufacturers, there is a trend for factors to stock a smaller but just as widely applicable range of parts, enabling them to meet their customers’ needs while reducing their overheads.

The challenge for these factors comes in working out how far they can reduce their stock without compromising their offering to workshops, or inadvertently introducing issues with fitting or efficacy.

That’s where our concept of ‘smart consolidation’ comes in: merging products in a range just enough for factors and workshops to benefit, but not so much that they experience problems.

Lambda sensors: An optimised offering Let’s look at one component where smart consolidation is already at work: lambda sensors. Some manufacturers have identified these parts as a target for range consolidation, and with their variety of wire lengths and fit types, it is easy to see why.

Lambda sensors are a crucial component, not only for optimising engine performance, but also for reducing a car’s emissions – something the entire industry knows to be important in the context of

Fig. 1

global governments’ climate goals.

Therefore, their performance cannot be compromised.

Consider a group of 10 different OE sensors, which all share an identical sensor core, connector type and pinout. The only differences are wire lengths. Here, Denso puts smart consolidation into practice by selecting only three optimised wire lengths, thereby greatly improving the stock efficiency of servicing all related vehicles.

As a result, workshops can ensure maximum vehicle coverage without having to buy a prohibitive amount of stock.

Having fewer parts in the workshop makes technicians’ lives easier, and the right parts result in efficient and error-free fitting.

When is a saving not a saving?

Would it be possible to take the concept further and reduce the range all the way down to one cable? In theory, yes, and other manufacturers have indeed done this. However, reduce the range too much, and the constraints start to outweigh the benefits. In the case of the example in the diagram (Fig. 1), the longest possible length would mean an excessive wire length that needs to be secured when the car is

running (with cable ties, for example). With high temperatures, fast moving parts, and heavy vibrations, wire harness fixation is a safety and reliability issue that Denso is not prepared to compromise on. In general, the company doesn’t allow wire to be more than 35% over length.

Others in the aftermarket do not apply such a limit, and may even permit wire that is more than 100% over length.

The most extreme version of consolidation is universal fit sensors. Such sensors will always require additional preparation time by cutting the wires to length and splicing them onto the original wire and connector. When done correctly, this provides a perfectly reliable result.

Additionally, there are many ways that a less experienced technician could make a mistake, such as confusing any of the four wire connections, or using a wrong method of connection.

If any of these occurs, it goes without saying that the sensor will not work properly, which will be noticeable in the car’s driveability and fuel consumption.

For more information on Denso’s lambda sensors, go to www.rdr.link/FT005

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 19

020_PMF_DEC20_Layout 1 24/11/2020 11:26 Page 20

BUSINESS & TRAINING

ADVICE

A Champion in the making Adrian Lamb, Managing Director at Excel Automotive Group, discusses the benefits of stocking Champion wiper blades, and provides solutions to a variety of problems typically associated with these essential products.

F

or end-users with wiper blades that are simply not up to the challenge, whether that’s leaving them with blurry vision, a smeared windscreen or irritating noises to deal with, they’ll be on the lookout for a new set that will allow them to drive with peace of mind.

Although the traditional wiper blade season may be coming to an end, they are, of course, part of the annual MOT test.

The MOT considers the condition of the windscreen, as well as the wipers and washers. A vehicle will fail its MOT if its blades are missing, insecure or in poor condition; a torn rubber, for example, is a common fault and reason for failure.

Naturally, replacement blades should also be the right size for the windscreen, so they clear the correct wipe area to ensure the driver has the best possible view of the road ahead.

According to Driver and Vehicle Standards Agency (DVSA) figures, from May 2018 to March 2019, 8.6% of MOT defects fell into the ‘visibility’ category.

For motor factors, wiper blades are a fantastic product to store in-branch, thanks

to clever merchandising kits and point of sale material – and with Champion, now distributed by Excel Automotive Group (EAG), they can be assured of selling a product that will pass every challenge.

Champion is an established player within the automotive aftermarket, and EAG stocks all three of its ranges.

Common wiper problems ‘My wipers don’t clear some areas’ If wipers miss patches, it might be because the blade linkage is damaged or the pressure of the windscreen has decreased.

Motorists should change their blades for a brand that delivers excellent ‘blade-tosurface’ pressure across the whole edge.

It’s worth investing in a suitable set that clears the windscreen evenly.

technician will need to address this problem.

‘My wipers are slow’ When windscreen wipers are slow, it may be caused by a problem with the wiper motor. Sometimes, the mechanical components inside are clogged, which can impact its speed. If this is the case, a

‘My wipers make streaks’ If blades are making streaks, it’s probably due to a deformed rubber, a worn linkage or wiper arm. Wipers that have a highgrade rubber element are best-equipped to deliver streak-free performance.

‘My wipers are squeaking or juddering’ This could be some oil, wax, dirt or grease on the windscreen that may be preventing the blade from properly wiping the water, so there are a few things that can be tried to resolve this issue.

Clean the windscreen thoroughly with soapy water and glass cleaner, and also clean the wiper rubber with alcohol wipes or alcohol solution on a paper towel.

‘My windscreen wipers will not work’ If the blades don’t function at all, it’s probably an electrical problem – possibly a blown fuse; however, a fuse will only burn out if there is a power overload. A technician will be able to diagnose the electrical issue and fix it quickly to avoid any further damage to other components.

For more information on Champion’s wiper blade offering, go to www.rdr.link/FT006

I

20 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

PMF Page Grid_Layout 1 18/11/2020 11:25 Page 1

PMF Page Grid_Layout 1 18/11/2020 11:31 Page 1

023_PMF_DEC20_Layout 1 24/11/2020 11:26 Page 23

MARKET TRENDS & ANALYSIS

ENVIRONMENTAL INSIGHT

© Proxima Studio/AdobeStock

On brand Clair Seymour, Commercial and Product Manager at Saxon Brands, discusses the importance of the company’s eco-friendly packaging.

C

onsumer expectations on the recyclability of packaging have never been higher, with words and phrases such as ‘biodegradable’, ‘sustainable’ and ‘low carbon footprint’ moving from the vocal fringes into a mainstream concept.

That’s why Saxon, distributors for over 20 brands including LITTLE TREES, The AA, Stoplock and Sakura, is aware of its important role in getting its portfolio of over 6,000 products to consumers in the most eco-friendly way.

Traditionally, the way that producers have boxed and bagged their products has been treated as a mere means to an end.

As long as the packaging looked smart and merchandised the product in an effective way, the physical make-up of the box, potentially including combinations of recyclable and non-recyclable plastics and paper, would rarely come into question.

Clair Seymour, Commercial and Product Manager for Saxon, driven in part by conversations with several large UK retailers, sensed the need for change: “One thing that kept coming up regularly in feedback was the need to deliver sustainable packaging to an everexpecting consumer, and many of these retailers were already undertaking their own programme of improvements. Keen to work with suppliers that would help them achieve their targets, there was a drive to ensure that we were on the same page to ensure our products weren’t de-listed”.

It was a timely challenge, as Clair had already been looking at the way Saxon had been packaging its top-selling products, joining forces with the On-Pack Recycling Label (OPRL) scheme, an organisation with the primary aim of encouraging customers

to recycle correctly through simple and consistent on-pack imagery. Now side-byside with other heavyweight members such as Shell, Tesco and Unilever, Saxon has begun introducing these clear recycling messages to an ever-increasing number of products.

Saxon’s old non-recyclable PVC outer packaging

The new, easily recycled cardboard packaging

Armed with a low-waste strategy in mind and the OPRL imagery, Clair kicked off a full review of the company’s current packaging designs, beginning with its Sakura car seat covers. Housed in a thick, non-recyclable PVC outer with carded inserts, Clair observed: “It made no sense.

As the seat covers were a buy-to-use product with all packaging immediately discarded and destined for landfill, we started to ask ourselves ‘what packaging is the customer going to keep for storage,

and what is the customer going to throw away?’”.

Switching the PVC outer for easily recycled cardboard has seen a 100% reduction in plastic waste on the product, equivalent to more than 6 tonnes per year.

Initiatives such as switching PVC tray inserts for pulp material, switching PVC to low-density polyethylene (LDPE), and phasing out laminated cardboard means that both businesses and end consumers will gradually notice that they are throwing less away. And where they do need to dispose of packaging, they will be increasingly confident that it is easily recyclable thanks to the clear guidance from the OPRL imagery.

With new Government legislation on waste materials set to come into play in April 2022, more and more businesses will need to follow Saxon’s lead and understand the impact that their packaging has on the environment. Introducing penalties for not meeting a minimal threshold of 30% recycled content will be a key driver to promoting compliance, even for those that realise that the correct packaging for the environment may not actually equate to a cheaper option.

“Switching malleable PVC for sturdy cardboard actually means you get a slightly smaller number of units on a pallet, which can all add up over time,” concluded Clair. “But the need for the changes is much bigger than the impact on profit and loss; they’re right for the consumer, for our landfill sites, and our long-term sustainable waste strategy”.

For more information on Saxon Brands, go to www.rdr.link/FT007

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 23

024_PMF_APR20_Layout 1 24/11/2020 11:26 Page 24

MARKET TRENDS & ANALYSIS

DATA

Aftermarket trends Factor-Sales is back to round off 2020 with an encapsulating overview of the year’s available aftermarket data.

W

ith 2020 being riddled with uncertainty on both a personal and business level, how have the events that have unfolded – namely the COVID-19 pandemic and the uncertainty over Britain’s position in Europe – affected the independent aftermarket? This is the place to find out.

The following data represents a review of the value/unit trends that measure key product categories in the UK aftermarket. These tables are based on sales transactions and credit notes collected daily from over 800 motor factor sites.

COMPARING NET SALES FROM FACTORS TO GARAGES IN THE FIRST 42 WEEKS OF 2020 WITH THE SAME PERIOD IN 2019.

