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GenNext updates training expo format | TP&S celebrates milestone

Finding the

smooth road ahead DESPITE A BUMPY 2015, THE AFTERMARKET SHOWS OPTIMISM ABOUT THE COMING YEAR JANUARY 2016 |

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An update on trucking’s newest vehicles 18

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Volume 52 | Number 1 | January 2016

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Cover Story

@TPSMagazine /truckpartsandservice Truck Parts & Service

Editorial

Editor: Lucas Deal Online Editor: Jason Cannon Equipment Editor: Jack Roberts editorial@truckpartsandservice.com

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Finding the smooth road ahead

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Features 18 New products from the OEM world

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Marketplace Classified Ads Product Spotlight Advertisers’ Index

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J a n u a r y 2 0 1 6 | T R U C K PA R T S & S E R V I C E

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Editorial | Lucas Deal

The changing of the guard

By Lucas Deal, Editor lucasdeal@randallreilly.com

Q

uestion for the veteran distributors out there. Who started your business?

Who founded the operation you run today?

Was it you? Maybe a parent or close family member? Did you take over after a former boss retired? How did the business you lead come to be?

I only ask because as I look across the independent aftermarket today, I don’t see many people founding new distributor businesses. As a matter of fact, I don’t see any.

I’ve been with Truck Parts & Service for five years and in that time I can’t think of a single new independent aftermarket distributor that has entered the marketplace. Sure there have been expansions of existing businesses, consolidations. New facilities have been built. But when was the last time an entirely new distributor entered this world?

I’m sure it’s happened. At least I hope it has. I hope somewhere out there an entrepreneur saw the opportunity this industry provides and jumped in.

Because when you look at this industry, this impressively strong yet aging industry, I think it’s clear we need more than just new employees.

The wave of retirements about to hit us is naturally going to bring some consolidation. For this independent aftermarket to remain, you know, independent, we’re also going to need some new businesses.

“I remember when I started in this

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business we would hear about new locations opening almost every week,” says Marc Karon, president at Total Truck Parts. “Now you’ll hear about an expansion only every few months, and it’s never someone new.”

Trucking’s shortage of drivers and technicians dominates most industry employment discussions, and rightfully so.

The aftermarket needs new blood everywhere.

We need to find people who want to lead. People who desire the freedom and independence to run their own businesses.

The American Trucking Associations estimates the current driver shortage at nearly 50,000 on Jan. 1, 2016, with potential to eclipse 70,000 by year end.

Tech shortage estimates aren’t quite as severe but ATA still shows gaps of 10,000 or more in today’s service market.

Those are clearly huge problems.

But in looking ahead it is important for trucking, and the aftermarket in particular, to ensure its recruitment efforts

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

aren’t only focused on the largest areas of need.

The aftermarket needs new blood everywhere.

We need to find people who want to lead. People who desire the freedom and independence to run their own businesses. We need people who can see an opportunity and make the most of it.

I’d venture a guess some of those people are already in this industry.

Look around your store. Which employees have you sized up as potential successors? Not every possible successor will run your business one day, but that doesn’t mean they couldn’t lead somewhere else.

I know that’s hard to think about — seeing your best employees somewhere else — but if the independent aftermarket is going to survive in the decades ahead, our best and brightest will need to reach their full potential. That means doing what you, your parents or grandparents did — opening a business and making it successful.

Admittedly, we’re still going to have to recruit a lot of people. Probably thousands to fill the piles of openings appearing in this industry each day. But every leader we build from within is one less we have to find on the outside.

The independent aftermarket exists today because of opportunists. People who saw an opening and potential in an underserved market and took advantage.

That potential remains. Here’s hoping so do the entrepreneurs.

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Editorial | Jason Cannon

New Year’s resolutions for your business

By Jason Cannon, Online Editor jasoncannon@randallreilly.com

T

he new year is upon us, and with that comes the weight of responsibility to completely turn our lives around. That’s right — New Year’s resolutions.

We’ve spent the last year — or more likely, our entire adult lives — nurturing bad habits that we intend to undo thanks to Ryan Seacrest’s Rockin’ New Year’s Eve and the delusions created by too much celebratory champagne in the wee hours of the morning.

Improving your personal health can go a long way to improving your life, but don’t overlook the health of your business as you set goals to get better in 2016.

Lose some weight. How often do you look over your inventory? No, I mean really look over it. Being “that guy” who has those hard-to-find parts is great, but is your bloated obsolescence collection taking up valuable shelf and warehouse space that could otherwise be occupied by parts with a higher turnover?

Stop smoking. Parts and service is a competitive business and turning away a customer is rarely a viable option.

But forcing a blistering pace on your employees just to keep a customer away from a competitor is not a business strategy. If your technicians are turning wrenches so fast they’re hot-to-thetouch, and parts reps are selling parts they haven’t had on the shelf for weeks, you’re overworking them. Look at your turnover. Did it trend higher in 2015 versus 2013 and 2014? Are employees

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being poached because someone is offering more money, or are they moving on for a better, more livable working environment?

Improving your personal health can go a long way to improving your life, but don’t overlook the health of your business as you set goals to get better in 2016.

Travel more. We all have a comfort zone and yours is probably defined by trade area. What could stretching yourself an extra few miles do to your business? Maybe an extra 25 miles could pick up a new Top 25 customer. It’s also possible a new business sprang up inside your trade area this year that you didn’t know about. If you’ve already got your area covered like a blanket, think about a customer survey. There are tons of free

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

sites, like SurveyMonkey.com, that will help you develop one you can email to your customer database. You may be surprised where a customer satisfaction survey can take your business.

