Truck Parts & Service 0417 by Richard Street

WABCO Opens Disc Brake Production Facility | Lund International Buys RoadWorks

A piece of

advice WHY COMPANIES SHOULD CONSIDER ADVISORY COUNCILS

APRIL 2017 |

WWW.TRUCKPARTSANDSERVICE.COM

Helping customers combat fuel expenses 20

WAGNER HEAVY-DUTY LIGHTING. NO LIGHTWEIGHTS HERE. Wagner ÂŽ Long Life HD lighting products are engineered to meet or exceed the highest standards. And the toughest conditions. With impact-resistant glass, rugged lamp housings and extra-strong filaments, Wagner Long Life HD lighting products last two to four times longer*. So for all replacement needs, from headlights to tail lights and every light in between, choose Wagner Long Life HD. For your customers and your business.

Sealed Beams

Miniatures and Capsules

*Compared to Wagner Standard

wagnerlighting.com #PartsMatter ÂŠ2017 Federal-Mogul Motorparts Corporation. All trademarks shown are owned by Federal-Mogul LLC, or one or more of its subsidiaries, in one or more countries. All rights reserved.

Volume 53 | Number 4 | April 2017

www.truckpartsandservice.com

Cover Story

@TPSMagazine /truckpartsandservice Truck Parts & Service

Editorial

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

Design & Production

Why to consider an advisory council

Art Director: Richard Street Advertising Production Manager: Leah Boyd production@truckpartsandservice.com

Trucking Media

Vice President of Sales, Trucking Media: Brad Holthaus sales@truckingmedia.com

Corporate

Chairman: Mike Reilly President/CEO: Brent Reilly Chief Operating Officer: Shane Elmore Chief Financial Officer: Russell McEwen Senior Vice President, Sales: Scott Miller Senior Vice President, Editorial and Research: Linda Longton Senior Vice President, Acquisitions & Business Development: Robert Lake Vice President, Events: Stacy McCants Vice President, Audience Development: Prescott Shibles Vice President, Digital Services: Nick Reid Vice President, Marketing: Julie Arsenault

3200 Rice Mine Rd NE Tuscaloosa, AL 35406 800-633-5953 randallreilly.com All advertisers for Truck Parts & Service are accepted and published by Randall-Reilly, LLC. on the representation that the advertiser and/ or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Randall-Reilly, LLC. harmless from and against any loss, expenses or any other liability resulting from any claims or suits for libel violations of right of privacy or publicity, plagiarisms, copyright or trademark infringement and any other claims or suits that may arise out of publication of such advertisement. RandallReilly, LLC. neither endorses nor makes any representation or guarantee regarding the quality of goods and services advertised herein.

Features 19 Building an advisory council 20 Helping customers combat fuel expenses

Departments 1 2 6 12

Editorial Staff Editorials Industry Focus Tech Updates

26 30 32 32

Marketplace Classified Ads Product Spotlight Advertisersâ&#x20AC;&#x2122; Index

ONLINE RESOURCES Visit us online to browse the latest industry news and products, the Buyersâ&#x20AC;&#x2122; Guide and industry white papers and technical data at

WWW.TRUCKPARTSANDSERVICE.COM Truck Parts & Service (ISSN 0895-3856) is published monthly by Randall-Reilly, LLC, 3200 Rice Mine Road N.E., Tuscaloosa, AL 35406. Periodicals postage paid at Tuscaloosa, AL and additional offices. Subscriptions: $50 for one year, outside USA add $10. For change of address and other subscription inquiries, please contact: truckparts&service@halldata.com. POSTMASTER: Send all UAA to CFS. (See DMM 507.1.5.2); NON-POSTAL AND MILITARY FACILITIES: send address corrections to Truck Parts & Service 3200 Rice Mine Road N.E., Tuscaloosa, AL 35406.

