TPS0414 by Richard Street

FleetPride acquires Ott’s Friction Supply | New all-makes brand enters aftermarket

Making the right choice

ADDING PROFITABLE NEW PRODUCT LINES REQUIRES CAREFUL EVALUATION AND EXECUTION

Preparing for new emission regulations 22 MARCH 2014 |

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Volume 50 | Number 4 | April 2014

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Cover Story

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Editorial

Editor: Lucas Deal Online Editor: Jason Cannon Equipment Editor: Jack Roberts Contributing Editor: John G. Smith editorial@truckpartsandservice.com

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Making the right choice

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Editorial | Lucas Deal

Making an informed decision By Lucas Deal, Editor lucasdeal@randallreilly.com

am not an impulsive person. Sure I might be swayed to pick up a box of Oreo’s when I see they’re on sale at the store, and I’ll admit the AT&T salesman talked me into the extended warranty when I bought my last phone, but for the most part my purchasing decisions are measured. Before I buy anything I give the purchase serious thought. “Do I need this? Will this fill my current need? How long will this last before I need another one?” I don’t like buying anything unless I’m sure it’s the best choice for me. In this way I think I could be a good distributor. I know I’m not a salesman. But I think my never-ending quest to look for value, profitability and utility in everything I buy could serve a purpose. At the very least, I think I’d be good about managing my inventory. I know I’d track every sales metric I could get my hands on, and I’d constantly be evaluating my inventory against the needs of my customer base. Never one to be wasteful, I think I’d work tirelessly to minimize my parts obsolescence and strive to create the most effective use of my warehouse space as humanly possible. And I think I’d be good about adding new product lines. In speaking with multiple members of the aftermarket for this month’s cover story on adding product lines, the one

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tip that each source mentioned above all others was research. To successfully add new lines, you have to do your research. I know that’s something I’d do, and if you are currently considering adding any product lines in your own business I’d recommend you do the same.

Your business is your livelihood; you have every reason to take it seriously. It’s easy to get caught up in a sales pitch on a new product and think you’ve got to have it, but before you add anything to your warehouse make sure you can turn it. A product you love might not be as loved, or needed, by your customers. Research their buying habits and see if they’ve bought similar products. Make sure they are running equipment that’s compatible with the new product. If the potential new product is being offered by a trusted supplier, ask them how it is selling in similar markets, or in the hands of comparable distributors. Be diligent. Your business is your livelihood; you have every reason to take it seriously. Good suppliers will typically have

April 2014

a wealth of information available to answer your questions and ease your concerns. See if they would be willing to allow you to stock the product on a limited basis to see how it sells. If they say yes, communicate that new product’s availability to your customers. The aftermarket is not a set it and forget it industry. Customers can only buy what they know you have. If you want to sell something, you have to get that news out there. And while that new product is on your shelf, be sure you are actively tracking its movement. Maybe you’ll discover your customers have always wanted you to stock it and they will immediately add it to their stock order. Maybe you’ll discover you only need to keep eight on the shelf instead of a dozen. Maybe you’ll discover that only your municipality customers are buying it, and then you can contact them directly to set up a distribution schedule. Maybe the product simply won’t sell at all, and in that case you can notify your supplier that you aren’t the right distributor to push the product in the aftermarket. I can’t say now what you’ll find out, only that it’s worth tracking as much information as possible and look for a pattern. You have too much invested in your business to do anything less.

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Editorial | Jason Cannon

Avoiding a natural (gas) disaster By Jason Cannon, Online Editor jasoncannon@randallreilly.com

atural gas. Think back over the last 12 months. How many articles have you read, or how many discussions have you been involved in, about natural gas? Dozens or more, right? There’s no question that finding a viable alternative fuel is a – if not the – hot button issue in trucking right now. The reaction from the aftermarket with regard to natural gas has been slow, and that’s because action in the natural gas market has been splintered. Is CNG the next big thing, or is it LNG? And what about other alternative fuels, like propane? Hybrid? The answer is yes. All of the above. The natural gas market isn’t likely to define itself anytime soon, and if you need proof, just look to the leaders in the industry. In March, UPS – the largest truck fleet in the country – announced plans to purchase 1,000 propane package delivery trucks and install an initial 50 fueling stations at UPS locations across the country. That’s a nearly $70 million investment. UPS already boasts one of the largest private alternative fuel fleets in the nation with more than 3,150 alternative fuel and advanced technology vehicles. However, that stable of green technology includes all-electric, hybrid electric, hydraulic hybrid, CNG, LNG, propane and bio-methane. If you’re a distributor, how are you supposed to service a customer with a fleet that large, that broad and that

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different? That’s seven different green technologies under one umbrella. SEVEN. You can drive yourself out of business trying to corner the market and becoming the “go-to” guy for AltFuel parts and service.

The natural gas market isn’t likely to define itself anytime soon, and if you need proof, just look to the leaders in the industry. Forget Shoeless Joe. If you build it, they may not come. But ignoring this market segment isn’t an option either. It may not be a significant portion (or any portion) of your business right now but more and more of your traditional customers are increasingly willing to experiment with AltFuel, and they’re going to want your tried and trusted brand to support them. So what do you do? You learn. Some of the components in CNG, LNG and propane engines are the same, and several of the components in a diesel engine are the same. What are those common parts? You may already carry a lot of them. Think back to your first day on the job, the first day in this industry.

April 2014

You probably didn’t know everything there was to know about how to service your company’s customers using a certain type of suspension, or a select type braking system. But you figured it out. The more time you put into learning about the industry, the more you could help your customer and, in turn, you became a more valuable resource to them. Imagine this scenario: You get a call from a customer who says, “I’m thinking about a NatGas retrofit for my 2012 XYZ truck. What do you think? Could I get parts and service for it?” What would that customer’s reaction be if you replied, “Well, that retrofit kit costs about, $X and you can have that done at XYZ location. It only takes about X hours. We carry X,Y and Z components for that model and I’m somewhat familiar with what you’re looking to accomplish, and I’m familiar with a lot of the component suppliers for that model, so we’re ready to help you whenever you need us.” You built your brand by being the kind of person who knows the answers to customer’s questions, and you got those answers by learning. NatGas engines aren’t going away, and even if you’re not in a position to service those trucks, you’re always in a position to help a customer get the kind of help they need when that call comes. Not having critical information for your customer, even if it’s a little out of your wheelhouse, would be a (natural gas) disaster.