“It is vitally important

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

that the supplier, the

ROTATING ELECTRICS

3.3%

2.2%

FILTERS

9.8%

10.1%

factor and the garage

ELECTRICAL

-25.4%

-3.7%

FUEL – ENGINE MANAGEMENT

4.0%

12.3%

COOLING – HEATING

-2.5%

22.2%

BRAKE FRICTION

3.8%

6.5%

LIGHTING

-23.4%

-12.9%

LUBRICANTS – FLUIDS

-14.3%

10.7%

WIPERS

1.8%

5.5%

CLUTCH FRICTION

-3.2%

4.2% 10.2%

ENGINE PARTS

-5.9%

EXHAUSTS

5.7%

5.1%

IGNITION

-9.6%

-2.2%

FLEXIBLE MOUNTINGS

5.1%

8.4%

STEERING – SUSPENSION

-7.2%

-1.5%

TRANSMISSION

12.5%

6.7%

BATTERIES

20.5%

31.4%

HYDRAULICS

-5.2%

10.7%

I

24 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

work together to provide the motorist with excellent service and an excellent product at a fair price.”

024_PMF_APR20_Layout 1 24/11/2020 11:27 Page 25

COMPARING NET SALES FROM FACTORS TO GARAGES IN THE LATEST 13 WEEKS OF 2020 WITH THE SAME PERIOD IN 2019.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

10.3%

12.8%

FILTERS

31.8%

33.9%

ELECTRICAL

-15.5%

17.9%

FUEL – ENGINE MANAGEMENT

22.4%

31.4%

COOLING – HEATING

30.6%

BRAKE FRICTION

22.6%

48.5% 28.9%

LIGHTING

1.6%

-0.9%

LUBRICANTS – FLUIDS

19.7%

34.0%

WIPERS

40.6%

43.8%

CLUTCH FRICTION

12.5%

25.0%

ENGINE PARTS

24.8%

29.0%

EXHAUSTS

13.8%

30.1%

IGNITION

5.9%

13.7%

FLEXIBLE MOUNTINGS

29.7%

37.5%

STEERING – SUSPENSION

15.4%

22.9%

TRANSMISSION

42.1%

29.3%

BATTERIES

24.8%

39.2%

HYDRAULICS

16.0%

36.0%

COMPARING NET SALES FROM FACTORS TO GARAGES IN THE LATEST 4 WEEKS OF 2020 WITH THE SAME PERIOD IN 2019.

PRODUCT CATEGORY

CHANGE IN UNITS

CHANGE IN VALUE

ROTATING ELECTRICS

5.1%

6.9%

FILTERS

33.2%

31.6%

ELECTRICAL

-22.1%

12.3%

FUEL – ENGINE MANAGEMENT

12.8%

19.2%

COOLING – HEATING

23.2%

39.3%

BRAKE FRICTION

20.5%

31.1%

3.1%

-3.8%

LIGHTING LUBRICANTS – FLUIDS

20.7%

34.2%

WIPERS

42.1%

40.3%

CLUTCH FRICTION

10.1%

23.5%

ENGINE PARTS

18.4%

24.2%

EXHAUSTS

11.2%

28.1%

IGNITION

2.7%

10.4%

FLEXIBLE MOUNTINGS

28.8%

36.3%

STEERING – SUSPENSION

20.9%

30.2%

TRANSMISSION

14.3%

18.7%

BATTERIES

20.9%

36.8%

HYDRAULICS

25.0%

37.2%

DATA

Amazingly, the aftermarket has not only survived the COVID-19 scare, but the numbers suggest that, in some key product categories, it has actually thrived, with many factors reporting record sales.

This serves up some unexpected but nevertheless excellent news.

The overall market for the first 42 weeks of 2020 shows an increase in value of 8.3% relative to 2019. Of course, as the year-to-date chart shows, price increases have generally improved the market position, which may mean that sales values are up, although this not be reflected in increased profitability.

As we know, the early part of the lockdown period was largely responsible for reductions, as the market dropped to a third of its ‘normal’ level. However, since the reintroduction of the MOT, the numbers for the latest 13 weeks show significant increases compared to last year, and the most recent four weeks have sustained that growth.

This seems to be a reflection of the SMMT’s report of a 33% reduction in new car sales so far this year. With owners not replacing their vehicle, they have a choice to make for servicing, and many will have moved to the independent aftermarket. Is this a simple tightening of the financial belt, or a recognition of the availability of a quality service at a competitive price?

Either way, it offers a significant opportunity for the aftermarket to get it right and convince the motorist that the independent has an excellent value for money offering.

To take full advantage of this opportunity, it is vitally important that the supplier, the factor and the garage work together to provide the motorist with excellent service and an excellent product at a fair price.

With a second wave rolling over large parts of the country and a second lockdown having been recently implemented at the time of writing, we are not in the clear yet, and FactorSales will report again at the end of the first quarter of 2021. In the meantime, users of the company’s service can track events and pricing down to individual part number level, every day, every week and every month.

For more information on Factor-Sales, go to www.rdr.link/FT008

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 25

©Alex/AdobeStock

MARKET TRENDS & ANALYSIS

026_PMF_DEC20_Layout 1 24/11/2020 11:27 Page 26

MARKET TRENDS & ANALYSIS

TECHNOLOGY

Cutting edge PMF spoke to KYB’s Pedro Armendariz, Deputy Director of the company’s Engineering Department, about the technology that is being implemented into KYB’s research and development strategy. ©Scharfsinn86/AdobeStock

W

ith over 100 years of hydraulic expertise comes a vast array of knowledge and experience. This includes physical evaluation of ride comfort and characteristics from skilled drivers, technology to predict vehicle behaviour through computer simulations, statisticsbased analysis, and more. Now, KYB is using next-generation artificial intelligence to quicken and improve its analysis of the huge amounts of data it gathers during product development, testing and manufacturing. Let’s find out more.

Q

How is KYB using AI technology for underlying shock absorber technology development?

Pedro Armendariz (PA): In the field of technology, it is important to sort a huge amount of data and change it to information with technical meaning. To do this, KYB’s Digital Transformation Improvement Department is constructing an IT platform that uses cloud technology to swiftly, safely and economically collect, analyse and visualise huge amounts of data. We are using AI technology as the

I

core of the platform.

AI is not a magic technology where if we input the data, the user’s required information will come out. AI’s strong point is efficiently and accurately extracting traits from huge amounts of data. Therefore, it is necessary to select the data to input using KYB’s experience and expertise. We have learnt to understand the points that require attention in shock absorber stroke volume at rotation direction switchover time, and the high frequency area of spring compression/expansion during acceleration.

From these points, we can use AI to extract the respective features found in steering with ‘turning vehicle data’, and road grip with ‘running over uneven surface data’.

Q

Please tell us about KYB’s ProSmooth and hydraulic fluid additive adjustment technology.

PA: Our team performed driving experiments with up to 600 different combinations of oil and components to gather huge amounts of data, alongside the evaluation reports of our skilled testing engineers. We prepared shock absorber

26 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

hydraulic fluid and sliding parts with different characteristics, exchanging components a huge number of times, and physically evaluated vehicles in response to customer tastes and requirements.

The difference between the physical evaluation and actual vehicle behaviour was analysed to determine the relationship between bench test evaluations, individual component evaluations, and element evaluations. We determined the main cause of frictional characteristics that influence ride feel, which led the way for the launch of KYB Prosmooth. Internal shock absorber friction is controlled by using newly developed materials for sliding parts, and variable hydraulic fluid additive adjustment technology. This product delivers both a luxurious ride and superb cornering.

The improved ride, road feel and traction combination was originally used by the KYB Motorsports Department, where it raised performance of the racing shock absorbers.

The introduction of KYB’s AI technology will mean we can test even more, gathering and analysing more data points quicker and more accurately. This will give our

026_PMF_DEC20_Layout 1 24/11/2020 16:24 Page 27

MARKET TRENDS & ANALYSIS

TECHNOLOGY

ŠGorodenkoff/AdobeStock

engineers the insight to improve this cutting-edge product even more.

Q

What future trends is KYB seeing from vehicle manufacturers?

PA: The huge numbers of SUVs, as well as the rise of autonomous driving and electric vehicles, are pushing vehicle manufacturers to change what they think about shock absorbers. For many vehicle manufacturers, comfort is now becoming the priority. In addition to this, weight reduction is not as important as it was some years ago, due to increased vehicle efficiency and the number of vehicles that are now either fully electric or equipped with hybrid technology.

For electric vehicles, suspension size is also a factor, due to the size and position of the batteries, as seen in the recent collaboration between KYB and REE to create in-wheel suspension.

For the more basic vehicle segment, we can foresee the implementation of passive additional systems, such as ADC (frequency dependent systems) and hydraulic stops (progressive hydraulic cushions). For medium segments, the trend

would be to use variable damping in simple configurations, and for higher segment systems, like KYB Intelligent Damping Control, we are seeing trends of one valve or two valves (top segments) combined with road scanning technology, as seen on KYB’s recent OE development with Lexus, Toyota and PSA. The next step is active suspension, although mass implementation of this

technology is not imminent. This active suspension provides many different functions, including vibration control, posture control that reduces body roll, dive and squat, steering characteristics control, and body height control for maximum aerodynamic efficiency.

For more information on KYB, go to www.rdr.link/FT009

028_PMF_DEC20_Layout 1 24/11/2020 16:24 Page 28

MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE PMM’s November issue kicked off with CCM’s Operations Manager, Tina Drayson, discussing the changes made to the garage and MOT station of late, and how the garage prepared for a unique MOT season. Noting that before the lockdown in March, the main uncertainty in the garage sphere was whether they were to be classified as essential or not, but CCM had a contingency plan in place nevertheless. Of course, the six-month extension to MOTs had a significant impact on garages, with Tina emphasising the drop-off in business, and on top of this, there were difficulties regarding parts availability and the frequency of deliveries. With one of its two garages temporarily closed, CCM’s MOT capacity was at roughly 30% by April, although this did rise to 80% by the end of June. Tina anticipated that in order to keep up with the demand come MOT season, the business’s hours may have to be extended, with its MOT bookings already exceeding that of last year due to the MOT extension.

