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UAP Purchases Buy-Rite Truck Parts | Smalley Named To Hall Of Fame

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Volume 53 | Number 2 | February 2017

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Editorial

Editor: Lucas Deal Equipment Editor: Jason Cannon Associate Online Editor: Jonathan Willis editorial@truckpartsandservice.com

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Editorial | Lucas Deal

How you’ll beat Amazon

By Lucas Deal, Editor lucasdeal@randallreilly.com

D

id you pick up the unofficial theme at Heavy Duty Aftermarket Week (HDAW)?

Beginning in the lead up to Heavy Duty Aftermarket Dialogue and running through HDAW’s final educational session, it was clear there was a thematic undercurrent during the festivities this year in Las Vegas. Panelists brought it up constantly, suppliers focused on it during the trade show and — at least from the conversations I had — a lot of distributors seemed to have it on top of mind.

Those who attended probably already know what I’m referring to. For those who didn’t: The independent aftermarket is on the cusp of an e-commerce revolution.

The messaging started on Jan. 20 when Truck Parts & Service published the results of a recent MacKay & Company and FinditParts study that uncovered 55 percent of end users have already tried e-commerce to purchase Class 6-8 truck and trailer parts. The survey also discovered nearly half (47 percent) of the responders who’ve yet to try online sales are considering the platform for the future, and that price, product availability and convenience are driving customers into the new purchasing channels.

Those sentiments were reiterated and expanded on later at Heavy Duty Aftermarket Dialogue, where representatives from some of North America’s largest fleets and carrier associations trumpeted their experiences with online ordering

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and purchasing. Suppliers followed suit, touting the channel later in the day and during HDAW as a burgeoning tool for their business.

Then there was ‘Aftermarket Briefings,’ a new event to HDAW in which three technology subject matter experts conveyed to the audience how new software and technological tools, such as e-commerce solutions, can serve to improve and enhance their businesses.

You can be asleep in bed and provide the best service a customer could hope for.

The last event in particular was packed with inquisitive distributors, who immediately started lobbing questions toward the presenters and didn’t stop until the end of the week.

I think that’s a great sign for this industry.

We all know e-commerce is the future.

Almost all of us are using it for some aspect of our lives, and as we become more adept at using it (and more companies offer it) we’re inevitably going to use it even more.

Whether or not e-commerce fits with conventional distribution doesn’t matter anymore. It’s what customers want.

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Any industry that can use it but resists is risking — no, inviting — a market disruption.

One of the hypotheticals put forth several times at HDAW was the example of an end-user relying on second- and third-shift technicians to maintain and service their vehicles. In each case, whomever brought up the hypothetical eventually came to the same end: At some point those nightshift technicians are going to need a part, and there’s a good chance when that happens they’re going to pull out their smartphone and look for the distributor closest to them who has it.

That can be you. In fact, it must be you.

The aftermarket’s biggest advantage against Amazon — and one I don’t see deteriorating anytime soon — is your inventory. Most of what that tech needs you already have, and can deliver in a few hours. Amazon, even with its new drones and corner stores, is still primarily a twoday shipping distributor.

This is where you can beat them.

By building e-commerce websites that allow customers to search your inventory and order parts 24/7, distributors can be there for those late-night technicians.

You can be asleep in bed and provide the best service a customer could hope for — taking orders at 2 a.m., packing them at sunrise so a first-shift technician can install them at 8 a.m.

I don’t care if Amazon Prime shipping is free, no customer is walking away from that.

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Editorial | MacKay & Company

Independent distribution — really?

By Stu MacKay, with counterpoints by Molly MacKay Zacker MacKay & Company

O

n the heels of another Heavy Duty Aftermarket Week (HDAW), the issue of who gets permission to exhibit and to attend again surfaced. For as long as most of us can remember, individuals and other entities with any sort of umbilical relationship to a vehicleproducing entity cannot be considered independent and were not invited.

However, the lines are becoming more blurred as dealerships are now members of buying groups and these members ARE allowed to participate at HDAW. So what, actually, does “independent” mean?

It apparently doesn’t mean that any company that sells to the original equipment market doesn’t get painted with the OEM brush. And it apparently also doesn’t mean that any of these same supplier companies who sell to the aftermarket parts distribution arm of these same OEM companies get the brush treatment as well. Independent means not-affiliated with an OEM, working on the vehicles, but having no direct connection with any vehicle manufacturer. We think.

Everybody in the heavy-duty aftermarket — regardless of the shingle hanging out front — is dependent on the OEM side of the business. No argument!

Were it not our friends from Germany,

Sweden, Bellevue and elsewhere putting trucks together, there would be no aftermarket. Same for the trailer guys, be it Lafayette, City of Industry or somewhere else. EVERYBODY IN THIS AFTERMARKET BUSINESS IS DEPENDENT; INDEPENDENCE IS A MYTH! The reality of the heavyduty aftermarket is this: The customer will decide what he buys and where he buys it.

Again, no argument!

It is up to the individual participants in the aftermarket arena to provide the products, services and support that the customer demands. Yeah, a national network of OEM dealers might have had an advantage over a loose affiliation of “non-OEM distributors” a few years ago — but that’s not the case today.

Disagree. Large dealer organizations do have an advantage — the advantage of market share, technical information and technicians receiving higher pay.

On the flip side, “non-OEM distribution” has both the physical coverage, the breadth of product offerings and the brand identification capabilities to match the other guys.

And the relationships, for sure, but it is still not easy competing against large dealer organizations.

True, independents don’t usually get the warranty parts business — but do they really want it, anyway? Warranty

Everybody in this aftermarket business is dependent

work can be a pain in the butt, especially if it’s involved with a major recall; clogged shops, paperwork up the yingyang, unhappy customers — who needs it!

The “sweet spot” in the heavy-duty aftermarket occurs long after vehicle and component warranties have expired. For most products and components outside the regular maintenance arena trucks and often trailers are in the hands of the second and sometimes third owner.

Research shows that “non-OEM distribution” has proven to do a much better job with this customer than competitive channels.

The reality of the marketplace is that distribution systems with a direct affiliation to OEMs are picking up market share from those distribution entities without such a tie. They certainly aren’t stealing it.

They have studied what has made “nonOEM affiliated” distribution successful in the past and have successfully initiated programs to capitalize on this. And they have energized their distribution system to capitalize on what has been learned.

It might have been Abraham Lincoln (perhaps the last honest politician from Illinois!) that espoused the philosophy of “keeping your friends close but your enemies closer.” My advice to the guardians of the gates surrounding HDAW would be this: You may enjoy being surrounded by your “friends” — but you stand to learn a good deal from your “enemies.” Think about it!

Stu MacKay started MacKay & Company in 1968. Molly MacKay Zacker has provided counterpoints for the same amount of time.

