Professional Motor Factor February 2020 by Hamerville Media Group

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PROFESSIONAL

MOTOR FACTOR

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

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

FEBRUARY 2020

INDUSTRY UPDATE PMF looks back at the 2019 IAAF Conference

news ■ appointments ■ expert opinion ■ interviews ■ products

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VOLUME 20 ISSUE 2 FEBRUARY 2020

7-9

Viewpoint ...........................5 News ....................................7

10-17

NEWS

PEOPLE & INDUSTRY

18-23

24-29

BUSINESS & TRAINING

REGULARS

CONTENTS

MARKET TRENDS & ANALYSIS

SPECIAL REPORT

PMF crosses the border to visit Spartan Motor Factors ................................................................30

BATTERIES Maximising the potential of start-stop battery technology............................................................32

IAAF Update ....................12 An insight into the 48V mild hybrid system........................................................................................34 Appointments ..................15

Clearing up the confusion surrounding booster packs..................................................................37

MECHANEX ....................22

Crucial information for dealing with advanced battery technology ..........................................38

Talk of the Trade............24

IGNITION & ENGINE MANAGEMENT

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

The opportunities presented by offering high quality ignition coils ..........................................40 An interview with NGK Spark Plugs’ Assistant Technical Manager, Ron Merralls..................42

What’s New? ...................48

Overcoming the challenges of stocking a comprehensive ignition range..............................43 The role of glow plugs in reducing emissions ..................................................................................44 Shining the spotlight on a new range of EGR valves......................................................................46

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VIEWPOINT

Deputy Editor BEN LAZARUS Editorial Assistant LAURA GUALDI Group Editor DANIEL ARON Group Manager ROBERT GILHAM Account Manager ALEX DILLEIGH National Sales Executive ALANA ASHER Design DONNA BOOTH Group Production Manager CAROL PADGETT Production Assistant KERRI SMITH Publisher BRYAN SHANNON Professional Motor Factor is an essential business magazine for those with decision-making responsibilities within motor factors. To be removed from this magazine’s circulation, please call 01923 237799 or email circulation@hamerville.co.uk. Printed by Walstead Roche Published by HAMERVILLE MEDIA GROUP Regal House, Regal Way; Watford, Herts; WD24 4YF Tel: (01923) 237799 www.pmfmag.co.uk pmf@hamerville.co.uk Twitter: @PMFmag Facebook: @ProMotorFactor LinkedIn: Professional Motor Factor Magazine Copyright © 2020

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

The winds of change Across society, the concept of change is often viewed with scepticism. Whether it is a change in circumstances or a change in common practice, people tend to prefer to stick to what they know. Whilst this is certainly relatable, there comes a time when change must be embraced, rather than feared. Take healthcare, for example. Had modern medicine not been given the framework to develop into what it is today, the world would be a far unhealthier place than it currently is. Whilst this is an admittedly specific topic, the same applies to the independent aftermarket; change can lead to progression. As with any industry, change is almost certainly a given. The aftermarket is no different. Some changes that we, as an industry, are experiencing include dealing with increasingly stringent emissions regulations, the growing popularity of hybrid and electric technology, and a move towards ‘connected equipment’ in MOT service stations. These changes are predominantly a result of the development of technology that has swept the aftermarket. This is such an important concept that the theme of the 2019 IAAF Conference was ‘How technology is transforming the automotive aftermarket’ (page 12). Giving her introductory speech at the conference, Wendy Williamson, IAAF Chief Executive, spoke of the importance of new technology and how it is “changing the landscape of our sector”. Wendy also spoke in detail about the significance of electric vehicles and the opportunities that they bring to the aftermarket. However, Hayley Pells of Avia Autos discussed how “garages aren’t adapting well to these changes in technology”, perhaps serving as proof of the aftermarket’s reluctance to accept the changes before them. As both Wendy and Hayley made perfectly clear, these opportunities should be grasped with firm hands, rather than turned away. Change was also up for discussion when I visited Spartan Motor Factors’ branches in Newport and Bristol (page 30). Since PMF’s last visit to the company, it has progressed significantly, adding several branches to its portfolio. However, this progression has brought with it the need for further change. Spartan’s co-founder and CEO Jason Farrugia stressed the need for the company to settle after its rapid evolution. In order for this to happen, Jason and fellow founder Lee Gratton have made a variety of high-profile appointments, including that of Nigel Griffiths as Chairman and Nathan Travis as Regional Director. These changes demonstrate the company’s adaptability and its acceptance of the need for switching things up. A real change in a company’s trajectory is looked into on page 16, where James Mitchell, Kerridge Commercial Systems’ Managing Director, discusses the company’s recent acquisition of MAM Software. With regards to how this change will affect MAM’s customers, James said that they “will now benefit from KCS’s extensive number of developers”. Clearly, this is a move that James sees as beneficial for Kerridge as well as its new customer base. Whilst the changes that the aftermarket is experiencing may not be a matter of life or death, such as with healthcare, it is worth noting that, without being willing to adapt, the independent aftermarket will struggle to compete with its franchised competitors. With this in mind, it is vital that when an opportunity is presented to us, we take it, otherwise we risk losing out.

“It is vital that when an opportunity is presented to us, we take it, otherwise we risk losing out.”

Enjoy the issue and have a good month.

Ben Lazarus Deputy Editor

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NEWS

@PMFmag

www.pmfmag.co.uk

pmf@hamerville.co.uk

Mahle Aftermarket acquires Behr Hella Service All existing Behr Hella Service (BHS) activities have been transferred to Mahle Aftermarket, following the company’s acquisition of the entire BHS shareholding. Mahle’s new logistics centre in Wroclaw, Poland, is currently being filled, which will allow the company to respond flexibly to rising volumes, and ensure a high level of availability and short delivery times. With its expanded thermal management portfolio, Mahle is positioning itself more within the e-mobility market in particular. Thermal management is a central prerequisite for the reliable operation of electrically powered vehicles, and the company recognises its importance. “The feedback from our customers in relation to the launch campaign has been extremely positive,” said Olaf Henning, Corporate Executive Vice President and General Manager at Mahle. “The workshops are aware of the challenges they face from the mobility transformation and the diversity of new technologies, and they are counting on us. We will support them by providing fast and reliable diagnostic and service solutions, information, and, of course,

spare parts,” he continued. In order to assist workshops with regard to the new thermal management products, Mahle also offers specific training, and makes repair and maintenance information (RMI) available on its diagnostics tools and service equipment.

Romac acquired by Sutton Auto Factors Sutton Auto Factors has announced the successful acquisition of Derbyshire-based Romac Motor Factors. Romac, an independent supplier of vehicle parts, tools and accessories, has established high quality standards and impressive long term customer relationships with both the trade and the public for over 25 years.

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The four Romac branches join the existing network of Sutton Auto Factors (SAF) stores in Ilkeston, Sutton-inAshfield, Long Eaton, Bulwell, Colwick, Bingham and Ollerton. The acquisition of Romac enhances Sutton Auto Factors’

reach, capability, and opportunities to serve the market in the city of Derby and throughout Derbyshire. The development expands and strengthens the range and quality of parts available to existing Romac customers, adding brands such as Ferodo, LUK, KYB, Valeo, Yuasa and WIX to the company’s offering. Customers will further benefit from a combination of buying power and a competitive pricing strategy that has seen the successful expansion of SAF throughout Nottinghamshire and Derbyshire. The four existing Romac stores in Heanor, Ripley, Spondon and Mickleover will continue with the same experienced, friendly staff, and will be open seven days a week, with business as usual. “Customers can expect to see the same faces, levels of service and customer care, along with added choice, availability, quality and affordability,” said Andrew Wells, SAF General Manager. “We are delighted to welcome Romac into Sutton Auto Factors, as we aim to achieve growth through offering the best available parts at the most competitive price.”

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NEWS EAG and Suplex annouce coil spring supply agreement Excel Automotive Group (EAG) and Suplex have finalised a deal that sees the Leeds-based company become the exclusive distributor of more than 3,500 coil spring references, following the closure of the Suplex Sheffield warehouse. EAG’s owner, Tony Bhogal, and Managing Director, Adrian Lamb, said in a joint statement: “We are delighted to have reached an agreement with Suplex, a company that has established itself with a reputation renowned for quality products. It is no secret that EAG has been looking to strengthen its product offering, supplying an eclectic range of products, and this Suplex deal fits the bill.” Suplex General Manager, Graham

Masheder, added, “Working with EAG is a great opportunity to expand the Suplex product in the aftermarket. “Suplex is confident that EAG, a trusted business, will develop the Suplex brand even further, whilst maintaining the needs of its customers and the consumer.” Suplex coil springs are either made from high-quality chrome, silicone chrome or vanadium spring steel, and are coated with a zinc phosphate coating which helps prevent them from corroding. EAG is stocking approximately 3,500 Suplex part numbers, all of which are accessible on MAM AutoCat and are available for same-day local delivery or next-morning national delivery.

New format to be piloted for Autopromotec 2021

WAIglobal UK sees demand from auto electrical specialists

To meet the needs of exhibitors and visitors, Autopromotec is to revamp the format of its 2021 show, set to take place 26th–29th May 2021. The organisers of the international automotive aftermarket trade show have decided to shorten the duration of the show from five to four days, as well as the content of meetings and conferences during the fair. The changes have come following a feedback survey. Limiting the number of days will streamline business meetings and presentations, as well as allow more topics to be covered – over half of the survey respondents identified the development of artificial intelligence, the Internet of Things, big data and nanotechnology as the most important upcoming trends in the automotive aftermarket. “A trade show is not just numbers, but also comments and opinions of those who participate”, explained Renzo Servadei, CEO of Autopromotec. “That is why we decided to contact exhibitors and visitors to gather suggestions for improvements in content and format for the next edition.” WAIglobal UK (WAI) has increased business with auto electrical specialists as the sector makes a resurgence in the automotive industry. WAI is meeting the demand for the supply of surcharge-free rotating electric units that service a range of markets, including the automotive sector, following a resurgence in the automotive industry. The company is also seeing more appetite from auto electrical specialists for WAI’s ranges of ignition coils, wiper motors and MAF sensors. Manchester Auto Electrical is one such business, as Managing Director, Derek Martin, explained: “The service, price and availability from WAI is very good, and we have an opportunity to purchase a wider range of products from the company as our relationship grows. Some rotating units are expensive to recondition, so supplying a premium WAI new unit complements our offering.” Richard Welland, WAIglobal UK Managing Director, commented, “We will work with this sector to ensure that they arrive at a stock package that suits the demands of their business and customer base.”

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pmf@hamerville.co.uk

Ben to increase it’s mental health services for automotive industry members Ben has announced it is increasing its range of services for automotive industry members in need of mental health support. This growth in Ben’s service comes as a direct response to insights gained about the needs of automotive industry members. Mental health is the most common reason why people reach out to Ben for support, with 52% contacting its helpline last year due to concerns over their mental health. Ben’s new services will allow the charity to reach and support people through the introduction of a new digital platform, which will allow easy access and convenience for those who choose to receive support this way, targeting issues such as stress, anxiety and depression, as well as commonly associated issues like money worries or sleeping difficulties.

Rachel Clift, Health & Wellbeing Director at Ben, said, “Our new digital services will enable us to support even more people. The extension of our services will offer individuals more informed choice and control in how they receive support for their mental health.”

Schaeffler joins global hydrogen initiative

Ivor Searle launches rewards scheme for motor factors Following a record year for remanufactured engines in 2019, remanufacturer of major units Ivor Searle has introduced an online sales incentive programme for UK motor factors as part of the company’s growth strategy. The company’s Commercial Director, David Eszenyi, said, “The new platform will enable us to keep factors up to date through direct communication.” Developed in conjunction with specialist customer loyalty solutions provider, Incentivesmart, ‘Ivor Searle Rewards’ is aimed at increasing the remanufacturer’s brand engagement with its network of motor factor branches across the UK. Factor staff that sign up will be able to accrue points based on sales of eligible Ivor Searle products, which can then be redeemed to receive rewards such as retail merchandise, entertainment, and travel and experiences. The programme will also provide regular product and technical information as well as promotions, whilst rewarding members for the time invested in engaging with the platform.

The Hydrogen Council, a globally active hydrogen interest group based in Belgium, has introduced Schaeffler to its folds, increasing the company’s involvement in the development of hydrogen technology. The initiative comprises 81 leading companies from the energy, transport, and industrial sectors, the goal being to drive forward hydrogen technology in the direction of industrialisation. “We want to shape CO2 neutral, sustainable mobility with regard to the entire energy chain,” said Klaus Rosenfeld, CEO of Schaeffler. “We will accomplish this by using the enormous potential of green hydrogen along the entire value-added chain. “Hydrogen technology offers enormous potential in this area, both in terms of energy storage and emissions-free drive solutions,” explained Klaus. “Our core expertise in materials technology, forming technology, and surface technology will enable the efficient high-volume production of key components for the future hydrogen economy, and will make a significant contribution to the company’s success.”

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PEOPLE & INDUSTRY

COMPANY PROFILE

Still going strong PMF speaks to Mike Schlup, CEO of Kalimex, to find out how the company has fared in the 30 years since its formation. How it all began On the company’s origins, Mike commented, “Kalimex was founded in 1989 by my father, Jurg, a successful businessman looking to start a general import/export business. Early activities included steel trading and industrial epoxy coatings. It was the epoxy connection that led to Kalimex introducing the CarGo range to the UK in 1994. This included Quiksteel Epoxy Putty, and Seal-Up head and block repair. In the beginning, Quiksteel counter displays were placed in hardware shops and car accessory shops. UK Sales are now at 2 million sticks, and we’ve just put the finishing touches to a promotion that will see Quiksteel enter homes in the UK via YouTube, courtesy of Dr Quiksteel.

