Professional Motor Factor Summer 2021

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FACTOR SUPPLEMENT

PROFESSIONAL

MOTOR FACTOR

Reporting on PMF’s visit to Titan Motor Factors

EXHAUSTS & EMISSIONS EGR valves and the opportunity they present to factors

DIAGNOSTICS & TOOLS Futureproofing your diagnostic tool offering

FILTERS The health benefits of Hella Hengst’s Blue.care cabin filter range

SUMMER 2021

MAKING HISTORY Looking back through time at the evolution of the car battery

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 21 ISSUE 7 SUMMER 2021

CONTENTS

6-8 NEWS

10-14

PEOPLE & INDUSTRY ©Kenishirotie/AdobeStock

17-19

BUSINESS & TRAINING

REGULARS

21-24

MARKET TRENDS & ANALYSIS

FACTOR SUPPLEMENT A trip to visit Titan Motor Factors............................................................................................................28

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

Autovaux Car Parts and its relationship with ECOBAT....................................................................30 Face-to-face with MPD’s Darren Wykes and Kevin Blazey............................................................32

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

An insight into YMF Car Parts and the bilstein group ......................................................................34

IAAF Update ....................10

EXHAUSTS & EMISSIONS Sitting down with Tobey Massey, Managing Director of BM Catalysts ......................................37

Appointments ..................11 Talk of the Trade ............22 Environmental Insight ..25

Capitalising on the opportunity presented by EGR valves ........................................................…38

DIAGNOSTICS & TOOLS A look at Sealey’s 2021-22 tool catalogue ..........................................................................................41 Why factors should consider futureproofing their diagnostic tool offering ..............................42

Special Report ................27 Product Spotlight ..........48

The upselling potential of battery support units................................................................................44

FILTERS A look at UFI Filters’ FormulaUFI range................................................................................................46

What’s New? ..................49

How Hella Hengst’s Blue.care cabin filters can protect vehicle occupants ............................47

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VIEWPOINT

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

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

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

Learning from each other In any walk of life, everybody is different. With diverse ideas and alternative ways of doing things, no two people are exactly the same. And yet, we still learn from the people we interact with, be it friends, family, or those that we are in competition with.

For a business to succeed, it must also look to accommodate other strategies. In the case of motor factors, perhaps one company can use another’s delivery methods as a means of improving its own operation, for example. On the flip side, a factor could examine one of its competitors and decide that it does not wish to approach things in that way, but that’s still learning. Instilling this mindset is sure to lead to growth, so be sure to check out our brand new Factor Supplement feature to see what your business can learn from your fellow factors.

Within the feature, we take a look at Titan Motor Factors’ approach (page 28). The company’s Directors Damon Peacock and Nick Mace were keen to emphasise their focus on the manipulation of data and the development of staff. Both of these criteria have had a huge impact on Titan’s strict approach to the sites that it considers opening up; Damon and Nick would simply refuse to open a site in a location that was not backed up by their data, didn’t have the right group of people, and would not allow for their staff to adequately develop. This is an admirable approach, one that new and ambitious factors could take on board.

As for a more established business, Motor Parts Direct’s Managing Director and Marketing Director Darren Wykes and Kevin Blazey kindly invited us to the company’s new headquarters for an interview on page 32. Amongst other things, we discussed MPD’s efforts to create a fulfilling working environment for its employees; Darren noted how sales staff have been provided with online training in order to be as good at their jobs as possible, and that nobody within the company is ever “just a number”. Kevin reiterated this by stressing that MPD has a “friendly” ethos, and perhaps this basic – but effective – tactic can stand any business in good stead.

Nobody – and no business – is exactly the same, and there is no ‘one-size-fits-all’ approach, but that doesn’t mean that there isn’t plenty to be learned from looking at another business from an outside perspective. When applied to your own business, you might just find that these minor details are what you’ve been missing all along.

Enjoy the issue and have a great summer!

Copyright © 2021

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

IN MEMORY OF BRYAN SHANNON It is with much sadness that we have to announce the recent passing of our publisher Bryan Shannon. In a career spanning more than 50 years, it’s no exaggeration to say that Bryan helped to change the established order of trade magazine publishing in the UK. His visionary ideas on distribution, utilising the trade counters of leading merchants and wholesalers, commitment to editorial excellence, and market-leading circulations quickly established the Professional series of titles as essential reading for thousands of hands-on tradespeople. Today, the extensive portfolio includes highly regarded titles in numerous sectors, including automotive, construction, and hair and beauty, as well as a number of popular trade shows such as MECHANEX, TOOLFAIR, and ELEX. As well as considerable magazine success, Bryan’s other great legacy is the wonderful opportunities afforded to legions of budding journalists and advertising sales representatives to cut their teeth at Hamerville Media Group, many of whom have subsequently gone on to run their own successful businesses within the sector. The company’s iconic cockerel figurehead, which he chose to reflect the importance of being up first with the news, will continue to have much to crow about in the years to come.

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NEWS Automechanika Frankfurt with new concept for 2021 This year’s Automechanika Frankfurt, held between 14th and 16th September, will be unlike any other with its once-only ‘Digital Plus’ format.

In addition to a compact physical exhibition, Automechanika’s primary focus is on offering all participants the opportunity to network and present their companies digitally. The new offer, which is currently being introduced to the industry, reduces trade fair preparations to a minimum. Next year, the international trade fair will return to its familiar format on the Frankfurt exhibition grounds from 13th to 17th September 2022.

Organisers have decided to change course regarding preparations for the first-ever hybrid Automechanika, at least for the physical exhibition. Detlef Braun, Member of the Executive Board of Messe Frankfurt, had this to say: “As a result of the continuing difficulties posed by the pandemic, we will not be able to satisfy our customers’ expectations for a leading international trade fair this September. Not only does the event

require official approvals, but it also has to be possible to travel internationally.

However, this does not change the automotive industry’s need for a platform where it can do business this year – and our customers and industry associations agree.

That is why we have decided to modify our concept for this year’s Automechanika; in keeping with the ‘plug-and-play’ principle, we are offering opportunities to exhibit and network in person on the exhibition grounds while keeping preparations, risks and costs

to a minimum.”

The new concept offers companies a range of presentation formats from which to choose, as well as various networking lounges where in-person business encounters can take place in accordance with the applicable coronavirus protection measures. Companies that are unable to travel to Frankfurt due to travel restrictions can present their products on a digital platform, where they will also be able to meet and network with visitors digitally.

Borg Automotive acquires SBS Automotive Borg Automotive, one of the largest automotive parts remanufacturing companies in Europe, has acquired SBS Automotive.

Borg Automotive products are sold under four different brands: Elstock, DRI, Lucas and TMI. The acquisition marks the addition of a new business component to Borg Automotive, opening the door to a new market in which the company is not currently active.

The addition of SBS Automotive is a component of Borg Automotive’s ambitious growth strategy, based on both organic growth and acquisitions. The purchase of SBS Automotive provides access to new markets, new customer segments, and new products.

Borg Automotive’s CEO Kim Kruse Andersen commented, “We are very pleased to be able to welcome SBS Automotive as part of Borg Automotive. SBS adds significant revenue and a new dimension to our business, meaning that we will now be present in new markets.”

SBS Automotive, based in Støvring, Denmark, offers a variety of product groups related to brake systems. The primary brake system products are discs, pads, shoes and calipers. In addition to brakerelated products, the company also offers a broad range of steering components, wheel bearings and shock absorbers to the market.

The company’s CEO Mads Bonde said of the acquisition: “It means a lot to us to become a part of Borg Automotive. There is no doubt that it is the right partner for us to consolidate with.”

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6 PROFESSIONAL MOTOR FACTOR SUMMER 2021

After the acquisition, Borg Automotive will have approximately 1,850 employees, as well as production in Poland, England, and Spain. It will also have sales offices in Denmark, Belgium, Germany, Russia and France.

SBS Automotive and Borg Automotive will, for a time, continue as independent units, meaning that there will be no immediate changes to the current organisational structure in terms of activity areas and customer contact.

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ProMotorFactor

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

Total changes its name to TotalEnergies At the recent meeting of Total’s shareholders, it was agreed that the company will change its name to TotalEnergies.

At Total’s Ordinary and Extraordinary Shareholders’ Meeting, shareholders almost unanimously approved the resolution to change the company’s name from Total to TotalEnergies, thereby anchoring its strategic transformation into a broad energy company in its identity.

In tandem with this name change, TotalEnergies is adopting a new visual identity.

“Energy is life. We all need it and it’s a source of progress. So today, to contribute to the sustainable development of the planet facing the climate challenge, we are moving forward together towards new energies,” declared Patrick Pouyanné, Chairman and Chief Executive Officer of TotalEnergies. “Energy is reinventing itself, and this energy journey is ours. Our ambition is to be a worldclass player in the energy transition. That is why Total is transforming and becoming TotalEnergies.”

This new name and new visual identity embody the course TotalEnergies has resolutely charted for itself: that of a broad energy company committed to producing and providing energies that are ever more affordable, reliable and clean.

Delphi Technologies joins OESAA Delphi Technologies has joined the Original Equipment Suppliers Aftermarket Association (OESAA), citing the “exact same philosophy” and describing the new partnership as a “natural fit”.

Delphi Technologies’ Marketing Manager – Northern Europe, Julian Goulding, spoke glowingly of OESAA’s objectives and Delphi Technologies’ commitment to providing the automotive aftermarket with the training and education required to service an “ever-growing” electric and hybrid vehicle opportunity – a key area of focus for the company.

“As a global leader of hybrid and electric propulsion technology, we know exactly how these systems function and, more importantly, how they can be diagnosed and repaired,” said Julian. “We want to share this expertise with technicians so that the aftermarket is positioned to prosper over the coming years. This is a goal being pursued by OESAA, and we believe that we can be stronger by working together.”

Nigel Morgan, OESAA Chairman, added, “Delphi Technologies is a wellestablished and respected OEM within the automotive aftermarket, so I am thrilled that it approached OESAA about joining our pool of manufacturers and suppliers. With a raft of new members already confirmed in 2021, I think it’s clear there is a real appetite among brands to strengthen the campaign in championing OE quality.”

Fyfes expands Ballyclare branch Fyfes has moved its Ballyclare branch to bigger and better premises to provide customers with a wider range of car parts and engineering supplies.

The new Fyfes building is designed to offer improved levels of service, an increased range of parts, and more availability for technicians and motorists in Ballyclare and the surrounding areas.

Fyfes has 16 branches in Northern Ireland and one branch in Republic of Ireland, along with 200 employees and over 100 vehicles on the roads. The new premises has extensive stock and daily deliveries as part of the company’s ambition to continue to grow the business and increase its ever-expanding range of car parts and engineering supplies.

With a customer-focused business approach, products and ranges in stock are regularly reviewed to ensure Fyfes has got

everything the market needs.

Tony Fyfe, Managing Director of Fyfes, said, “We’ve continued to invest in all areas of our business. Availability of parts is key, and our new larger premises meet this demand. With the new branch, we’re able to meet a wide variety of our customers’ needs, and it backs up our customer-focused approach.”

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PROFESSIONAL MOTOR FACTOR SUMMER 2021 7

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NEWS Ben launches Move4Ben

Automotive charity Ben recently launched an exciting active challenge, Move4Ben, to raise vital funds and inspire people to improve their physical and mental wellbeing.

Move4Ben challenged participants to exercise in any way they choose and, at the same time, raise funds for Ben so that nobody in the automotive industry has to face life’s toughest challenges alone.

To take part, each participant needed to set their own personal challenge, in terms of distance and exercise type. For example, participants could have walked 10,000 steps a day, danced for 100 hours, completed 10k on a space hopper, or ran 5k a day – whatever they liked!

Move4Ben also promoted some healthy competition within the industry and offered participants the opportunity to reconnect with others post-lockdown, as they were able to take part with colleagues, friends, family, or on their own.

Matt Wigginton, Director of Partnerships, Engagement & Income at Ben, had this to say: “We’re really excited about Move4Ben! Giving people the opportunity to set their own challenge allows them to pick something they will personally enjoy and be creative, while also raising funds so we can continue to provide life-changing support for automotive people.”

Trico and A1 to donate £1 of every set of wiper blades sold to charity Wiper blade manufacturer Trico has pledged to donate £1 of every sale through its distributor A1 Motor Stores to a charity that hosts driving days for disabled people.

