Circulation for the 11 issues distributed between July 2023 –June 2024
Net total: 3,159
United Kingdom: 3,159
Saddle up for Sandown Park
I received a charming letter from a “regular and avid reader” – the gentleman’s words, not mine –recently, who claimed to have the smallest motor factor set-up in the UK. I won’t reveal the person’s name, but this individual is in their seventies and now semi-retired on a five-day week – cutting back from six. What dedication. Out of curiosity, I asked if he would consider a visit, but my request was kindly declined. The person in question, modestly, cast doubt on whether our readership and I would be interested in this “wee set-up”. Dear, avid reader, if you are indeed reading this, I hope you’ll reconsider. It would be an honour to donate some time to you and your business.
This month, myself and colleagues from our sister publication, Professional Motor Mechanic, will head to Sandown Park for another round of Mechanex. After its debut in Harrogate, where we met a new audience, energy levels have definitely risen ahead of a return to familiar territory – are you attending? Perhaps you’re on the fence? Maybe you need to be persuaded? Thankfully, we’ve got you covered in this edition with a bumper preview (pages 10 and 11), which includes a list of the runners and riders, not to mention a cracking speaker timetable. Furthermore, we’ve included a line from Matthew Pope, of YMF Car Parts, who attended Mechanex Harrogate earlier in the year, which may sway your decision.
He said: “I found Mechanex Harrogate to be very worthwhile. It was well attended and proved to me that the North needed such an event. The overall buzz of the show was fantastic, with a range of different suppliers, and there was some great feedback from the customers I met on the day. Hopefully, it will be bigger and better in 2025.”
Elsewhere in this issue, we bring you a detailed, important insight from the Independent Automotive Aftermarket Federation’s Mark Field, who brings lobbying, campaigns, events and Right to Repair chat to the fore (page 22). It’s been a while since Mark has had a pen and paper to update readers directly, so I hope you’ll pay close attention to his piece.
Here’s a snippet: “Each campaign is based around a country’s political system, but as an approach, Right to Repair has the potential to be more than the sum of its parts in the UK and address issues affecting the trade from the skills shortage to raising standards overall.
“That’s because the Right to Repair campaign has the opportunity to change perceptions of the motor trade, by calling for sector specific legislation that openly supports freedom of choice for motorists. Equally, the campaign will be designed to recognise the important contribution of the aftermarket and the need to ensure competition.
“We will be calling on all members in 2025 to support the federation, spread the Right to Repair word and continue to submit evidence of non-compliance. It’s time for the aftermarket to come out of the shadows and promote its right to repair.”
As we edge towards winter, we have handy features and content to complement the change in conditions, while our oils, lubricants and additives feature is rammed. These are next to our typical mix of industry, people, business and trend news.
Thank you for sticking with us, and, hopefully, I’ll see you at Sandown Park on either the 12th or 13th November.
Have a great month.
Tom Henman Editor
Autoelectro, EU and EU Linco ‘strengthen partnership’ with four co-branded vans
Autoelectro, EU and EU Linco have announced that four new co-liveried vans have hit the road, solidifying their long-standing partnership. The first two Toyota ProAce City vans, based out of Cambridge and Great Yarmouth branches, arrived in July, while the latest two have just arrived at the Basildon and Bow branches.
Richard Shortis, managing director at The Shortis Group – EU and EU Linco’s parent company – said the two companies have enjoyed a “fantastic relationship” over many years, and this campaign was the culmination of that.
He said: “It’s great to have Autoelectro on-board with our wrapped Toyota ProAce City vans. The quality of the artwork stands out on the vans, just like the quality of its starter motors and alternators. These are two great companies that are proud to be working together.”
Autoelectro’s Harnek Bhogal added: “We are proud to have our brand featured
Banner VN5 ‘black cab’ wrap attracts a ‘great deal of interest’
Essex Motor Factors’ decision to deploy a VN5 from London Electric Vehicle Company as its latest van fleet newcomer has been hailed a “huge success”. Its design centres on the iconic look of London’s esteemed Black Cab – but with a striking vehicle wrap that features Banner’s bull branding.
Joining a 38 strong van delivery fleet, the decision to introduce the VN5 supports Essex Motor Factors’ ongoing relationship with Banner.
Essex Motor Factors Operations Director, Matt Little, said: “The VN5, with our branding and that of Banner, really does make a statement whilst out on the road, and it has already attracted a great deal of interest amongst our customer base. We have enjoyed a great working relationship with Banner over the last 13 years, and this latest initiative serves to support how our association with them continues to develop. Not only are Banner’s batteries manufactured to the highest OE standards, but the support service they provide is excellent.”
The Banner Power Company VN5 will deliver parts to customers within a 14-mile radius of Essex Motor Factors’ four branches, located in Braintree, Maldon, Witham and Bishop’s Stortford.
JRP wins Retail Supplier of the Year Award from A1
JRP Distribution has been crowned A1’s Retail Supplier of the Year at the retail group’s annual awards.
For more than a decade, JRP Distribution and A1 Automotive Group have enjoyed a “fantastic business relationship”, with members able to offer their customers a range of automotive products from JRP’s portfolio.
Its brands include Autobar, Ecomotive, Simply Brands, J-B Weld, Tecniks, Frsh Scents, Petronas, Svitol, Stoner Car Care, Quixx and Invisible Glass, amongst others.
This is the fourth time that JRP has won an award at the annual A1 convention, all of which have been Retail Supplier of the Year awards.
JRP Managing Director, Ollie Page, said:
Banner Business Development Manager, Russell Shea, added: “The classic lines of what remains one of the country’s most distinguished looking vehicle designs really serves to accentuate the overall look of the van wrap. It is also once again great to see two family-owned and run businesses continuing to work so well together.”
“We are thrilled that we have won an A1 award once again! We’re very grateful to all of A1’s customers who buy from us and we have a fantastic relationship with. It’s because of them that we can be in the running for an award like this.”
(L-R): A1’s Kym Smith and Andrew Taylor from JRP.
Brembo acquires Öhlins
Brembo has announced its “largest acquisition to date” with the purchase of Öhlins Racing, a manufacturer of premium suspension technology. The deal, valued at €370 million, sees Brembo acquire a 100% stake in Öhlins from Tenneco.
Öhlins, known for its high-performance suspension systems, will bolster Brembo’s offerings in both the motorcycle and automotive sectors.
Brembo Executive Chairman, Matteo Tiraboschi, said: “Öhlins is a strong fit for
Brembo. As a world-renowned brand with a solid reputation both on and off the racetrack, Öhlins presents a great opportunity to enhance our automotive solutions portfolio.”
Founded in 1976 and headquartered in Sweden, Öhlins Racing has built a strong presence in motorsport, supplying advanced suspension systems to championships, such as MotoGP, Formula 1, World Superbike and NASCAR.
Schaeffler Vehicle Lifetime Solutions has redesigned its product packaging with a focus on the OneCode label.
This ensures that technicians will see the code before making a repair, making it easier to access all the associated product-specific information on the REPXPERT garage portal.
Workshop members can also now collect more bonus points, as the REPXPERT bonus program has been extended to include every single product in the Schaeffler portfolio.
The Schaeffler OneCode provides a direct link to product-specific information via a unique QR code on the
moves by Brembo, including previous acquisitions in the motorcycle and racing sectors. Regulatory approvals are pending, with the acquisition expected to close in early 2025.
Revive! closes in on £25m sales as strong growth continues
Mobile vehicle repair firm, Revive! Auto Innovations, has reported record financial growth –propelled by “customer demand and the increased opportunities” of its franchisees.
Third-quarter franchisee revenue increased by 10% compared to 2023 figures, alongside steady growth in its UK-wide network of franchisees with the addition of a further four new Revive! businesses opening in the Crewe, Exeter, Bolton and Worcester areas.
The 2024 revenue figures compared to the same year-to-date period in 2021 confirm that franchisee growth continues at an “astonishing rate” – up 72% on 2021 figures.
Revive! has “even bigger ambitions” for the future; the firm currently employs over 220 technicians and plans to recruit an
NEWS
The Blend: Garage Hive announces new features and updates
Garage Hive, the garage management system, launched a host of new features and updates at its own event, The Blend 2024.
Garage Hive Managing Director, Ray Dilsons, announced the raft of new features during his opening keynote speech, speaking to a crowd of over 400 industry professionals.
One of the innovations was the launch of Garage Hive Copilot, a new AI tool built on OpenAI technology. Making it easier to communicate with customers, while reducing staff workload, Garage Hive Copilot can automatically draft descriptions for vehicle health checks, sales invoices and other tasks.
“It can generate suggested text based on vehicle inspection data, explaining the need for specific services or repairs,” said Ray. “It’s integrated directly into the existing
workflow, so there’s no additional setup.”
For customers wishing to ‘self-check-in’ their vehicle, Garage Hive has introduced a pre-check-in option. Before their appointment, workshop customers receive a message allowing them to confirm details. According to the company, this will enhance customer convenience and reduce the administrative workload for workshops by ensuring all necessary information is
captured in advance.
Garage Hive has also revamped its Castrol oil lookup feature. The updated interface offers greater detail and is now mobile-friendly, displaying product availability and stock levels more intuitively. This improvement ensures that workshops can better manage their oil inventory.
Friends Talia and Olivia putting ETB Llanelli on the map
Lifelong friends, Talia Wilson and Olivia Smolicz, are putting a Llanelli autocentre on the map as one of the most femalefriendly in the area, after becoming fully fledged tyre fitters –with another apprentice following in their footsteps.
The former Bryngwyn Comprehensive School students, both 18, are forging impressive careers at ETB Autocentres in Trostre Industrial Estate. They are now encouraging other girls their age to give the profession a go.
Olivia said: “I never gave the automotive world a thought when I was younger, and I only really applied for the role after hearing Talia say so many positive things about her job.
was making her feel. I thought that I’d like to give it a go too. I’m so glad that I did, because I’m learning every day, and I feel like I’m making a difference for people by ensuring their cars are safe.”
Talia admitted she has always shared a love for cars and couldn’t think of a better place to work.
She said: “It’s more than just a job; it’s a career I’m really passionate about and I’d encourage other girls to give it a go. They won’t be disappointed. I feel like my voice is heard here and my suggestions and opinions really matter.”
On the back of their arrival, a new female apprentice has also joined the ETB ranks and centre manager, Leigh Anthony, said he’d welcome more female applicants in future.
He said: “Talia and Olivia are a credit to the depot. They’ve quickly become indispensable members of the team, and the work they do is really impressive. The team think the world of them both and their skills complement theirs nicely. Their commitment to customer care and safety is second to none, so our customers are equally impressed as well.”
Talia Wilson
Olivia Smolicz
Sandown Park
After a successful jaunt up north earlier this year for Mechanex’s Harrogate debut, the event returns to familiar surroundings at Sandown Park, taking place on Tuesday 12th and Wednesday 13th November (10am-4pm).
The UK’s longest-running trade show, dedicated solely to the independent aftermarket, is back at Sandown Park. This year’s show, headlined by DeWalt Auto, promises to be a lively one, with even more exhibitors than last year signed up.
Registration to visit the show, nestled in the picturesque setting of Surrey, is free and so is parking, so why not come and take a look at what some of the biggest names in the aftermarket have to show you? In such a competitive industry, is Mechanex too good an opportunity to turn down?
YMF Car Parts Business Development Director, Matthew Pope, attended the Harrogate event earlier in the year, and it proved a valuable visit: “I found Mechanex Harrogate to be very worthwhile. It was well attended and proved to me that the North needed such an event. The overall buzz of the show was fantastic, with a range of different suppliers, and there was some great feedback from the customers I met on the day. Hopefully, it will be bigger and better in 2025.”
Motor Parts Direct is exhibiting, looking to meet existing and new customers. The national motor factor is offering exclusive promotions and deals on “motor trade essentials”. It is exhibiting the Kraftwerk Garage Storage Solutions, Hofmann wheel balancers and tyre changers, Redashe oil drainers and lubrication equipment, Thermobile static workshop heaters and the latest 6CCD computerised wheel alignment system.