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Industry Event Roundup

TMC takes on technician shortage One of the most interesting aftermarket discussions at this year’s Technology & Maintenance Council (TMC) annual meeting in Nashville was a technical session about the technician shortage. The shortage isn’t going away — but the Council has completed a recommended practice (RP) to help service providers deal with it. “Your people are your best asset. You should be working to keep them engaged in your business,” says Navistar’s Brian Mulshine, co-author of the RP. Along with Service Provider study group Chairman Ken Calhoun, vice president of customer relations at Truck Centers of Arkansas, Mulshine spent a

majority of the technical session walking attendees through his new RP and the reasons why it’s worth considering in their businesses. Mulshine says one of the most common mistakes service facilities make with their staff is communication. They don’t communicate job opportunities, areas for growth and advice for technicians aspiring to move forward in their career. He says that needs to change. Employees deserve the right to know when opportunities for career advancement are available. A senior tech might still end up in that new position if he applies and is best fit for it, but Mulshine says it

is better the tech decide to take that next step than a manager force it upon him. Calhoun says service providers also should be active in speaking with their technicians and advising them on their performance, opportunities for improvement and advancement. He says young technicians are especially receptive to feedback. “They want that constant feedback and recognition,” he says. They like knowing what they are doing right and wrong so they know where they can improve and grow. Service providers who don’t offer that risk losing those young employees to complacency or worse, competitors.

Fleets support aftermarket in Right to Repair debate The heavy-duty right to repair discussion became the center of an actual debate at the Technology & Maintenance Council (TMC) annual meeting last month in Nashville. The technical session was held as part of TMC’s S.12 Onboard Diagnostics study group; and included panelists from all sides of today’s right to repair debate. All sides of the heavy-duty debate were given an opportunity to speak during the session before opening up the floor to questions and comments. Once fleet audience members began to speak up, their support for the aftermarket became apparent. One fleet representative showed support of aftermarket technicians when he said he believed his fleet’s aftermarket service providers are as qualified or more qualified as his dealer’s techs. But the most adamant discussion came right out of the heart of the debate

— customer satisfaction. OEM, independent aftermarket and fleet representatives noted the importance of uptime during the discussion. One fleet manager recalled a decision made by a major automotive OEM to offer all of its diagnostic information before the Massachusetts’ law and national MOU were signed simply on the basis of customer satisfaction. Customers would appreciate their willingness to provide them any information they needed, he said. Another fleet took the conversation even further: “The only reason we’re having this conversation is because [fleets] are having issues with our dealers.” Dealers are swamped fighting off this winter right now, he said. Fleets are waiting several days to get trucks in just to be diagnosed. If a service provider can help there, why not take advantage of that, he said. “[Dealers] are overwhelmed. We are overwhelmed. We need to get that truck back on the road.”

TMC debuts interactive website The Technology & Maintenance Council (TMC) has released TMC Connect, its new interactive contentrich website (www.tmcconnect.trucking.com). TMC describes the site as a collaborative and social networking site that allows members to access TMC information about TMC initia-

tives, RPs and other industry maintenance and service tasks currently being addressed by the council. TMC says members use their organizational membership information to access the site. Once logged in, they have the ability to create a profile (the site allows LinkedIn profiles to be imported to the

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April 2014

site) and customize it to address topics of interest. From there, TMC says members can search for peers and use “Contact Request” to create colleague networks. But the site is more than social networking. TMC notes the site also allows members full access to RP and study group/task

force news, updates members on upcoming ATA and TMC events, webinars, conference calls and discussions on relevant topics.

Industry Event Roundup

Mack offers upfitters more resources Mack Trucks is taking a more proactive approach to its relationship with body builders, the company said at the Work Truck Show in Indianapolis in March. Curtis Dorwart, refuse marketing product manager for Mack, noted that truck chassis have grown increasingly complicated since the 2007 introduction of DPF systems, followed by SCR technology and, more recently, the development of natural gas technology. “These guys need a place to get answers,” Dorwart says. “It’s not like it was years ago: you drilled a couple of holes or you moved a component around. There are some things we really don’t want them to move.” So Mack is making its Body Builder Manuals available as free downloads, a key step in the expanded support for the body-building community coming this year. The documents, found under the “Parts and Services” tab of Mack’s website, offers general chassis information for Mack models, including

the Mack Pinnacle, Mack Granite and Mack TerraPro models, built from 2010 through the present.

Navistar rolls out new operating system bundles for work trucks Navistar introduces its new Diamond Logic feature bundles. Specific to the vocational truck market, the company says the bundles are categorized by usage and body integration such as dry van, dump and utility as well as outline features relevant to operations of the particular application. All International vocational trucks are equipped with Navistar’s Diamond Logic Electrical System, which offers nearly 200 factory available body integration and driver efficiency features, plus the ability to customize infinitely more vehicle functions, the company says. Navistar says customers can work with their dealer using Diamond Logic Builder software to custom program almost any electrical feature. Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Industry Focus

Dealer News Penske Used Trucks has opened a commercial truck dealership in Torrance, Calif., where it will sell used light-, medium- and heavyduty trucks, trailers and related equipment. Matheny Motors has been appointed to KME’s sales and service network in Northern Virginia, Washington, D.C. and West Virginia. Beall Trailers, part of Wabash National Corporation’s Walker Group division, has started manufacturing

Godwin Group to phase out Page suspensions

Peterbilt of Atlanta – Jackson has expanded its parts and service departments to provide 24/7 service.

its 406 petroleum and dry bulk tank trailer models at Walker Group manufacturing facilities in Fond du Lac and New Lisbon, Wis., in addition to its Portland, Ore., location. Four Star Freightliner has expanded its service department to include trailer inspection services. The company has locations in Alabama, Georgia and Florida.

Navistar consolidating engine manufacturing

Hogebuilt relocates corporate headquarters

Navistar has announced it will consolidate its mid-range engine manufacturing as another step in its financial turnaround efforts. As a result, the company will move mid-range engine production at its Huntsville, Ala. plant to Melrose Park, Ill. Navistar will continue to build its 13-liter engine at its Huntsville big bore engine plant. “As we have stated previously, we have too much excess engine manufacturing capacity in North America and we must take action to reduce our costs and improve the business,” says Jack Allen, Navistar chief operating officer. “The consolidation will further lower the company’s breakeven point, strengthen our competitiveness in the marketplace and help position Navistar for a return to profitability.” When complete later this summer, the consolidation is expected to eliminate approximately 280 jobs at Huntsville and reduce Navistar’s operating costs by about $22 million annually.

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The Godwin Group plans to phase out its Page brand of suspensions as part of a partnership with Hendrickson Specialty Products Auxiliary Axle Systems. As part of the partnership, Hendrickson Auxiliary Axle Systems will serve as primary lift axle suspension supplier to The Godwin Group. “Hendrickson is excited with the opportunity to grow the business relationship with The Godwin Group and their customer base. We look forward to working with the many loyal Page suspension customers and help them understand the products Hendrickson offers, as well as, why The Godwin Group chose Hendrickson as their lift axle suspension of choice,” says David Armold general manager, Specialty Products Group – Hendrickson Auxiliary Axle Systems. While the Page brand of suspensions is being phased out, The Godwin Group says it will continue to service Page customers with replacement parts and has made investments to ensure this can be done for the next several years.

April 2014

Hogebuilt has relocated to a new facility in Goodlettsville, Tenn. Now in its 70th year of operation, the company says it has outgrown the Springfield, Tenn. location it has occupied since 2009. “We occupy 25,000 sq. ft. in Springfield and our facility in Springfield could no longer hold our capacity,” says Kyle Denu, president. “Due to our dealer base increasing and the rising demand from the end user (truckers), we elected to upgrade to a larger footprint to accommodate the influx in business.” The new 43,000 sq.-ft. location will allow for greater manufacturing efficiencies and have ample space for market rate inventory to lower lead times for Hogebuilt’s customer base, Denu adds.

