Professional Motor Factor November 19 by Hamerville Media Group

PROFESSIONAL

MOTOR FACTOR

ENGINES & TURBOS The effects of decreasing engine size on EGT sensor durability

OILS, LUBRICANTS & ADDITIVES How to maximise lubricant sales during the winter season

NOVEMBER 2019

COMING OF AGE The value of stocking the correct oil for an ageing car parc

news ■ appointments ■ expert opinion ■ interviews ■ products

VOLUME 19 ISSUE 10 NOVEMBER 2019

CONTENTS

6-9

11-16

NEWS & VIEWS

PEOPLE & INDUSTRY

18-22

24-28

BUSINESS & TRAINING

MARKET TRENDS & ANALYSIS

REGULARS

ENGINES & TURBOS

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

Manufacturer advice on stocking the right profile of components for your business..........35 The consequences of neglecting Automatic Transmission Fluid ..............................................36

News....................................6 Can competitively priced components meet emissions standards and ensure safety? ....38 Appointments ...................11

Dispelling the belt kit myth that ‘one size fits all’..............................................................................40 Making use of higher engine temperatures to tap into the EGT sensor market ..................42

IAAF Update ....................16

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

OILS, LUBRICANTS & ADDITIVES DPF cleaning solutions that can get vehicles back on the road swiftly....................................45

MECHANEX ....................33

Product Spotlight ..........55

Why older vehicles require the same treatment as their modern counterparts ....................46 Ensuring that customers are aware of essential oil change guidelines....................................48 A look at the specialised coolants preventing engine failure in the winter ............................50

What’s New?...................56 A case for supplying both classic and modern oils ........................................................................52

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 3

VIEWPOINT

Editor JAMES BURMAN Assistant Editor BEN LAZARUS Editoral Assistant LAURA GUALDI Group Manager OLIVER SHANNON Group Advertisement Manager ROBERT GILHAM Advertisement Manager ALEX DILLEIGH 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 © 2019

Cover to cover At the time of writing, Halloween has been and gone, and there is still no sign of a light at the end of the tunnel as the Brexit saga continues. 12th December is due to be our next point of ‘progression’, but it seems that we’ve spent over three years jumping from deadline to deadline, without a conclusion. Various iterations of the headline, ‘The EU is ready to move on from Brexit’, are making the rounds this week. To be frank, we’re at a stage where everybody – even the politicians involved – is sick and tired of it. Amidst a minefield of uncertainty and negativity, it’s important to remember that it’s not all bad in the automotive aftermarket. You’ll see in this issue’s News that factor branches are opening and the awareness of counterfeit parts is increasing. It’s also good to see that a growing number of manufacturers and suppliers are achieving official certifications for their components. So, trust in your suppliers. I’ve spoken to a fair few of them in recent months, and most are quick to reassure me that business is as usual, and remind me that panicking only perpetuates problems. Those that do feel like our EU departure will have consequences for their businesses, and therefore yours, have made solid contingency plans, including making sure stock is adequate. Whatever the politics of the day, there are certain trends that independent factors will always be able to rely on. The winter season will remain a lucrative time for garages, which is great for sales (page 15). An ageing car parc is still healthy for lubricant demand (page 52). Engine sizes are decreasing, which leads to hotter internal temperatures, and a greater need for engine management components (page 42). All these things transcend political turmoil, and we should take comfort in that. Whilst the Government and Brexit sit stagnant for the next few weeks, here at PMF, we’ve decided to implement conisderable change ourselves. As you may have already noticed, the magazine has a sleek, new front cover this issue! Maybe we’re getting ahead of ourselves, but we wanted to make sure the magazine has a fresh look before 2020 begins. If you ever find yourself missing the old front cover though, don’t worry, I’d like to give you a friendly reminder that you can always visit www.rdr.link/FJ001 to view back issues online. Enjoy the issue and have a great month,

James Burman Editor

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

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 5

NEWS Autoparts UK opens new Manchester branch Autoparts UK has opened a new Manchester branch on the industrial estate of Trafford Park. The branch has more than £500,000 worth of stock in place to serve customers across the Greater Manchester area, as well as a skilled and experienced team, and fleet of Autoparts vans in operation. Holding a number of globally recognised brands, the branch will also stock exclusive Autoparts names, including Disctech, Padtech, Ultratec oils, Dynomach rotating electrics, and Goliath batteries. Group Factor Manager, Craig McCracken, said, “The opening of our Manchester branch is part of our wider expansion plans, and cements our position in an area where we have been active for some time. We continue to ‘buck the trend’ in the automotive aftermarket, investing in all areas of the business for the benefit of independent garages.” The introduction of the Manchester branch takes the total

number of branches to 14, and the number of Autoparts vans to well over 100, and underlines the company’s aspiration to become of the most progressive motor factors in the UK.

Spartan opens new branches Spartan motor factors has added branches to its existing network. This takes the branch network up to 12 across England and Wales. Prior to 2019, the Spartan network consisted of locations at Swansea, Barry, Cardiff, Newport, Blackwood, Pontypridd, Weston-superMare and Avonmouth, making the current expansion a significant one. Spartan added a Gloucester branch to its roster in June, which boasted an 8,000ft2 warehouse and five van drivers. Other recent openings include the branches in Bristol South and Tredegar. The HQ has also been relocated from Cardiff to Newport. Spartan has received huge support in this endeavour from suppliers such as Firstline, Ecobat, Nordic, SBS, and Comline. The next step of the expansion plan is to open 13 more branches, all within a two hour radius of the distribution centre in Newport, over the next 12 to 18 months. The company’s distribution centre currently services all Spartan branches, with five deliveries each per day, ensuring that stock replenishment to all branches takes place every hour. The distribution centre has also enabled Spartan to hold a large range of

6 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

product and become self-sufficient; they no longer rely on the existing same day suppliers to the trade, only dealing directly with the manufacturer, keeping prices down by cutting out the middle man. Lee Gratton, Managing Director of Spartan Motor Factors, commented, “Spartan remains independent, and has no affiliation with any buying groups. We

believe that being a part of a buying group doesn’t allow the freedom to expand into certain areas, as there may be a conflict with a fellow member. Furthermore, the option to choose suppliers is limited to those on a shortlist. We prefer to sit down with suppliers of our choice, and negotiate our own terms with suppliers that cater to our personal business needs.”

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CTEK and Cadex forge partnership to redefine automotive battery diagnostics CTEK Sweden AB and Cadex Electronics have announced a partnership that will see the two companies join forces to introduce a new approach to battery testing in the automotive industry. With a focus on OEMs as well as professional independent and dealership workshops, the partnership promises to deliver new charging, maintenance and testing solutions to give customers the most efficient, accurate and reliable battery test equipment available. The second generation SPECTRO test engine, developed by Cadex, will be at the heart of a wide range of diagnostic products. Henk Lubberts, Global Director OE at CTEK, said, “Battery testing is an area of focus for us, and we were looking for a partner with the same appetite for

Juratek announces management buyout

innovation as we have.” Markus Pauli, COO at Cadex, added, “In Partnership with CTEK, we will integrate the revolutionary SPECTRO technology into a suite of diagnostic products, and deliver them into the automotive industry. We are excited to be partnering with CTEK to create a new standard in efficiency and accuracy for automotive battery testing.”

IAAF releases its annual IP Crime Report Having actively participated in the Counterfeit Awareness 2019 conference in Bristol, the IAAF has been working hard to combat the threat of counterfeit car parts. The company’s annual IP Crime and Enforcement Report said, “Preventing counterfeiting and piracy isn’t just about protecting the innocent from criminals, it’s about maintaining the credibility of legitimate trade. Whilst parts might look the same, they are unlikely to perform to the same standard, and in many cases, the counterfeits are produced using dangerous and substandard materials, which have not been properly tested.” Wendy Williamson, IAAF Chief executive said, “It is important that suppliers, distributors and garages are aware of the origin of the parts they are using.”

Juratek’s existing shareholders, Matt Robinson (Managing Director), Toby Whewell (Sales & Marketing Director) and Mark Clegg (Operations Director), have now taken full control of the company after acquiring the remaining shareholding from outgoing Chairman, Allan Hooks. “We are delighted to have completed the acquisition of Juratek, and have exciting plans to continue the growth of the company in both the UK and overseas markets,” said Matt Robinson. Matt continued, “The company has seen a period of growth in the past five years, and we are well placed to take advantage of the opportunities open to us. Between us, we have over 70 years of experience in the automotive aftermarket, and we retain the energy and passion needed to drive the company to even greater success.” Allan Hooks added, “I have seen Juratek grow and develop into a wellrespected aftermarket company, both in the UK and Europe. Its commitment to quality in all areas of business remains paramount to its trading ethos. After 20 years with the company, I believe it is time for me to hand over the reins to the management team led by Matt Robinson, in whom I have full confidence.”

NEWS SMPE successfully achieves ISO certification Standard Motor Products Europe (SMPE) has successfully achieved the management system standard ISO14001:2015, underlining the company’s commitment to customers and improved environmental performance. The standard, which is in addition to the company’s ISO:9001 certification, applies to both its Nottingham Centre of Excellence, and its manufacturing facility in Poland. The new standard provides SMPE with a management system framework to manage its environmental responsibilities in a systematic manner, contributing to greener sustainability and covering criteria including recycling, lower carbon footprint and waste reduction. The updated 2015 standard includes the latest requirements relating to the context of organisation, leadership, strategic environmental management, risk and opportunities, life-cycle perspective, performance evaluation, and auditing. Richard Morley, SMPE Commercial Director, said, “This achievement demonstrates both our professionalism and reliability as a company, and signals to new and existing customers that SMPE is a perfect partner to do business with.”

Change in rules for connected MOT equipment

UFI Filters Group opens its 18th industrial site

MOT garages will soon see the benefits of equipment that connects directly to the MOT testing service, the Driver and Vehicle Standards Agency (DVSA) has announced. Following the introduction of these rules, anyone buying a roller brake tester will need to make sure that it’s a model that can connect to the MOT testing service. This includes buying replacement equipment, and as part of the process of getting authorisation to carry out MOTs at a test station. DVSA has worked with roller brake tester manufacturers to develop software that will allow their products to connect to the MOT testing service. Connected equipment will save time, reduce the risk of error in entering MOT results, and help to reduce the risk of fraud. Chris Price, DVSA Head of MOT Policy, said, “It will make testing quicker, more accurate, and give motorists greater confidence in the quality of testing. Garages already using this equipment have seen benefits to their business.”

UFI Filters has opened its 18th industrial site worldwide in Bahadurgarh, near New Delhi. The new plant will be dedicated to manufacturing filters for the aftermarket sector, serving both the local spare parts market and export demands. This new factory joins the group’s two existing ones: Bawal, supplying the local market, and Belgaum, for export. With a committed investment of €10 million, the plant will employ 300 workers and will have an initial production of 6 million filters per year, including cabin filters and air filters for cars and heavy vehicles, as well as dedicated hydraulic

8 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

filtration spares. The plant is scheduled to be at full capacity from November onwards. Rinaldo Facchini, Chief Executive Officer of the UFI Filters Group, commented, “The operation will make it possible to provide products that are dedicated to the growing aftermarket sector’s demands, and will allow the group to grow its business into the future.”

Sealey to be first brand offered on MAM Software’s catalogue system Sealey is to be the first brand offered on MAM Software’s catalogue system, enabling motor factors to browse its extensive catalogue of tools and products from within the new Autocat accessories catalogue. The new system allows images, specification and pricing to be integrated into a single view, giving users a rich view of product information and guiding informed choice of the right product from inside the Autocat environment. Tim Thompson, Sealey’s Commercial Director, said, “This is an exciting development for both Sealey and MAM. It puts the entire contents of Sealey’s massive catalogue at the fingertips of the distributor, enabling them to win more business, more of the time.”

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Ben launches critical response service to help automotive employers support their people in times of crisis Automotive industry charity, Ben, has launched its critical response service to support employers and their employees in times of crisis. This free service works with automotive industry businesses to provide support for employees that have experienced an unexpected or traumatic incident. The service supports employees who have recently experienced: 씰 The death of a colleague or customer. 씰 Serious injury to a member of staff or customer. 씰 Physical or psychological threat. Last year, Ben’s critical response service supported over 140 automotive industry employees in response to a critical incident. As part of the service, Ben provides: 씰 Employer guidance, support and

씰

씰 씰 씰

reassurance from a single point of contact. Briefings providing awareness on emotional responses and coping strategies. One-to-one engagement meetings. Referral pathway for ongoing support. Specialist information and self-help resources.

GS Yuasa looks to the future, as a new corporate slogan is decided GS Yuasa has announced that it is redefining its brand by establishing a new corporate slogan, ‘Creating the Future of Energy’. The new slogan conveys the battery manufacturer’s commitment to continually create and present energy in new forms to meet the ever-changing needs of the times. Building on GS Yuasa’s long-maintained stance of exploring new forms of energy for the benefit of society, the slogan also expresses the company’s intentions for the future in a powerful way. Osamu Murao, GS Yuasa’s Corporation President, said, “The new slogan replaces our current ‘Next to You’ slogan in order to express our vision for the coming 100 years. We will continue to carry the Yuasa DNA forward, listening carefully to the market and ascertaining the energy systems which will be needed in coming generations.”

Schaeffler concludes ‘Day in the Life of a Workshop’ video series The mismatch of parts, training, and an eye on the future were the key talking points for REPXPERT, Alistair Mason, Schaeffler Brand Ambassador, Andy Savva, and Oldfields Garage Director, Tim Benson, as the trio completed their ‘Day in the Life of a Workshop’ video series. After discussing workload efficiency, special tooling and budgets in parts one and two, Andy, also known as The Garage Inspector, quizzed Tim on the “mix and match” of products from different suppliers, like brake pads and discs, or flywheels and clutches, and how Tim overcomes this, as the components may not match and fit correctly due to design and quality discrepancies.

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. Bridgestone

Hankook Tyre

Bridgestone has strengthened its senior management team, with significant appointments to both its consumer and commercial sales sectors. After 24 years with the tyre and rubber company, John Folliss is retiring as the company’s North Region Commercial Business Unit Director, and is to be replaced by Greg Ward, who has served as the company’s Commercial Sales Director, UK and Ireland, for the past 17 years. Upon taking the role of North Region Commercial Business Unit Director, Greg said, “Solutions, as the company will be known, will support businesses with real-time information on vehicle locations, insight into driver behaviour, data on fuel usage, and the ability to communicate with their team in the field.” On the consumer side, Bridgestone will welcome back a familiar face in the form of Brett Emerson, who will take on the role of Consumer Business Unit Director, North Region, after previously being a Sales Director at the Warwick-based business from 2002 to 2014. Brett, who began his position as Consumer Business Unit Director, said, “Bridgestone’s premium product portfolio is amongst the very best in the industry; there is a great deal to be optimistic and excited about in the future.”