Pay PMM and PMF a visit!
As always, the team from our sister publication, PMM, will have a stand at the show – and we’ll be joining them and touring the halls. Don’t be afraid, come and say “hi”! Let us know what you like – and dislike! – about the event. After-all, an event is only as good as its audience. Your feedback helps shape future events, ensuring they meet your needs and expectations.
If you like the sound of that, come and join us!
If you’re coming by car, head to the free car park. If you’re coming by public transport, the nearest train station is Esher, a 13-minute walk from the venue.
Sandown Park, Portsmouth Road, Esher, Surrey KT10 9AJ
Speaker timetable
10:30am: Bosch Technical Talk – Live Guide to ESI[tronic] Diagnostics
Bosch will be offering attendees to the PMM Live seminar stand an overview and a practical guide to its ESI[tronic] Evolution Diagnostics software, which offers garage owners direct access to Bosch diagnostics experts’ knowledge. New features for 2024 include a new user interface and start screen, direct access to diagnostic features and original documents where OEM information is directly accessible.
11:30am: Neil Pattemore, Technical Director, IAAF – The Aftermarket Thrives Today, but What About Tomorrow?
As vehicle technology and vehicle type approval requirements increasingly change the way that vehicles can be diagnosed, serviced and maintained, Neil Pattemore looks at how the UK aftermarket can no longer expect ‘business as usual’, but needs to build on its current position to prosper in the future. With a lifelong career in the aftermarket, Neil can draw on his knowledge and experience to explain what businesses need to know to ensure their future success.
12:30pm: ALLDATA Europe’s Simon Frost – Why You Need Access to Technical Data
At Mechanex, ALLDATA Europe UK Sales Director, Simon Frost, will spearhead a team of ALLDATA experts, all dedicated to illustrating the benefits of using genuine and unedited OEM data in the day-to-day running of a business. Simon will take to the stage to champion the importance of official technical data in today’s challenging and complex workshop arena.
1:30pm: Bosch Technical Talk – Making the Most Out of ADAS
In recognition of the increasing prevalence of ADAS fitment to vehicles coming into independent workshops, Bosch will be discussing this important topic. The latest developments for the established Bosch DAS 3000 platform will be on show, and Bosch experts will be on hand to provide demonstrations and answer questions. Bosch also aims to provide an immersive and informative experience for visitors to its stand.
2:30pm: Independent Garage Association – MOT Updates
As usual, the IGA will be providing Mechanex visitors with its essential annual MOT update. For all vehicle testers and anyone else who would like to keep abreast of changes in the aftermarket, this talk is not to be missed!
The MOT Training & Compliance Group........F10 Thermobile..........................................................F20
Movers & Shakers
PMF introduces this month’s movers and shakers, as they begin a new stage of their career.
Shaftec
began as an area sales manager, responsible for the South-West, and excelled. This led to his promotion to key account manager, overseeing relationships with Shaftec’s major buying group customers. Now, Joe is stepping into a new role, managing sales across the entire UK and Ireland.
Shaftec Sales Director, Marc Wise, said: “Joe’s commitment and hard work over the past nine years have helped promote and grow the Shaftec brand throughout the UK market. Joe and I have worked closely together for the past six months on new projects that will help shape the future of the Shaftec brand. His precise knowledge, skill and passion will further help develop our business into the future.”
Joe commented after his appointment: “At Shaftec, we continue to drive our business model and ethos forward to maintain the market-leading quality, range, and service that we are unequivocally renowned for. We are in a constantly evolving market, which brings with it new challenges, but with a strong UK sales team and a clear vision for future growth of the business, I am excited for
Shaftec Automotive has announced the appointment of Joe Toakley as UK and Ireland sales manager.
Joe has dedicated his entire career to the automotive aftermarket and has been with Shaftec for nine years. He
Thinkcar UK
Steve Russell has been named as Thinkcar UK’s new national sales manager. In the role, Steve is tasked with helping mechanics and garages understand how Thinkcar UK’s wide range of diagnostic tools can “elevate their businesses to the next level”.
Steve comes direct from Launch Tech UK, where he was UK sales manager for 14 years. Since 2022, he was also manager at air conditioning provider, AP Air Europe Ltd.
Steve brings with him decades of experience across the automotive aftermarket, which, according to Alex Gillbanks, managing director of Impact Diagnostics –the specialist supplier behind Thinkcar UK – makes him a “natural fit”.
Alex said: “Steve has extensive knowledge of the diagnostic tool market, as well as the wider garage sector, so he is a natural fit as national sales manager for us. Steve’s enthusiasm for Thinkcar UK’s range of tools will make him a great asset and will also mean he is able to support our customers.”
Steve is looking forward to getting stuck into his new role: “I’m really relishing the challenge of being Thinkcar UK’s national sales manager. I’m a big fan of what the company has been bringing out, and I’m looking forward to being able to help techs get their hands on the kit.”
Schaeffler looking to stand out follo wing brand switch
What was the primary motivation for rebranding to Schaeffler Vehicle Lifetime Solutions, and how will the change affect motor factors?
“The rebranding to Vehicle Lifetime Solutions comes after the integration of Vitesco into the Schaeffler organisation, which will position us as a complete solutions provider rather than just a parts supplier.
“By focusing on the vehicle lifecycle holistically, we can differentiate ourselves through innovation, offering advanced services, such as predictive maintenance and digital solutions, as well as our usual array of high-tech precision kits and components. The rebrand will not immediately affect motor factors, but as we continue to add new products, systems and services to our portfolio, workshops will be looking at new profit making opportunities that they will need to source from our customers.”
How have motor factors and the wider industry reacted?
“The rebranding in the UK was officially finalised on 1st November, but the response to the renaming in Germany, which took place on 1st October, has been very enthusiastic.”
How does the new branding help Schaeffler VLS differentiate itself from competitors in the aftermarket?
Matt Selby, the sales and marketing director at Schaeffler Vehicle Lifetime Solutions UK, reveals the thinking behind the transformation to VLS and what it represents for the company and industry. He also updates us on other initiatives.
A Q A Q A Q A Q A Q
“The new branding and philosophy outlined in my first
answer above will allow us to stand out in an increasingly crowded aftermarket.
“Where some competitors may focus more narrowly on specific parts or services, Schaeffler VLS will be looking to support forward thinking garage owners with everything their technicians need to carry out their daily work.”
Does the new brand signal any future developments that motor factors should be aware of in terms of innovation or market positioning?
“We will continue to shape how parts distributors and their workshop customers gain access to our portfolio of innovative components and systems, along with our range of REPXPERT support services.
“We will soon be looking to support
Vitesco with sales of its OEM NOX sensor range into the UK and Irish aftermarket, as well as working with the company on other, wider ranging future mobility projects as part of our new status as a complete solutions provider.”
Switching to the Wrenches and Wisdom campaign, which we shared with readers in the October issue, what does Schaeffler VLS hope to achieve from it?
“This campaign was initiated by the UK digital team, following the success of the REPXPERT conference in May this year, which had a particular focus on how we can help to address the skills and labour drought in the aftermarket.
“The conference featured exapprentices who have gone on to achieve
Schaeffler REPXPERT conference
great success, such as Louise Baker, along with a champion of apprenticeships in Colin Denton, chief executive of the North London Garages Group Training Association.
“The future of the aftermarket depends on workshops being able to attract, nurture and retain talent, so if we can play a small part in training and guiding the technicians of the future then we will be helping to secure our own too.
Q
Another year is quickly coming to an end, which means a time for reflection and planning for the year ahead. The REPXPERT conference was a ‘hit’, the new video series has begun, a rebrand and the REPXPERT Millionaire campaign continues to be popular – it’s been quite a year, hasn’t it? How can Schaeffler VLS improve on that and how can motor factors play a part?
A“We are certainly breaking new ground for an aftermarket supplier aren’t we! We will continue to
A“Like many companies, we are facing lots of challenges, such as adapting to rapid technological changes in the automotive industry, meeting the increasing demand for sustainable solutions, and maintaining high standards of service.
“As everybody knows, we are already focusing on enhancing our digital infrastructure, improving product availability, and offering more comprehensive training for our partners.
return to hosting a couple of REPXPERT Academy Live events, which will be held at IMI approved colleges around the country.
“The REPXPERT Millionaire promotion will continue next year, but with a new format which we will be announcing very soon. Needless to say, it will again offer members a chance to win big by simply scanning the OneCode on the pack of every Schaeffler product installed.”
Q
Every company has its own
“We are currently developing an advanced digital training platform for our supplier partners to enable their sales staff to become Schaeffler ‘product champions’. A series of online interactive training sessions will provide them with the knowledge and skills to help them deliver better quality service to their own workshop customers.
“By leveraging technology and working even closer with our customer base of parts distribution partners, we can streamline operations and respond more effectively to the market needs.”
REPXPERT, Alastair Mason, at Wrenches and Wisdom.
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ELTA Automotive hits milestones in 2024 with stra tegic partnerships and product expansions
ELTA Automotive
Marketing Manager, Tim Brotherton, is in the hotseat to tackle our questions about the company’s year so far, the state of play in the industry and how the company is evolving with the times, for the benefit of motor factors and workshops alike:
Q
AHi Tim, can you update our readers on any major developments or milestones ELTA Automotive has achieved in 2024?
“Undoubtedly, the most significant milestone for ELTA Automotive in 2024 has been our strategic partnership with Halfords, the UK’s leading retailer of motoring and cycling products. While the deal was technically finalised in late 2023, this year has seen our collaboration truly come to life. The shelves of Halfords’ extensive store network now feature Lucas bulbs – exclusively licensed to ELTA Automotive in the UK and Europe –alongside the brand-new, 100% plastic-free Halfords own-brand bulb range, also supplied by ELTA.
“With prime positioning in nearly 400 stores, Lucas has once again secured its place at the forefront of British motorists’ minds, reaffirming its leadership in the
aftermarket lighting sector. This partnership not only strengthens the visibility of our products but also aligns with the growing demand for sustainable and high-quality automotive solutions.”
A QHow would ELTA describe the condition of the automotive aftermarket at present and its position within it?
“The automotive aftermarket is currently
navigating what could be its greatest challenge to date. With the impending ban on combustion engines, many in the industry are preparing for a gradual decline in demand for the products that have traditionally been at the core of our sector. However, as the saying goes, ‘when one door closes, another opens’. At ELTA, we see this as an opportunity. We’re already positioning ourselves to meet the evolving needs of an
electrified or hydrogen-powered vehicle parc, developing components that align with future demands.
“That said, in the present climate – amid economic uncertainty and a cost-of-living crisis – the aftermarket is proving to be more resilient and vital than ever. An aging vehicle parc, combined with motorists increasingly focused on value, has created a perfect storm of opportunity for suppliers like us. Our longstanding aftermarket brands, built over many years, are thriving as drivers prioritise cost-effective repairs and maintenance over new vehicle purchases. This moment, while challenging, highlights the enduring importance of the aftermarket and the adaptability of companies like ELTA.”
How is ELTA adapting its product offerings or business strategies to meet the changing needs of motor factors and workshops in a postpandemic and technological-evolving market?
“As mentioned earlier, our core specialisms – such as bulbs and engine management components – continue to see strong demand, and we remain committed to evolving these ranges to meet the needs of motor factors well into the future. However, we’re also keeping a firm eye on the changing landscape of the automotive aftermarket. To help us navigate these emerging opportunities efficiently, we’ve made significant investments in our data capabilities.
“At ELTA, we are fortunate to have some of the most talented data specialists in the industry. By combining this in-house expertise with strategic partnerships, such as those with Elcome and Factor Sales, we’ve been able to identify market demand with greater accuracy and deliver tailored solutions faster than ever before. A prime example of this is our successful expansion into heater blower motors and resistors, which has rapidly gained traction and is a direct result of our data-driven approach.