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Industry Focus

Dealer News Utility Trailer Sales of Utah, Inc. has opened a new full-service and parts location in Nevada, Utility Trailer Sales of Las Vegas.

Bergey’s Truck Centers has acquired Harvey Truck Centers, resulting in the addition of two new full service truck dealerships located in New Castle, Del., and Delmar, Md.

Worldwide Equipment is celebrating its 50th anniversary this year.

Thompson Truck and Trailer in Cedar Rapids, Iowa, has built a new headquarters.

H.K. Truck Center is celebrating the company’s 35th anniversary in 2017.

Ford Motor Company has rebranded its more than 650 commercial truck and van dealerships. The dealerships are now known as Commercial Vehicle Centers.

Great Western Leasing and Sales has acquired Albuquerque, N.M.-based Quality Trailer Sales.

Bruckner Truck Sales has opened a new dealership in Oklahoma City.

Tri-State Truck & Equipment has joined Terramac’s North American dealer network.

Four Star Freightliner, Inc., will honor its employee Zachary Sizemore, by

North American Trailer has opened its relocated and expanded facility in Inver Grove Heights, Minn.

creating a scholarship in his memory.

Sizemore, 32, worked in the accounting department at the Dothan, Ala., location, before passing away from cancer.

Freightliner of St. Cloud, Minn., has assumed ownership of Northland Freightliner, which was formerly Advanced Diesel Services.

TransChicago Truck Group is acquiring the former Truck City dealership in Gary, Ind.

PacLease added 10 new locations last year in response to increase demand for rental and leasing services.

Canadian commercial trailer manufacturer Triple E Canada Ltd., is expanding its dealer network into the U.S. M&K Truck Centers has acquired the exclusive rights to represent Volvo Trucks in the Detroit-metro market from Livonia-based VIP Truck Center.

VIPAR Heavy Duty Helps Form NEXUS North America The Automotive Distribution Network, Automotive Parts Associates and VIPAR Heavy Duty have announced the formation of NEXUS North America, LLC. In March 2016 the three organizations announced that they joined NEXUS Automotive International SA (N!), a leading global aftermarket trade group. The new NEXUS North America entity serves as the exclusive partner for N! in North America.

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According to the businesses, the formation of NEXUS North America further strengthens the resolve of its founding partners, putting more “skin in the game” to execute on combined strategies and work in close alignment on key marketplace initiatives that can positively affect each partner. Leaders within NEXUS North America actively serve on multiple N! committees and boards, including the auto and truck global sourcing committees, the group says.

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Industry Focus

Bendix Expands Production Lines At Mexico Facility Bendix has doubled its manufacturing capabilities for highperforming solenoid valves and assembled manifold components through a production line expansion and improvement at its Acuña, Mexico, manufacturing campus.

The $1.5 million expansion has allowed Bendix to add a new low-flow solenoid production line and a new manifold line to its high-tech assembly facilities, increasing capacity and allowing the company to offer custom ordering and just-in-time delivery, the company says.

“Modern solenoids are capable of managing more than a dozen pneumatic accessories – we’re talking fifth wheel slide locks, lift axles, air horns, and wheel differential locks, in addition to others,” says Rebecca Carter, Bendix product manager – specialty valves. “Fleets and original equipment manufacturers

are looking to Bendix for custom, advanced, low-flow solenoid solutions to meet a practically limitless range of vehicle needs, and these new lines in Acuña enable us to meet a growing demand with increased flexibility.”

Michelin Adds To Commercial Service Network

Stone Truck Parts Names Meritor ‘Vendor Of The Year’

Michelin Americas Truck Tires announces Youngblood Automotive & Tire has joined the Michelin Commercial Service NetworK (MCSN), expanding the MCSN coverage in Texas.

With 22 state-of-the-art service trucks and 30 TIA-certified service specialists, Michelin says Youngblood will offer a complete range of services, including repairs, inspection and alignments, and 24/7/365 emergency road service (ERS).

“Successfully serving the central Texas area for 46 years demonstrates the level of quality and service Youngblood Automotive & Tire provides to its customers,” says Ralph Dimenna, chief operating officer for Michelin Americas Truck Tires Division. “On behalf of Michelin, we welcome Youngblood into the MCSN family.”

Stone Truck Parts has named Meritor as its 2016 Vendor of the Year.

Jim Stone, Jr., purchasing manager for Stone Truck Parts, presented the award at the distributor’s annual sales meeting in Pinehurst, N.C. Stone credits Meritor’s award to its ongoing strong partnership with Stone and their many efforts to help them grow in 2016.

“Meritor is a great partner to have because of their commitment to superior customer service and working together with a distributor to take care of their customers,” Stone says. “Stone and Meritor are alike in their goal of being a reliable source of parts and knowledge for the end-user, and most importantly a solutions provider for their customers.”

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

Feb. 27-March 2 Technology & Maintenance Council (TMC) Annual Meeting, Nashville March 14-17 The Work Truck Show, Indianapolis March 23-25 Mid-America Trucking Show, Louisville April 21-23 GenNext, CVSN Distributor Training Expo, Atlanta April 26-28 ITPA Spring Meeting, Detroit May 3-7 HDA Truck Pride Annual Meeting, Orlando

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Industry Focus

W.W. Williams Adds Mobile Services

The Wyakin Warrior Foundation provides educational scholarships and support to veterans.

Minimizer Makes Generous Donation To Wyakin Warriors Minimizer is making a $20,000 donation to the Wyakin Foundation, which assists wounded veterans in adapting to civilian life.

“This is something very near and dear to our hearts,” says Minimizer CEO and Chief Visionary Craig Kruckeberg.

“The Wyakin Foundation serves as an invaluable resource in helping injured veterans transition to civilian life. These great people have served our country and deserve every opportunity to achieve success in the future.”

“Minimizer has once again stepped up in a big way,” says Brent Taylor, Wyakin executive director. “We can’t thank them enough for their continued generosity. This will go a long ways in helping us assist wounded veterans.”

The W.W. Williams Company, LLC, has completed the acquisition of Desert Fleet-Serv Inc. (DFS), a mobile provider of onsite maintenance and repair services for diesel trucks and trailers. Terms of the private transaction were not disclosed.

Headquartered in Phoenix, DFS’s ASE-certified technicians provide a comprehensive range of commercial vehicle maintenance and repair services.

“We’re thrilled about DFS joining our Company as we look to strengthen the range of our large-vehicle fleet maintenance and repair services,” says Alan Gatlin, chief executive of W.W. Williams. “The addition of this great team will ensure we continue to provide our customers with best-in-class service.”

Grote, N.A. Williams Partnering Grote Industries has partnered with aftermarket sales agency N.A. Williams to form the largest heavy-duty aftermarket sales force in the industry.