The charity that Trico and A1 are donating to is Speed Of Sight. Trico is the headline sponsor for the charity, which hosts driving experiences for children and adults with disabilities.

This joint initiative between Trico and A1 Motor Stores will run until the end of July 2021, with the public able to buy a pair of Trico wiper blades from more than 70 A1 Motor Stores across the country, or online.

Trico’s Group Brand & Marketing Manager (Europe), Sam Robinson, said, “We have been involved with Speed Of Sight since last year, and it was so inspiring that I started thinking of different ways to help the charity straight away. We’re very proud to be the headline sponsor, but we wanted to increase donations even more, as well as build awareness of the charity, so we came up with this initiative to help them.”

CEO of Speed Of Sight, Mike Newman, commented, “We’re thrilled that Trico has decided to support us in this campaign.

We’re incredibly grateful for everything they do for us.”

IAAF adds Partbusters to membership roster The Independent Automotive Aftermarket Federation (IAAF) has expanded its list of members with the addition of Partbusters, an online supplier of automotive parts and accessories to the aftermarket.

Partbusters was started by tech innovators Rizwan Hussain and Ricky Bassi, with the aim of establishing a global presence and being recognised as an enterprise stimulator, not “just another traditional service provider”.

The company’s UK distribution is serviced via three warehouses, with over 120,000ft² in London, Birmingham and Newcastle. By joining the IAAF membership, it will have access to the Federation’s many benefits, including an insight into the IAAF’s lobbying activities to protect the automotive aftermarket, networking events, free legal help, credit protection, advice, and lifestyle protection plans.

Rizwan Hussain commented, “Joining the IAAF is an exciting opportunity for us to network with and support an organisation that truly values its members and looks to serve the interests of the industry.

“At the IAAF, all members are given an equal voice and sincere attempts are made to support them. How can we not be a part of such an inspirational organisation?”

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Mike Smallbone, Head of Membership Development at the IAAF, added, “It’s great to be able to continue to attract new and exciting companies to our expanding membership. As with all new and existing members, we look forward to cementing our relationship with Partbusters throughout the remainder of this year and into the future”.

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PEOPLE & INDUSTRY

IAAF UPDATE

IAAF appoints Mark field as Chief Executive

The Independent Automotive Aftermarket Federation (IAAF) has appointed Mark Field as its new Chief Executive, succeeding Wendy Williamson, who has retired.

Mark has worked with the IAAF through the Federation’s PR representative Impression Communications for the past nine years and assumed his Chief Executive responsibilities on 1st July 2021. Well experienced in all things automotive, he has worked within automotive media and PR, as well as in automotive trading groups.

Commenting on his new role, Mark said: “I am honoured to be heading up the IAAF in what is both an exciting and challenging time for the automotive aftermarket. We will look to continue the

modernisation of the IAAF during a period of immense change, bringing new opportunities, ideas and value to the growing membership.”

IAAF President, Richard Welland, added, “I would like to thank the board for their efforts in ensuring a thorough and compliant recruitment process, and we are delighted to welcome Mark to the role of IAAF Chief Executive. Working extremely closely with Wendy for many years, Mark has been at the forefront of numerous IAAF activities and has been effective in

U P D A T E

expanding the Federation’s reach, highlighting the varied work the IAAF does for its members and the wider trade.

“His appointment as Chief Executive further supports the Federation’s ambitious growth and development plans.”

For more information online, go to www.rdr.link/FA001

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PEOPLE & INDUSTRY

APPOINTMENTS

Movers & Shakers

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

TMD Friction

To achieve its growth targets in the commercial vehicle market, brake friction specialist TMD Friction has created a new key management position, appointing Oliver Hill as the company’s new Global Sales & Marketing Director IAM Commercial Vehicles.

Oliver is responsible for developing revenue streams and profits in TMD Friction’s commercial vehicle aftermarket division across all regions, and for the conception of innovative marketing strategies.

Clément de Valon, Executive Vice President Independent Aftermarket at TMD Friction, said, “Oliver Hill is an experienced professional with a strong network, and we are delighted to have secured him for this role. His fresh ideas in sales and marketing are a major enhancement to our commercial vehicle aftermarket division.”

PCL

Sheffield-based tyre inflation and pneumatics expert PCL has expanded its HQ operation with the appointment of a new Customer Service Team Leader.

Reporting to Sales Director Lee Wright, Nicola Slazak will be responsible for providing hands-on support, whilst leading the team in delivering quality customer service.

One of Nicola’s main priorities will be to work closely with PCL’s warehouse and production teams to help streamline processes and improve the communication flow back to customers. She will also focus on strengthening relationships within PCL’s expanding field sales team.

On her appointment, Nicola said: “Having been aware of PCL’s reputation for the quality of its “Made in Sheffield” products and dedication to customer support, it is an honour to be leading the customer service team as PCL drives business forward.”

Welcoming Nicola to the team, Lee Wright added: “We are extremely impressed with Nicola’s communication skills and ability to head up a team whist remaining hands-on in the role. Her background in operations and the day-to-day management of a fulfilment team make her ideal for what is a pivotal role at PCL.”

Tenneco Tenneco has announced that Audrey Harling has been appointed Group Vice President and General Manager, DRiVTM Motorparts, Europe, Middle East & Africa (EMEA).

Audrey joined Tenneco in 2016. She transitioned to the North America Motorparts aftermarket team as Head of the global aftermarket emission control business in 2019. Prior to joining Tenneco, she worked for Valeo Thermal Systems as Director of Programme Management, and she previously spent 10 years at Behr in various roles.

“Audrey has successfully run our emission business in North America, and I am thrilled that she will now oversee our Aftermarket team in EMEA,” said Scott Usitalo, Executive Vice President, President Tenneco Motorparts. “She brings her unique talent, expertise and leadership to our strong EMEA team as we continue to deliver on our commitment to helping customers consolidate their supply base through one-stop-shop coverage with the right portfolio of products, the right positioning, and branding based on data-driven understanding of demand.”

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PEOPLE & INDUSTRY

COMPANY PROFILE

Back through time Clarios, the parent company of Varta Batteries, offers an insight into the history of the battery brand. arta has a long history of designing and manufacturing automotive batteries – over 130 years, in fact!

That’s 130 years of developing the latest battery technology to power all kinds of vehicles. Let’s take a look back at some key milestones in battery technology, and into the company’s long history.

In 1887, Adolph Müller founded the first battery company in Germany. At that time, he had recognised the great market potential for rechargeable accumulators and thus laid the foundation for the future Varta. In 1893, these batteries powered the first electric cars in Germany. As more and more drivers wanted to venture out on the road at night, the company was making the very first batteries for exterior car lighting.

From 1914 onwards, Varta lead-acid batteries became increasingly popular as a means of starting car engines quickly and reliably. As the brand subsequently expanded worldwide, the product range also expanded to include the dry cell battery. Even at this early stage, Varta’s

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battery range was one of the most comprehensive on the market. The number of cars worldwide climbed past the 3 million mark, and the need for reliable and powerful batteries was increasing just as rapidly.

Building blocks

Vice President Industry and Governmental Relations EMEA at Clarios Dr. Christian Rosenkranz

Adolph Müller, Founder of the first battery company in Germany, Büsche & Müller

1935 saw the forerunner of today’s forklift truck, initially called an ‘electric car with lifting bars’, come onto the market. From day one, they were factory-equipped with Varta batteries.

In addition, the company offered the first batteries in standard case sizes, which fit in every car and made replacement quick, easy, and inexpensive. The first assembly line for automotive batteries went into operation, making the production of batteries faster and cheaper. The savings were benefitting customers in the form of lower-cost batteries.

In 1955, in the early stage of mass production, the company developed a

paper-lined battery with a doublelaminated separator between the plates.

The success of the product is reflected in the fact that 23 countries adopted the patent for it.

The change from 6-volt to 12-volt batteries in automobiles was made to meet the growing energy needs in vehicle models of the 1960s. In 1965, Varta started production of dry starter batteries in Germany.

Many innovations in battery technology took place post-1970. The first leak-proof car battery was introduced – the Varta Super Dry, underpinning the company’s reputation as a manufacturer of reliable products. Around this time, the first ever maintenance-free starter batteries – based on selenium technology – were launched, boasting a low self-discharge, low water consumption, and generally reduced costs.

By 1986, nearly all batteries were maintenance free.

New processes to the grid and separators enabled the maintenance-free Varta Grand Prix batteries with improved cold-start performance. Varta silver technology for automotive batteries was launched in Europe in 1995, and was quickly adopted by VMs. The company’s silver battery became an ideal partner for high-performance vehicles with extensive

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PEOPLE & INDUSTRY

COMPANY PROFILE

“By the beginning of 2009, 80% of new vehicles with start-stop technology were factory-equipped with a Varta battery.” equipment.

In 2003, the new automotive battery technology centre opened in Hannover, Germany, bringing together some of the industry’s most skilled designers and engineers. In the same year, VMs awarded Varta as the very first supplier of AGM (Absorbent Glass Mat technology) batteries for luxury cars. The premium flooded battery series, the Varta Dynamic Trio, was launched in 2006. The Silver, Blue and Black model variants ensured that the demands of a car at any age could be accommodated.

Shortly after that, the company became a supplier of batteries for vehicles with start-stop systems and for hybrid and electric cars thanks to its new technology; AGM and EFB (Enhanced Flooded Batteries). Launched in 2008, the PowerFrame technology was one of Varta’s greatest achievements. It ensures optimum energy flow, performance, and reliability, whatever the battery application. Today, every Varta battery still has the PowerFrame grid inside.

VMs continue to rely on the company’s battery solutions for start-stop. By the beginning of 2009, 80% of new vehicles with start-stop technology were factory-

equipped with a Varta battery. To meet the increased demand generated by its start-stop battery range, the company continued to expand its production capacity in Europe.

A major milestone in commercial vehicle battery technology took place in 2014: Varta introduced the very first EFB for

Clarios’ key stats

씰 Clarios sold 143 million batteries in 2020 씰 One in three cars around the world are powered by the company’s batteries 씰 There are 16,000 team members… 씰 As well as 55 manufacturing, recycling and distribution centres worldwide… 씰 And six dedicated Research & Development facilities

commercial vehicles, with features such as mixing elements to ensure electrolyte didn’t stratify, and enhanced fixations to help with vibration resistance. With three times the cycle life of a traditional flooded battery, the EFB for commercial vehicles was a game changer; it could power electrical consumers on-board a truck during overnight stays, and also deal with short start-then-stop-again type journeys that a bus might experience in city traffic.

Today, Varta products will be found in millions of cars, commercial vehicles, motorcycles and leisure applications. The company’s engineers put their experience, know-how and precision into every single battery. All 16,000 Varta employees around the world strive to produce and deliver the highest quality batteries available to VMs and drivers, and ensure they keep on moving, for longer.

For more information on Varta batteries, www.rdr.link/FA002

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PEOPLE & INDUSTRY

INTERVIEW

Keeping busy

Sam Robinson, Group Brand & Marketing Manager for Europe at First Brands Group, speaks to PMF about his role within the company, including his position at Airtex.

For those of our readers that aren’t aware of Airtex, what does the company offer motor factors?

Sam Robinson (SR): Airtex manufactures water pumps, fuel pumps and water pump distribution kits. We supply vehicle manufacturers, including mainstream brands, as well as speciality off road and agricultural manufacturers. In recent times, we have developed a number of unique and patented water pump solutions that have been validated and adapted by OE manufacturers.

Our research tells us that technicians and consumers are increasingly savvy when considering aftermarket options and are looking into the longevity and specification of parts to ensure they’re getting a reliable product, which means this is the perfect time for factors to upsell to them and explain the benefits of higher quality products. Airtex delivers exactly this – a full product range of water pumps, water pump kits, and fuel pumps, with OE products inside the box that are backed up with our three year warranty.

How will this role impact your position at Trico?

SR: I’ll still be doing all the same work I’ve done for Trico for the past seven years, this just means I’m a bit busier! We have done some internal restructuring and have fantastic teams in product management and customer services, so we know that between all of us, we can deliver the support that people expect.

Q

Please fill us in on your role at Airtex.