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

A p r i l 2 0 1 7 | T R U C K PA R T S & S E R V I C E

Editorial | Lucas Deal

Worth your time? By Lucas Deal, Editor lucasdeal@randallreilly.com

n researching this month’s cover story I was surprised to learn how few suppliers in the heavy-duty aftermarket have advisory councils. Admittedly this was the first time I’ve aggressively searched for them, but from past conversations with suppliers I was under the impression they were fairly common. That doesn’t appear to be the case. If what I’ve learned recently is any indication, a well-run advisory council is a wonderfully valuable program. Difficult to manage and more time consuming than one might guess, but incredibly valuable nonetheless. I think my draw to advisory councils is abundance of information. Bring a group of engaged distributors or customers together for a few days and I’d imagine there’s no topic that’s off limits. To me, that’s incredibly enticing. I’m someone who craves information. I know that sounds obvious coming from someone who asks questions for a living, but it’s true in my personal life as well. I’m the guy who when watching TV pulls out my phone every five minutes and Googles the last thing I saw on the screen. Who was that person? Where is this place? Why did the host say that? I want to know all the answers, and I’m always eager to find them. If I was working for a supplier, I’d relish the chance to search for information in an advisory council setting. To me the one feature of advisory

councils that separates and elevates them from other forms of communication with distributors and customers is their longevity.

Not every problem can be solved the same way, and not every problem is a problem for everyone. You can have an incredibly candid discussion—and I’m sure most of you do—during a one-on-one session at HDAW or another industry event. You can address problems you’re having in a relationship with a customer, and you can both work together to brainstorm solutions to fix it. But an hour is still an hour. Eventually that customer has to bolt, which means if you can’t solve their problem before they walk out that door you’ll be forced to solve it via email or over the phone. That’s not ideal for anyone. An advisory council eliminates that issue. You have two days to speak with

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

distributors and/or customers about your relationships, and two days to brainstorm solutions to any possible problem that exists. That’s a ton of time. And that’s not all, because you’re meeting with a group of customers at once instead of one, you’re suddenly looking at how a problem in your business doesn’t just impact one customer, but your entire operation. That’s immensely valuable, because not every problem can be solved the same way, and not every problem is a problem for everyone. Think back to that one-on-one in Las Vegas. Say one distributor tells you he’s having order fulfillment issues. He mentions a feature in your online ordering program that seems buggy. So you look into it, maybe even make some alterations, but he keeps having issues. What if the problem isn’t on your end? What if his settings are off? Do you want to rebuild your program based on information that’s not correct? Now imagine an advisory council meeting. That same distributor mentions his issue, but before you can even respond, another distributor jumps in. “I had that same problem. You need to change X to Y.” You haven’t said a word and your problem is solved. Now tell me that’s not worth renting a hotel conference room for two days a year.

ADZ FRAME BRACKET ADZ HEAVY-DUTY TRUCK SUSPENSION

FW35

ADZ V-ROD

MOUNTING BRACKETS RELEASE HANDLES

AIR SPRINGS

CLASSIC™

CRUCIFORM SERIES

ATLAS 55™

CBX SERIES

MUSHROOM SERIES

MECHANICAL SUSPENSION KITS

LOCK-N-LEAVE™ KINGPIN LOCK

AIR CYLINDERS

BUSHINGS

SHOCK ABSORBERS

LOCK REBUILD KITS

L SERIES AIR SPRINGS

BUSHING KITS

PINTLE HOOKS & DRAWBARS

DB-610-30

PH-410

DOLLY JACKS

DB-1245 CRANK HANDLES, FOOTWARE AND ACCESSORIES

PH-30RP41

Call 800.876.3929 safholland.us

ORIGINAL SERVICE PARTS TO KEEP YOU ROLLING

Editorial | MacKay & Company

Are Your Automated Systems Customer Friendly? By John Blodgett MacKay & Company

n the last couple months between work and personal business, I have needed to contact a number of companies for various things. This has meant interfacing with company voicemails and websites, with good and, unfortunately, far too many not so good experiences. I am all in favor of automated voice systems/websites where you can access information you need as long as two requirements are met: efficiency (if you need to go through 10 levels of questions, probably not efficient) and effectiveness (if system cuts you off, probably not effective). When working correctly, it helps speed up results, allows you to access data 24/7 and you don’t have to play phone tag. However, I think you should always have the option of speaking with someone in person. Most good companies spend lots of time and money to ensure that people who interface with customers in person or over the telephone are trained on proper customer interactions including the most effective way to get the customer the information they need — be it to sell a part, resolve an issue or get them to the correct person to answer a question. We all rely on some type of automated system to communicate with our customers. But, I am not sure we are spending enough time making sure they