Hankook Tyre UK has announced the appointment of Chang Yool Han as UK Managing Director. Prior to his new role, he worked in the Global Marketing Strategy team in Korea, where he gained in-depth experience in sales and marketing. He also has expertise in logistics, with a focus on supply chain management, as well as many years of business experience from initially working at Hankook’s European headquarters, and subsequently for the German subsidiary. “Mr. Han has in-depth knowledge in both the tyre business as well as the European market, and can further develop our brand with his sales and marketing expertise. We have great confidence in his skills, and are pleased to introduce him as the new Managing Director in the UK”, said Han-Jun Kim, President of Hankook Tyre Europe. On his appointment, Chang commented, “I am honoured by the confidence I have received and the opportunity to further expand Hankook Tyre. I can build upon our success in recent years with our broad product portfolio in the passenger car tyre segment, as well as light truck and bus tyres.”

Schaeffler Schaeffler bade farewell to Chief Technology Officer and Deputy CEO, Prof. Peter Gutzmer, who is retiring after 18 years of service with the company. Family Shareholder and Chairman of the Supervisory Board, Georg F. W. Schaeffler, commented, “Professor Gutzmer is a man of considerable innovative capacity who has made a lasting contribution to our organisation. We wish him all the very best for the future.” The company has appointed Uwe Wagner, currently Head of Research & Development, Automotive OEM and Industrial, as Peter’s successor on the Board of Managing Directors for a term of three years. Uwe will serve on the Board as Chief Technology Officer. Georg added, “Uwe Wagner has demonstrated, most recently in his role as Head of Research & Development, how innovation and efficiency can go hand-in-hand. On behalf of the entire Supervisory Board, I would like to wish Mr. Wagner every success in his new and challenging role.”

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 11

PEOPLE & INDUSTRY

INTERVIEW

Face-toface PMF sits down with Geoff Jones, Managing Director at Optimal UK, to talk about the company’s methods, its commitment to quality and its advice for motor factors.

Just as a brief reminder to our readers, what exactly does Optimal supply to the automotive aftermarket?

Geoff Jones (GJ): We have a great portfolio of products, including our TÜV Certified Steering and Suspension parts, Wheel Bearing Kits, Shock Absorbers, ABS Sensors, and many more. Our new-torange this year has included CV Joints and Drive Shafts, as well as the addition of Dolz Water Pumps, Timing Belt Kits and Trico Wiper Blades. Further information on all product ranges, including Dolz and Trico, can be found by visiting www.rdr.link/FJ002. Would you say that there is a particular component group that Optimal specialises in? How so?

GJ: All of our product groups are important to us. A good example of this is one of our specialisms, our Wheel Bearing Kits, which are particularly popular. Every wheel

12 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

bearing is weighed to ensure that the correct parts are in every box. This allows us to give assurance to our customers that our bearings are of high quality, and come with everything required. The TÜV Certification on our Steering and Suspension range is also something we are very proud of. Again, it allows us to emphasise that our products have been tested to a high quality. What do customers most commonly like about Optimal products when they give you feedback?

GJ: The high level of quality in all of our product groups is something that keeps

our customers coming back to us. Optimal products fit the first time without any issues, and this is important to customers and garages alike. Our brand image is something that is incredibly important to us; we have worked over the years to establish Optimal as a high quality brand that people recognise across the UK and Ireland. When people see our logo on a product, they can rest assured that it is going to be of a high quality. What would you say are the most common complaints that you receive from customers, and what is the company’s response in dealing with these complaints?

GJ: We have a no quibble guarantee in place. This way, complaints are few and far between. Anything that is brought to our attention is dealt with efficiently, to make sure that the customer is happy. Warranty items are handled on site by a dedicated member of our team, and are dealt with quickly in order to ensure that the customer is satisfied.

GJ: We aim to comply with all waste and environmental regulations, both current and upcoming. Optimal recycles where possible, and is constantly looking for environmentally friendly packaging alternatives to reduce waste. The environment is important to us.

Other than products, what support do you offer to your customers?

GJ: We have an ever-developing marketing team at Optimal, which works to get the right information out to customers in the most efficient way. Our regular emails to customers include technical tips, product information, and any range extensions or price changes. We also have regular giveaway offers for our customers, which are advertised via e-mail and social media. Our technical back up on-site gives customers the reassurance that we can give them the best possible help and advice if they contact us with any technical issues or queries.

Is Optimal doing anything to ensure that it is a â&#x20AC;&#x2DC;responsible businessâ&#x20AC;&#x2122;?

Have you got any tips for motor factors when it comes to stocking and selling products?

Q To make the enquiry and order process easier for our customers, we have our own B2B website. This enables customers to check stock availability, find parts via our VRM look up facility, and manage their accounts easily. We are also able to use this as another marketing platform, which lets customers know about any great offers we have on at the time.

GJ: Always try to stock components from credible companies that will give you full support with regular stock updates, accurate cataloguing, and most importantly, quality products. Optimal UK has many ways of supporting customers in terms of correct stock, high quality products and regular updates.

For more information online, go to www.rdr.link/FJ003

PEOPLE & INDUSTRY

COUNTER VIEW

‘Winter is a time when communication with customers is vital.’ The winter months bring certain opportunities and challenges for garages and factors alike. Here, David and Peter discuss how factors make the most of these opportunities, and overcome the challenges that the season brings.

DAVID CLARKE

PETER WELCH

Managing Director, Autosupplies (Chesterfield)

Proprietor, Scotlands Ash Garage

or the past few years, the winter sales period for motor factors has been stagnant at best. It’s always a difficult period, but as a business that is widely regarded for its high availability of products – and winter is no exception – we ensure that we are always fully stocked for whatever the weather. There will always be cold snaps in the winter period, and here, we’re bound to see particular spikes in sales of batteries, bulbs and wiper blades. Certain products, such as coil springs, calipers and rotating electrics will see slight surges, but they’re not as seasonal as they were. The winter season brings numerous challenges, and motor factors often have to utilise every available space within their business to store additional products. If there is too much bad weather in a

short space of time, things come to a stop, and we’ve seen garages close up early. We try, wherever possible, to remain open, even at the weekend, to ensure customers continue to enjoy access to our ranges. It’s also a time when retail plays a big part, as motorists are drawn to our stores when they need something in an emergency. As a result, we set about boosting the availability of products, namely of all winter related products, such as batteries, screen wash, de-icer, wiper blades and bulbs. Factors should already be working with suppliers to see what they should put into stock and understand supplier delivery schedules over Christmas. With uncertainly surrounding the UK’s withdrawal from the EU, it pays to be prudent, and increase stock levels where you can.

e could do with a harsh winter. I predict that we will have one, and that it’ll be a good thing for the trade in what’s been an unpredictable year. I think a ‘good winter’ will also expose many people’s attitudes towards vehicle servicing. We have seen first-hand that you can write the extent of dealership servicing on the back of a postage stamp, so when these vehicles typically enter the independent garage and aftermarket, they appear largely untouched. As a result, when these are exposed, largely in an independent garage, and during the winter season or MOT test, the trade’s reputation can suffer. It therefore becomes a garage’s role to raise awareness of common seasonal issues – we, for example, offer standard vehicle

checks as a form of preventative maintenance. Winter is a time when communication with customers is vital. At Scotlands Ash, we provide relevant warnings where possible, harnessing the power of social media to focus predominantly on issuing roadsafety advice, and promoting winter checks in order to maximise safety. It’s imperative to get the message across to motorists that they need to ensure their vehicle is both winter-proof and prepared to handle dangerous conditions. It’s vital to encourage them to get their tyres checked over, and to service their car. We also need support from our motor factors; fitting parts during a busy winter period is key, and that can only happen if the product is of high quality and is supplied on time.

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 15

U P D A T E

Technology to dominate December’s IAAF Conference On the 5th of December, the IAAF will welcome a list of top industry speakers to its 2019 Annual Conference, due to take place for the third year running in Milton Keynes, with technology as the central theme. This year’s conference, sponsored by automotive aftermarket PR agency, Impression Communications, will be based on the theme of ‘How technology is transforming the automotive aftermarket’, which will aim to examine current issues from both the UK and Europe, and highlight the many changes that are taking place across the industry from technical, legislative and market perspectives. The agenda will feature some of the industry’s leading names, as they gather to share their views on some current and future technologies, alongside entrepreneur and motivational speaker Richard Noble OBE, Founding Director of The Bloodhound Project, and current holder of the World Land Speed Record. Also among the list of speakers is Andy Hamilton, CEO of Euro Car Parts, who will be championing the success of independent garages across the UK. Hayley Pells from Avia Autos, Winner of Garage of the Year 2019, will also be in attendance, discussing how her business is facing today’s challenges. Thatcham Research’s Head of Repair Sector

16 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

Service, Dean Lander, will be addressing the challenges facing the industry with the growth of ADAS in vehicles. CoFounder of Whocanfixmycar.com, Al Preston, will talk to delegates about how the internet is transforming the way that customers are finding workshops to service and repair their vehicles. The Department of Transport will also be giving its regular update on current legislative matters in the UK, anticipated alongside an update from FIGIEFA’s Neil Pattemore, regarding the latest technological threats and challenges in the EU, and how this will impact the aftermarket. Once again, the Federation will also be looking to produce another engaging debate for its conference guests, where IAAF’s Head of Membership Development, Mike Smallbone, will be facilitating the proceedings and welcoming around 150 attendees, most of whom will include parts suppliers, distributors, and garages, as well as representatives from the industry and aftermarket trade press. The day’s proceedings will then draw to a close with a talk from the new President of the IAAF, Terry Knox. Wendy Williamson, IAAF Chief Executive, said, “We’re delighted to already have secured our line-up for this year’s Conference. It is anticipated to be

a very popular one, particularly with the addition of Richard Noble to our roster. His life story is a tale of great struggle and success, and our members will no doubt be gripped by his extraordinary achievements as a pioneering explorer and founder of the Bloodhound Project. We have a fantastic mix of talks lined up from some excellent speakers, and the audience will be treated to a thoroughly absorbing and enjoyable day. “The theme of this year’s Conference will provoke some serious and inspiring thought. Although the automotive industry has always embraced technological advances, the pace of change has accelerated rapidly over the last few years, thanks to the likes of 5G connectivity, the emergence of new lifestyle trends, which include car sharing, and how responsive transport is transforming our industry sector.”

“The theme of this year’s Conference will provoke some serious and inspiring thought.” For more information online, visit www.rdr.link/FJ004

BUSINESS & TRAINING

INFORMATION

What a difference a day makes A

team of five TecAlliance specialists provided the attendees with a wide range of useful information to allow them to not only have a greater understanding of the products they presently use, but also those that they are not currently utilising. The spotlight was also put on the company’s future developments that are aimed at further improving the capabilities of the service that the products provide, and ensuring that TecAlliance customers can future-proof their businesses in the face of an everchanging market. First up was Jürgen Mehlis, the company’s Executive Vice President Data Management Products & Sales, who presented a detailed overview of TecAlliance’s global vision. Jürgen estimated that by 2030, 15% of vehicles globally could be autonomous, which, due to the safety margins that these vehicles will be required to function within, could result in a 50% reduction in the wear rate of replacement components. On top of this, during 2020, European regulators will consider whether to make vehicle manufacturer (VM), original equipment (OE) and vehicle identification number (VIN) data open to the market. Although this would be a positive development, it would mean that trillions of data records will potentially need to be processed by individual replacement parts suppliers. This is clearly not a realistic possibility, so TecAlliance’s plan is to standardise this data for the benefit of the independent aftermarket.

18 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

TecAlliance’s recent Information Day, held at Birmingham’s National Conference Centre, provided a good opportunity for the company’s customers to learn more about how to get the best from its products, and for the company to showcase its current and future plans. Xavier Thilberge, Sales Manager France, Order Manager, was up next, and he discussed the challenges faced by distributors in terms of stock management and processes. The company claims that Order Manager’s recently introduced Warranty and Returns solution enables users to quickly and accurately create and submit warranty claims and returns to their replacement parts suppliers, with minimal effort and without cost. In addition, users can keep track of the status of their claim and, without needing to send parts back for examination, the solution also saves them money. Bringing the focus onto TecDoc, Alexander Wegner, Product Lead Data Manager Trade, began by re-emphasising that to ensure the quality of the data held

within the catalogue remains high, suppliers must provide relevant and complete information. An example of irrelevant data was demonstrated by a filter manufacturer that had listed an oil filter for an Audi E-tron electric quattro, despite having an electric motor, not an engine! When it came to incomplete information, examples were given where suppliers had not provided fitting data, or given brake disc descriptions or product dimensions. It is in these areas in particular, that the onus is on data suppliers to supply their data in the correct format, and with the most helpful supporting information. Moving onto the latest catalogue version 3.0 update, Alexander highlighted a number of the catalogue’s improvements, and introduced a 12 question survey set up by Tec Alliance as a means of refining the catalogue even further. In the penultimate slot, Jens Störmer, Product Owner at Demand Dashboard, spoke about Data Manager, a suite of data analysis solutions designed to increase business profitability. Jens explained that TecAlliance, through the TecDoc catalogue, contains 6.6 million articles (part numbers), and processes 1.5 million vehicle searches for 25 million replacement parts-related requests on a daily basis. Therefore, it holds a large quantity of relevant data that suppliers can analyse through its various tools to ensure that they offer the most relevant and comprehensive product portfolio to their customer base.