Spend more time with your kids.

There is no better or faster way to lose a good employee than abandoning their training. Whether it is an outside sales position, parts counter rep or technician, they thirst for training and knowledge. You probably hired them because you needed them to fill a specific role, but they took that job looking to advance their careers. Once you’ve identified someone as a good employee, commit to them as they have committed to you. And that brings us to our final resolution …

Enjoy life more. Happy employees lead to happy customers, which leads to happy managers and owners. It’s the business Circle of Life. What are your employee’s professional goals? Is there anything the company can do to help push them where they want to go? If your new hire wants to be a manager in the next three years, set them on a training path. When a problem crosses your desk in their area of expertise, hand it off to them. Get their feedback and let them try and solve it. This frees up your time to fight other larger fires.

This year is expected to be a pretty good business-year for the aftermarket, but you can make it even better by setting, and keeping, a few resolutions to improve the health of your business.

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Industry Focus

Dealer News Harrison Truck Centers has acquired Westman Freightliner, a heavy- and medium-duty dealership group with operations in Minnesota and Wisconsin.

Summit Truck Group and Summit Lease & Rental hosted a grand opening at its newly-acquired Tulsa, Okla., location.

Summit purchased the former Frontier International locations in October.

Construction is almost complete on Truck Country’s new 52,000-sq.-ft. facility in Dubuque, Iowa, which is scheduled to open early this year.

Truck Centers of Arkansas has broken ground on its new nearly 20,000 sq.-ft.-facility in Van Buren, Ark.

Rihm Kenworth has expanded its facility in Sauk Centre, Minn.

Columbus, Ohio-based AMG Peterbilt Group has opened its first standalone PacLease location in Dublin, Ohio.

Craftsmen Trailer, LLC, has acquired a Utility dealership in Davenport, Iowa, from Thompson Truck and Trailer.

M&K Truck Centers has been named Volvo Trucks’ 2015 North American Dealer of the Year.

GenNext Updates Training Expo Format

New Goodyear Commercial Service Center The Goodyear Tire & Rubber Company has opened a Goodyear Commercial Tire & Service Center in Stoughton, Mass.

Spanning 17,000 sq. ft. and featuring two dedicated truck service bays, the Goodyear Commercial Tire & Service Center in Stoughton offers new Goodyear, Dunlop and Kelly brand medium-duty truck tires; Goodyear retreads, including those that contain Goodyear UniCircle Technology; Goodyear-Fleet HQ Emergency Roadside Service; and truck tire balancing service.

GenNext has announced an update to its first annual sales training expo, which will be held this spring in Atlanta.

GenNext says Gold level sponsorships for the expo are now available for $20,000, and Silver level packages can be purchased for $10,000. GenNext also has altered the total number of distributors to 150 to allow more one-on-one interaction for suppliers with

the salespeople on hand at the end. Cost for a distributor employee to attend is $295, and includes all airfare, transportation, lodging and meals at the event.

The changes are the result of supplier and distributor feedback, GenNext says.

Registration is now open, and distributors and suppliers can sign up today by checking out www.gennexthd.com.

Truck Parts & Service Calendar Event information can be submitted at: www.truckpartsandservice.com/story-ideas/

Jan. 24-25 Jan. 25 Jan. 25-28 Feb. 29-March 3

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Service Opportunities and Learning Days, Las Vegas Heavy Duty Aftermarket Dialogue, Las Vegas Heavy Duty Aftermarket Week 2016, Las Vegas TMC Annual Meeting, Nashville, Tenn.

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

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Industry Focus

Truck Parts & Service celebrating milestone anniversary This year marks the 50th year of production for Truck Parts & Service. Originally founded as Fleet Distribution by Jim Moss in the late 1950s, the publication was renamed Truck Parts & Service in 1966 and has been providing news and product expertise to the

heavy-duty independent aftermarket for the last five decades.

Truck Parts & Service will produce a retrospective special issue looking at the history of the magazine, and how it has impacted the aftermarket, later this year.

People In The News Carolina International Trucks has named Katherine ‘Kate’ Hanson as president and chief operating officer.

Justin Fink is the new CEO at Summit Truck Group.

Hanson Manikkam “Madhu” Madheswaran has joined Fontaine Connection Group as director of advanced product development.

Reyco Granning has hired Raoul Steenekamp as vice president of Madheswaran engineering and Ramin Zarrabi as vice president of manufacturing.

Christina Young is the new marketing coordinator for The Marx Group.

Robert Cygan has been named executive vice president at Truck Center Young Companies.

Ken Thole has been named director of business development for the western half of the U.S. and Canada at Global Parts Network.

STEMCO has appointed Thole Donnie Wells to vice president and general manager of STEMCO Suspension Products.

Agility Fuel Systems has appointed Kathleen Ligocki as chief executive officer and Steve Whaley as regional sales manager for the Northeastern Region.

Accuride has promoted Scott D. Hazlett to president, Global Wheels business unit; Gregory A. Risch has been promoted to president, Gunite business unit; Michael A. Hajost has been hired as chief financial officer.

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T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

Tech Updates

AIR SPRING INSPECTION ADVICE

F

irestone Industrial Products has released a brief guideline for inspecting air springs.