Seventeen sales representatives from N.A. Williams started working alongside Grote’s direct heavy-duty sales team in November, and attended multiple training sessions covering Grote products, programs, and the company. The addition more than doubles Grote’s heavy-duty sales staff, with additions from N.A. Williams in each of Grote’s three aftermarket sales regions, Grote says.

“This partnership with N.A. Williams will allow us to cover our customers’ needs like no other supplier,” says Grote Vice President of Sales and Marketing John Grote. “We are looking forward to many successes and opportunities moving forward.”

People In The News Rear View Safety has hired Eric Bauernfeind as an account executive.

Jason Holt has been appointed president of Omaha Standard Palfinger.

Fontaine Modification Fleet Holt Services has hired Angel Salas as facility manager for its Laredo, Texas, truck modification center.

Dayton Parts has hired Mike McGrew for director of Sales National & Specialty Accounts.

DENSO Products and Services Americas, Inc., has named D.J. “Dong Ju” Park senior manager of engineering and electrical

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operations at its Murrieta, Calif., remanufacturing plant.

Marx Group has promoted Steffanie Savine to vice president, sales and accounts.

Savine HUBB Filters has hired Jeff Allen as its new vice president of channel development.

Yokohama Tire Corporation (YTC) announces Jeff Barna has joined the company as chief operating officer.

East Manufacturing has appointed Chuck Stephens as western sales representative.

T R U C K PA R T S & S E R V I C E | F e b r u a r y 2 0 1 7

Jim Hurt has joined Karmak as a regional sales manager in the Northeast Region.

VIPAR Heavy Duty has appointed Deval Joshi as the organization’s new senior program manager.

Joshi Trailer Wizards Ltd. has announced the appointment of Mark Irwin as vice president of fleet.

HDA Truck Pride has appointed Tom Kennedy as vice president of Product Management.

Velocity Vehicle Group has hired Howard Shiebler to lead Crossroads Equipment Leasing and Finance, LLC.

Industry Focus

UAP Purchases Buy-Rite Truck Parts UAP Inc. has announced the acquisition of the assets of Buy-Rite Truck Parts Inc. (Buy-Rite), located in Mississauga, Ontario.

Founded in 1988 and a member of HDA Truck Pride, Buy-Rite serves the Greater Toronto Area and has been recognized for its high level of service by industry associations, manufacturers and its clients.

“This important acquisition is part of our strategy to expand our presence in the Ontario market, to better serve Traction’s growing client base in the province,” says Pierre Rachiele, executive vice president of the Heavy Vehicle Parts Division of UAP Inc. “We are excited at the opportunities this acquisition will bring for our division as we will leverage the expertise acquired

by Buy-Rite over the last 28 years.”

New Life Transports Parts Center Expands Dallas Facility New Life Transport Parts Center is expanding the warehouse space of its Dallas facility by 50 percent this month as part of its overall plan to improve customer service and meet the evolving needs of its distribution customers and strategic partners.

The move comes after a similar expansion in Atlanta last year.

“The expansion in Dallas comes on the heels of our recent Transport Parts Center expansion in Atlanta last fall, and is part of our overall goal to remain a leader in wholesale trailer parts as well as our expanding truck parts distribution,” says Robert Lindley, president of New Life.

EZ Oil Drain Gets National Distribution Partner EZ Oil Drain Valve has secured a distribution agreement with NAPA, putting its products in more than 6,000 stores across the country.

The EZ Oil Drain Valve works by replacing the stock oil drain plug on any vehicle, making oil changes easier, cleaner, and faster, the company says. It works by turning a level to drain oil, and the lever securely locks when closed. EZ Oil Drain has more than 50 SKUs for medium- and heavy-duty engines.

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HDAW News

HDAW Keynote Speaker Pushes Distributors To ‘Create Tension’ Renowned business celebrity and former Chief Marketing Officer of Eastman Kodak Jeffrey Hayzlett told a group of aftermarket industry leaders at Heavy Duty Aftermarket Week (HDAW) that businesses must adapt and change or they will die.

Hayzlett said he’s often asked why Kodak was forced into bankruptcy two years ago.

“I tell them, Kodak didn’t go bankrupt two years ago,” he said. “They went bankrupt in 1975.”

Hayzlett said a Kodak employee developed digital photography in 1975, but executives passed on the technology and stuck to the model they knew.

“They didn’t want to change,” he said.

Hayzlett, a host on C-Suite TV and on CBS Radio and author of Think Big Act Bigger, said leaders must be “different” to succeed.

“You have to be a little irrational to win,” Hayzlett said, as he shared some reasons that people often fail. Fear, tension, radical transparency, risk and failing to keep promises are causes of

Former Dayton Parts Boss Enters Aftermarket Hall Of Fame

failure, he said.

“I want you to leave here today and re-print your business cards to say Chief Tension Officer,” Hayzlett said. “It is your job to create tension. That’s what great teams do, they cause tension and radical transparency.”

By causing tension, leaders create competition, he said.

OEMs Gaining Engine Marketshare

Smalley

Gary Smalley, former president at Dayton Parts, received the Heavy Duty Aftermarket Hall of Fame Award at Heavy Duty Aftermarket Week (HDAW).

Smalley, who retired last year following a 20year career with Dayton Parts, was a founding member of the group that helped launch HDAW in the early 2000s and served as HDAW co-chair in 2010. Two years earlier, he was asked to serve on a team tasked with aligning CVSN, HDDA and HDMA on HDAW ownership roles.

Smalley has remained active in CFS/CVSN, SSA, SMA, HDMA, the Heavy Duty Business Forum, the Spring Manufacturers Institute among others, serving as board member and active participant.

Accepting the award was Paul Anderson, current Dayton Parts CEO, who worked for Smalley for more than 20 years, who noted Smalley’s talent for managing and motivating employees and always putting his customers first.

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Business celebrity and former Chief Marketing Officer of Eastman Kodak, Jeffrey Hayzlett, was the keynote speaker at Heavy Duty Aftermarket Week.

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The vertical integration of powertrains has quickly made its impact on trucking, shifting the balance of power among engine makers and truck makers over the last five model years.

Statistics compiled by Dave Kalvelage, manager IT and database services for MacKay & Company, and presented at Heavy Duty Aftermarket Week (HDAW) show Detroit, Volvo and Paccar branded power eating engine market share dropped by International and Cummins.

From 2005 to 2015, 19 points were put up for grabs. Cummins went from 39 percent share to 36, while International slid from 13 percent to 4 percent. Mack shed 1 percent – from 9 to 8 percent.

Caterpillar’s exit from the market put another 4 percent on the table. Mercedes Benz-branded

engines went from 3 percent to 1 percent.

Paccar was the big winner over those five model years, snapping up 9 percent – up from 2 to 11 percent.