FleetServ partners with ESW Group FleetServ has formed a new partnership with ESW Group, a manufacturer of premium diesel particulate filters (DPFs). The partnership will enable FleetServ to offer customers the complete line of ESW Group products alongside its array of fleet products and services, the company says. “FleetServ is very selective with the products we offer our customers,” says President Michael Schwartz. “Our years of experience in the industry led us to choose ESW Group products as the right choice for our customers because of its track record of superior performance and quality. We want our customers to know that we only represent the best technology available in the marketplace.”

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Industry Focus

People In The News Baldwin Filters announces the promotion of Tawnia Wood to the position of director of financial reporting and analysis.

Hino Trucks has appointed George Daniels to the position of senior vice president, sales and customer support.

HDA Truck Pride has appointed John Misken to its sales and marketing team and appointed Rocky Shores as warehouse manager for CV Logistics.

River States Truck and Trailer- Freightliner has hired Darin Bishop as general manager of its La Crosse, Wis. location.

Wood

Kennon Advanced Clean Air Technologies Global (ACAT) has hired Darrell Blackburn as vice president of purchasing and global supply chain. Noregon announces Greg Reimmuth has been promoted to senior vice president of sales and marketing, Rob Burns has assumed the newly created position of global business development director and Brandon Cox will be taking primary account management responsibility for Noregon’s military market. The company also announces the retirement of Bill Van Horn, COO.

Ray Taylor has joined Four Star Freightliner as a new and used truck sales representative.

J&J Truck Equipment, a division of Somerset Welding & Steel, has added Rick Springer as regional sales manager.

Springer

Karmak has promoted Lloyd Healy to the role of vice president of corporate resources. Isuzu Commercial Truck of Canada, Inc. announces Andy Craig has been hired as Healy director, Canada operations. Beltway Companies has hired Kevin Shaw as its new truck sales representative.

Lori Wade has been named chief financial officer and treasurer at Spartan Motors. Taylor

Michael Sirignano, principal at MHR Fund Management LLC, was been elected to Navistar board of directors. The election of Sirignano increases the number of Navistar board members to 10.

Wabash National announces Bob Nida has been appointed to the new position of vice president of organizational development

Jim Brown has been named vice president – commercial products at Omaha Standard Palfinger.

FleetPride acquires Ott’s Friction Supply FleetPride, Inc. has entered an agreement to acquire the assets of Ott’s Friction Supply, Inc. The acquisition includes locations in Portland and Eugene, Ore. “Portland is a strategic market for FleetPride because of our unwavering commitment to serve our customers,” says Kevin Peters, CEO, FleetPride. “Expanding our footprint, both through acquisition and greenfield activity, allows us to offer our customers more distribution options to deliver product when and where they need it.” Ott’s Friction Supply has been owned and operated by Jerry Weis, CEO and Chris Sweet, president since 1999, and the business itself dates back to the 1920s. “We remain committed to growing our business through a broad assortment of quality brands, industry-leading product availability, and expanding our footprint in key markets throughout the U.S.,” says Peters. “We are excited to welcome the Ott’s employees to the FleetPride family. This combination of people, products and relationships positions us to be the choice in meeting our customers’ needs in the greater Portland, Eugene and Salem markets.”

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Daniels

Truck Bodies & Equipment International has hired Steve McDonough as general manager for its DuraClass manufacturing McDonough facility in Tishomingo, Miss.

Gary Kennon has been promoted to executive vice president of the Dover Engineered Systems Group.

and Rick Klein, has been appointed vice president and general manager.

April 2014

Mack debuts new branding initiative Mack introduced its new brand and marketing efforts last month. The company has revealed its new tagline, “Born Ready,” and a refreshed logo that brings together the company’s iconic bulldog and the block MACK typeface. The rebranding effort is part of a long-range plan to increase sales and Mack’s market share in long-haul and over-the-road trucking applications, the company says. “We’ve got a very solid foundation,” says John Walsh, Mack vice president of marketing. “It’s time we told our story in a way that captures both the essence of the brand — what has always made Mack great — as well as all of the exciting things happening with Mack today. That’s really what the new work we’re debuting today is all about.”

Industry Focus

TMD Friction holding brake training course in 2014 TMD Friction has released a 2014 schedule of its brake training classes. TMD says the classes will be held May 14, Aug. 13 and Nov. 12, 2014 at TMD’s location in Michigan. The one-day class is free to attend, and interested parties can sign up by contacting John Thompson at TMD Friction at 248-635-4850, or john.thompson@tmdfriction.com. “The classes are in high demand and we have received great feedback from attendees,” says Fabio Jurchaks, sales and engineering director, NAFTA for TMD Friction. “Not only do we cover founda-

New all-makes brand enters aftermarket Road Choice Truck Parts is the newest brand to enter the heavy-duty truck industry’s private label all-makes market. Offering a growing line of highdemand parts, including air conditioning, air springs, air/electrical coils and accessories, brake chambers, exhaust products, lighting, shock absorbers and universal joints, Road Choice says its all-makes parts are value-priced to compete with heavy-duty manufacturers’ and warehouse distributors’ private brand parts. Road Choice says its products are designed to offer owners of out-of-warranty trucks quality and reliability with parts covered under a minimum, one-year warranty. “With the average life of most Class 8 trucks increasing, there is a growing demand for parts at a value-price point as an alternative to genuine or remanufactured parts,” says Dan Bambrick, Road Choice private brand manager. “Road Choice brand parts are developed specifically with the needs of second- and third-generation truck owners in mind. We’ve designed our line of dependable high-demand parts around their needs.”

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tion drum and disc brake theory and function, we also cover friction materials: processing, evaluation, testing and certification of brake linings and pads.

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Industry Focus

Michelin debuts national service network Michelin Americas Truck Tires has introduced Michelin Truck Care, a national network of mechanical service providers with dedicated fleet maintenance managers and technicians, along with standardized services that are audited by Michelin. Michelin Truck Care includes mobile maintenance visits, consistent nationwide pricing, an integrated fleet maintenance system and the assurance of high-quality parts, the company says.

The new service provides fleets the tools to expertly manage their maintenance, control costs and be assured the job will be done properly, the company says. “Today’s demanding fleet operations require high-quality, consistent mechanical and tire service, whether at home or on the road. Michelin Truck Care is de-

Utility trailers hits the century mark Utility Trailer Manufacturing Company recently commemorated its 100th anniversary in La Quinta, Calif. “To mark 100 years of manufacturing the world’s best trailers, we celebrated with customers, dealers, and vendors from all over the Americas at the biggest and largest event ever in the history of our company,” says Craig Bennett, senior vice president, sales and marketing for Utility.

signed to meet these needs by delivering nationwide mechanical service that fleets can trust through an integrated network of providers,” says Vic Koelsch, chief operating officer, Michelin Americas Truck Tires division.