SR: I’m the Group Brand & Marketing Manager for Europe at First Brands Group, which is the parent company to Airtex and also Trico, where I’ve been for the last seven years. I’ve been involved in various aspects of the business, including product

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14 PROFESSIONAL MOTOR FACTOR SUMMER 2021

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management, marketing and sales responsibilities, so it’s fair to say I have a well-rounded view of the whole business.

I’ve been tasked with developing the brand strategy for First Brands Group as a whole, as well as the individual marketing for Trico and Airtex, and helping to launch other brands within our global group into Europe – so there’s lot’s to do!

What can factors expect from Trico going forward?

SR: We have been extremely busy behind the scenes over the past year during the COVID-19 crisis, and are working on two great new product lines that will deliver industry-leading coverage and performance, whilst delivering reduced SKU coverage for factors and stockists. I can’t release further details just yet, but watch this space!

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PEOPLE & INDUSTRY

to Brexit and also the COVID-19 pandemic affecting shipments in and out of the UK. However, this has now settled down and we’ve worked with our distributors to ensure robust safety stocks to maintain ongoing availability for workshops and factors.

These new ranges will complement the great products that customers already enjoy. Our range features conventional, beam, hybrid and speciality blades in all lengths for both front and rear, under lines such as Trico Force, Exact Fit, Flex, NeoForm, and TX. This portfolio combines near 100% market coverage with easy fitment and is backed up with full promotional and point of sale support, as well as expert technical knowhow.

What sets the First Brands Group apart from its competitors?

SR: We’re the OE and OES suppliers for a host of vehicle manufacturers, as well as leading aftermarket brands, meaning that our product is one to be trusted and relied upon, and technicians can fit these products like for like. We’re also developing new solutions, which shows that we’re technically advanced, but to further accommodate our customers, we plan to deliver technical training at various events and exhibitions, in conjunction with our UK distribution partners.

However, we also recognise that people sometimes need information here and now,

INTERVIEW

Are there any new, exciting products on the horizon?

SR: We are constantly working on new product introductions. The water pump kit segment is growing in popularity, and we have just launched three new kits, with a further nine in development, so factors will see these come to market as they become required.

We’re looking to engage with factors and workshops as much as possible, including offering the best in technical service and support for any questions or queries they might have. Further to this, we will be running incentive and giveaway promotions to reward loyal workshops that put their faith in the Airtex brand, and to support distributors in their sales campaigns. We’ve got some exciting ideas up our sleeve!

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and that’s why we’re working hard to develop our YouTube channel with common fitment queries and replacement tips, as well as our technical hotline. We also have plans to develop a new website giving technicians even clearer, quicker and simpler access to technical support.

With Airtex’s headquarters in Zaragoza, has Brexit caused the company any trouble?

SR: It’s fair to say that, like many, we suffered delays at the start of the year due

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For more inforamtion on Airtex, www.rdr.link/FA003

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BUSINESS & TRAINING

SOFTWARE

A customer-centric solution PMF caught up with Tracey Hunter, Managing Director at GT Exhausts, to find out more about the company’s relationship with DataDream.

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well-known business within the aftermarket, GT Exhausts has supplied motor factors with emission controlled exhaust systems since 1975.

Very few companies are able to survive for over 45 years without adapting to the changing landscape around them, and GT Exhausts is no different.

Like many other parts suppliers, the company has utilised TecDoc as a means of presenting its products to the aftermarket, enabling factors to find its parts via the TecDoc app. After finding the part they are looking for, factors can then get in touch with the supplier and place an order, but the team at GT wanted to go one step further.

By teaming up with DataDream, GT Exhausts has been able to, as Tracey put it, “make life easier” for its customers.

“What we’re trying to do is provide seamless automation for online orders through to invoice reconciliations at the touch of a button,” said Tracey. “We want to make it so that our customers don’t have to pick up the telephone to check if there is a part available and place their order. The software that DataDream has put in place is linked to the TecDoc data, which we are updating continuously and adding to on a monthly – and sometimes weekly – basis.

Our customers can go onto the TecDoc Catalogue, check the stock and the price,

Getting to know GT GT Exhausts has over 4,500 part numbers which cover over 36,500 applications. The company is releasing 10 part numbers every month to the aftermarket.

and place their order all at once. From here, they can inform their garage customers that the part that is required is in stock and can be with them by the next day.

“The software has taken this to the next stage by reconciling our customers’ invoices; the invoice will be raised, before being sent to their accounts department.

The entire process has been streamlined from order to payment.”

Tracey alluded to the changing landscape of aftermarket purchasing as a contributing factor in the company’s decision to implement the software. “The industry is changing, and a lot of our customers have changed to online ordering.

For this, they need stock feeds, and this is how we became aware of DataDream’s offering; they provided the stock feeds from our system to the customer.”

As with any supplier, GT responded to the demands of the market. “People don’t want to be spending time on the phones to check for stock, and then wait for a response before placing an order, so we have to move with what our customers are demanding,” added Tracey.

With smaller factors still able to place orders on GT’s website, the company’s relationship with DataDream is more

beneficial to larger factors and buying groups. “If a factor is TecCom-enabled, the system that has been built by DataDream can essentially ensure the smooth communication between the TecCom system and our own system. We’ve invested heavily to ensure we’re there for our customers at the touch of a button.”

DataDream’s Director Luke Bettles had this to say on the project: “We have worked with GT Exhausts for a number of years now, and have helped them deliver many forwardthinking automation projects during this time.

GT’s internal business management software wasn’t Order Manager compatible out of the box, so when GT approached us to see if we could bridge the gap, we were only too happy to get involved.

“Our job was to create a reliable service layer that sits in between GT’s internal sales platform and the TecCom Order Manager network. With this implemented, buyers can now take advantage of the time-saving and error-reducing advantages that being Order Manager-enabled brings.”

For more information on GT Exhausts, www.rdr.link/FA004 For more information on DataDream, www.rdr.link/FA005

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BUSINESS & TRAINING

SOLUTIONS

Payment precision Using an Autopartintegrated system, Ray’s Garage Supplies has been able to handle its transactions with greater accuracy. PMF reports.

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ay’s Garage Supplies, an Accringtonbased motor factor, has achieved time efficiencies across its business since implementing Paymentsense card payment technology. The system is integrated with the company’s existing Autopart software, which has made it much simpler to process card transactions and keep on top of everyday finances.

Craig Byrom, Ray’s Managing Director, revealed that having payment technology directly linked to its business management software has proved invaluable. As a busy motor factor, customers make account payments over the phone or turn up in person at the trade counter. Since integrating Paymentsense with its MAM Software system 12 months ago, many of the processes the team had previously done manually have now been automated.

Craig commented, “We used to write down in a book when a customer had paid, then once a week we would knock the payments off their accounts, meaning we were always lagging behind. Paymentsense is live and is therefore always up-to-date, so it’s saving us a lot of time and improves accuracy across our business.”

Reliability

The team at Ray’s Garage Supplies found that one of the main advantages of using Paymentsense over an electronic card payment system has been the reduction in manual keying errors. “Using Paymentsense means we no longer input any wrong amounts into the system,” Craig added. “Previously, if we typed in the wrong amount there was no way of rectifying it – we would effectively lose the money. Now, it’s simply not possible for this situation to arise.”

Another positive outcome of using Paymentsense has been the quality of the

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18 PROFESSIONAL MOTOR FACTOR SUMMER 2021

“Since integrating Paymentsense…many of the processes the team had previously done manually have now been automated.” connectivity. Card payments are taken using a PIN-entry device, which is linked to the EPOS system using a cloud-based service that requires a reliable internet connection.

“With the technology we were using before, we were constantly having to move around the building looking for a good signal. It was a nightmare! We haven’t experienced any of those issues since moving to Paymentsense,” Craig confirmed.

The Autopart-integrated technology has also allowed Ray’s Garage Supplies to handle its cash and credit accounts in the same way, rather than treating them as separate entities. Emails can be sent out to

cash customers outlining what is owed on their account, as opposed to racking up several invoices and paying on delivery.

Craig described this as “way better” than how the accounts had worked previously.

Craig is now actively promoting Paymentsense to the wider industry, saying it has the potential to revolutionise the way in which motor factors manage their day-today business finances. “I can’t recommend Paymentsense highly enough, it’s far better than any system we have ever used before,” he concluded.

For more information on MAM Software’s solutions, www.rdr.link/FA006

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BUSINESS & TRAINING

UPSELLING

Quik repairs at a steel Kalimex’s Dee Blick highlights the need for QuikSteel in the modern independent garage.

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mongst many things, the pandemic has shown motorists that the road to keeping their riches lies in the virtues of repair. If their vehicle is roadworthy and can be repaired, it’s a whole lot better than a potentially costly part replacement.

QuikSteel is a product that deserves a place in every technician’s toolkit. It has really stood the test of time, fought off inferior copycats, and earned its stripes as a global bestseller.

How has it managed this?

Well, QuikSteel is a professional-grade industrial strength epoxy putty, one that is technically superior to any other epoxy putty on the market and is the choice of the leading UK roadside recovery organisations. Technicians can use it to get their customers back on the road quickly, with no fuss. With vehicles being kept out of garages for MOTs and servicing during the last year or so, a technician must have proven products that can be trusted to make that first-time fix.

So, how do your customers use QuikSteel?

Here are just a few examples.

Cracked Sump: A bike engine race car had damaged the sump on a kerb, resulting in a catastrophic oil loss. With no opportunities for engine replacement, the team of technicians used QuikSteel to patch the hole, and the car successfully completed the race weekend. The driver was John Mickel, Legends UK and World Champion.

Alloy Wheel Repair: Scuffed and chipped alloys are unsightly and expensive to replace. Most regular bodywork type fillers cannot withstand the heat and pressure of powder coating processes. However, Paragon Paint

Finishers discovered that QuikSteel was different, finding its heat resistance incredible. The putty can withstand continuous exposure to 260°C – more than enough for the oven baking process. With a rapid cure time of just minutes, the team at Paragon completed the refurbishment work swiftly, effectively and to the highest standard.

Petrol Tank Repair: A Range Rover was targeted by thieves with their eye on the prize – stealing the fuel. With the damage caused to the tank, the owner had two choices; wait two weeks for a replacement tank, or trust their technician to make a permanent fix with QuikSteel.

They were delighted with the bill for a repair instead of a replacement, and their Range Rover was back on the road in hours. No replacement tank, minimal downtime.

Holey exhaust: These do still exist, especially on older vehicles, which brings

up the replace vs repair debate. If a car is just not worth spending money on for a new exhaust, or if a full replacement is not required, QuikSteel will fix the holey exhaust and silencer. In fact, it will fix any part of the exhaust after the CAT. For the hot end of the exhaust, QuikSteel Extreme ceramic paste is the best solution.

Leaking Header Tank: In this case, a damaged header tank from an older vehicle was causing the owner major problems.

After removing and cleaning the tank, the damage was quickly and permanently repaired with QuikSteel.

Is it time you promoted QuikSteel?

This high-margin epoxy paste comes in a robust, handy tube. It’s well worth promoting in your next e-blast or direct mailshot, as well as for adding to the conversation when you speak with your customers about which products they’re low on. QuikSteel adds a small sum to their bill, but it makes a big difference to their repairs.

For more information on QuikSteel, www.rdr.link/FA007

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MARKET TRENDS & ANALYSIS

COUNTERFEIT PARTS

@Kenishirotie/AdobeStock

Catching counterfeit With the sale of counterfeit parts still a cause for concern within the aftermarket, Aisin stresses that it is going the extra mile to put such activity to a halt.

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isin claims to have always been actively involved in preventing the manufacturing and sale of counterfeit products. With its own Intellectual Property Rights department, the company has a special team of trained people focusing on counterfeit parts. In addition to these efforts, Aisin is also participating in the ‘NO Counterfeit Parts’ movement in conjunction with the Japan Auto Parts Industries Association (JAPIA).

Aim and activity

When it comes to the issue of counterfeit parts, Aisin stresses that its goal is to prevent them from coming into contact with end users. As is well known throughout the industry, these parts could prevent the car

from operating properly, thereby compromising the safety of the driver, those inside and in the vicinity of the vehicle, and the vehicle itself.

As Aisin is a global company, it has local offices and a legal network that spans across the world. It is here that the company is able to find counterfeit parts and the sellers of these parts, and take appropriate action. As a boost to this operation, Aisin has its own packaging design and brand logo which is protected by trademarks in more than 160 countries, thus ensuring copyright protection.