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

DS150E from Delphi is the VCIonly diagnostic option. However, he company also has DS450E

I

With counterfeit parts still a problem within the aftermarket, NSK walked PMM’s readers through a variety of ways of detecting fake parts. Stressing that most garages that receive counterfeit parts believe that they have been sent the real deal, the company suggested that one way of being certain of the story behind the component is buying from an authorised source. When this policy is followed, technicians can be sure that the part that they’re using has undertaken rigorous quality assurance procedures. NSK directed PMM readers to its website, where a list of authorised distributors of the company’s products can be found. On top of this, there are a few basic checks that can help to ascertain the validity of a product. In the case of NSK’s bearings, for example, an absence of markings is a clear cut sign of a counterfeit part. Poor quality is another factor in setting the fake apart from the forreal, as is packaging. Users should be sure to check that the product has been packaged in appropriate shipping material, with insufficient or low-quality packaging usually a telling sign of a fake part. Garages should always be sure to take a good look at the part itself for quality checks.

Next up, Delphi Technologies provided the lowdown on the evolution of electronic control in modern vehicles. The message is clear: computers have been gradually taking control of vehicles over the past three to four decades, and their influence is only growing. With even the simplest of jobs now requiring both the appropriate diagnostic tools and expertise, the company is certain that this presents garages with a huge opportunity. Without these, however, garages could be facing unsatisfied customers. With many technical procedures, what was once a simple task for a technicians is now impossible without the correct software; the slightest miscalculation or lack of diagnostics can jeopardise safety. According to Delphi, access to the right tools and training can help garages operate more efficiently, encourage new business, and promote returning customers for all the right reasons.

28 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

028_PMF_DEC20_Layout 1 24/11/2020 11:28 Page 29

Moving on to December, Neil Pattemore runs through a series of important issues that affected the aftermarket in 2020, but did not get the necessary attention due to COVID-19. Starting with cybersecurity, Neil alluded to the establishment of a ‘cybersecurity management system’, which will run in tandem with the European ’General Safety Regulation’ that requires all products (including vehicles) to be safe to use. This is already being adhered to in the UK, and will continue to be post-Brexit. Neil then went on to discuss the fear of franchised dealerships preventing the aftermarket from accessing a vehicle’s vital information, and thus removing the healthy competition that currently exists in the automotive industry. Referring to the European Commission’s efforts to find a viable solution, an expert group of VMs and aftermarket representatives met five times between October 2019 and March 2020, whereby legislation was deemed necessary to define the boundaries when it comes to vehicle data. A report by an external consultancy is due on this in the spring of 2021. Nevertheless, in October, the European Commission launched a public consultation on the renewal of Block Exemption Regulation, which expires in May 2023.

©guruXOX/AdobeStock

In the Batteries feature, the technical team at Ecobat discussed how the car battery has had to adapt to align itself with changing motorist habits.

The team highlighted that the average annual number of trips undertaken, as well as the mileage of the typical car, fell relatively significantly between 2002 and 2017.

This was due to circumstances such as rising fuel costs, environmental concerns, congestion charges, and the fact that many households now have more than one car. The reduction in average mileage has led to an increased electrical demand on the battery; many vehicle batteries are not undergoing enough mileage in their journeys to replace the

INSIDE THE ISSUE

power lost when the engine is started, resulting in an increase in premature battery failure. Exide’s Carbon Boost technology is put forward as the solution, with these batteries able to recharge in half the distance of a typical battery, thus allowing workshops to offer a product with greater longevity.

Finally, in the Tools & Equipment feature, Pro-Align’s CEO, Clive Seabrook, explains a trade-off of the quieter electric vehicle – other sources of noise, such as wheel vibration, are more noticeable. Clive noted that with electric vehicle drivers more likely to notice such noise, workshops have to be prepared by investing in “equipment that can diagnose and solve these issues efficiently and effectively.” He suggested the use of the company’s Hunter Road Force Elite (RFE) diagnostic wheel balancer, as unlike traditional wheel balancers, it is able to effectively solve even the most challenging and subtle of wheel vibration issues. The RFE is capable of providing a fast-fix to wheel vibration problems, and is able to measure tyre forces such as Road Force Variation (RFV) and Lateral Force (LV) to conduct a full diagnostic of the wheel and tyre assembly. On top of this, the RFE can advise on the best position on the vehicle to counteract LF and ensure a straighter drive.

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 29

ADGRIDS_PMF_ad grids_PBM_april_04 23/11/2020 10:14 Page 30

031_PMF_DEC20_Layout 1 24/11/2020 11:29 Page 31

SPECIAL REPORT

FACTOR FOCUS

A Titan of the industry Founding Partner of Titan Motor Factors, Damon Peacock, discusses the purpose of the company’s new project, which aims to put the control of newly-founded motor factors into the hands of the people that run them day-to-day.

T

he Titan Motor Factors project has been designed to offer an alternative business model in the motor factor industry. The marketplace is dominated by North American-owned multinational corporations and multigenerational family businesses which offer limited prospects for progression, plus a limited income ceiling. One of the major boundaries to success in these organisations is the lack of a vested interest amongst key members of staff. Bonus structures, tight controls and rigid processes help to mitigate this risk, but they also encourage a pursuit of short term profitability over long term growth.

The Titan Motor Factors model is a simple concept, and it is based on providing a platform for the best people in the industry to open their own business, but with the peace of mind that they will be helped and supported throughout their journey. On first glance, the model can be viewed as a form of franchise, but in reality, it is more akin to a ‘John Lewis’ style partnership, in which equity is split between the staff, investors and advisors.

A revolution

The support, guidance and ongoing training from the Titan team include all aspects of business management, such as accounting, financial planning, sales, marketing, raising finance, operations, HR, health and safety, leadership, IT, forward planning, procurement, and stock control.

The goal is to turn excellent managers and sales staff into fully-rounded business owners, who understand all aspects of how their company operates, and who have the self-confidence and independence to make key decisions.

There is the potential for this project to

“There is the potential for this project to kickstart a revolution within the industry”

kick-start a revolution within the industry, with underappreciated staff deciding that they are tired of having no overall control in the running of their branch, and being fed up of working hard for profit that is often transferred to shareholders overseas.

The COVID crisis has reignited a ‘buy local’ mind-set and a return to a service orientated market whereby a customer is known by their name and not their account number. It is anticipated that the Titan model will be hugely relevant in the postCOVID marketplace, with a focus on relationships and the autonomy to make decisions locally for the benefit of all stakeholders.

The barriers to entry in this industry are often insurmountable to somebody wishing to go it alone. Our aim is to reduce these obstacles and make owning a successful motor factor achievable to hard-working professionals across the UK.

Teaching an old dog new tricks

Nicholas Mace, co-Founder, had this to say on the new project: “As an owner and Director of Titan in Avonmouth, the support my team has received on all aspects of running our business has been unbelievable. We have managed to outperform even our wildest expectations on turnover and profit, and that is due to having a highly motivated team, an excellent stock holding, and industryleading marketing support. I have learnt more about accounts, administration and financial planning in the past six months, than in my preceding twenty years in the industry combined.”

For more information on Titan Motor Factors, go to www.rdr.link/FT010

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 31

032_PMF_DEC20_Layout 1 24/11/2020 11:30 Page 32

REMANUFACTURING

As good as new

Members of staff at Carwood explain why the company believes in offering its customers remanufactured products.

W

ith the environment high on everyone’s agenda, ever-tightening laws surrounding the recycling of vehicle parts, and an increasingly challenging economic climate, the market for remanufacturing is poised for significant growth over the next decade or so.

Driving a sustainable and economical future

Over the years, the negative environmental and economic impact of simply throwing away products that have reached their end of life has become too great to ignore. This explains the 2015 legislation stating that 95% of a vehicle by weight must be reused, recycled or recovered.

The industry has also come to recognise the value of reusing parts, rather than simply the need to. Thanks to advances in technology, remanufacturers like Carwood claim to offer a product that performs like new, whilst reducing the use of materials, energy, water and waste – saving up to 70% of resources and consuming around 85% less energy, versus new.

But it’s not just the environment that

I

benefits. By reusing the core, it is also more cost-effective. With an increasing number of older vehicles on the road, the cost of repair will become key.

Together, these will drive the growth of remanufacturing. Indeed, according to the Society of Motor Manufacturers’ 2019 UK Automotive Sustainability report, the UK remanufacturing market is worth an estimated £2.4 billion, and it is growing quickly, presenting factors with a great opportunity to tap into a rising market.

‘Core’ to the Carwood business

Although the trend for sustainability is more recent, Carwood has been remanufacturing for over half a century.

Born in 1966, as a small electrical car parts business, the company quickly established itself as a high profile remanufacturer of starters and alternators. Since then, it has strengthened its offering through organic growth and strategic acquisition.

Today, its remanufactured portfolio spans diesel fuel injection, turbochargers, rotating electrics, diesel particulate filters and engines for the automotive, plant, rail,

32 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

marine and defence sectors. And, with a 240-plus strong team, it operates dedicated facilities in Coventry – the company’s HQ – Birmingham, Nottingham, Telford and Yeovil – the latter also offering electrical rewinding, an integral process in the remanufacturing of stators, rotors and other wire wound components – as well as several overseas locations.

Staying ahead of the game

Whilst the logic behind remanufacturing may not have changed since Carwood’s early days, as automotive technology has evolved, so have the processes, know-how and equipment needed to do it. The company’s Birmingham facility is the perfect illustration. With over 20 OE test benches and an ISO14644 Class 7 certified clean room capable of filtering down to 0.5 microns, Carwood claims that it is widely regarded as one of the best diesel remanufacturing facilities worldwide. At this facility, the company remanufactures pumps and injectors for cars and commercial vehicles, and off-highway manufacturers, fleets and factors.

032_PMF_DEC20_Layout 1 24/11/2020 11:30 Page 33

REMANUFACTURING

Anthony James, General Manager at Carwood Diesel Systems, emphasised the necessity of this investment, commenting: “Just like every part we remanufacture, our pumps and injectors undergo a rigorous seven-step process, including core inspection, product disassembly, cleaning, re-inspection, replacement of parts with like-for-like OE, assembly, and finally, test and calibration.”

“Whilst former injection systems ran at idle mode, full speed, and one or two other operating points, today’s Euro 6 systems

use variable injection timings and volumes, and can perform multiple injections during a single combustion cycle. Because of this, we have to perform up to 700 test steps just to calibrate the injector – a critical step which allows the ECU to adjust fuel delivery and optimise engine performance when the injector is installed back into the vehicle.”

The company is also continuing to invest in its Nottingham turbocharger plant, where, like diesel, it supplies OE fit, form and function turbos to leading vehicle manufacturers, fleets and factors.