are working effectively and more importantly, not making customers upset. In part, I think those who set up these systems are not oriented to thinking about the customer experience.

I am all in favor of automated voice systems/websites as long as two requirements are met: efficiency and effectiveness I have interfaced with companies’ automated telephone systems that indicate they will take verbal or key punched answers to questions, only to find out that they do not take verbal responses and cut you off as you are key punching your responses. I recently called someone back who had left me a message. I got their voicemail, left a message and then the system gave me a message that the person to whom I left a message no longer worked there! Really? – they just called me 20 minutes ago. Turned out the message was for the previous employee associated with that line. The other day, I was logging into a

website and needed to set up a password. I was prompted to have at least 8 characters, a combination of letters, numbers and a symbol in my password. I attempted the password several times and the system repeatedly told me my password did not meet the requirements. I assumed I had misread the instructions or fat fingered my password, but after trying again, it still didn’t work. I called the company (waited 20 minutes), explained the situation, provided my proposed password and was told, “Oh, you can’t have three numbers in a row.” I told him the instructions did not say that — he said, “Yes, we need to change that.” He stayed on the line as I attempted it again; still didn’t work. He then said, “I forgot, you can’t use ‘!’ as a symbol.” I replied, “The instructions did not give me any restrictions.” He said, “Yes we need to change that.” I wonder if they ever changed it. Since most of us don’t typically ever use our own customer interface automated systems, they tend not to get the review they probably need. Do they operate the way they should? Are they helping or hurting our image with the customer? So, if you have never or not in a while called your company or attempted to use your company’s online systems, I would suggest you see how they work or don’t. Hopefully, you won’t be surprised.

John Blodgett has worked for MacKay & Company for more than 20 years and is currently vice president of sales and marketing, responsible for client contact for single and multi-client projects. He can be reached at john.blodgett@mackayco.com.

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

Industry Focus

Dealer News IC Bus has named Leonard Bus Sales as the company’s North American School Bus 2016 Dealer of the Year. Badger Truck Equipment has announced the restructuring of its commercial paint department.

Utility Trailer Manufacturing Company announced NorthEast Truck and Trailer has expanded its operations into Dartmouth, Nova Scotia, with the acquisition of Provincial Equipment, a former Utility dealer.

Maine Trailer has expanded its parts showroom at its Hampden location.

Wolverine Truck Group has announced its classification as Elite Certified.

Stoops Freightliner - Quality Trailer is now a certified Wabash National trailer dealer in Wisconsin and Michigan. The company’s Anderson, Ind., location is also now certified as a Western Star Trucks service and parts provider.

River States Truck and Trailer recently held the first annual Top Technician Skill and Troubleshooting Competition.

Truck Centers of Arkansas (TCA) has earned its sixth consecutive Elite Support certification.

North Jersey Truck Center has opened a new 10,000 sq. ft. retail parts store built around a comprehensive customer-centric strategy. Summit Truck Group has announced that 12 of its dealership locations have been recognized by International Truck as a Diamond Edge certified dealer.

Wisconsin Kenworth (above) received the 2016 Kenworth Dealer of the Year Award. MHC Kenworth – Texas was named Kenworth Medium Duty Dealer of the Year.

The Peterbilt Store (above) earned the 2016 Peterbilt North American Dealer of the Year Award. Coastal Counties Peterbilt of California was named the Medium Duty Dealer of the Year.