According to Firestone, each air spring manufacturer has its own inspection procedure and customers should rely on information from their spring providers when building an internal best practice.

Firestone says the first step in its protocol is a walkaround inspection.

Walkaround inspections should be performed daily or weekly to ensure a suspension is fully operational. Typically, these are quick, visual inspections to make sure there are

no signs of irregular wear, tears or heat cracking on the air spring and that nothing is touching it or interfering with movement. Inspectors should also check air springs for sufficient and equal pressure and make sure that the suspension is set at proper ride height, the company says.

Firestone says inspectors also should check for any buildup of dirt, debris or rust or corrosion on the piston, which can create a surface similar to sandpaper and abrade the air spring. It is also a good idea to check for oil, grease or dirt buildup on the air spring itself. If any buildup

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is found on the piston or the air springs, Firestone says the inspector should clean these parts with soap and water, methyl alcohol, ethyl alcohol or isopropyl alcohol — the only industry-approved cleaning solutions for air springs.

Every 100,000 miles or once a year — whichever comes first — the air spring suspension system of a semitractor trailer also should undergo a routine maintenance inspection. These inspections include the steps taken in the basic walkaround inspections, plus a more in-depth examination of the rest of the air spring system, Firestone says.

The air springs should be fully inflated during these inspections and examined closely for leaks. If the inspector notices even the slightest air leak, the air spring will need to be replaced, the company says. The inspector should also check to ensure that there is sufficient clearance around the complete circumference of the air spring when it is inflated to its maximum diameter, the company says.

J a n u a r y 2 0 1 6 | T R U C K PA R T S & S E R V I C E

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Cover Story

Finding the

By Lucas Deal, Editor lucasdeal@randallreilly.com

smooth road ahead 10

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

Cover Story

How would you rate your company’s overall 2015 performance to date?

After a sluggish 2015, the aftermarket shows optimism for year ahead

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Equal to 2015 projections (+/- 2 percent of projections): 18.8% Slightly above 2015 projections (2-10 percent): 37.5% Significantly above 2015 projections (10+ percent): 15.3% Slightly below 2015 projections (2-10 percent): 21.5% Significantly below 2015 projections (10+ percent): 6.9%

How would you rate your company’s 2015 to date performance against 2014 results?

hile it won’t be remembered as the best ever, 2015 was a solid year for the heavy-duty aftermarket.

Buoyed by a still aging vehicle population and growing demand for service, more than two thirds of heavy-duty aftermarket professionals responding to a November 2015 Truck Parts & Service reader survey identified last year as equal to or greater than early projections, with even more (77.4 percent) rating the year as the same or better than 2014.

And yet, with the exception of an increasingly bullish service market, how aftermarket businesses performed individually was widely dependent on the product categories, customer duty-cycles and geographical areas they served.

A steady year by consensus, 2015 was filled with positive and negative trends.

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Equal to 2014 results (+/- 2 percent): 11.5% Slightly above 2014 results (2-10 percent): 38.5% Significantly above 2014 results (10+ percent): 27.4% Slightly below 2014 results (2-10 percent): 17.7% Significantly below 2014 results (10+ percent): 4.9% Source: November 2015 TPS reader survey.

As the aftermarket formally closes the books on last year and turns its attention to 2016, most are preparing for more of the same.

Reaching the opportunities ahead for the aftermarket won’t come without some ups and downs.

Do you offer...?

Undoubtedly the (Select all that apply) strongest facet of Drive-in service: 70.7% aftermarket operations Mobile service: 45.3% in 2015 and beyond is Rebuilding/machine services: 40.1% service. Both dealBench service: 38.8% ers and independent Remanufacturing: 24.1% service providers None of the above: 16.8% noted huge gains in the Source: November 2015 TPS reader survey. amount of customers served and total number of repair orders processed in Truck Parts & Service’s November survey.

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Cover Story

What is your total annual non-service sales volume?

What is your total annual service volume?

Less than $1 million: 25.0% $1,000,001 to $5 million: 25.9% $5,000,001 to $10 million: 13.3% $10,000,001 to $20 million: 10.8% More than $20 million: 25.0%

Less than $1 million: 50.9% $1,000,001 to $5 million: 22.0% $5,000,001 to $10 million: 12.9% $10,000,001 to $20 million: 5.2% More than $20 million: 9.0% Source: November 2015 TPS reader survey.

“We are backed up for days at times in our service department we have so much work coming in,” says Marc Karon, president at Total Truck Parts. “And it’s like that for almost everyone [in our area].”

Fleets have publicly professed a willingness to outsource more maintenance for years, and it appears those claims are finally becoming a reality.

“I think fleets are starting to be less

willing to hang hard parts,” says Don Reimondo, president and CEO at HDA Truck Pride. Citing advanced vehicle technology and electronics, Reimondo says aftermarket operations that offer proficiency in areas where fleet technicians are unfamiliar have a significant opportunity to acquire new business.

“There is a profound opportunity there,” he says.

Top Challenges Facing the Aftermarket Finding service technicians remains far and away the largest challenge facing independent heavy-duty aftermarket operations entering 2016.

According to our November 2015 reader survey, nearly 56 percent of aftermarket operations cited technician availability as one of the three biggest challenges they face in their business. That number was distantly followed by keeping abreast of new industry technology and competition from dealers.

Most distributor responders say they have What are the top three started recruiting at high school and tech challenges you face in schools in an effort to combat their staffing your business? problems.