“Despite today’s challenges, we are

continuing to invest heavily,” added Peter Green, General Manager at Carwood Turbochargers. “We’ve recently added another state-of-the-art bench, giving us the capability to test the minimum flow of the latest VGT turbochargers, and enabling us to significantly expand our aftermarket range – with more than 1,000 turbochargers, covering over 13,000 applications. As a result, we now support more than 95% of the UK car and LCV parc, putting Carwood in a great position.”

Why ‘reman is right’ for factors

Peter concluded, “But what about you?

Choose the right partner, and you’ll be in an equally strong position. With an OEapproved brand like Carwood, you can access a premium quality, sustainable product at a competitive price the very next day. This winning combination means you can offer your customers a genuine alternative to new that’s both better for the environment and their wallet, all with a great service.”

For more information on Carwood, go to www.rdr.link/FT011

PMF Page Grid_Layout 1 18/11/2020 11:51 Page 1

035_PMF_DEC20_Layout 1 24/11/2020 11:30 Page 35

REMANUFACTURING

45 years of reman PMF takes a look at one of Europe’s most high profile component remanufacturers, Borg Automotive.

S

ince 1975, Danish company Borg Automotive has focused on the remanufacturing of automotive units.

Today, the company is one of the largest remanufacturers in the European aftermarket. The company takes pride in providing what it regards as one of the widest ranges within the remanufacturing aftermarket industry, as well as claiming to be ‘the better choice’ for the workshop, car owners and the environment.

45 years ago, the company started as an electrical workshop in Denmark. In the beginning, the workshop did general auto electrical repairs, but it soon became clear that there was a growing market for remanufactured starters and alternators.

Since then, Borg Automotive has experienced rapid growth, and today the company employs more than 1,500 people in Denmark, England, Poland, Belgium and Spain. The company’s aim is to deliver the best remanufactured OE-matching automotive parts for the European aftermarket, with products being sold under well-known brands such as DRI, Elstock and Lucas.

Borg remanufactures starters, alternators, brake calipers, AC compressors and EGR valves at its Polish production sites, and steering products – which include racks, pumps and electric columns – in the UK. In addition, the company has recently acquired the Spanish turbocharger company, TMI, which has added a ninth product group to its portfolio. All products are remanufactured to match OE standards. Borg invests a great deal in exploring new car models on the market,

and is researching how to remanufacture these parts, which is the key to sustained market coverage and growth.

The company currently remanufactures more than 2 million units per year, and sells its products throughout most of Europe.

There is nothing simple about remanufacturing “Remanufacturing is not just about replacing old parts and selling used products. The remanufacturing process is a complex and challenging one, which is both demanding and enormously timeconsuming,” said Edin Elezovic, Product Manager at Borg Automotive.

The remanufacturing process takes place at the company’s own production sites in Poland, the UK and Spain, which are ISO 9001 certified. The production sites in Poland and Spain are also certified to the ISO 14001 standard. Based on its expertise in remanufacturing, the company has developed its own innovative engineering methods to ensure the best possible quality. All components go through the same remanufacturing process: they are dismantled, cleaned, inspected, reconditioned and reassembled. Finally, each unit is individually tested.

“Our products must be able to last in a stressful environment. Quality is therefore very important for us, and is our primary focus throughout all the different, and often challenging, remanufacturing steps,” added

Edin. Borg Automotive is able to control the entire process, from parts and production to sales and service. It sees this as the optimal way to ensure high quality – and as one of the factors of its success.

High quality products with low environmental impact Quality is not the only priority for Borg. The company’s environmental impact is also a very important factor. According to Edin: “We are proud to be part of a circular economy and to be growing our business using a model that significantly reduces CO₂ emissions.”

The remanufacturing process reduces energy consumption by removing the need to melt and re-melt for new products. Some studies show that the remanufacturing process saves up to 79% of the energy used when manufacturing an original product. Furthermore, the products are kept in use for longer, which makes remanufacturing part of a circular economy.

“For us, a remanufactured product must have the same characteristics and meet the same customer requirements as a new original product; that is why we can confidently offer a two-year warranty period for all our products,” concluded Edin.

For more information on Borg Automotive, go to www.rdr.link/FT012

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 35

036_PMF_DEC20_Layout 1 24/11/2020 11:31 Page 36

REMANUFACTURING

Every factor considered Joe Toakley, Shaftec’s Regional Sales Manager, weighs in on the debate regarding ‘reman versus new’, and discusses how factors can boost their sales of remanufactured parts.

F

irst of all, the market has to understand the benefits of a remanufactured part over a new, cheaper one. Quality remanufacturers only work with undamaged OEM core. This means that, from the very beginning of the process, they are working with a solid piece of core which has been tested to the extreme by the original parts manufacturer to the strict tolerances and testing processes that the relevant VM predetermined. It really doesn’t get better than that in terms of automotive quality.

The customer pays a small surcharge for this service, which is returned upon receipt of the undamaged core in its original sturdy box, which has been specifically designed to best protect the contents inside and the weight of the product.

This core, if deemed suitable (if it has passed a number of strict criterial ideals, which, if the garage removing it carefully follows, is an easy and cost effective solution) is then subject to a complete strip-down and thorough clean using the latest advanced degreasing technologies, before being shot-blasted. By this point, the casting, which is the core of the component, is completely stripped back to its original state, and is then remanufactured and tested again to the VMs dictation, using new, OE quality parts.

In terms of looking after the environment, efficiency of labour and materials, and cost effectiveness, the remanufacturing process ticks all the boxes.

Therefore, the benefits are quite clear.

However, we are starting to see increasing activity within the supply chain of new units. This may appear appealing to some motor factors, due to the belief that the product is somehow ‘simpler’ by removing the requirement for the core

I

36 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

036_PMF_DEC20_Layout 1 24/11/2020 11:31 Page 37

REMANUFACTURING

return process.

Unfortunately, this belief is a shortsighted way to look at the supply chain as a whole. These new parts are not built on the foundations, ethos or testing processes used by the manufacturer of the original OE part. They are mass-produced in high numbers and are batch tested at best.

This means that not only can quality often be an issue with new units, but the range and the availability of a particular part is also far below what it needs to be to cater for the increasingly rising number, makes and types of vehicles which make up the current car parc.

At Shaftec, we manually test every single completed unit in real-world conditions, using state-of-the-art testing equipment, to ensure the highest quality of remanufactured parts found in the UK today.

Aiming high

Time and time again, we see that the factors that are successful are those that carry a good range of fast-moving parts numbers on their shelves. Availability wins on price every single time. If the vehicle is on the ramp and requiring immediate work, it doesn’t matter if one option is cheaper if it’s not on the factor’s shelf. A common misconception with motor factors on slower-moving items is that they don’t need the stock on the shelf.

For example, steering and drivetrain issues are pretty much always diagnosed by getting the vehicle up on the ramp, and, in many cases, some dismantling is required to confirm the issue. Once a problem has been identified, the garage will want the replacement parts as soon as possible in order to continue the work, rather than spending time and labour safely removing the vehicle from the ramp for it to be done another day.

A motor factor that stocks the top 100 driveshafts and top 20 racks, for example,

“Having a comprehensive range may be the primary cause behind an uptake in sales.” will have a hugely increased level of availability, compared to a competitor that doesn’t stock these products because they know they can normally get the parts the next day, so they feel there isn’t much point in stocking them when they will just be taking up valuable room on the shelf.

However, it is clear as day which factor will acquire this business. Having a comprehensive range may be the primary cause behind an uptake in sales. Reliability and availability can go an awful long way towards gaining morning service kit orders, which are the bread and butter of any factor.

If we analyse sales in regional areas, the figures speak for themselves – those stocking our range are selling our products regularly and with good success, and those that don’t stock and rely on our

product to be delivered on demand are far less successful when it comes to boosting their sales.

Going back to the actual parts themselves, faults found on remanufactured parts are rarely the fault of the product itself, rather the treatment the parts get by the technician fitting or removing them.

Good housekeeping is imperative, so motor factors can help themselves by impressing on their customers the importance of the old unit/core being undamaged during the removal process. On top of this, unobtrusively advising best practice on installing the remanufactured unit can prevent future faults.

For more information on Shaftec, go to www.rdr.link/FT013

038_PMF_DEC20_Layout 1 24/11/2020 11:32 Page 38

OILS, LUBRICANTS & ADDITIVES

Where to next?

With the emergence of electric vehicle technologies, what will the future be like for petrol and diesel engines and their associated lubricants? Adrian Hill, Automotive Product Manager at Morris Lubricants, explains.

T

here are many debates about how quickly the switch to electric will happen. In 2019, out of the 70 million or so cars and trucks sold, electric vehicle sales were around 1 million units. That’s still a lot of petrol and diesel vehicles that will need servicing and maintenance for potentially decades on end. Petrol and diesel engine production will continue, but the technology will not be standing still, as environmental pressure continues to squeeze emissions and new thinking will be required to comply with current and future legislation.

As we move into this new era, lubricants that currently have a reasonable wide specification profile will start to become ‘old school’. The ‘good, better, best’ approach to lubricant choice has been in decline over at least the last five years. The terms ‘Synthetic based’ and ‘Fully synthetic’ – which catch the eye and net a sale, but don’t give any indication about performance level and suitability – will continue to be nothing more than window dressing.

Going forward, petrol engines will be based on direct injection for fuelling, which offers a higher power density in comparison to traditional port-injected engines. This means they can be smaller, reducing vehicle weight, but also capable of higher loads at slower speeds, which helps achieve improved fuel efficiency.

Turbocharging adds further output performance, but all of these enhancements come with side effects.

Firstly, we have the phenomenon of low speed pre-ignition, which can cause catastrophic engine damage and an increased level of particulates. This has led

I

to the addition of gasoline particulate filters to stop particulates reaching the atmosphere. They act in a similar way to DPFs, but have a different monolith that provides a finer level of filtration.

Diesel engines, despite the bad press they are getting, are still undergoing development. The control of particulate emissions will increase in severity with even more effective filtration (DPFs). We are already familiar with cylinder

38 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

deactivation to improve fuel economy whilst cruising, variable turbocharging to provide a tailored amount of boost, and of course, the introduction of Adblue systems to reduce NOx levels. There are also plans afoot to introduce variable compression ratios, again to tailor to demand.