Throughout the aftermarket, Aisin recognises itself as having a reputation for developing products of high quality that will provide a long service life. On top of this,

Keeping your eyes peeled Here are some examples of counterfeit products discovered: Aisin original products

Counterfeit products

its aftermarket products are no different to its OE standards and specifications.

Currently, if infringement by counterfeit products is confirmed, the company is working with lawyers around the world to detect and stop this unethical practice.

Studies have shown that many people buying counterfeit products are unaware that they are doing so, but it has been proven that counterfeit parts offer inferior performance and safety. Additionally, the Aisin brand’s trust is compromised.

Therefore, it is the company’s objective to provide reliable, trouble-free and safe motoring to everyone.

Don’t Produce! Don’t Sell!

Don’t Buy!

JAPIA has provided a series of posters as part of the No Counterfeit Parts movement.

To provide international awareness of illegal activities, posters are available in several key languages: English, French, Spanish, Chinese, and Arabic. To receive posters and any additional information, factors are advised to contact their local sales representatives.

For more information on Aisin, www.rdr.link/FA008

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MARKET TRENDS & ANALYSIS

INDUSTRY INSIGHT

TALK OF THE TRADE The Business & Training feature of PMM’s June issue included School of Thought’s founder Dave Reece discussing the initiative to raise awareness of the automotive industry within schools. As the automotive skills shortage is especially prevalent within the aftermarket, Dave founded School of Thought alongside David Punter and Julie Eley in 2019, with the aim of enthusing pupils about its wide variety of career opportunities. Dave chose to refer to the skills shortage as more of a “generation gap”, with the industry as a whole failing to recognise the utility of apprenticeships.

He recognised that the industry was being “severely underrepresented”, and was “struggling to find the right people to present the boundless opportunities that are available”. The initiative now has a number of education and sector partners, over 100 ambassadors, and is communicating with the Government to decipher the best strategy to bring new faces into the industry.

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

The most notable piece in Steering & Suspension saw Joe Toakley, Shaftec’s Marketing Manager, offering an insight into the latest electronic power steering (EPS) developments. Joe began by noting that new vehicles these days tend to be fitted with EPS from the get go, which he added makes perfect sense considering they’re lighter, more durable, require less maintenance, give a better response at different speeds, and necessitate less fuel consumption. Despite their prevalence, Joe adhered to a lack of knowledge throughout the industry in how to deal with them effectively, and this can end up costing garages time, business and therefore money. There is also the seemingly complicated issue of programming when it comes to EPS. Some parts have to be reprogrammed using generic diagnostic tools, but others need bespoke VM equipment in order to be successfully programmed for fitment. To overcome this, Shaftec’s FlexRay project enables the reliable fitment of EPS parts without coming into electronic blockers

Finally in June, Bosch discussed how its Connected Repair solution is capable of significantly increasing the efficiency of the diagnostic processes required for air conditioning servicing. Garages are experiencing a constantly growing demand for A/C servicing, with most modern vehicles produced nowadays equipped with heating and climate control. Modern air conditioning servicing is much more than just standard routines. With this, Bosch insisted that it’s A/C servicing units are easy to handle, boasting fully automatic procedures and high performance. On top of this, both the premium and standard models have a ‘deep recovery system’, enabling them to recover up to 99% of refrigerant. Due to the complexity and connectivity of today’s vehicle systems, the workshop’s way of working when servicing and performing repairs changes continuously, and that’s where Bosch’s diagnostic solutions come into play. The company claimed that its Connected Repair solution can expand the workshop’s range of services whilst easing maintenance and repair procedures.

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The July/August issue kicked off with Rotronics Managing Director Ken Clark providing PMM’s readers with some battery advice. He stressed that technicians must know their battery technology and standard. The battery technology is most likely EFB, AGM, Flooded or Spiral AGM, but each technology has varied applications and different characteristics and performance when being tested. Tip two focused on hazards. Ken suggested the removal of load testers, taking care when dealing with sulphuric acid, keeping electrolyte spill to a minimum when dealing with a ‘flooded’ battery, being careful when using tools close to batteries, and lifting heavy items with care. Finally, he suggested that before charging, technicians should check that the electrolyte is a couple of millimetres above the plate level inside the battery.

INSIDE THE ISSUES

Next up, Neil Pattemore gave his opinion on the automotive skills shortage and the lack of young talent emerging within the sector. Neil suggested that the flaw of using apprenticeships as a benchmark to aim for getting young people into the industry is that those undertaking apprenticeships in the first place have more or less decided that they want to repair vehicles. The goal with apprenticeships must now be to change the perception that a vehicle repair only requires a mechanical repair. Another problem is that young people are likely to find the prospect of working for a main dealer more attractive than at an independent garage. On top of this, how will the apprentice be integrated into the existing team of technicians? Neil concluded that businesses will ultimately need to change their business models to attract young talent, including higher salaries, as well as better tools, equipment and training.

The issue concluded with a product test on WD-40’s Specialist Fast Release Penetrant and Flexible, with PMM’s trusty product testers Des Davies, Helen Dixon, and Anthony Powell putting the products to good use. Des used the Specialist Fast Release Penetrant to remove the brake caliper and wheel cylinder bleed nipples on an MGB GT, and the product saved him “a lot of time and expense”. After this, he sought to deal with another vehicle’s heavily corroded exhaust system, whereby he was able to remove the exhaust front pipe without damage. Up next, Helen used the products on a daily basis in the workshop, and she found that the application process on the Flexible was very precise, lubricating and coating well. She was impressed with how quickly the Specialist Fast Release Penetrant worked, and the coverage it gave. She concluded that she didn’t have anything bad to say about the products. Anthony found the products to be WD-40’s best yet.

He noted that the Flexible straw enabled it to reach the exact spot, even in awkward places.

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MARKET TRENDS & ANALYSIS

SUSTAINABILITY

Bottling up the future Castrol’s Chief Marketing Officer A.S. Ramchanger opens up about the company’s latest sustainability project.

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n a move that is environmentally encouraging, Castrol recently announced that it will work with Pulpex, an innovator in paper packaging, to design paper bottles for use with its products.

Pulpex is a first-of-its-kind technology that forms bottles from wood pulp, using 100% renewable feedstocks from responsibly managed forests. The company’s paper bottles offer a carbon footprint of up to 30% lower than PET and glass.

Castrol is the latest company to join the Pulpex partner consortium – a group of global consumer packaged goods companies committed to adopting Pulpex paper packaging. Launched in July 2020 as a collaboration between Pilot Lite and Diageo, the consortium includes PepsiCo, Unilever and GSK Consumer Healthcare, with other brands poised to follow suit.

A sustainable strategy

Last month, Castrol launched its PATH360 strategy, which aims to deliver a more sustainable future by saving waste, reducing carbon and improving lives.

One of Castrol’s aims is to halve its plastic footprint by 2030, and its partnership with Pulpex is a part of its plastic footprint reduction plan.

Castrol is already incorporating recycled plastic into its packs in the US, and is

“One of Castrol’s aims is to halve its plastic footprint by 2030”

rolling out a new optimised pack design that uses less plastic and packs better for more efficient logistics. Exploring the use of alternative materials is the next step on the company’s plastic reduction journey.

“Castrol is committed to examining the lifecycle of its existing and new products to see how they can be improved, extended, reused or recycled”, said A.S. Ramchander, Castrol’s Chief Marketing Officer. “We’re very excited to be working with Pulpex to explore how its technology, initially designed for the FMCG category, can be developed for lubricants as a replacement for our existing high-density polyethylene bottles.

“Our initial work in adapting the Pulpex 100% PET-free bottle technology for use in oil packaging has been extremely positive.

Collaborating with innovation partners such as Pulpex is critical to developing novel solutions in this challenging category and we are delighted to be working with them to achieve our sustainability ambition.

“Our research has shown that our customers and consumers are looking for more sustainable solutions. This technology, if successfully scaled, could help towards reducing Castrol’s plastic footprint.”

For more information on Castrol, www.rdr.link/FA009

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ENVIRONMENTAL INSIGHT

AN ECOFRENDLY PROGRESSION

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AG has been conscious of its environmental footprint for years. Having taken relatively small steps at first, such as making sure all packaging is recycled and asking its customers to have invoices sent to them via email instead of the post, the company has progressed to embody a more sophisticated approach; building its offices with the environment in mind, installing light sensors, and being as energy efficient as possible.

FOR THE PAST FEW YEARS, EXCEL AUTOMOTIVE GROUP (EAG) HAS BEEN WORKING TO BECOME MORE ENVIRONMENTALLY FRIENDLY, AND IS NOW REVEALING THE STEPS IT HAS TAKEN.

Adrian Lamb, EAG’s Managing Director, commented on the company’s environmental stance: “While the environment has been a more widely discussed subject in the past couple of years, the impact we’re having on the environment has been at the forefront of our minds. It has been a talking point in the motoring industry for decades, with the biggest changes happening to the vehicles themselves, such as electric, hybrid and even hydrogen vehicles.

“While we at EAG cannot contribute as much to these larger changes in the aftermarket, we can take responsibility for the environmental impact we have as a company. It’s for this reason that we have taken the measures we have, such

as ensuring we recycle everything we can and changing to more energy efficient ways of working, which has even included installing new systems to use less paper.

“Recently, we implemented the MAM Warehouse Management System, not only to increase efficiency, but because all of the processes are done electronically, meaning that we’re hardly using paper anymore.

“We also have the ISO14001:2015 accreditation, something that we have maintained since Tony and I took over EAG two years ago. This means that we’ve improved our environmental performance through more efficient use of resources and reduction of waste.”

EAG’s ISO accredication certificates

Adrian Lamb, Managing Director of EAG

EAG at a glance

EAG has distribution arrangements for Trico wiper blades, Suplex coil springs, Monroe shock absorbers and coil springs, Champion wiper blades, Rymec clutches, Celect braking, and Brembo braking, as well as its own steering and suspension, wheel bearing, and transmission ranges, all of which now make up the company’s offering.

“We can take responsibility for the environmental impact we have as a company.”

For more information on EAG, www.rdr.link/FA010

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SPECIAL REPORT

COMPANY PROFILE

The key to success Introducing Autowave, an independent automotive distributor that specialises in automotive electronics and locksmith equipment. The company’s Managing Director Ravi Kotecha tells us more.

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utowave began as a small sole trader operating out of a van in the early 2000s, offering car audio and auto electrical services. As car audio became less popular, we focused on automotive electronics, car keys and ECUs, which seemed to be the way the trade was going. As the car key side of the business developed, there was a difficulty in sourcing remote keys at competitive prices, and Autowave was not alone. As auto locksmithing became popular, so did the demand for car keys, so the priority was to source good quality aftermarket keys at sensible prices. Fast forward to 2021, and we are the UK’s leading aftermarket auto locksmith distributors.

Presence

The company’s head office is in Nottingham, but we have another office, and a research, development and assembly facility in Shenzhen, China.

Product development and quality control is

paramount in the auto locksmith industry, so having a base in Shenzhen is of huge importance and differentiates Autowave from other suppliers of auto keys and equipment. It also allows manufacturers to come to us directly when new products are being developed and launched in the European market. With an office due to open in Europe before the end of the year, the growth of the Autowave distribution network is set to continue.

Products

We stock a full range of auto remotes, key blanks, replacements cases, key blades, key programming equipment, key cutting equipment, lock picks and diagnostic tools.

A one stop shop for all key-related products, the company is the UK Distributor for Xhorse, OBDstar, Bosscomm, Xtool, Atten, Lonsdor, CGDI, Auto-XT, Key DIY and Yanhua ACDP. Offering a same day despatch until 4:15pm and free delivery for orders over £20, we are committed to

offering a first-class, efficient service. As an industry first, all applicated products are available to lookup on AutoCat or on our website – www.rdr.link/FA011 – so the full range is easily accessible.

Support

With a knowledgeable team of product specialists at the end of the phone, coupled with industry-leading quality control and sourcing, technical backup is always on-hand. With an on-site repair centre, any products that do require attention are swiftly sorted within the UK. We also offer free training twice a month at our premises in Nottingham, whilst also offering regional training throughout the year. On top of this, we have a huge range of video guides available on the Autowave YouTube channel – www.rdr.link/FA012 – with new videos added every day!