“By leveraging data and market insights, we’re ensuring that ELTA remains agile and responsive to the evolving needs of motor factors and workshops in this postpandemic, technology-driven market.”
In what ways do ELTA support motor factors, not just through product supply, but also in terms of training, technical and business support?
“At ELTA we have always augmented our product with
services that go above and beyond our competition. Seeing the importance of these services and the role they play in ELTA’s USP, we took the decision in 2018 to brand them:
Aon the horizon for ELTA. From a marketing and data perspective, we’ve just launched our most advanced upgrade bulb range to date under both the VisionPRO and Lucas brands. This includes our first-ever LED headlamp bulbs, which we’re incredibly proud to introduce to the market. We’re also in the final stages of developing a brand-new website and eCat, set to launch later this year or early next, which will offer our customers a more streamlined and user-friendly experience.
“TechASSIST: As we expanded into more technical products, support became an essential part of our offering. Initially provided for the factor only, our TechASSIST service is now open to garages and fitters too via or dedicated telephone and WhatsApp service on 01675 437429.
Q A Q A Q
“BrandASSIST: From some of the bestselling brands in the aftermarket for our buying group customers, to promotional leaflets for individual factors, BrandASSIST invites customers to treat our marketing department as their own.
“StockASSIST: Knowing what to stock and when is a huge challenge when managing a large inventory. From small stock packs to the implementation and management of large consignment stock, our StockASSIST team are on-hand to help our customer.”
What’s next for ELTA? Are there any exciting plans or innovations on the horizon that motor factors should keep an eye on?
“There are plenty of exciting developments
“On the product side, we’re thrilled to announce that ZF, the owner of the Lucas brand, has entrusted us to produce and deliver the new Lucas spark plug range for the UK and Europe. This is a huge honour and a testament to the success we’ve had with the Lucas Vision product ranges.
ALLDATA Europe:
‘Becoming a reseller has the potential to unlock new revenue streams’
ALLDATA Europe is making its Professional Motor Factor debut, so what better way to make its mark than introducing the person in charge of its UK operation – Simon Frost – who is the company’s UK sales director. He is responsible for highlighting the advantages of ALLDATA Repair and potential of new revenue streams:
As the car parc differentiates, so do your revenue streams; for example, most electric vehicles (EVs) need servicing less frequently than their petrol or diesel counterparts, meaning fewer service items sold. We are also acutely aware that vehicle repairs are becoming more complicated; therefore, finding a new revenue stream that benefits both you and your customers could be perfect timing.
Introducing ALLDATA Repair
Have you ever considered data –specifically, repair data? This might be an opportunity that you have not tapped into yet, nor contemplated. Partnering with ALLDATA Europe as a reseller would mean providing your customers access to unedited, genuine OEM repair, maintenance and diagnostic data from 41 VMs. Simultaneously, you’d create a new, steady revenue stream for your business.
ALLDATA Repair includes 90 million repair articles, over eight-and-a-half million technical drawings, and wiring diagrams with electrical connector views. ALLDATA Repair covers 96% of vehicles on the road today and is updated weekly to include the latest models – including EVs. For independent workshops, this translates to quicker turnaround times,
more accurate repairs, and the ability to take on a broader range of jobs. For you, it means offering a premium, relevant solution that will help your customers perform at their best.
Why should you get involved?
Becoming an ALLDATA Europe reseller presents a host of advantages if you’re looking to grow your business and strengthen the relationship with your customers:
• Increase revenue: Integrating ALLDATA Repair into your product portfolio would give you a new revenue stream. Workshops value access to genuine OEM repair data, and by offering it to them, you would become their go-to provider for repair solutions.
• Year-on-year growth: At ALLDATA Europe, we have high renewal rates, meaning your customers would likely renew their subscriptions every 12 months. Again, this would create a consistent revenue stream for your business.
• A trusted source of OEM data: Workshops rely on accurate data for
safe, effective repairs. With ALLDATA Repair, you’d offer them access to the real thing – helping them stay competitive and work efficiently.
• Boost workshop productivity and customer satisfaction: Workshops using ALLDATA Repair can complete jobs quicker and with greater precision, meaning fewer callbacks and higher levels of customer satisfaction.
• Marketing support: We provide cobranded marketing materials and sales tools, helping you promote ALLDATA Repair effectively. We’d be with you every step of the way; you’d have the backing of a trusted industry leader.
• A partnership that matters: Should you partner with ALLDATA Europe, you’d align yourself with a brand that thousands of workshops across Europe already trust. You’d offer a solution that makes a genuine difference to the success of your customers – and, by extension, yours.
A win-win
We are confident that the opportunity to become an ALLDATA Europe reseller represents a significant business opportunity. You wouldn’t just sell a product; you’d offer independent workshops, your customers, the tools they need to thrive in an increasingly competitive and complex industry. By working with us at ALLDATA Europe, we can help you provide your customers the resources they need to stay ahead. In return, you’d gain a reliable, year-on-year revenue stream.
Independent Automotive Aftermarket Federation enjoying ‘extremely active’ year
Independent Automotive Aftermarket Federation (IAAF) CEO, Mark Field, provides us with an update on lobbying and campaigns, networking and events, the IAAF Training Academy and the overall membership experience – all areas of activity at any one time:
Most notably, IAAF now represents –and engages with – more people and businesses than ever before. This reach now includes suppliers, manufacturers, service providers, motor factors, warehouse distributors, trading groups, garages and also motorists.
This reach has proven effective among decision-makers within government and ensuring the aftermarket’s interests are fully represented within the legislative programme.
The aim with this broader reach, as we continue to focus on our Right to Repair movement, is to ensure IAAF continues to raise standards, and the revision of our code of conduct has sought to strengthen our growing membership.
Lobbying insight
The purpose of our lobbying activity is to educate the legislators about the importance of the UK aftermarket to the UK economy, as well as ensuring competitive choices and lower costs to vehicle owners and operators.
We have made significant gains in the revision of the Motor Vehicle Block Exemption Order, with clearer definitions to support access for operators to repair and maintenance information.
The Competition and Markets Authority is actively looking for examples of noncompliance in the market, and at the IAAF, we have made provisions for members to bring misinterpretations of the regulation to our attention.
To aid this, we have worked to simplify the understanding of the legislation and created myth-busting content to support professionals. These tackle common myths around accessing digital service records,
use of aftermarket parts, and service and repair during the vehicle warranty period.
We, through this empowerment from members, are successfully challenging VMs on non-compliance of the regulations and actively engage with them to prevent further misinterpretations of the rules.
Networking and events update
We have expanded our calendar, by either orchestrating or supporting the likes of the Automechanika Birmingham Garage Awards 2024, IAAF Summer Conference and Golf event, regional meetings and presence at automotive trade events, such as UK Garage and Bodyshop Event and Mechanex.
The IAAF Annual Conference and Annual Awards is one of the largest in the industry and is sold out every year. This year’s event takes place on the 5th December at DoubleTree by Hilton, Milton Keynes.
Our membership experience has also
been enhanced with greater data insights into the automotive industry and a new products and services ebulletin to more than 15,000 garages.
to repair and maintenance information, technical information and the freedom to use tools and spare parts.
Globally, there is an urgent need for a robust legislative backing to address these challenges across various regions of the world.
Each campaign is based around a country’s political system, but as an approach, Right to Repair has the potential to be more than the sum of its parts in the UK and address issues affecting the trade from the skills shortage to raising standards overall.
That’s because the Right to Repair campaign has the opportunity to change perceptions of the motor trade, by calling for sector specific legislation that openly supports freedom of choice for motorists.
Equally, the campaign is designed to recognise the important contribution of the aftermarket and the need to ensure competition.
The IAAF Right to Repair movement is
repair.
• Consumers should be able to drive whatever vehicle that suits their lifestyle.
• The automotive industry should continue to innovate, so that every mode of transport is the most
and technology used by the VMs or their authorised partners,
• Vehicle owners and operators should know more about the aftermarket and the basis of how it provides choices for the repair and maintenance of their vehicles.
• The UK population should be more aware of the careers that the aftermarket offers.
• The government and all politicians should be aware of the significant contribution that the aftermarket makes to the UK economy.
• Through IAAF, the aftermarket should work closer together to help each other beyond just the supply of product and services, so that we should all become better businesses.
We will be calling on all members in 2025 to support the federation, spread the Right to Repair word and continue to submit evidence of non-compliance. It’s time for the aftermarket to come out of the
Arecurring question from new clients: “How can I improve staff turnover?”
This is always met with the same response: “Tell me how you currently retain your staff, and we’ll take it from there!” Without a shadow of doubt, the two are interlinked. If you look after your staff with more than just a few token gestures, you are likely to hold onto them for longer.
I strongly believe the most critical point, which no technique or HR alchemy can solve, is your attitude to your people and how much you really want to keep them. If your mindset is that your people are the beating heart of your business – that without them, you would struggle to maintain the gold standard customer experience you are renowned for – then we’re on the right track. Because as you will know, great people know their worth and they are in demand. They might be tempted to join your business because the pay is
Agony Amy: ‘Employee loyalty is your superpower’
Amy Blick, the owner of exhilHRate, is back for another HR helping, and in this issue, she confronts the tough topic of employee turnover and retention:
good, but this alone won’t keep them happy and at peak performance. If you can cultivate this mindset that your people are the jewel in your crown, you will find it so much easier to do the right thing. And you will find that loyalty levels reach new heights! I hear it a lot that loyalty is long gone – it isn’t! Granted people ‘job hop’ more than ever before – the online world has opened up so many job opportunities –but I can share from experience that if you are an exemplar employer, who puts your people first, loyalty will become your superpower. Your people don’t talk about their loyalty to you, they simply demonstrate it with their actions.
You may think I am talking commonsense here – and I am! – but you would be amazed at the number of employers I have met where upon scratching the surface of their business it becomes clear that they have little respect
for their team – with a focus on the irreducible minimum to keep them. They are so fixated on the bottom line that they forget to join the dots and see the big picture – the happier their people, the bigger the bottom line. Besides, who wants to invest time and money on a recurring loop with, for example, induction training, only to repeat the process regularly because as one employee comes in through the revolving door, another goes out?
Please spend time reviewing and improving your employee experience. It should be centred on the Lean philosophy, namely the desire to get it right first time, on time, every time. Something truly remarkable to aim for – and it does not require overflowing pots of money!
So, in today’s column, I am sharing the three most frequently asked questions regarding staff turnover and retention:
We don’t think we have a problem with staff turnover, but we don’t have a retention strategy – how do we get started?
Ask your employees before you dive in too deep – what keeps them happy and motivated? What would they like to see more of and less of? A survey is a useful tool, provided it is anonymous, and you allow people to give their feedback through several channels which are your reasonable adjustments. Next is to ensure you review the current information at your fingertips: exit interviews, length of service data, hot spots for absence, performance review flags and underlying trends. The combination of these will yield valuable information that you can feed into your retention strategy. Finally, look at how you are developing career pathways and how you are offering opportunities for growth, professional development and mentoring.
What are the key reasons for high staff turnover?
These are the biggest ‘sins’ I see on my travels. First up is a lack of growth opportunities in the business. Granted you cannot change the structure of your business overnight, but if you have ambitions to grow it, to diversify and to make it even better, then conveying this to your employees shows them that opportunity does lie ahead. And they can play a part in helping you to achieve your growth plans. Now is the time to share your vision, to invite feedback and to consider at a granular level how team members can support all of this by stepping up, taking on new roles and contributing ideas. Involve your team so they can see you are a business with plans that you cannot accomplish unless they are with you on this exciting journey. Second: poor management. This is not always discernible, but managers that are not managing properly can be at the root of high staff turnover. Dig deep. Ask team members to share their experience and opinion of the management style and the managers, ideally anonymously. Next on the list is misalignment to the culture, which sounds like HR speak, but is fundamentally about the environment you create for your employees and the sum of your organisations’ traditions, interactions, attitudes, values and behaviours – have your employees bought into a culture that has long since departed the building? This is where bringing a people specialist into your business can prove to be money well spent.