Then, of course, we have hybrid vehicles. The internal combustion engines used as the generator have their own special challenges and demands. These

038_PMF_DEC20_Layout 1 24/11/2020 11:32 Page 39

“Engine oils are becoming more advanced, and the chemistry is being finely tuned to cope with these new demands.” engines will effectively operate in a continuous cold start cycle, never actually reaching a sustained running temperature, typical of petrol or diesel engine vehicles. This poses a new set of challenges. Usually, when an engine reaches normal operating temperature, contaminants such as water and fuel basically evaporate away. However, this is not the case with hybrids. Cold temperature sludges can form, which inhibit circulation. On top of this, phase separation can occur (water and oil don’t mix), which can be detrimental to pumping efficiency, leading to wear issues, particularly with bearings. This can be exaggerated further by fuel contamination reducing the effective oil film.

All of the above challenges are leading us into a new generation of passenger car engine lubricants. Engine Oils are becoming more advanced, and the chemistry is being finely tuned to cope with these new demands.

In the case of hybrids, for example, the engine oil must be able to disperse water to form a stable emulsion to protect the pumping system and engine components from the harmful effects of free water (such as corrosion). Petrol engines fitted with GPFs (gasoline particulate filters) will require balanced chemistry to ensure they do not become prematurely blocked. These oils will also have to be low speed pre-ignition safe. Low viscosity oils designed to promote fuel efficiency are relying more on polymer technology at the molecular level to ensure bearing protection whilst minimising viscous drag and energy losses. And of course, every manufacturer will design engines differently with some unique features.

In summary, the passenger car engine oil market will continue to become more fragmented with OEM specific engine oils emerging across the petrol, diesel and hybrid sectors. Selecting an oil of the correct performance level will be critical to the efficient operation of that engine, and to ensure a long life for components and after-treatment devices. It is always best to seek advice if the type of engine oil is unclear, as this could save the unit from an expensive repair bill.

For more information on Morris Lubricants’ range of products, go to www.rdr.link/FT014

040_PMF_DEC20_Layout 1 24/11/2020 16:25 Page 40

OILS, LUBRICANTS & ADDITIVES

Lubrication confusion E

ngine technology has evolved significantly over recent years. Just as modern engines are becoming even more sophisticated, engine oil is becoming increasingly complex, too. The strive for reduced emissions, demand for greater performance and better fuel economy, and the introduction of hybrid and electric vehicles have all placed new demands on lubricants. Smaller engines are running at higher temperatures to maximise efficiency, power output and fuel economy. Longer oil drain intervals, taken together with smaller sumps, have created the need for less viscous, synthetic oils to provide the lubrication required in these challenging conditions.

Lubricants manufacturers have had to adapt. As a result, there has been a general trend to lower the viscosity of lubricants. Where historically a vehicle would have used a 15w40 or 10w40, 5w30 has now become the norm. Ultra-low viscosity products are being launched all the time, with 0w16s now available and 0w8s expected to come.

I

Andrew Goddard, Chairman of the Verification of Lubricant Specifications (VLS), explains the increasing complexity around 5w30 engine oils, and how motor factors can make the right stock selection.

This creates several key problems for motor factors, which will ultimately be looking to stock the smallest possible range that will deliver the maximum value.

Firstly, vehicles are getting older.

According to the European Automobile Manufacturers Association’s (ACEA) 2019 ‘Vehicles in Use’ report, the average age of vehicles on the UK roads is eight years old. With the economic impact of COVID19 and the huge reduction in new car sales, we can expect to see that number rise. As household incomes are squeezed due to potential job losses and price rises, drivers may hang on to their ageing vehicles even longer.

On the one hand, this is good news for motor factors. With more older vehicles on

40 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

the roads, there is greater demand for servicing, repairs and MOTs. However, as cars get older, some aspects of servicing, such as choosing the right engine oil, can become more difficult.

For example, a Ford Fiesta 2010 model may require an SAE 5W-30 (preferred), SAE 5W-40 (except vehicles with E85 fuel), or SAE 10W-40 that meets the specification defined by either ACEA A5/B5 (preferred) or ACEA A3/B3 engine oil, whereas a 2020 model might recommend an SAE 0W-30 engine oil that is defined by ACEA C2 oil.

The latest formulation might be seen as a good thing, but are these highly efficient, ultra-low viscosity lubricants actually suitable for the ageing vehicles being serviced in your customers’ workshops?

040_PMF_DEC20_Layout 1 24/11/2020 11:32 Page 41

OILS, LUBRICANTS & ADDITIVES

Traditionally, when newer oils were developed, they were designed to be ‘backwards compatible’. This meant that if they claimed to meet a particular standard, such as Dexos2, they would be compatible for applications where oils meeting GM-LLA-025 and GM-LL-B-025 are recommended. However, this is becoming increasingly difficult as modern engines develop so quickly.

The right choice

The second big issue for motor factors, as demonstrated by the Ford Fiesta, is that most vehicle handbooks actually recommend a specific OEM formulation, such as Ford’s ‘WSS-M2C913-C’ for its Fiesta 2010 model. The API and ACEA specifications are only recommended if that Ford specification is not available. But with 38.4 million licensed vehicles in Great Britain in 2020, according to the RAC Foundation, comprising a vast quantity of different makes and models, motor factors will struggle to stock the primary specification for every single vehicle. A ‘one size fits all’ product would be convenient for lubricants manufacturers and motor factors alike, but it wouldn’t be the right choice for vehicles.

The right oil choice really does matter.

Recommending, and therefore allowing a customer to use the wrong oil risks accelerated wear to gears and bearings.

Left unchecked, it could lead to eventual engine failure, meaning higher maintenance costs for motorists and potential damage to the reputation of your business as well as that of your customer’s.

“As VLS investigations have found, there are some 5w30 products for sale that actually can’t meet all of the specifications it claims.” numbers of makes and models. This has led to increased use of marketing claims such as ‘approved’, ‘recommended for use’, ‘suitable for use’, or ‘meets the requirements of’, amongst other terms.

Of these marketing claims, ‘approved’ is the strongest claim. This means that the product name has been registered with the approval authority, and that a re-blend approval has been sought and obtained.

This is an expensive and lengthy process; a lubricant manufacturer would have to approach an OEM and go through an official approval process. VMs won’t risk effectively endorsing a product for use in its vehicles if it is not up to the job.

Therefore, other terms such as ‘recommended for’ or ‘suitable for use’ are more common. However, these terms only indicate that the lubricants marketer is making an informed, professional judgement based on supporting technical evidence as to the suitability of a given lubricant to a stated application. There is no guarantee.

As VLS investigations have found, there are some 5w30 products for sale that actually can’t meet all of the specifications it claims. Over the past two years, the vast majority of complaints reported to VLS have concerned 5w30 oils. Where anonymised, technical investigations have upheld these complaints, and VLS has worked with the named parties involved to ensure that products being sold really can deliver what they claim. VLS continues to investigate new cases as they are reported, so that motor factors, technicians and motorists can all have confidence that the lubricants product they select really does meet its stated specification.

If you are in any way unsure of which oil to recommend for a particular vehicle, we always suggest that you get in touch with the OEM, or use an online database where you can type the vehicle number plate in and receive specific oil recommendations.

For more information on VLS, go to www.rdr.link/FT015

Seeking approval

For automotive engine oils, 5w30 has become the mainstay of the sector, with ACEA C3 being the most popular ACEA claim in meeting the requirements of modern vehicles fitted with exhaust aftertreatment devices, such as a catalytic converter or a diesel particulate filter. As 5w30s have become the biggest part of the market, more and more products have become available for motor factors to choose from. Trying to differentiate between products and decide which to stock is not easy.

To keep range sizes down, lubricants manufacturers are striving to produce products that can meet multiple specifications and cater to increasing

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 41

042_PMF_DEC20_Layout 1 25/11/2020 10:29 Page 42

OILS, LUBRICANTS & ADDITIVES

Here to help Gareth Brachhi, Engineer at Castrol UK, evaluates how the company helped independent workshops during the first nationwide COVID-19 lockdown, and looks to the future to see what role the company has to play.

R

ecent research conducted by GiPA on the effect of COVID-19 on the aftermarket industry found that at the end of March, just 47% of UK workshops were open and, on average, those open were operating at 68% capacity. Six weeks later, just 54% were open. After that, workshops across the country faced the unusual task of restarting their operations as lockdown restrictions were eased.

To support independent workshops through this difficult time, Castrol worked to develop a range of new products and programmes to help technicians keep their customers on the road. Central to this effort was Castrol’s Branded Workshop programme, a franchise model that goes far beyond branding, encompassing a series of offers that help independent workshops increase bill value and improve operational efficiency.

I

Castrol has recently launched a comprehensive engine warranty scheme that aims to help independent workshops across the UK maximise customer satisfaction and retention. Castrol ‘service’ workshops can now offer the 12-month or 18,000 miles Castrol Engine Warranty to customers when they have an oil change using Castrol lubricants. All costs for the new warranty are covered by Castrol – there is no charge to the customer or to the participating workshop.

The warranty improves the appeal of independent workshops as it builds loyalty and trust, and adds value. The reassurance of warranty cover is one of the main reasons that customers use franchised workshops and, through the Castrol Engine Warranty scheme, independent workshops can now offer a similar level of protection, with the backing of a well-known, trusted brand. For more information, go to www.rdr.link/FT016.

The drastic reduction in workshop activity meant that cars may still have been operating beyond the point when an oil service was due and were therefore running on old oil. Many vehicles may not have been driven, or may have only taken short journeys during lockdown.

We’ve seen plenty of information regarding how this affected vehicles’ batteries, but what about the engine system? These reduced usage patterns are not ideal for a car’s engine, and can compound existing problems if a vehicle is

42 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

operating on old or unsuitable engine oil.

Although engine oil is generally stable, water and contaminants can enter the oil supply during an extended period of inactivity, and the subsequent reaction can cause sludge and deposits, and accelerate engine wear.