With the Demand Dashboard, suppliers can discuss how often their products have been searched, how their products are performing, how the market is developing, and how they can optimise their daily work and effectiveness, amongst other things. Using PMA, Tec Alliance claims to have the answers to various questions, including: how do I utilise my sales potential? How well do I know my competitors? What is my market position, and how do my products perform in comparison? Do I offer the right products, and meet current and future market requirements? Finally, Fabrizio Giannelli, Sales Lead Data Manager Manufacturer, took to the floor to present TecAlliance’s vehicles in operation (VIO) and OE data, as well as its car source/cataloguing/utilities (CCU) software, and how they combine to assist SBS Automotive. According to TecAlliance, with VIO data, SBS was able to calculate the potential for its parts in its operating markets, discover the gaps in its portfolio with the greatest potential for return, forecast product evolution, and therefore define development priorities, as well as analyse

range coverage. In a similar way, the OE data allowed the company to identify gaps in in its current catalogue and subsequently identify range extensions, as well as to link other vehicles to its existing products, in order to maximise coverage. By utilising TecAlliance’s CCU calculating software, SBS was able to streamline the analysis, updating and publishing process, improve its data quality and decrease the time taken to get its parts to market.

At the end of the day, Shaun Greasley, Regional Sales Director CEE, GB/IE said, “We had an intensive day, packed with a great deal of information, but the feedback from our customers made it worthwhile. “In such tough trading conditions, taking time out of the office is particularly difficult, so we are grateful that so many of our customers attended what was a very worthwhile event.” For more information about TecAlliance, go to www.rdr.link/FJ005

BUSINESS & TRAINING

BATTERIES

Taking advantage BBL Batteries is increasingly focused on the development, introduction and distribution of new and improved battery technologies to today’s market. As it approaches its 50th year, it is still seeking to help aftermarket businesses make the most of a worthwhile opportunity.

ounded in 1972, BBL Batteries, formally Bristol Batteries, understands that being successful in an increasingly competitive market is down to a number of core competences. These include experience, expertise and customer service, as well as the desire to solve problems and advise on solutions that work for their customers. Battery technology has changed across all the different market places during the last 10 years, none more so than in the automotive and commercial vehicle sectors. The original batteries on Start-Stop vehicles have lasted much longer than anticipated due to a number of reasons, including the driver’s ability to disengage the Start-Stop function by means of a button, essentially rendering the AGM or EFB battery over-engineered for a car that now runs as a non-Start-Stop vehicle. With a dramatic increase in Start-Stop vehicles entering workshops with their original

batteries ‘finally’ failing, now is the time to understand and embrace the new technologies, as the opportunities in doing so are sizeable. With the introduction of Start-Stop vehicles came the requirement for aftermarket manufacturing and wholesale parts businesses to stock, sell and, more importantly, understand the impact of the new technology on today’s market, and indeed their customers. Anticipating the impact on drivers is key for factors in being able to provide the very best advice and service to garages. On the capabilities of the company, BBL Batteries’ Founder and Managing Director, Graham Bultitude, commented, “Our experienced team, both at a senior level and across all of our branches, are true battery experts with many years of experience, and take great pride in working with our customers to solve their ‘power’ issues.”

Words of advice What is Stop-Start technology? Start-Stop is a system on most modern cars that cuts the engine when the car is stationary, in order to reduce fuel consumption and emissions. The engine starts again when the clutch is engaged or the brake is released, or when the driver is ready to move again.

How does Stop-Start work? The system uses a computer to detect when the car is stationary or out of gear, at which point it halts fuel delivery and spark to the engine. The ignition starts again when the car begins moving or the clutch is pressed. Start-Stop is estimated to cut fuel use by between 5 and 10%. Energy recuperation harvests the kinetic energy that’s usually wasted as a car slows down. But, in order for these smart technologies to work, cars need to have specialist Absorbent Glass Mat (AGM) or Enhanced Flooded Batteries (EFB).

Why do Start-Stop vehicles require different batteries? AGMs and EFBs are designed to retain sufficient charge to be strong enough to power a car’s many electrical systems, such as the windscreen wipers, air conditioning and sound system, while the engine is turned off. They must also be capable of starting a vehicle multiple times in any journey, where traditionally, the vehicle would have been started only once. For example, during a short journey, a vehicle may stop 20 times in traffic, placing a much higher and altogether different energy demand on the battery in a Start-Stop vehicle compared to non-Start-Stop vehicles.

For further information, advice or training on batteries for Start-Stop vehicles, go to www.rdr.link/FJ006

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 21

BUSINESS & TRAINING

SALES SUPPORT

Opportunity knocks According to Trico, rear wiper blades should be changed just as frequently as the blades at the frontend of the vehicle. Whilst consumers and workshops will certainly benefit from this, motor factors will be able to upsell their stock, meaning that more business is coming their way.

rico’s philosophy isn’t always followed, despite the company consolidating the notion. Its Senior Product and Brand Manager, Sam Robinson, commented, “I’ve spoken to motorists in the past where their rear wiper blades haven’t been changed for five years! Therefore, there is definitely room for some education from both the motorist and technicians’ point of view, with factors reaping the rewards.” Not only is this an excellent upsell opportunity, it also ensures that drivers have the best visibility possible. With this, they will be more inclined to replace them, and so the cycle continues. According to Sam, rear wiper blade sales account for just 10% of all blade sales, so advising workshops to offer a comprehensive service check and choose a brand that offers an extensive wiper programme to cover the needs of the market will enable factors to seize their opportunity to earn extra revenue. Sam added, “Rear and front wiper blades should be changed annually. If not,

22 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

aside from the obvious issue of impeding visibility, severely worn blades have been known to become damaged on metal or plastic components, which may damage the windscreen or cause the blade to disengage. “There are an increasing number of vehicles with unique rear wiper blade designs. Although many blades look similar, they’re specially designed and manufactured, plus they’re specific in their fitment. The Trico Exact Fit rear blade programme, for example, boasts excellent coverage to accommodate the eclectic mix of applications.” Marked with a yellow flash on the packaging, the Exact Fit rear blade programme contains 48 part numbers, which provide even pressure distribution on the windscreen. They are lightweight and are protected against high UV. Sam added, “The range of specialty blades are designed exclusively for Exact Fit rear applications. These blade types cannot be serviced with a standard conventional wiper blade and, instead, have various connection styles and blade types, such as plastic, beam or metal.”

Three on the trot Trico’s Exact Fit wiper blade range scooped the A1 Retail Product of the Year award, which is the third year in-arow that the company has been honoured, winning Retail Product of the Year and Retail Supplier of the Year in 2017 and 2018, respectively. Sam commented, “To continue our track record of awards is both humbling and hugely satisfying. A lot of hard work goes into profiling members with the appropriate ranges, ensuring they have what they need to service their customers and maintain strong relationships.” A1 Motor Stores Operations Director, Simon Salloway, said, “Trico has worked tirelessly with the A1 membership to promote the product and ensure that members are well placed to maximise every sales opportunity. A1 continues to grow as a group, in both members and sales, and this is only possible with the support of our suppliers, Trico being singled out as one of the best.”

For more information online, go to www.rdr.link/FJ007

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. quick and seamless calibration, recommending, for example, that the vehicle is parked on a level surface and is not carrying any load.

Autel

PMMâ&#x20AC;&#x2122;s October issue saw an addition to Autelâ&#x20AC;&#x2122;s regular â&#x20AC;&#x2DC;ADAS Made Easyâ&#x20AC;&#x2122; feature, which provides tech tips for using its MaxiSys diagnostic tool. The feature outlines how to use the tool for lane camera calibration; an important feature of a vehicle that requires attention following various repairs. Autel recommends that a lane camera calibration be performed when a vehicleâ&#x20AC;&#x2122;s windshield or lane camera is replaced, as well as if the position of the camera on the vehicle body has been adjusted. A diagnostic trouble code (DTC) may also indicate the need for calibration. These reasons can be particularly common during the winter season, making the MaxiSys a particularly useful tool in the upcoming months. Autel recognises the need for precision when performing calibrations such as these, and aims to make the process easier, with the MaxiSys guiding technicians through the process in real time, with an interactive screen. The calibration process itself is not the only part of the operation that requires precision: Autel explains that vehicle preparation and the setup of the calibration stand is just as important. It therefore provides guidelines to ensure a

PROFESSIONAL

OCTOBER 2019

MOT OR

Schaeffler

Next up is a Special Report, where Schaefflerâ&#x20AC;&#x2122;s REXPERT and Master Technician, Alistair Mason, gave PMM a masterclass in thermal management at its headquarters at Sutton-Coldfield. The class was split into two, first tackling the role and effect of a water coolant pump, and later moving on to thermal management units (TMUs) and their role in modern vehicles. In the first half of the session, Alistair explained that traditional mechanical water pumps are on the decline due to emissions pressures. In their place are new switchable pumps, epumps and TMUs, which he explained are vital to keep up-to-date with. Not stopping at the explanation of their roles and functions, he also covered common repair and replacement errors that heâ&#x20AC;&#x2122;s encountered, before moving onto the second half, which covered TMUs. With an example to hand, he went through the advantages of TMUs, which include the control of multiple areas of the cooling

Steve Carter

T T O H E

BUSINESS

CLUTCH CLINIC

& TRAINING

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

Replace the clutch on a KIA Sportage This month, after the customer reported that the clutch was worn out, Schaeffler REPXPERT Alistair Mason replaced the clutch on a 2013 Kia Sportage 1.7 CRDI diesel, which had covered 94,000 miles.

Whatâ&#x20AC;&#x2122;s in it for the aftermarket?

BRIGHT PROSPECTS PMM brings you the latest tools that are lighting up the industry

í˘ą TECHNICAL TIPS AND CLINICS

14 OCTOBER 2019 PMM

24 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

í˘˛

Next, raise the vehicle lift to gain access to the underside, remove the engine undertray and then drain the gearbox oil. Whilst draining, remove the lower gearbox pendulum mounting, then, once the oil has drained, refit the drain plug and torque to the manufacturerâ&#x20AC;&#x2122;s specification. Remove both driveshafts, the lower intercooler hose that runs under the bell housing/sump area (Fig 4) and the lower flywheel cover back plate. On the front of the gearbox, detach the clutch pipe bracket and the slave cylinder assembly. The clutch pipe remains connected to the slave cylinder, which should be stowed away to allow for easy gearbox removal. Next, undo the lower starter motor bolt. Disconnect the lower bell-housing bolts, leaving two easily-accessible to support the gearbox until it is ready to be removed. Using

28 OCTOBER 2019 PMM

The process has already started, as the document that repealed the 1972 Act, which is the vehicle that sees European Regulations directly flow into UK law, was signed on 18th August 2019. However, the task at hand is massive, with some 945 Acts of Parliament covering 231 EU obligations, and with a staggering 33,630 UK statutory instruments that implement 4,283 EU obligations â&#x20AC;&#x201C; every law passed by the European Commission between 1993 and 2014, all 49,699 of them. It is likely that the Government will

continue to reference European legislation after Brexit irrespective of the eventual outcome. In particular, this includes vehicle type approval legislation regarding the rights of access to vehicle repair and maintenance for independent operators, but perhaps more worryingly, the â&#x20AC;&#x2DC;parallelâ&#x20AC;&#x2122; Block Exemption Regulation (BER) is based on competition law. In both cases, there are important elements of this legislation that would need to be included, such as the next type approval legislation (EU 2018/858) that will come into force in Europe on 1st September 2020, and the BER, which will end in May 2023. After these dates, the government will need to

â&#x20AC;&#x153;When the economy is uncertain, consumers look for competitive deals, and the aftermarket is perfectly placed to offer attractive prices and a choice of replacement parts, even if this choice has some restrictions.â&#x20AC;? substantial proportion of these parts. However, if the alternative is to continue with the existing European (Euro 5) legislation, then can the aftermarket consider that it will continue to be business as usual? This may depend on the specific legislation concerned, as well as the import conditions that will affect the flow of replacement parts. Even though the UK is a signatory to the UNECE Regulations on type approval, there is no advantage, as these do not address aftermarket needs. There are also key emerging challenges facing the aftermarket, such as remote communication with the vehicle for predictive maintenance or remote diagnostics, which are not yet addressed by either European or UK legislation. The restriction on foreign nationals being able to enter and work in the UK may also impact workshops that will not be able to employ technicians from Europe, and vehicle owners may delay their service and maintenance work until confidence in the economy returns.

However, Brexitâ&#x20AC;&#x2122;s impact on the economy may also be a great opportunity for the UK aftermarket. When the economy is uncertain, consumers look for competitive deals, and the aftermarket is perfectly placed to offer attractive prices and a choice of replacement parts, even if this choice has some restrictions. If import tariffs are applied, this will impact all parts, including vehicle manufacturerâ&#x20AC;&#x2122;s OEM parts, which will become even more expensive, further helping the aftermarketâ&#x20AC;&#x2122;s competitive offers. The UK Government has famously used the â&#x20AC;&#x2DC;let market forces ruleâ&#x20AC;&#x2122; mantra, rather than evoke legislation, but the Euro 5 legislation requirements were created to ensure non-discriminatory access to repair and maintenance information. Although the proposal to trade with other countries around the world may help the UK economy (although setting up some of these may also be a challenge), the issue of legislation for the UK aftermarket is a national issue that is, and should remain, linked to the European type approval legislation. For more information online, www.rdr.link/A I009

PMM OCTOBER 2019 29

ÂŠrabbit75_fot/AdobeStock

ADVICE â&#x20AC;&#x2DC;HOW TOâ&#x20AC;&#x2122; GUIDES AND BEST PRACTICE UPDATES BUSINESS ESSENTIALS AND TRAINING

With the vehicle still on the ground, slacken both front hub nuts and wheel bolts, raise the vehicle to waist height, and remove both front wheels and front hub nuts. Then, disconnect the ABS sensor wiring looms, the flexible brake pipe retaining clips and the strut-to-hub assembly bolts, so that the outer driveshaft joints can be eased out of the hub assemblies (Fig 3).

hichever way you originally voted, or what your thoughts are now, it seems clear that â&#x20AC;&#x2DC;bomber Borisâ&#x20AC;&#x2122; has lit the fuse to exit the European Union at the end of October. At the time of writing, it is unclear what will happen on the final departure date, but there is likely to either be some sort of â&#x20AC;&#x2DC;last minuteâ&#x20AC;&#x2122; deal (with a possible extension to the deadline to provide additional time for â&#x20AC;&#x2DC;the dealâ&#x20AC;&#x2122; to be implemented), or we â&#x20AC;&#x2DC;crash outâ&#x20AC;&#x2122; with no deal. There are likely to be a number of key aspects after the Brexit date, including the overall economyâ&#x20AC;&#x2122;s performance, the strength of sterling, the legislative position that will define what rules we will be working to, and from all of this, the price and availability of spare parts. Although as a â&#x20AC;&#x2DC;small businessâ&#x20AC;&#x2122; operating a vehicle repair workshop in the UK, the wider â&#x20AC;&#x2DC;maelstromâ&#x20AC;&#x2122; of Brexit in Europe and beyond is likely to have profound consequences on your business.