How did K-Seal enter the picture?

Mike Schlup (MS): By 2000, my dad was struggling with the growing business. A conversation over Christmas dinner led to me cutting ties with my career in sales and marketing, and joining Kalimex. By then, we were importing a range of additives from CarGo in the USA. We identified an opportunity to launch our own branded products – in particular K-Seal Permanent Coolant Leak Repair. Seal-Up sales were good, albeit limited by the out of date sodium silicate technology which made it complicated to use. We hoped to double this figure with the shake, pour and go

formula of K-Seal. K-Seal was launched in 2003. In the first year, we sold 17,000 bottles. Within 30 months, we hit 100,000 bottles, and by 2010, 1 million bottles. With K-Seal launching in the USA, it was a question of hanging on for dear life as we struggled to cope with the demand! We’ve just sold 8 million bottles. MIke Schlup K-Seal is now the number one coolant leak repair product in the UK, USA, Australia and New Zealand.

How important were motor factors to Kalimex back then, and how important are they now? MS: Very important! Motor factors embraced Quiksteel and subsequently KSeal, and they’re just as enthusiastic today. We supported them with campaigns aimed at the professional motor mechanic, including point of sale and promotional gifts – which we still do now.

How did you go about promoting KSeal and Quiksteel in the media? MS: We started getting involved in PMF in 2007, and we’re still in it today. In the last few years, we’ve ramped up our promotion

10 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

of the JLM Lubricants’ range with adverts and editorial features. We know that we are more likely to reach our motor factor customers by being in a publication that is specifically geared towards them.

Has Kalimex’s customer service changed over the years? MS: No, we’re still a friendly voice at the end of the phone. However, the UK aftermarket has changed over the last 30 years. Many independents are no longer around, and others are now national giants. But, we still deal with customers that have been with us for almost 30 years, such as EBC Motor Factors in Hove. We help professional stockists to share news and technical details about our products to their trade customers through special event training, sales literature, product samples and promotional gifts. 2020 marks our 30th anniversary. We have a number of trade promotions lined up to shine the spotlight even brighter on the JLM product range. For more information on Kalimex’s products, go to www.rdr.link/FM001

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PEOPLE & INDUSTRY

IAAF UPDATE

Wendy Williamson addresses the audience

U P D A T E Going with the times In December 2019, PMF was present at the annual IAAF Conference in Milton Keynes. With the theme being how technology is transforming the automotive aftermarket, those in attendance were in for a day filled with insightful discussion.

“We need to engage in the future – hard work today pays off tomorrow.”

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Giving her opening remarks, Wendy Williamson, IAAF Chief Executive, spoke of a year of “monumental change”, with technology being a significant aspect in shifting the landscape of the automotive sector. Part of this change is the growing presence of electric and hybrid vehicles within the aftermarket, and Wendy noted how “Electric vehicles are opening the sector up to a whole new range of entrants.” Referring in particular to the IMI’s initiative to educate technicians on these types of vehicles, she was keen to stress the opportunities that this technology is presenting the aftermarket on all levels. In terms of how technicians are adjusting to these changes, Hayley Pells of Avia Autos said, “Garages are not yet adapting well to the changes in technology, and they aren’t engaging well in training for these developments.” However, she was keen to stress that the aftermarket had the advantage of time, adding:

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PEOPLE & INDUSTRY

IAAF UPDATE

adamant that “Level 3 autonomy is just around the corner”, with approximately 4 million ADAS enabled cars on the road today. Ultimately, Dean related the potential future troubles of the aftermarket back to the need for training, urging those responsible to “bring about some standardisation and ‘common sense literature’ to challenge garages to train their staff.” Only then, he insisted, can the aftermarket thrive in an automated world. Dean’s sign-off message was that the aftermarket is “not the first industry to deal with autonomy, and so it needs to look at those that have.”

Post-lunch insight

Following lunch and a Keynote speech by Richard Noble, two members of the Market Surveillance Unit (MSU) at the DVSA, Emma-Jane Morris and Neil Barlow, took to the floor to discuss market surveillance in the UK. With the MSU’s purpose to ensure safety, protect the environment, ensure legal compliance and promote fair competition, the duo pinpointed the various opportunities that could improve the aftermarket. These included “With the lack of electric vehicles in the car parc at the moment, improvements in emissions control, cataloguing, production, and we have time to prepare for these changes.” with parts being ‘mis-sold’. Emma added, “The DVSA wants to Hayley’s take-home message related to two separate topics; work with the industry – parts manufacturers, distributors, etc. – technological change and the gender inequality that the to educate and ensure that the rules are clear.” aftermarket is still experiencing. She explained that, as an IAAF Head of Membership Development, Mike Smallbone, industry, “We need to engage in the future – hard work today then gave those present a round-up of IAAF’s 2019. Alongside pays off tomorrow.” talking about membership growth and successful industry briefing sessions, Mike looked forward to the federation’s plans Adapt to survive for 2020, which included commercial vehicle briefings and a Following Hayley was Andy Hamilton, CEO of Euro Car Parts. commercial vehicle committee. On the ‘Your Car Your Choice’ Andy was insistent that the time is already upon the UK pilot project that ran in Chesterfield in May 2019, Mike spoke of a aftermarket to prepare for the “unique problems” that it is facing. heightened awareness – particularly across social media – of One of to these problems is the rise in digital competency of motorists’ ability to service their vehicle at an independent OEMs, and Andy spoke of the consequent need to support garage without invalidating their warranty. garages, adding: “If we don’t act, dealerships will direct vehicles In terms of what’s ahead for IAAF, Mike alluded to a Block onto their own networks.” Exemption Regulation (BER) working The doom and gloom wasn’t over group, and BER was also on the mind of there; Andy suggested that by 2030, 30% Neil Pattemore, Technical Director at of independent garages will be forced to FIGIEFA. Neil labelled block exemption as close. Reasons for this included the rise in “under review”, and stressed that the electric and hybrid vehicles on the road, aftermarket needed to be privy to every with garages not yet equipped to deal with vehicle’s data, with “bio-directional them, and a crisis in terms of both communication with every vehicle recruitment and skills – 46% of vehicles essential”; technicians need to be able are being turned away because receive and understand the data. workshops aren’t able to diagnose their An issue with getting access to this faults. In response to the technology data, according to Neil, is that in the EU, advances that are “fundamentally legislation is tough to accomplish, and so changing the independent aftermarket”, it is difficult to get access to vehicles and the aftermarket will, in turn, have to Euro Car Parts’ CEO, Andy Hamilton their data. Nevertheless, he insisted that change, with Andy suggesting that FIGIEFA was making a significant financial commitment in order garages narrow their vehicle bandwidth. to gain access, and that not having this data posed a “major Up next was Dean Lander, Head of Repair Sector Service at threat” to the existence of the aftermarket. Thatcham Research, and his focus was on the growth in ADAS And with that, the 2019 IAAF Conference came to a and, as with those before him, how the aftermarket needs to conclusion. Technology was the dominant theme throughout, gear up for the future. One of his main concerns was ensuring and this brought concern about the survival of the aftermarket. that “every car that gets fixed gets fixed properly.” Dean also However, as Wendy Williamson explicitly concluded, these spoke about the scope of the technology that was already technological changes are bringing with them plenty of available, and how it is only legislation that is preventing the opportunities, too. application of this technology. Nevertheless, he was still Hayley Pells gave an insight into running an independent workshop

For more information, go to www.rdr.link/FM002

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PEOPLE & INDUSTRY

APPOINTMENTS

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

Excel Automotive Group (EAG) has bolstered its sales team with the appointment of Chris Haw, who has assumed the role of UK Sales Manager. A qualified technician, Chris has been immersed in the automotive aftermarket for more than 30 years, where he enjoyed sales roles with Autoglym, Brown Brothers and Tetrosyl, before spending the last two decades with Delphi. Chris said, “It’s an exciting opportunity to develop a business. EAG is a successful business and boasts renowned brands such as Brembo, Monroe and Champion – discovering new opportunities for these names and others is what appeals to me. “My background gives me a head-start in understanding what workshops want from factors, and tailoring our offering to suit the customers’ needs makes us easy to work with.”

BM Catalysts

BM Catalysts has added Loris Rosario Brito to its Export Sales team. In his new role, Loris will be responsible for driving growth whilst continuing to serve an established account portfolio. Loris has extensive knowledge of the export market to Italy, having previously been a Sales and Operations Account Manager for AnyVan. Central to his new role is strategic planning to help BM Catalysts’ customers achieve their business objectives, as well as monitoring stock levels and movements. On his new role, Loris commented, “I know that the company has some ambitious targets for growth, and I truly believe there is no other company that offers such great product availability and quality as BM Catalysts. That’s why I’m here. I’m really looking forward to getting out there to help grow our existing markets, as well as hopefully opening up a few new ones.”

Mann+Hummel

Mann+Hummel has appointed Kurk Wilks as its new President and CEO, succeeding Werner Lieberherr. Kurk will manage the group together with Executive Vice President and Chief Finance Officer Emese Weissenbacher, and Chief Operating Officer Nic Zerbst. Kurk has been with the company for around 20 years. He has been managing the automotive original equipment business since 2019, and will continue to do so. “I’ve been able to familiarise myself with all the divisions of Mann+Hummel over the past years,” Kurk commented. “We now need to build on our position in the filtration sector.” The Chairman of the Supervisory Board, Thomas Fischer, added, “In Kurk Wilks, we have found someone who has already been successfully helping to shape the company for many years. I wish the new leadership team every success.”

NRF

NRF has recruited Bo Marcusson to manage its business with International Trading Groups (ITGs). Bo will be responsible for the relationships and contracts between NRF and the various ITGs. In the future, he will focus on the development of the NRF business with ITG shareholders and members, together with the NRF area sales teams. Bo has a vast track record in the automotive aftermarket, is multilingual, and is well acquainted with the thermal business. NRF’s CEO, Frank Toebes, said, “We need to manage our rapidly growing business with ITGs and Multinationals, and sail NRF well through a consolidating aftermarket. Bo brings all that’s needed to the table to manage this effectively”.

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PEOPLE & INDUSTRY

INTERVIEW

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Face to face

In October 2019, Kerridge Commercial Systems (KCS) acquired MAM Software. PMF caught up with James Mitchell, Managing Director for KCS in the UK and Ireland, for an exclusive interview to find out more about the acquisition and what it means for MAM Software’s aftermarket customers.

Please introduce yourself to our readers. James Mitchell (JM): My career at Kerridge Computer Company (KCC) started as a programmer back in 1994, after graduating from university with a degree in Business and Computer Science. I worked in the R&D side of KCC for a year and a half, before moving into business consultancy, and then product management. I joined KCC on the motor trade side of the business – KCC created Dealer Management Systems software for significant parts of the global franchised automotive industry (dealerships and vehicle manufacturers). Over the course of 20 years, I have had significant experience

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of the automotive industry, and I have a strong understanding of the market and OEM-franchised dealers. KCC was acquired by ADP in 2005; in 2010, ADP divested the Commercial division, thus creating the new company, Kerridge Commercial Systems (KCS). In February 2019, I was appointed Managing Director of KCS for the UK and Ireland.

How did KCS get involved in the automotive industry? JM: KCS already had a strong presence in the central warehousing, distribution and trade shops for several large UK automotive businesses, including Euro Car Parts and FPS. KCS’ ERP platform, K8, works extremely well for these business, and is particularly successful in running highly business-critical, ‘just in time’ warehouses, and very fast, high volume point of sale areas.

The MAM acquisition has given KCS some great new products and a larger customer base in the automotive nonfranchised dealer and workshops sectors, complementing the existing product portfolio. There’s no overlap with this acquisition, as MAM are really strong with their parts factor catalogue, ERP software and workshop business software. KCS has a deep bank of knowledge in the automotive sector, but what we didn’t have prior to the acquisition was catalogue technology for the independent parts factors.

In which direction do you intend to take MAM Software following the acquisition? JM: KCS is on a significant and exciting growth phase in the UK at the moment, and the acquisition of MAM Software is the latest stage in this journey. As far as we’re

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PEOPLE & INDUSTRY

concerned, it’s business as usual. We have ongoing plans to grow and provide ERP and business management solutions. Through this acquisition, KCS is gaining significant expertise in the automotive parts aftermarket. MAM customers will now benefit from KCS’s extensive number of developers, which have the ability to create software across various vertical industries. There’s also the added advantage of being part of a larger organisation, which brings the security of the wider group and the opportunity for new products to be introduced into their market.

How will the acquisition affect current users of MAM Software products? JM: Existing development road maps will

continue as before, and will be maintained and supported. Through the acquisition of MAM, we will be able to provide greater scope to the products available to the automotive aftermarket. We want to add greater functionality and value to our customers’ solutions, which will enable them to succeed, win business and increase profits. We are particularly impressed with MAM’s product portfolio – particularly the Autocat catalogue and Make Model Index – and specifically the value they bring to customers in terms of a joined up, end-toend solution for the UK parts factors business. The factor can use their Autopart solution to search for parts in the Autocat catalogue, enabling them to locate the correct part for their customer’s vehicle first time.