Next was Volvo, up from 6 to 11 percent while Detroit grew its share from 24 to 29 percent.

Much of Detroit’s gains were driven by Freightliner seizing truck market share over the same five-year period.

Freightliner went from 32 to 38 percent while Kenworth also nabbed a 4 percent gain, up from 11 to 15 percent. Volvo jumped from 9 to 12 percent and Peterbilt jumped from 12 to 13 percent.

Those four brands snapped up the 13 percent lost by International and 1 percent from Mack Trucks.

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HDAW News

Major Aftermarket Growth Unlikely For 2017 Heavy Duty Aftermarket Dialogue’s discussion on the state of the North American aftermarket started with an explanation most in the audience already knew: last year was a tough one for the industry.

MacKay & Company’s John Blodgett and David Kalvelage say the United States heavy-duty aftermarket slipped 1.5 percent year-over-year in 2016, a number driven predominately by lower than anticipated utilization, Truckable Economic Activity (TEA) rates and pricing adjustments. Suppliers fared much better in Canada, where the market climbed by more than 7 percent, though Blodgett says an overwhelming majority of those gains came from exchange rate adjustments and not increased unit sales.

The duo says late gains in pricing and year-over-year sales rates finally turned north at the end of 2016, but in looking ahead at the next 10 months, Blodgett says

John Blodgett, vice president of sales and marketing at MacKay & Company, speaks at Heavy Duty Aftermarket Dialogue last month before HDAW.

2017 is likely to be another water treading kind of year for aftermarket businesses.

MacKay’s DataMac predictive forecast — produced now and updated each summer — currently shows utilization and price pushing up slightly (2.0 and 1.0 percent, respectively) for the U.S. market year this year, leading to a forecasted 1.5 percent growth for the industry.

Buoyed by price jumps Canadian numbers are again better, with the DataMac forecast showing a year-over-year increase of 7.2 percent for 2017.

Additionally, the company expects U.S. aftermarket value in 2017 to equal 2015 numbers ($30.6 billion), with minor growth opportunities being projected now for the rest of the decade.

Auto Care Study Shows Viability For Heavy Duty Product Standards The Heavy Duty Distributor Association (HDDA) segment of the Auto Care Association announced the results of its 2016 Feasibility Study with Pricedex Software into the viability of developing product data standards for the heavy-duty aftermarket at Heavy Duty Aftermarket Week (HDAW).

Last year’s study was conducted from June to September last year. During their presentation at HDAW, Auto Care’s Bill Hanvey and Sheila Andrews said they were pleased by the results of the study, which they believe shows the aftermarket would support a standardization of product information reporting standards.

“A product standard would allow us to create more robust product data to help

14

you and your counter people sell more product … and become more efficient,” says Hanvey, Auto Care president and CEO. “It would allow all of us to speak the same language.”

Andrews summarized the findings of the study to four key takeaways: ■ There is a significant opportunity to create an industry data superset to support the individual requirement of the heavy-duty, industrial equipment and light-duty aftermarkets.

■ Supporting data requirements in the heavy-duty aftermarket is not just about trucks. It is about a wide breadth of systems and assembly which are defined by the vocation of the equipment. “This is not a

T R U C K PA R T S & S E R V I C E | F e b r u a r y 2 0 1 7

year-make-model catalog,” she says.

■ While the product hierarchies used in the heavy-duty and automotive aftermarkets differ and cannot be merged, an excellent opportunity to bootstrap (ATA’s) VMRS part coding by manufacturers can be achieved.

■ Defining a standard set of product attributes for heavy-duty parts ‘completes the picture’ in a data standard vision for the heavy-duty aftermarket.

Auto Care says its next step is pulling in industry representatives willing to assist in the determining the needs and requirements of a standard. The Association plans to recruit aftermarket suppliers and distributor channels for assistance in this area.

Tech Updates

SAFETY RECALLS Cummins, Inc., is recalling certain model year 2015-2016 Cummins Power Generation Generator sets, models C60D6R, C150D2RE, C100D6R, C200D6R, C200D2RE, C275D2RE, and C300D6R, manufactured Dec. 18, 2015, to Oct. 3, 2016. The affected generator sets have been mounted on trailers, and due to the possibility that the door hinges may fail, the generator set doors may detach while the trailer is being moved. If the door detaches, it can become a road hazard, increasing the risk of a crash.

The following are safety recalls issued by the National Highway Traffic Safety Administration:

the affected vehicles, incorrect software for controlling the electronic air dryer may result in oil and water contaminating the brake system. If

the brake system becomes contaminated, braking performance could be affected, increasing the risk of a crash.

Daimler Trucks North America (DTNA) is recalling certain model year 2008-2009 Sterling Bullet 4500 and 5500 cab chassis vehicles manufactured Nov. 1, 2007, to Nov. 7, 2008. The affected vehicles have a 220 amp alternator that may develop a short circuit. If the alternator develops a short circuit, there is an increased risk of a fire.

Paccar is recalling certain model year 2017 Peterbilt 325, 330, 337, 348, 365, 367, 386, 389, and 587 vehicles manufactured April 20, 2016, to June 13, 2016. The brake lights may not illuminate when the brakes are applied.

As such, these vehicles fail to comply with the requirements of Federal Motor Vehicle Safety Standard (FMVSS) number 108, “Lamps, Reflective Devices, and Associated Equipment.” If the brake lights do not illuminate when the brakes are applied, other drivers will be unaware the vehicle is stopping, which can increase the risk of a crash.

Volvo Trucks North America is recalling certain 2017 Volvo VHD, VNL, and VNM trucks manufactured Feb.19, 2016, to June 21, 2016.

Additionally, Mack Trucks is recalling certain model year 2012, 2014-2015 and 2017 Granite (GU), 2012-2017 Pinnacle (CHU, CXU), and 2013-2015 and 2017 Titan (TD) trucks manufactured Jan. 7, 2011, to Sept. 29, 2016.

The affected vehicles were built with front wheel hubs that cannot support the gross axle weight rating of the front axle. Overloaded front wheel hubs can result in premature failure of the hubs, bearings, and the related components, which can cause the front hub assembly to separate from the front axle. Because of this, the driver may lose control of the vehicle or parts may be dropped on the road, increasing the risk of a crash.

Volvo Trucks North America is recalling certain model year 2013-2017 VNL and VNM trucks and certain model year 2017 VNX trucks. In

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F e b r u a r y 2 0 1 7 | T R U C K PA R T S & S E R V I C E

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2016 Distributor of the Year Winner

Growing into

greatness How customer satisfaction shapes the culture at Blaine Brothers

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lot of truck parts distributor companies can trace their origins back to humble beginnings.

Blaine Brothers might be the only one that can trace its start back to a single truck.