Penske Truck Leasing has opened new locations in Avon Lake, Ohio and Mobile, Ala. Arrow Truck Sales has announced a used truck

purchasing program for owner-operators who currently drive for select carriers. TEC Equipment has opened its newest location in Sacramento, Calif.

Lund International Purchases Aftermarket Accessory Company

VIPAR Heavy Duty Adds Missouri Member

Lund International, a portfolio company of Highlander Partners, L.P., has acquired substantially all of the assets of RoadWorks Manufacturing, Inc. RoadWorks, headquartered in Lafayette, Ind., is a manufacturer and distributor of aftermarket accessories to the heavy-duty truck market. Operations will continue to be conducted from RoadWorks’ existing facility and its employees will join the Lund International team. “We believe that Lund is a perfect fit for our business and look forward to contributing to its continued success,” says Susan Linson, RoadWorks’ owner and CEO.

Missouri Great Dane has joined the VIPAR Heavy Duty network of distributors as a stockholder. Established in 1980, Missouri Great Dane operates out of its headquarters in Benton, Mo., and from a St. Louis branch that opened in 1993. “The greater St. Louis area is a central transportation hub in the Midwest. The addition of Missouri Great Dane to our network of distributors provides added distribution and a strategic partner to enhance our footprint in this key market,” says Jim Pennig, vice president of business development, VIPAR Heavy Duty.

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

Industry Focus

Velociti Debuts ROI-based Tire Inflation Program Velociti has introduced a new program that allows customers to use return on investment from the use of an existing Meritor Tire Inflation System (MTIS) by PSI system to pay for a turnkey tire inflation solution. Velociti President Deryk Powell says the solution works by deferring the billing of a MTIS by PSI system in combination with an extended payment plan that effectively utilizes the savings generated by the tire inflation system to pay for the solution. This turnkey solution offers ATIS hardware, retrofit installation and 24/7 remote monitoring/event reporting via telematics integration, the company says.

“Fleets recognize that automatic tire inflation systems provide proven, significant savings,” says Powell. “In spite of this, most fleets only adopt ATIS on

new trailers at the time of purchase. This approach results in fleets missing out on the benefits of ATIS for large portions of their fleet.”

Broader coverage. Better performance.

Phillips Introduces New Business Unit Phillips Industries has launched Phillips Connect Technologies, a new division of the company that brings Internet of Things-like technology to trailer safety and security. “In the future, information will allow shift from scheduled maintenance to data-driven maintenance,” says Rob Phillips, president and COO. The division already features two specific entities: Connect: Security features the Trailer Lock-Down system that locks trailer air brakes when power is disconnected from the tractor. Connect: Diagnostics collects sensor data from trailer components and broadcasts them to the driver, fleet manager or the trailer OEM and delivers real-time information to a fleet instantly about components that may be reaching a critical level before they fail.

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

Untitled-10 1

Expanded line of U-joints from SKF Building on our industry-leading expertise in bearing and seal technology, SKF has updated our U-joint offering with broader coverage, including an expanded range of the high performance Brute Force line. • More part numbers for broader coverage of automotive, truck, agricultural and industrial applications • Improved catalog with key specification information for easier parts identification Ask for premium and high performance premium quality U-joints from SKF, a trusted supplier to automotive and truck professionals worldwide. Learn more at vsm.skf.com.

www.skfpartsinfo.tv

@skfpartsinfo

® SKF is a registered trademark of the SKF Group | © SKF Group 2016

A p r i l 2 0 1 7 | T R U C K PA R T S & S E R V I C E

75/6/16

8:41 AM

Industry Focus

Meritor Adds New Service Point Member Meritor announces Vonic Fleet Services of Anaheim, Calif. is now an approved service partner of the Meritor Service Point program. “Vonic Fleet Services is well-established in the southern California area and is well-known for providing reliable, quality service,” says Terry Livingston, senior director, Strategic Sales, Aftermarket for Meritor. “These are the exact attributes we are looking for in our Meritor Service Point partners, and we’re pleased to have Vonic join the program.” As an approved service partner, Vonic will have access through its approved distribution partners to all of Meritor’s brands, including the Meritor AllFit and Green series as well as Euclid and Meritor WABCO products. Vonic will also benefit from Meritor’s comprehensive training programs, extensive support platforms and marketing and promotional programs.