decide if this legislation would need to be included and if so, what it would contain. However, in the United Nations WP29 group in Geneva (previously known as UNECE), vehicle type approval requirements are being created, and these are now being referenced in European Regulations. Unfortunately, these UNECE Regulations are very limited, with few, if any provisions to provide access to repair and maintenance information (RMI) for independent operators. So, although the UK Governmentâ&#x20AC;&#x2122;s initial stance is to continue with all European legislation and then to prioritise what legislation needs changing, you can bet that many will be trying to get the Governmentâ&#x20AC;&#x2122;s attention to highlight their particular case of why legislation affecting their sector should be a top priority. Can the aftermarket fit into this category? Probably not if the Governmentâ&#x20AC;&#x2122;s stated intention of prioritising and supporting manufacturing industry is to be believed. The aftermarket is a service industry. If there is no deal, then the UK would have to follow World Trade Organisation rules for countries that donâ&#x20AC;&#x2122;t have free trade deals with each other, including import tariffs. Without a deal, there would be a significant â&#x20AC;&#x2DC;spanner in the worksâ&#x20AC;&#x2122; as far as parts deliveries are concerned, but this would also depend on where the imported parts originated â&#x20AC;&#x201C; only those parts emanating from the EU would be affected, but this is likely to be a

ÂŠbelyay/AdobeStock

BREXIT â&#x20AC;&#x201C;

Step-by-step procedure With the vehicle placed on the lift, open the bonnet (Fig 1), and remove the engine cover and the air filter assembly. Disconnect the battery terminals, remove the battery, as well as the engine control unit from its bracket, and then remove the battery carrier, unclipping the wiring looms as required. The top of the gearbox should now be easily accessible. Next, disconnect the reverse light switch and gear cables (Fig 2), including the cable retaining bracket. Following this, detach the crank sensor and the gear recognition multiplug, which means that the upper bellhousing bolts can now be undone, along with the upper starter motor bolt and earth cable. The last thing to do in the engine bay is to slacken the gearbox mounting, ready for removal later on in the process.

With the deadline looming, Neil Pattemore returns to give readers an insight into the extremities of Brexit, and the repercussions its implementation will have on the UK automotive aftermarket â&#x20AC;&#x201C; both positive and negative.

ÂŠzolnierek/AdobeStock

ith a book time of twoand-a-half hours, little workshop equipment is required â&#x20AC;&#x201C; a two-post vehicle lift, engine support, a transmission jack and a clutch alignment tool â&#x20AC;&#x201C; and full repair instructions with torque settings are available on Schaefflerâ&#x20AC;&#x2122;s REPXPERT workshop information portal.

system, and allowing the engine to reach optimum temperature 30% faster. This level of detail in training establishes a solid foundation of diagnostic knowledge, providing an excellent starting point for diagnostic investigations. Steve Carter then explains how the battery thermal management system may hold the key to unlocking the potential of electric vehicle batteries, and why technicians need to keep up with the latest developments in this area. Steve explains that different batteries respond to temperature differently. Lithium ion batteries, for example, suffer from the â&#x20AC;&#x2DC;goldilocks effectâ&#x20AC;&#x2122;, and can undergo accelerated degradation under temperatures that are too hot or cold. When working outside of the â&#x20AC;&#x2DC;goldilocks zoneâ&#x20AC;&#x2122;, the internal resistance of the Lithium cell rises, and its efficacy plummets. Therefore, the new goal in battery development is to achieve the required temperature parameters while using as little energy as possible. One VM that has accomplished this is Jaguar, with

150% brighter performance than the minimum legal standard. It is best practice for factors to carry the brightest bulbs possible to help illuminate the darkness this winter. Finally, Trico provides top tips for wiper blade care to maximise their longevity. The upcoming season brings harsh weather with it, meaning that it is crucial for factors to provide the materials for diligent wiper blade care. To test the efficiency of the blades, Trico recommends checking for any residual misting after use, which should have evaporated. For best practice, the blades should be cleaned gently to remove any dirt, and checked for imperfections and splitting at either end. Trico also advises that the windscreen is thoroughly cleaned using warm water or specialist glass cleaning fluid and is checked for any chips, which can damage the blades. It also warns that the blade should rotate freely, parallel with the wiper arm: if it shows too much perpendicular movement, then it is ready to be replaced.

emergency fixes: after finding a split in the heater matrix of his Land Rover Discovery, he used K-Seal and described it as an “instant fix”. Monique (US) also describes K-Seal working at a similar speed, with all four cylinders of her 2005 Mitsubishi Evolution MR running as normal after using K-Seal and letting the engine run idle for 20 minutes. As such a quick fix, KSeal can be a fantastic solution for factors to stock for both emergency and alternative repairs in the upcoming winter months.

the I-Pace. Steve explains how Jaguar has managed to overcome the temperature issue by using a triple heat scavenging system that utilises the air conditioning system as a heat pump. He highlights how important it is that technicians keep up with new electric technologies: the desire for quicker charging speeds are increasing, as are the general number of EVs on the road that will eventually need repairing and servicing. It is vital that garages are prepared to meet these new demands.

Lumileds

Lumileds continues by explaining best practice for upgrading headlight bulbs, which can not only increase safety for those behind the wheel, but also increase turnover for a workshop. It explains that when a headlight decreases in luminosity, it is likely coming to the end of its life. Since they are often fitted in pairs, the other headlight is often not far behind; it is therefore best practice to change headlights in pairs to avoid another visit to the workshop and a potentially dangerous situation on winter roads in particular. In response to this dark season, Lumileds has developed the Philips Racing Vision range, the first halogen bulb with an up to

Kalimex

On to the Oils, Lubricants & Additives feature, where Kalimex shows off some of the stellar reviews for its K-Seal Permanent Coolant Leak Repair. The reviews cement K-Seal as a great alternative for when engine repair is not a viable option, due to the high cost of such a repair, or to the old age of a vehicle, for example. Graham (UK) also recommends the product for

& TRAINING

TRAINING GROUND In the modern workshop, training and development is a crucial element in staying competitive and keeping up with technology. PMM offers a helping hand by providing details of some of the training and events that should be in your diary.

SNAP-ON OCTOBER TRAINING DATES ©BillionPhotos.com/AdobeStock

SNAP-ON ROLLS OUT NEW ADAS SEMINARS Snap-on has extended its industrybacked diagnostic offering to include a new seminar about Advanced Driver Assistance Systems (ADAS). The event is accredited by the Institute of the Motor Industry (IMI) and gives attendees an overview of ADAS and how the various systems must now be considered part of their everyday work. Coverage will include examples of ADAS systems, and the need for accurate re-calibrations and re-initialisations once mechanical corrections on a vehicle have been completed. Visitors will learn about current and forthcoming legislation over the inclusion of ADAS systems, on vehicles, as well as the implications for manufacturers and workshops. The evolution of ADAS technology is featured, along with a look at what might be coming through workshop doors in the future. Sessions are scheduled for dozens of locations across the country and take place in the evening, in a relaxed and informal environment with refreshments provided.

They last for approximately two hours and are presented by an experienced, professional technician. Attendees will gain points towards their IMI Continuing Professional Development status and will leave with more of an understanding of ADAS systems and how they need to be prepared for dealing with them in their daily workloads. Snap-on firmly believes in the importance of helping technicians maximise their own potential and harnessing it with the potential of their equipment to be able to be the best they can be. Having the IMI accreditation further reinforces Snap-on’s customer-centred commitment to providing the best quality information, training and skills to its customers and distributors. Snap-on works alongside the IMI to improve public confidence in garages and workshops via the nationallyrecognised accreditation scheme. For more information online, GO TO www.rdr.link /AI007

Tuesday 1 st October 2019 – ADAS SEMINAR - BOSTON Wednesday 2 nd October 2019 – ADAS SEMINAR - HUNTINGDON Thursday 3 rd October 2019 – ADAS SEMINAR - DERBY Thursday 3 rd October 2019 – ADAS SEMINAR - ELLESMERE PORT Tuesday 8th October 2019 – ADAS SEMINAR - MANSFIELD Wednesday 9 th October 2019 – ADAS SEMINAR - HATFIELD Tuesday 15 th October 2019 – ADAS SEMINAR - RUGBY Tuesday 22 nd October 2019 – ADAS SEMINAR - ISLE OF MAN Wednesday 23 rd October 2019 – ADAS SEMINAR - COALVILLE Tuesday 29th October 2019 – ADAS SEMINAR - NOTTINGHAM Tuesday 29th October 2019 – ADAS SEMINAR - HAYDOCK The dates listed on this page are subject to change, so for up-to-date information, GO TO

www.rdr.link /AI008

PMM OCTOBER 2019 27

BUSINESS

andy0man/AdobeStock

BUSINESS

Trico

& TRAINING

TOOLS

& GARAGE EQUIPMENT

OILS, LUBRICANTS

& ADDITIVES

Sending the

RIGHT message

Navigating the

LUBRICANT

Andy Savva, the Garage Inspector, is back to fill us in on the importance of devising, and revising, a good and clear marketing strategy.

arketing is one of the most misunderstood areas in business. This may be to do with the flashy image that is often associated with the marketing profession, or perhaps it’s regarded as a concern only for those directly involved in marketing and does not concern the rest of the business. Whatever the reasons for these negative perceptions, it’s essential to realise that marketing is vital to ensure the survival and growth of a company. It doesn’t matter whether the business is large or small, or what products or services the business supplies, the truth is that marketing cannot be ignored and needs to be a part of the culture of any successful organisation. Marketing sets the context in which sales can take place; whatever your role, you play a part in setting that context. It’s no different in our automotive repair sector.

Working for the customer I believed for years that customers are taken for granted, ignored, or considered part of the territory in our industry. They are, after all, curious, demanding and sometimes annoying. They called incessantly, came by unexpectedly, and questioned us endlessly. In general, they were considered a pain – a cost of doing business. Of course, that was until they started making other choices, taking their business elsewhere to individuals or businesses more responsive to their wishes. So, if you want to survive in this ever-

30 OCTOBER 2019 PMM

landscape

CASE STUDY

customers they are attracting, and indeed, very few of these businesses actually understand the ‘diamonds’ that already exist within their database.

With such a vast selection of engine oils available today, how can garages be sure they are using the correct type, and what happens if they use the wrong one?

Building on success

Rewarding loyalty

changing business world, you have to embrace a new philosophy; a move away from mass marketing or transactional marketing, to one built on relationship marketing.

Build a relationship Transactional marketing is all about numbers – nothing else matters. We’ve all seen large corporates offering far better terms for new customers than their existing customers. Not enough thought is given to how an existing customer may feel if they saw a deal that had never been offered to them. This is a clear example of how, in a transactional business environment, making the sale is the only objective. However, relationship marketing is the polar opposite. One of the biggest mistakes I see regularly within the garage repair sector is the constant advertising, specifically in local press with ‘come and get me’ offers in order to attract new business. Most of these already established businesses, whether large or small, will rarely measure the effectiveness of such campaigns or analyse the type of

There is no point trying to attract vast numbers of new customers by providing them with a sub-standard service that is based on a cheap price. Established customers tend to buy more and are less price-sensitive, and they may be less likely to defect due to price alone. Reminding customers of their vehicle’s next MOT due date or service is the minimum that any garage should be doing. Reminding them of specific campaigns such as winter checks, or health checks before long journeys, will reassure the customer that they are being looked after and kept safe. Expanding this two-way communication by keeping your customers informed will also help maintain a long-term relationship with them. So, tell them about events, or success stories within the business, or the current training and development programmes, or new services/products that have been introduced. The customer’s wants, needs and expectations, as well as your need for a long and profitable relationship with that customer, should be at the core of every action and decision. Everything else comes second. For more information online, www.rdr.link /A I010

Following the recent growth in Motorpoint’s Peterborough branch, the company required a new, larger workshop. However, with this comes the headache of sourcing new equipment. Thankfully, Gemco was at hand to help in this endeavor.

otorpoint has a network of branches across England, Scotland and Wales, with sites located in Birmingham, Birtley, Burnley, Castleford, Chingford, Derby, Glasgow, Newport, Oldbury, Peterborough, Sheffield and Widnes. Whether the company’s customers want advice on the car that best suits their needs, or they need to talk in more detail about a particular vehicle, or they’d simply like a part exchange valuation, Motorpoint’s staff are available seven days a week to answer any queries. With an increased customer base, Motorpoint’s head office in Derby required additional workshop space in order to test and prepare cars before they go on sale to the general public. With limited space at Motorpoint’s Peterborough customer branch, a new workshop was built just around the corner. Having previously had a range of garage equipment from Gemco in the past, the supplier was Motorpoint’s first choice, and the customer service ensured a smooth and easy installation.

The impressive facility now includes a workshop to test cars before they go to market, a photography studio, and a spray booth facility. With a wide range of cars coming through the door on a daily basis, when deciding on new garage equipment, it was essential that Motorpoint acquired the correct equipment for the job. From the versatile Bradbury Four Post Wheel Alignment Lift, to the GEMJB2M twotonne manually-operated jacking beam, which was fitted alongside the Bradbury

WCA3DHD 3D Wheel Alignment Machine, the equipment that was provided was essential for the new facility. Also necessary were the six Bradbury H2403G four-tonne Two Post Lifts (that benefit from the addition of 4x100mm high lift pads for each lift), an exhaust extraction system, a waste oil system and HPC Compressors (one for the workshop, one for the bodyshop). The equipment fitted ensures that various car faults can be fixed quickly and efficiently, with a number of mechanics working on cars at one time. Speaking about the new site, Motorpoint’s Preparation and Project Manager, Ben Wall, said, “Beyond the equipment fitted, the key reason for going back to Gemco was the customer service received throughout the project, from the initial phone call to the sales office, through to site visits from the company’s local Field Sales Manager, and the quick and efficient service of the installation team.” For more information online, www.rdr.link /AI019

PMM OCTOBER 2019 51

n the past, the range of engine oils was much more limited, with a 10W-40 grade being suitable for a raft of different vehicles. Bob Wood, Technical Engineer at Total Lubricants, explained, “The reason there are so many oils today is due to a combination of factors, including advancements in engine technology, tightening emissions regulations and consumer demand. The engines in modern cars are more complicated than ever before and the tolerances are lower, so gone are the days when there were just a couple of grades to choose from.” Vehicle and lubricant manufacturers continually strive to improve the fuel economy of cars by reducing the viscosity of engine and transmission oils. However, although a thinner oil flows more freely and requires less energy for it to be pumped around the engine, lubricant manufacturers must also find ways to mitigate wear within the engine. Bob explained, “Using the wrong viscosity oil may lead to increased friction, resulting in excessive wear on engine components, so state-of-the-art additives to balance any loss of wear protection due to the lower viscosity are added to the base oil.”