Profit opportunity

As more garages and independents start to offer spare key services, the requirement has arisen for a solid supply with quick availability. Profits are good enough to warrant motor factor space and the ease of lookup has made this a lucrative market to enter. Motor factors can enter the market as stockists servicing an existing customer base which may already be offering or interested in offering a spare key service.

Alternatively, factors could offer their own spare key service and act as a hub for local garages to bring key jobs in, whilst also offering the service to retail customers.

Either method of entry into this lucrative marketplace would allow for increased footfall, more enquiries and the edge over competitors, whilst most importantly having a fantastic profit potential in a relatively untapped market.

For more information on Autowave, www.rdr.link/FA013

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FACTOR SUPPLEMENT

The Titan team at its headquarters in Avonmouth

Data and development Titan Motor Factors invited PMF to its headquarters in Avonmouth to discuss its business philosophy and how the company has fared on its journey so far.

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s soon as we walked through the front door of Titan’s Avonmouth branch, it became as clear as day that this was no ordinary motor factor.

Immediately led upstairs to the company’s liaison suite – which consists of a conference room, a bar, a pool table and a dart board – we were greeted by Titan Directors Damon Peacock and Nick Mace.

Titan’s leading figures clarified that the suite embodied their vision for the company: to do everything differently, and this became increasingly clear as the day progressed.

Our next port of call was to leave the light-hearted atmosphere of the liaison suite for the heart and soul of the factor, its

Titan’s Weston branch

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warehouse. The large storage hub – boasting 250,000ft² of linear space – was more or less full to the brim with stock, but, as with any factor at the beginning of its journey, this was not always the case.

According to Damon, the facility “went from an empty building to being racked and ready in 4-6 weeks”, which, given the COVID landscape that was especially prominent at the time, was a substantial feat. With a limited time frame to make the project a reality, the team even had to rely on Nick’s father-in-law to help out and build the site’s trade counter, proof that everyone at Titan “does their bit and that we do things differently”, as Nick emphasised.

Data driven Back upstairs, we discussed Titan’s approach to business. Both Damon and Nick were very open with us, and they wanted to stress that the way they run the company is not the same as a typical factor.

“Do we get it right all the time?” Damon asked. “No, but there’s always the intention to do so.

“The thing that we’ve instilled in the business, which is key moving forward and is testament to us having five sites come August, is data. We’re one of the only factors that doesn’t use FPS – everything is data driven. When we open a new site, the level of data that goes into that process is insane! We’ve looked at another six sites this year, but the data didn’t always support the investment.”

“With our approach,” Damon continued, “when we do open up somewhere, we’re confident that the decision we’ve made, as well as our investment of time and energy, is going to pay dividends. For example, our Boston branch was able to achieve its one year KPI in eight weeks. Some of that was obviously down to luck, but it was mostly because of the data. There are no geographical boundaries for us.”

When looking to open a new site, Titan undertakes four months of data analysis.

“It’s all about planning. There are a series of data streams and revenues that have to be pulled together, so we have to apply big data and our strategic policy, and if they fit the bill then we can open up. We’re not worried about having 100 branches, it’s not about that; every decision is driven by data.”

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FACTOR SUPPLEMENT The right fit Encouraging data isn’t the only thing that prevents the company from taking on a new site. “Sometimes the people at these locations just aren’t the right people, which is key,” added Nick. “If a different team came along in the same area that fits right, then we’d be able to take them on, but for us, we want the best of the best in each area that we operate out of.” According to Damon, out of the six sites that were looked at, “three of them were prime to open up”, but Titan wasn’t happy with the team.

The company’s philosophy when it comes to taking on extra sites is uncompromising. The team must fit in with the framework of the rest of the company, but they must also have the desire to become a part of the business. Damon clarified this: “If we were to approach a factor and their team, it would completely go against the initial value of Titan. To join us, you have to want to do it, so if we were to approach a team, we wouldn’t be able to properly gauge their appetite to get on board.”

With this in mind, Nick demonstrated his frustration at the lack of willingness from some factor staff to put themselves forward for the opportunity presented by Titan.

“There are so many people out there with plenty of talent in this industry, but not enough that are willing to take a jump and do something different like this, to have the ownership and responsibility. You have to be brave and take the opportunity to create your own motor factor, and they’d have the full support of the Titan group. We like to take on people that have something special about them.”

Moving up the ranks Building the perfect team is one of the principle facets of Titan’s philosophy, and its path to doing so is by following its strategy of staff development. Nick commented, “For us, we have to make sure we keep giving our staff the opportunity to develop and keep them engaged in the business. With our team downstairs, their conversations at work are mostly about work, which shows their interest. We have a new lad, Tom, who’s been here for a month as part of the Government’s Kickstart Scheme, and he’s asking me questions, and he’s intelligent, which is just what we’re looking for. With these guys, it’s key to constantly communicate with them so that they don’t disengage and lose interest, and to maintain their development.”

Each member of staff has a plan laid in

One of Titan’s promotional advertisements

“We’ve got the balance right; we’ve got all the technology and all the strategy in place, but we’re also really mindful that the biggest drivers of any business are the people within it, the customers, and the suppliers.”

place for them from the day they first walk through the door. The company’s development strategy ensures that every new member of staff can see an upward trajectory for themselves in the business.

New staff enter Titan at ‘the bottom’ as a stakeholder. Here, they will be trained in every role. This isn’t merely to see where they’re best suited; “If they’re going to follow their career path, they’re going to need to know how the business runs,” Damon stressed. This career path will see them develop from being a stakeholder to becoming a branch manager, and thus a shareholder. The idea is that when this has been achieved, those at ‘the top’ will be able to appreciate the tasks that other members of staff are undertaking because they’ve done them themselves.

Going forward Those currently at the top of Titan –

namely Damon and Nick – are pleased with how the company has blossomed.

Damon noted, “We’ve got the balance right; we’ve got all the technology and all the strategy in place, but we’re also really mindful that the biggest drivers of any business are the people within it, the customers, and the suppliers.”

With suppliers, Damon and Nick emphasised that they want Titan to be the easiest people to deal with. Nevertheless, they won’t be held to ransom; if it doesn’t make sense to do certain business, then they won’t do so. The company holds values of understanding and respect, not only with staff, but with its suppliers, too, and it is these standards – as well as its grasp of data – that will undoubtedly continue to propel it forward.

For more information on Titan Motor Factors, www.rdr.link/FA014

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FACTOR SUPPLEMENT

It’s all about relationships Autovaux Car Parts and ECOBAT explore their business relationship, explaining how, in such a short space of time, both establishments have flourished together.

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n just 10 months, battery distributor ECOBAT Battery Technologies (ECOBAT) and Dewsbury-based motor factor Autovaux Car Parts have developed a strong, mutually beneficial business relationship that has helped the factor increase both its battery sales and profit margin.

Established in 2001 as a genuine Vauxhall parts expert sourcing original equipment (OE) components for the British marque, Autovaux has since grown into a trusted all-makes supplier that carries a huge range of OE stock from the most respected brands in the aftermarket, offering next-day delivery nationwide.

Having been somewhat disappointed with the response of the company’s existing battery supplier to a request to look at the margins earned for its battery sales, Autovaux’s owner, Paul Starling, contacted ECOBAT’s Kevin Roberts to see what the company could do to help.

“Kevin had previously been in touch, but although I kept his number, we were happy with our existing supplier at that point,” Paul explained. “However, their lack of interest to our concerns led me to pick up the phone

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30 PROFESSIONAL MOTOR FACTOR SUMMER 2021

Paul Starling

Kevin Roberts

and ask Kevin what options ECOBAT could offer. We agreed terms for an initial trial and then introduced the Exide brand for the top three fast movers, and we were delighted at the response from our customers.

“As the relationship with ECOBAT developed, we increased the range of part numbers and have been impressed with the leadership they have provided in using information – such the vehicle parc Pareto – to identify the batteries that our customers need. The introduction of the Exide AGM battery is a great example of how this has helped, as demand has soared.

“We also appreciate the support they have given us, not only in terms of point-ofsale material and general sales advice, but

also the encouragement to put the stock on our shelves so that we always have what our customers need. They give us security with the knowledge that this stock can be replaced if it hasn’t sold as anticipated.

“These combined efforts have helped us to not only increase our battery sales by a remarkable 66%, but also deliver the greater margin we were originally looking for. This kind of result only happens if both parties trust one another and look at their business relationship as a true partnership, and that is 100% how we feel about ECOBAT.” As an established business that has been trading in the UK for close to 70 years – initially as Manchester Batteries and then Manbat – ECOBAT has a reputation for supplying its valued wholesale customers with high quality batteries from prominent brands such as Exide, VARTA, Lucas and Numax.

In addition to the products it supplies, those at ECOBAT are keen to stress that the company’s reputation has also been built by providing an unrivalled level of customer service and support. The company claims that this is a consequence of the experience that comes from having

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longstanding business relationships and a knowledgeable team with core battery expertise that is willing to go the extra mile.

This ethos is clearly demonstrated in its dealings with Autovaux, as the two businesses share the same foresight and are willing to partner together to be able to not only grow their respective battery sales, but build increased trust, which provides even greater long term benefits across their entire businesses.

Kevin Roberts, ECOBAT’s Regional Business Development Manager, commented, “Our strategy is to work with our customers and help them get the most from the potential that their battery business has to offer. It was clear to me that there was a great opportunity with Autovaux, so when Paul invited us to talk seriously, it gave us the chance to demonstrate what our combined businesses could achieve.

“To get the most out of these opportunities, it’s not about just trying to shift more boxes, it’s about working handin-hand to work out what products suit any given set of circumstances, and then

developing the offering to provide more solutions for the needs of the end user.

“Paul and his team at Autovaux have embraced that vision and have been receptive to applying the knowledge gained by our battery sales experiences to their entrepreneurial attitude, which is why the business relationship we have has

grown so much, so quickly. I still think there’s much more that we can do together, so we look forward to a long and mutually beneficial partnership.”

For more information on ECOBAT, www.rdr.link/FA015 For more information on Autovaux, www.rdr.link/FA016

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FACTOR SUPPLEMENT

The power to supply PMF sat down with Motor Parts Direct’s Managing Director Darren Wykes and its Marketing Director Kevin Blazey to get up to speed with the company’s latest expansion.

How has business been?

Darren Wykes (DW): We’ve had a phenomenal year. We’ve managed to spin COVID-19 into a positive for us, and this has largely been a result of maintaining our availability. With both Brexit and coronavirus to worry about, we sought to boost our stock, investing in £16 million worth of parts. Because of this, we saw new customers getting in touch throughout the initial crisis, looking for parts and COVID-related accessories, and this has led to a steady rise in business. With a lot of our branches, we’re the only factors in the area, and off the back of this, we get a lot of walk-in business because there aren’t any accessory shops.

Kevin Blazey (KB): We were able to make sure that there was no drop in stock throughout lockdown, and we remained open, servicing our customers with a skeleton staff at the beginning and then maintaining new customers as things began to open up. It has to be said, we’ve come on leaps and bounds. Our determination to maintain availability meant that we were there when nobody else was.

Most of our customers have been really busy as well, which can only be a good thing; if they’re busy, we’re busy.

Q

And how has the company been progressing?

DW: Very well! Since September of last year, we’ve opened 29 new branches, and

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32 PROFESSIONAL MOTOR FACTOR SUMMER 2021

we have 10 more in the pipeline, too. Right now, we have 162 branches, and our target is to reach 200 by 2022.

The business as a whole has been doing very well. We have some star performers in terms of our branches, such as Corby, Grimsby, Doncaster and Petersfield, some of which are relatively new. We’ve only got a handful of branches where we would say there are issues with sales performance, which is encouraging.

Our model for the business is the same in every branch that we open up.

KB: Fakenham is a good example. It’s a tiny little branch in Norfolk, and if you looked where Fakenham is on the map you’d

question why a branch has been put there, but they’re doing phenomenally well. Even though they’re only covering a very small area, I think they’re just getting more out of the customers.

DW: As well as opening up new branches, we’re re-doing our website and we’re creating regular e-shots to send out to our marketing database, and this is starting to generate new business for us. The next step for us is to build up a retail database.

Have you found that MPD has had to operate differently than ‘usual’ in the current landscape?

KB: Not really. We’ve got such a good

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customer base, and the majority of our business is trade – we’ve never tried to go out and capture the retail market. We’ve built good relationships with our customers, and we like dealing with people.