INTERVIEW

Do you foresee any drastic changes to these products in light of the recent change in ownership? JM: We expect to grow MAM Software by investing in its existing products, and identifying opportunities to offer KCS solutions to its customer base. KCS is focused on providing a long-term product strategy that best serves the market and its customers – and MAM products will be essential in making this happen. There are various tools we have developed for builders’ merchants – such as electronic point of sale delivery – which we can now pick up and overlay on the Autopart platform. This will give MAM customers extra products that haven’t previously been developed, while enhancing our expertise in being able to provide aftermarket parts and services solutions. Our aim is to give customers access to a broad portfolio of products, alongside the stability, continuity and strategy that KCS has to offer.

Are there any plans to build upon MAM’s previous relationships with its motor factor customers? JM: The enlarged KCS Group is now financially stronger and, with the input of a much larger team, we will be able to grow and support a wider motor factor customer base. Motor factors are now working with a company with greater technological capability. We want to work closely with buying groups and trade groups.

For more information on MAM Software, go to www.rdr.link/FM003, or for details on Kerridge Commercial Systems, visit www.rdr.link/FM004.

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BUSINESS & TRAINING

BATTERIES

Powering the charge on battery education In today’s market, it is increasingly important that factors, not just technicians, are able to understand the batteries that they are selling. Daniel Bandy, Motaquip’s Product Manager, discusses how the company plans to help.

otaquip recently partnered with Yuasa to provide its customers with access to the GS Yuasa Academy – an online training tool that was created to maximise the potential of battery business within the aftermarket. With over 20 training courses available, the Academy, which aims to provide product knowledge, improve customer service and reduce warranty claims, will assist Motaquip’s customers in promoting the brand’s range of Motacell Batteries. Daniel Bandy, Motaquip’s Product Manager, commented, “We are committed to providing our customers with the best possible level of service. “We’re always looking for ways to add value, and we have partnered with Yuasa to ensure that Motaquip customers have access to the latest and most advanced battery training. “Understanding our customers and their businesses, we appreciate that there is a real need for more access to remote training. We are confident this move will be well received and that our customers will benefit from our association with the GS

Yuasa Academy. Created to address a knowledge gap in battery technology, the platform delivers individualised learning programmes, tailored to specific job roles within the industry. Each module takes just a few minutes to complete, and users can leave the site and return to pick up where they left off at any time. Daniel added, “With engaging presenters and clear graphics, the Academy will help increase sales, save money, highlight upselling opportunities and ensure that batteries leave the shelf in the best possible condition.” Recent Yuasa research highlights the need to shine the spotlight on battery checks, an often-overlooked action and a missed sales opportunity. The study, which analysed three workshops over a threemonth period, produced some shocking results. Of the 470 batteries tested, almost one in three required action. 11% of the batteries needed replacing, while 27% needed recharging, with 62% being in good working condition. Daniel explained, “If a battery fails

shortly after a service or repair, customers are likely to question the quality of the work carried out, leading to a damaging lack of confidence in the supplying garage. “Equally, if a battery fails suddenly, it can result in customers sourcing replacements from a roadside assistance service or a high-street retailer. This can be an extremely costly outcome for both motor factors and their garage customers. To avoid this, we are urging factors to inform technicians to carry out checks on all batteries which enter their workshops. As the cold months take a hold, this is vital if we are to avoid stranded motorists and missed sales opportunities.”

For more information on Motaquip’s battery offering, go to www.rdr.link/FM005

18 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

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BUSINESS & TRAINING

SOFTWARE ©bennymarty/AdobeStock

The price is right A

nybody running a motor factor will know that the most important thing is making a profit. Profit is what pays the staff, the electricity bill, and the business rates, and hopefully at the end of the year, may even make the owners some money as well. National businesses will have a whole department tasked with getting their selling prices right, but for independent motor factors, this will be the responsibility of the owner, or the director, or the manager. On top of this, they will also have to undertake their other duties, and this is a big ask. With this in mind, I set up PSG Data Services in order to try and help independent motor factors to maximise their margins. This can be achieved by using Autopart’s built-in pricing matrix facility, which enables its users to take control of how their selling prices are generated. When I was working, Euro Car Parts came on the scene in a big way, and I realised that for an independent to survive, they would have to compete in this tough market. The only way that we could do this was to manage our margins. This doesn’t mean making as much as possible, but adjusting how you do your prices to compete in your local area. If you charge too much on just

20 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

Paul Gibbs, Founder of PSG Data Services, utilises his experience in the aftermarket to fill factors in on how to get the most from MAM Software’s Autopart pricing matrix facility. one product, you will be perceived as too expensive on everything. To make a profit, first you have to sell the item! At Havant, we moved away from the conventional ways of creating our selling prices. We had used most of the usual ways of sorting prices; from net prices to across the board mark-ons, and eventually using a tiered pricing structure which worked through an Excel spreadsheet. This was okay, but it didn’t have any consistency. We found out about the matrix facility in Autopart, and from here, we didn’t look back. Autopart imbeds the mark-ons into the system and is driven by the cost of the item. Therefore, if you were to mark up a low cost item by a large amount, there won’t be much scrutiny from the customers, and on high cost items, you can keep the margins low to stay competitive and to win business. My thought process was that you make margins on low priced items and pound notes on higher priced items.

We often had many visitors to our branch who were keen to see how we had set up our system and how it was complementing our business. The most important element in moving over to the matrix facility is that the system needs to be relatively tidy. The best way

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that I found of doing this was to break down suppliers, groups and ranges into tidy packages. Ideally, the matrix will be written using two bits of information; supplier code and then product group or range code. Once this was done, I would start applying the pricing matrices. On the recent systems that I have worked on, I have loaded over 4,000 lines of pricing information, which gives a very detailed pricing structure. Of course, there will be investment to get a system set up. Whilst I would never guarantee success, the systems that I have worked on so far have seen an improvement of between 1 and 2% on gross margin. Making increased margins is always good, but it might be that particular users want to go after that extra business, and to know that they can trust the system and the prices that it organises. Running a pricing matrix will make price updates very easy; the only information that needs to be put in is the cost, and from there, the system will sort out all of the mark-ons. Once the system has been organised,

About Paul In December 2017, shortly after a change in ownership at the company that Paul was working for, Havant Motor Factors, his job title of General Manager was made redundant throughout the company. With a 12 week notice period on his hands, Paul deliberated what to do next. With 35 years of experience under his belt, and having worked in every position in a modern motor factor, he decided to concentrate on an element that he had spent a great deal of time ensuring was working to full capacity â&#x20AC;&#x201C; MAMâ&#x20AC;&#x2122;s Autopart system. Once the software is up and running, Paul can train whoever will control the facility. A big part of his business now is adding all of the monthly (almost weekly) price updates so that his clients can concentrate on more important tasks. Paul will also undertake other Autopart duties. He is capable of designing a complete database from scratch for factors, as well as undertaking detailed stock reprofiling to make sure that customers have the right stock on the shelf. adding new products will also be made a great deal easier. The matrices can be adjusted very quickly, for example, increasing the cheaper end of a product group that you know you can make more money on, or maybe reducing the higher prices on another group to be more competitive. Pricing matrices have been mentioned many times over the years, but so far, nobody has offered the service to get them set up.

I must make it clear that this will not work on all products. However, price conscious items like bulbs, batteries, wipers and oil can still be controlled, as the matrix is the last pricing function that the system uses. Net prices, mark-ons or special terms for individual products will always precede the matrix. For more information on Paul and what PSG Data Services can offer, go to www.rdr.link/FM006

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BRAKES & CLUTCHES

PROFESSIONAL MOTOR MECHANIC

XXXXXXXXXXXX

MECHANEX

THE REGIONAL TRADESHOW FOR AUTO REPAIR PROFESSIONALS

MECHANEX SANDOWN IS A HIT! XXXXXXX The UK’s only regional tradeshow dedicated to garage businesses signed off 2019

XXXX

in style at Sandown Park on the 12th and 13th November 2019.

XXX

Around 1,800 garage owners and technicians descended on the famous racecourse venue, to sample the latest products on the market, benefit from technical insight from some of the aftermarket’s leading suppliers, XXXXX and attend the free seminar programme – all under one roof!

XXXXXXXXXXXXXXX

As ever, MECHANEX provided an ideal opportunity for factors to meet their customers and suppliers, helping to strengthen existing “XXXXXXXXXXX.” relationships and build new ones.

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

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

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

22 DECEMBER 2017 PMM

READERLINK 000

READERLINK 000 씰

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BUSINESS & TRAINING

TRAINING

An evening with the industry M

idwest Motor Factors and Monmore Auto Parts recently hosted an evening filled with technical training for independent garages at GTG Wolverhampton. More than 50 garage owners, technicians and apprentices attended the event, which featured presentations by Yuasa’s Ian Newham, European Technical Training Manager, and European Exhausts and Catalysts’ (EEC) Stuart Still, Business Development Manager and Technical Trainer. The Yuasa batteries brand is the newest brand available at Midwest and Monmore, complementing the range of Goliath batteries also available. Both motor factors offer Yuasa’s YBX automotive range, which includes conventional batteries to handle the demands of today’s modern vehicles, and next generation EFB and AGM batteries, which are specifically designed to satisfy the fuel saving and environmental benefits of vehicles fitted with emission reduction systems such as start-stop. With Yuasa claiming that its YBX range offers almost complete coverage of the UK vehicle parc, the company also regards the range as offering superior performance, long service life and the very latest in technology.

Maintaining relationships with customers is essential in order for any business to succeed. In light of this, two distributors held a technical training session which sought to keep their customers in the loop with technical information. “Factors can boost their relationships with their customers by informing them of the free point of sale material that is available to them.” Also unveiled at the event was the Padtech Fitting Centre Programme, which is aimed at promoting the highest standards in brake pad fitting in the automotive industry. Factors can boost their relationships with their customers by informing them of the free point of sale material that is available to them, as well as being offered the latest in brake pad technology and discounts on the Padtech range. To be part of the fitting centre programme, garages need to buy the top 20 pads for just £275+vat. Fitting centres will receive a banner and a wall sign promoting the Padtech fitting centre status, and air fresheners and checklists to assist motorists on braking inspections. Group Factor Manager, Craig McCracken, commented, “This training

event was the most comprehensive yet, as we respond to customer requests to include more information on services and opportunities available to them through Midwest Motor Factors and Monmore Auto Parts. With Winter now underway, we want to make sure that all garages are prepared for the season, and that they have complete confidence in the brands, products and ranges that we have available.” Every person that attended the event was entered into the prize raffle, which was won by Charlie Whitehouse, Apprentice at Macrome’s Garage. Charlie picked up a hamper, while two free Bilston F.C shirts were won by Eurotechniks and C Fierro Garage.

For more information on Midwest Motor Factors, go to www.rdr.link/FM007

PROFESSIONAL MOTOR FACTOR FEBRUARY 2020 23

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MARKET TRENDS & ANALYSIS

TALK OF THE TRADE

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

Lucas Oil

Kicking off Business & Training, Lucas Oil walked PMM through its new series of seminars at the Lucas Oil Academy. The company invited 86 students to take part in what Lucas Oilâ&#x20AC;&#x2122;s Director of Sales and Operations, Dan Morgan, described as a â&#x20AC;&#x153;grass roots to top rank performance strategyâ&#x20AC;?, having been conceived as a way to boost awareness about additive technology amongst young technicians. The academy focuses on how problemsolving additives can be used to provide more environmentally friendly solutions to a range of mechanical issues. The main point that the company was attempting to drive home was that some parts donâ&#x20AC;&#x2122;t always have to be replaced straight away â&#x20AC;&#x201C; additives can help to extend product life. PMM also discovered that Lucas is keen to involve more students from other colleges as the programme develops, setting its

MOT OR PROFESSIONAL

JANUARY 2020

sights on working with distributors to extend the programme to form an additive roadshow with local technicians. Next up in Diagnostics & Engine Management, Delphi Technologies explained how Pass-Thru diagnostic tools can allow independent garages to access dealer-level programming, amongst other benefits. The company details the lack of awareness surrounding this technology, and how many workshops could potentially be missing out on enhanced revenue. The DS-Flash Pass-Thru tool, for example, helps independent workshops to stay independent by enabling them to bypass franchised dealerships rather than having to call on them for data access or help with the repair of new and advanced technologies. Dephiâ&#x20AC;&#x2122;s UK Technical Sales Manager, Paul Sinderberry, highlighted that these tools were also created to help tackle complex software issues, a familiar problem facing technicians as they struggle to keep up with the latest technology and training; with the J2534, for example, technicians can have access to VM data from scratch in as little as three

Delphi Technologies

Boston Equipment

In Tools & Equipment, Boston Equipment described how it went about creating an MOT lift to meet its customersâ&#x20AC;&#x2122; specific needs. According to Boston, feedback from its customers highlighted a demand for a small but sturdy lift that would meet DVSA regulations for garages with limited space. Another important requirement was the need for the lift to be compatible with a 130mm recess, in order to suit existing groundwork for â&#x20AC;&#x2DC;grandfather rightsâ&#x20AC;&#x2122; MOT stations replacing old lifts. The company explained that despite its smaller dimensions, a 630mm wide platform was able to be integrated into the design, meaning that the lift can accommodate the track width of larger vehicles like the Ford Transit. Safety first, Boston also reassured PMM that a significant 70mm increase per platform means that testing and repairing these

T T O H E

T R

TECH TIPS

CLUTCH CLINIC

HOW TO â&#x2013; M O T I R â&#x2013; D I A G N O S T I C S S E R V I C I N G â&#x2013; R E P A AND REPAIR PROFESSIONALS THE TRADE MAGAZINE FOR SERVICING

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Replace the clutch on a Vauxhall Movano This month, Schaeffler REPXPERT Alistair Mason replaced the clutch on a Vauxhall Movano 2.3 D, which has covered more than 140,000 miles.

s is the norm with light commercial vehicles, the first job is to check the rampâ&#x20AC;&#x2122;s weight capability and how much equipment is in the back of the vehicle. With little workshop equipment required â&#x20AC;&#x201C; a vehicle lift, engine support, transmission jack, clutch alignment tool and cable ties to secure removed items â&#x20AC;&#x201C; along with a scheduled time of seven hours, this is a straightforward job and is a great repair for any independent garage.