Synthetic and mineral Traditionally, mineral oils were predominantly used, and although these are still used to some extent today, they are being replaced by synthetic oils. Although they are more expensive, synthetic oils are thinner, meaning they cope better with high temperatures, flow more effectively in colder temperatures, and ultimately offer better engine protection and performance. The viscosity (or thickness) of an oil indicates how it will flow at given temperatures. The Society of Automotive Engineers (SAE) developed a scale for motor and transmission oil viscosity. The ‘W’ on the code on the label stands for ‘winter’ and the number preceding it indicates the oil’s flow at different low temperatures; 0W-35°C, 5W-30°C, 10W-25°C. The lower the number, the more effectively it will perform in cold weather. The second number, after the ‘W’, indicates the oil’s viscosity when measured at 100°C. This number represents the oil’s resistance to thinning at high temperatures.

manufacturers also carry out various tests during oil production to ensure the oil contains the correct additives at the correct concentrations to give the desired performance. These are then endorsed, for example, in Europe, by the European Automobile Manufacturers Association (ACEA), an organisation which defines the specific requirements needed for various types of engine, through the ACEA oil sequences, with each one being classified with a letter followed by a number to identify the class and category of the oil. Bob concluded, “It is very important that the correct oil for a particular car is used, both in terms of the viscosity and also the performance needed – using the wrong oil could damage the engine and the exhaust system. Most lubricant manufacturers have an online service which can identify the correct oil for a particular vehicle, such as Total’s Lub Advisor UK. The information can also be found in the vehicle handbook or on the manufacturer’s website.”

Testing and specifications Viscosity is one way of assessing how well a particular oil will protect an engine, but

For more information online, www.rdr.link/AI020

PMM OCTOBER 2019 53

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 25

MARKET TRENDS & ANALYSIS

TECHNOLOGY

Entering the third dimension Modern technology is entering the aftermarket at a rapid pace, and innovative solutions are subsequently making their way into the hands of technicians. One development in particular is the use of 3D printing, which has the potential to produce original solutions that workshops can utilise.

eyle uses its engineering and manufacturing know-how to integrate potential future manufacturing and production operations into its development processes. At Automechanika Frankfurt 2018, the spare parts manufacturer presented a fully functional and resilient 3D-printed prototype of the Meyle-HD transverse control arm, for BMW applications. A topology optimisation was carried out for the transverse control arm, and this took into account the stress tests that occur during driving, such as emergency braking and potholes. The result saw an enormous reduction in weight of almost 30% due to the saving of production material, whilst also displaying potentially improved stability and load capacity of the control arm. Production material was only used

26 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

where the applied forces required it in order to guarantee the load capacity of the control arm. The realisation of the advanced control arm – which was more than 2kg lighter than its OE counterpart – was made possible by a combination of the additive production and the know-how of Meyle’s engineers. For Meyle, the 3D-printed control arm is an example of future applications for additive manufacturing techniques. “We have been dealing intensively with the subject of manufacturing technologies and solutions for quite some time,” explained Nils Ochsendorf, Technology Expert from Meyle’s Chassis and Steering Product Team. “We see here the potential to be able to serve customer enquiries for the supply of spare parts in a targeted manner – from enquiries for individual spare parts

from classic car owners, to the production of new parts in small quantities. Thanks to our know-how as a manufacturer and the knowledge gained from the Meyle HD product line, we know our customers’ requirements for both high-quality and resilient parts and individual solutions very well. We are working on expanding this solution further through additive manufacturing, as well as implementing it in the 3D printing sector with a strong network of partners”.

Individual solutions Meyle’s engineers are the contact for individual solutions, even in the areas of small batches and one-off productions. They deal with the possibilities of integrating potential future manufacturing and production operations into the development processes in order to be able to serve customer enquiries for spare parts supply in a targeted manner, from enquiries for individual spare parts from classic car owners, to the manufacture of new parts in small quantities. The company is working on further expanding its competence when developing these solutions through additive manufacturing and, for example, via 3D printing.

Learn more about the new MEYLE-HD control arm: Meyle regards its -HD control arm for BMW and Mini as a technically improved aluminium control arm with a replaceable support joint and fastening material. The aluminium construction ensures that the control arms are well protected against corrosion and are particularly durable. The weight advantage of almost 20% compared to the OE counterpart offers advantages along the entire logistics chain. The kit consists of both control arms (left and right), matching -HD bushings with holders, and the necessary fastening material. The company’s rigorous testing process was utilised in the production of the -HD kit at every stage of the process, from the initial idea, to production and comprehensive quality tests. Meyle claims that as a result of this, the solution will save technicians both time and money in everyday activities at their workshops. Manufactured from aluminium, Meyle claims that the kit provides improved strength and durability. The smooth surface, created from a single piece, not only looks good, but is also less susceptible to cracking. In addition, the control arms are very well protected against corrosion by the aluminium used. At 4.2kg, the control arm is just under 20% lighter than OE, which not only reduces the total weight of the vehicle, but also lowers costs on day-to-day workshop and shipping activities, and saves required storage space. In an independent TÜV NORD test report, the Meyle-HD

control arm was tested in comparison to an OE part. In contrast to its OE counterpart, the control arm survived the test under realistic load situations without damage. The report stated: “On the basis of the operational durability tests carried out, it was found that the Meyle-HD control arms of type 3160500128/HD achieved more than twice the number of load cycles under the same dynamic loads and under identical test conditions as the triangular control arms by the vehicle manufacturer, and thus has a significantly longer service life.” For more information online, go to www.rdr.link/FJ008

MARKET TRENDS & ANALYSIS

PRODUCTS IN DEMAND

Clear vision Continental Direct takes us through a selection of its wiper blades, highlighting the difference that using the right wiper blade can make.

ontinental Direct presents a range of vehicle specific wiper blades, boxed in matched front pairs and rear singles with factory premounted exact fittings, which means that assorted adaptors are no longer needed. Made to OE quality matching standards and featuring 100% natural EU rubber, the Direct-Fit range is, according to Continental Direct, engineered to deliver the highest levels of performance. A flat, aerodynamic design is built around a

solid ‘flexed’ pre-tensioned steel beam blade, which evenly distributes contact pressure for increased wiping performance. An integrated spoiler further reduces lift, even at higher speeds. Natural rubber allows for efficient, quieter wiping and a greater flexibility in the coldest temperatures, characteristics that improve winter resistance and enhance service life. Quick and accurate identification of all blades with Autocat V8 certified data ensures that each set is a perfect fit.

CDPlus Rear Arm and Wiper Blades This range is for the growing number of vehicles where it is only possible to replace the rear wiper blade along with the arm as a complete unit. It contains 176 references designed to cover modern applications for all popular European and Asian vehicles, supported by MAM Autocat+ MMI certified data, and are made to Original Equipment quality matching standards.

Greenline Universal Wiper Blades The Greenline Universal Wiper Blade series is ideally positioned for a price-conscious market, offering a combination of performance and affordability. Greenline Universal delivers competitive pricing along with minimum inventory commitment, without sacrificing in quality or performance.

Greenline Universal Aero Wiper Blades This range offers flat, joint-less blades from 13 to 32”. The range is designed with two tensioned steel strips that apply the whole length of the blade to the windscreen for an even, consistent pressure. It’s also equipped with an aerodynamic spoiler that reduces wind lift and noise at higher speeds. Featuring a unique natural and synthetic mix rubber blade edge, the blades are designed to provide quality performance, durability, and an enhanced life-span. It also comes with all of the necessary connectors, as well as detailed fitting instructions.

Greenline Universal Rear Wiper Blades The Greenline Universal Rear Wiper Blades presents a range from 9 to 16”. Featuring a rubber blade edge that is a unique natural and synthetic mix, this range also comes with the necessary connectors that are required and detailed fitting instructions.

For more information online, go to www.rdr.link/FJ009

28 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

SPECIAL REPORT

‘Proactive and adaptive’ PMF sat down with Ishan Kamdar, who was made Managing Director of Luton-based parts business, Comline Auto Parts, at the start of 2019.

For those not familiar, could you please tell us a little bit more about the history of Comline?

Ishan Kamdar (IK): The company was started by my father back in the late 90s. Originally, we started as a supplier of Japanese and Korean OE parts. My father and his colleague were importing parts from Japan, bringing them into the UK aftermarket, and selling them up and down the country. In 2002 or 2003, we decided that we were going to launch our own brands. We stuck with components for Japanese and Korean vehicles; mainly

30 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

braking and filtration. That seemed to work quite well, particularly in a time when the aftermarket was changing. People were more focused on the value end of the market, which benefitted us. Then, in 2005, we decided to expand that out to more makes, European brands being the big addition. We moved to this site in Luton around the same time as well, as we started out in Wembley. A big event occurred shortly before 2000, when my father met the owner of Allied Nippon, a brake pad manufacturing company based in India, at a trade show. Through the early 2000s they decided to begin a joint venture, which now gives us exclusivity to sell the Allied Nippon brand here in Europe. Along the way, we made some acquisitions too, such as the purchase of a company and its warehouse in Athens, which now serves our eastern European market. We now own a company outside of Madrid, which serves as our western European hub. Two years ago, we bought a company just south of the Northern Irish

border, and significantly, we also bought the Motaquip brand in 2014. How does Comline ensure its product ranges stay-up-to date with new technology?

IK: We belong to a group which manufactures, although we don’t manufacture ourselves. This means a lot of our progressive technology is based around brake pads. This includes working closely with the factories and their R&D ‘systems’. They are forever working on improving technology; RMR shims, noise reduction technology, or more recently, a bedding-in compound. On the other side, the distribution part of the business, we work with our factories to help them best bring these improvements to our market. We worked with our disc suppliers about four years ago to bring in coated discs. We work with our steering suppliers to improve erosion resistance through processes such as cataphoresis. In summary, collaboration with our partners is key to staying current.

Is Comline doing anything to ensure it is a ‘responsible business’, specifically in relation to the environment and waste management?

IK: Companies definitely have a responsibility to show some progress in this area as best they can. We are continuously working to improve our environmental footprint. One of the main materials we work with as a distributor is cardboard; all of our packages come in boxes. For this reason, we have a fairly well developed recycling programme in place in all of our locations – we’re very conscious of where we can put cardboard back into the system, getting more use out of it when it would otherwise be discarded. As I mentioned, we recently introduced coated discs to our repertoire. We now coat all of our discs with a unique waterbased compound, primarily to protect against corrosion and damage, pre- and post-installation. A major knock-on benefit of this is that the discs no longer need oiling, and therefore, no longer need to live within a plastic bag inside the box. This is still a bit of a work in progress, but hopefully within the coming months and years, we can entirely eradicate the plastic element of packaging.

What are your thoughts on the EV trend; flash in the pan, or the future of automotive?

IK: It’s certainly a big thing in our industry right now. To some, it’s the elephant in the room, to an extent. All of the vehicle manufacturers are putting most of their R&D efforts into electric cars, and many have released multiple models to the marketplace. Clearly, it is not only going to affect our business, but our customers’ too. We are wary of it, and know that we have to be prepared for it. Today, we already sell a lot of parts for fully-electric and hybrid vehicles. We sell brake pads and discs for EVs, and some filters for hybrids. As more EVs find their way onto the road, and as technology develops, we are going to be ready to bring those products into our range as well. As a business, we have to be proactive and adaptive.

“We are continuously working to improve our environmental footprint.”

Back in 2017, PMF visited Comline here in Luton and came away having learned about some of the company’s recent feats, including entering the FT1000. What achievements are Comline proud of in 2019?

IK: One of the things that we really developed over the last three to four years is the extent to which we are exporting our products outside of Europe. We sell into Russia, the CIS countries, all the way down to Georgia and Azerbaijan, and we do a lot of work in northern Africa, in Morocco and Algeria. Because of the Spanish office and the language skills that come with it, Comline has now found a place in South America as well. Peru, Ecuador, Columbia and Cuba are all areas we are looking to focus on. The UK market is still 30% of our overall business, but our global reach of over 45 countries is something we are very proud of. I took over from my father as the MD of this business in January of this year, and since then, we have tried to take a look at how we structure the business – in particular, how we go to market. One of the other focuses is to more closely consider what our customer wants from us. This comes back to the way the industry is changing. We need to be right behind our customers, working with them to develop

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 31

SPECIAL REPORT

our range according to their needs. In short, one thing I am very proud of is how close we have become with our customers in the past six months. A prominent issue recently is the way in which data is handled. What is Comline’s stance on this?

IK: Big corporations in general, but more specifically, data-driven companies like Facebook and Instagram, have had to consider how consumer information is handled in the last ten years or so. As a result, we’ve changed the way we look at big data, too. In our industry, it’s the importance of platforms like MAM and TecDoc which have led us to look at how products are catalogued. Accuracy is essential, so we’re now A-rated on both of the aforementioned platforms. We’re also conscious of how we are gathering information from our customers and suppliers. This helps us to get our logistics as efficient as possible, and pricing as accurate as possible.

“Work with your suppliers – treat them as partners rather than another line in the supply chain.”

Is there any advice you would offer factor staff?

IK: I think, without generalising, there are a fair few ‘old school’ factors and garages out there, and there is a lot of reluctance to change (especially when it comes to technology). It wasn’t that long ago that factors got computers in for the first time, or garages had to invest massive amounts of money into diagnostics systems. What I want to say to factor branches in the UK is this: work with your suppliers, and treat

them as partners rather than another link in the supply chain. Feed back to us: “‘this’ is what’s going on in the marketplace, ‘this’ is what I need help with.” We are here, ready, and willing and able to listen. If, for example, a component wears particularly quickly, or if a part for a recent vehicle doesn’t exist in the aftermarket, bring it forward to us. We can work to improve on any issues to give you the edge and make the sale. The last piece of advice I would like to offer is about planning for the future. Comline is a family company, and a lot of our customers are family-run factors and garages. It’s a very community-based industry, particularly at aftermarket level. So, what I would recommend is to start succession planning, or if that is not a possibility, start enticing a new wave of young talent into the industry. The industry needs factors and independent garages in the future. For more information online, go to www.rdr.link/FJ010

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In with the old, and in with the new For oil suppliers, it’s essential to produce solutions that can not only deal with modern vehicles, but that cater to the classics too. Millers Oils’ latest releases emphasise this, with both its Trident range and its Classic Pistoneeze range hitting the market.