Everything starts with awareness, and in my experience, if you are then willing to do better by your people, you have taken those crucial first steps to retaining them beyond the contents of their pay packet.
What are the most effective retention initiatives we can use in our business?
Here’s what I’m working on now with several small successful businesses. Flexible working: this does not have to mean working from home. There are many ways in which you can offer flexible working so that your business benefits and your people really appreciate it.
Recognition awards – ideal if you don’t have deep pockets. This can also include nominations for outstanding work. Professional and personal development options should also be on the whiteboard and, finally, health and wellbeing options, like financial, physical, mental and social ideas.
I always start with an anonymous survey for the entire team, so everyone has a voice. It can also highlight areas of concern that require urgent attention, and it gives you the opportunity to highlight brilliant work in your business. But act on the comments made. Tell your team what the survey highlighted, the changes you are going to make and how you would like them to collaborate with you to build something even better.
Are you ready for a ‘power hour’?
If after reading this, you can see gaps in your business, let’s arrange an online power hour to set you up for the year ahead. In the last two years, I have seen the most agile and brilliant businesses using this time to bring expert HR advice into their world.
We can agree on the agenda beforehand and arrange it at a time that suits you. It’s like having a full-time HR professional teasing apart your challenges, arming you with the confidence that expert practical advice confers. So, if you’ve read this and are scratching your chin in a ‘where do I start?’ manner or your ‘people pillars’ are not where they should be, a power hour is perfect.
Are you selling windscreen repair as the weather cools down?
We’re aware of the dangers of driving in the winter months. The darker evenings and mornings, poor weather conditions and rain induced potholes can cause all manner of issues for drivers. The windscreen is one area to consider, according to Esprit Windscreen Repair Equipment.
Perhaps now is the time to start talking to your customers about the products available to enable them to carry out windscreen repair over the winter.
Victoria Evans of Esprit Windscreen Repair Equipment believes you should be upselling windscreen repair to your customers: “One of the main things to talk to garages about is ensuring that their customers’ windscreens don’t have any chips or cracks. These are increasingly common at this time of year, with poorer driving conditions and more potholes. A small chip or crack, if left, can turn into a larger crack, meaning that a more expensive windscreen replacement will be needed.
vehicles? Victoria replied: “With the Esprit kit, you can repair heated screens and all screens with new ADAS technology, which really helps to save the end user the cost and time of a screen replacement.”
Going through third parties
“Motor factors can encourage their garages to offer windscreen repair to their customers to save their customers’ money, whilst providing a great source of additional income. By carrying out a quick repair early, this avoids problems in the future.”
Victoria claimed that repairing any chip “fresh” means that a repair will be of good quality, before adding: “There’s less dirt and debris to remove from the damage and a quick repair will leave the screen looking and acting as good as new.”
But what about new cars? Is it possible repair screens with various head-up displays and the innovative technology in modern-day
Victoria was particularly keen to outline the benefits of selling windscreen repair, on behalf of its distributors: “A lot of our sales go through distributors, many of whom then sell on to third parties. This is great for us, as we know that the motor factors really know their customers and we can build strong relationships with them over
“It’s also great for the garages because the motor factors understand their needs and can provide exactly what works best for them. Depending on volume sold, we offer good discounts for distributors, and they can then pass savings on to their customers, as well as ensuring that their profit line is protected.”
What about training?
Esprit offers training to both its retailers and distributors, with the purchase of a kit. For the latter, it offers “train the trainer” sessions, enabling them to train their customers.
Victoria said: “The kit is
straightforward to use and our training manuals and videos are available for free on our website, but we believe there’s no substitute for in-person training. We can carry this out at our training centre in Staffordshire, or we can come to the branch – we offer individual or group training, basically we can work around what’s required. This training is great because then motor factors feel confident in selling the Esprit kit and in training or demonstrating
To conclude, Victoria revealed what kit options are Elite kit is our premier kit, and this is suitable for the regular repairer. This kit is full of our in-house, British manufactured hardware and has enough resin for around 40 repairs.
“We also offer the Compact kit, which is great for the occasional repairer. It still has all the key components of the Elite kit but has enough resin for 20 repairs and is pared back to make it a more affordable option.
“We also offer our budget Classic Kit options, which do a great job and are modelled around our original kit. These Classic kits are good if cost is the key issue for customers, and, of course, it’s possible to upgrade hardware items, like the bridge and LED lamp. If anyone is unsure about which kit is right, the best thing to do is give us a call.”
For more information about Esprit, www.rdr.link/FAK008
Classic Kit
Elite Kit
Compact Kit
Car Spares Factors’ trade night hailed a ‘huge success’
Car Spares Factors (CSF) welcomed hundreds of eager customers and dozens of trade suppliers to its Southgate head office in September. Set against the backdrop of a beautiful autumn evening, the open marquee and warehouse brimmed with energy. Tom Henman reports:
It was a beautiful evening; it was the ideal setting to welcome 200 enthusiastic customers and 40 suppliers. I counted more than 30 CSF members from across its seven-branch network, everyone raring to go – even if a little nervous!
Any pre-event nervousness would have dissipated quickly, though, as the event exploded into life. The atmosphere was electric; CSF’s event brought together suppliers, industry professionals and enthusiastic customers. Guests, ranging from garage owners to fleet managers and mobile mechanics, explored the latest innovations shaping the automotive sector.
Sanj Shah, co-director of CSF, opened proceedings with a warm welcome, paying homage to the company’s origins.
Established in 1977 by Sanj and Avnish Shah’s father and uncles as Alpha Automotive Spares, the business has grown into a multi-site network, a fact that was clearly celebrated throughout the night.
As the evening progressed, visitors enjoyed networking, hands-on product demonstrations and exclusive deals, all while savouring wood-fired pizza and drinks. There was entertainment too, ranging from a racing simulator to casino tables and a prize draw – it was a night to savour.
Schaeffler VLS’ technical presentation a highlight
One of the standout moments was Schaeffler Vehicle Lifetime Solutions’ technical presentation. Brad Adams, an engine and chassis product specialist, discussed fitment challenges with modern timing systems and introduced Schaeffler’s LuK double clutch technology.
Another highlight came from Recoturbo, a company that has over a century of experience and expertise in the world of turbocharging engineering. Shane Woodford and Rio Mohammed brought their radical car to CSF to show off its turbochargers and boost technologies.
Shane said: “It was a really enjoyable
event and an honour to be part of. I am glad we brought the car along too, as it attracted a lot of attention. When we arrived, CSF staff instantly came to look at it on the trailer, taking pictures and commenting on it. For me that was one of my favourite moments of the evening, seeing them so excited, engaged and enthusiastic.
“They were extremely helpful too, helping us while we set up and on the take down. A big thanks to everyone at CSF; nothing was too much to ask.”
Rio added: “We were thrilled to be a part
Sanj Shah: “Business is about more than just supply and demand; it is about gaining insight from our suppliers and passing this information onto our customers. There is no better way to do this than through a trade event where our customers can network with our team and with our supply partners to learn about the industry and how it is constantly evolving.”
of the event and support the garage and bodyshop sectors. It’s wonderful to hear that the feedback has been so positive from both customers and suppliers.
“The turnout was truly amazing, and we’re so glad the event was such a success.”
‘More people turned up than anticipated!’
The superb turnout was something Sanj picked out too when reviewing the success of the event; in fact, more people turned up than initially thought – a compliment, perhaps, to the respect customers and suppliers have for CSF.
Sanj said: “This is testament to our loyal customer base and the work that the CSF team put in to promote the event. We speak to customers on the phone daily; however, meeting in person always helps build the long-lasting relationships which we have established since the business began.
“The exceptional support from our suppliers, with over 40 travelling from far and wide to exhibit at the event, made the evening truly remarkable.
“Business is about more than just supply and demand; it is about gaining insight from our suppliers and passing this information onto our customers. There is no better way to do this than through a trade event where our customers can network with our team and with our supply partners to learn about the industry and how it is constantly evolving.”
‘A privilege to support’
It is the hallmark of a great trade event when the attending suppliers send positive feedback, like the guys from Recoturbo did. It is reward and recognition for the hard
not only in terms of the suppliers that attended or indeed the amount of footfall the show had, but also the interest from customers. Everyone we spoke to on our stand were fully engaging and wanted to know more about the parts and the diagnostics on show.
“For both CSF and HELLA, there were a lot of conversations around the HELLA engine management systems we had on display, our rotating electrics programme, coverage and how well the brand of this product is highly thought of, and especially Hengst Filters.”
Meanwhile, Peter Dancer from Lesjöfors added: “A quick message to thank CSF for inviting us to attend, exhibit and network with the wider team and customers at the trade event – it really was a fantastic evening/event and a privilege to support.
“Your customers are now well-armed with the sales tools needed to upsell the
BM Catalysts’ Justin Little:
“What
a great
night
that was – well done
on organising one of the busiest ‘branch’ trade nights I think I’ve attended. Every piece of information and POS I took was handed out to garages; it really was a good turnout. Just wanted to say thank you and well done on organising a very successful event.”
features and benefits of Lesjöfors NEOX/Kilen Springs. Fingers crossed we have an exceptionally cold winter to support continued sales growth!”
The final word goes to Justin Little from BM Catalysts: “What a great night that was – well done on organising one of the busiest ‘branch’ trade nights I think I’ve attended. Every piece of information and POS I took was handed out to garages; it really was a good turnout. Just wanted to say thank you and well done on organising a very successful event.”
As the event ended, it was clear that the trade night was a milestone for CSF. With over 250 attendees, valuable business connections and promising opportunities, it
(L-R): Sanjiv Shah and Avnish Shah, co-directors, and members of their family.
Thinkcar UK tools ‘flying off the shelves’
With the need for diagnostic tooling and specialist equipment ever-increasing, Thinkcar UK is seeing its kit fly off the shelves – what should you be keeping an eye on?
Thinkcar UK offers a wide array of hand tools, as well as EV equipment, ADAS kit and more, and, according to its recently-appointed national sales manager, Steve Russell, the company is enjoying “very high sales through our factor partners”.
He added: “We are selling a lot via the members of the IFA, as well as through Motor Parts Direct. Thinkcar UK’s tools are also available via members of the PDP group.”
Big sellers include the THINKTOOL Euro Master Lite 8” scantool, along with the Thinkcar Euro Max (top-left), THINKTOOL Euro X10S, Thinkcar X5, and Thinkcar Euro Master X (top-right).
Steve continued: “Our kit is very flexible, and often astonishingly affordable. This makes it a great option for busy techs who want their own tools, as well as workshops looking to add to their wider array.”
The company also offers a unique remote diagnostics solution. One of the most popular tools for 2024 has been the THINKTOOL Euro Expert 195 9” diagnostic pad, which sells for £1,350 plus VAT –Steve commented: “This provides outstanding functionality backed by
“We are selling a lot via the members of the IFA, as well as through Motor Parts Direct. Thinkcar UK’s tools are also available via members of the PDP group.”
Thinkcar’s celebrated hardware quality.”
The company behind Thinkcar UK is Kent-based Impact Diagnostics, which became the official UK distributor for Thinkcar in 2022. This all-UK operation is “dedicated to offering some of the world’s best diagnostic kit, with extensive local support”.
It is believed sales are also being boosted thanks to a pair of offers. Anyone buying Thinkcar’s ADAS Mobile foldable calibration frame kit worth £9,995 plus VAT before 31st December will receive a THINKTOOL Euro Expert 195 absolutely free.
Meanwhile, Thinkcar UK is also offering buyers of its THINKTOOL Euro Max diagnostic device an extra year of software, taking coverage up to three years.
Steve said: “The additional year of software coverage saves users £650 plus VAT on the THINKTOOL Euro Max, making it one of the most complete diagnostic packages available on the market today.”