Castrol’s recently released Engine Shampoo is an effective remedy that technicians can offer to their customers, particularly those whose engine has experienced a build-up of sludge. The preoil change treatment reduces engine sludge by up to 85%, and provides a deep

042_PMF_DEC20_Layout 1 24/11/2020 11:33 Page 43

OILS, LUBRICANTS & ADDITIVES

clean of the engine. Importantly, this is solvent-free.

Currently, the engine cleaner market is dominated largely by solvent-based products, which can degrade engine seals and dislodge sludge in larger, denser deposits. This can cause blockages in vital oil ways and lead to oil leaks. Castrol Engine shampoo reduces this risk by dissolving and flushing out sludge during the oil change process, helping to maintain engine power and efficiency.

Once the old oil has been flushed out, the engine will be ready for an oil change.

Technicians unsure of which oil a car needs can use the Castrol Oil Selector on the Castrol website, at www.rdr.link/FT017, which provides personalised product recommendations based on the vehicle.

The future

Over half of the world’s major vehicle manufacturers use Castrol e-Fluids as part of their factory fill. The Castrol e-Fluid range includes transmission fluids, coolants and greases. Here are our thoughts on the range:

Specialist greases are required for the increasing number of on-board electric motors that perform a wide range of duties, from providing motive power to supporting the vehicle’s ancillary services.

Specialist transmission fluids are required to lubricate at very high temperatures, whilst also being in contact with electrical components.

Specialist coolants are needed to maintain optimal performance of the battery, power electronics and the motor.

These Castrol e-Fluids often perform very different duties to the fluids used in internal combustion engine cars, but they share the need for a deep understanding of fluid performance. A number of vehicle manufacturers are partnering with Castrol to develop e-Fluids for their battery electric vehicles and equip them from the factory.

The transition to alternative fuel vehicles, including hybrids, has created some challenges to the industry. Castrol is working hard to support workshop employees through these changes, and offers technicians online training to improve their knowledge and capabilities when

servicing an alternative-fuel vehicle. We are developing specific training assets to help independent workshop staff improve their knowledge and understanding of hybrid vehicles and powertrains.

For more information on Castrol’s training offering, go to www.rdr.link/FT018.

044_PMF_DEC20_Layout 1 24/11/2020 16:53 Page 44

OILS, LUBRICANTS & ADDITIVES ©artegorov3@gmail/AdobeStock

A word of advice Crown Oil’s Director, Mark Andrews, provides factors with the appropriate advice to give their garage customers when it comes to correctly lubricating machinery and vehicles.

M

any businesses fail to realise the importance of lubrication management, potentially costing them money in the long-run.

Whether lubricating a tractor, a fleet of trucks or simply a door hinge, it’s essential to follow eight methods of lubrication best practice to avoid the costs of ineffective running, machinery breakdowns or even worse, complete failure.

I

Use the right lubricant

The machinery and vehicles that your customers use and work on, respectively, are a huge investment, as they are what keep their businesses running smoothly. But there’s no such thing as ‘one product fits all’ when it comes to good lubricant practice, so they need to make sure they have the right lubricant. This will help to avoid early wear and tear, and achieve optimal lubricant performance.

For every pound garages may think they’re saving by buying low-cost lubricants, the regular and reactive maintenance costs almost outdo the initial savings every time.

To determine what lubricants are needed, they can refer to the OEM manual.

However, with old equipment, the manual may be outdated, and there may be bettersuited products now available.

Some suppliers may offer a lubricant

44 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

health check to ensure the workshops are using the right product, and help them to consolidate their grades so they have fewer grades on-site.

Use OEM-approved suppliers

To ensure that garages are using the right product, you should inform them that they should use an OEM-approved lubricant supplier that offers the expertise, training and tools needed to properly maintain their hardware, as well as the vehicle they work on. A good supplier knows when to use which lubricants, extending equipment life and avoiding a stop in production. They should be able to offer your customers specialist advice on all areas of lubrication.

It’s also important to ensure that employees that apply lubricants are adequately trained, as their expertise can greatly affect performance.

044_PMF_DEC20_Layout 1 24/11/2020 11:34 Page 45

OILS, LUBRICANTS & ADDITIVES Apply lubricant correctly

According to a recent report by Shell, 81% of UK manufacturers stated that their company had suffered unplanned downtime due to a lack of proper lubricant management. Not only does this demonstrate the importance of correctly applying lubricant – even at a workshop level – it shows that even the best lubricant will fail to perform efficiently if not applied and managed properly.

So, whether your customers are applying lubricant oils through oil drip feed lubrication; grease lubrication; oil forcefeed lubrication or oil splash lubrication, make sure to tell them to apply lubricants to their machinery and the vehicles that they’re working on using the correct method to ensure the right amount gets to where it needs be, and nowhere else.

Use the correct quantity of lubricant

With lubricants, more is not necessarily better. Too much product can actually cause as much damage as using too little product.

The appropriate quantity of lubricant is key to protecting moving parts effectively.

This is particularly important for grease, as over-packing bearings can be just as detrimental as under-greasing them.

The correct amount of lubricant is needed to reduce friction and provide protection from wear, corrosion and machinery breakdown.

Use site-specific lubricants

When an inferior oil grade is used as a lubricant, the negative impact that this will cause won’t be clear until it becomes a bigger problem. Implementing an oil analysis programme ensures that any issues are detected early on, helping to avoid equipment damage and excess repair, or replacement costs.

Site-specific applications have their own requirements, so an oil or grease must be applied correctly to guarantee it reaches the surface it is intended for.

Change lubricants regularly

Regular oil changes help to avoid wear and tear, as this ensures lubricants reach the surface at the right time.

Being proactive with regular lubricant servicing is easier, cheaper and more convenient than fixing an issue after something has gone wrong, so perhaps it is an approach worth taking.

Use optimal storage conditions

Getting good performance from lubricants is as much about how they are stored as how they are used. Improper lubricant storage and handling creates many problems down the line, in terms of equipment unreliability and reducing life cycles.

In general, a lubricant must be kept clean and cool, and it must be handled correctly to avoid contamination and to preserve its key characteristics. Fluctuating

temperatures can cause thermal siphoning, a reaction where air moves in and out of the container and atmosphere, degrading the stored product. Extremely hot or cold temperatures can also cause chemical degradation.

Typically, oils and greases need to be: 씰 Stored in a cool, dry indoor area where airborne debris is at a minimum 씰 Sheltered from environmental conditions that may degrade them 씰 Stored in containers that are tightly covered 씰 Clear of dirt, which must be wiped off from container lids to avoid contamination when opened 씰 Kept at a safe distance from any sources of heat or steam

Monitor lubricants

Lubricants are too often forgotten about once they’ve been applied, but with regular and routine lubricant analysis, technicians can quickly spot signs of equipment wear and contamination, which subsequently also ensures the lubricant is fit for purpose.

Regular oil changes are also important to remove oxidation or combustion byproducts, as well as to replenish any additives necessary to keep the lubricant working effectively.

For more information about Crown Oil’s lubricant range, go to www.rdr.link/FT019 ©RS-Studios/AdobeStock

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 45

PMF Page Grid_Layout 1 19/11/2020 08:34 Page 1

047_PMF_DEC20_Layout 1 24/11/2020 11:34 Page 47

TOOLS & EQUIPMENT

Quik as a flash Mike Schlup, Managing Director of Kalimex, the UK distributors of QuikSteel, discusses why the product is more popular than ever with technicians.

I

t’s an unremarkable looking toolbox product, albeit encased in eye-catching black and silver packaging. However, looks can be deceiving, because in the last 30 years, QuikSteel has notched up millions of sales globally. From the keen home enthusiast and handyman fixing their garden furniture and leaking pipes, to the professional motor mechanic in need of getting a broken vehicle fixed as fast as possible, people love QuikSteel.

In the UK, QuikSteel rose to national fame when the AA added several tubes to every one of its vehicles to assist in repairing leaking radiators, amongst many other things.

And now, as we navigate through the pandemic with business anything but usual, an emerging trend in the automotive sector is gathering pace; repair don’t replace.

Despite its undoubted importance, it is not the care for the environment that is the dominant reason behind this trend. Instead, it’s the reality of motorists on tight budgets,

motorists having to keep their existing cars on the road for longer, and new car sales falling month on month as a result. This all points to one thing, motorists looking to their technician to fix problems on a manageable budget.

Visit any workshop that uses QuikSteel and you will see it being drilled, tapped and machined. When cured, a technician can work it just like metal, including being turned on a lathe.

The epoxy putty in action

Simple yet effective The great thing about QuikSteel is that it makes a guaranteed, long-lasting repair.

This is the main reason why it outsells other epoxy putty brands that, on the face of it, look similar, and why technicians are often able to keep a customer’s bill down by repairing and not replacing.

It’s a fast cure epoxy putty that sets steel hard in a few minutes withstanding up to 300°C. A repair made with QuikSteel is permanent, and once cured, it’s resistant to atmospheric exposure, oils, fuels and even battery acid. It’s tough stuff; it remains bonded for the life of the repaired item, and will neither corrode nor break down.

In the professional workshop, QuikSteel can be painted and coated, and is used to repair a variety of metal items, including alloy wheels, castings and steel/alloy frames in preparation for finishing. It seals leaking fuel tanks, and fixes kerb-damaged alloys, as well as ignition coils, batteries, exhausts, and even windscreen wipers. The list of uses is virtually endless – just ask any AA Patrol.

For the professional motor factor, QuikSteel is a high margin product, the perfect product for a technician to add to their regular order, or for the motorist to keep in their glovebox. We would recommend factors making it their ‘product of the week’ in order to drive awareness and to remind their customers of its many benefits. One thing’s for sure, once a mechanic has tried QuikSteel, the repeat orders will come in thick and fast.

For more information on QuikSteel, go to www.rdr.link/FT020

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 47

PMF Page Grid_Layout 1 25/02/2020 10:09 Page 1

049_PMF_DEC20_Layout 1 24/11/2020 11:34 Page 49

TOOLS & EQUIPMENT

A clean image Daniel Took, Head of Professional Product Marketing at Kärcher UK, shares his knowledge on how factors can keep their delivery vehicles in top condition.

N

ot only are your company’s delivery vehicles a public representation of your brand and image, they are also expensive, business-critical equipment that is needed to keep the business running efficiently. Therefore, their maintenance should be a top business priority to keep you going and to promote your brand.