Taking care of the classics The Classic Pistoneeze range brings with it three new multi-grade engine oils. Able to protect the investment of a classic vehicle, Millers Oils claims that the oil can ensure the longevity and healthy life of the vehicle, which shouldn’t be a time-consuming or costly practice. The range has welcomed three new products, providing engine oil solutions for vehicles such as the Ford Capri and Escort, as well as many other icons of 70s and 80s motoring. Application of the new range even extends to the rare Shelby Mustang American muscle car. Specifically designed for the new

as a result of high iness and sludge modern-classics from the 70s and 80s that are gaining popularity, these three new additions combine the latest technology performance additives, solvent refined base oils and shear stable index (SSI) improver. Available as 15W40, 10W40 and 10W30, these moderate detergent multi-grade mineral engine oils are suitable for both diesel and petrol engines, and will come in both five and one litre bottles. The bespoke formulation – including corrosion inhibiting ZDDP (Zinc dialkyldithiophosphates) – has been created by Millers Oils’ technical team for modern-classic engines which incorporate

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PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 53

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BRAKES & CLUTCHES XXXXXXXXXX PROFESSIONAL MOTOR MECHANIC

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

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

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1,700 garage owners and technicians descended on the famous racecourse venue, to sample the latest products on the market, benefit XXXXX from technical insight from some of the aftermarket’s leading suppliers, XXXXXXXXXXXXXXX and attend the free seminar programme – all under one roof! “XXXXXXXXXXX.” As ever, MECHANEX provided an ideal opportunity for factors to meet their customers and suppliers, helping to strengthen existing 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?

MECHANEX is offering the opportunity to receive discounted travel costs for all who would like to bring customers along to Sandown Park. To find out more about booking a minibus or alternative travel arrangements, call 01923 237799

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PMM DECEMBER 2017 33

ENGINES & TURBOS

A bountiful relationship

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For component manufacturers, working closely with distributors ensures that they have the correct stock profile for their business, as well as having professional, product-specific, and technical training on their range of components. NGK Spark Plugs tells us more.

ark Hallam, Marketing Manager at NGK Spark Plugs UK, commented, “NGK Area Sales Representatives can help customers stock the right profile of components to ensure they leverage sales opportunities fully. We can help them have the correct stock content, specifically geared to their local car parc and seasonal demand. “In addition, the team behind NGK’s product cataloguing carries out extensive research in order to ensure compatibility. Internally produced catalogue data and external catalogue systems accessed by customers is kept up-to-date, so NGK can ensure correct first-time supply.” NGK’s team conducts regular technical training sessions on-site, either at partner locations or at its Hemel Hempstead premises, to impart hands-on knowledge of its ignition and sensor products. In addition, the company’s Sales Representatives regularly keep customers up-to-date with technical information about its expanding range of products, and are the first point of contact regarding tailor-made training sessions for spark plugs, glow plugs, ignition coils and leads, and other engine

management sensors, such as the NTK Lambda. Mark added, “Many part numbers are brought into the aftermarket from the OE side of our business. The vast amount of R&D carried out in conjunction with the vehicle manufacturers ensures that we meet new challenges head on. Our focus is firmly on quality, from the design stage to distribution.” As an OEM supplier to many vehicle manufacturers, NGK’s products have a strong reputation with the OE fitment, benefitting end-users. Mark explained, “Reliability is key to our success. Vehicle owners can be confident that their engines are fitted with components which meet or exceed vehicle manufacturers’ specifications.” Historically, the name NGK has been synonymous with spark and glow plugs, but in recent years, there has been a steady growth of the company’s range of NTK sensors and other components. NGK recently launched a new range of ignition lead sets in the UK. The range comprises more than 40 part numbers, including copper core, carbon, and inductive resistor

types, all manufactured to OE standards. The launch came hard on the heels of the introduction of a new range of NTK camshaft and crankshaft sensors. The sensors, comprising more than 200 UKspecific part numbers, opened up further OE replacement opportunities for aftermarket customers, and followed the introduction of 20 new wide band Lambda sensors, commonly referred to as ‘five-wire’ Lambda sensors. Mark Hallam concluded, “As a company, we never stand still; we are constantly looking ahead, and are working to expand our product offering to our customers.”

For more information online, go to www.rdr.link/FJ011

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 35

ENGINES & TURBOS

Switching on to autopilot Aisin fills PMF in on the importance of Automatic Transmission Fluid (ATF), and provides motor factors with useful knowledge that can be passed on to their customers. What is an ATF?

What does an ATF do?

Automatic Transmission Fluid is a special purpose lubricant, specifically formulated to meet stringent requirements for operation in automatic transmissions.

A high quality, premium ATF has five primary functions: 씰 To lubricate the planetary gear set, and other gears and seals 씰 To transmit the torque from engine to transmission 씰 To control the shifting of gears through hydraulic pressure 씰 Cooling the complete transmission 씰 Carrying sludge and metal wear debris to the filters in the oil pan

Types of transmission in light vehicles A transmission is, following the engine itself, probably the second most expensive component in a vehicle. In Europe, sales of vehicles equipped with manual transmissions are decreasing, with the automatic and the double-clutch transmission (DCT) making up the difference. With increasing numbers of automatics being sold across Europe, it is vital that these transmissions are serviced and maintained properly, ensuring long-life and trouble-free motoring.

When should an ATF be changed? An ATF is operational in an aggressive environment, as it strives to perform all the functions described above. If an ATF is no longer in optimal condition, the vehicle’s automatic transmission will begin to suffer,

until it ultimately breaks down, which will cost a hefty price to repair. Aisin recommends that the ATF is changed every 100,000 to 150,000km, depending on the variety of parameters, as aforementioned. There is confusion within the industry, as vehicle manufacturers have suggested that an ATF is ‘filled for life’, whilst providing little information on how to make this a possibility. As a means of not getting on the bad side of VMs, automatic transmission manufacturers won’t publicly state the need for oil changes, but they will admit this necessity in private conversations. Across the globe, ATF changes are very different; in Japan, for example, ATF change is recommended every 20,000km, more frequently than engine oil changes in Europe. This is, in part, a result of the different climate in Japan.

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What are the consequences of not replacing an ATF? In essence, an ATF has two components: an additive package and a base oil. The additive package contains specialty chemicals, which include: 씰 Detergents to keep the transmission clean of sludge and wear debris, and to ensure that all the channels throughout the transmission are kept clean, ensuring good shift performance. 씰 Dispersants to ensure that sludge and wear debris is kept soluble in the oil and carried to the filter/strainer for removal. 씰 Anti-foamants to ensure that air bubbles created on the hot casing wall never have the opportunity to enter the oil as entrained air. Air does not lubricate, whilst oil does. The base oil is the carrier fluid, and provides the intrinsic quality of the oil

36 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

through its viscosity and lubrication power. Over extended time periods, oxidation can occur to the base oil through contact with the heated air inside the transmission. Oxidised oil in combination with sludge can cause the oil to become acidic, thus corroding the internal metal parts of the transmission. As transmission manufacturing tolerances have tightened-up over the years, the rate of oil shear and loss of viscosity has increased as it protects the gears and friction plates. This shearing has the effect of breaking the long polymer chains, subsequently reducing viscosity (or oil stickiness). The long polymer chains in the base oil can be compared to long fibres, which are constantly being cut up into smaller and smaller components, leading to them losing their effectiveness to lubricate and protect.

Aisin’s ATF offering

“If an ATF is no longer in optimal condition, the vehicle’s automatic transmission will begin to suffer.”

Aisin claims to have two premium ATF products, the ATF 6, for older to more modern automatic transmissions with 3-, 4-, 5- and 6-speed automatic transmissions, and a lower viscosity ATF, the ATF 6+ FE, for the most modern vehicles, which utilise a 7-speed or more automatic transmission sourced from selected automatic transmission manufacturers. This lower viscosity ATF supports enhanced overall fuel economy. To complete the picture, the company has also launched a specific product for CVT applications, Premium CVTF.

For more information on Aisin’s ATF orfering, go to www.rdr.link/FJ012

ENGINES & TURBOS AdobeStock_RS-Studios

What to stock For factors, it is essential to stock high quality, durable components. That way, garage customers won’t need to spend as much on future repairs.

remium quality components are fundamental, and one component that may house a myriad of risks if it is a sub-par component is the turbocharger hose. First Line is expanding its turbocharge hose range, and is sharing the risks of using low quality components on vehicles. At first, a low quality hose will function the same as one of a higher quality. However, lower quality hoses often contain synthetic filler material or poor fitting clips, which will eventually fail. A damaged or split hose will lead to a loss of turbocharger boost, causing a lack of performance, increased emissions and reduced fuel economy. In some vehicles, it will also cause the engine to go into ‘limp-home’ mode. These risks are a common occurrence when fitting a low quality hose, and as the part is such a vital component in an engine, it’s crucial that its quality is sufficient in order to ensure safety, reliability and longevity. When replacing a turbo hose, it is recommended that the vehicle is checked for any fault codes, as hose failure can sometimes be caused by an over-boost condition, due to a faulty sensor. Technicians should also ensure that the turbo oil seals are in good order, as worn seals can lead to oil being present in the hoses, which will result in degradation of the rubber, and ultimately, premature

38 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

failure. To accommodate factors and technicians alike, First Line is expanding its turbocharger hose in order to respond to a demand in the aftermarket. Today, the range has more than 800 part numbers, accommodating popular applications and giving technicians a wide array of component choice. Jon Roughley, Global Marketing Director, said, “Due to the abundance of turbocharged cars being produced in recent times, the new range provides scope for a competitively priced product to meet emissions standards and service the market, as main dealers currently price their products very highly.” Joe also explained the importance of quality in the manufacturing of First Line components, explaining, “Our products use the original equipment (OE) manufacturer materials and production techniques. Coupled with a thorough testing programme throughout the various stages of manufacturing, this gives the the aftermarket the best product possible.” Not limited to producing components, First Line also offers further support by providing, in Joe’s words, “Technical layout drawings within WebCat to aid in the identification process and accurate lookup. This breeds confidence in sourcing the

correct part needed for installation. Moreover, all turbocharger hoses in the range are supplied with a two year/24,000 mile warranty against manufacturing defects, for total peace of mind.” For more information on First Line’s turbocharger hose offering, go to www.rdr.link/FJ013

ENGINES & TURBOS

A notch in your belt In a world where efficiency is everything, how much do belt kits have to adapt?

ayco is a supplier of a number of original equipment (OE) components, which it provides to vehicle manufacturers (VMs) across Europe and beyond. In lieu of the emissions targets that have been demanded by governments across the world, the company has been forced to develop efficient solutions for the needs of its customers. Among these product developments is the High Tenacity (HT) or ‘white’ belt. With PTFE film on its inner teeth and its fibreglass core, it has become a popular timing belt for many engine variants, and is used for multiple applications by numerous VMs. Just as the constant evolution of engine design has led to the development of new materials that are able to guarantee higher performance levels, further advances have raised the bar even higher. Dayco HK belts, originally designed for the requirements of specific Peugeot/Citroën applications, encompass a

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high level of technological development, and feature a tooth lining fabric and weave that incorporates aramid fibres. This combination achieves high wear performance and greater adaptability to tooth geometry, making the belts particularly effective for high-stress transmission systems. Other notable solutions include the beltin-oil (BIO), a technology that Dayco originally developed to drive the high pressure fuel injection pump for Ford’s 1.8litre ‘Lynx’ engine, but which has subsequently been used in several other

applications. Another development is Dayco’s beltstart generator (BSG) 48V, a stop-start hybrid engine system designed to enable torque to be transmitted in different directions. The BSG is an unorthodox alternator system that, as well as charging the battery when needed, provides engine starting and braking energy regeneration through the alternator, via the auxiliary belt. The Dayco Poly-V belt for this system, which has a white, high-strength fabric coating for the rib side, is particularly durable, and is designed to operate in winter temperatures of -40°C, and then be subjected to up to 90°C within the engine department.

Don’t be fooled! A myth that has gained momentum within the aftermarket is that numerous power transmission belt specifications, particularly for the auxiliary drive system, are generic

rather than vehicle specific, which is at odds with normal practice for many other engine related products, and is completely alien to Dayco’s tailored engineering ethos. One of the more obvious repercussions of this ‘one size fits all’ mentality has been the resulting problems that have arisen following the replacement of the OE auxiliary belt. Despite the practices of some aftermarket suppliers, the OE auxiliary belt is specifically designed to conform to very strict dimensions, and so, where replacement belts of a more generic – as opposed to a vehicle specific size – have been fitted, failures have occurred. It is, however, not just the size of the belt that matters, it’s the way that the belt is manufactured, and for some particular applications, the construction has been improved to include, for example, aramid fibres. The combination of non-application specific sized belts and non-conforming construction is a recipe for disaster; with several Volvo applications in mind, the resulting belt failures have not only caused inconvenience and left motorists stranded,

but there have been cases where the broken belt has also damaged auxiliary components, and even caused the drive system to seize, leaving a hefty bill at the door of the workshop. Dayco claims that its policy is to only manufacture vehicle specific products, providing independents with an OE quality solution that is designed to the precise specification, in terms of both their dimensions and construction, to the OE article. When it comes to the construction, the simulation is not just limited to the internal structure, but also the external properties.

An example of this is the fabric on the back surface – defined by the code ‘DT’ – of the auxiliary belt, against which the friction wheel on the PRINCE BMW PSA engine that is used in models such as Mini, BMW 1-3 series, Citroen C3-C4, PSA 208-3008, runs. By applying this strategy, motor factors and technicians can have complete confidence in the replacement solution, which affords the consumer complete peace of mind.