THE DIGITAL DECADE

Step-by-step guide The Movano has an â&#x20AC;&#x2DC;over gearbox harnessâ&#x20AC;&#x2122; encased in plastic trunking. This can be fiddly to remove, but taking it away provides access to the gearbox bell housing bolts. Whilst on the floor, disconnect the gear change cables and stow them away safely. Unclip the slave cylinder hose and blank it using an old and modified extension pipe. Disconnect the reverse light switch, then slacken the front road wheel nuts and driveshaft nuts. Then, raise the ramp to a convenient height and remove the front wheels. Unclip the ABS lead and brake hoses on both sides of the vehicle. Undo and remove the two lower strut bolts, and carefully swing back the knuckle to release the drive shafts on both sides. Support the knuckle to ensure the hoses and leads arenâ&#x20AC;&#x2122;t damaged. Next, raise the vehicle further and drain the gearbox oil into a suitable receptacle, then refit and tighten the drain plug and remove the centre tie bar (Fig 1). Swing the engine forward to improve access. Remove the RH driveshaft centre bearing clamp (Fig 2) and both driveshafts, then unclip and disconnect the cable on the rear

Will the next 10 years provide the answers to the aftermarketâ&#x20AC;&#x2122;s toughest questions?

TECHNICAL TIPS AND CLINICS ADVICE â&#x20AC;&#x2DC;HOW TOâ&#x20AC;&#x2122; GUIDES AND BEST PRACTICE UPDATES BUSINESS ESSENTIALS AND TRAINING 12 JANUARY 2020 PMM

hours, contained within a simple onedevice solution. The company also provides vital on-site training, covering subjects such as setup and web portal permissions.

24 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

of the gearbox support bracket. Unbolt the rear bell housing bolts and unclip the drain hose. With the engine supported from above, remove one of the gearbox support bracket bolts and lower the gearbox and engine slightly. Unbolt and remove any pipes attached to the gearbox mount (Fig 3). Now remove the mount altogether, and stow and secure the A/C pipes clear of the gearbox. Cut the cable ties, securing the over gearbox harness lid, ready for removal. Unclip and disconnect the gearbox, breather pipe, then remove the two bolts securing the harness box (Fig 4) to the gearbox and remove it to allow access to the bell housing bolts, whilst leaving the harness in-situ. Remove the starter motor bolts and the rest of the bell housing, leaving the two nuts on special studs at the top (Fig 5).

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AUTODOCTA

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SUZUKI VITARA â&#x20AC;&#x201C; RESONANCE OR ABNORMAL NOISE FROM THE REAR OF THE VEHICLE WHILE DRIVING

FAULT:

A customer of ours is complaining that their 2016 Suzuki Vitara has a vibration and an abnormal noise from the rear of the vehicle while driving. We have visually checked the underside of the vehicle but have found no faults. We suspect the rear differential to be at fault, but are reluctant to replace it as it is an expensive part.

FIX:

Remove the clutch and test the dual mass flywheel (DMF) to see if it can be re-used or not. The maximum values for rock and freeplay can be found on the REPXPERT website or app. This vehicle is fitted with a self-adjusting clutch (SAC), so the clutch needs to be fitted with the LUK SAC tool to precompress the pressure plate assembly to the DMF. The tool kit also contains an alignment tool. Not using the tool is a common cause of

Autodataâ&#x20AC;&#x2122;s Technical Team share their fixes to common problems raised through Autodataâ&#x20AC;&#x2122;s technical helpline, available to all UK customers.

FAULT: A customer is complaining that their 2015 Porsche 911 has an 'engine fan failure, avoid full engine load, driving permittedâ&#x20AC;&#x2122; warning message displayed in the message centre. There are no trouble codes stored in the engine control module fault memory and we have pressurised the cooling system to check for leaks, but all seems to be OK. Do you have any ideas?

â&#x20AC;&#x153;With a scheduled time of seven hours, this is a straightforward job and is a great repair for any independent garage.â&#x20AC;? Release the A/C hose front bracket (Fig 6) to allow the pipe to be moved further out of the way. Support the gearbox with a transmission jack and remove the gearbox mounting bracket (Fig 7), then the remaining bell housing nuts and the special studs. Lower the gearbox safely, and clean any debris from the bell housing. Then, check for oil leaks, the condition of the input shaft bearing, and the shaft itself for damage. Unclip the concentric slave cylinder (CSC) extension pipe, which may be useful for a future blanking plug. Unbolt and remove the CSC, carefully noting the gearbox seal (Fig 8) condition. Refit the new CSC, taking care not to compress it prior to fitment. Make sure to use the original or new and correct bolts â&#x20AC;&#x201C; donâ&#x20AC;&#x2122;t be tempted to replace them with something â&#x20AC;&#x2DC;similarâ&#x20AC;&#x2122;! Once completed, fit the new extension pipe, making sure the clips locate correctly.

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í˘ą PORSCHE 911 â&#x20AC;&#x201C; MESSAGE CENTRE DISPLAYS 'ENGINE FAN FAILURE, AVOID FULL ENGINE LOAD, DRIVING PERMITTED'

As one of the UKâ&#x20AC;&#x2122;s leading suppliers of technical information to the automotive aftermarket, Autodata has over 65 skilled technicians with a comprehensive understanding of those common problems that take up valuable garage time to investigate. In this regular column,

clutch judder or premature de-adjustment, which can lead to the job having to be repeated. Gearbox replacement is the reverse of removal, and clutch bleeding is straightforward.

Yes, Porsche 911 models up to 20/05/16 suffer with the fault you have described. The problem is likely to be caused by an engine bay cooling fan motor failure due to moisture/corrosion. Check the engine bay cooling fan motors for signs of moisture/corrosion or seizure (Fig 1.1). Replace the engine bay cooling fan motors as necessary. This should rectify the fault.

Information on Schaeffler products, fitting

FIX: The fault you describe has been reported before on Vitara models with four-wheel drive. The cause of the resonance and noise is due to an unsatisfactory design of the rear differential mounting arm. A modified arm and a vibration damper are available from Suzuki parts department and are required to rectify this fault. Remove and discard the old arm. Fit the vibration damper onto the new rear differential mounting arm and tighten retaining nut to the correct torque of 18-28Nm (Fig 2.1). Fit the new rear differential mounting arm in reverse order of removal. Carry out road test to ensure the fault has been eliminated.

instructions, labour times and much more can be found on the REPXPERT garage portal â&#x20AC;&#x201C;

www.rdr.link /A L002 â&#x20AC;&#x201C; or the recently-launched REPXPERT app.

PMM JANUARY 2020 13

For more information online, go to www.rdr.link/AL004

16 JANUARY 2020 PMM

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rubber from the blade. Trico recommends that this method of raising awareness, along with placing a display of wiper blades in the reception, for instance, will serve to create a steady stream of revenue for workshops and factors alike. Sealey

Trico

types of vehicles is much safer. As a company that also carries out servicing work, Boston claimed to understand the importance of ease of access and repair, and made sure to leave enough space between components in the design so that repairs can be completed as quickly as possible. On to Winter Service & Lighting, Trico explains why wipers shouldn’t be sold as a purely seasonal product. Trico’s Senior Brand and Product Manager, Sam Robinson, details how wiper blades are often a “forgotten product” among consumers, as they have “no definite failure point” – it can therefore be difficult for motorists to notice when they need replacing. Sam believes that pushing the sale of wipers throughout the year will result in them becoming a “constant revenue stream for workshops”, and that the education of best practice and care will also increase sales. Technicians can offer maintenance tips, such as ensuring that wiper blades don’t start up on a frozen or snowy screen, which can tear the

BUSINESS

TECH TIPS

Sealey then took readers through some of the brand new lighting products it was offering in the New Year. One such product is the rechargeable floodlight/inspection lamp docking kit, which Sealey described as a versatile product complete with a torch that can pack a punch of up to 500 lumens, controlled via a dimmer switch. 6mm thin and able to be rotated 180°, it can be used to navigate and illuminate hard-to-reach, tight spaces. It is also ideal for hands-free use, with a built in hanging hook and three magnets. Another product that Sealey recommends stocking is the rechargeable head torch, containing a 5W COB LED spotlight with a 40° angle Bosch

& TRAINING

BUSINESS

will tell

W COMMON FAULTS Remote transponder issues Autoelectro has noticed a recurring problem with the remote transponders on certain vehicle models that many think is an issue with the starter motor or solenoid. With this not being the case, the remanufacturer has provided further clarity. Vehicle models: Hyundai i30 2.0, Kia Ceed and ProCeed 2.0 2008-10

utoelectro’s technical researchers have discovered a problem that is both part and practice related. There is an issue with the Hyundai i30 2.0, Kia Ceed and ProCeed 2.0 2008-10 that is causing the starter motors to burn out due to excessive cranking. The part number affected is AEU1441. When turning on the ignition, an orange icon with the symbol of a key within a car should appear on the dashboard; this means the immobiliser has successfully recognised the chip in the vehicle key. If the icon does not appear, the starter motor will operate but the vehicle will not start. Excessive cranking can cause the starter motor to ultimately fail and burn out. The problem appears to be the remote

24 JANUARY 2020 PMM

transponder antenna on the steering column, which over time becomes hot and cracks. The fault is often misdiagnosed as a faulty starter motor or solenoid. Check for the following defects on the starter motor you are replacing, as this may indicate the cause of the failure:

area ■ Rattling inside the starter motor when

shaken, indicating components have exploded

When ignition is turned on, this dashboard light should appear to denote that the immobiliser has recognised the chip in the vehicle key.

■ Burnt smell from starter motor; varnish or

insulation leak ■ Damaged pinion teeth, or broken nose cone ■ Burnt/discoloured/melted broken wire from solenoid to starter body or a shrivelled/burnt label If the starter motor you are replacing shows any of the above defects, then a vehicle fault needs investigating and rectifying before fitting the replacement part.

ith not just another year, but another decade looming, it might be useful to take stock of both where the aftermarket is, and where it is going. I believe that we have never seen so much change in the automotive sector. This change is not limited to what we’ve seen in the last five years – it also includes the upcoming decade. Some of this has yet to impact the UK aftermarket, but it will, and when it does, these impacts will be significant. The changes fall into two distinct but linked categories: vehicle technology and legislation. These are forcing big decisions across both the automotive sector and the political landscape, regardless of the ultimate outcome of Brexit. These decisions will significantly affect the entire automotive sector, and, within this, individual businesses in the aftermarket, large and small. It is a complicated scenario, so to allow for a better understanding, I will first explain some of the background details so that the ’bigger picture’ is easier to understand.

The driving force

■ Blue colour on the gear shaft and pinion

This technical bulletin, along with hundreds of others, is available to subscribers of Autoelectro’s website. The website has proved popular since its launch last year, with the abundance of technical information a particular draw for visitors. For more information online, www.rdr.link /A L009

adjustment. This product also features the handy dimmer switch, which can adjust brightness between 20 and 100%. The light also contains four improved modes: on, flash, auto sensor, and off. Also improved from previous models is the addition of a rechargeable 3.7V 2.2Ah Lithium-ion battery. Finally, Bosch guided workshops through the cold season, explaining the importance of service life and performance. According to the company, the development of extensive and advanced equipment within vehicles has hugely increased the stress placed upon batteries. Systems such as seat heating, stop-start systems and air conditioning induce more stress than batteries can often handle, which is why Bosch strongly recommends that batteries are checked during routine workshop visits. The company explains that batteries are additionally burdened during the winter – power consumption is increased while battery capacity decreases. Therefore, it’s vital to consider performance and service life to ensure that the battery is reliable during tough winter conditions. Bosch explains that its battery programme and the S3, S4, S5, S4 E(2) and S5 A(3) contain a wide range of high quality types to choose from.

The key elements of today’s aftermarket are driven by changes to vehicle design. This not only includes the growing sophistication of the software-centric in-vehicle systems, but also the new ways of communicating with the vehicle itself. As vehicle manufacturers move towards automated systems, and, ultimately, autonomous vehicles, these developments require wireless software update capabilities to be successful. This has already begun with the ‘connected car’. The remote access to the invehicle data is being used to implement ‘predictive services’, to suggest service and repairs directly to the driver from the vehicle manufacturer. Today, the repair process starts

26 JANUARY 2020 PMM

At the precipice of a new decade, Neil Pattemore returns to give readers an insight into the uncertain future of the aftermarket, and what the next ten years might bring.

in the workshop, but if it begins to start in the vehicle, and you cannot connect to that vehicle remotely, how can you offer the customer a competitive quotation or workshop booking? The vehicle manufacturers propose that you do so by using a system called ‘extended vehicle’, but to do so, garages need to declare the customer’s details, as well as the service they plan to offer, directly to the vehicle manufacturer. When this ‘extended vehicle’ system was recently assessed at the request of the European Commission, it showed severe limitations in the data available when tested against a case for remote diagnostics and functional testing.