It was 1979 when the original ‘Blaine Brothers’ — Rick and Fred Dally — started stocking and selling truck parts out of the bed of their 1969 Ford pickup.

The entreprenuering duo was green in distribution but knew the area, and saw a need around Minnesota’s Twin Cities for

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a mobile distributor who understood the impact delivery speed made on customer satisfaction.

With their inventory on wheels, the duo quickly earned a reputation, and soon added a building to support a burgeoning customer base and its product needs. The brick and mortar facility only further strengthened the brothers’ delivery capabilities, and customer satisfaction rates.

It is the latter that continues to drive the business nearly four decades later.

Now led by second-generation owner

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Dean Dally, Blaine Brothers, Inc., features four separate business entities with nine locations across two states. It employs more than 250 people, and other than new and used on-highway truck sales, offers nearly every product and service required in the commercial trucking industry.

The diversified distributor also is now the 2016 Truck Parts & Service Distributor of the Year.

Blaine Brothers’ broad selection of services can be traced back to its founding. The Dally brothers rooted their business in providing quality service and building partnerships with their customers, and it is because of the latter that the former has grown.

Blaine Brothers refuses to let its customers down.

“We work on our customers’ schedules, not ours,” Dean Dally says. “When their trucks or trailers are down we do

By Lucas Deal, Editor lucasdeal@randallreilly.com

Blaine Brothers supplements its parts business with an expansive service operation.

The company has service bays at all of its parts locations, as well as a mobile service and 24/7 towing and delivery fleet to help get customers back on the road.

our darndest to address the situation quickly and get them back on the road.

We know how important that is to them.”

That starts with the company’s three distribution facilities in Minneapolis, Scanlon and Clearwater, Minn. Together the facilities offer a complete offering of medium- and heavy duty truck parts, as well as drive in, bench, mobile and on-site service, customized fleet maintenance, a 24/7 towing and recovery unit and a sales and rental division for spotter trucks used at shipping hubs and terminals.

The locations also are supported by

Blaine Brothers’ TRUCKALINE, a service business specializing in full service alignments, frame and suspension service.

Together the quartet makes up what Dally believes is the strongest parts and service operation in the region, and a business that truckers and carriers can rely on regardless of their specific need.

“We want customers to be able to come to us for anything, at any time,” he says.

But as impressive as its line card is, Blaine Brothers’ biggest asset isn’t what the company can do, it’s the people who do it.

When a customer comes to us with a problem, I want our guys to give them an honest answer for how to fix it. Good or bad, at least then they can deal with it.bbb – Dean Dally, owner, Blaine Brothers

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Dally says Blaine Brothers’ staff is engaged and invested in both the success of their employer and their customers; and it is that commitment that has allowed the company to evolve from a one-truck operation into the multi-faceted service provider it is today.

Dally heaps a lot of praise on his management team for developing such a dedicated group.

“I couldn’t do a speck of this by myself,” he says.

Among the efforts he attributes to his leadership team are regularly scheduled supplier-led product and service training sessions, team-building programs, supporting employee empowerment in daily operations and an open-door policy that encourages employees to offer proposals and suggestions to improve the business.

Each action not only strengthens the relationships between Blaine Brothers

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2016 Distributor of the Year Winner and its employees, but also between its employees and its customers. Blaine Brothers wants to be its customers’ partner, and Dally says his employees make that goal a reality.

In fact, the company’s hiring practices are built around that concept. Blaine Brothers hires for attitude, aptitude and integrity.

“That’s what you have to have to build relationships [with customers],” Dally says. “When a customer comes to us with a problem, I want our guys to give them an honest answer for how to fix it. Good or bad, at least then they can deal with it.”

He adds, “I never want to be told that’s not the way we do business.”

Our guys are willing to take the bull by the horns and I love that. I love seeing things happening; bringing more value to the table.

– Dean Dally, owner, Blaine Brothers

It has recently become clear customers appreciate the straightforward approach.

Blaine Brothers has received three straight nominations for the Truck Parts & Service Distributor of the Year, and this year set a record in customersubmitted nominations for the annual award.

“Blaine Brothers always has the parts we need at the right price,” says one

2016 Finalists Action Truck Parts

Fast facts

Blaine Brothers

Fast facts

Harman Heavy Vehicle Specialists

Fast facts

Long Island Truck Parts

Fast facts

Weldon Parts

Fast facts

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Headquarters: Bolingbrook, Ill. Founded: 2005 Member: VIPAR Heavy Duty

Headquarters: Minneapolis, Minn.

Founded: 1979 Member: HDA Truck Pride

Headquarters: Cambridge, Ontario Founded: 1938 Member: VIPAR Heavy Duty

Headquarters: Medford, N.Y. Founded: 1972 Member: HDA Truck Pride

Headquarters: Oklahoma City, Okla.

Founded: 1955 Member: HDA Truck Pride

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customer. “They are simply the best at what they do in the area. They are always our first call.”

Adds another: “We can count on Blaine Brothers for excellent service and parts availability to keep our fleet safely on the road and minimize down time. The staff at Blaine Brothers is knowledgeable, friendly and shares our concerns for safety. We consider Blaine Brothers an integral partner in our daily operations.”

The company’s aggressive growth and evolution strategy undoubtedly helps it maintain such strong partnerships. There is almost nothing Blaine Brothers cannot or will not do to serve a customer.

Many steps in the business’s diversification can be traced back to a customer request or a service Blaine Brothers determined to be lacking in its market area.

“We are always talking about different opportunities and things we can do,” Dally says.

Recently, those opportunities have been found both in-house and through acquisition. In late 2013 Blaine Brothers purchased both TRUCKALINE and Hydraulic Specialty — a distributor and service provider of hydraulic components and repair in Fridley, Minn.

Blaine Brothers’ fourth business, North American Trailer, also more than doubled the footprint of one of its locations with a new state-of-the-art building in Inver Grove Heights, Minn., that opened earlier this month. The trailer

2016 Distributor of the Year Winner operation also has locations in Scanlon, Minn., and Stanley, N.D., and is an authorized dealer for Fontaine, Fontaine Specialized, MAC, MAC LLT, Country Side LP tanks and Vanguard trailers.

Internal changes in recent years include updated processes for inventory optimization, expanded supplier-supported training courses, a full-scale update of its phone, website and computer systems, the introduction of its fleet management product and the redesign of its parts showrooms.

Nearly every improvement has been owned and implemented by a team member.

Parts Manager Phil Howard, who led the inventory and showroom updates, says he and his colleagues are driven to give customers new products and give Blaine Brothers the best opportunity to earn new business.

Whether it’s parts or service, towing or trailer sales, any change that helps Blaine Brothers’ customers ultimately helps its employees as well.

A major enhancement to Blaine Brothers’ phone system and inventory operations have increased the distributor’s ability to receive orders and move parts.