For factors, weekly cleaning will help to maintain a professional appearance and ensure that vehicles retain value by removing any corrosive foreign substances. High-pressure cleaning is the standard method, but it must be mastered to be truly effective. One of the advantages of Kärcher’s HDS 7/11-4 M high-pressure cleaner is its versatility. When it comes to

maintaining a delivery fleet, it can be used to clean the upper bodywork, the underbody and the engine, as well as parts.

The high-pressure jet will reach nooks and crannies that cannot be accessed with a sponge or a brush. High-pressure cleaners can also be used for numerous cleaning jobs around garages and workshops; no other cleaning technology is as flexible. Many vehicle fleets include very robust vehicles, but the paintwork always plays an important role as a sensitive surface. The trick when cleaning a pressure washer at high pressure is contactless work, so the dirt can be

removed without scratching, avoiding creating unnecessary costs.

Overall, it can be said that cleaning and maintaining delivery vehicles is by no means a secondary priority in the efficiency of a business. In fact, it is essential for demonstrating the cleanliness and reliability of your business. On top of this, it helps to retain the value of the cleaned surfaces and vehicles, and guarantees the safety of both staff and customers.

For more information on Kärcher’s products, go to www.rdr.link/FT021

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 49

050_PMF_DEC20_Layout 1 24/11/2020 11:35 Page 50

TOOLS & EQUIPMENT ©JamesThew/AdobeStock

Everything you need in the palm of your hand

Neil Hilton, Head of Hella Gutmann Solutions UK, discusses the company’s mega macs ONE tablet, and how motor factors can use it to boost the diagnostic capabilities of their customers.

T

he increasing everyday use of smartphones is also reflected in the growing popularity of tablets in modern workshops. The sales of Android devices in particular are booming because they are fast, affordable, and – due to the multitude of apps available – versatile. As a result, Hella Gutmann Solutions (HGS) launched mega macs ONE, a system that transforms a tablet with Android 6.0 or higher – and a minimum 7-inch screen – into a fully-fledged diagnostic tool.

HGS has longstanding relationships with motor factors throughout the country, and we therefore recognise the important position they hold in helping workshops with both the parts and the equipment they need to remain competitive in an everchanging market.

The introduction of mega macs ONE is particularly important, as it allows workshops to access premium level diagnostic capability at budget prices. By combining the best of HGS knowhow with extremely competitively priced – often 80% lower than comparable Windows devices – off-the-shelf Android technology, we have adapted these multifunctional devices into

I

high calibre diagnostic tools.

It therefore also provides factors with the perfect offering to act as a stepping stone to help their workshop customers improve their diagnostic ability and

50 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

subsequently service a wider range of vehicles, thus increasing their overall profitability.

Another benefit for factors is that the mega macs ONE app comes with, in effect,

050_PMF_DEC20_Layout 1 24/11/2020 11:35 Page 51

TOOLS & EQUIPMENT

a limitless shelf life, as it is only activated once it’s downloaded. After concluding the licence agreement, technicians will receive the Bluetooth VCI (vehicle communication interface), which it uses to communicate with the vehicle and, once the software has been installed on the tablet, they can use it for an unlimited period of time.

What’s on offer?

All the basic diagnostic functions available on the mega macs ONE are equivalent to those provided by our other mega macs tools. These range from displaying the OBD (on-board diagnostic) socket location in the vehicle, to reading/deleting trouble codes, Global scan, resetting service indicators, parameter depictions (up to 16 at the same time), basic settings and adaptions, coding and actuator tests, and ADAS (advanced driver assistance system) calibration software as standard. The diagnostic results can also be printed out or emailed to customers as a PDF document.

For rapid vehicle selection, VIN-based identification is available. Users simply click

once to see the OBD socket location and, if the Global check option is selected, the system will automatically scan all the existing ECUs at high speed. Helpfully, users can toggle between several functions at any time when diagnostics are in progress, without having to repeat the selection.

The mega macs ONE option also comes with other helpful customisation features such as landscape and portrait screen mode, and the ability to alter the recording duration of measured parameter values.

Another hugely practical benefit worth highlighting is that it will sound a warning when the user is leaving the VCI wireless range, which avoids unnecessary interruption of the diagnostic process and accidental loss of the VCI.

Finally, should the Android device be dropped or damaged and need to be replaced, all the data and the service history and action records remain safely stored in the cloud. This means that once a new device has been purchased and the app has been downloaded, all the information will appear, and the process will flawlessly recommence.

Although the mega macs ONE is a great way for factors to affordably introduce workshops to premium level diagnostics, in common with all HGS equipment, it is backed up with an unrivalled support package provided by our technical call centre, which is able to give expert advice to users experiencing difficulty.

Features at a glance Keeping updated As is the case with all our conventional mega macs diagnostic tools, technicians also have the benefits of regular updates.

However, this is made even easier with mega macs ONE, as these are automatic and therefore do not need user intervention.

씰 씰 씰 씰

씰 씰 씰 씰 씰 씰 씰 씰

Wireless communication with the vehicle Quick and unambiguous vehicle selection via VIN identification Graphic display of diagnostic connection Reading/deleting trouble codes and a comprehensive global check of more than 40 vehicle makes and 48,000+ vehicle models Explanation of trouble codes with detailed information and descriptions Full parameter depiction with graphics and explanation Actuator tests, coding, basic settings Service resets, including conditionbased and long life resets Diagnostic results sent as PDF via email Flexible views (landscape and portrait format) Car history for results recall ADAS calibration software as standard

For more information on the mega macs ONE, go to www.rdr.link/FT022

PMF Page Grid_Layout 1 19/11/2020 08:46 Page 1

053_PMF_DEC20_Layout 1 24/11/2020 11:35 Page 53

TOOLS & EQUIPMENT

High voltage, high profit ACIS’s Technical Training Partner, Rob Ward, runs through the need for garages to be ‘EV ready’ when it comes to both tooling and training.

A

s electric vehicles continue to evolve in terms of performance, styling and general versatility, the market will grow as motorists slowly move away from petrol and diesel vehicles. This growth has and will lead to an increase in the number of jobs on the workshop floor that are linked to electric vehicles.

This increase will be good for businesses because it will allow them to expand the services they can offer. But how do they go about meeting this demand?

The answer is simple and consists of two words; tooling and training. When it comes to tooling, electric vehicles require specific equipment, PPE, signage, and safety equipment, and businesses must invest in them to go alongside the normal tools on the workshop floor so their technicians have access to the correct tools to complete the job. In addition to the tools, it is important that businesses are also aware that working on an electric vehicle means they will have to set up a specific EV workstation on their floor. This area will provide short term pain due to taking up space, but in the end, it will provide long term gain, as it will pay for itself and the technicians working in that area.

In regards to training, it is an important part of a business’s plan, but the focus doesn’t tend to extend beyond the technicians. However, I see training for electric vehicles differently. With ‘normal’ training, it is all about upskilling, but when

you add electric vehicles into the mix, the training is two-fold. Firstly, it’s important to train the non-technical customer-facing personnel, so they have the ability to answer any questions relating to electric vehicles that the customer has, which provides them with the reassurance that the business knows its stuff in the first place. Secondly, garages must upskill the technicians on the floor with the knowledge and skills required to work safely around any electric vehicle, including high voltage components and systems, so they have the right accreditation to do the job to meet the gap in the market.

With training completed and certified, and the right tools in place, businesses can tick all the boxes for audits that check they have all the requisite steps in place to complete the job, which, in turn, allows them to say they are EV ready. This leads to new avenues of revenue potential for the business, alongside the potential for more work from work providers, as they can add the bodyshop to their EV shop list.

A CEO’s recommendation Graham O’Neill, CEO of ACIS, commented, “It is important for businesses to invest in their future, so they have the necessary accreditation, tools, training and workshop set up to meet the demand for work on electric vehicles, because the growth in job numbers is going to continue as electric vehicles become more prevalent on the road.”

Graham recommends that factors push the following tools and items to garages: 씰 Insulated Open Ended Spanner Set 7pc 씰 Leather overgloves – Large (10) 씰 Fully insulating electrical safety gloves – large (10) 씰 Cotton underliner gloves – pack of 10 pairs 씰 Danger high voltage sign 씰 Insulated tool kit 3/8”D 22pc 씰 High voltage floor matting – 1 metre 씰 Protective arc flash face shield – 1,000V rated 씰 Safety post support base 씰 Plastic tool box 159 씰 Protective face shield bag 씰 Insulated rescue pole 씰 High voltage/no admittance sign 씰 Safety lockout padlock 씰 Plastic 6mm chain 25m 씰 High voltage tester CAT IV 1,000V 씰 Glove storage bag 씰 Chain support post with cap (Red/White) 씰 Safety tag – ‘DO NOT START’ For more information on ACIS and its products, go to www.rdr.link/FT023

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 53

028_PMF_MAR20_Layout 1 24/07/2020 10:47 Page 28

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

055_PMF_DEC20_Layout 1 24/11/2020 11:35 Page 55

Product spotlight

GS Yuasa: GYT250 battery and electrical system analyser The engineers at GS Yuasa recently developed a multi-functional battery and electrical system analyser. The GYT250 will revolutionise battery and electrical system tests for automotive, commercial vehicle, leisure and motorcycle types.

The analyser will allow users to test both conventional and next-generation (EFB & AGM Start-Stop) 12V vehicle batteries up to 2,000A. The tester is also capable of standard and smart alternator, starter and earth tests (12V & 24V) to give a comprehensive overview of a vehicle’s starter and charging system health. The GYT250 has three primary battery test types; warranty, health check and stock check.

Managing vehicle battery warranty claims can be complex, so the GYT250 is able to accurately determine whether a GS Yuasa product should be replaced under warranty. The health check feature reports on the state of

health, voltage and CCA performance of batteries that have been used on a vehicle, whilst the stock check feature is perfect for battery stock management testing of new batteries that are in storage prior to being installed in a vehicle.

James Douglas, Marketing and Product Manager at GS Yuasa Battery Sales UK, commented, “The GYT250 features industry-leading technology, suitable for use on all types of batteries, including next

generation AGM and EFB. “Our engineers have developed this tester to be the most accurate and easy to use on the market by using the very best state-of-the-art technology. Equipped with a colour screen and integrated printer, along with customisable tests to make battery testing quick and easy, our new GS Yuasa analyser will modernise battery and starter health testing across the industry.”