“When this ‘extended vehicle’ system was recently assessed at the request of the European Commission, it showed severe limitations in the data available.” Additionally, remote access introduces risks to cybersecurity, including hacking. In response to these risks, vehicle manufacturers are now designing their vehicles to fulfil cybersecurity requirements, which, in turn, are being discussed in the United Nations in Geneva, to allow the vehicle manufacturers to submit their vehicles for type approval. Their approach is to control or block all nonauthorised access to the vehicle, but who will

decide who is, or is not, authorised, and what access to what data may be permitted? This leads to the question of what new legislation needs to be agreed and implemented in support of the aftermarket and other new service providers. Current Block Exemption and Euro 5 repair and maintenance information is based around ‘non-discrimination’ between workshops, and therefore doesn’t cover the requirements of remote access to the vehicle. The vehicle manufacturer, therefore, is now able to control the access to the vehicle, its data, and subsequently the market, and becomes a service provider in its own right. The legislator may have to make a ‘policy decision’ to either allow continued ‘nondiscriminatory’ competition in the new world of remote services, or to support the needs for cybersecurity of the vehicle and accept the distortion of the market that this will bring.

What’s next? The European Commission has already conducted a number of studies to evaluate what possible technological solutions to this issue exist, their pros and cons, and their relative ability to support both competition and cybersecurity. It has not revealed its potential decision, and is likely to use an external consultancy to provide guidance for future legislative policy during the first half of 2020. It has recognised that something needs to be done in terms of legislation, but, as of yet, has not indicated what this might be, and whether competition and cybersecurity can realistically coexist.

On another level, the European Commission has recently announced the implementation of mandatory new safety technologies in European vehicles, to protect passengers, pedestrians, and cyclists. For cars, vans, trucks and buses, these include technologies that warn of driver drowsiness and distraction (e.g. smartphone use while driving), give intelligent speed assistance, aid reversing via camera or sensors, and record data in case of an accident. For cars and vans, this new technology includes lane-keeping assistance, advanced emergency braking, and crash-test improved safety belts. Specifically for trucks and buses, improvements in the direct vision of bus and truck drivers to remove blind spots are being made, as well as systems at the front and side of the vehicle that detect and warn of vulnerable road users, especially when making turns.

& TRAINING

make spare parts identification and cross referencing much easier and more accurate. Ultimately, there are some significant challenges that will require legislative support; new business opportunities for new vehicle systems, and the promise of new legislation, which, although may still be a little further away, will help the aftermarket when it does arrive.

Diagnostics: reaping what you sow

For more information online, www.rdr.link/AL010

The ever-evolving market and its technology may make committing to diagnostics seem daunting. Steve Scott, Founder of The SimplyDiag Network, suggests otherwise, explaining the value of diagnostic work and how to reap the rewards.

s a mobile diagnostician, I’m often asked my opinion on whether it’s possible to make a profit on diagnosis as a process in itself. My answer is yes, providing that the process follows effective, evidence-based test procedures, and the presence of a very clear charging structure that the customer understands. I personally charge for the stages of the diagnosis rather than for the time taken. It’s not uncommon for me to arrive at a workshop for one job and be handed six sets of keys. Charging in stages, by vehicle, is extremely cost effective for my customers, as it allows their staff to concentrate on core products and services with good margins, whilst leaving the diagnosis to me. This way, their customer gets the best possible solution in the most efficient way. I have a standard charge for initial assessment and non-intrusive testing using generic equipment and information. This sometimes develops into the need for intrusive tests using specialised equipment and information from the VM, as well as advanced oscilloscope tests and component removal. I charge separately for intrusive

SERMI The Commission is also looking at introducing a new aspect to the longoverdue SERMI scheme, which is designed to provide independent workshops with access to ‘security related repair and maintenance information’. The new addition will add ‘illegitimate business activity’ to the scheme’s assessment criteria for independent workshops, in order to address the removal of DPFs and AdBlue system manipulation. This will both complicate and further delay the introduction of the scheme, and, although well intended, may not actually identify the real culprits who conduct this emission system manipulation. On a brighter note, the new vehicle type approval legislation, which will protect the OBD connector and all of the data that must remain accessible through it, will come into force on 1st September 2020. ‘Electronically processable data sets’ will also

PMM JANUARY 2020 27

tests with a very clear, pre-agreed end goal that leads to a diagnosis or fix. If I were to charge by the hour, I’d make no money. I can honestly say that the majority of jobs result in a ‘no parts required’ fix. Wiring repairs, adaption, and component cleaning or adjustment are the most common repairs that I perform. Software fixes with OEM tools or via VM portals are charged for separately, and quite often address issues that you wouldn’t expect. In order to diagnose these, there has to be access to current TSB and OEM information. The specialist moderators in the SimplyDiag Network play a massive part in getting to these pattern failure software fixes quickly for others as well as myself. They are brand specialists with valuable insight into brand specific issues. So, as a specialist, I rely on specialists – there seems to be a pattern developing! A lot of emphasis tends to be put on the actual cost of equipment and information systems required to perform effective troubleshooting, but this couldn’t be further from the truth. In my opinion, charging for diagnostics isn’t really about the ‘tool’ but rather the skilled technician behind it, their knowledge, and experience.

This brings us to the crux of the matter; the actual cost of equipment, information and training. I firmly believe, as do many others, that specialisation is the way forward in order for us to thrive, make a profit, and satisfy customer demand. The advances in technology should be viewed as a big opportunity, rather than a threat. Buying the latest generic scan tool and one data system is simply not enough – we have more access to great training at a reasonable cost than ever before. We also need to buy wisely; at the moment 85% of issues can be covered with generic tools and info, but that is changing rapidly. OEM equipment and information has never been more cost effective and readily available, not only from the VM portals, but via Tier 1 aftermarket providers as well. Our future competition is not the aftermarket, but the OEM – that’s who we need to be investing and pricing to compete with. This makes the training we invest in the most important component to future success. To find out more about Steve Scott and The SimplyDiag Network, www.rdr.link /A L013

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PROFESSIONAL MOTOR FACTOR FEBRUARY 2020 25

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MARKET TRENDS & ANALYSIS

PRODUCTS IN DEMAND

Finding your bearings Wheel bearings are at the centre of Optimal as a brand, having been the first product in the company’s range. Here, Optimal takes PMF through its current range of wheel bearings, which remains one of its topselling products.

s a popular product range, it is one that the company is said to be looking to expand in 2020 – the Optimal logo is even based on the product, highlighting the wheel bearing as a staple within the company’s offering. With over 1,000 references available, All of the company’s wheel bearing the company’s wheel hub units kits come directly from its facility in incorporate the wheel bearings into Germany, and are automatically weighed them, and are sold as a complete unit. as part of the packing process to ensure There are different generations of hub that all components are correctly boxed. bearings on offer, all with unique If the weight is deemed to be incorrect, specifications. the component will not be sent to be The final range on offer is ‘discs with stocked until the error is rectified. This bearings’. A consolidated range is ensures that every wheel bearing kit that available, covering over 1,000 is sold is complete, with no component applications. These bearings are being missing. BEST FOR TOUGH WORKSHOPS they are designed to work pre-fitted, with radial axial Optimal alsoinspection has an established The PS-IL5R light is robust in its simultaneously BEST FOR and KEEPINGS HANDS FREEremoving the possibility of damage occurring on is parts that are forces, they are typicallyaused for heavyoffering Quality Management System for construction, yet lightweight atthe only 200g. Its Providing differentiated to your customers important. difficult to fit. headlights that are duty applications. manufacturing the kits, with ISO strengthenedofaluminum and an polycarbonate That’s why Unilite also manufactures powerful 9001:2015 qualification. certificatethe construction enables itThis to withstand highlights the level of environment. care and quality rigours of a garage To in the company’s bearings, andthat also allows support the various tasks mechanics forundertake, the regulation the processes it hasofboth a 500 lumen wide needed to pack dispatch kits to light and a 200and lumen torch the in its head. itsThis subsidiaries. covers all bases, enabling it to be The company currently used all over the garage has as aa range of more than 1,500 wheel multifunctional tool. Tobearings support handsavailable inits themagnetic UK, frompocket single-row free use, clip enables tapered bearings to complete it to beroller placed anywhere magnetic. Just wheel hubPS-IL10R, units withitsmagnet encoded like the USB rechargeable sensors that regulate ABS, ESP and other lithium-ion battery provides suitable on-board systems. running electrical costs, whilst being easily charged offers inOptimal any USB port.more than 200 ball bearings, including cylindrical, needle, double and single-row ball bearings. In addition, 100 types of tapered roller bearings are on offer. Like the ball For more information on Optimal’s bearings, these come in single and range of wheel bearing kits, go to double rows, and, due to the fact that www.rdr.link/FM008

26 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

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PROFESSIONAL

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

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

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MARKET TRENDS & ANALYSIS

THE INSIDE TRACK

From track to road David Moletta, UFI Filters’ High Tech Division Business Development Manager, provides an insight into how the company utilises motorsport as its testing ground for filters before they hit the road, and how this can boost the confidence of factors that are selling the components.

How racing ﬁlters differ from road car ﬁlters

Applying the results

UFI Filters’ motorsport range

The company’s development work for both track and road is led by its High Tech Division in Nogarole Rocca, Italy, which specialises in producing ‘extreme’ filtration solutions, often within a short timeframe. Racing teams continually tweak their car or motorcycle’s performance throughout each race weekend – it’s an ongoing learning process. To help with this, we receive the filters used on the track, analyse their condition and report back. Then we can decide if and how to modify them. The High Tech Division draws on this knowledge for OE and aftermarket use. UFI experts work closely with VM design engineers to co-develop tailor-made OE filtration technologies. These innovations are then also reflected in UFI Filters’ filter ranges for the aftermarket. Our experts harness the challenges of the competition world to achieve optimum levels of performance, quality and reliability in our road filters.

espite thousands of its oil, air, fuel, cabin air and other filters fitted to cars, motorcycles, commercial and heavy duty vehicles every day, few people are aware that UFI Filter’s technologies are influenced by the experience gained on the toughest test bench of them all: motor racing. As part of continually assessing and enhancing the performance, efficiency, size and weight of our products, UFI has been a supplier of bespoke and standard filters to top-level motorsports of all kinds for several decades. Our longest-standing partnership, with Ferrari’s Formula 1 (F1) team, was just the beginning. UFI Filters has been the engine filter supplier to Ferrari for more than 40 years, developing specially customised solutions for its cars. Today, our brand is chosen by the major F1 manufacturers; with more than 110 of our filters supporting every F1 race! UFI is also a supplier to teams in other high performance environments, including endurance races such as the Le Mans 24h, and for Aprilia

and Ducati in the MotoGP, GT2, GT3 and Superbike Championships.

Racing filters are similar in concept to those used in road cars – but their materials, assembly processes and detail of manufacture are at an even higher level. These extraordinarily high design and production standards are necessary to guarantee consistently reliable results and ensure effective analysis after each race. The extreme heat, vibration, dust and pressure of race engines really push filters to their limits. Analysing how products perform in this demanding and confined environment helps to develop David advanced new products, features Moletta and materials that also excel on the road. higher demands on filtration. Filters have to be smaller, lighter and often combined with a cooling system inside the filter modules. There are also higher expectations for dust-holding capacity, water separation and eliminating diesel impurities. These are all requirements we can achieve, thanks partly to the contribution made by our motorsports links. We gain a unique perspective on filter innovation, and that sets the UFI Filters brand – and indeed our customers – apart.

Reaping the rewards Ultimately, motorsport is helping its filters to address some of the challenges facing the automotive industry today. The need to achieve downsized engines, reduced fuel consumption, and lower emissions without compromising power, have placed ever-

For more information on UFI Filters’ filtration offering, go to www.rdr.link/FM009

PROFESSIONAL MOTOR FACTOR FEBRUARY 2020 29

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SPECIAL REPORT

PMF ON THE ROAD

This is Spartan In October 2018, PMF spoke with Spartan Motor Factors’ CCO Lee Gratton about the company’s history. Fast forward a year and a half, and much has changed. We visited the company’s headquarters in Newport to find out more.

he last time PMF met with Spartan Motor Factors, the company was establishing itself as one of the largest parts distributors in Wales. This time around, it’s evident to see that there has been even more progression – the company has even set its stall in England, with branches in Bristol opening recently. The Newport branch, recently listed as Spartan’s new headquarters, was an extremely impressive facility, and Damon Peacock, the company’s Purchasing Manager, waxed lyrical about the branch, commenting: “This is not just a motor factor anymore, it is a distribution centre.” Walking around the facility with Damon really demonstrated the scale of both Spartan’s desire and capacity to become a real force in the industry; rows upon rows of racking were jam-packed with stock that is able to be delivered to every single one of the company’s current branches. Beyond the obvious investment in infrastructure, Damon highlighted how effective investing in training has been in running a distribution centre of this size. Calling this initiative a “monumental effort”, he explained how the staff had to be trained

30 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

to operate the forklifts that can be used up to 10 metres high. Before bidding adieu to Damon, he was able to divulge that the company was becoming the only motor factor in the UK to offer a two-year guarantee on all of its products. To push this through, Damon stressed that every single one of Spartan’s suppliers had to be on board, which he labelled as “a huge commitment”.