WABCO Opens New Air Disc Brake Production Facility WABCO Holdings has opened a new state-of-the-art production facility in North Charleston, S.C. For the first time in the company’s history, WABCO localized the production of its most advanced air disc brakes (ADB) for commercial vehicles in the United States. WABCO says the new 145,000-sq.-ft. facility expands its manufacturing footprint by more than 60 percent. In addition, WABCO has increased employment at the Charleston facility to approximately 230 employees. The company says it created more than 50 new jobs over the past two years alone in line with previous commitments. WABCO invested $20 million in the new facility, which produces ADBs, energy-efficient air compressors and related safety systems.

Minimizer Accepting Suggestions For New Products Minimizer announced last month it is looking for the next addition to its Tested and Tortured product line, and has decided to accept submissions from industry professionals on products needed in the trucking market. “We were started by my father, who developed the world’s first poly fender,” says Minimizer CEO and Chief Visionary Craig Kruckeberg. “We’re always on the lookout for the next million-dollar idea, whether it’s a brand-new product or an improvement to an existing one.” Minimizer says the idea has worked before. The company’s work benches debuted after a local repair shop requested a bench for their tools. “The owner suggested we make something out of plastic, so I took it to my R&D team and they came up with a whole new product line,” Kruckeberg says. “That kind of stuff happens all the time.”

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

April 21-23 April 26-28 May 3-7

GenNext, CVSN Distributor Training Expo, Atlanta ITPA Spring Meeting, Detroit HDA Truck Pride Annual Meeting, Orlando

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

Industry Focus

CLASS

People In The News Jerry Sayegh has been named vice president of Operations for Capital Gear, Ltd. Chris Baer has been named CEO of VIPAR Heavy Duty, succeeding Sayegh Steve Crowley. John Ferry has been named executive vice president of Turbo Solutions. Tim King has been named senior vice president of Global Sales for Stant Corp. Brandon Covault has been named regional manager of Hutchens Industries’ Great Lakes territory. Persio V. Lisboa has been named executive vice president and COO at Navistar International. Kevin Page has joined Wabash National as vice president and general manager, Final Mile & Distributed Services.

Accuride Senior Vice President of Supply Chain Management Mary E. Blair has been named a recipient of the Manufacturing Institute’s Women in Manufacturing Blair STEP (Science, Technology, Engineering and Production) Ahead Award for 2017. Roger Nielsen has been appointed president and CEO of Daimler Trucks North America (DTNA) and its affiliated companies. Nielsen Former DTNA President Martin Daum has been appointed as a Member of the Board of Management for Daimler Trucks and Buses, succeeding Dr. Wolfgang Bernhard.

HDA Truck Pride To Distribute Thermal Solutions Manufacturing Products HDA Truck Pride has finalized an agreement with Thermal Solutions Manufacturing (TSM), a provider of temperature control products for the industrial, heavy-duty and light vehicle automotive aftermarket. The TSM Brand includes products such as radiator cores, truck radiators, tractor radiators, industrial radiators, charge air coolers, and A/C condensers for heavy-duty applications. “We’re thrilled to offer premium quality temperature control products to our membership at competitive prices,” says Tina Alread, HDA Truck Pride vice president of Marketing. “TSM is known in the marketplace for offering durable, practical, dependable products that are quick and easy to find in their extensive distribution footprint.”

Dana Completes Acquisition Dana Incorporated has completed its $100 million acquisition of the axle housing and driveline shaft manufacturing operations of U.S. Manufacturing Corporation (USM). Located in Warren, Mich., Dana’s new facility currently employs nearly 800 people, bringing Dana’s presence in the greater Detroit region to 1,400 people at four facilities. “The acquisition of USM’s Warren operation is a perfect fit with Dana’s strategy to manufacture in close geographic proximity to our customers,” says James Kamsickas, Dana president and CEO. “This plant will produce products for several of Dana’s most strategic customers within the region, continuing our company’s sharp focus on customer centricity and helping automakers achieve their sustainability and fuelefficiency goals.”