Responders also showed significant concern Availability of technicians: 55.7% over low-cost and quality components in the write-in section of the survey.

Changing technologies: 37.4% Nearly two dozen distributors specifically Competition from dealers: 31.7% mentioned the importance of aftermarket disAvailability of counter/sales personnel: 25.7% tribution remaining committed to high-quality brands and product lines. These respondCompetition from other distributors: 25.2% ers opined that customer perceptions of the Parts availability: 23.9% independent aftermarket are weakened when Competition from off-shore parts: 19.1% the independent aftermarket begins touting Availability of technical information: 18.7% products that don’t meet industry standards and expectations.

Timely collection of receivables: 13.0% Says one responder, “More and more Regulatory compliance: 10.4% people are less interested in quality and more Availability of operational personnel: 9.1% interested in the upfront cost of an item -- even when that cheaper item will end up Other: 3.0% costing them more in the long run. The ‘race None: 0.4% to the bottom’ pricing mentality is very bad for Source: November 2015 TPS reader survey. the industry overall.”

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VIPAR President and CEO Steve Crowley agrees.

“Today’s vehicles have a complexity that makes them more difficult to service than those of the past,” he says. “Anyone who can provide expertise in the newer systems is in really good shape.”

Another area proving to be a valuable aftermarket profit center is emission system and after treatment components. As fleets begin to sell their oldest DPF and SCR-system equipped trucks in the used marketplace, second- and third-generation buyers are resoundingly turning to aftermarket operations for emissionrelated parts and service.

“The emissions side is really offering a lot of opportunities,” says Greg Rawleigh, general manager at DeCarolis Heavy Duty Truck Parts. “We are just starting to get into it and it has really been great for us.”

Rawleigh says customer demand at DeCarolis for both hard parts and

Today’s vehicles have a complexity that makes them more difficult to service than those of the past. Anyone who can provide expertise in the newer systems is in really good shape.nnn – Steve Crowley, VIPAR Heavy Duty president and CEO

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Cover Story

maintenance has been so great that despite operating no service bays, the N.Y.-based distributor now provides DPF cleanings at all of its locations. And customers are still looking for more.

“We still have limited access to that area, with only a few vendors providing entry level-parts,” he says. “We are trying to find a supplier that has the full line of [after treatment and emission] parts we need.”

That sentiment was shared by some Truck Parts & Service survey participants, as more than 10 percent of responders individually noted they have targeted after treatment and emission systems as a future growth opportunity.

“Customers want aftermarket solutions,” says Don Sturdivant, FleetPride CEO. “The challenge moving forward for the aftermarket channel as technology evolves is being able to continue to update and reinvent aftermarket solutions that [the customer] needs. Emissions are

The challenge moving forward for the aftermarket channel as technology evolves is being able to continue to update and reinvent aftermarket solutions that [the customer] needs.

– Don Sturdivant, FleetPride CEO.

a great example of that.”

Specialization and product expertise served as other methods for comprehensive solutions in 2015.

Distributors who committed to education and training were overwhelmingly rewarded with improved customer relationships in 2015, TP&S survey responders said. As such, most suppliers say they are working to provide even more educational opportunities for the aftermarket distribution channel moving forward.

“If you can train your distributors to know your product better than anyone else you can rely on them to support it,”

What would you fix, if you could fix it today?

If time and money was of no concern, nearly 38 percent of respondents to our reader survey say the first thing they would improve about their business is its use of technology. That number was nearly double the second most popular answer, improving the service department (20.7 percent).

And the aspiration to improve business technology wasn’t just held by the respondents who ranked the potential improvement as their No. 1 desire.

Nearly 78 percent of respondents ranked enhancing technology as a top three want in their operation.

Electronic diagnostic and service technology and customer relationship management (CRM) software lead the list of coveted advancements. But If you were not limited on time and ultimately, any technology that money, which part of your business improves efficiency and customer would you most like to improve? experience is something worth (Top choice selected) considering, respondents say.

“We want to offer the best Upgrade overall look of business: 17.1% products and services we possibly Parts department: 14.0% can,” says one distributor. And Service department: 20.7% a supplier adds that they plan Upgrade technology: 37.8% to “continue to offer innovative Retail facility/customer lounge: 4.7% programs that drive value to our Other: 5.7% distribution channel and to the Source: November 2015 TPS reader survey. end customer.”

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says Mark Christensen, national sales manager – Heavy Duty at Tenneco.

The same can be said for new products. Aware of the opportunity provided in specialization, distributors are hungry to get their hands on as many new parts and product lines as possible.

“Overall business in the commercial vehicle market is flat on traditional portfolio. Growth in this market requires new product categories,” says Doug Wolma, vice president and general manager – Dana Aftermarket Group.

This is an area where associations with buying groups appear invaluable.

More than 70 percent of buying group members who responded to November’s TP&S survey rated “Access to Variety of Vendors” as a very important or extremely important factor in their group membership.

Not coincidentally, both VIPAR Heavy Duty, HDA Truck Pride and the industry’s national aftermarket chains say they actively expanded their purchasing of new product lines in 2015.

“We are taking market share with our core supplier partners and working closely together to support and grow their brands,” says Steve Riordan, chairman and CEO at TruckPro. And at least in 2015, aftermarket suppliers returned the favor. November’s TP&S survey determined more than 50 percent of aftermarket suppliers added product lines in 2015 and another 17.2 percent considered expansions.