For more information regarding Dayco’s range of belt kits, go to www.rdr.link/FJ031

ENGINES & TURBOS

AdobeStock_vchalup

A hot tip As engine temperatures rise, so too has the market for exhaust gas temperature sensors. Delphi Technologies believes it can help factors and their customers access a growing business stream.

n an effort to meet ever-tightening emissions legislation, todayâ&#x20AC;&#x2122;s downsized engines are smaller, cleaner and more fuel-efficient than their larger predecessors, yet thanks to direct injection, turbocharging and supercharging, they deliver as much power, if not more. The downside is that modern engines have to work much harder, generating higher combustion pressures and temperatures. This makes them and their systems more vulnerable to durability issues unless they are adequately protected. In the front line of this protection is the exhaust gas temperature (EGT) sensor.

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Originally designed to monitor the catalytic converter, EGT sensor technology has become more and more complex in recent years. Now, its main job is to protect key components from high temperatures in both diesel and petrol engines. So, if the sensor detects too much heat, the ECU will step in and take appropriate action to reduce it. For example, by lowering boost pressure in the case of the turbocharger, or by increasing the quantity of fuel injected in a naturally aspirated engine, to protect the catalytic converter. In diesel engines, they are also used to monitor the temperature of the diesel particulate filter

â&#x20AC;&#x153;Your customers are likely to be seeing a steady stream passing through their workshop.â&#x20AC;?

Evolving with vehicle advancements As vehicles and automotive engineering have evolved, Delphi Technologies claims that its drive to provide the aftermarket with the parts required to maintain a vehicle parc that is brimming with new technology has also shot through the roof. The creation and continued enhancement of its EGTS line-up illustrates its commitment to the industry in providing the required parts in a timeframe that suits the aftermarket, whilst ensuring that they are a first-time fix that conforms to OE specification. Delphi regards its EGTS line-up as one of the most complete and extensive available, spanning in the region of 6,600 applications. Tested for durability, performance and environmental compliance, the sensors offer many benefits, such as consistent output throughout a broad temperature range, accurate temperature detection and a closed tip design that is highly resistant to heat, vibration and contamination. As an example, the company’s latest generation of sensors are said to be able to measure precise temperatures from as low as -40°C, all the way up to 900°C – taking less than 11 milliseconds to jump 300°C. Such fast and accurate measurement in rapidly changing conditions is essential in optimising engine performance and efficiency.

(DPF) to identify the correct time for DPF regeneration, making them a crucial part of any modern vehicle. “The rapid growth in the use of EGT sensors creates a good business opportunity for both factors and garages,” said Julian Goulding, UK Marketing Manager. “With three or more of these highly stressed parts fitted to many of today’s vehicles, your customers are likely to be seeing a steady stream passing through their workshop, for which they’ll need an OE-quality replacement at a competitive price point. To help the aftermarket take advantage of this fast-growing opportunity, we’ve recently added EGT sensors to our extensive vehicle electronics line-up.” Featuring the latest generation thin film RTDs, Delphi Technologies claims that its EGT sensors provide greater protection from environmental and mechanical stresses, whilst offering improved response times (taking less than 11 milliseconds to jump 300°C) and a wide temperature range (from as low as -40°C, all the way up to 900°C). The new range includes more than 55 parts, covering an extensive vehicle parc with over 480 applications (make/model/engine size), including Audi A3, Volkswagen Golf and Vauxhall/Opel Astra. Julain continued, “As the trend for downsizing continues, engine temperatures will get even hotter, and so will the aftermarket opportunities. By always recommending a quality EGT sensor from an OE engine management provider like Delphi Technologies, you and your customers can make the most of this fast-growing market, generating additional revenue and profitability.” For more information online, go to www.rdr.link/FJ014

OILS, LUBRICANTS & ADDITIVES

Bringing customers back through the door JLM Lubricants has built its reputation on a wide range of automotive aftermarket products, and is sold in 40 countries. What do motor factors need to know about the company’s DPF cleaning range so that they can recommend it with confidence and certainty to their customers? Below are three of the company’s top sellers that it believes factors can promote to their trade customers, safe in the knowledge that they are commonly used in garages. 1) JLM DPF Cleaner What has JLM got to say about this? It’s a platinum/cerium formulation for use at the first warning of a blocked DPF. It safely and effectively burns the soot off at a lower temperature with reduced ash. Simply added to the fuel, there’s no need to remove the DPF unit. The vehicle will be back in service in no time at all. It significantly prolongs the life of the DPF.

ccording to Kalimex, selling JLM’s DPF products can open the door for repeat business from trade customers; for technicians, they can retain DPF business that they’d previously outsourced or declined, and as a result, they will be knocking on their motor factor’s door for more of the same. All products have been developed to work on the most challenging of vehicles in the professional workshop.

Testimonial General Manager of Essex Motor Factors, Martyn Escritt, spoke about his experience with JLM: “Every line we stock has been very successful in each area that it’s tailored to fix. Our customers are talking about it to others, who then come to us for JLM products, because they’ve heard such good things. JLM products are proving to be a talking point at least once each day in our shop.

2) JLM Diesel DPF Refill fluid What has JLM got to say about this? Certain diesel vehicles use an on-board DPF dosing system, which drip feeds a fuel borne catalyst into the fuel tank at each refill. This is a suitable replacement for all OEM fluids of this type. 3) JLM Professional DPF cleaning tool kit and flush fluid What has JLM got to say about this? It enables technicians to clean a severely blocked DPF in a few hours, without having to remove it from the vehicle. Technicians can keep DPF business that would previously have been turned away.

“The highly advanced emission systems fitted to current vehicles in the market place are implemented from strict E.U. laws, which are having huge repercussions on many vehicles. Without these products being available, they would simply end up in workshops, having very costly parts replaced in order to rectify the faults. “Short journeys and inner city slow traffic pose huge problems, such as soot and blockages. JLM has come up with an extensive range of additives and cleaners that really do work. With the increasing pressure to build more electric vehicles, we’re uncertain as to how fossil fuel vehicles will continue to evolve or survive, but one thing is for sure, these problems are not about to disappear anytime soon, and JLM are here to help.” For more information online, go to www.rdr.link/FJ015

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 45

OILS, LUBRICANTS & ADDITIVES AdobeStock_RS-Studios

Not just any old thing Modern engines need the correct lubricants to ensure that their engines are kept in optimal condition, but should we take the same care over lubricants for older vehicles? PMF spoke to Andrew Goddard, Chairman of the Verification of Lubricant Specifications (VLS), to find out.

ngine technology has evolved rapidly over the past few decades. Catering to government requirements for reduced emissions, and consumer needs for economy and performance, engines are running at higher temperatures, under instances of higher pressures. Engine sizes are reducing, yet are delivering higher output ratios, and smaller sumps. This has led to intricate engine technology and the need for thinner, less viscous, synthetic lubricants to provide sufficient lubrication in these challenging conditions. However,

according to the latest ACEA data, the average age of vehicles on the UK roads remains over 8 years old. Many newer vehicles will be serviced at main dealers under warranty, therefore, most aftermarket workshops are likely to be servicing vehicles with quite different requirements. Do these older cars somehow need less protection for their engines than newer vehicles? Once a vehicle is out of warranty, motorists have more flexibility over the products they use, but that doesnâ&#x20AC;&#x2122;t mean that any oil will do. Older cars, by their very nature, are likely to have higher mileage than newer vehicles. They may be worn in, and some service parts may have been changed over the course of their life. As cars age, they need more care and attention, rather than less.

Check the vehicle handbook When it comes to selecting the right oil, technicians should carefully follow the recommendations made by the vehicle manufacturer in terms of the technical specification of the oil used, as well as the oil change intervals. This ensures that the lubricant is fit for purpose in that particular vehicle. Using anything less risks significantly damaging the vehicle.

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Cutting corners over the type and quality of lubricant risks accelerated wear to gears and bearings in a vehicle, which can accumulate higher maintenance costs in the future. Left unchecked, it could lead to eventual engine failure; this happens if the wrong level of SAPS (Sulphated ash, Phosphorous and Sulphur), for example, is used in connection with an exhaust aftertreatment device.

Stocking the right range

For more information online, go to www.rdr.link/FJ016

As a means of catering for a variety of ages and types of vehicle, motor factors need to ensure that they are stocking the widest possible range of lubricants. Though space is at a premium, a ‘one size fits all’ approach with oils that are labelled as capable of meeting an increasing number of OEM and ACEA specifications could put a workshop’s reputation at risk. VLS is an independent organisation that provides a credible and trusted means of verifying lubricant specifications. The company welcomes new members from across the lubricants industry, including manufacturers, marketers, distributors, and end-users, such as garage workshops and related industry trade associations.

OILS, LUBRICANTS & ADDITIVES

Sage advice Adrian Hill, Morris Lubricants’ Automotive Product Manager, discusses the advice that motor factors should be giving to their garage customers so that they can help the driver to operate their vehicle safely.

egular vehicle maintenance and routine servicing are bound to deliver a high level of reliability and maximum service life. When it comes to safety, a clear windscreen, correct tyre pressures and a fully operational braking and steering system are critical, and could save drivers from an accident, injury or worse, and save other road users from the same possible fate. For windscreens, Morris recommends stocking a good quality screenwash at the maximum dilution rate of 50% (half water/half screenwash). A good screenwash will not only help clean the screen, removing all the mess that winter road surfaces throw up at the car – salt, mud, etc. – but will also stop the water in the mixture from freezing when temperatures start to plummet. Garages should be sure to change brake fluid during a routine service. During these services, particularly whilst the bonnet is up, it’s worth checking the brake fluid level. If the fluid level has dropped below the minimum fill level, they should top it up with the correct fluid type, as is specified for that vehicle. This will ensure that the brake system will work effectively, especially if there are electronic controls fitted, such as ESP. The power steering system also relies

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on the correct level of fluid to ensure both a positive and smooth operation; if the fluid within the power steering reservoir requires topping up, garages must make sure that the correct type of power steering fluid is added. It is absolutely essential to maintain the correct fluid level and dilution strength of antifreeze/coolant mixtures in order to ensure that no internal damage occurs

“Factors must ensure that their garage customers know to always follow the correct service interval guidelines for when the oil needs to be changed.”

within the engine. When water freezes, it expands, and this is what causes the damage. A worst case scenario could be a cracked cylinder head or block. Adhering to the vehicle manufacturer’s guidance, workshops must use the correct type of antifreeze/coolant, as well as the correct dilution rate, to ensure maximum frost and freezing protection. The latter is usually a 50:50 mixture, preferably with distilled or de-ionised water, to prevent the deposit of hard water salts. Then, of course, there is the oil level. Ensuring that the oil level never falls below minimum, but is always maintained at the maximum mark on the dip stick, will provide the engine with the best operational environment. Checking the oil level should be standard practice in a regular maintenance regime. Factors must ensure that their garage customers know to always follow the correct service interval guidelines for when the oil needs to be changed, as well as to always use an oil with the correct performance level, even for topping up. This will ensure that the engine and any after-treatment devices are protected fully, under all driving conditions and in all weathers. For more information online, go to www.rdr.link/FJ017

OILS, LUBRICANTS & ADDITIVES

Winter is coming At this time of the year, much is said about how garages can take advantage of the winter cold, which is especially the case when it comes to lubricants and coolants. Factors can also make the most of this period; it’s just about stocking the right products.

s the cold weather sets in, garages are busy delivering servicing work for customers’ vehicles, which is an important part of ensuring that cars are ready for whatever the winter might put them through. Not only does this increase the reliability of the vehicle, it reduces the chance of breakdown. Motor factors can capitalise on this seasonal peak in servicing activity by stocking premium-quality lubricants and coolants. “Lubricants are the lifeblood of a vehicle’s engine,” said Bob Wood, Technical Engineer at Total Lubricants. “However, they are affected by the weather, so when the temperature drops, it’s important to select the appropriate engine oils and coolants to help keep customers’ vehicles from breaking down.” The majority of engine wear occurs at start-up, and this is particularly the case in the colder winter months, as the engine has to work even harder.

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Bob explained, “Cold weather makes the oil thicker, meaning it is slower to circulate through the engine’s vital components, and this is part of the reason why it is sometimes more difficult to start a car in cold weather. “Although they are more expensive, synthetic oils are thinner, meaning they flow more effectively in cold temperatures,

and provide better engine protection, reliability and performance. These oils also help to reduce the wear and tear of the battery, as it does not need so much energy to power the engine at start up.” The RAC checks the oil level in every vehicle it attends, and finds that one in three are dangerously low on oil. Bob added, “It’s alarming to think that

people don’t carry out such a basic check as making sure they have a sufficient amount of oil. Not having enough oil will invariably lead to breakdowns, and could potentially cause catastrophic engine failure. When the temperature falls below zero, nobody should risk breaking down and being stranded.” Using ‘premium’ quality engine oil that offers a good level of wear protection is vital to engine health and performance during cold weather. If the engine oil is too thick, the car may not start, but on the other hand, if it is too thin, it won’t provide adequate protection. Total claims that its Age Resistant Technology (ART) fights against friction, corrosion and deposits, and thereby reduces potential cold start issues. Consequently, in the opinion of the company, its Total Quartz range of engine oils offers optimum protection and performance, and improved fuel economy, which is a strong advantage during colder months when fuel economy is often reduced. However, it’s not just using the correct type of engine oil that can benefit engines in winter. Before the temperature plummets, it’s also wise to check the

coolant level. Bob explained, “Although coolants are a necessity all year round, winter brings harsher conditions that can affect the performance of the cooling system, making it more difficult to start cars on those freezing mornings. “A cooling system that is not functioning correctly could lead to all kinds of problems, such as radiator failure, head gasket issues and, in the worst case, engine failure.”