Webb Wheel creates spec’ing newsletter More than 600 guests attended the event at La Quinta Resort & Club. At the event, dealers and customers had the opportunity to attend several business meetings that examined the past, present and future of Utility, the company says. Additionally, guests were able to play golf, participate in special activities, and attend dinner parties with special guest performances.

The OEM Business Unit of Webb Wheel has launched a quarterly newsletter containing useful information about wheel end spec’ing and maintenance practices. The one-page newsletter will include useful unbiased technical advice for maintenance management, technicians, drivers and others who interface with wheel end components on their trucks and trailers, the company says. The inaugural issue published in February 2014 gives guidelines for brake drum replacement. Additionally, this issue introduces Webb fleet technical/ sales personnel with contact information.

Oliver Rubbers adds distributor

TMC debuts VMRS certification program

Oliver Rubber announces the addition of Tire Town in Myrtle Beach, S.C., as its newest point of distribution. This new retread facility will increase Oliver Rubber’s capacity to service the South Carolina market with the brand’s high-quality retreading and related services, the company says. The Oliver North America network is comprised of more than 80 retread facility licensees. “Oliver selected Tire Town due to the reputation that it has for first-class quality and service in the market it serves,” says Steven C. Phillips, Oliver’s director of sales. “Tire Town recently completed the installation of its new retread facility, which will offer the complete line of Oliver brand retread products. It is staffed by dedicated and highly trained employees.”

The Technology & Maintenance Council (TMC) is introducing a Certified Specialist Program for users of the Vehicle Maintenance Reporting Standards (VMRS), the industry standard coding convention for tracking equipment and maintenance information. The Certified VMRS Specialist Program was established to provide current VMRS users a means of demonstrating their expertise and proficiency, and to create a greater awareness of the knowledge and use of VMRS, TMC says.

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“VMRS has been an important tool for successful fleet operation for more than 40 years and now users can receive acknowledgment of their skills,” says Carl Kirk, vice president of maintenance, information technology & logistics of American Trucking Associations. “The Certified VMRS Specialist Program will help broaden the scope and importance of VMRS to the maintenance community.” The certification testing will cost $100 for ATA/TMC members; $125 for non-members.

Tech Updates

MAINTAINING AN AIR DRYER SYSTEM

ompressed air has a variety of uses in today’s commercial vehicles. According to Bendix, it is imperative to proactively maintain air systems to ensure each component operates at peak performance. This includes the air dryer system and associated valves and reservoirs, the company says. Inspecting an air dryer system should begin with opening the drain valves on the reservoirs to check for moisture in the system, Bendix says. If moisture is present, technicians should verify that no external air has been applied to the system, and check the air dryer’s service data sheet to confirm that the air dryer is mounted in the correct location with the correct discharge line length. If external air was applied, Bendix Tech Updates

MAINTAINING AN AIR DRYER SYSTEM

says to then drain all reservoirs and purge tanks, restart the vehicle, and allow system pressure to build to the governor cutout pressure. Techs should then verify the proper system pressure has been reached, and then operate the vehicle normally. Bendix says techs also should recheck for water in the reservoirs after one week. If an issue with the air dryer mounting or plumbing is encountered, Bendix warns to have it corrected, and ensure the discharge line from the compressor to the air dryer slopes continuously downward to the air dryer inlet, with no water traps. Bendix also notes to take into account any significant temperature changes within the previous 24 hours. Ambient temperature shifts of greater than

30˚F can cause a temporary accumulation of moisture, the company says. If a significant temperature change occurs, continue to operate the vehicle under normal conditions. The small amount of water that may have condensed due to the temperature shift will be reabsorbed by the dry air once the vehicle is in operation, Bendix says, then check the air system again after one week. Whether moisture is present in the system or not, Bendix says to check all the air lines for damage such as chafing, and examine the air dryer mounting bolts for tightness and torque as specified in the manufacturer’s service data sheet. Within the air dryer system, Bendix says there are three key components to monitor: the air dryer cartridge, the purge valve, and the delivery check valve.

TIPS TO ENSURE CSA COMPLIANCE

roperly maintaining a vehicle under CSA guidelines begins with proper inspection, according to Phillips Industries. Fleets and service facilities should educate and train their drivers and customers on how to properly conduct pre-trip and post-trip inspection reports, which includes properly recording vehicle defects in the DVIRs (Driver Vehicle Inspection Reports). When possible, Phillips recommends inspections go beyond the minimum requirements by checking the vehicle every time it’s parked. One of the top reasons a vehicle is pulled over for inspection is because an officer spots something wrong, for example, a defective light. By

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inspecting a vehicle regularly, driver can identify easy-to-spot defects and avoid getting pulled over. Phillips says motor carriers also should ensure their drivers know any vehicle malfunction or maintenance problem must be addressed proactively to prevent crashes. A driver needs to notify maintenance staff and service providers about any defects found during an inspection as soon as possible, whether through the daily inspection report, or some other means. If minor issues are found that can be repaired while on the road after leaving the yard, Phillips says it is suggested that the driver keep the following items on hand:

Pocket continuity testers for plugs and sockets Plug and socket brush Extra 7-way socket and 7-way plug Hose holder and hose separators Extra tender spring Handful of dielectric grease packets Two (2) universal gladhands and extra gladhand seals Cable ties Extra lights Wire stripper and crimping tool Conspicuity tape Emergency tire inflator Emergency hose repair kits Basic tool kit Flashlight (with an extra set of batteries)

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TIPS TO ENSURE CSA COMPLIANCE

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Tech Updates

SAFETY RECALLS Blue Bird Body Company is recalling certain model year 20092015 All American rear engine school buses manufactured from Dec. 8, 2008, through Nov.15, 2013, and equipped with certain Cummins Westport Model ISL G engines. Condensation in the intake manifold may freeze during cold weather conditions and interfere with the proper operation of the intake manifold pressure sensor. The improper operation of the sensor could induce elevated exhaust temperatures or flames from the exhaust pipe, increasing the risk of a vehicle fire or burn injury to a person near the exhaust pipe. Daimler Trucks North America (DTNA) is recalling certain model year 2009-2015 Thomas Built Saf-T-Liner HDX school buses manufactured Feb. 25, 2008, through Feb. 11, 2014, equipped with Cummins Westport Model ISL G engines. Condensation in the intake manifold may freeze during cold weather conditions and interfere with the proper operation of the intake manifold pressure sensor. The sensor malfunction could induce elevated exhaust temperatures or flames from the exhaust pipe, increasing the risk of a vehicle fire or burn injury to a person near the exhaust pipe. DTNA is recalling certain model year 2008-2015 Freightliner 114SD, Cascadia, M2 Business Class, Sterling LT8500, and Thomas Built Buses Saf-T-Liner HDX vehicles manufactured Feb. 19, 2008, through Feb. 11, 2014, and equipped with Cummins Westport Model ISL G and Cummins Westport Model ISX12 G engines. Condensation in the intake manifold may freeze during cold weather conditions and interfere with the proper operation of the intake manifold pressure sensor. The sensor malfunction could induce elevated exhaust temperatures or flames from the exhaust pipe, increasing the risk