701C LED 7” PAR 56 Round Headlight

UPGRADE TO PETERSON’S LED HEADLIGHT & MAX OUT YOUR MACK. Scan this QR code to view info online!

www.pmlights.com PM-5591 701C ad Mack_TP&S.indd 1

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

A p r i l 2Untitled-1 0 1 7 | 1T R U C K PA R T S & S E R V I C E

3/30/17 11:42 AM

3/30/17 3:05 P

Industry Focus

Registration Open For University Of The Aftermarket Classes Registration is now open for 11 University of the Aftermarket online courses that cover a variety of business and aftermarket topics. The classes will be held either May 15 to June 25 or June 26 to August 6, depending on the course. These summer-semester classes enable industry professionals to sharpen their business skills and earn continuing education units (CEUs) that can be applied toward their AAP (Automotive

Aftermarket Professional) or MAAP (Master Automotive Aftermarket Professional) designation, the University says. Registration is now open for the following courses: ■ ACC 2410 — Fundamentals of Financial Accounting ■ ACC 2415 — Fundamentals of Managerial Accounting ■ ADV 1100 — Principles of Advertising ■ AM 2540 — Current Issues in

Dealership Technology ■ FIN 3010 — Financial Management ■ MGT 2300 — Principles of Management ■ MGT 3500 — Operations Management ■ MGT 4030 — International Management ■ MGT 4800 — Strategic Planning ■ MKT 2010 — Principles of Selling ■ MKT 2080 — Principles of Marketing

Gauge Partners With AMETEK Gauge Telematics has selected AMETEK VIS to manufacture Gauge’s latest telematics solution for the heavy-duty truck market, the GTC-200. The GTC-200 is designed for vehicle and heavy-truck telematics applications.

The wireless product supports AT&T LTE Network and features an IMX6 processor with a real-time operating system with GPS, Bluetooth, an external USB, an internal micros SD card for storage and two A/D inputs. It supports CAN 1939, J1708,

CAN OBDII and three-wire installations, the company says. “We are excited about this collaboration with AMETEK VIS – a well-known leader in vehicular instrumentation systems,” says Mike Paredes, Gauge Telematics CEO.

Monroe Releases Technical Guidance Videos Industry-Best Output at Low Engine Speeds The innovative new IdlePro™ and IdlePro Extreme™ high-efficiency/highoutput alternators feature exclusive technologies that help extend battery life and increase vehicle uptime. • Superior amperage at low engine RPM • Engine-saving Isolated Ground Technology • Remote Sense capable

Learn more @PrestoliteElectric

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

Assembled In

Tenneco’s Monroe Commercial Vehicle brand’s technical resource center has recently produced two videos to aid commercial vehicle service technicians and fleet managers. The videos, available on the TennecoInc channel on YouTube, cover two important topics for commercial vehicle and fleet technicians and managers, including “Preventative Maintenance: How to Reduce Downtime” and “Shock Inspection Processes.” “We’re committed to serving the needs of today’s service professionals who are searching for timely training on best practices and service recommendations,” says Denise Hanefeld, brand and marketing manager, North America Aftermarket, Tenneco.

Engineered to keep your truck’s hood where it belongs. Down.

Double row angular contact bearings maximize durability and extend product life. The control harness runs through the center of the drive, which protects it from potential drive belt failure. And if that weren’t enough, variable speed reduces noise, helping to keep drivers aware and alert. The new RCV250 variable fan drive. So quiet and reliable, you’ll forget it’s even there. Visit HortonRCV250.com to learn more. ©2017 Horton Holding, Inc. All rights reserved.