Minimizer added nearly a dozen new products last year and each one was met

Cover Story What market areas do you cover?

Within a 25-mile radius: 8.2% 25- to 50-mile radius: 14.7% 51- to 100-mile radius: 28.9% Statewide/province: 11.6% Multi-state: 26.7% National: 9.9% Source: November 2015 TPS reader survey.

What is the typical age of your customers’ vehicles?

1 to 3 years: 8.2% 4 to 6 years: 41.8% 7 to 10 years: 40.9% More than 10 years: 9.1% Source: November 2015 TPS reader survey.

by the aftermarket with almost immediate and universal acceptance, says CEO Craig Kruckeberg.

“When we bring them a new idea they always run with it,” he says.

But he says Minimizer’s success doesn’t come without support. The company tirelessly markets to and educates distributors and end users on its new products so they are quickly accepted, Kruckeberg says.

“Training is where you get the biggest bang for your buck,” adds Christensen.

“If you can get out there and show your

distributors and their customers how your products can save them money — through pricing or [total cost of ownership] — that’s where you get them.”

Unfortunately 2015 also proved to be year heavily influenced by damaging external factors.

Falling oil prices globally led to a dramatic pull back of oil drilling in North America, which parked trucks and cratered aftermarket sales opportunities in the oil-rich territories across the Western United States and Canada.

Both distributors and suppliers were negatively impacted, particularly in the off-highway sector, says Ramon G. Aguillon, aftermarket sales manager at Allison Transmission.

“Our aftermarket sales in 2015 are down in comparison to 2014, mostly as a result of the slowdown in the off-highway market related to a decline in both the mining and energy sectors,” he says.

“Our distributors in the oil fields had it very rough,” Reimondo says. “Those guys live and die by the success of that business and it just wasn’t there for them [in 2015] like it had been.”

Those feelings were echoed by TP&S survey responders.

“Overall we have seen growth in certain markets but our oil and gas business is down dramatically, which was a fairly good size portion of our previous year’s business,” wrote one responder.

“The natural gas industry has pretty well dried up,” said another. “We are having to pursue many other avenues as a result.”

Canadian distributors and their suppliers also have spent the last year battling an unstable exchange rate.

“With it being so volatile you never know what the supplier will do in setting the currency rate and that’s difficult,” says Robyn Spitzke, president at Fort Garry

If you can get out there and show your distributors and their customers how your products can save them money — through pricing or [total cost of ownership] — that’s where you get them.

– Mark Christensen, national sales manager – Heavy Duty at Tenneco

Which of the following make up your customer base for parts?

Which of the following make up your customer base for service?

Owner-operators with less than 10 trucks: 68.5%

Owner-operators with less than 10 trucks: 67.2%

Fleets operating 10 to 25 trucks: 62.1%

Fleets operating 10 to 25 trucks: 54.3%

Fleets operating 26 to 50 trucks: 46.6%

Fleets operating 26 to 50 trucks: 43.5%

Fleets operating 51 to 100 trucks: 44.4%

Fleets operating 51 to 100 trucks: 34.5%

Fleets operating 101 to 250 trucks: 37.5%

Fleets operating 101 to 250 trucks: 30.6%

Fleets operating 251 to 500 trucks: 30.6%

Fleets operating 251 to 500 trucks: 26.3%

Fleets operating more than 500 trucks: 22.8%

Fleets operating more than 500 trucks: 23.3%

Truck dealers: 28.9%

Truck dealers: 19.4%

Other repair facilities: 55.6%

Other repair facilities: 40.9% Source: November 2015 TPS reader survey.

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Cover Story

Industries. “You can try to prepare for it but it’s a bit like buying a lottery ticket.”

Even with aggressive inventory management plans, she says her company is still forced to be reactive.

And Jerry Conroy says it’s no easier for suppliers. As North American regional vice president – Aftermarket sales at Bendix, Conroy cites the uncertainty of the exchange rate among his biggest concerns in 2016.

But the problems faced by the aftermarket last year and looming ahead can’t entirely be blamed on outside factors.

Crippling low margins in some product categories fall directly at the feet of the industry itself.

“I think the single largest concern in the [heavy-duty] aftermarket is the commodification of the truck parts business,” says Reimondo. “There are high-volume product categories in the market now where there is no longer an opportunity to make money.”

“Winning in the aftermarket is more

The Great Unknown Economic uncertainty remains one of the aftermarket’s biggest hindrances in preparing for 2016.

In November, Kiplinger’s pegged expected 2016 GDP growth in the United States at 2.8 percent, while IMF was slightly more conservative at 2.4 percent.

Many in the aftermarket seem to agree. Nearly one quarter (24 percent) of responders to our November survey expect 2016 sales within 2 percent of 2015 totals, with another 51.7 percent expecting only moderate growth (2-10 percent).

But confidence in those projections appears shaky at best. Interest rates, the upcoming election and the North American oil industry are among the issues cited by suppliers and distributors as unknowns that could change economic direction.

The 2015 trend line is helpful but far from a sure thing, TP&S survey responders say.

Says one survey respondent, “We can’t do anything to influence the overall economy. We will deal with whatever happens.”

16

Eaton expectations are to continue to grow share in the aftermarket by continuing to work on relationships and bringing value to the market.

– Bill Fouch, Eaton Aftermarket Marketing Manager

than just the top line,” adds Sturdivant.

“If [suppliers and distributors] are both going to win we have to grow the top and bottom line.”