Finally, Thinkcar UK has just launched a new AI-enabled tool range with its THINKTOOL Euro 399 14” diagnostic device (top-middle). Thinkcar UK will be demonstrating its range at Mechanex Sandown later this month, with Darren Quinn, star of YouTube channel, Mechanic Mindset, also appearing on the stand. At the show, Thinkcar UK will be on stand D60.
Thinkcar Euro Expert 195
Klarius addresses the skills gap | Group acquired by CorpAcq
In early 2024, the Institute of the Motor Industry (IMI) reported that the vacancy rate in the automotive aftermarket was 43% above the national average. To ensure that vehicles of all ages have access to adequate maintenance support, it’s imperative that the aftermarket invests in the next generation of industry professionals, according to Klarius Products Sales Director, James Ellison:
According to the IMI’s UK Automotive Vacancy Overview report, the automotive aftermarket had 23,000 vacancies in January 2024. This is a significant shortfall that is coinciding with a growing, diversifying UK car parc. There are over 41 million vehicles on British roads, the highest number since records began, and successfully maintaining these cars and vans in future is largely dependent on encouraging people to join the industry.
“Employee progression is at the heart of our business. In terms of developing new talent, around 4.5% of our workforce are foundation level apprentices, which is 1 percentage point above the national average. Another 1.3% are completing degree level apprenticeships.”
“To
retain our experienced engineers, we provide opportunities for progression, through clear paths to progress from workshop to management positions, supplemented by additional training. We have a retention rate of eight years, twice the national average, with 20% of our team having worked at the company for 20 years or more.”
Attracting and upskilling garage technicians
Training is a good first step. On the frontline of delivering quality repairs to motorists, the capacity of a service garage is usually defined by its number of personnel. By reducing vacancies here, the industry can ensure there is adequate manpower to effectively maintain the large number of vehicles on UK roads.
Developing skills is also important for repairing modern vehicles with advanced driver assistance systems (ADAS) or electrified powertrains. In the event of a skills gap, there may be a dearth of qualified technicians to service vehicles equipped with these technologies.
Drivers of newer cars could experience long, frustrating waits to access the required expertise when the time comes for repairs or an MOT. Keeping safer and less polluting vehicles roadworthy is an absolute priority for meeting societal and environmental targets – all of which can be achieved by upskilling technicians.
Focusing on manufacturing expertise
Furthermore, developing the next generation of manufacturing experts is crucial. Without skilled personnel, providers of quality replacement parts will be less
productive, constricting component supply for repairs. Research and development activities will also slow, at best reducing choice for garages and motorists, at worst removing aftermarket support entirely. All scenarios make effectively maintaining the UK car parc more problematic.
This is entirely avoidable though. By providing apprenticeship opportunities for new talent, boosting investment in training and giving existing employees reasons to stick around, the automotive aftermarket can effectively reduce its vacancy rate. While schools and colleges play an important role, the onus is very much on businesses to step up. Here at the UK’s largest manufacturer of aftermarket exhausts, Staffordshire-based Klarius Products, recent winner of Employer of the Year at the 2024 Staffordshire Chambers Business Awards (far-left), we are leading the way.
Investing in people to support motorists
My colleague and the head of HR, Sarah Ratchford, explained: “Employee progression is at the heart of our business. In terms of developing new talent, around 4.5% of our workforce are foundation level apprentices, which is 1 percentage point above the national average. Another 1.3% are completing degree level
■ The Klarius Group, which includes Klarius, Emissco, KMT, Autologistiks and TIMEC, has announced that it has been acquired by the private investment company CorpAcq. This acquisition represents a “positive new chapter” for the company, with no disruption to daily operations or the team’s existing management structure.
In a statement, Klarius Group claimed CorpAcq, a well-established corporate acquisitions firm based in the UK, is known for its successful long-term investments in profitable businesses. It boasts a portfolio of more than 40 companies and has a “proven record” of maintaining the operational independence of the businesses it acquires.
Klarius Group confirmed there will be no change to the current board of directors, ensuring “stability and continuity” for all employees, customers and partners. CorpAcq will offer financial and management support to “help unlock the full potential of the business”.
Klarius Group Finance Director, John Hood, said: “We couldn’t have wished for a better outcome. This acquisition marks an excellent opportunity for the company, allowing us to continue business as usual while benefiting from the expertise and resources that CorpAcq brings.”
apprenticeships.
“To retain our experienced engineers, we provide opportunities for progression, through clear paths to progress from workshop to management positions, supplemented by additional training. We have a retention rate of eight years, twice the national average, with 20% of our team having worked at the company for 20 years or more.”
Addressing the large number of vacancies in the automotive aftermarket won’t be achieved overnight – it will take time to recruit and retain the right personnel. However, if businesses can properly invest in new talent and provide real opportunities for long-term progression, more people will find the sector an attractive place to work. If that happens, motorists will still be able to count on the expert maintenance for their vehicles.
For more information about Klarius, www.rdr.link/FAK011
TALK OF THE TRADE
Talk of the Trade is back for another round! The stories taken from PMM this month come courtesy of Bosch, Draper Tools, Thinkcar and East College student and apprentice, Tia Marsh.
Let’s start with Tia, who gave readers an insight into how her college course is going and revealed what she believes the trade could improve to attract more young people into it:
“A lot of people potentially have the idea that you don’t really have to work that hard when you study car repair. That is so wrong. Mechanics is such a heavy course. It’s so involved. It’s so technical. You have to learn so much in order to just do the basic job. And to do your job at a basic level, you have to have a good understanding of cars, but to do your job well, to a very high standard, you have to know so much because how can you fix something if you don’t know how it works? And everything in a vehicle is so interlinked, the systems interlink so much, it’s like looking at the human body.”
On attracting more people to the automotive aftermarket, Tia argued: “Before I knew anything about the trade, before I started as an apprentice, I think what would have made it more attractive is seeing that it is a potential job prospect because I didn’t. From school, growing up, there was never any encouragement. On careers day, they have the police and the ambulance and the firefighters and all these funky people in uniforms. I don’t ever remember mechanics.”
www.rdr.link/FAK012
Draper Tools, the brand behind Bunker Storage, has some advice on how effective storage solutions can revolutionise a workshop environment:
“Streamlined workflow: Effective storage allows you to organise your workspace based on the natural progression of repairs. Stock commonly used tools and fluids near the work bays, while less frequently used items can be stored further away but still easily accessible. This minimises wasted steps and keeps you focused on the task at hand.
“Time is money: Every minute spent searching for a missing tool equates to lost revenue. Implementing storage solutions, like modular cabinets and drawer systems, allows for clear categorisation and easy identification of tools. No more frantic digging – just a quick glance and an easy find. The time saved can ultimately translate into more jobs completed, more satisfied customers, and a potential boost to the bottom line.
“Safety first: A cluttered workspace is an accident waiting to happen. Tools spread across the floor create tripping hazards, while piles of parts threaten to topple. Investing in sturdy shelving, cupboards, tool chests, trolleys and designated storage areas for hazardous materials reduces clutter and minimises the risk of injuries.”
www.rdr.link/FAK013
Bosch’s workshop guide to its KTS diagnostic software, ESI[tronic] 2.0, continued. If you’re interested in the concept of ‘connected repair’, it might be worth giving this article your full attention:
“Time, energy and cost are a premium in any workshop. Making your workshop work in as hard and as efficient a way as possible is right at the top of most business’ agenda. If you are imagining a world where you can save time and cost without cutting corners or compromising quality, that world is a lot closer than you think. The Bosch ESI[tronic] 2.0 has some features that enable you to futureproof your workshop and have the support you need to focus on what really matters – the task in hand.
“Your workshop is your business. This is where the action is, and intuitive, connected technology that helps you improve the efficiency of your workshop can also make your life much easier. As technology continues to develop over the coming years, ‘connectivity’ will become less of a buzzword, more of an expectation. Bosch’s ESI[tronic] 2.0 is facilitating connected workshops, helping give the businesses of the future a head start today.
“Different workshops have different requirements, which is why each CoRe solution reflects this. Workshops can choose the package to best suit their needs based on the amount of connectivity they want to have.
“So why choose a greater level of connectivity? Well, Bosch argues that a simple system which is convenient for you and gives your customers peace of mind allows you to focus on the job in hand. The connected workshop stops you wasting time and effort on the small issues that can all build up to interrupt the flow of your day. Better still, these systems can be used in conjunction with ESI[tronic].”
www.rdr.link/FAK014
PMM Editor, Kieran Nee, paid a visit to DTA Group’s Martin Hind to find out more about the benefits brought by Thinkcar’s remote diagnostics offering.
Martin said: “Aftermarket tools, generally, provide a lot more flexibility than dealer tools. I can do things here that the main dealer can’t! I don’t just have Thinkcar tools, I have a range of aftermarket tools, and each one has its strengths. I am a massive fan of Thinkcar, though. The tools are just so intuitive and have a huge range of both cars they cover and tasks they can perform. If I just used my X10, I could still do most of my work. In my experience, Thinkcar tools can often do things that far more expensive tools can’t, so I’m happy with them, definitely.”
www.rdr.link/FAK015
Exol: ‘Supply the correct oil to protect the health of the engine’
Simon Matthews, product development manager at Exol Lubricants, is keen to emphasise the importance of raising awareness about selecting the right oils and lubricants for the colder months. He also highlights how advancements in lubrication technology are helping engines endure harsh winter conditions:
Lubricants are often referred to as the ‘lifeblood’ of an engine, playing a crucial role in protecting, cooling and lubricating moving parts. Just as a blood supply is vital to the body, the correct oil is essential for the health of an engine.
Exol is urging you to reiterate that using the wrong type or viscosity of oil may not cause an immediate failure, but it will gradually erode the protection recommended by the OEM. This could lead to long-term damage – and higher future costs of repair.
As temperatures drop, the performance of lubricants becomes even more critical. When an engine is started in cold weather, the oil must flow immediately from the sump to all engine components to prevent wear, particularly in areas under heavy load.
OEM recommendations are tailored to specific climates, meaning the right oil can make the difference between optimal performance and potential damage; for example, if a vehicle requires a 0W-20 oil but is instead filled with a 15W-40, the oil
flow will be significantly compromised at low temperatures, increasing the risk of engine wear.
Engine lubrication has evolved significantly since the days of the first automobiles. Modern engines are highrevving, high-torque machines that demand precise lubrication.
Unlike older engines that relied heavily on boundary lubrication, today’s engines depend on oils to act as carriers between surfaces, providing chemical lubrication at critical points of contact.
“Exol is urging you to reiterate that using the wrong type or viscosity of oil may not cause an immediate failure, but it will gradually erode the protection recommended by the OEM. This could lead to long-term damage – and higher future costs of repair.”
For more information about Exol Lubricants, www.rdr.link/FAK016
VLS chairman provides case update and impact of MVBEO
Harald Oosting, the chairman of the Verification of Lubricant Specifications (VLS), informs us about the latest lubricant investigations and the implications of the UK Motor Vehicle Block Exemption Order (MVBEO):
In 2023, VLS marked 10 years of upholding standards in the lubricants industry. Fast forward 12 months, and whilst we have made good progress, there is still work to be done to uphold standards and protect end users in the lubricants industry.
To date, we have investigated 121 cases. Twelve months ago, the figure stood at 90. In just one year, we have seen a rise in case investigations of 34%. In the past two years, we have opened 39 investigations, more than in the preceding six-year period.
The vast majority of cases continue to relate to passenger vehicle engine oils. This indicates not only the size of the market in comparison to other sectors but
also the level of complexity required to serve this consumer-orientated market.
Non-compliance with stated specifications remains the most frequent cause of complaint. However, conflicting or unevidenced OEM approvals, noncompliance with industry standards and low temperature properties have all increased their share of overall complaints in the past 12 months. In 2024 to date, half of the cases opened have related to conflicting or unevidenced OEM approvals.