“At the end of the day we’re all a big team,” Howard says.

And Dally says he couldn’t be more appreciative. It is that commitment that has allowed Blaine Brothers to leave that

old Ford truck behind and truly thrive.

“Our guys are willing to take the bull by the horns and I love that. I love seeing things happening; bringing more value to the table,” he says.

Distributor of the Year Previous Winners 2002 | Inland Truck Parts

2009 | Power Train Services

2003 | Drive Train Industries

2010 | Stone Truck Parts

2004 | CATCO Parts & Service, Midwest Wheel Companies

2011 | Fleet Brake, Carolina Rim & Wheel

2005 | Midway Truck Parts, Point Spring & Driveshaft

2012 | Midwest Wheel Companies

2006 | Page Brake

2013 | Truck Supply Company of South Carolina

2007 | Total Truck Parts

2014 | Six Robblees’

2008 | Betts Truck Parts

2015 | Sadler Power Train

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By Lucas Deal, Editor lucasdeal@randallreilly.com

rad ius

Sales & Marketing

Expanding your er m o cust Methods distributors can use to uncover new sales opportunities

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here may be no better method to grow a customer base than through expansion. New markets equal new customers and sales, but they also mean new investments, corporate structures and business planning.

That’s not always doable.

For aftermarket businesses looking to expand their customer base without growing their footprint, the next best opportunity for growth is right under their nose.

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By directing sales and marketing efforts to unearthing potential within an existing market area, aftermarket distributors can increase sales, discover new customers and generate revenue for a fraction of the cost of an expansion.

Though it might not seem like it, unknown sales opportunities can be found in markets you’ve covered for years. They can be found with existing clients; with customers you’ve always known of but never been able to land.

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Training is widely regarded as a great way for distributors to expand their customer radius.

The key is in the messaging.

With the right strategy, nearly every customer is attainable.

The first place to look when searching for sales growth is your own records.

Customers buy from you but most don’t buy exclusively from you. Turning a customer from an occasional patron or single-category buyer into a full-line purchasing partner is possible.

A good first step in this direction is zeroing in on related parts and prior purchases. In the case of the former, training inside and outside sales people to immediately recommend and promote related products is a quick and easy way to carve out additional sales.

Sales & Marketing Sales may be naturally fluid, but that doesn’t mean distributors should blindly accept major swings up or down the sales rollercoaster.

Researching the purchasing habits of customers is a good way to recover lost sales and find new opportunities.

That area in particular has become a point of emphasis for Westrans, says CEO John Williams.

With the introduction of a new customer relationship management (CRM) tool for its sales team and corporate focus on sales analysis, Williams says Open house events are a great way to showcase a company’s services and product offering.

Westrans has set out to better understand That’s been the status quo at Six distributor one time doesn’t mean they’ll the needs and purchasing trends of its Robblees’ for many years, says President always remember where they got it. customer base.

Andy Robblee.

“I can think of many times where “You lose about 5 percent of your “We have a jingle, ‘Sweet Add-Awe’ve told a customer what we can do business each year from existing customLine’ [sung like ‘Sweet Caroline], that — they maybe have even used us for it ers and you have to find ways to recoup we always refer to,” he says. “It helps our before — and then they’ll say, ‘I didn’t that,” he says. people remember to always suggest those know you do that,’” says John Ferry, genThe program is still in its early stages, additional sales.” eral manager at TransAxle. “Customers but Williams believes the resources will Though they lack the jingle, Long Isare human. They forget sometimes.” allow his salespeople to better track land Truck Parts’ President Bobby Naples Like Robblee and Naples, Ferry says his customer conversations and needs, so they says his sales team is trained to do the sales team works can preemptively same. By taking advantage of supplierdiligently to comrespond and suggest led training courses, Long Island Truck bat that. parts before customParts has trained its sales staff to identify “It’s like makers call about them, parts that require kits or additional ing the bed. You or even recognize components during a transaction. They have to do it every they need them again. then instinctively know to present that day,” he says. “[Our people] information to the customer, which And training have been asking for Naples says doesn’t always equate to a isn’t the only way it because it’s what sale, but does strengthen the customer to to build such a they want,” he says. distributor relationship. habit. You also “You don’t want to “It might not lead to a sale today, but can incentivize. always do the same we think it leads to other business,” he Commissioned old, same old when says. inside sales people meeting a customer.

– Andy Robblee, president of Six Robblees’ If nothing else, it eliminates a bad exdrive proactive You want to be able perience, Robblee says. “If [a customer] sales efforts at Long Island Truck Parts. to bring them more [information] to drives 30 miles for a part and we don’t “It’s not like it’s huge, but it’s a mohelp them.” ask him about the related part and he has tivator for our guys,” Naples says. “They He adds, “This will give our people to drive back he’s going to be frustrated.” want to help our customers and they the ability to do their jobs better.”

These constant reminders help to want to be rewarded for doing a good In the case of sales analysis, it’s imporkeep customers aware of a distribujob.” tant to also recognize that distributors tor’s capabilities. Truckers are busy; just Another tactic that helps expand exdon’t have to go it alone. Many aftermarbecause they purchased one part from a isting customer sales is data analysis. ket suppliers are performing the same

If [a customer] drives 30 miles for a part and we don’t ask him about the related part and he has to drive back he’s going to be frustrated.

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Sales & Marketing analysis — and on a much larger scale — and are willing to provide data to proactive distributors who are trying to grow sales of their products.

In some cases, this research can even lead to potential customers who were previously unknown.

“Almost universally distributors believe they are calling on everyone in their area, but most of the time they’re not,” says Steve Hansen, director of marketing at Minimizer. “It’s just too hard to find all of the one- and two-truck guys and keep up with them.”

Which is where a supplier comes in.

By tracking website visits, social media impressions and email engagement, Minimizer can identify any truck owner who has so much as considered purchasing one of its products — and push those leads right into distributor’s stores.

“All of what we do is driven toward getting a [potential customer] to fill out

Almost universally distributors believe they are calling on everyone in their area, but most of the time they’re not.

– Steve Hansen, director of marketing at Minimizer

a form, which to us is like them raising their hand and saying they’re interested,” Hansen says. “After that, we’ll call them or email them and direct them to our closest distributor.”

And there are other data streams that are equally valuable.

At Inland Truck Parts, President Greg Klein says his team acquires marketspecific vehicle registration and population data for every business segment — trucking, construction, agriculture, etc. — it serves. This data allows the company to not only determine the potential number of vehicles and customers around its locations, but also helps guide them in positioning their outside sales

Bringing a customers’ truck into your service bay allows you an avenue to promote the entirety of your inventory and services.

Selling parts through service A service department can pump up parts sales as well.

Similar to parts purchasing -- most customers don’t rely on a single service provider for their service needs.