Have you changed any of your brands of late?

DW: We’ve been offered a lot of cheaper brands, but we’ve stayed with the predominant brands that we and our customers know. The car parc itself has become far more modern over the last three or four years; at the moment, there aren’t many cars that are over seven or eight years old. With these more complex vehicles, you need to be fitting good, trustworthy products.

Q

With electrification, for example, taking hold, do you see more of an importance in growing the provision of training within the aftermarket?

DW: We definitely see a need to push training onto our customers, and we’ve been selling a variety of training courses that are provided by some of our key suppliers. This includes EV training, too.

For our own staff, we provide a lot of online training courses. A key influence for us in starting this up was when we spoke with one of our oil suppliers. There’s a great deal of misunderstanding in the industry when it comes to oil, so we arranged some training sessions with our staff so that they could understand how to sell oil properly. It was an education process, but it’s been a success; our staff know how to sell the right products at the right price.

KB: We found that a lot of our suppliers didn’t initially provide a lot of online training at first, so we asked them to do so, and then during lockdown, we saw an even greater opportunity for our staff to undertake the training.

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Do you have a strategy in place to recruit new, younger members of staff?

DW: Over the last few years, we’ve made the most of apprenticeships and been able to bring in new blood. I’d say that out of every four apprentices, at least one is very good and can progress through the ranks.

We’ve also noticed a rise in the amount of female staff that we have on the team, including around 20 female branch managers. At the moment, 50% of our external sales team are women.

At the moment, there are greater opportunities in the motor trade because of other industries, such as retail, suffering

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over the last year or so, and this has had an impact on our recruitment potential.

For us, we aim to set our branches up to be really friendly environments; we actively encourage our staff to enjoy their time at work. Even though we’ve got to the size we have, we still want to keep our original principle of not making anyone feel like just a number. Anyone in the business can talk to me, Kevin, or Mukesh at any time.

KB: We’re always happy to take on new staff.

A lot of people want to join MPD because of our ethos – we’re a friendly company.

For more information on MPD, www.rdr.link/FA017

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FACTOR SUPPLEMENT Outside of YMF Car Parts’ Harrogate branch

The bilstein group’s headquarters in Markham Vale

From strength to strength PMF speaks to YMF Car Parts’ Operations Director Lee Jones and its Layerthorpe Branch Manager Tim Woodhead about the company’s relationship with the bilstein group.

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MF Car Parts was set up by the O’Brien family in 1969, with the first branch opening in a former butchers shop in Layerthorpe, York. Today, the business operates from six sites (York (Layerthorpe), York (Poppleton), Malton, Selby, Scarborough, and Harrogate), with a fleet of 30 delivery vehicles.

The business relationship between YMF Car Parts and the bilstein group started in December 2003 when YMF started stocking febi rubber metal steering bushes. This was back when YMF was a two branch operation in the York and Malton areas.

Our conversations begin with Lee Jones, who joined YMF Car Parts in 1999 as a Warehouse Assistant. Lee has worked his way up through the company to the pivotal role of Operations Director.

Can you tell us how the business relationship has evolved from the early days?

Lee Jones (LJ): The relationship has gone from a new business relationship, where we started buying the odd part that we couldn’t source from our incumbent suppliers, to a point where the bilstein group is now our biggest supplier. It’s also probably the supplier we have the best relationship with in terms of contact, idea sharing and shared goals.

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In your opinion, how has the business relationship benefitted YMF? LJ: I feel that we can bounce ideas off the

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34 PROFESSIONAL MOTOR FACTOR SUMMER 2021

bilstein group, and get an honest and open response to our ideas. This is usually followed up with a plan of their own, including ideas of how they can help us put our plans into action. When you have an open, honest and supportive supplier, you can be an open, honest and supportive customer.

Is there a stand out bilstein group range that has done well for you, and why?

LJ: The febi steering range has probably been the most successful so far, as they have been market leaders in this category for so long. The product’s quality has been far superior to its competition over the years, allowing febi to grow into a trusted and respected brand in this area.

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What made you choose febi for that particular range?

LJ: Initially, it was the availability of parts that weren’t available from our incumbent suppliers. Over the years, it has been the quality of the product and the fantastic customer service they provide.

Q

Is there a stand out bilstein group product that has done well for you, and why?

LJ: Again, its steering range has done really well for us for the reasons already mentioned, but we have also recently introduced the Blue Print braking brand into our business, which is going down really well with our customers. It is a high-quality product at a competitive price with a threeyear warranty and it sells itself really.

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What would you suggest to other motor factors considering the Blue Print and febi ranges?

LJ: I would suggest that if they have the opportunity to work with Blue Print and febi then they should do so.

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How would you rate the ongoing support you receive from the bilstein group?

LJ: The additional support is excellent!

They are always keen to help with anything that we ask of them, and the response to any (reasonable) request is generally positive.

Q

In your opinion, how important is the joint marketing and promotions you have carried out?

LJ: As a business, we like to work closely with our key suppliers and support them as they support us. Joint marketing and promotions work to strengthen that relationship further, so it’s a win-win for both sides.

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Where do you see your relationship with the bilstein group going in the future?

LJ: YMF has some exciting plans for 2021 and beyond, and the bilstein group will play a major role in helping us fulfil our ambitions. I’ve no doubt that this will strengthen the relationship between our two businesses even further.

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To understand the relationship from a branch perspective, we carried on the conversation with Tim Woodhead, who joined YMF Car Parts in 2005 as a parttime van driver. He now manages the company’s Head Office branch in Layerthorpe, York.

Can you tell me a bit about the branch you manage and when it was established?

Tim Woodhead (TW): I manage the Head Office branch in Layerthorpe. This is the original branch set up by the O’Brien family in 1969, although it no longer occupies the original site, as it moved to its current location in 1974. It is the foundation upon which the company has expanded over the years and is still very much its cornerstone today.

The branch currently has a workforce of around 50 people, from drivers through to directors, and operates within an area of about 150 square miles, mainly to the north and east of York.

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What feedback do you receive from customers on Blue Print and febi products?

TW: We always get a very positive response from our customers. It is never hard to sell a Blue Print or febi product. Customers regard them as highquality products; they are consistently reliable in their fitment and longevity.

Q

How has the bilstein group range performed for you over the last year?

TW: We have seen a very strong increase in our Blue Print brake and clutch range sales recently. I think this has been down to a combination of price and the excellent three-year warranty, which is unbeatable at this price point.

Q

Can you pinpoint your best performing product from the bilstein group range?

TW: Our best performing product recently has been the Blue Print pad range. The products are of excellent quality, with all the fittings in the box at a great price with a great warranty.

Q

In your opinion, what do you think makes Blue Print and febi stand out from competitors?

TW: I think the strong emphasis on OE matching quality at a very competitive price

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keeps them at the forefront of the market. When you then add into the mix a great technical team that is just a phone call away and the back-up of a classleading warranty, it is a package that is difficult to ignore.

What are your thoughts on the bilstein group Partsfinder?

TW: The Partsfinder website is the first one on my favourites bar. It is such a comprehensive and accurate website, and I use it on a daily basis.

Q

How did the Partsfinder training evening benefit you and your team?

TW: We were at the forefront of the Partsfinder website development and helped to test the first version. It was quite different from its predecessor – Blue Print Live – but we could immediately see the benefits once we got used to it. The training evening was very worthwhile for all the team, as it gave us a better understanding of its capabilities and the best practices to use to maximise its efficient use.

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To see the whole Blue Print and febi ranges, www.rdr.link/FA018 For more information on YMF Car Parts, www.rdr.link/FA019

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PROFESSIONAL MOTOR FACTOR SUMMER 2021 35

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EXHAUSTS & EMISSIONS

With news of vehicle emissions never too far from the news agenda these days, what do you feel has been the automotive aftermarket’s response to improving air quality?

Toby Massey (TM): It’s become an issue the automotive aftermarket can no longer ignore. We have a right and a responsibility to clean up our act on harmful emissions, or the industry risks creating its own scandal.

The authorities are watching the trade, that’s very clear. What’s also very clear is that everyone in the supply chain – manufacturers, parts distributors and garages – have an important role to play in ensuring the products they supply and fit are legal. Ignorance is not an excuse, and the market needs to be properly educated on areas such as type approval in order for it to remain compliant.

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Where is the market falling foul of the rules?

TM: It’s a complicated issue. Poor quality catalytic converters can still pass an MOT and mistakes can happen through the entire supply chain.

Legislatively, it’s very complex, and this brings about exploitation of the rules and unfair competitive advantages.

The regulators also need greater powers to have illegal items removed. It’s a growing problem, and so greater enforcement, combined with greater communication and co-operation, will help raise standards, assist the market and deter others from breaking the rules.

Catalytic converters are required to pass strict emissions testing procedures as part of the type approval process before

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Making a better aftermarket Toby Massey, Managing Director of BM Catalysts, gave PMF his view on the current state of play in regards to emissions within the aftermarket. they can be sold. These tests ensure that the relevant emission standard is met, thereby reducing the vehicle’s impact on air quality and health.

During the type approval process, a replacement catalytic converter is tested on a representative vehicle that the type of catalytic converter is intended to be installed on. The tailpipe emissions are measured and are compared to that of an original catalytic converter. The replacement must also meet any relevant durability, noise and vehicle performance requirements in order to gain approval.

Why is this issue hitting the headlines more and more?

TM: It’s coming from a number of areas, but it’s against a backdrop of the rising price of Platinum Group Metals, such as rhodium and palladium, and also an acceleration in the Government’s green agenda, designed to cut carbon emissions by 78% by 2035.

Rhodium is a key component in petrol catalytic converters for reducing harmful vehicle emissions, particularly Nitrogen Oxides (NOx), which are produced in any combustion process.

The global drive to improve air quality, particularly in areas like China and Europe, has seen demand surge for rhodium and palladium. Furthermore, the move from

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diesel to petrol engines puts additional pressures on rhodium supply, which is not used in diesel applications.

This tightness of supply of rhodium is another contributing factor to its sky-high price. More than four out of every five ounces of rhodium are mined in South Africa, extracted in minuscule quantities alongside more abundant metals such as platinum, palladium and gold.

Is the high price of PGMs also driving thefts of cats?

TM: In short, yes. It’s a growing issue worldwide, and the thefts are now heavily linked to organised crime – from theft, to dismantling, and to recycling.

Q

What can the market do to better equip itself?

TM: BM Catalysts is working with distributors and workshops to ensure the automotive aftermarket supply chain is better informed over type approval legislation and the important role they can play in its enforcement, for the benefit of the entire sector.

There are complicated issues at play, and so transparency and effective dialogue has been very important. As a result, we collectively raise standards and awareness.

It’s essential the automotive aftermarket plays its role in reducing harmful emissions and air pollution.

Q

For more information on BM Catalysts, www.rdr.link/FA020

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EXHAUSTS & EMISSIONS

What’s the solution?

Head of Product Management at Nissens Steffen Bjerg Jensen looks into how the company’s EGR valves present an opportunity for factors.

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s an integral part of a vehicle’s exhaust emission control system, influencing the operation of the engine and its combustion process, motor factors are now very familiar with the increasingly popular exhaust gas recirculation (EGR) valve.

The EGR valves used in more than seven million European VAG diesel applications can be particularly problematic, as they are especially susceptible to heat and vibration, as well as

excessive engine load. Naturally, the faulty valve has to be replaced, but as the issues are largely due to the design of the OE part, factors must be aware that these malfunctions can occur both in the original, and a replacement part. Therefore, opting to supply their workshop customers with a superior solution provides them with a great opportunity.

Fortunately, Nissens’ Efficiency & Emissions division has stepped in to provide such a solution by addressing the

issues that contribute to the valve’s premature failure, and ensuring its proper function and long lifespan, despite exposure to the harsh working conditions it has to deal with.

By applying several design improvements over the original and proving them over a series of comprehensive tests – including an optimised gearbox design, an improved design of the valve stem, and an upgrade to the design of the DC-motor – we have developed a durable replacement part. Our component supersedes 10 OE part numbers and performs to the standards defined by the VM, and therefore provides the aftermarket with a competitive solution.

For more information, go to www.rdr.link/FA021.

Offering what matters The right product, available and delivered on time, is the cornerstone of the service motor factors provide their customers.