of a vehicle fire or burn injury to a person near the exhaust pipe. Kaffenbarger Truck Equipment Company (is recalling certain model year 2006-2013 International Class 8 trucks equipped with Sure Power-brand DC-DC converters containing a particular epoxy sealing, aka ‘potting’, compound. The specific potting compound used in the subject products for insulation was found to be capable of conducting electricity after being exposed to heat. Once electrically conductive, the material is capable of melting and burning, increasing the risk of a fire. Mitsubishi Fuso is recalling certain model year 2012-2014 FEC52, FEC72, FEC92 and FGB72 trucks. In the affected vehicles, the transmission may not have been cleaned sufficiently during manufacturing, allowing debris to contaminate the automatic transmission fluid (ATF). Contaminated ATF may cause the transmission to become inoperative resulting in engine stalling, increasing the risk of a crash. Navistar is recalling certain model year 2010-2011 IC bus 3200, model year 2012 and 2014 IC bus CE and model year 2011-2013 IC bus HC transit buses and model year 2008-2013 International 4300 and model year 2013 International Workstar commercial trucks equipped with Eaton hybrid automated transmissions. The software controlling the affected transmissions may improperly raise the vehicle’s engine speed during downshifts without the driver’s input. The increase in engine speed may result in unintended acceleration, increasing the risk of a crash. Navistar is recalling certain model year 2012-2014 model year CE school buses manufactured Dec. 31, 2010, through Nov. 6, 2012, and equipped with Eaton-brand hybrid automated transmis-

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The following are safety recalls issued by the National Highway Traffic Safety Administration: sions. The software controlling the affected transmissions may improperly raise the vehicle’s engine speed during downshifts without the driver’s input. The increase in engine speed may result in unintended acceleration, increasing the risk of a crash. Navistar recalling certain model year 2014 and 2015 International Durastar trucks manufactured Jan. 11, 2014, through Jan. 23, 2014, and equipped with steering feature codes 05PRG, 05PRR, 05PRU, 05PRV or 05PSM. The bolts used to mount the steering gear to the frame may fail, resulting in either looseness of steering or the loss of steering. A reduction in, or loss of, steering increases the risk of a crash. Navistar is recalling certain model year 2011-2014 International DuraStar Trucks and 2012-2014 International TerraStar trucks intended for emergency vehicle operations manufactured from Feb. 25, 2010, through Feb. 18, 2013, and equipped with 2010 MaxxForce 7 V8 diesel engines. In the affected vehicles, the Engine Warning Protection Shutdown (EWPS) was inadvertently reenabled when the Engine Control Module (ECM) was recalibrated. If the Engine Warning Protection System is enabled and certain engine faults occur, the emergency vehicle may shutdown (EWPS) hampering rescue operations and increasing the risk of injury. PACCAR is recalling certain model year 2014 Kenworth T370 chassis manufactured Aug. 5, 2013, through Oct. 30, 2013, and equipped with Eaton hybrid automated transmissions. The software controlling the affected transmissions may improperly raise the vehicle’s engine speed during downshifts without the driver’s input. The increase in engine speed may result in unintended acceleration, increasing the risk of a crash.

PACCAR is recalling certain model year 2013-2014 T660, and T680 vehicles manufactured from Dec. 4, 2012, through Sept. 17, 2013 and configured as a dead axle tandem with air disc brakes and spring brake delete options. The affected vehicles have the parking brake incorrectly placed on the non-driven rear axle. If the parking brake is on the non-driven axle the vehicle could roll away when the parking brakes are set, resulting in an increased risk of a crash. PACCAR is recalling certain model year 2014 Peterbilt 567 and 579 model chassis manufactured Jan. 29, 2013, through Oct. 9, 2013, and equipped with Allison-brand transmissions. The affected vehicles may be missing the wiring that illuminates the shifter pad backlighting. As such, the chassis fail to comply with Federal Motor Vehicle Safety Standard number 101, “Controls and Displays.” Without the transmission shifter being illuminated, the driver may not be able to easily identify what gear the vehicle is in, which could result in cause unintentional vehicle movement, increasing the risk of a crash. PACCAR is recalling certain model year 2014-2015 Kenworth T440, T660, T800, and W900 tractor trailers manufactured Jan. 23, 2013, through Feb. 4, 2014, and certain model year 2014-2015 Peterbilt 320, 365, 382, 384 tractor trailers manufactured Jan. 21, 2013, through Feb. 5, 2014, and equipped with certain Cummins Westport Model ISL G and ISX12 G engines. Condensation in the intake manifold may freeze during cold weather conditions and interfere with the proper operation of the intake manifold pressure sensor. The improper operation of the sensor could induce elevated exhaust temperatures or flames from the exhaust pipe, increasing the risk of a vehicle fire or burn injury to a person near the exhaust pipe.

Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

By Lucas Deal, Editor lucasdeal@randallreilly.com

Cover Story

Making the right choice 16

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Cover Story

ADDING PROFITABLE NEW PRODUCT LINES REQUIRES CAREFUL EVALUATION AND EXECUTION

good aftermarket inventory is everchanging. But adding new product lines takes more than just finding space on a warehouse shelf. To truly succeed with new products, distributors must evaluate growth opportunities within a customer base, target areas that are underserved and select the right products to fill voids. Increasing sales comes from adding the right products, not just more products. “When we look at inventory it’s all about earns and turns,” says Brandon Ford, vice president of sales and marketing at The Power Train Companies. “Before we add a new product line, we have to identify if it’s worth keeping it on the shelf.”

Without the ability to track, manage and control [what products are moving], your inventory can be ineffective. – Kent Savage, CEO of APEX Supply Chain Technologies

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The first step for distributors considering new product lines is addressing which product categories offer the most growth potential. This takes detailed research. Every customer base is different, and attempting to roll out a new product without identifying how it will be received is a costly way to get burned. Basic trial and error might work in other industries, but it’s not a good business practice in the aftermarket. Using analytics to track your sales numbers can be an excellent resource in these cases, says Kent Savage, CEO of APEX Supply Chain Technologies. “We think it’s critical to be able to track” what you’re selling, he says. “Without the ability to track, manage and control [what products are moving], your inventory can be ineffective.” Most inventory tracking software currently available for distributors is built to identify the rate in which products are turned, and estimate the quantity necessary for inventory replenishment. By taking that information and studying it over time, distributors can uncover product categories that are growing in profits and turnover rate. Fading parts categories also

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can be identified, and Savage says both situations can give distributors insight on whether inventory changes need to be made. “It allows you to optimize the productivity of your business,” Savage says. Listening to customer chatter also is valuable when considering adding product lines. Ford says loyal customers are usually vocal about the types of products they’d like a distributor to stock because they want to be able to buy them from said distributor. A customer won’t request something it doesn’t need, and when multiple customers start requesting the same product that’s usually a good sign to start looking at adding it, he says. In these cases research can again come in handy, says Robert Siddall, product manager at Parts for Trucks. “If we get a request for something I’ll check it out,” he says. When checking on new product requests, Siddall notes it’s important

to contact a wide selection of customers. Location, duty cycle and unit make and model all impact the likelihood a customer needs a new product.