And while it’s always great to tack service rates onto a part sale, providing service also gives a distributor an extended opportunity to promote

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its full capabilities. This includes additional maintenance and repair service and the entirety of one’s inventory.

A customer is driven to a service center for a clear need, but it’s up to that service provider to present the entirety of its services while the customer’s truck is in the bay.

Take advantage of the captive situation.

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force to have access to as many customers as possible.

“We have a map that allocates every square inch within our stores,” Klein says. “We make sure that we don’t have a Bermuda Triangle.”

Another data source, RigDig Business Information (a Truck Parts & Service sister company), helps distributors target potential customers based on a range of criteria, including vehicle inspection data and fleet travel patterns. “Inspection data can help distributors and repair centers identify fleets within their area with trucks that have been put out of service for brake or lighting issues,” says James Vogel, vice president of analytics and professional services, Rig Dig. “We can also target fleets that may not be within a distributor’s area, but whose trucks travel through their area and might need parts or service.”

It’s also important to note that market areas can be expandable. Doubling a coverage area may require a new location, but tacking an extra mile or two on a coverage radius does not.

Robblee says he’s green lit a few sales people to test the waters on expanding their regions at various points over the years.

“Sometimes it makes sense to look at a new territory,” he says. “We try to find smaller areas where there may be an opportunity … We’ll send a sales person in there and if they’re optimistic [about the market], we’ll give them some time.”

Most suppliers aren’t opposed to hopping into a sales person’s truck, either.

Joining distributors for sales calls is a regular occurrence for Meritor’s nationwide sales force, says Doug Dole,

Sales & Marketing general manager, Sales, North American Aftermarket. Dole says Meritor specifically likes to send its regional sales people on calls with new distributor partners, or in cases where an existing distributor is adding new Meritor categories or product lines.

“That’s one of the most effective ways to turn over new leads,” he says.

Certain marketing strategies can be equally valuable for finding new sales opportunities.

One tool that’s paying huge dividends at TransAxle is training events.

Working with suppliers, Ferry schedules regular training courses at TransAxle locations across the Eastern U.S. These events are geared toward aiding customers while also showcasing the supplier relationships and parts availability found in the TransAxle network.

Meritor operates a team of professional trainers that travels North America providing guidance for distributors, service providers and end users.

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Sales & Marketing TransAxle is a specialty distributor, but for the product categories they serve, Ferry says there’s virtually nothing they can’t do. Each training session helps reiterate that.

“We are still in a relationship-type business. We want our customers to be able to trust who they are dealing with,” he says.

“We get a tremendous amount of requests for training,” adds Dole. “We have training vans that move from region to region to provide training directly to customers at ‘Fleet Night’ type events.”

Any event that brings customers into your facility is worth considering, adds Klein. Inland Truck Parts has been holding training events across the Great Plains for years. Klein says the focused events are a great way to build customer loyalty. But they aren’t the only option for growing sales. He says facility open houses — scheduled around customer availability — also have proven to be great showcases for Inland’s inventory and services.

“Seems like there’s always a customer who has never come to our facility that will come [to an open house], and invariably they’ll say, ‘I didn’t realize you did this,’ ‘I didn’t know you have that,’” Klein says. “You can tell them over and over, but sometimes they have to come in and see it.”

These events can be enhanced by traditional marketing.

Open house events also allow a customer to see the full wealth of products featured in a distributor’s warehouse.

Klein says Inland Truck Parts will send print and emailed invitations to customers before events, and Dole says tying events into sales blitzes can deliver customers to a facility prepared to buy.

At Westrans, Williams says he tries to partner with suppliers when building any marketing document. He says this helps Westrans promote new products and technology that customers may need to service for the first time.

“Technology changes quite dramatically,” he says.

Marketing to new or undiscovered customers isn’t quite as easy, but it’s not impossible. Klein says Inland Truck Parts will occasionally purchase billboard advertising in new markets as a way to alert customers to their services.

Hansen says this is an area where supplier-provided leads can be invaluable.

Inland Truck Parts focuses its marketing efforts on driving potential new customers directly into a store, where its team can educate the customer about its wealth of services.

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If Minimizer provides a distributor a lead on a customer who clearly wants a fender or floor mat that enables the distributor to make an easy sale. But if that customer needs those products, at some point they’ll need everything else, too. They also might need more fenders and toolboxes, says Hansen. A customer buying one product doesn’t necessarily own just one truck.

“Once we’ve sent [the customer] to the distributor, I think it’s up to the distributor to collect and use that customer data and start calling on them,” Hansen says. “I think if that customer buys a fender and leaves and a distributor doesn’t do anything with that, then that’s a real problem. For both of us.”

Then there’s the wildcard: word of mouth. When a customer walks out a distributor’s front door, there’s no telling who they will tell about their experience.

With quality customer service and a focus on solving problems, distributors can give themselves a fair chance at a good reputation.

“It sounds overly simplistic but if you can build your reputation — if you have customers who are satisfied with you — that’s one of the best ways for someone to give you that chance,” Klein says. “Anyone can say ‘we’re the best,’ but when a customer says it about you, that goes a lot further.”

Marketplace

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

Axle fastener product STEMCO has released its Zip-Torq single-piece axle fastener.

STEMCO says ZipTorq simplifies and streamlines the wheel end bearing adjustment with its single-piece, unitized design. The ZipTorq eliminates special tooling and loose components like clips, keepers, snap rings or screws.

STEMCO adds that the patented Zip-Torq heavy-duty self-locking mechanism also delivers increased simplicity and safety by preventing inadvertent back-off. Consistent locking force is maintained by the high-strength wave spring, further eliminating unwanted back-off, the company says.

Battery and bumpers parts

Driveline and other components introduced Midwest Truck & Auto Parts’ World American has introduced more than a dozen new products.

The products include six air hoses, a trailer wall alignment tool, bar pin bushing with shims and a variety of transmission, axle and differential parts.

The trailer wall alignment tool features a digital angle gauge to aid technicians during an alignment, while the driveline parts include axle shafts and crank cases.

Scores of new aftermarket products PAI Industries has released dozens of new parts to its aftermarket product offering.

The products fall into a variety of categories, including: oil and fuel system, driveline, engine and after treatment system, heating and cooling, lamps, shocks, and multiple vehicle sensors. PAI says it also has new cab and body products and in-cab parts and accessories available.

Heavy-duty truck steps

Dorman HD Solutions has introduced two new battery products and three bumpers pieces to its heavy-duty aftermarket product offering.

The battery parts fit International and Volvo trucks. The bumper SKUs — of which there are more than 15 — are for various Freightliner tractors.

Automann has introduced 35 SKUs for heavy-duty truck cab steps.

The company has steps for International, Mack, Volvo, Peterbilt, Freightliner and Kenworth vehicles. Across the six OEMs, steps are available in aluminum, painted steel and steel silver.