Growing strong

At this point, Jason Farrugia, the company’s Co-Founder and CEO, walked into the room and sat down for a conversation. Jason made it clear that the rapid development of Spartan was due to the ambition of the company’s leading figures, commenting: “We’ve always run before we can walk.” However, despite the obvious progress

that the company has experienced over the last year or so, Jason pointed out the potential for even more growth, noting that approximately 40% of garages in Newport alone didn’t buy their products from Spartan. For Jason and Lee Gratton, one way of achieving this growth is to solidify the structure at the top-end of the company. This has been ongoing with several appointments, including that of Nigel Griffiths as Chairman, whose role is to give the company “more direction” and to keep its “feet on the ground”. Nevertheless, it was abundantly clear that Jason has high ambitions for Spartan, with the company’s CEO adding: “There’s no reason that we can’t become the major player in Wales and the South-West. We’re the largest independent factor in Wales, but we have to focus on eating into the business of the national players.” With plans for more branches to open in 2020, Nathan Travis has been appointed as the company’s Regional Director, whereby he will focus on Newport, Blackwood and Tredegar. With these branches described by Jason as “the spine of the company”, Nathan’s appointment is one of significance, and it appears as though Nathan has the immediate confidence of Jason, who commented: “Nathan, with his experience at Fast Parts, will give us a better perspective in establishing better processes.”

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Spartan’s Newport distribution centre was as large as it was impressive

Keeping an open mind

Conversation then shifted to the benefits of operating in an independent business rather than one where the control is not solely in the hands of those in management. “If you’re in a buying group and you’re visited by a representative of a company that you’ve never heard of, if it’s outside your tender, you won’t touch it,” Jason added. “This company could offer the best, most innovative products and could be a massive boost for your business, yet they still seem to be reluctant to try anything new. We’re not like that; we do have a brand map and we are loyal to our suppliers, but if a business offers good products, we’ll give them a chance.” Sitting in the company’s headquarters directly next to the distribution centre, Jason adhered to the challenges that came with operating such a large facility. “Initially, we thought that we could run the distribution centre as a very large branch and nothing else. But then you’re talking about a 45,000/50,000ft² branch. We also made a lot of errors in regards to the positioning of the racking and the stock on the racking, so we’re adapting now. It’s becoming a smoother operation as a result.” Ultimately, the success of the company has depended upon its family spirit. Jason was eager to stress that the company’s progress would not get in the way of this: “As large as we get, there will always be that family feel. If one of our customers is

The newly opened Bristol North branch

unhappy with us, the chances are that myself or Lee will be straight over there to resolve the problem. It’s vital to retain this attitude and not to lose touch with our branches.” Upon being asked about the company’s immediate future, Jason signed off with a hopeful prediction. “I hope that this is a year of consolidation, where we are able to develop our current branches and give them the tools that they need to succeed.” One of these branches is Bristol North, which opened in early January 2020. Following the visit to Newport, our next call was the new branch. The facility itself was, much like in Newport, impeccable, and the branch achieved the highest opening day sales of any branch in Spartan’s history. Mark Lavington, Bristol North’s Branch Manager, reinforced the family feel of the company, stating: “Everyone here wants to work for one another. We’re a real team, and we’re all equal.” In terms of Mark’s relationship with Jason and Lee, he only had positive things to say, regarding the founders as “approachable, kind and caring.” As Branch Manager, Mark discussed his role in setting up the facility – even going as far as selecting the property that the branch would be set up in. Perhaps this is why he described the company as one that is “managed properly”; Mark, as management with more expertise, was given the freedom to do what he thought would enable the branch to be a success. Here, then, is evidence of what Jason had in mind for the future. So far, this strategy appears to be reaping the rewards – even during our visit, delivery drivers were on their way in and out, and the camaraderie between the staff was palpable. All in all, both branches were hugely impressive – from the distribution hub of Newport, to the brand new Bristol North. Since October 2018, there has been a clear progression in the company’s infrastructure, including new branches, new, high-level staff, and a new business process in the form of the two-year warranty. One can only wonder what the company will look like in two years’ time, even if it might settle down for the time being. For more information on Spartan Motor Factors, go to www.rdr.link/FM010

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BATTERIES

It only takes One Box In response to the growing influence of start-stop battery technology in the aftermarket, Ecobat teamed up with a local motor factor to hold a training event on how to maximise the potential of these batteries.

here are many challenges facing the independent aftermarket as the landscape continues to change in the wake of technical developments such as ADAS (advanced driver assistance systems), electric vehicles, and the spectre of VMs locking out everyone but themselves, through the ‘connected’ car. Many of these challenges can, however, be mitigated when forward-thinking and positive businesses, such as Bedale Motor Factors, apply their experience and desire to succeed and, along with their customers, put themselves in the position to exploit the opportunities that these developments present. For example, in relation to the start/stop battery technology used in micro-hybrid vehicles, Bedale joined forces with Ecobat Battery Technologies (EBT) to run a training event in aid of raising awareness of this increasingly popular development and the opportunities that it can provide for

32 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

workshops. Bedale’s Owner, Ross Jenkins, commented, “As a proactive independent, under the GroupAuto umbrella, we are keen to encourage our customers to keep up to date with the many developing technologies that impact their businesses. By teaming up with EBT, we were able to invite like-minded technicians that wanted to learn more about the challenges and opportunities presented by start/stop equipped vehicles, as they are now becoming commonplace in the workshop.” “These vehicles, all of which are fitted with either an AGM or EFB battery, are a growing part of the industry,” added John Bentley, EBT’s Technical and Training Manager. “Since 2018, virtually all petrol and diesel engines have a start-stop system as standard. However, there is still a surprisingly large number of workshops that are either oblivious of the fact that these vehicles must use a specific type of

battery technology or have – possibly due to fear of the unknown – yet to grasp the issue and are therefore also losing out on the potential it offers.” To address the problem, EBT has developed One Box, a solution that consolidates all the equipment needed to test and install start-stop batteries into a single package to provide workshops with an easy route to access the profit potential, which would typically be charged at more than £185 per installation. The One Box bundle includes a battery analyser to accurately assess the condition of the existing battery, a noco charger and OBD lead to support the vehicle’s ECU/data storage during the replacement process, and a battery validation tool to ensure that, where necessary, the new AGM/EFB battery is correctly assimilated into the vehicle’s battery management system. “With the One Box package and a little training to enable technicians get the very

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best from the equipment, workshops will find that fitting AGM/EFB batteries correctly is not a complicated process,” John added. “It also allows them to provide a more professional service, which improves customer satisfaction and reduces the risk of future warranty claims due to the incorrect installation or use of an inappropriate battery.” On the training event, Ross said, “The evening was a great success, as we had both a social and educational side to the event, which gave us the opportunity to cement relationships and raise awareness of the issues that workshops face from start/stop technology. The icing on the cake was that with the One Box, we could also provide them with an immediate and affordable solution, which was endorsed by the fact that we sold many on the night! “We have a solid core of loyal customers, who are more like friends, who, like us, eat, sleep and talk the business. It’s independents like these that prove that in spite of the changing face of the aftermarket, they’ll always have a role. “The businesses that will prosper are the ones that either offer or participate in the kind of training and guidance that EBT

has provided. On the night of the event, Paul Dyer and John Bentley stayed until the very end to answer questions and help attendees understand the issues, and the company has also demonstrated a commitment to help on an ongoing basis. Paul, EBT’s Regional Sales Manager, is planning to visit one of our customers who has purchased several One Box packages, to provide on-site training.

“This type of commitment to both us and our customers means that autonomous workshops can continue to make a difference to motorists. This gives them the confidence to entrust their vehicles to us, and helps guarantee that there is still a bright future for the independent aftermarket.” For more information on One Box, go to www.rdr.link/FM011

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©pavel/Adobestock

BATTERIES

High voltage With hybrid and electric vehicles becoming more common in the automotive aftermarket, Autodata’s Technical Author, Sam Samrai, analyses why these vehicles can excel from using 48V batteries.

34 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

assembly, an AC/DC inverter, a DC/DC converter, a 48V battery, and an e-charger.

Electric motor/generator assembly

The water-cooled, belt-driven electric motor/generator replaces the regular alternator and functions to restart the engine after a stop-start event, while the conventional 12V starter motor is used for normal starting, via the ignition key. At times, the electric motor/generator can support the engine to improve acceleration and reduce the load strategically to maximise fuel economy. In addition, the electric motor/generator, in generator mode, recharges both batteries, similar to a conventional alternator, as well aswhen the vehicle is coasting or braking.

AC/DC inverter

The AC/DC inverter can either be integrated or non-integrated into the 48V electric motor/generator, and exists to perform two functions. Firstly, it converts the direct current (DC) from the 48V battery to alternating current (AC), which then powers the electric motor/generator in motor mode. The second function is to convert the AC generated by the electric motor/generator whilst in generator mode to DC, recharging the 12 and 48V batteries as a result.

DC/DC converter

As this vehicle encompasses both 12 and 48V systems, a DC/DC converter is installed to reduce the electrical voltage from 48 to 12V.

©kinwun/AdobeStock

nlike the true hybrid configurations that use the engine and/or electric motor to propel the vehicle, the 48V mild hybrid system is employed in a typical stop-start vehicle, with the integration of a 48V electric motor/generator assembly to supplement the engine, which improves acceleration and enhances fuel economy. In addition, electrifying components such as the air conditioning compressor, power steering pump, and engine oil pump further reduces the engine load and increases fuel efficiency. Electrifying vehicles with a voltage higher than 12V is not new; the automotive industry contemplated using a 42V system in the 1990s. This was later dismissed due to concerns about the cost, as well as practical matters such as switches and relays prematurely failing. However, due to environmental concerns, modern electronics make use of transistors, diodes and microswitches which are more robust, making this a more viable option. So, why stop at 48V? Current regulations state that anything over 60V officially becomes ‘high voltage’. This adds extra cost due to the addition of expensive shielding, connectors and conduits like the orange ones commonly seen on many hybrid and electric vehicles. However, this doesn’t mean that the electrical architecture of the entire vehicle will move to 48V. The conventional 12V supply is still used to power many of the standard circuits such as lights, door locks, electric windows and the infotainment system. The common 48V mild hybrid consists of only a small number of additional components; an electric motor/generator

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48V battery The Lithium-ion 48V battery is generally located in the rear of the vehicle, and just like the electric motor/generator, it can use the cooling system to dissipate heat.

E-charger The conventional turbocharger is superseded with an electrified version, and is better known as an e-charger. Instead of waiting for the exhaust gases to spin the impeller up to speed, an electric motor is used to drive the impeller, instantly providing the necessary boost without the familiar delay that is usually experienced with turbocharged engines. Alternatively, superchargers can also be electrified to provide results equivalent to an electric motor-driven turbocharger. The 48V mild hybrid system is always evolving to fulfil exhaust emission regulations, improve fuel economy and increase acceleration. For this reason, VMs are already developing other enhancements to complement the 48V system, including the following:

1. Electric motor/generator assembly, 2. AC/DC inverter, 3. 48V battery, 4. DC/DC converter, 5. 48V power distribution unit, 6. 12V battery, 7. 12V power distribution unit, 8. E-charger)

Extended stop-start technology: Unlike the conventional stop-start technology of switching the engine off when the vehicle comes to a complete stop, the extended stop-start system will also switch off the engine when approaching a stop or while the vehicle is cruising at a constant speed.

Electrically heated catalytic converter: In order to reduce the amount of harmful emissions, the catalytic converter must reach operating temperature as quickly as possible. Hybrid systems exacerbate this due to frequent stop-start events or coasting with the engine off. However, this can be solved by heating the catalytic converter electrically using the 48V system. So, while the current 12V system struggles compared with other, more expensive hybrids, 48V mild hybrid technology offers a cost-effective solution in satisfying emission regulations and future increases in energy hungry electrical components. The use of 48V technology is set to grow even further, especially as stricter COâ&#x201A;&#x201A; emission targets are being set and the decline of the internal combustion engine continues. With the growth in popularity and demand for HEVs and EVs, Autodata is rolling out drive system diagrams for electric and hybrid vehicles. For more information online, go to www.rdr.link/FM012

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BATTERIES

Giving yourself a boost GYS dissects the confusion around booster packs and the myriad of power output numbers, making the company’s booster pack offering much easier for aftermarket businesses to understand and sell.

actors and garages can be forgiven for being confused when it comes to choosing the right booster pack, with various measures being quoted for power output, including peak current and cold cranking current. On top of this, there are many boosters on the market at different prices. To help clarify the situation, GYS has guidelines that it is offering to its customers to follow. When choosing a booster, there are two major points to consider:

1. The speciﬁcation and output of the booster pack Comparing the output of a booster can be confusing, as there are three measures in common use. Products are often rated in Peak Amps or Cranking Amps, but the most informative measure is the Starting Current. This is measured as the maximum

output (Amps) of the booster where the battery is at 1V per cell, so clearly, it is important when comparing boosters that the same measure is used. The Peak Amp figure will always be much higher, but it is the Starting Current that is the best guide to the performance of the unit. A higher quality unit will also give more starts between recharging.

2. The speciﬁcation of the charger When stocking a booster, factors are investing in a powerful battery, which can be expensive. What is less understood is that to maximise the life of the internal battery, the charger that is used to recharge the battery is very important. To ensure the battery is recharged to its maximum, the booster should contain an advanced charger. The GYSPACK 650 and 810, GYSPACK PRO, and STARTPACK 12.24 products include a microprocessor controlled multi-stage charger which is designed both to charge to 100%, and to be safe when it is connected permanently to the mains when the booster isn’t in use.