Whether it be compliance with ACEA, the European Engine Oil Sequences, other market standards or conflicting or unevidenced OEM approvals, it is vital that end users can be confident that a product
can deliver what it claims and is suitable for use in the given application.
OEM specifications evolve over time, and marketers must be vigilant and regularly audit products, technical data sheets, and claims to ensure that products are in continued compliance; for example, VW 504.00/507.00 has kept the same specification reference, but some tests behind it have been updated, and the severity limits have changed. Companies cannot assume that just because a product
met a specification at a given time, it will continue to do so during the product’s lifetime. Only regular auditing and testing through comprehensive quality management processes can ensure that products remain compliant.
Our objective is always to bring products into compliance, and in many cases, this has been achieved. Products have been reformulated, affected stock removed from the market, technical data sheets and other marketing materials have been amended and updated as required. However, several cases have also been referred to Trading Standards due to noncompliance. Our Primary Authority relationship with Buckinghamshire and Surrey Trading Standards, which both organisations entered into in 2020, has proved effective in concluding certain cases where escalation by exception has been required to prompt action.
‘Immense change and pace shows no sign of abating’ EVs now have a much larger share of the vehicle parc, even if sales have stalled recently. Hybrid vehicles place immense stress on lubricants, with longer warm-up times and engines starting at high speeds and high revs once battery power has been exhausted. Lower viscosity fluids have continued to become more commonplace, but the vehicle parc is ageing. The latest 0W-8 oil could cause damage in an older vehicle, which requires a 5W-40, starving the engine of the protective lubricant film it needs and leading to increased wear.
Additives play a vital part in lubricant performance, delivering a variety of characteristics to combat wear and corrosion, and disperse the build-up of deposits. Along with the proliferation of lubricant products in general, we are concerned about the number of new companies entering the additives market. Their additives may be cheaper, but they may also not be fully tested or approved. This market development is one we are monitoring closely, as additives are a critical aspect of lubricant formulations.
We continue to be incredibly grateful to the members of the technical review panel and their organisations for their support. Without their expertise and our robust, anonymous process, we would not have the skills and resources to adequately investigate products and work with lubricant blenders, manufacturers, and distributors to assist them in taking the required action to bring products into compliance and protect end users.
Impact of MVBEO
The rights of third parties to provide OEM quality parts to the automotive aftermarket are protected in UK law within the MVBEO.
The MVBEO, which came into force in 2023, safeguards against anti-competitive practices amongst suppliers, manufacturers, and distributors in the automotive sector in return for limiting those rights amongst automotive manufacturers and distributors, which would curtail free and fair competition.
Amongst the rights contained in the Order are the right of third-party actors to:
• Supply OEM matching quality parts to the aftermarket, including lubricants and cooling fluids.
• Access relevant OEM technical information with which to develop, produce and supply OEM-matching quality parts based on market standards and OEM specifications.
• Unfettered access to supply these OEM matching quality parts without encumbrance to the automotive aftermarket.
“Along with the proliferation of lubricant products in general, we are concerned about the number of new companies entering the additives market. Their additives may be cheaper, but they may also not be fully tested or approved. This market development is one we are monitoring closely, as additives are a critical aspect of lubricant formulations.”
The law is clear, but there still seems to be some confusion in the marketplace. Our parent association, the United Kingdom Lubricants Association (UKLA), has produced some advice leaflets to clarify what the Order means for the supply, purchase and use of lubricants and cooling fluids in the UK.
VMs cannot impose the use of their own
lubricants and other fluids or those of a named lubricant manufacturer unless the VM is paying for the products; for example, warranty repairs or recall work. VMs can recommend the use of their own lubricants and other fluids or those of a named lubricant manufacturer, but they cannot be mandatory. OEM recommendations should always be accompanied by a relevant specification or market standard that allows the supply chain to correctly identify and choose the lubricants they wish to use.
What about warranties? VMs cannot withdraw their warranty if matching quality lubricants and other functional fluids are used that meet the VM’s requirements regarding quality and technical performance.
Workshops are free to choose any brand, so long as it meets the technical requirements of the VM and is of matching quality; therefore, you are free to supply a variety of brands for a variety of vehicles. If a VM ever wanted to contest the use of a specific lubricant that a workshop believed was of matching quality, it is their responsibility to prove that the lubricant does not meet the VM’s technical requirements.
VMs must provide all technical information, repair and maintenance information or RMI, including technical specifications on lubricants and other functional fluids, to whoever services, uses, maintains or repairs these products to enable their correct application.
You can be confident that the MVBEO is there to protect free and fair competition in the automotive aftermarket.
For more information about VLS, www.rdr.link/FAK017
Are additives at the top of your list this winter
With the colder weather setting in, will you see a seasonal shift in demand? While antifreeze, de-icers and winter tyres may top the list of customer purchases, stocking the right additives are equally important, according to Cataclean Key Account Manager, Maddie Bamber:
Additives play an essential role in maintaining vehicle performance and protecting critical systems during winter’s harsh conditions and lower temperatures. It is of critical importance to stock leading additives brands, like Cataclean, during this time of year.
‘Optimise performance and reduce harmful emissions’
Winter conditions create unique challenges for vehicles, from fuel degradation to increased strain on engine components. During cold weather, engines often struggle to reach optimal temperatures quickly, causing fuel to burn less efficiently. This can lead to carbon deposits and other harmful build-ups in the engine, fuel injectors and exhaust system.
Stocking our 8-in-1 leading additives range can help combat these issues. Our formula works to break down carbon deposits, improve fuel efficiency and reduce harmful emissions. By offering a solution that keeps engines running smoothly you can help garages meet seasonal demands while doing right by the driver.
With increasing pressure on the world to reduce emissions and adopt greener practices, stocking environmentally friendly products is more important than ever.
Fuel and exhaust system cleaners, like Cataclean, not only optimise performance but also help reduce harmful emissions, making them an eco-friendly option for conscientious consumers. Those motor factors that offer such solutions will align
“Winter conditions create unique challenges for vehicles, from fuel degradation to increased strain on engine components. During cold weather, engines often struggle to reach optimal temperatures quickly,
themselves with the growing trend toward sustainability, while also helping to support motorists in meeting emissions standards.
Cataclean,
Motul outlines its ‘fluid future’
Motul has brought the automotive industry, what it describes, all three major steps forward in lubricants in the last 70 years, and the company believes it is in the process of bringing its vision for the future of lubricants to the market. Here’s Motul UK Sales Director, Andy Wait:
Since our earliest days – long before the automobile was even conceived – we have been an innovator in the market. In the 1950s, we made the first major leap forward in automotive lubricants: multigrade motor oil. Previous to this, people had to change lubricants in summer and winter. This new wonder product could be used all year round, in a broad range of temperatures, thereby reducing lubricant consumption and maintenance.
Motorsport had for a long time formed a vital part of the testing and development process of new products. Success in motorsport, however, requires constant innovation, and in 1966 we launched
Century 2100 – the first semi-synthetic car lubricant – a product that withstood constraints and mechanical loads 10 times higher than the previous-generation mineral oil lubricants.
In 1971 we launched the world’s first fully synthetic motor oil – Motul 300V – using vegetal-derived Ester technology that had been developed for the aircraft industry. The 300V name refers to the 300 race victories that Motul cars had achieved.
A step into the future
Last year we launched our latest breakthrough range – NGEN – which we firmly believe is the formula for the lubricant for the future.
We analysed the market holistically and at the issues and trends in the industry. We observed that OEMs across the board have prioritised preservation of the environment and Community Social Responsibility and are heavily communicating their desire and determination to improve their environmental impact. In line with this and, given the large numbers of ICE vehicles that will be on our roads for many years to come, we decided to pioneer a sustainable oil range in every key aspect.
Vitally, however, we have developed lubricants that do not sacrifice performance in any respect to achieve this new level of sustainability; in fact, it is quite the opposite, as NGEN oils actually feature enhanced aspects of performance over their traditional counterparts.
NGEN’s green credentials extend to packaging, which both employs recycled plastics and is 100% recyclable.
Motul NGEN offers the opportunity for the individual to make a positive difference in sustainability when it comes to lubricating their vehicle, sure in the knowledge that this new range of lubricants will give them everything they need in terms of performance.
In 2023, when the range launched, it comprised two motorcycle oils – NGEN 5 and 7, which are designed to be used as an alternative to its very popular 5100 and 7100 series oils, and NGEN Hybrid, which is specifically designed for vehicles that use hybrid technology.
This year, it moves into the wider car market with the impending launch of NGEN 4 and 6. The new oils are compatible with vehicles that would normally use our 4100 and 6100 ranges. In more specific terms, NGEN 6 is a dedicated fuel economy formula, designed for recent vehicles powered by petrol and hybrid engines –suitable for applications requesting the latest API SP standard and ILSAC GF-6A.
NGEN 4, meanwhile, is a dedicated formula specifically designed for mid-aged vehicles powered by all fuel types. The formulation complies with ACEA A3/B4, API SP and multiple OEM approvals.
Further NGEN variants will appear over the next couple of years, including an ultrahigh performance version and heavy duty version for trucks and other HGVs.
A fluid future
We believe that the growth of EVs, as well as other alternative fuel types, means new opportunities will certainly develop; therefore, we have already looked at a ‘fluid future’ that doesn’t rely wholly on conventionally powered vehicles.
This is substantiated in a strategic partnership with Green Corp Konnection (GCK), a pioneer in carbonfree mobility solutions.
Together, we are working on enhancing battery performance and harnessing the power of hydrogen combustion. These advancements are expected to reshape the future of mobility, making it ecofriendlier and more efficient.
The partnership has already yielded some impressive results, both in terms of enhancing EV technology and with hydrogen power.
With regards to electric power, both companies have been working on
project to convert diesel buses to hydrogen in the Auvergne-RhôneAlpes region of France (left).
The thermal engine is replaced by a hydrogen fuel cell powering an electric motor. We take pride in providing dielectric fluid for the batteries of these new vehicles.
generate enormous amounts of heat. In this case, the fluid is in direct contact with the battery cells, enabling better thermal management during charge and discharge cycles, as well as an improvement in the overall performance and safety of the battery and a much faster charging time.
We have demonstrated the efficacy of the dielectric fluid on several high-profile concept vehicles, including the Caterham 7EV and our own electric Lancia Delta Integrale (far-left).
Hydrogen is also coming more and
Sixteen buses will hit the roads this year, with a target of 50 by 2026, thus heralding a promising era for new mobility.
In conclusion
Overall, we are looking at what we think will be a golden period for downstream specialist lubricant companies, such as ours, in the coming years; however, we also see ourselves more and more as a fluid technology company, with a constantly strengthening sustainable outlook through exploring new opportunities in both traditional lubricants and alternative-fuel vehicle-related fluids. There are exciting
Duckhams warns of long-term engine wear from lo w-quality oil
Chris Clarkson, the global technical and procurement officer at Duckhams – which is celebrating its 125th year in 2024 – offers an in-depth insight as to why product quality counts when it comes to engine oil:
Passenger car engine oil is an incredibly competitive market, with new brands entering the sector frequently. Pressure on margins is high, with motor factors and workshops alike looking to balance rising costs and inflation against drivers looking to save money where possible.
There’s a saying that if something sounds too good to be true, it probably is, and it could certainly be applied to the complex, changing world of engine oil.
With rapid increases in labour, parts, fuel and insurance costs, workshops are looking to make cost savings where they can. You might be looking at cheaper products to pass on cost savings to customers and offset your own rising costs, but I urge you to be cautious when it comes to engine oil.
Engine oils are not just commodity products; that’s why at Duckhams Oils, we have highly engineered products in Classic Q, Hypergrade, QS and QXR that play a vital role in achieving fuel efficiency and emissions regulation targets, making them a key component in vehicle performance and longevity.