A full colour, back-lit display screen provides a clear, easy to use battery testing experience. The heavy-duty housing material and large navigation buttons make it ideal for the use of technicians in a busy work environment.

The GYT250 comes supplied with a robust carry case, a quick-start guide, thermal printer paper, a 4GB micro SD card (with an adaptor), and a USB SD card reader for easy transportation and immediate use.

For more information on the GYT250 battery and electrical system analyser, go to www.rdr.link/FT024

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 55

056_PMF_DEC20_Layout 1 25/11/2020 10:30 Page 56

What's New? TECH VANS An addition to the Tool Connection’s fleet of Tech Vans has been launched — the Connect Workshop Consumables van will complement the the Tool Connection’s offering. As with the existing Tech Vans from Laser Tools and Power-TEC, the Connect Workshop Consumables van will support their local authorised supplier or distributor, and, together with the supplier’s sales representative, visit garages and end users to introduce new consumables to the range, show new tools and equipment, and demonstrate their use. Advice is given and problems are solved.

The van is crammed full of Connect’s range of workshop consumables. The motor factor can offer a more comprehensive range at a massive cost saving, with no loss of quality.

Go to: www.rdr.link/FT025

COUPLINGS

75 years on from the invention of its original couplings, PCL has released the latest version, which it claims to be even more effective, user-friendly and versatile than ever before.

This enhanced product has been upgraded to meet the challenges of the new decade, incorporating the highest quality components and rigorous testing methods introduced by PCL for all pneumatic applications. Built for intensive use, and in demand for a huge range of automotive and industrial markets – from military breathing applications through to everyday pneumatic workshops and factories – the reinforced coupling meets all requirements for a reliable, high quality, no leak, fail-safe solution with low lifetime costs.

Go to: www.rdr.link/FT026

ENGINE SHAMPOO

Castrol has launched a pre-oil change treatment, Castrol Engine Shampoo, which helps maintain the efficient operation of gasoline and light diesel engines. It reduces harmful sludge deposits by up to 85% in gasoline engines, as shown by tests at the Castrol Technology Centre. Engine sludge builds up over time in an engine, and is not removed during a standard oil change. It can clog vital oil passageways, reducing the power, efficiency, and overall engine life.

Castrol Engine Shampoo contains solvent-free Powerful Cleaning Agent (PCA) additive technology, delivering a deep yet gentle clean. The product can be used safely in both gasoline and light diesel engines, as well as in motorbikes and light commercial vehicles.

Go to: www.rdr.link/FT027

I

56 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020

SPARK PLUG CONNECTOR PLIERS Long (340mm) and very narrow, the clever double-jointed design of Laser Tools’ spark plug connector pliers means that users don’t have to spread the handles wide to grip the connector, which offers easy, onehanded operation, even in really tight locations. The handles are coated for a firm grip, with the jaws manufactured from carbon steel for strength and longevity. Laser Tools regards the pliers as especially suited to technicians that need to remove spark plug connectors while the engine is warm.

Go to: www.rdr.link/FT028

TRANSMISSION BELTS A line of continuously variable transmission (CVT) belts specifically designed to withstand the increased heat, power and operating environments of today’s off-road vehicles has recently been introduced by Gates.

Gates’ G-Force RedLine CVT belts are engineered from a patented, fiber-reinforced Ethylene Elastomer compound, providing maximum transverse stiffness and unmatched heat resistance. This allows for increased durability, greater loadcarrying capability and a higher effective operating temperature. Extensively lab and field-tested, Gates claims that the G-Force RedLine belts deliver: Excellent recovery from temperatures up to 170°C without power loss Up to 300% increased belt life Up to 50% lower speed losses under heavy loads and torque Go to: www.rdr.link/FT029

BATTERY TESTER

Banner Batteries has bolstered its range of battery accessories with the launch of its latest generation heavy-duty tester - the BBT HD1+.

Featuring a robust rubber case design, the BBT HD1+ is ideal to test the charging/starting system of car, truck and motorcycle batteries. Designed to be user-friendly, the BBT HD1+ is ideally suited to the intensive demands of a busy garage or vehicle service environment.

The BBT HD1+ serves to test the voltage (including internal resistance in mΩ) and charging-starting status of 6V and 12V batteries, including temperature compensation, without overburdening the battery.

Lightweight and easy to operate, both new and used standard, AGM or GEL batteries can be tested, with full report information being displayed on the BBT HD1+’s large, internal illuminated LCD display.

Go to: www.rdr.link/FT030

056_PMF_DEC20_Layout 1 24/11/2020 13:21 Page 57

WEBSITE

Mann-Filter has now made a website for advertising materials available to workshops and wholesalers in the EU. The MannFilter Shop currently offers more than 100 items: from POS articles and practical office equipment through to beanies and caps, there is something for every Mann-Filter enthusiast to bring a touch of the brand colours to their own company. The clear layout of the website makes browsing the continuously expanding yellow and green product range an attractive shopping experience.

The company’s advertising material can be purchased from the website, as well as shipped abroad. The shop also displays up-to-date information on stock levels, so that purchasers immediately know the available quantity of their chosen products, ensuring the shortest possible delivery times.

Go to: www.rdr.link/FT031

DUST EXTRACTION SOLUTION

In order to make metalworking applications safer and more efficient, Chicago Pneumatic has introduced a new all-in-one dust extraction solution to its range of products. The compact and portable solution, comprising a powerful CPA5000 pneumatic vacuum cleaner and a lightweight shroud, is designed for use with traditional pneumatic hand tools to enable dust-free drilling, grinding and sanding, no matter where the work takes place. The solution is ideal for a wide range of operating environments.

Designed for ease of use, the vacuum cleaner weighs only 1.3 kilos, which makes it easy for users to carry it with them where necessary. The same airline is used to power both the hand tool and the vacuum cleaner, simplifying use.

Go to: www.rdr.link/FT032

WEBSITE

Rodcraft has upgraded its website to enhance its customers’ access to its portfolio of air tools and services. Optimised for the best possible user experience, it features a host of new components, and is designed to make finding the right air tool quick and easy. To give customers access to the information they need, whether they are in the office or on-site, the website is accessible on any device.

In addition, the website includes a comprehensive tool comparison feature, which makes it easy to find the product that is best suited for each application. It also boasts an extensive technical library to provide easy access to key technical data, such as operation manuals and maintenance guides. To further simplify the purchasing process for professionals, Rodcraft is also adding an e-shop functionality to the website.

Go to: www.rdr.link/FT033

SANITISING MACHINE AND SANITISING LIQUID

The coronavirus pandemic has naturally led to significant demand for products that can maximise health and safety. In response to this, Ring Automotive has launched its Auto Expel Misting Machine and Sanitising Liquid as a means of killing dangerous germs and viruses.

The biocidal formula is proven to kill enveloped viruses, such as coronavirus and MRSA, and is suitable for use on all services, including leather and clothes. The easy-touse mist machine heats up the sanitising liquid and produces a fine, dry mist, leaving no wet residue.

As well as creating a safe and clean environment for technicians and their customers, the mist machine will freshen the vehicle cabin, removing any unwanted odours.

Go to: www.rdr.link/FT034

I

PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMBER 2020 57

058_PMF_DEC20_Layout 1 24/11/2020 16:28 Page 58

ADVERTISING INDEX

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

Jack Sealey Ltd ........................................ Pages 18, 49

Bailcast Ltd .......................................................... Page 51

Juratek Ltd ........................................................ Page 22

Ben ...................................................................... Page 52

Kalimex Ltd ................................................ Pages 13, 43

BM Catalysts Ltd ............................ Inside Back Cover

Millers Oils Ltd .................................................. Page 46

Capricorn Car Parts Ltd .................................. Page 30

NGK Spark Plugs (UK) Ltd ................................ Page 4

Cataclean Global Ltd ........................................ Page 14

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

Dayco Europe .................................................... Page 21

Shaftec Automotive Components ................ Page 33

Delphi Automotive Systems LLC..................... Page 9

Teng Tools .......................................................... Page 48

ECOBAT Automotive Ltd ................................ Page 37

Tetrosyl Group Ltd ............................................ Page 34

Ferdinand Bilstein UK Ltd ........ Outside Back Cover

Thermobile UK Ltd .......................................... Page 30

Independent Motor Factors T/A Cornwall

Total UK Ltd ........................................................ Page 39

Motor Factors .................................................... Page 13

Trico Ltd .............................................................. Page 10

In the next issue of

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

PROFESSIONAL

MOTOR FACTOR

■ Brakes & Clutches ■ Winter Products & Lighting

yout 1 24/0 001_PMF_SUM20_La

BRAKES & CLUTCHES

PROFESSIONAL

MOTOR FACTOR

harmful The mission to remove products particles from braking

DIAGNOSTICS

growth in Taking advantage of the demand for OBD tools

FILTERS

latest A breakdown of UFI Filters’ gy engine air filtration technolo

SUMMER 2020

PROFESSIONAL

BATTERIES

MOTOR FACTOR

Taking advantage of the spike in battery demand

WINTER PRODUCTS & LIGHTING The opportunities offered by the development of light bulb technology

STEERING & SUSPENSION Prospering in the wake of the steering system’s evolution

SEPTEMBER/OCTOBER 2020

BATTERY BONANZA Dealing with the post-lockdown battery surge

PROFESSIONAL

MOTOR FACTOR

REMANUFACT

URING Exploring Carwood’s remanufa cturing philosophy OILS, LUBRICANTS & ADDIT

IVES The confusion behind 5w30 engine oils laid bare TOOLS & EQUIPMENT Boosting your diagnostic equipment offering

NOVEMBER/DECEMBER 2020

REMAN VS NEW

Taking remanufactured parts sales through the roof

Y INDUSTRY SYNERG

lockdown comes together during arket as the supply chain Stories from the afterm

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

I

58 PROFESSIONAL MOTOR FACTOR NOVEMBER/DECEMER 2020

news ■ appointments ■ expert opinion ■ interviews ■ products

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

PMF Page Grid_Layout 1 19/11/2020 09:02 Page 1

PMF Page Grid_Layout 1 19/11/2020 09:17 Page 1