Even relationship building became a challenge in 2015.

Supplier consolidation has its challenges, some of those being that it forces distributors to adapt to new distribution structures during each merger and acquisition, Crowley says.

“It’s tough for us because our relationships keep changing,” he says. “Sometimes it works great, but sometimes one supplier will purchase another and they will change [the latter’s] philosophy and that can be a concern.”

“It’s not that you can’t maintain a strong relationship with [suppliers], it’s just more challenging,” says Karon.

Luckily none of those adverse issues have sent aftermarket members running toward the bunker.

Eaton Aftermarket Marketing Manager Bill Fouch says his company withstood the challenges of 2015 to record an “extremely solid” year, and is optimistic looking ahead. “[The aftermarket] will be up slightly over 2015,” he says of expectations for 2016. “Eaton expectations are to continue to grow share in the aftermarket by continuing to work on relationships and bringing value to the market.”

“We expect that the U.S. heavy-duty aftermarket will remain stagnant for the first half of 2016 with some modest improvement expected mid-year and beyond,” says Riordan.

And for companies that excelled last

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

year, like Hogebuilt, internal goals have been set even higher.

“We couldn’t have had a better year [in 2015],” says President Kyle Denu. “We are experiencing tremendous growth.”

What are your company’s aftermarket sales goals for 2016?

Equal to 2015 goals (+/- 2 percent): 24.0% Slighter higher than 2015 (2-10 percent): 51.7% Significantly higher than 2015 (10+ percent): 20.1% Slighter lower than 2015 (2-10 percent): 2.4% Significantly lower than 2015 (10+ percent): 1.7% Source: November 2015 TPS reader survey.

Denu says Hogebuilt had been on a positive growth track in 2013 and 2014 before exploding with sales last year. He says the business is aggressively reinvesting in its operation to support the success and better position itself to serve its distributor and end user customers moving ahead.

Overall, 95.8 percent of TP&S survey responders have set goals equal to or greater than 2015 for the year ahead.

With optimism like that, it’s fair to say the industry is confident in its ability to withstand some bumps and bruises and ups and downs on the road ahead.

“I think 2016 is going to look a lot like 2015,” says Crowley.

Reimondo agrees. “I think the word I would use is stable. I don’t think we’re going to be seeing any big jumps in numbers, but I think we’re in good shape.”

By Lucas Deal, Editor lucasdeal@randallreilly.com

Sales & Marketing

News makers

A look at new trucking equipment introduced in 2015

T

hough 2015 will go down as a modest year for trucking industry growth, it was not without action.

The independent aftermarket landed a huge win in the Right to Repair debate with the announcement of a nationwide heavy-duty access to information Memorandum of Understanding in September.

That was followed by a win for fleets in December when Congress passed a new highway bill eliminating most publicly visible DOT Compliance, Safety, Accountability (CSA) carrier rankings and requiring major revisions to the current program.

In the OEM sector, the biggest news of 2015 came from assembly lines.

There are a lot of new tractors and

18

Volvo Trucks North America’s VAH 630

trailers about to enter North America’s roadways.

By taking time now to get familiar with these vehicles, distributors and service providers can ensure they are prepared to service these units when they age into the aftermarket later this decade.

February The first new vehicle announcement of 2015 came in early February when Volvo Trucks North America introduced its Volvo VAH 630. Available with Volvo’s D11 or D13 engine, Volvo said the VAH 630 sleeper configuration was released to complement the day cab and smaller sleeper cab within the company’s auto hauler family.

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

Peterbilt’s Model 337

March The first quarter closed a flurry of new truck announcements at the Mid-America Trucking Show as Peterbilt, Kenworth and Freightliner introduced new tractors at the Louisville event.

Peterbilt’s newest entrants to the marketplace were a pair of compressed

Sales & Marketing

Freightliner’s Inspiration

The Caterpillar CT Series, previously produced with Navistar.

natural gas (CNG) powered mediumduty trucks (Models 337 and 348). Both equipped with Cummins Westport ISL-G engines, the tractors are EPA 2013 and CARB compliant and available today.

Paccar’s other new development was the introduction of Kenworth’s new customized, premium ICON 900 tractor.

Designed as a tribute to the company’s long-standing W900L, the ICON 900 is available with a 72- or 86-in. sleeper, and up to a 600 horsepower engine.

March also offered the trucking industry the first glance at Freightliner’s SuperTruck.

May Last year also offered the first glance at Freightliner’s fully autonomous

W W W . T R U C K PA R T S A N D S E R V I C E . C O M

Inspiration. Showcased at an on-highway test drive in Nevada, Inspiration is the first fully licensed and legal autonomous Class 8 tractor in North America.

Powered by a 10.7-liter Detroit Diesel engine and a DT-12 automated manual transmission, Daimler Trucks North America (DTNA) said the Inspiration was designed to help “alleviate fatigue by allowing drivers to cede control of the truck to the truck for long periods of time.”

June The summer months were met with big partnership changes in the medium-duty market, including the reintroduction of one of North America’s oldest vehicle brands.

General Motors announced on June

15 that it would be partnering with Isuzu to introduce six low cab forward trucks for the 2016 model year. Based on Isuzu’s N-Series, GM says the trucks will be available as gas or diesel-powered, depending on engine size, and will be compatible with refrigerated, box, stake/ flatbed and service bodies.