Using a poor quality oil probably won’t result in obvious damage from day one; however, over time, it can cause increased wear to critical parts of the engine. These parts will break down quicker, and fuel efficiency will be compromised. All this creates knock-on costs for motorists – and potential damage to professional
“Using a poor quality oil probably won’t result in obvious damage from day one; however, over time, it can cause increased wear to critical parts of the engine. These parts will break down quicker, and fuel efficiency will be compromised. All this creates
reputations – that could be avoided by using the correct, quality engine oil.
Poorer quality, cheaper engine oil will likely be made from group one or mineralbased base oil from unreliable sources or emerging markets. The additives are unlikely to have been through full development or testing.
By contrast, premium engine oils, like Duckhams QXR and QS oils, are made from high-quality materials in a formulation proven through multi-million-pound testing. The base oil is likely to be a more refined group two or group three oil, which gives
better stability and thermal oxidation properties. This ensures the lubricant performs well over the lifetime of the oil drain interval.
While some oils may be cheaper in the short term, they are unlikely to reduce the cost of ownership in the long term. Wellknown, trusted brands have been around for decades, developing products to meet the changing needs of the vehicle parc and investing in OEM approvals to confirm their claims.
If you are offered a private label formulation or branded product that sounds
■ Partners and distributors from around the world gathered at a Duckhams’ VIP event at the final round of the 2024 British GT Championship at Brands Hatch.
Guests were treated to a pitlane experience and the chance to hear from Silver-Am Championship-winning British GT driver, Adam Smalley, and Duckhams’ British Touring Car Championship driver, Daryl DeLeon. Each opened up about their experience during the season and the difference Duckhams’ support makes to their success.
British GT 2024 and Porsche Carerra Cup GB 2023 winner, Adam, said: “As a driver, I rely on every aspect of my car’s performance to give me an edge. Engine reliability and performance are key, and that’s where Duckhams plays a vital role. Its oils provide the protection and efficiency needed for my car to perform at its peak during some of the most intense moments of racing.”
At the event, Duckhams debuted its new corporate video, showcasing the milestones in its 125-year legacy and its plans to shape the industry’s future for the next 125 years and beyond.
Duckhams Chairman, Jabir Sheth, welcomed the guests and highlighted that “brands do not make people, but people make brands”. Mike Bewsey, global CEO, shared Duckhams’ plans for growth across Europe, MENA and Asia through its new global leadership team. Rajat Moitra, global CMO, highlighted the brand’s marketing plans, including motorsports partnerships and digital initiatives such as loyalty apps for workshops.
A highlight of the VIP event was the Duckhams Partner Awards. A range of global distributors were awarded for business excellence. Duckhams and motorsports have been synonymous with each other during the brand’s 125-year legacy. This began with the land-speed record in 1948 and extends to numerous F1, BTCC, British GT, Formula Ford and BRIC Superbikes championships with celebrated drivers of yesteryear, like Colin Chapman, Ayrton Senna, James Hunt, John Surtees and current champions, like Dan Cammish, Shaun Balfe, Adam and Daryl.
too good to be true, don’t be afraid to challenge and check. Ask the supplier to provide technical data sheets to confirm that the product has the correct approvals. Look closely at the language they use. Is the product actually approved by an OEM, or just ‘suitable for use’ or ‘meets the requirements of’? There’s a big difference. By investing in OEM approvals, a manufacturer has proven that a product is suitable for the application. The product will have gone through hours of testing at a significant cost.
Go online and check if the brand has registered with European lubricants organisations, ATIEL and Sail Europe. Any lubricant marketer claiming any ACEA performance standards must be a signatory of the European Engine Lubricant Quality Management System (EELQMS) marketers’ Letter of Conformance, even if they are based in the UK and only sell products in the UK. This can be checked simply and easily at www.rdr.link/FAK020
You can also contact the OEM or the Verification of Lubricant Specifications (VLS), if you have any concerns about a product. VLS is an independent organisation which investigates complaints about engine oils and other lubricants. I have volunteered on the VLS technical review panel for the past three years and have seen first-hand some of the problems when engine oil suppliers push the boundaries. It seems to be a growing trend.
With margins under pressure, it is tempting to look for cheaper formulations; however, formulations must be proven, products must be able to deliver what they claim and be safe to use for a vehicle’s lifetime. Give yourself and your customers peace of mind by choosing quality oils.
For more information about Duckhams, www.rdr.link/FAK021
Lumileds: ‘Classic cars drive LED retrofit sales – despite modern vehicle restrictions’
Lumileds UK Business Manager, Richard Armstrong, explains why LED retrofit lights – despite their ineligibility for modern cars – could still represent a lucrative opportunity:
Halogen bulbs remain the most common type on the market, especially for headlamps, but LED lights are increasingly the OE choice. For a long time, there have been LED retrofit lights – which are a direct halogen replacement – available to purchase.
These bring with them all the advantages LED lighting has to offer –longer life, greater brightness and increased durability – but UK legislation still lags way behind technology in the case of vehicle lighting.
Our regulations are all based around bulbs with filaments and, of course, LEDs don’t have them! For modern cars in the UK, retrofit LEDs – though not illegal to buy or sell – are currently only legal for off-road and competition use. Despite this sales of retrofit LEDs are on the increase!
For a while, some MOT stations were even turning a blind eye to cars fitted with them, providing the alignment was correct and the bulbs fulfilled the basic MOT performance criteria.
Since 2021, however, MOT stations have
However, as the regulations state that “existing halogen headlamp units on vehicles first used on or after 1 April 1986 must not be converted to be used with high intensity discharge (HID) or light emitting diode (LED) bulbs” pre-1986 cars are not subject to these regulations.
Increasing classic car popularity indicates opportunity
Classic cars, which continue to increase year-on-year, represent a significant and growing sales opportunity. The Federation of British Historic Vehicle Clubs’ 2020 survey revealed upwards of a million vehicles of this age on our roads, the vast majority of which could, amongst many other sales opportunities, potentially benefit from having LED retrofit lights.
Philips’ lighting has been renowned in the automotive industry for more than a century. Almost every major innovation in automotive lighting over the last 60 years has come courtesy of its lights: first with halogen lighting, followed by highperformance halogen bulbs, HID Xenon
world, has various ranges of LED Philips retrofit headlamp bulbs that could be suitable for historic vehicles.
This now includes the innovative Philips LED Ultinon Classic range, which is designed to mimic the look and feel of the original halogen bulb, with a 3,500 Kelvin warmth like classic lighting, but offers substantially better lighting performance than a standard bulb – +80% – as well as a lifetime that is several times longer than the equivalent halogen bulb.
Philips Ultinon Classic lights are available as H4, H7 and H11 equivalents. LEDs are also available for interior and positioning applications, and the bulbs are ‘plug-in-and-play’, so upgrading to a safer, better-performing lighting set-up could scarcely be easier.
This means owners of classic cars, many of whom want to keep the look of their cherished automobiles as close as possible to how they looked in period, can now enjoy all of the benefits of an LED through a product designed to suit their specific needs.
Philips OE products are fitted to one in three new cars sold in Europe, and they are all are designed and developed following strict quality control processes – including applicable ISO norms – leading to standards. Its aftermarket products are manufactured with the same processes and materials as their OE counterparts, on the same production lines, so quality is assured.
For more information about Philips, www.rdr.link/FAK022
OSRAM: ‘We’re
lighting
the way this MOT season’
OSRAM believes there are plenty of upselling opportunities during MOT season and is reiterating its message about stocking and selling OE quality bulbs.
Lighting Marketing Manager, Terri Clark, explains why, with OSRAM, nobody will be left in the dark:
According to DVSA data analysed by the RAC, lamps, reflectors and indicators continue to be the most frequent reasons for vehicles failing their MOTs, at just over a quarter (25.5%).
Especially with the safety element of bulbs, it’s clear from this statistic that drivers are not regularly checking, changing and updating the bulbs in their vehicles, giving technicians the chance to upsell during MOT season.
Therefore, it is important for technicians to sell products to their customers that they can trust and so, should look for a brand that is renowned for its premium quality products in the industry. With more than 110 years in the automotive sector, we have a bulb solution for every need.
Unless a headlight has blown, for example, drivers don’t generally notice if their bulbs are performing poorly, so rarely have them replaced in time for the MOT; however, we suggest that when technicians are looking at the bulb section of the MOT, they should consider if the bulb is putting out less light and if it will
need replacing soon.
The filament of any headlight bulb deteriorates with use, time and exposure to the elements. At the end of a typical service, headlights produce less light, reducing a driver’s night vision. Our tests have shown that a standard halogen bulb loses 30% of brightness after 500 hours of use – so it is important for technicians to be proactive.
Having MOT peak season in months where the nights start to get darker earlier may mean that they need replacing sooner. Helpfully, with the MOT, drivers are forced
“Having
MOT peak season in months where the nights start to get darker earlier may mean that they need replacing sooner. Helpfully, with the MOT, drivers are forced into looking at their vehicle to see if there are any problems that need resolving, meaning this is the perfect time for technicians to talk to them about their bulbs.”
■ Xenon range
OSRAM upgrade xenon bulbs generate up to 220% more brightness when compared to the minimum legal standard. Xenon bulbs also use less energy and have a longer life span than halogen bulbs.
Products that are prominent in this portfolio include the XENARC NIGHT BREAKER 220, which is OSRAM’s brightest xenon upgrade bulb. It has a 250m long beam and up to 20% whiter light, allowing drivers to see further and, therefore, respond to the conditions on the road earlier.
If a driver is looking for a whiter light, we offer the XENARC COOL BLUE Intense (Next Gen), which also offers up to 150% more brightness than the minimum legal standard.
However, if a driver is focused on a reliable bulb that will last a long time, the XENARC ULTRA LIFE has a 10-year guarantee, which is up to four times longer than a standard bulb, providing the driver extra reassurance and saving them costs.
Finally, the XENARC® ORIGINAL, which has a four-year guarantee and is OEM quality. These bulbs fit a variety of vehicles and are of premium quality manufactured in Germany.
into looking at their vehicle to see if there are any problems that need resolving, meaning this is the perfect time for technicians to talk to them about their bulbs.
Bulbs are a safety critical component, but many drivers may not fully appreciate the dangers they may face if their bulbs are not updated regularly, and they allow them to burn out. This will leave them without an efficient way to light the road in front of them, and also doesn’t allow other drivers on the road to see them.
It’s also important that workshops start billing for the changing and fitment of bulbs if they do not already. It’s a lucrative revenue stream that workshops do not take advantage of because it’s a smaller job and, on the majority of vehicles, doesn’t take a lot of time. Naturally, supplying the bulbs to the workshops is good news for you too.
As with any job a technician does, there is product, time and skill put into it, and,
WINTER PRODUCTS & LIGHTING
■ Halogen range
Due to their impressive beam range, performance and longevity, our halogen bulb offering has always been incredibly popular.
Similar to its xenon counterpart, the NIGHT BREAKER 220 is our brightest halogen bulb for cars and motorcycles, with up to 220% more light on the road and up to 150m long beam. Our headlight bulbs have up to 20% whiter light compared to the minimum legal standard, providing more light and improved visibility, which can help drivers react to road conditions more quickly. The NIGHT BREAKER 220 is available in H4, H7 and H11 ECE types with a new gold cap.
For a more modern and stylish look for halogen applications, the COOL BLUE INTENSE (Next Gen) is perfect, with extra white light for an LED look, and is ideal for use in clear-glass headlights with its modern design with a silver cap.
For drivers that are looking for a reliable headlight and aren’t worried about anything ‘flashier’, our ULTRA LIFE is the ideal solution, with a four-year guarantee and up to a 100,000km (62,000 miles) service life.
Finally, in the halogen range, we have the ORIGINAL Line 12V, which is an OEM quality product. It is tried and trusted by VMs across Europe and, therefore, covers a wide array of applications for both headlight and auxiliary applications.
especially as the technician should be aligning the bulbs after fitment, can take at least 15 minutes, which should be billed to the customer. While workshop owners may say that it’s not worth the hassle with a customer, it’s a job that has used time and resource that may be costing the business thousands of pounds a year, if not charging customers.