It helps when [suppliers] communicate with us first. When they let us know what’s coming so we’re ready for the customers. – Brandon Ford, vice president of sales and marketing at The Power Train Companies.

“We tend to look for items that a broad amount of customers would use on a regular basis,” he says. Technology is another reason for distributors to consider adding product lines.

With every passing year new advancements are integrated into heavy-duty trucks. And once an OEM spec’s a new product, it’s only a matter of time before it hits the aftermarket. Denise Reeves, vice president, aftermarket at Consolidated Metco, says her actively works with its distributors. Reeves says constant communication between ConMet and its distributors ensures both sides can work together to provide their end-user customers with the right product lines for their needs. Ford says Power Train appreciates that type of customer service from its suppliers. Hearing about new products from customers is great, but by the time customers start contacting distributors they already need the part. A heads up from a supplier can ensure a product is on a distributor’s shelf when those customers start calling, he says. “It helps when [suppliers] communicate with us first,” Ford says. “When they let us know what’s coming so we’re ready

The ability to track product turns in real time is a major selling point for APEX Supply Chain Technologies’ vending tools.

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Cover Story

A strong supplier relationship is an important aspect to succeeding with new product lines, says the team at Parts for Trucks. Good suppliers know how to help their distributors succeed.

for the customers.” Ford adds that once a new product line has been identified, the supplierdistributor relationship truly becomes invaluable. Adding a new product line requires a cooperative effort from both sides. Siddall says when he identifies a new product line for Parts for Trucks his first call is to the suppliers that would best

help him sell it. Siddall says acquiring sales trends is an important part of his inquiry, but when he reaches out to a supplier he also looks for assurances the manufacturer will stand behind the product once it is on his shelves. “We ask them ‘If we give this a go will you protect us on it?’” he says. “We want to know if it doesn’t sell well or there’s a

problem that they’ll support it, and us.” Offering customer support is a key sales strategy for Bendix, says Director of Corporate Accounts John Allgaier and Director of Marketing Dave Schultz. The duo says Bendix’s aftermarket sales team works hard to build relationships with its customers that motivate them to reach out when considering a new product line. And any time a distributor adds a new Bendix product, it does so with the full backing of the Bendix team. “We provide a certain level of service to end user and fleet customer,” says Schultz. “Our ability to do that is something we hold near and dear.” Siddall says in some cases he’ll stock a new part sight unseen based on the

Borg Warner 1/2 H tint box fpo

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feedback he gets from a trusted supplier. In cases where there’s still doubt about the new product’s profitability, Siddall says he prefers vendors who are willing to offer a controlled trial distribution period. These periods can last anywhere from a month to a year, and allow Siddall to track the turns he can get on a new product to identify how many he’ll need to stock and/or if it’s worth carrying at all. Bendix offers these programs on a wide-selection of products, and Allgaier says the company tries to stay in contact with a distributor during a trial run to offer any sales support or assistance necessary. Siddall notes trial programs are extremely valuable when entering into a new supplier relationship. They not only provide both sides time to identify sales trends, but they give the supplier a chance to prove it can be a valuable partner.

Just because we like [supplier] A doesn’t mean we’re going to drop [supplier] B because we like A’s product lines. – Paul Raymond, president at Parts for Trucks

Savage says APEX’s products offer distributors a valuable tool in tracking parts turns during a trial run. “You can stock something in the machine for a while and see how it goes,” he says. “Our system allows you to see exactly how fast that inventory turns. Our system notes [inventory turns] in real-time … You always know what is moving, and how fast it’s moving.”

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The warehouse inventory at Power Train is rigorously tracked to maximize turns.

A strong relationship also can ease the stress of pricing a new product. Reeves says ConMet has strong, supportive relationships with all of its distributors. The two sides routinely work together to decipher the best products and prices for their customers, she says. The company also has a strong sales support and training team, which offers even more aid for distributors in promoting ConMet’s full line of aftermarket products. “We educate them about the products they are stocking and how we are going to promote them,” she says. “We get a lot of pricing recommendations from suppliers,” adds Ford. “They help us identify a reasonable price.” Having a strategy for adding existing product lines also can benefit a distributor. There are situations in the aftermarket when one supplier may offer a new product at a price point competitive with another, current supplier, and a distributor is forced to choose the vendor provides who best opportunity for sales growth. In these situations Parts for Trucks evaluates its business relationships with both companies before deciding how to

April 2014

proceed, says Paul Raymond, president. “Just because we like [supplier] A doesn’t mean we’re going to drop [supplier] B because we like A’s product lines,” he says. And Siddall adds not every supplier decision is based solely on price. There are times where Parts for Trucks will continue, or enter into, a relationship with a supplier at a slightly higher rate than another supplier simply due to the customer service advantage the first business provides. “Sometimes it’s more than meets the eye,” he says. The last step in successfully installing a new product line is marketing. Customers must be informed of all inventory changes. “Once you bring on a new product line you have to take the next step and let everyone know,” says Siddall. “That can make or break a product line.” “You have to be able to show that product can provide some level of value to the end user,” Allgaier says. Adds Raymond, “You can’t just send one quick email and assume everyone’s going to remember. You have to beat the drum a little.”

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By Lucas Deal, Editor lucasdeal@randallreilly.com

Service Bay

Looking into the crystal ball Industry experts discuss the future of emission regulation

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April 2014

Service Bay

elieve it or not, it’s only been a little more than a decade since the commercial vehicle industry was first introduced to strict air quality control and emission regulations with the Highway Rule. The performance advancements made since that announcement in 2001 are staggering, and now even more changes are set to come. Medium- and heavy-duty trucks are about to see another round of improvements. In late February President Barack Obama fulfilled a State of the Union promise when he announced he would once again task the Environmental Protection Agency (EPA) and National Highway Transportation Safety Administration (NHTSA) to develop a new series of commercial vehicle emission standards. The two sides combined for the commercial vehicle industry’s first Greenhouse Gas (GHG) emission and fuel efficiency regulations in 2011, with the result being the 2014 model year regulations adopted by OEMs last year. During his February speech, Obama outlined a similar timeline for the new regulations. The President called for the two sides to create a first draft of the new regulations by March 2015, allowing the agencies a year to review, edit and implement the changes. The President has described the new regulations as “win-win-win,” and believes the stricter rules will continue to drive down emissions and improve fuel economy while combating climate change. Early response from the trucking industry has been positive. “We stood shoulder-to-shoulder with the President and his administration in 2011 when the historic first fuel efficiency standards were set for heavy-duty vehicles,” says Bill Graves, president and CEO of the American Trucking Associations. “As we begin this new round of standards, ATA hopes the administration will set forth a path