“GM will develop and manufacture the 6.0-liter gas engine, transmission and will provide technical support for this powertrain. Isuzu is responsible for vehicle development and manufacturing, including diesel engines,” said Paul Loewer, General Motors Fleet, Commercial product and sales support manager - Medium Duty.

July July closed with a breakup, as Navistar and Caterpillar ended a production partnership regarding CT Series vocational trucks. Set to officially conclude this year, both Navistar and Caterpillar “will have the opportunity to leverage certain joint intellectual property, collaborate with suppliers and utilize licensing agreements moving forward.” Both companies followed the news by announcing they would begin production on independent vocational truck lines in 2016.

“We plan to stay focused on the vocational truck industry moving forward,”

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Sales & Marketing said Ron Schultz, Global On-Highway Truck Group sales and marketing manager at Caterpillar. “During the transition period, trucks will be consistent with what you see today. Over time, our truck engineering and development organization will concentrate on new truck development and features to offer new products and services to our customers.”

Trailer transition The trailer market was busy in 2015 as well, with nearly a dozen new trailer and truck body products entering the market.

In February, Crysteel Manufacturing unveiled its redesigned A-Tipper aluminum dump body for light- and medium-duty trucks. The A-Tipper entered production last year, and comes with a five-year comprehensive warranty on the dump body and hoists.

A second new dump trailer entered the market in June from Ox Bodies. The Trailer Ox Series trailers are available with side heights of 36 to 60 in., lengths of 22 to 36 ft. and are backed by a two-year warranty. An additional Scrap Trailer also was added to the Series in September. The latter is available with side heights up to 72 in. and lengths up to 40 ft.

August

September

Just five months after Kenworth’s ICON 900 was introduced, Fitzgerald Glider Kits added an ICON 900 and Western Star 4900 glider to its production line.

The company said the gliders would be spec’d with three pre-2007 engine options, as well as three Eaton Fuller reman transmissions.

Isuzu made headlines in the OEM market for the second time in 2015 when it debuted its 13,000 lb. GVWR NPR Diesel. The Class 3 truck is available now, and features a 3.0-liter turbocharged and intercooled diesel engine that produces 150 horsepower and has an engine life rating of 310,000 miles.

Crysteel Manufacturing

The Great American Trucking Show was the scene for the next new trailer introduction, as Kalyn Siebert introduced a hydraulic sliding trailer and scraper neck option for an extreme hydraulic removable gooseneck in Dallas in August. Immediately available, the trailers are geared toward all segments of the hauling industry, the company says.

Two more new haulers followed in September when Talbert Manufacturing and Doonan Specialty Trailer introduced their Air Ramp/Air Tilt Series and New Specialty Coil Hauler, respectively. Talbert’s new trailer series includes options for a 20- and

Ox Bodies

Talbert Manufacturing

Kalyn Siebert

Doonan Specialty Trailer

20

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

25-ton capacity model, and features a 33-in. deck height. The New Specialty Coil Hauler was designed specifically for coil hauling, and features a GVWR of 98,000 lbs. based on tri-axles and disc brakes.

The trailer market’s last big news came from Wabash National, which introduced both a sulfuric acid tanker and a truck body product line in October. The former is a Brenner Tank branded fiberglass reinforced plastic tanker that can transport sulfuric acid at concentrations up to 98 percent, 5 percent higher than previous models.

The latter is Wabash National’s first foray into truck body design, and was spurred by customer demand, the company said. The first two body designs are refrigerated and dry van for final mile deliveries on Class 6-8 chassis.

“Our customers were looking for a truck body for that final mile that didn’t exist in the current marketplace,” said Brent Yeagy, group president, Commercial Trailer Products at Wabash National.

“We were able to leverage our current manufacturing experience to produce these bodies to equip them in that space.”

Doonan Specialty Trailer

Sales & Marketing General Motors and Navistar also formally announced in September a new long-term production agreement for Class 4 and 5 trucks. Hinted at as early as June in Successful Dealer, both manufacturers cited the new partnership as an opportunity to expand across the commercial vehicle marketplace. Production on the new trucks will begin at Navistar’s Ohio assembly plant in 2018.

“GM will jointly develop the vehicles and provide commercial components and engines. Navistar will provide joint development, rolling chassis expertise and manufacturing capabilities,” Loewer said.

November A busy 2015 closed with Alkane Truck Company’s announcement it would introduce a new Class 7 cabover to the

Fitzgerald Glider Kits ICON 900 glider

market in the coming year. Alkane’s production model is unique in that components for the tractor are outsourced to existing American suppliers and are assembled to specification at

the company’s South Carolina plant.

The company says the Class 7 tractor is equipped with an 8.8-liter engine that can support liquid propane autogas or CNG fuel systems.

ALL-MAKES PARTS ENGINEERED, TESTED AND SUPPORTED BY MERITOR.

NOT JUST QUALITY. MERITOR® QUALITY Meritor AllFit parts are design-engineered and manufactured to meet aftermarket performance expectations and OEM specs on all makes of vehicles. For industry-leading support and unsurpassed value, go to MeritorPartsOnline.com or call 888-725-9355. And ask for the box with the bull. ©2016 Meritor, Inc.

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Marketplace

The Buzz The five hottest products as determined by readers of truckpartsandservice.com

Expanded aftermarket product lines NEWSTAR has added nearly 30 new products to its commercial vehicle portfolio.