At OSRAM, we have a vast range of bulbs to suit every driver, so during this
MOT season, we urge the sector to think seriously about bulbs – what’s the quality of the bulbs being bought? Do they comply with all the ECE regulations? Has the alignment of the bulbs been checked once fitted? Bulbs are a safety critical component that should not be overlooked. With OSRAM, no one is left in the dark!
For more information about OSRAM, www.rdr.link/FAK0023
HELLA customers staying dr y thanks to wiper promotion
HELLA is confident its customers will stay dry this winter, thanks to a company-branded golf umbrella they received every time they made a £200 order of HELLA wiper blades through October.
If that wasn’t enough, HELLA also reduced the price of its wipers across the board during the month. The limitedtime offer was timed to coincide with peak wipers season.
HELLA Product Manager – Wipers, Ian Mattacola, said: “With unsettled weather more pronounced and rain a certainty through the next few months, garages will be advising their customers to replace their wipers on a regular basis. This means
factors will be selling far more wipers, and we wanted to make sure they were also protected from the weather!”
HELLA has a wiper blade offering comprising of 94 part numbers, covering a host of vehicles – Ian added: “HELLA’s wiper blades cover almost all models. When fitting, technicians find HELLA wiper blades easy to install, saving time and optimising customer service.”
The category is divided into a number of individual ranges, including Cleantech aerodynamic flat blades, Easy Set OE and Easy Set Upgrade flat blades, Rear Plastic, Rear Flat, Hybrid, to name but a few.
Ian concluded: “The range is specially designed for vehicle workshops that place great importance on quick selection, simple installation and for October, even more competitive prices than ever,” said Ian.
Factors that took up the offer should receive their umbrellas during November.
“With unsettled weather more pronounced and rain a certainty through the next few months, garages will be advising their customers to replace their wipers on a regular basis. This means factors will be selling far more wipers, and we wanted to make sure they were also protected from the weather!”
For more information about HELLA, www.rdr.link/FAK024
Winter opportunities aplenty with heaters and blowers, says Nissens
Jan Zieleskiewicz, Nissens Automotive’s marketing manager,
believes stocking quality heaters and blowers could pave the way for a healthy revenue stream this winter:
While the heater may not be used much in the summer, the blower plays a crucial role in circulating cooled air when the AC is running. As the weather changes, both the heater and blower work together to keep the interior warm and comfortable during cold winter days and nights.
As a result, the arrival of very cold weather can put considerable pressure on these two key components, as it’s likely that both will be working almost continuously, which may lead to their failure and consequent replacement.
Although the major components within the vehicle’s HVAC system do the main work, the heater and cabin blower both have vital roles, as they heat the cold air
effectively around the cabin respectively.
Heaters and blowers may look like simple parts compared to other climate comfort system components, but when they fail, they can lead to serious issues and can take time and be expensive to replace. So, particularly when servicing aging or high mileage vehicles, you should be encouraging your workshop customers to thoroughly inspect these parts of the system during a vehicle’s annual check and, if either need replacement, use only premium quality products, such as those manufactured by us here at Nissens Automotive (Nissens).
Quality vs price
Although offering a budget product might seem appealing, it is always a false economy. In contrast, opting for quality parts is the most cost effective and profitable route, as it maintains the workshop’s reputation, as its customers benefit from a reliable, long-term solution.
In addition, heater or blower replacement may require
the vehicle’s dashboard, so changing the original part for a low quality version that is not so robust and may fail prematurely, means an expensive job will have to be done again, resulting in an unhappy customer and a damaged reputation for the workshop.
A premium quality replacement heater, however, ensures no issues with fitting, insufficient heat exchange performance or coolant leakage. Similarly, for blowers, proven quality parts that ensure smooth operation, efficiency and durability will safeguard cabin comfort and maintain the correct performance of the AC system, especially the compressor.
‘Same performance levels as the OE’
We are a thermal management expert; our replacement components are designed and manufactured in accordance with our strict genuine Nissens quality standards. This means they operate to the same performance levels as the OE.
As a specialist manufacturer that is focused on providing aftermarket solutions, we are aware that elements within a heater and a blower are prone to wear or fail, so, therefore, we are able to ensure that these components benefit from extra attention.
As a result, our heaters include high performance core tubes with turbulators, the core fins have louvres to ensure efficient heat exchange properties, and they are fitted with EPDM gaskets to resist thermal stress. When it comes to its blowers, they incorporate a high-quality electric motor armature, durable carbon brushes with power surge protection and robust control units and electrical resistors.
For more information about Nissens, www.rdr.link/FAK025
Autoelectro: ‘Quality should be priority as winter a pproaches’
With nearly 40 years of expertise and close to 5,000 part numbers in its portfolio, Autoelectro is partner of many motor factors. As winter approaches, the company is reminding its customers of the critical role quality and reliability play in remanufactured parts, particularly starter motors and alternators.
Winter can be a demanding season for vehicle electrical systems, with cold weather increasing the need for reliable components that keep vehicles running smoothly.
Harsh winter conditions strain vehicle electrical systems, which means an increased demand on alternators and starter motors. During this period, drivers rely more heavily on essential electrical features, such as headlights, heaters and wiper blades, putting additional pressure on alternators.
Autoelectro’s Harnek Bhogal said: “All our products are remanufactured here in the UK and are engineered to perform under tough winter conditions. Using the latest OEspec testing equipment, and backed by a comprehensive two-year warranty, we ensure every part is built to last.”
As temperatures drop, engines become harder to start, leading to potential issues with starter motors. Autoelectro often sees
an influx of ‘burnt-out’ cores due to excessive cranking during colder months.
Harnek continued: “Common winter failures we encounter include starters being ‘stuck in mesh,’ where they fail to disengage after engine start-up, and overheating issues caused by low or flat batteries. These types of failures highlight the importance of fitting high-quality replacement parts, especially during winter.”
Autoelectro committed to excellence
Since its founding in 1986, Autoelectro has remained “steadfast” in delivering the “highest standards” of remanufacturing. All of its starter motors and alternators are ISO9001 certified and incorporate many OE components, which, the company claims, ensures they meet or exceed OE specifications.
This level of quality should give you confidence in supplying parts that will withstand winter demands. Unlike “cheap copy parts”, Autoelectro’s components undergo stringent testing to ensure reliability.
Harnek summarised: “As the saying goes: ‘Buy cheap, buy twice!’ We believe our products provide the peace of mind customers need.”
Value extends past the box! Autoelectro’s support for its customers surpasses the parts themselves. Its iconic
red and white product boxes include detailed technical notes, both in-box and online, to assist professionals when faced with a repair. They offer valuable fitting advice and insights into common vehicle faults, meaning Autoelectro’s customers provide added value to their customers.
Furthermore, Autoelectro’s experienced technicians work with old cores, identifying recurring issues and getting to the root causes of any vehicle problems.
Harnek revealed: “This approach positions us as more than just a parts supplier; we provide crucial insights into potential issues associated with specific engines or vehicle models. By equipping professionals with the necessary information, we ensure that they can complete their work to the highest standard.
“Consequently, this gives customers the peace of mind – critical knowing that winter and the aforementioned challenges are not that far away.”
As winter approaches, Autoelectro is encouraging you to emphasise the importance of high-quality, reliable replacement parts. Autoelectro believes the combination of remanufacturing, expert technical support and environmental responsibility makes it the complete package – any time of year!
What's New?
New alternator added to portfolio
AS-PL has increased its alternator offering. The new product (A0986S) belongs to the company’s Standard line, dubbed a range that “merges quality with a reasonable price”.
Applications include the SEAT Arona, 1.6 TDI and Ibiza 1.6 TDI, Volkswagen Polo 1.6 TDI and T-Cross 1.6 TDI.
AS-PL offers more than 27,000 different units with almost 720,000 part numbers. These are divided into Premium and the aforementioned Standard lines. Passenger cars, HGVs, agricultural vehicles, boats, motorcycles and industrial vehicles are all included.
Rubber floor mats
Town & Country Covers has revealed its newest product: rubber floor mats for the Iveco Daily (2014onwards).
The mats are carefully designed; a process that involves hand measuring the vehicle and drawing on experience ensures a “perfect fit”. They also are designed to have the same fixation points as originally in the vehicle to ensure they stay in place, as well as being styled to match the interior of the vehicle.
The company revealed the mats are fully waterproof, easy to clean and do not have “the unpleasant smell that accompanies some rubber mats”. A 13mm lip around the edge of the mat helps prevent spills or dirt potentially ruining the interior.
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TPMS products revealed
Tyre pressure monitoring systems (TPMS) are helpful for vehicle safety in wet and icy conditions, offering real-time alerts on tyre pressure and temperature. Since 2014, TPMS has been mandatory for all new EU passenger vehicles, with the requirement extending to new CVs in July this year. TPMS improves safety, handling, fuel efficiency, and tyre lifespan, according to Hamaton, which provides a range of TPMS products, including diagnostic tools, sensors and valves – designed for all vehicle types. Sensors, such as the EU-Pro Truck 1.0 and BLE aftermarket sensors for Tesla, are built and certified for durability.
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Upgraded cabin filter
MANN-FILTER has introduced its latest innovation in cabin air filtration with the FreciousPlus air filter, now enhanced with nanofiber technology. Designed to combat ultra-fine particles, this new filter ensures cleaner air inside vehicle cabins by effectively trapping eventhe smallest pollutants, which pose serious health risks. The FreciousPlus also continues to offer protection against allergens, bacteria and mould.
Available since January 2024 for BMW 5 Series and 7 Series saloons, the FreciousPlus FP 38 004 is now also fitted to the 5 Series Touring. Engineered to resist humidity and temperature changes, the company claimed the filter offers long-lasting
Product Spotlight
Brembo reveals new product clusters I Carbon-ceramic discs introduced too
Brembo Essential is the perfect entry-level range for those new to replacement aftermarket parts. With Brembo’s hallmark focus on quality, it includes brake drums, shoes, hydraulic components and remanufactured calipers.
Brembo Prime, the self-titled premium line, is designed for those seeking exceptional components for cars, LCVs, trucks or motorbikes. Developed by Brembo’s engineers to match vehicle specifications and enhance performance, it offers brake discs, pads, calipers, brake fluid and other brake accessories.
Brembo Beyond focuses on future mobility with two specialised ranges. The Beyond Greenance Kit delivers Euro 7compliant braking solutions, cutting emissions by 80%, while reducing overall running costs. It’s now available for saloons too. Meanwhile, the Beyond EV Kit caters to electric and plug-in hybrids, featuring specially coated discs and innovative pads that are corrosion-resistant for over 100,000km.
In light of how the aftermarket operates and how it has evolved, Brembo presented its entire range of replacement solutions at Automechanika 2024, segmented into product families. Each one is designated to answer specific customer and
confidence. The Brembo Pista Kit is tailored for motorsport, with race-spec calipers and discs.
Each product family is designed to simplify the selection process for customers, helping them find the appropriate solution for their specific needs in the evolving automotive aftermarket.
Carbon-ceramic brake discs released into aftermarket
Brembo Xtra is suitable for those who want a bit more flair. This line is aimed at car and motorbike enthusiasts looking for performance and style. It includes drilled and slotted discs, high-performance pads, coloured aluminium calipers, and advanced brake fluid. The new Brembo
Sport brake disc has also joined this range.
Brembo Upgrade represents exclusive performance for driving enthusiasts. Drawing from Brembo’s success on track, this line includes Gran Turismo systems, with calipers, pads, discs, and other components that deliver outstanding everyday braking as well as track-day
Finally, Brembo Carbon Ceramic Material (CCM) brake discs are now available in the aftermarket. Offered as standard or optional on powerful supercars, the exclusive disc is now available as a spare part.
All Brembo aftermarket products are available on the Bremboparts app, which now includes motorcycle parts and a branch locator feature.