However, several other matters contribute to enable them to develop the full potential of their businesses, including being able to offer a wide range with high vehicle parc coverage. In order for them to achieve this objective, Nissens has, for many years,

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38 PROFESSIONAL MOTOR FACTOR SUMMER 2021

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EXHAUSTS & EMISSIONS

“Our product range provides perfect adaptation to the market’s needs...we thoroughly consider the car parc when developing our offering.” promoted a product programme that is able to address this need.

Our product range provides perfect adaptation to the market’s needs, so in addition to the right technology and excellent quality, we thoroughly consider the car parc when developing our offering.

For us, it is not the number of products in the programme that counts, but how well the range caters for the vehicles on the road.

Therefore, our role is to provide product solutions that factors can use efficiently, so the sales potential of a given part is an essential consideration before we add it to our product portfolio, because increasing

competitiveness through optimised operating and logistical costs reduces their net working capital.

As a result, although the Nissens parts programme may contain fewer parts in some specific categories, it actually provides much higher coverage – upwards of 94% of the European car parc – in some product groups.

Acquiring and using multi-regional data concerning the car parc and new vehicle registrations means that we are able to be first in the market with many products.

Another vital element to the Nissens offering is precise and optimised catalogue

data, an advanced research discipline that captures all the applicable vehicles and OE references to ensure all relevant information links to the product to deliver accurate part selection results, which allows factors to maximise their business potential.

Besides making the process easier for factors, the correct data also helps us adjust the depth of our range so that our customers can benefit from stock optimisation by avoiding duplicated reference numbers and the related extra costs.

For more information on the Nissens Efficiency & Emissions programme, www.rdr.link/FA022

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DIAGNOSTICS & TOOLS

The tools at your disposal Sealey’s Product Category Manager Neil Kidby runs through the company’s biggest ever tool catalogue, with a closer look at some of its diagnostic tools

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vailable now, the latest edition of Sealey’s tool catalogue includes over 11,900 products designed for use in the trade. Readers will find improved and extended ranges, with over 2,800 brand new products all complemented by the company’s vast range of spare parts.

Covering everything from hand tools to larger workshop equipment, storage and consumables, if the trade needs it, chances are Sealey has it!

Keeping true to the company’s spirit of innovation and continued product development, readers will discover the addition of 33 products to Sealey’s 12V and 20V ‘one-battery-fits-all’ ranges, a brand new 10.8V collection, and multiple additions to the pressure washer range. On top of this, there’s more hand tools and huge updates to the lighting and power section. The new LED36012V LED inspection lamp packs a whopping 1,000 lumens and conveniently uses the same 12V battery from the ‘one-battery-fits-all’ SV12 Series.

We regard the Sealey Catalogue as the ultimate read for automotive technicians, it’s what the trade has been waiting for!

Included in the catalogue are an array of diagnostic options, and here we explore two of these.

V-Scan Multi-Manufacturer Diagnostic Tool – Android

The V-Scan multi-manufacturer diagnostic tool is a wireless Android-based system which enables near OE-level diagnostics. A well-priced mid-range tool, the V-Scan

allows users to use a mobile phone or tablet to diagnose cars, SUVs and vans.

The tool connects to the vehicle using a standard 16pin EOBD connector, and it includes an extension cable for hard-to-access diagnostic sockets. It is usable in conjunction with a compatible Android device (2.3 and later).

All the software is supplied, downloaded and stored on the mobile phone or tablet. This unit is supplied with one year of updates and doesn’t lockout when updates have expired.

Software features of the V-Scan include Read/Clear codes, live data, and actuation tests. Whilst its special functions include battery configuration, DPF, electronic parking brake, injector programming, key programming, odometer adjustment, oil service reset, steering angle, throttle reset and TPMS.

V-Scan Pro Multi-Manufacturer Diagnostic Tool

Sealey’s V-Scan Pro multi-manufacturer diagnostic tool is a fast wireless multitasking operating system which includes the most extensive coverage of OE-level diagnostics, allowing independent garages to provide a complete diagnostic service for cars, SUVs and vans up to 3.5t.

The unit comes supplied with two years of updates, and, like the V-Scan, there’s no tool lockout when the update has expired. It is powered by an Intel Quad-Core Processor and runs on an

Android 4.4 operating system. On top of this, the V-Scan Pro contains a 32GB hard drive, is Wi-Fi compatible, and has a touch screen display. The unit includes a 5.0 megapixel rear- and 2.0 megapixel frontfacing camera, and only weighs 0.7kg.

Key software features include read/clear codes, live data, actuation tests and ECU, and key coding on some vehicles. As with the V-Scan, the V-Scan Pro has many special functions, including battery configuration, DPF, electronic parking brake, oil service Reset, throttle Reset, and TPMS.

For more information on Sealey’s tool catalogue, www.rdr.link/FA023

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DIAGNOSTICS & EQUIPMENT @sdecoret/AdobeStock

Looking to the future Delphi Technologies’ Julian Goulding is on-hand to discuss why it’s essential for motor factors to offer diagnostic tools that won’t just serve garages’ requirements today, but for years to come.

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apability, coverage and, of course, value have long been the criteria on which many garages and technicians have based their diagnostic equipment buying decisions on. However, with vehicles rapidly growing ever more complex in terms of their powertrain options and on-board systems, it’s increasingly important that anyone considering diagnostics equipment is influenced by its ability to be futureproof.

For motor factors, this means understanding how they can educate their customers on not only how a diagnostic tool purchase might benefit their business today, but also for many years to come. In effect, a diagnostic tool’s potential of what it could do in the future could now be just as important in securing a sale as the essentials of being able to identify any issues quickly and accurately.

The availability of a diagnostic tool that is regularly refreshed with details of the everevolving vehicle parc is a massive plus for motor factors and garages alike. It’s an excellent selling point for retailers, which is particularly helpful when it comes to illustrating capability and value against what may initially appear cheaper alternatives. For garages, it negates the need for them to purchase a new tool should it become outdated. Importantly, it

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42 PROFESSIONAL MOTOR FACTOR SUMMER 2021

allows them to not only explore new business opportunities, but also cater for loyal customers who may have upgraded to a newer vehicle and would otherwise have to go elsewhere for their servicing requirements.

However, as Julian Goulding, Northern Europe Marketing Manager at Delphi Technologies Aftermarket, confirmed, it can make the process of choosing new diagnostics equipment even more involved: “Diagnostics equipment represents a significant investment, so it’s imperative for motor factors to help their customers consider a tool’s operation across a wide array of criteria, not least of all how it is refreshed with greater applications and what is required to receive any updates. For example, it’s incredibly important for licenses to be renewed if customers are still to receive updates long after their original purchase, and that’s something which can often be overlooked.”

Julian continued, “When advising customers, it’s best for motor factors to look for the breadth and depth of existing application coverage, as while certain tools will claim extensive vehicle coverage, many will in fact only

diagnose limited systems within them. On top of this, it is also worth finding out how often updates occur and how extensive the support is.

“The regularity and size of the updates, and what is covered will not only determine the longevity of a diagnostic tool, but will also increase the value it represents. If solid updates are easily accessible and relatively plentiful, then investing in a more expensive tool may be the more affordable option in the long run.”

As an example, the latest update to the Delphi Technologies DS tool software introduces 15 new car models, 888 new car unique system selections, 12 new heavyduty models, and 111 heavy-duty unique system selections. Amongst those are several applications for electric vehicles, plus extra ADAS diagnostics capability across a variety of models.

Julian concluded, “Updates, and access to them, are something that we believe are vitally important, especially as vehicles become more and more advanced. “We’re confident that we’re providing motor factors with a quality, reliable tool that will prove a hit with their customers.”

For more information on Delphi Technologies’ diagnostic offering, www.rdr.link/FA024

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DIAGNOSTICS & EQUIPMENT

Tony Zeal, Training Manager at CTEK, is onhand to discuss the upselling potential of battery support units.

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ehicles today can be related to expensive computers. When a vehicle enters a workshop for service or repair, the diagnostic processes being undertaken as part of these procedures are placing the battery under greater strain than ever before, risking battery failure.

Therefore, when selling diagnostic tools and equipment to their customers, factors should also be providing a battery support solution to maximise workshop efficiency.

Diagnostic support Paying attention

We undertook a workshop survey in partnership with PMF’s sister publication Professional Motor Mechanic and identified that as many as 50% of vehicles has a battery that needs attention. These batteries either need recharging, reconditioning, or replacing. Herein lies a threat that could cause problems when carrying out diagnostic procedures or flash programming ECUs. If the battery isn’t in a great state when it enters the workshop, any drains or strains during the diagnostic process could result in battery failure, disrupting the diagnostic procedure. Battery support is a vital activity often not fully appreciated for its importance in saving a technician’s time, insuring against costly diagnostic failures and preventing possible costly damage to the ECU.

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Maintaining battery charge is critical

Fault code diagnostics require the ignition to be switched on without the engine running. This means that during programming, the vehicle’s systems are operated solely from the power of the battery. Maintaining battery charge is critical to avoid unnecessary down time, lost vehicle data or even damage to sensitive electronics.

Protect against ghost faults

If this diagnostic procedure is undertaken when the battery has low voltage, and isn’t supported, an error code or fault will be reported by the diagnostic tool. This is because in the quest to protect against the battery failing, the vehicle Canbus system – the main communication channel between all vehicle control modules – will start to shut down all the systems it doesn’t need, like the radio, start/stop function, electric windows, air conditioning, etc. Error codes may be reported for non-functioning systems, and if technicians don´t know that low battery voltage is the cause of the fault, they will start looking for, and trying to repair, a fault that is not really there, hence the expression ‘ghost fault’. This will remain a fault until the low voltage issue has been taken care of.

Ensure a constant voltage

Battery support is vital for the supply of ‘clean’ constant voltage for vehicle programming. Indeed, many modern vehicles simply won’t even start communicating with diagnostic equipment unless a specified voltage can be seen across the vehicle system.

Also, consider de-rating. Battery support units deliver high levels of power over a relatively long period of time, and as a consequence, they can generate a lot of heat. As a safety precaution, many units are set to de-rate. This is a process whereby the unit will reduce charge levels and at really high temperatures reduce current output. De-rating is becoming a huge challenge for many workshops, risking disruption to the diagnostic or reprogramming procedure. Make sure that any battery support solution you recommend is designed to handle de-rating.

Always recommend dedicated battery support

As has been said, using dedicated battery support equipment is a necessity when undertaking diagnostic work. This presents factors with an opportunity to introduce complementary battery support products when a diagnostic product is purchased by their customers.

CTEK has a range of professional battery chargers and support units that can deliver from 40 to 120A of battery support.

They offer total flexibility for the user, with selectable voltages, and react extremely quickly to sudden increases in power demands to maintain a steady voltage at all times.

With variable yet extremely stable outputs due to inherently low voltage ripple, low current ripple and a range of integrated safety features, CTEK’s Pro products are safe for the battery and the vehicle’s delicate electronic systems. They are the perfect power supply to work alongside diagnostic equipment.

Battery support is vital to ensuring workshop productivity and efficiency. When selling diagnostic equipment to their customers, factors should also be discussing battery support; we would argue it’s not a case of whether workshops can afford to make additional investment on battery support equipment, it’s whether they can afford not to!

For more information on the CTEK range of battery charging and support units, www.rdr.link/FA025

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FILTERS

The right formula UFI Filters’ Karl Ridings, Sales Director UK & Ireland – Aftermarket, runs through FormulaUFI, the brand that embodies the secrets of the company’s filtration.

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FI Filters has over 20 years of experience in the production of filter media. The company has attributed FormulaUFI as the brand name that encompasses all of its filtration expertise, as well as to the filter materials that have been selected and developed in the UFI Innovation Centres worldwide. The brand consists of a number of different material formulas, all produced in-house by UFI, to meet the needs of automotive manufacturers. These formulae can be customised according to the specifications of the individual application, whether cars, or heavy duty or industrial vehicles, and cover the entire filtration range – fuel, air, oil, cabin and hydraulics.

FormulaUFI.EXTREME This is the filter media capable of extreme performance, even under the most difficult conditions. It consists of synthetic-based filter material produced using a meltblown process, with the efficiency determined by the distribution and size of the fibres themselves.

FormulaUFI.EXTREME guarantees a filtration efficiency of over 99.5% for fuel filtration and is compatible with biodiesels.