Total’s coolants, GLACELF and COOLELF, are formulated based on Organic Acid Technology (OAT), meaning they have a much longer service life compared to conventional offerings, therefore allowing for extended drain intervals, which means that less maintenance is required, coolant replacement costs are reduced, and less harm is done to the environment. Total COOLELF SI-OAT is ready mixed, while GLACELF SI-OAT is the concentrate version that is diluted with demineralised water at different concentrations in order to provide the required low temperature operation. For example, a freezing point of -20⁰C requires a 33% mixture, and a freezing point of -37⁰C requires a 50% mix. Bob concluded, “Using a premium quality lubricant and coolant is vital to ensuring that a vehicle’s engine remains in peak condition, with the optimum performance and protection to ensure it can withstand the lowest temperatures that winter can throw at it.” To find out more about Total’s COOLELF, GLACELF and QUARTZ solutions, go to www.rdr.link/FJ018

OILS, LUBRICANTS & ADDITIVES

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modern-classics from the 70s and 80s that are gaining popularity, these three new additions combine the latest technology performance additives, solvent refined base oils and shear stable index (SSI) improver. Available as 15W40, 10W40 and 10W30, these moderate detergent multi-grade mineral engine oils are suitable for both diesel and petrol engines, and will come in both five and one litre bottles. The bespoke formulation – including corrosion inhibiting ZDDP (Zinc dialkyldithiophosphates) – has been created by Millers Oils’ technical team for modern-classic engines which incorporate

OILS, LUBRICANTS & ADDITIVES

“Able to protect the investment of a classic vehicle, Millers Oils claims that the oil can ensure the longevity and healthy life of the vehicle.” modern filtration systems. On the new range, a spokesperson from Millers Oils commented, “Vehicles that are reaching their 20th birthday and beyond are quickly becoming the vehicle of choice for modern-classic enthusiasts, as they are drawn by their ‘game changing’ design and new generation performance that created an exciting and revitalised chapter in vehicle history. This rising popularity has seen demand for suitable engine oils also increase, and of course we had to respond! These latest introductions are the perfect choice for modern-classic engines, combining modern oil technology and formulation with unrivalled knowledge of how these modern-classic engines operate. Together, this creates a range of engine oils that offers the highest levels of performance and protection from the moment you turn the key.”

Talk to me about the classics The Classic Pistoneeze range includes a number of specialist classic engine oils, available in monograde and multi-grade, as well as specialist oil. The Vintage monograde engine oils are available in SAE viscosity grades 30, 40 and 50, whilst the Pistoneeze consists of multi-grade engine oils. The company’s ethos regarding the Classic range is supported by three core values: providing high levels of protection, preventing ethanol corrosion, and protecting the nation’s motoring heritage.

Modern times Also recently updated is Millers Oils’ Trident range, which has had four new products added to it, taking the total number of oils in the range to 10. The range is designed to meet the latest European emissions standards requiring ACEA C1, C2, C3 and C4 specifications, and offers a wide range of viscosities and specifications. Suitable for petrol, diesel and hybrid engines, Trident 10 covers the majority of the UK car parc. Because of this, the company claims that the range is the top choice for technicians, motor factors, and, as a cost-effective solution, is ideal for high volume use in the workshop.

씰

So, what does Trident 10 have to offer? Millers Oils has had plenty to say about its new range. According to the company, the range contains the following features: 씰 A good fuel economy and reduced engine wear, due to the inclusion of specialist additives. 씰 Improved combustion as a result of high levels of engine cleanliness and sludge control.

씰

Maximum engine protection; Trident 10 oils maintain the optimum oil viscosity even under severe operating conditions. Efficient cold-start (down to as low as 30°C), thanks to low temperature flow, which is a result of the use of synthetic technology. This ensures the rapid protection of vital components, with most engine wear occurring during start-up. Protected and prolonged engine life, due to its viscosity stability at high temperatures and severe operating conditions. Achievable level of performance throughout the OEM oil change interval, and increased protection via a stronger oil film between metallic components. It is catalyst and DPF compatible, thanks to the low and mid SAPS (sulphated ash, phosphorus and sulphur) formulations.

For more information on Millers Oils’ oil ranges, go to www.rdr.link/FJ019

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 53

Product spotlight

KYB: SUSPENSION SOLUTIONS APP KYB has launched an update for its Suspension Solutions mobile app. The app now provides detailed, part-specific, and technical advice for a suspension job, and it does so for free. The technician can either enter the car make and model, the VIN number, or the registration number, and they will be shown the KYB part numbers required, as well as a detailed technical bulletin for each job. The bulletin includes an illustrated stepby-step guide to fit the part, as well as the tools required (and relevant torque settings), and an estimate for the time needed to complete the job. If there is a KYB fitting video available for this reference, this will also be provided. “We felt this feature was the next step for the KYB app”, explained Jordan Day, Marketing Manager for KYB Europe Aftermarket. “The app now helps with all of the main stages of replacing suspension, with this latest feature helping to find the part number and fit the product. On top of this, the current features help the technician by proposing a suspension job to a motorist, and also following up the job. We are extremely pleased with this new feature, and are confident that this will help

KYB customers across Europe.” The app’s latest feature follows further customer research amongst European technicians, as well as conversations with the KYB Europe Product Management department. Highlighting the tools required will enable workshops to prepare for the job, and showing the required torque settings, for example, will reduce the risk of damaging the components from overtightening. Including the suggested fitting time for each job will also help workshops to quote more accurately, and to plan more efficiently. The KYB app is designed for workshops, and has currently been downloaded over 7,000 times across Europe. The app has two original features that are joined by the new fitting instructions, with the first allowing the technician to suggest suspension work to a

“The app now provides detailed, part-specific, and technical advice for a suspension job, and it does so for free.”

motorist. The technician assesses the vehicle and inputs the ‘symptoms’ that the vehicle is showing into the app, attaching a picture if required. The app then takes this information and creates a specific vehicle report, which is texted to the customer. This report also contains a button to ‘call the workshop’, and on average, this button is clicked by the motorist one in four times. The second feature allows the technician to take ‘before and after’ photos when working on a vehicle’s suspension. The app takes these pictures and adds them to a vehicle report that is then texted to the customer for free. The report explains the work that has been done, and the benefit it will have on the vehicle, and shows them the pictures of the old and newly fitted components. The KYB Suspension Solutions app is free to download and free to use, available in 20 European languages, and is fully customisable, so that all of the reports that are sent out feature the relevant workshop’s name, contact number and logo.

For more information on the app, go to www.rdr.link/FJ020

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 55

What's New? LEVELLING PLATE SYSTEM

LAMBDA SENSORS Denso has added 10 new original equipment (OE) quality part numbers to its lambda sensor range, covering an additional 900,000 vehicles. The components cover a diverse range of vehicle applications: Nine Denso patented A/F sensors cover modern vehicle applications, and the tenth reference is a new type of universal fit sensor. For more information online, go to www.rdr.link/FJ021

RATCHET SCREWDRIVER Recently released, Kamasa Toolsâ&#x20AC;&#x2122; ratchet screwdriver has the ability to turn at four times the normal speed. Perfect for repetitive work, the ergonomically designed handle makes for easy tightening. With a smooth left and right-hand drive ratchet, the speed increase with the quad-ratchet adds to the versatility, and the comprehensive selection of bits means you will always have the correct one to hand. The 22-piece set includes: Three Phillips bits: Ph1, Ph2 and Ph3 Two flat bits: 6 and 7mm Four PzDrive bits: Pz1, 2 x Pz2 and a Pz3 Five hex bits: 2, 3, 4, 5 and 6mm Four Star bits: T10, T15, T20 and T25 Three spline bits: M4, M5 and M6 For more information online, go to www.rdr.link/FJ022

56 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

Hella Gutmann Solutions (HGS) has recently introduced a new accessory for its CSC-Tool, the levelling plate system. According to vehicle manufacturer specifications, calibrating the camera and sensor systems requires a flat working surface. However, not all workshops have perfectly smooth and even floors. To overcome this problem and to ensure that technicians are recalibrating systems effectively, the levelling plate system, consisting of four base plates with six access ramps placed on anti-slip mats, provides the horizontal surface for the vehicle to be positioned correctly, and guarantees the accurate use of the calibration tool. For more information online, go to www.rdr.link/FJ023

BATTERY CHARGER AND POWER MANAGEMENT SYSTEM To meet power demands, CTEK has launched the D250SE, a 20A DC/DC battery charger, and the CTEK SMARTPASS 120S, a 120A power management system, that are compatible with all 12V service batteries, including lithium. Key features include: D250SE Compatible with smart alternators Delivers 20A of power to charge and maintain 12V service batteries whilst on the move Dual input capability means it can draw power from solar sources Built-in temperature sensor compensates for hot or cold conditions without the risk of over- or under-charging Smart alternator compatibility SMARTPASS 120S Distributes power between the starter battery, the service battery and on-board equipment, without the need for traditional diodes or VSR relays Smart alternator compatibility Current source priority supplies power to critical equipment directly from the alternator when the engine is running Start assistance For more information online, go to www.rdr.link/FJ024

BRAKE CALIPER REPAIR KITS To guarantee professional-standard maintenance, Brembo recently expanded its product range with 300 new brake caliper repair kits. This component of the braking system features internal parts that can deteriorate with time. This is due to normal sliding friction, which, due to both the weather and the presence of chemical agents on the roads, may lead to the corrosion of the rubber and metallic parts of the calipers. Now, these components can be replaced with Bremboâ&#x20AC;&#x2122;s components, to ensure that the brake calipers continue to work in total safety. For more information online, go to www.rdr.link/FJ025

INSPECTION LAMPS

BRAKE PADS AND COATED DISCS Comline has added new references to its range of R90 approved brake pads and coated discs. They join the brand’s all-makes friction portfolio, with noteworthy additions including: CBP32370/CBP32373: a set of front/rear Brake Pads applicable to the Opel/Vauxhall Insignia (2017 onwards). CBP02365: front Brake Pads serving popular Audi models, including the A4 (2015-onwards), A5 (2016onwards) and Q5 (2016-onwards). CBP02354: front Brake Pads for applications: Citroen Dispatch (2016onwards), Jumpy (2016-onwards), Space Tourer (2016-onwards), Peugeot Expert (2016-onwards), Traveller (2016-onwards), Toyota Proace (2016-onwards). For more information online, go to www.rdr.link/FJ026

Ring has announced the introduction of a new addition to its range of MAGflex inspection lamps. Specifically designed for hands free working, each product within the range has been developed with the needs of technicians in mind. The lamp has both high and low settings to provide 1,000 or 400 lumens of bright white light, and is durable, rechargeable and cordless. With 180° ratcheting and a strong magnetic base, it is ideal for hands-free use. The 360° twist function directs light exactly where required, and dual hanging hooks make it all the more versatile. For more information online, go to www.rdr.link/FJ027

CATALOGUE Sogefi has released its fully updated 2020 catalogues in 10 languages for each of its light vehicle aftermarket filter brands: Purflux, Fram, and CoopersFiaam. Over 6,700 items are available in the printed and online catalogue versions. New items include: The fuel filter for PSA 1.5 BlueHDi The oil filter for Mercedes A Class 2018, BMW X2, Peugeot 508 II, PSA 1.5 BlueHD The engine air filter of Fiat 500X, Ford Mondeo V, Opel / Vauxhall Combo D, VW 1.0TFSI The cabin air filter of Opel Astra K / Vauxhall, Audi A4 2018, Porsche 911 2017, Hyundai Tucson, Hyundai i30 III 2017, and the Toyota Yaris III 2018 For more information online, go to www.rdr.link/FJ028

OIL PUMPS

FLEXIBLE BIT SPANNERS

Autoparts Garage Equipment has expanded its range of Samoa Oil Pumps following increased demand from workshops throughout the UK. The 16 litre leak proof oil pumps feature a steel oval shaped design, and come complete with a carrying handle and footrest for easy handling and stability. Also available is a Waste Oil Drainer Pump. The unit is discharged with a 1:1 pressure ratio pump, located at the back of the unit, through a 1.5m hose. All Samoa oil pump products are also available with a one-year warranty. For more information online, go to www.rdr.link/FJ029

The hex-headed set fastener is very common, but can be hidden behind pipework, and may be difficult to reach. Laser Tools offers a solution in the form of its new flexible bit spanners. The spanners have a flexible joint, allowing the bit to swivel through a full 240°, and their slim design enables them to get into particularly tight spaces. There are five spanners in each set, all double-ended and offering ten commonly used bit sizes per set. For more information online, go to www.rdr.link/FJ030

PROFESSIONAL MOTOR FACTOR NOVEMBER 2019 57

ADVERTISING INDEX

AISIN-EUROPE SA ......................Outside Back Cover

MAM Software Ltd ............................................Page 43

Bailcast Ltd ..........................................................Page 9

Marathon Warehouse Distribution ........Loose Insert

BBL Batteries ....................................................Page 29

Millers Oils Ltd ..................................................Page 44

Castrol Ltd ..........................................................Page 49

Morris Lubricants ..............................................Page 41

Dayco Europe ....................................................Page 17

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

Delphi Automotive Systems LLC. ................Page 20

NSK Europe Ltd ..................................................Page 14

ECOBAT Automotive Ltd ..................................Page 7

Optimal Distribution UK Ltd ............................Page 10

Eco Motive Manufacturing Ltd ......................Page 37

Revive Turbo Cleaner ......................................Page 39

FAI Automotives PLC ......................................Page 23

Ring Automotive Ltd ........................................Page 39

Ferdinand Bilstein UK Ltd ............Inside Front Cover

Shaftec Automotive Components ................Page 13

Jack Sealey Ltd ................................................Page 29

Thermobile UK Ltd ............................................Page 27

Kalimex Ltd ..........................................................Page 19

Top Gear (Bridport) Ltd ....................................Page 34

Kalimex Ltd ..........................................................Page 51

Total UK Ltd ........................................................Page 47

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.

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MOTOR FACTOR PROFESSIONAL

MOTOR

factor BER VOLUME 19 ISSUE 8 SEPTEM

PEOPLE & INDUSTRY...

MARKET TRENDS & ANALYSIS...

BUSINESS & TRAINING...

AND...

A new technique for How factors and . brake and clutch garages can co-operate protection.

A look at a factor training evening.

This month’s dedicated features: ‘Batteries’ and n’. ‘Steering & Suspensio

2019

■ Tools & Equipment ■ Remanufacturing

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MOTOR factor VOLUME 19 ISSUE 9 OCTOBER 2019

PEOPLE & INDUSTRY...

MARKET TRENDS & ANALYSIS...

An interview with Lucas Oil’s Dan Morgan.

The ins and outs of ADAS calibration.

BUSINESS & TRAINING...

AND...

This month’s dedicated Two companies present features: ‘Exhausts & Emissions’, ‘Winter new digital platforms. Products & Lighting’, and the ‘Equip Auto Preview’.

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ENGINES & TURBO S

The effects of decreasi ng engine size on EGT sensor durability

OILS, LUBRICANTS & ADDITIVES

How to maximise lubricant sales during the winter season

NOVEMBER 2019

COMING OF AGE

The value of stocking the correct oil for an ageing car parc

Best in show What is ‘big data’? data se A guide on how to analy . to maximise your sales

58 PROFESSIONAL MOTOR FACTOR NOVEMBER 2019

PMF explores the benefits of attending trade shows, and provides a preview of this year’s Equip Auto in Paris.

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

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