GYS offers three ranges of booster packs: Value range – Comprising eight 12V and 12V/24V machines with starting currents (measured at 1V per cell), ranging between 480A for the GYSPACK 400 to 750A for the GYSPACK Truck Mobile. Premium range – Five booster packs with steel cases, high specification copper cables and premium internal batteries. The range includes units suitable for 12V applications, and units suitable for 12 and 24V applications. Starting currents range from 640A through to 1600A, and they are supplied by what is renowned as ‘the beast’, the STARTPACK PRO 12.24XL. Lithium booster packs – a range of six multi-function models. The Nomad Power 10 is suitable for very light duty 12V applications, providing a starting current of 200A, through to the NP Pro Truck, which is suitable for 12 and 24V applications, and delivers a starting current of 600A. The GYS range of Lithium Booster packs have useful 12V power outlets, USB sockets and multi-mode lamps. For more information on GYS’ booster packs, go to www.rdr.link/FM013

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BATTERIES

Looking forward On vehicles with advanced technology such as start-stop, battery replacement can be complex and time consuming. Ian Newham, Training Manager for GS Yuasa Battery Sales UK, explains the key differences that factors should be aware of between these and traditional standard ignition vehicles. Battery specification

For vehicles with advanced technology, it is essential that the battery is replaced with one of the correct specification. If a vehicle is fitted with an AGM start-stop battery, then the replacement must also be AGM start-stop. The same applies to EFB equipped vehicles. Unlike standard ignition vehicles, itâ&#x20AC;&#x2122;s not possible to replace the battery with a lower capacity model. Although this would physically fit, it would cause serious problems.

Battery testing

Checking the health of an EFB or AGM battery should be done using a conductance battery tester. It is important to select the EFB or AGM setting on the tester to ensure that the results are accurate.

Battery location

On many new vehicles, the battery is not fitted under the bonnet and locating it can take time. The replacement process can

also be extremely time-consuming, with the removal of trim panels and even seats required.

Battery Management System and battery validation

Battery validation is rapidly becoming a mandatory requirement as part of the procedure for battery replacement. Most modern vehicles come fitted with a Battery Management System (BMS). This must be reset through the on-board diagnostics (OBD) port to tell the vehicle when the battery has been replaced. The BMS monitors the battery throughout its service life to maintain optimum charge efficiency, ensuring the operation of the start-stop system. Failure to fit the correct battery or reset the BMS can cause serious issues, such as battery failure, in-car error messages, noncritical vehicle system shut down and even complete loss of start-stop functionality. Most diagnostic platforms within the workshop are equipped with the capability to validate new batteries to vehicles. Alternatively, the Yu-Fit Battery Configurator offers an easy to use handheld solution.

BMS alternator testing

The BMS now features an intelligent alternator. The output of the alternator is based on battery status and vehicle operating conditions. This means that the alternator regulator is now capable of

38 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

varying the alternator, energising voltage based on the request signals it receives from the BMS. It is also capable of providing a feedback response to the BMS with actual charging data. This means that the alternator output is variable and, in some cases, the BMS can switch the alternator off, which means that the traditional diagnosis of a charging system using a multimeter is no longer possible. If a vehicle equipped with this system has a suspected battery or charging system fault, to prevent unnecessary alternator replacement, it is essential that accurate charging system diagnosis is carried out using suitable equipment. As it is no longer possible to use traditional methods, checking for the presence and accuracy of the BMS, and alternator request and feedback signals using an oscilloscope to interrogate the system is the only way. For more information online, go to www.rdr.link/FM014

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IGNITION & ENGINE MANAGEMENT

Coil to action Julian Goulding, UK Marketing Manager for Delphi Technologies Aftermarket, discusses how, with many vehicle breakdowns and repairs being attributed to ignition faults, being able to offer customers a quality range of ignition coils represents an excellent opportunity for factors.

lthough the technology may have greatly improved, the role of the ignition coil hasn’t changed much. They still work in fundamentally the same way as they did in the very first cars; creating the spark that is needed to ignite the air and fuel mixture. One of the hardest working parts of an engine, it takes the battery’s typical 12V and transforms them to the thousands that are needed to bridge the spark plug gap, ignite the fuel and start the engine. Traditionally, one coil was enough to do the job, but most modern cars now use an individual coil for each cylinder. This provides a better control of the spark, which, in turn, optimises efficiency and power. But, while today’s coils are much more advanced and durable than ever before, they have never been under so much strain. With tighter emission regulations, limited engine space, the need for better fuel economy, and higher ignition voltage – as much as 45,000V in modern cars – coil technology has come a long way. However, factors such as the increased voltage that modern coils need to generate, plus the heat from a packed engine bay, mean that coils are under a lot more stress.

40 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

A failed coil is often the cause of many running issues, such as a misfire, poor starting, an illuminated engine light and a reduction in fuel economy. With a lot dependent on the coil’s performance, it’s essential that it is of the very best quality. Delphi Technologies has over 100 years’ experience of supplying carmakers with ignition components. The technology which has made us the choice of many automotive manufacturers can be passed onto the aftermarket with our range of replacement, OE-specification ignition coils.

Only the best

A case in point is that while coils essentially function the same way that they have for many years, Delphi Technologies has invested heavily to ensure optimum reliability and performance in all its OE and aftermarket coils. For example, primary and secondary coils are wound smoothly and as tightly as possible, directly onto a proprietary steel core, which helps to ensure maximum magnetic power in every turn of the wire, and only the very best wire and coatings are used. On top of this, the company recently introduced new OE ignition coils for

popular Mercedes-Benz applications, featuring its multi-charge technology. Over 14 million vehicles have been factory-fitted with these coils, and their introduction represents an excellent opportunity for the aftermarket to tap into a growing vehicle parc. The availability of a sizeable range of highly-engineered ignition coils offers significant and numerous benefits for motor factors. Factors need to provide their clients with products that are durable and made to the

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“Factors can use what we do to help them sell to their clients.”

very highest standards. If they can offer well-proven lines to garages and individuals alike, then that safeguards repeat business, minimises the chances of returns and ensures that their customers are able to complete a fuss-free repair that leaves a

vehicle owner completely satisfied. What we strive to offer is a fully guaranteed, fit-and-forget solution that motor factors can put their trust in. The experience and reputation of the Delphi Technologies brand helps, but we back it up

with a great deal of attention to detail in our ongoing product development. Factors can use what we do to help them sell to their clients. For example, when it comes to quality, there is a whole host of information that motor factors can relay to their clients, even down to the special epoxy that is used to insulate wires and the advanced vacuum technique that is used to remove air bubbles and imperfections in the epoxy, which helps prevent internal arching and shorts. In the pursuit of quality and durability, our processes really are that involved. There’s also the convenience of choosing a full-line supplier. With a range spanning more than 500 part numbers, covering nearly 9,000 applications and a total vehicle parc of 114 million vehicles, it’s one of the most comprehensive in the industry. For factors, this makes choosing a supplier much easier, with them able to enjoy the reassurance that they can fulfill a growing demand with just one brand. For more information on Delphi Technologies’ ignition coil offering, go to www.rdr.link/FM015

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IGNITION & ENGINE MANAGEMENT

Lighting the spark Ron Merralls, NGK Spark Plugs UK’s Assistant Technical Manager, has spent 18 years at the company. In this time, he has been involved in cataloguing, new product range introductions, and pre and aftersales technical support. PMF spoke with Ron to discuss all things ignition coils.

How important are ignition coils in the ignition system? Ron Merralls (RM): An ignition coil is necessary for all petrol combustion engines. The ‘trembler coil’, one of the first ignition coil designs, first made spark ignition engines possible. It produced a series of high voltage pulses creating multiple sparks. Modern day coils create a precisely timed single spark.

insulation, resistant to cracking when wound. Windings need to be uniform, with minimal voids. Casings require filling/sealing with potting compound which has some pliability and high insulation properties, and can withstand extreme temperature changes. This compound needs to be vacuum filled to eliminate air pockets, which would otherwise lead to future failures.

With emissions legislation becoming increasingly strict, how has this affected the role of ignition coils? RM: Evolving emissions standards challenge vehicle and component manufacturers. The trend for smaller turbo charged engines and other changes to engine designs invariably necessitate ignition coil proportions becoming more compact, whilst increasing spark generation time and energy.

Similarly, has the production process of ignition coils been affected with these changes? RM: A coil is no longer required to produce just 10,000V – some modern vehicles command in excess of 30,000V. Ignition coils are often mounted in areas of extreme fluctuations in temperature. Coils are now often subjected to higher thermal loads and vibrations, causing greater challenges to maintaining coil reliability. Manufacturing processes, as well as the materials and components used, must meet very high standards to avoid failures. Primary and secondary coil copper wire requires high-quality pliable shellac

42 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

What makes NGK’s ignition coils stand out from the crowd? RM: Our ignition coils boast the best quality production methods, selection of premium materials, strict quality processes from the initial design stage to assembly, and testing, to ensure long life. Something that repairers quickly become aware of is that certain models become ‘known’ to suffer from coil failures. This shows us that even at VM level, the component is stressed. Robust testing carried out prior to launching our ignition coils ensures that the item often exceeds the VM’s OE item.

Quality processes also encompass the packaging. Attention to detail means that they are safe in transit. To ensure correct fit first time, NGK packaging includes a label with a schematic diagram of the coil – so selection can be verified without removal from the box.

What advice would you give motor factors when it comes to which ignition coils to stock? RM: Motor factors are advised not to compromise when it comes to stocking quality ignition coils. Savings made on materials used or production costs often means a greater possibility of premature failure, leading to disgruntled repairers and end users. On vehicles with individual coils, although it’s tempting to replace the one failed coil, it’s worth replacing the set, as it isn’t unusual for another to follow. Some coil failures are linked to lack of maintenance. For instance, worn spark plugs can place a significantly greater load on an ignition system. It’s also worth considering the condition of the spark plugs and replacing them if necessary. For more details about NGK and its products and services, go to www.rdr.link/FM016

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IGNITION & ENGINE MANAGEMENT

A range to ignite sales Hella’s Senior Head of Marketing and Communications, Helen Goldingay, explains how the company’s newly extended ignitions range can help motor factors boost their profits.

ella claims to understand the importance of investing in range expansion as a means of servicing the ever-growing vehicle car parc, as well as keeping up with the needs of the aftermarket. As ignition and engine management is such an important category, the company is continually adding more references for its ignitions series – so far, this number has more than tripled since the inception of the range. With 340 ignition coil references covering key applications such as BMW, Ford, Vauxhall and Volvo, the recently expanded range now also includes the BMW Roadster and Mini R5. Hella says that its ignition coils and modules are the original equipment (OE) fitment for almost 130 million vehicles throughout Europe, which, in the eyes of the company, is indicative of the range’s quality and vast potential for application. Ignition coils and modules operate in an arduous working environment where they are subjected to high electrical, mechanical, thermal and chemical stress. Consequently, they need to be manufactured to the strictest standards using the highest quality materials, in order to work faultlessly and over a long life cycle. Insufficient output voltage or energy will cause misfiring and incomplete fuel combustion in the cylinder, which can damage the vehicle’s catalytic converter and increase its fuel consumption and exhaust emissions. As a result, Hella aims to manufacture its ignition coils and modules to OE specifications using high temperature and high vibration resistant materials. These features allow for the optimum ignition voltage and spark energy to deliver the power output and fuel consumption returns demanded by vehicle manufacturers. Helen Goldingay commented, “As vehicles continue to change, we work with vehicle manufacturers to develop the technology that is required. Ignition and

engine management is a crucial element for the correct running of the engine, so to fully assist workshops, we transfer this OE knowledge and technology to ensure that the aftermarket has the best offering for its customers. “The fact that we’ve tripled our range since its launch is testament to our commitment, and I am sure that we can continue to grow at this rate. “However, this does present a challenge for motor factors, as we realise that keeping a comprehensive range in stock is sometimes difficult. We recommend keeping the most popular references on-site to ensure that customers can be served quickly and

efficiently. Hella has a 90,000ft2 warehouse, allowing us to stock a wider range, and with direct shipment available from Germany, factors can be assured of always having access to all of our products.”

For more information on Hella’s expanded ignitions range, go to: www.rdr.link/FM017

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IGNITION & ENGINE MANAGEMENT

Plugging away Denso’s Assistant Manager, Aftermarket Network UK & IE, Mike Sadler, discusses the role of glow plugs in reducing emissions, as well as how factors can use the industry’s lack of understanding of the component to their advantage.

he automotive aftermarket is more aware than ever of the need to reduce vehicle emissions. Despite the considerable hurdles left to jump before zero-emission vehicles dominate the road, when it comes to glow plug technology, action can be taken to ensure that it is as efficient as possible. In a diesel engine, combustion is achieved by compressing the air in the combustion chamber. The compressed air raises the temperature and fuel is added to initiate the combustion cycle, powering the engine. During the combustion process, if the combustion cycle doesn’t meet the required temperature, not all of the fuel will burn. The unburnt fuel becomes carbon particles, which are harmful to the environment, and are released into the atmosphere via the exhaust. In order to avoid this scenario, glow plugs are used to heat up the air and ensure that the correct temperatures are reached, so all the fuel is burnt and harmful

emissions are reduced. Glow plugs also play another important role in reducing emissions – they provide heat for the diesel particulate filter (DPF) at regular intervals, as determined by the engine management system (EMS). All new diesel cars are fitted with a DPF, which prevents toxic soot particles being emitted from its exhaust by collecting them and periodically exposing the particles to

44 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

The important questions How can factors encourage their customers to ensure good glow plug performance to control emissions? Factors should make sure that their customers do the following: ● Conduct regular checks of the complete ignition system, including glow plugs, the glow plug control module and relay system, fuel pumps and injectors, the EMS and the battery ● Before installing a new glow plug, thoroughly clean the mounting position to eliminate any carbon deposits What future developments could impact glow plugs and emissions? The future of diesel engines is unpredictable; many OE manufacturers have turned away from developing diesel engines in favour of alternative fuels, such as electricity. In order to make diesel engines more efficient, however, thinner and longer glow plugs are being developed. Thinner glow plugs result in faster heating times, helping to improve engine starts and reduce emissions through complete combustion and DPF support.

high temperatures in order to burn them, turning them into harmless ash. This is known as DPF regeneration. If a car is driven at high speeds for a long distance – on the motorway, for example – the continuous and stable heat flow from the exhaust is sufficient to clean up the DPF; the heat will burn any unburnt soot particles, or their remants. However, if the car is driven at low speeds, and is frequently stopping and starting, such as in cities, there is not enough heat for DPF regeneration. In this case, the engine control unit (ECU) activates the glow plugs and injects additional fuel into the engine, which ignites and heats up the DPF, so that regeneration can take place. Problems can sometimes still occur if the journey is too short, as the regeneration process may not be completed. The latest glow plugs, such as instant heating plugs, reduce the likelihood of this happening, as they can quickly reach the required temperatures, reducing the regeneration time.