It can also be used for oil filters, where it reduces pressure losses, and air filters, delivering better filtration in a limited amount of space, and a longer filter life.

FormulaUFI.STRATIFLEX The most revolutionary formula developed by UFI Filters is a stratified combination of various materials such as cellulose, glass fibre and hydrophobic fabrics. When combined with the meltblown fabric used in

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46 PROFESSIONAL MOTOR FACTOR SUMMER 2021

FormulaUFI.EXTREME, StratiFlex is the most efficient media for separating water from diesel fuel. On top of this, it offers the best performance and less frequent replacement for oil filtration.

FormulaUFI.MICRON MICRON consists of glass fibres and is sometimes combined with other synthetic fibres to offer filtration capacity for the smallest of particles. Applied to oil filters, it offers optimum efficiency by reducing particulate matter in the oil caused by the friction of engine parts. This prevents clogging of the filter, making servicing less frequent and reducing pressure drops in the lubrication system. It can also be applied to blow-by filters, thanks to the oleophobic material which makes it resistant to acidic blow-by gas environments.

FormulaUFI.WEB This filter consists of a wire mesh which blocks impurities. This steel wire mesh is solid and resistant, and is compatible with high temperature fluids. It guarantees low pressure drops for high flow rates, and is therefore suitable for even the most extreme conditions.

FormulaUFI.H2O Thanks to the cellulose fibre base of this filter material being combined with synthetic or glass fibres, it has a high water separation capacity. It can offer a

filtration efficiency of up to 99.5% at 4 microns, and when combined with other materials, such as meltblown, it offers the best filtration capacity.

FormulaUFI.CELL The basic formula for filtration comes directly from nature. This material is made of cellulose combined with synthetic or glass fibres, and it offers high filtration performance for both oil and petrol filters, as well as air, where it has good flame-retardant properties.

Years in the making On UFI Filters’ filtration formulas, Rinaldo Facchini, CEO of the company, had this to say: “For 50 years, UFI Filters has been making filtration history with its breakthrough products and filter media. It started off with engine air and diesel oil filtration, and is now one of the only companies in Europe able to produce and supply complete filtration systems for both conventional and hybrid engines, including filter media and heat exchangers. Our ‘FormulaUFI’ expertise can be personalised to meet the technical specifications required by OE, and ‘FormulaUFI’ filtration is also at the heart of the products which are available in our aftermarket catalogue.”

For more information on UFI Filters’ products, www.rdr.link/FA026

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FILTERS

Keeping a clean cabin

@Tanaban/AdobeStock

Introducing Hella Hengst’s Blue.care cabin filters, the company’s solution to allergies and bacteria in the vehicle.

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s we prepare to enter a life without lockdown restrictions, Hella Hengst has a great message for factors to be able to give to their garage customers: its Blue.care cabin filters protect vehicle occupants against allergies and bacteria.

Hella Hengst believes that its cabin filters are particularly favoured because of the combination of design innovation and special features. As a result, the Hella Hengst range provides factors with a comprehensive replacement cabin filter solution, available in both active carbon and anti-bacterial configurations.

Although workshops have a large part to play when it comes to the air quality within their customers’ vehicles, factors can help by supplying them with a Blue.care cabin filter. This solution will optimise the air quality within the vehicle, directly benefitting the end user in terms of a reduction in pollutants, which aids their concentration and makes them feel less tired, subsequently reducing the risk of accidents due to driver fatigue.

A standard cabin filter is certainly a good first step as, in addition to its protective role within the air conditioning system, it will remove pollen and fine dust.

However, a carbon activated version goes even further by filtering out bad-smelling odours and hazardous gases such as

ozone, smog and exhaust gases. Going one step further is the Blue.care filter, which also neutralises allergens and bacteria. In this heightened period of health awareness, this is particularly beneficial to the occupants of the typical family car.

Blue.care’s first line of defence is an electrostatic medium that keeps out coarse particles and is supported by a filter fleece that increases its dust retention capacity. An active carbon layer separates out vapours, odours and harmful gases, while so called ‘meltblown’ medium filters out fine dust, including microparticles with tiny diameters. Finally, the bio functional layer contains Nano silver, which has natural antibacterial properties and an antimicrobial effect, as well as jointly providing five-level protection from pollen, dust, mould/spores, odours and bacteria.

Blue.care at a glance

Hella Hengst claims that its Blue.care cabin filters provide the vehicle’s occupants with enhanced protection in the following areas: Pollen – In the current COVID climate, it’s especially important for the driver and passengers to avoid having to touch their

face, which is particularly difficult for hayfever sufferers. With this in mind, Blue.care filters significantly reduce the level of pollen in the cabin, directly benefitting the occupants.

Fine dust – Fine dust particles can significantly affect the health of the driver and passengers, as they can penetrate deep into bronchial tubes or even get into the blood stream.

Mould and spores – Mould spores that can have an effect on someone’s health are everywhere, but they spread quicker when the weather is moist and warm.

Smells – No one wants to have unpleasant smells in their vehicle. To combat this, Blue.care protects the driver and passengers from pungent or acrid ammonia and sulphur gases.

Bacteria – An infinite number of types of bacteria are constantly in the air around us, but thanks to a specialised coating, Blue.care filters reduce bacteria to a minimum.

Upselling opportunities

Due to the sheer volume of air that cabin filters have to cope with, Hella Hengst recommends that they are replaced annually or every 10,000 miles. However, vehicles that spend most of their time being driven in busy traffic should have them changed twice a year, irrespective of their annual mileage. This presents an excellent upselling opportunity for factors.

For more information on Blue.care filters, www.rdr.link/FA027

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Product spotlight Exide Technologies: Exide Premium range Exide Technologies has updated its Exide Premium range with a modern black design containing recycled components for reduced environmental impact.

The change will lead to savings of 2,700 tons of CO₂, 8 million litres of water and 1.2 million litres of crude oil in Exide’s manufacturing each year.

Slick new design This battery design features a spilland spark-proof security lid with a double flame arrestor, providing the same safety level Exide offered with its previous design. An original equipment design, the company’s aftermarket customers can be reassured that it has passed the strict requirements of carmakers.

The design will be introduced to all of Exide’s top-of-the-line conventional batteries across its various product brands, comprising Exide Premium, Centra Futura, Deta Senator3, Sonnak Powerline, Fulmen FormulaXtreme, and Tudor High Tech.

Large reduction in environmental impact Not just visually appealing, the use of recycled components will

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make a meaningful environmental impact. Stefan Stübing, President & Chief Executive Officer at Exide Technologies, commented, “We’re committed to reducing our environmental impact across our business, and we’re pleased that the new Exide Premium design is having such a large impact on these efforts. An annual 2,700 ton reduction in CO₂ is a major accomplishment, and we look forward to identifying further environmental savings in the future.”

Exide Premium features Carbon Boost 2.0, Exide’s proprietary application of carbon additives on the negative plates. This allows for up to two-times faster recharging than conventional batteries. Faster recharging enables higher average state-of-charge throughout battery life, reducing the risk of breakdown and extending battery lifespan. This battery is designed to withstand extreme temperature, power-hungry electrical equipment and intensive urban driving.

For more information on the Exide Premium range, www.rdr.link/FA028

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What's New? STEERING & SUSPENSION PARTS

A raft of steering and suspension part numbers have been added to Comline’s portfolio.

Within the latest update, Comline has announced the introduction of a Mazda 3 (2013onwards) control arm, as well as a tie rod axle joint for the BMW 1 F20 and 1 F21 (2011-onwards) and Hyundai i10 (2013-onwards).

It also provides both a tie rod axle joint and end for the Land Rover Discovery Sport and Range Rover Evoque (2011-onwards), as well as the Jaguar E-Pace (2017-onwards), amongst a variety of top strut mounts.

WWW.RDR.LINK/FA029

ANTI-WEAR ADDITIVE

Mannol has introduced the Diesel Ester Additive to its range. The product is a complex anti-wear additive for all types of diesel fuel, especially for types I and II with a low sulfur content. To get the maximum effect, it needs to be used constantly. The effect of the application becomes noticeable after 20 hours of driving (approximately 1,200-1,600 km).

Able to reduce the coefficient of friction of the contacting surfaces and significantly reduce wear, the additive effectively cleans the components and parts of the fuel system from dirt and deposits of all types, as well as the combustion chamber from carbon deposits formed during the combustion of fuel.

WWW.RDR.LINK/FA032

AUTOMOTIVE PUMPS

Automotive pump manufacturer Airtex has added more references to its portfolio.

One of the new references is a water pump kit that covers more than a million Volvo applications, including the C30, S40, S60, S80, V40, V50, V60, V70, XC60, XC70 and XC90. It consists of a water pump, timing belt, idler and tensioner pulley, all of which are of OE equivalent quality.

Airtex has also introduced a kit for multiple manufacturer applications, covering vehicles by Citroën (Berlingo, C3, C4, C5), Ford (C-Max, Focus, Mondeo Tourneo, Transit), Mazda (2, 3, 5), Peugeot (Partner, 207, 308, 508, 3008, 5008) and Volvo (S40, S60, V40, V60, V70).

COIL SPRING SINGLES

Continental Direct’s coil springs were introduced at the very first Automechanika UK in 2016 and, until now, have been supplied exclusively in pairs. Five years on, and the company has responded to further market demand by making the full range of 500 references available in singles, too.

All of the new references are fully supported with Autocat+ V9 enhanced catalogue data, allowing for quick and accurate identification at point of sale. Providing greater customer choice, the development has further strengthened Continental Direct’s suspension range.

WWW.RDR.LINK/FA033

WWW.RDR.LINK/FA030

DIAGNOSTIC DEVICE

A compact, smart diagnostic device, which supplies fullsystems diagnosis for more than 68 vehicle brands, is now available to technicians, offering wider model coverage, powerful test functions, and the ability to accurately test data quickly and easily.

The X-431 Euro Mini, introduced by Launch UK, is a compact device delivering a big punch, enabling technicians to carry out actuation tests, coding, service resets and vehicle coverage enquiries. The device also performs DTC reading using Google search, and has an integrated translation function to remove any barriers around various languages.

The X-431 Euro Mini has visual benefits, too, as it features a new user-friendly interface, including all commonly used functions in one screen.

WWW.RDR.LINK/FA031

SCR SYSTEM PRESSURE TEST KIT

Part of the diagnostic routine for SCR (AdBlue injection) systems is to measure the pressure in the system both electronically, via the OBD diagnostic software and protocols, and dynamically, using pressure test gauges. This test kit from Laser Tools provides the gauge and connection pipes required to allow the user to directly measure the system pressure at the injector or pump.

The kit is supplied with a pressure gauge that is equipped with pipework and connectors to connect into the SCR system. Two additional 300mm connection pipes are also supplied, fitted with straight and 90° connectors to assist with hook up in restricted areas. The test kit is then used with the OEM diagnostic software and protocols.

WWW.RDR.LINK/FA034

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050_PMF_SUM21_Layout 1 30/06/2021 13:27 Page 50

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

Jack Sealey Ltd ........................................ Pages 10, 43

Alliance Automotive Group ............................ Page 16

Kalimex Ltd .................................................. Pages 9, 15

Bailcast Ltd .......................................................... Page 13

MAM Software Ltd ............................................ Page 33

Ben ...................................................................... Page 40

MANNOL ............................................................ Page 20

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

Millers Oils Ltd .................................................. Page 36

Delphi Technologies Aftermarket ................ Page 26

OSRAM Automotive ........................................ Page 43

ECOBAT Automotive Ltd ........................ Pages 11, 24

Shaftec Automotive Components ................ Page 31

European Exhaust and Catalyst Ltd ............ Page 39

TotalEnergies .................................................... Page 45

Ferdinand Bilstein UK Ltd ................................ Page 4

UFI Filters S.p.A................................................. Page 48

FACTOR SUPPLEMENT

PROFESSIONAL

MOTOR FACTOR

Reporting on PMF’s visit to Titan Motor Factors

EXHAUSTS & EMISSIONS EGR valves and the opportunity they present to factors

DIAGNOSTICS & TOOLS Futureproofing your diagnostic tool offering

FILTERS The health benefits of Hella Hengst’s Blue.care cabin filter range

SUMMER 2021

MAKING HISTORY Looking back through time at the evolution of the car battery

news ■ appointments ■ expert opinion ■ interviews ■ products

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