The new products include an input shaft assembly for Eaton Fuller transmissions, a compressor that replaces Bendix, GM and DDA numbers, an air dryer assembly, an upper rear engine mount and radiator for Freightliner trucks, a hood latch for Freightliner’s Century class, a radiator insulator for Kenworth and Peterbilt trucks, a speed sensor for Cummins ISB engines, a cabin air spring for Freightliner models, and a plug kit that works with Meritor’s 20R Series, the company says.

New sleeve nut products Midwest Truck & Auto Parts’ World American introduces its new Wheel Tite Sleeve Nut System.

World American says the system is designed to fight wheel and wheel stud damage, which aids in the prevention of unpredictable “wheel off ” emergencies. It is designed specifically for Class 7 and 8 tractors and trailers, and any vehicle that uses M22x1.5 two-piece wheel nuts.

World American says the system works with steer, drive and trailer axles at 6 mm and 19 mm, and drive and trailer axles at 28 mm and 39 mm sleeves.

Premium aftermarket brand debuts Continental has introduced a new premium aftermarket brand called Elite to the North American market.

According to Continental, the new line will include the same products formerly offered by Veyance Technologies, which Continental acquired in 2015. Among the product lines offered under the Elite brand will include belts, hoses, hydraulic hose and tensioners with Accu-Drive Technology, the company says.

Aftermarket LED headlights New diagnostic scan tool MAHLE Service Solutions announces its TechPRO diagnostic scan tool is now available for sale.

According to MAHLE, TechPRO was engineered so vehicle communication interface (VCI) and software can be used with a technician’s current desktop, laptop or tablet, making it unnecessary to buy or lease extra hardware. In addition, regular vehicle data and software updates are downloaded automatically and seamlessly via the Internet.

TechPro also enhances the experience of end users with an easy to use human machine interface (HMI), the company says.

22

T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

J.W. Speaker Corporation has unveiled a re-engineered 5 in. x 7 in. LED headlight.

Popular in the heavy-duty trucking market, the company says its Model 8900 Evolution is a simple drop-in replacement for 5 in. x 7 in. headlights.

The Model 8900 Evolution features a die-cast aluminum housing and hard-coated polycarbonate lens for maximum durability, the company says.

UP

A DE R G

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Marketplace

Workshop welder

Snap-on has introduced the MIG160i welder, which is designed to work with materials found in today’s fuel efficient vehicles.

According to Snap-on, multiple synergic curves provide technicians with a library of pre-programmed settings to quickly set up and weld various material types and thicknesses with ease, which reduces repair time and increases productivity. Its LCD screen also provides technicians with ideal parameters for each specific material type and thickness. The MIG160i MIG welds steel and stainless steel, MIG brazing of high-strength and Boron steels with copper-silicon wire and MIG welds 5356 and 4047 aluminum with an optional torch kit, the company says.

Custom floor mats for Freightliner trucks Minimizer has added coverage to its Custom Molded Floor Mats line for Freightliner Coronado (2010-2016) and the Freightliner 122SD (2013-2016).

Minimizer says its engineers scan the interior measurements and angles of each specific make and model to ensure an exact fit. A retention hook mounted to the base of the stick shift is designed to keep the floor mat in place.

The tray system is designed to be removed easily for quick cleaning. In a matter of seconds, the mat is spotless so the truck can get back on the road, the company says.

Various new formerly dealer only parts Dorman HD Solutions introduces six new formerly dealer only parts to its heavy-duty aftermarket product line.

The company says new products include direct-replacement headlight assemblies—for Sterling and Hino trucks—a bumper extension for Freightliner truck models, Kenworth windshield wiper arms, direct-fit grilles for International 4300 trucks and a fuel tank strap for International 50- 60-gallon square tanks.

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T R U C K PA R T S & S E R V I C E | J a n u a r y 2 0 1 6

Off The Line

Spotlighting a new OEM innovation Peterbilt introduces enhanced driver rollover protection Peterbilt says its on-highway Model 579 and vocational Model 567 are now in production with the RollTek protection system integrated in its premium Atlas II driver seats.

“The RollTek safety system helps protect drivers in the event of a rollover,” says Scott Newhouse, Peterbilt chief engineer. “A sensor located under the seat constantly monitors the angular position of the vehicle and activates when it detects an imminent rollover. When activated, RollTek deploys side-roll airbags, tightens the safety belt and lowers the seat to help reduce injury risk and maximize safety for operators.”

The Atlas II seat with RollTek system is a factory-installed option fully integrated with the truck’s electrical and air systems, Peterbilt says.

Expanded LED product lines Optronics International is expanding its ONE LED line of single-diode lamps with the introduction of its new BUL003CB 4 in. round back-up lamp and its BUL002CB 6 in. oval back-up lamp.

Optronics says all ONE LED Lamps meet FMVSS 108 photometric requirements for visibility and safety. A grommet-mount version of the new BUL003CB 4 in. round back-up lamp and the BUL002CB 6 in. oval back-up lamp will be introduced first and will be followed by flangemount versions. The lamps are available with standard PL-3 and weather tight termination options, Optronics says.

New impact accessories Dewalt announces the launch of six new Impact Ready accessories that are optimized for Dewalt impact drivers.

The tools are the Impact Ready 18GA Shear Attachment, Impact Ready Right Angle Flexible Shaft Holder, Impact Ready Bit Tip Holder, Impact Ready Holder, the Impact Ready Masonry Bits, and one-piece Impact Ready Titanium Bits.

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