Air filters for Mack tractors Freedom Air Filters says its new pre-filter pair for Mack’s CH and CL models is engineered to prevent larger particles of debris such as grain chaff, rubber, dirt and sand from getting into and clogging

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the air filter elements.

These pre-filters are treated with a hydrophobic water-repellant process that help keep out contaminents without sacrificing airflow or horsepower.

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The company says the filters are configured to fit directly over the factory air intake grilles and to be installed easily by removing and replacing two screws and by using the provided washers.

Marketplace

Drop-deck trailer tires Cooper Tire has added two new sizes to its Roadmaster RM272 commercial tire line for drop-deck trailers.

The RM272 is now available in sizes 11R22.5 and 295/75R22.5.

Designed to ward off irregular wear and damage due to curbing, Cooper says the RM272 features a four-belt steel casing and has a slightly rounded tread footprint, along with a reinforced shoulder to help withstand extreme side forces. Its tread compound has been formulated to provide optimum balance between resistance to side forces and maximum wear, the company says.

Reman transmissions coming to Canada Eaton Corporation is bringing its popular lineup of FLEX Reman transmissions into the Canadian marketplace for the first time in 2017.

Eaton says this move will allow Canadian OEM dealers to offer customers two tiers of Eaton Factory Reman products—standard reman transmissions with clutch housings and FLEX Reman transmissions with no clutch housings.

Additionally, Eaton says the FLEX line also includes a shipping cover and gasket that allows dealers to reuse their existing housings to enhance inventory flexibility for the stocking and servicing of a wide range of North American heavy-duty vehicles. Eaton says the 18 FLEX part numbers represent approximately 90 percent of the replacement transmission models sold in Canada.

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New line of engine oils ExxonMobil has introduced its updated lineup of enhanced Mobil Delvac diesel engine oils that meet or exceed the API’s CK-4 and FA-4 category requirements.

The updated Delvac product family features: Mobil Delvac 1: An advanced full synthetic diesel engine oil that provides extended drain capability and exceptional low-temperature performance with the potential to improve fuel economy.

Mobil Delvac Extreme: A premium synthetic blend, high-performance diesel engine oil that helps extend engine life while providing long drain capability for modern diesel engines operating in extreme conditions.

Mobil Delvac 1300 Super: An advanced diesel engine oil that meets or exceeds OEM requirements and delivers high performance in both on- and off-highway applications.

New fifth wheel with locking sensors JOST International has introduced the JSK37USK series air-release fifth wheel with sensor technology.

The company says the product features its revolutionary Sensor Coupling System, which allows the driver to confirm that the fifth wheel is properly and safely coupled from inside the cab.

JOST says the JSK37USK’s Sensor Coupling System contains dual sensors. The first sensor verifies that the kingpin is in the lock position and the second sensor indicates that the fifth wheel is locked and the release handle secured. The lock status can be shown either by a JOST supplied dash display or communicated through the vehicle’s CAN bus, the company says.

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Marketplace

Mobile column lift product Rotary-Lift says its new MCH13 mobile column lifting system is designed to help technicians inspect and measure the extent of collision damage on a tractor more easily and thoroughly when the vehicle is in the air rather than on the ground.

Rotary-Lift says the MCH13 mobile column lift system consists of four individual columns, each with a lifting capacity of 13,000 lbs., for a total of

up to 52,000 lbs.

Adjustable forks accommodate approximate tire sizes from 9 to 24 in., and each battery-operated column is equipped with an on-board charger, Rotary-Lift says. Additionally, the MCH13 can be fully configured and controlled from a single column, the company says.

Growing ADB product line AxleTech International is expanding its line of aftermarket air disc brake (ADB) pad.

The options include seven new brake types and 14 additional part numbers.

In addition to the industry’s most common heavy-duty ADB calipers, the company says it also is adding pads for a range of caliper models, including WABCO PAN 17 and 19, Haldex DB 22 and 22LT, Meritor DX series, among others.

The manufacturer offers two friction materials for its ADB pads, the AT215, geared for heavy-duty and vocational applications, and the AT214, designed for on-highway applications.

Off The Line Spotlighting a new OEM innovation

New Kenworth sleeper available Kenworth Truck Company’s T680 52in. mid-roof sleeper Advantage Package for regional haul and less-than truckload operations is now available for order.

Kenworth says the Advantage configuration features an optimized powertrain with either the Paccar MX-13 or Paccar MX-11 engine, Eaton Fuller Advantage series 10-speed automated transmission, and the new Paccar Axle.

32

The 52-in. mid-roof sleeper configuration also offers new aerodynamic elements including a front air dam, flared-out fairings, lower sleeper fairing extenders and FlowBelow wheel

T R U C K PA R T S & S E R V I C E | F e b r u a r y 2 0 1 7

covers. Other notable fuel-efficiency features are Kenworth’s Predictive Cruise Control, Neutral Coast, and Driver Performance Assistant, the company says.

Marketplace

New combination lamp Truck-Lite has added the 44 Series Stop/ Turn/Tail and Back-up Combination Lamp to its current 44 Series offerings.

Truck-Lite says the new product

performs the functions of two lamps in one unit, and is available in flange or grommet mounts. The lamp also features a hardwired connector for tight-packaging

applications, and 3-position LED Fit ‘N Forget AMP connectors that Truck-Lite says are compatible with existing connection points on the vehicle harness.

SmartWay radial drive tire Giti introduces its SmartWayverified GT Radial GDL651FS drive tire for long-haul applications.

The company says the tire has a lowrolling-resistance compound engineered to improve fuel economy and deliver low heat generation for added durability.

The GDL651FS, with a 26/32-in. tread depth, initially is available in size 295/75R22.5; the line will be expanded to all low pro and tall sizes, Giti says.

High-performing battery charger Purkeys has developed the 100-amp Pack Accelerated Charger (PAC) that it says quickly and safely charges batteries in nearly half the time of other chargers.

Purkeys says the 100-amp continuous charger is compatible with AGM and flooded cell batteries. Purkeys says it also shows how long it will take batteries to charge, based on voltage and number of batteries being charged.

Additionally, the PAC has the ability to charge up to eight batteries simultaneously without removing them from the vehicle. Because the PAC is a 100-amp continuous charger, it decreases recharge time, which can be especially nice during winter.

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

F e b r u a r y 2 0 1 7 | T R U C K PA R T S & S E R V I C E

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Ad Index Company

Contact Info

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BorgWarner

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spicerparts.com/aftermarket

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wagnerlighting.com

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Haldex

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Dana Federal-Mogul Motorparts

Meritor, Inc.

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IFC, 27, 36

Company

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S & S Truck Parts, Inc.

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IBC

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rotella.com

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