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Service Bay

that is both based on the best science and research available and economically achievable.” OEMs using more robust technology as a result of the regulations stands to be one aspect of the new changes, says Sandeep Kar, global automotive and transportation research director at Frost & Sullivan. “The President’s decision to elevate fuel efficiency standards for medium and heavy-duty trucks is definitely a strategic move,” says Kar. “While it presents shortterm pain for the industry, it will indeed deliver long-term gain both locally and globally. “Trucks featuring better fuel-efficiency and economy will cost more than the current breed of trucks, but will deliver reduced fuel expenses for fleets thereby reducing life-cycle costs and hence total cost of ownership, while simultaneously reducing freight transportation’s carbon footprint.” Keeping those benefits in mind will be an important aspect toward OEMs developing the right solutions for their customers, notes EPA Program Manager and Engineer Arvon Mitcham. Speaking last month at the Technology & Maintenance Council (TMC) annual meeting in Nashville, Mitcham says cooperation will be key to making an economically reasonable solution a reality. The industry will evolve to meet the regulations quicker if all sides work together. Mitcham says it’s in the best interest

Trucks featuring better fuel-efficiency and economy will cost more than the current breed of trucks, but will deliver reduced fuel expenses for fleets thereby reducing life-cycle costs and hence total cost of ownership. – Sandeep Kar, global automotive and transportation research director at Frost & Sullivan

of end users to do so. “The commercial vehicle market is one area where EPA regulators and the industry it is regulating have similar goals,” he says. “We both want to improve fuel efficiency.” Engine maker Cummins has already announced its plans to cooperate. “We look forward to working with regulators, our customers and others on the next phase of standards that will lead to even greater reductions in greenhouse gases and fuel consumption,” says Rich Freeland, Cummins vice president and president – Engine Business. According to Mitcham, the EPA and NHTSA have identified several advanced technologies that it will consider including its Phase 2 rules. Among those component areas are engine and powertrain improvements (including waste heat recovery), aerodynamics, weight reduction, improved tire rolling resistance, hybridization, automatic engine shutdown and accessory improvements — such as water pumps, fans, APUs and air conditioning,

The commercial vehicle market is one area where EPA regulators and the industry it is regulating have similar goals. We both want to improve fuel efficiency. – Arvon Mitcham, EPA program manager and engineer

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Mitcham says. Kar says some of these technologies are already available in the industry, and offer benefits that could fall in line with potential Phase 2 regulations. He expects OEMs to look at them further as factoryinstalled and aftermarket options once the regulations are announced. “This will give a unique edge to American truck and powertrain systems makers to develop once, test once, and sell advanced fuel-efficiency enhancement technologies and products all over the world,” he says. Sales and service of these products will again prove to be the biggest aftermarket opportunity created by the regulations. Engine and emission service has grown more OEM-channel specific with the regulations introduced in 2007, 2010 and 2014. While that technical advancement isn’t expected to stop, other products categories such as aerodynamics, weight reduction and accessory components could create aftermarket sales opportunities other regulations have not. In the end, Kar says the regulations could prove to be more than worthwhile. “While these mandates will challenge OEMs and tier 1 suppliers, I feel that this is not an insurmountable challenge and one that will pay rich dividends to all corners of the American trucking industry,” he says.

Marketplace

Non-Drive Axle Universal Knuckle Meritor introduces a universal knuckle for use with its non-drive front steer axles, giving global customers a new solution to outfit drum or air disc brakes. Meritor says the universal knuckle front steer axle has one service part instead of the previous two knuckles on each axle. Service parts are no longer dependent on brake types and simplifies inventory needed, the company says. The new component offers customers higher payload capacity, which increases productivity and eliminates the need for a heavier and more expensive 13,200 lb. axle. Meritor, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New Tire Inflation Product Aperia Technologies announced its new Halo Tire Inflator is commercially available for use on drive and trailer axles on medium- and heavy-duty trucks and buses. Aperia says Halo is an easy-to-install system that operates on a similar principle to a self-winding watch. The device uses a wheel’s rotational motion to pump and maintain optimal tire pressure. The system does not require any connection to a compressor and can be installed in five to ten minutes per wheel end, the company says. Aperia offers security fastener kits to minimize theft risks. The company says the product fits all tractors and trailers and is entirely self-powered. Aperia, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New Light-Weight Aluminum Wheels Accuride has introduced new lighter weight 22.5-in. x 14-in. Accu-Lite Duplex aluminum wheels. The company says the new wheels are 4 lbs. lighter than the prior-generation models they replace. The new aluminum wheels are expected to be transitioned into the market in the second quarter, Accuride says. Accuride’s new Duplex wheels – identified with part numbers 41142 and 41140 and replace previous part numbers 41660 and 41016, respectively. Both 10-hand-hole, hub-piloted aluminum wheels are rated to support a maximum load of 12,800 lbs., the company says. Accuride, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

T R U C K PA R T S & S E R V I C E |

April 2014

Spray Lubricant Buyers Products now offers SprayLube 990, a strong spray lubricant with hundreds of applications. The new SprayLube 990 penetrates and loosens rust and corrosion on metal-tometal parts. Formulated with corrosion inhibitors, SprayLube 990 protects surfaces as well as lubricates and displaces moisture. SprayLube 990 is ideal for lubricating and protecting a variety of parts including pintle hooks, drive train sprockets, door hinges and many others. Buyers Products, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New LED Lamp Family Grote Industries has introduced a new family of LED 6 in. oval and 4 in. round Stop/Tail/Turn lamps, each equipped with an integral LED built-in back-up lamp. Grote says these new patent pending designs, built to industry- standard configurations, offer a wealth of advantages for OEM designers and fleet operations. Combining S/T/T and back-up functions in these lamps allow elimination of two holes and two lamps at the rear of straight, vocational, and specialized vehicles as well as eliminate the need for separate back-up lamps on heavyduty power modules, the company says. Grote Industries, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Marketplace

Low-Cost LED Lamp Line

Total Diesel System Cleaner

Optronics International introduces its new low-cost ONE Series LED Lamps. The singlediode 4-in. round and 6-in. oval LED stop, tail, turn lamps are the first to be introduced and will be followed by other popular formats. At just twice the price of incandescent lamps and half the cost of other LED lamps, Optronics says ONE Series LED can make practical, ultralong-lasting LED technology within everyone’s reach. The lamps meet all FMVSS 108 photometric requirements for visibility and safety. Each lamp comes with a lifetime warranty and lenses and housings are made of tough polycarbonate material that is sonically welded, the company says.

Penray introduces its Total Diesel Fuel System Cleaner. The product is designed to keep fuel systems operating at peak levels and minimize the impact of asphaltenes, a black tar-like material that clogs fuel system components, the company says. Penray says its chemists have developed a proprietary diesel fuel system cleaner that dissolves and disperses asphaltenes and other diesel fuel contaminants. Penray Total Diesel Fuel System Cleaner attacks asphaltenes, dissolving them and removing them from fuel tanks, fuel filters, fuel injectors, and lines, and preventing their recurrence.