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What’s the role of the glow plug control unit?

The glow plug control unit interprets information from the ECU to regulate glow plug operation and optimise engine performance. It decides when they are in operation and how much electrical current is used, which, in turn, determines the temperature. It’s a delicate balance; if a glow plug is not on for long enough, or does not reach the right temperature, the fuel mixture will not ignite efficiently, but if a glow plug is on for too long or gets too hot, it can be damaged, which, in turn, risks harming the engine.

Extended post-heating functionality

Extended post-heating functionality means that the glow plugs are active before, during and 60-180 seconds after the engine stops running. This ensures the combustion process is fully completed, with all air and fuel vaporised and no harmful carbon particles released.

Ceramic glow plugs

The ceramics used in glow plugs are semiconductors. This means they have both electrical insulating and electrical conducting properties. Ceramic glow plugs have quick heat-up times, long-lasting heat retention and high heat resistance, therefore contributing to lower emissions.

Instant heating double coil glow plugs About Denso’s glow plugs Denso Aftermarket has an all-makes glow plug programme. Describing the range as offering superlative start-up performance and extended postheating temperatures, the company’s range is said to offer complete choice. The programme encompasses all current glow plug technologies, including single coil, double coil, extended post-heating, ceramic and instant heating.

An instant heating double coil glow plug has a heating coil and a regulating coil integrated into its probe. This helps it to heat up faster than a ceramic glow plug, further improving engine efficiency and lowering emissions.

For more information on Denso’s glow plug range, go to www.rdr.link/FM018

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IGNITION & ENGINE MANAGEMENT

A new option As part of its ‘Efficiency & Emissions’ product category, Nissens Automotive recently launched a new range of EGR valves. The company’s Executive Vice President, Klavs T. Pedersen, is on hand to explore the range further.

oday, EGR valves are mounted in almost every new car, and together with the turbo, the new product category is experiencing rapid growth. They require deep knowledge and insight, and with this in mind, Nissens has been working intensely on getting ready for the launch of the EGR valve. It is important for us to be a strategic and valuable partner for our customers, and to listen to their needs. With our experience in launching advanced products, many have approached us regarding EGR valves and turbos, and the market for Efficiency & Emissions products will only grow even further in the years to come. There has been a need for high quality products and concepts, matching the original parts, and as an experienced aftermarket supplier, we can offer quality solutions and now also EGR valves in genuine Nissens quality.

Thorough preparation

Over the last couple of years, our engineers in Denmark and in our Technology Centre in Germany have been working intensively on these valves, ensuring that everything is set to present them to the market. Our extensive testing and quality processes are key, and we only wish to release products that can match

46 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

the highest quality levels. At the same time, everything concerning the product has to be in place; product and catalogue data, and marketing and training material must be ready for the sales team and our customers to start working with the product. Our EGR valve program has been underway for a long time, and since revealing the new product group at Automechanika 2018, we have focused intensively on preparing for the actual launch. As is the case with all of our product launches, we did not want to compromise on any aspects of our EGR valves. From the beginning, we have been aware of how difficult it is to obtain a high quality level in terms of the development of EGR valves. Since we announced that we were going to be launching our EGR valves, we have focused intensively on achieving a level of high quality. Throughout our

comprehensive product testing process, we have gained valuable insights into the product, and we hope that we have something unique to offer to the market. Our range covers more than 30 part numbers, with 70 models to be covered throughout the year. The EGR valves are part of the company’s ‘First Fit’ concept, which means that they always fit the engine layout and the relevant connections smoothly.

For more information on Nissens’ EGR valve range, go to www.rdr.link/FM019

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Product spotlight

Liqui Moly: Special Tec AA 0W-16 low viscosity oil A low viscosity oil is one of the many tricks that car manufacturers use to reduce emissions; the lower the oil viscosity, the less power the engine has to use to pump oil. This lowers fuel consumption and emission levels accordingly. The actual oil used in the motor oil cannot manage the entire process itself because its viscosity is too low. The highlydeveloped additive packages which are mixed with the actual oil in the motor oil keep the engine lubricated. A thicker viscosity – 10W-40 – used to be the most widely spread viscosity, but today it is 5W-30, moving increasingly more towards 0W-20, especially with 0W16 having now been launched. This, however, is changing slowly, explained Liqui Moly’s Export Area Manager, Tim Keller: “0W-16 oils are still very much a niche product but, technologically, they are very interesting. This is why we are already

producing it, even though the revenue earning potential is still low.” The current challenge for oil manufacturers is to develop an oil that has a low viscosity, while also ensuring the lubrication of the engine under extreme loads. It was in response to this that Liqui Moly launched its lowest viscosity oil yet, the Special Tec AA 0W-16. Historically, it has mainly been Japanese vehicle manufacturers that stipulate a viscosity of 0W-16, and up until now, it has been very uncommon outside of Japan. Special Tec AA 0W-16 meets the requirements for API SN Plus + RC and ILSAC GF-5, and is suitable for selected Honda, Lexus, Suzuki and Toyota models. To find out more about Special Tec AA 0W16 and Liqui Moly’s wider range of oils and lubricants, go to www.rdr.link/FM020

PROFESSIONAL MOTOR FACTOR FEBRUARY 2020 47

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What's New? THERMOSTATS

HEAVY DUTY BATTERY TESTER

Having recently introduced two new models to its battery booster range, Banner Batteries has launched a Heavy Duty BBT HD1 battery tester for the measurement of 6V and 12V standard, start/stop and truck batteries. The tester operates as a 12V and 24V battery charging system that provides rapid printouts. Micro-controlled measurements ensure precise results, and menu guidance is shown on a large display. An integrated graphic printer documents all of the measured values with a date and the test codes that can be used by technicians. Go to: www.rdr.link/FM021

Engine products and drive systems supplier Dayco has added thermostats to its growing portfolio. Manufactured to meet OE specifications, Dayco thermostats carry the prefix DT, followed by a four figure part number. They also feature a final letter – F, H, or V – which refers to the thermostat’s type: flange, housing, or valve. Thermostats control the flow of coolant around the cooling system and allow the engine to reach its optimum working temperature as quickly as possible. Added benefits include reduced fuel consumption, emissions, and wear and tear. Go to: www.rdr.link/FM023

PNEUMATIC RATCHET WRENCHES

A recent addition to Rodcraft’s offering is a range of four pneumatic ratchet wrenches: ● RC3068 – anvil speed of 280rpm, torque of 50 Nm ● RC3268 – anvil speed of 280rpm, torque of 50 Nm ● RC3278 – anvil speed of 190rpm, torque of 100 Nm ● RC3678 – anvil speed of 190rpm, torque of 100 Nm The tools feature a gearbox with three planetary gears, and a closed head for higher manual torque. Four power settings and a 360° adjustable exhaust ring make the tools easy to use, and an easy-to-activate safety trigger improves safety. Go to: www.rdr.link/FM024

CALIPERS

THERMAL RANGE PART NUMBERS

Denso has added 121 OE quality part numbers to its thermal management range. The latest references consist of 39 radiators, 76 condensers and six cabin blowers, which are linked to 342 OE numbers and cover an additional 2,300 vehicles. The components, now available on the Denso E-Catalogue and TecDoc, cover an eclectic range of makes, models and vehicle types, including a radiator for the Saab 9000 and a condenser for the Suzuki Alto. Go to: www.rdr.link/FM022

48 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

Complementing the brand’s existing braking offer, Comline has introduced a range of calipers that serves all popular European, Japanese and Korean vehicles, and comes with a two-year warranty. The range covers front and rear variants for a number of applications. Standard cast iron references are offered alongside lightweight aluminium options. In addition, the range features applications designed to cater for electronic park brake technology. Go to: www.rdr.link/FM025

TORQUE LIMITED IMPACT WRENCH

The ½” torque limited impact wrench from Chicago Pneumatic prevents users from overtightening nuts during wheel and tyre changing jobs. The new tool is 14.3% shorter than its previous version, but despite its small size, it is torque limited to 90Nm in the forward direction and delivers a torque of 1,300 Nm in reverse. As a result, operators can save time changing wheels, as bolts are tightened to the right torque faster than using non-torque limited alternatives. Go to: www.rdr.link/FM026

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RECHARGEABLE TORCH WITH WIRELESS SPEAKER

Sealey’s rechargeable torch has an inbuilt wireless speaker, and comes with a recessed hook, two magnets and an integral 90° adjustable stand. The main light cycles through two levels of brightness, 500lm and 250lm, with the light produced covering a distance of up to 50m. It features a runtime of 4.5hr/12hr. It is water resistant and IK06 impact rated, and is able to withstand falls of up to 1m. The full charging time is six hours, but the battery charge level indicator and light can be used whilst charging for convenience. Go to: www.rdr.link/FM027

NEW YEAR PROMOTION

On top of its previous product addition, the company’s New Year Sale promotion has launched and is valid to the end of February 2020. It is packed with offers and discounts up to 71% off list price, and contains more than 400 products across 40 pages, such as 64% off of the AK285D Multi-Colour Socket Set. Information on the New Year Sale, other current promotions, and the 2019/20 Tool Catalogue, is available from local stockists and online. Go to: www.rdr.link/FM028

FUEL LINE SOCKET SET

This socket set from Laser Tools is designed to offer improved access to hard-to-reach fuel line connections. The tool is 3/8”- drive, and features two spring-loaded joints to help users get past any obstructions. The sockets are of an open design, which allows them to slip them over the fuel line and down onto the hex connector. Eight socket sizes are provided; 10 to 17mm. Go to: www.rdr.link/FM029

FUEL DELIVERY MODULES

ENGINE OIL ADDITIVE

Lucas Oil has introduced a new engine oil additive, designed to increase protection against wear and tear. Low Viscosity Stabilizer is a synthetic engine oil additive that also helps to control emissions, restore lost engine power and protect against dry starts. It is designed for a wide range of lower viscosity synthetic engine oils, such as 5w20, 0w30, 0w20 and even 0w-16, making it suitable for use in hybrid cars. The product also improves oil dispersity inside the engine, reducing sludge and varnish production inside the engine block. Oil oxidisation is inhibited, which extends the protective lifetime of the oil. Go to: www.rdr.link/FM030

ELTA Automotive, under its VXPRO brand, has expanded its range of fuel delivery modules with the introduction of eight part numbers. The new additions cater for models including: ● Land Rover Freelander 1.8 litre petrol, 1998-2006 ● Mercedes C-Class 2.0, 2.6 and 3.2 litre petrol, 2000-2002 ● VW Transporter/Caravelle 1.9 and 2.5 litre TDI, 2003-2009 Go to: www.rdr.link/FM031

PROFESSIONAL MOTOR FACTOR FEBRUARY 2020 49

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ADVERTISING INDEX

BBL Batteries ................................Outside Back Cover

Marathon Warehouse Distribution ................Page 27

Comline Auto Parts Ltd ......................................Page 6

Mobiletron UK Ltd ..........................Inside Back Cover

Dayco Europe ......................................................Page 11

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

ECOBAT Automotive Ltd ..................................Page 17

OPTIMAL UK Distribution Ltd ......Inside Front Cover

FAI Automotives PLC ........................................Page 19

Ring Automotive Ltd ..........................................Page 41

Jack Sealey Ltd ..................................................Page 35

SIP Industrial Products Ltd ..............................Page 21

Kalimex Ltd ..........................................................Page 33

VARTA ..................................................................Page 36

Marathon Warehouse Distribution ................Page 14

In the next issue of

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

PROFESSIONAL

MOTOR FACTOR

■ Steering & Suspension ■ Exhausts & Emissions

yout 1 001_PMF_DEC19_La

TOOLS & EQUIPMENT

PROFESSIONAL

MOTOR FACTOR

outlines its An MOT equipment supplier s exhaust emissions analyser

REMANUFACTURING

to overcome Can remanufacturing help ental the aftermarket’s environm concerns?

DECEMBER 2019

PROFESSIONAL

MOTOR FACTOR

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

WINTER PRODUCTS & LIGHTING Taking advantage of ‘lighting season’ – making a profit from winter vision solutions

JANUARY 2020

MOTOR FACTOR

BATTER

IES How Bedale Motor Factors teamed up with a battery specialist to educate its customers IGNITION & ENGIN E MANAGEMENT

A look at the role of glow plugs in reducing emissions

FEBRUARY 2020

UNDERSTANDING ERP How choosing ERP software can help factors grow

INDUSTRY UPDATE PMF looks back at the 2019 IAAF Conference

REMAN ALL THINGs S of remanufacturing The proces

laid bare

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

50 PROFESSIONAL MOTOR FACTOR FEBRUARY 2020

news ■ appointments ■ expert opinion ■ interviews ■ products

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

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