Optronics International, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New Lighting Product Partnership Phillips Industries has announced a new partnership with LED manufacturer Innotec. The new partnership will offer Innotec’s Boardfree LED lights packaged with Phillips’ Sta-Dry trailer harnesses. This partnership signifies Phillips’ entrance into the exterior trailer LED lighting market, the company says. By partnering with Innotec, Phillips says it will now offer the commercial trailer industry an exceptional product that matches Phillips quality requirements. Innotec’s Boardfree in-mold technology is a process that eliminates the need for a traditional printed circuit board resulting in an ultra-thin light that has no hazardous waste, the company says. Phillips Industries & Innotec, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Penray, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

New Electrical Trailer Tester Innovative Products of America (IPA) adds to its line of trailer testers with the 9102 Heavy Ranger MUTT (mobile universal trailer tester), a portable and light weight solution for testing lights and electric brakes. Compatible with 7-way round pin connection types, the Heavy Ranger MUTT is designed to simulate all electrical circuits while providing short protection on industry standard pin configurations, IPA says. The Heavy Ranger MUTT features an external power accessory port and internal battery compartment that uses common motorcycle type batteries (battery not included), IPA says. The Heavy Ranger MUTT comes with a battery charger and IPA’s 24-hour repair or replace warranty policy. Innovative Products of America, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Absorbent Shop Pads The new Oil Eater Naturals line of absorbent pads is designed to provide a safer and cleaner workplace and help companies meet OSHA and EPA requirements, the company says. The pads are designed to clean up spills around areas such as paint and shop floors, as well as other areas. The company says the ecofriendly line, made of natural plant by-products, includes Oil Only Pads and Rolls, Universal Pads and Rolls and Absorbent Socks. They are available in a variety of weights and finishes in sizes from 15-in. by 18-in. pads to 30in. by 150-ft. rolls. Oil Eater, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

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Marketplace

Mobile Wheel Lift Rotary Lift’s new MW-500 Mobile Wheel Lift can remove and position any size wheel or tire weighing up to 500 lbs., making it much easier and more ergonomic for technicians to work on heavy-duty trucks, buses and construction equipment, the company says. The MW-500 wheel lift’s arms are spaced wider than those on Rotary Lift’s MW-200 light-duty wheel lift to facilitate moving heavy-duty wheels and tires, the company says. The arms feature rollers that allow the wheel to be easily rotated 360 degrees when aligning it with the hub and are mounted on an offset column to provide unobstructed access to the lug nuts. Rotary Lift, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Backup Sensor Product Mobile Awareness, LLC, a provider of leading-edge transportation safety products, introduces its first MobileTRAQ Vue feature upgrade by integrating the SenseStat Obstacle Detection Backing Sensor System. According to Mobile Awareness, the SenseStat hardware add-on feature works with the MobileTRAQ Vue by displaying four zones behind a vehicle to help prevent backing accidents. The system automatically detects when the vehicle is in reverse and changes the display from monitoring the TireStat tire sensors to displaying the SenseStat backing sensors. The MobileTRAQ Vue monitor displays all zones in real-time, indicating the specific area closest to an object, the company says. Mobile Awareness, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Corrosion Fighting Brake Rotors Webb Wheel announces its disc brake rotors are now available with an added barrier against corrosion to extend rotor life and replacement intervals. Webb says its new LifeShield technology creates an invisible protective layer across the entire rotor surface to resist corrosion beyond what traditional coatings offer. LifeShield is a unique heat treatment process that not only adds increased corrosion protection but also provides better wear resistance, the company says. Webb Wheel, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

T R U C K PA R T S & S E R V I C E |

April 2014

Medium-Duty ESM Products Maxwell Technologies has expanded its ultracapacitorbased Engine Start Module (ESM) product line to provide the same benefits to Class 3 through 6 trucks that it has been offering previously to Class 7 and 8 trucks. The unit produces 900 cold cranking amperes (CCA), or a three-second crank and eliable starting for diesel engines up to 9.9 liters at temperatures -40°F to 149°F. A built-in quick charging system can resupply the unit in 15 minutes or less and by using the ESM, the company says. The new ESM tips the scales at 16 lbs. and leaves the remaining batteries to operate auxiliary features like lift-gates and buckets without draining cranking power. Maxwell Technologies, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Dual-Fuel Engine System LP Energy Systems has announced the introduction of the dual-fuel system for diesel and gasoline engines that significantly improves fuel economy while reducing engine emissions, the company says. Easily installed on all mobile and stationary engines, LP says the system injects propane vapor into the fuel mixture to facilitate improved combustion efficiency. LP says this results in up to a 20 percent increase in fuel efficiency, and significant reductions in harmful emissions. Installation of the LP system requires no permanent modifications to the vehicle or engine. No connection to the engine computer is required, the company says. LP Energy Systems, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Former Dealer-Only Parts Dorman HD Solutions has launched a new group of “Fomerly Dealer Only Parts” to the aftermarket. Among the new offerings are a dip stick for model year 1989-2009 Mack trucks; an ABS sensor bracket for model year 1996 and 2000-2005 Freightliners trucks; headlight assemblies (both left and right) for 2007-2011 International trucks; turn signal marker lights (left and right) for 1994-2008 International trucks; and a window crank handle (left and right) for model year 1990-2011 Peterbilt. Dorman HD Solutions, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Marketplace

Battery Voltage Monitoring System Idle Smart announces Battery Protect, a new feature that continuously monitors battery voltage levels and will start and run a vehicle’s engine to recharge batteries. Idle Smart says Battery Protect is pre-programmed to start the truck at a default setting of 12.2 volts and run the engine for a recommended 20 minutes. Combined with its Cold Weather Guard product, Idle Smart says its products can show payback in 6-7 months. Idle Smart, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Lighter Weight Aluminum Wheels

Drive Axle Inflation System

Alcoa has released two new lightweight aluminum wheels. Alcoa says its 14 in. wide base wheels replace dual wheels and have dropped 4 lbs. from their previous 58 lb. Alcoa’s new 9 in. wheels have shed 3 lbs. compared to their previous version. Switching from a comparable steel wheel to Alcoa aluminum 9 in. wheels saves more than 50 lbs. per wheel, Alcoa says. Each wheel is offered in popular Alcoa surface options including clean buff, mirror polish, Dura-Bright and Dura-Flange.

AIRGO Systems, LLC introduces a new automatic tire inflation system (ATIS) for the Drive, Tag and Steer truck axles. AIRGO says the product is the first available in the industry. In addition, AIRGO also is introducing a T3 control and communication unit that captures wheel end and tire temperatures and tracks them to provide background for service or notify customers of at-risk tires. AIRGO Systems, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

Alcoa, Text INFO to 205-289-3544 or visit www.tpsdigital.com/info

ADVANCED SOLUTIONS FOR TODAY’S REGULATIONS. MeritorCYA.com

STOP! YOU BETTER C.Y.A. FOR RSD AND CSA. Go to MeritorCYA.com for a free CYA T-shirt, hat and belt buckle, and to learn how Meritor Aftermarket CYA – covers your assets – when it comes to safe operations. Meritor Aftermaket has replacement RSD-compliant friction for maintaining the performance of brakes designed to meet RSD regulations. Plus, our Meritor® Tire Inflation System (MTIS™) by P.S.I. protects you from underinflation, possible blowouts and downtime. Cover your assets − ask for the box with the bull. ©2014 Meritor, Inc.

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