Tech Updates

REPLACING A J560 7-WAY PLUG

onstant coupling and uncoupling of a J560 7-way connection will wear down the connection over time until eventually the connection

needs to be replaced. To replace a plug without purchasing an entirely new cable assembly, Phillips Industries recommends the following process:

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

1. Dismantle the housing of the old plug by removing the screw and wedge/cable clamp at the back of the plug and the screw on the side of the housing. Slide the housing back to expose the cable and plug insert. 2. Remove the insert from the cable by backing off/unscrewing the set screws, or cutting the wires as close to the back of the insert as possible, depending on the type of plug insert being removed. Dispose/recycle the old insert. If the wires are removed from the insert by removal of screws, rather than cutting, AND the wires are free from corrosion, it may be possible to skip steps 3-6 below. (Note: If replacing the entire plug, remove old housing and slide the new housing on before proceeding.) 3. To allow for more working length where needed, if absolutely necessary, carefully cut and remove as little cable jacketing as possible to expose the internal wiring. 4. If needed, cut the individual wires to length for placement in the back of the insert. The ground (white) and the auxiliary/ABS (blue) wire should be a tad bit shorter to accommodate for the slight protrusion of those connections on the back of the insert. (Note: If any corrosion is present on the wires, cut the wires back until all corrosion is removed.) 5. If needed, strip each wire approximately 1/4 in. (Optional: Solder the ends of each wire to make inserting them into the back of the insert cleaner and easier.) 6. Partially unscrew each screw on the back of the plug insert. Insert the wires referencing the corresponding colors for each connection on the back of the insert. Tighten the screws. 7. Slide the housing back into place and replace the wedge and screws to hold the cable and housing together in place. (Optional: Apply di-electric grease to the pins at the front of the plug to help prevent corrosion.)

By Lucas Deal, Editor lucasdeal@randallreilly.com

Cover Story

A piece of

advice

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

Cover Story

Why aftermarket suppliers should consider advisory councils

ny business worth its salt knows the value of strong customer relationships. The more a business knows about its customers and their operations, the better it can develop products and services to help them. Trucking OEMs, suppliers and buying groups are regularly searching for and cultivating opportunities to build relationships with their supply chain partners and customers. One tactic thatâ&#x20AC;&#x2122;s proven to be especially helpful for some are advisory councils. Advisory councils bring a select group of customers or supply chain partners together with a supplier to discuss the nuts and bolts of their operation. These councils, which typically meet in person once or twice a year, are designed to create open dialogue between both parties as a method of strengthening the business and personal relationships for all involved.

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

A p r i l 2 0 1 7 | T R U C K PA R T S & S E R V I C E

Cover Story

For those in the trucking industry using them, advisory councils are an invaluable resource. “We love ours. It has been great for us for a long time,” says Bendix Regional Vice President of Aftermarket Sales Jerry Conroy. “Any time you can bring customers together and get their input on your business and their own, that’s a good thing.” It’s all right there in the title. Advisory councils give businesses advice on how to make their partnerships better, says Aaron Bickford, senior director, brake and wheel end at Meritor. Bickford says Meritor operated a single distributor advisory council for many years before splitting the group into two separate entities (based on product categories) in 2013. Featuring eight to 10 distributors per group, Bickford says Meritor encourages its DAC members to come to meetings prepared to speak. He says the company is always looking for ways to optimize its aftermarket channel, and there’s no better way to uncover areas for improvement than speaking to distributors. “It’s about finding areas for mutual opportunity or mutual advancement,” Bickford says. “Whatever the challenge is, and whether it is impacting us or the entire industry, we want to use our shared resources to determine how do we, as a team, take that [challenge] on and make ourselves stronger together.” Additionally, most dealers and distributors relish the opportunity to work with a supplier. “I enjoy the challenge of problem solving and coming up with new ideas to improve our processes. When I was asked to run for the seat, I thought I would have the opportunity to make a difference,” says Jo Frost, parts manager at Edmonton Kenworth and chairperson of

An advisory council is one way Bendix helps to educate its distribution channel of the risks associated with low-cost aftermarket clone parts, as well as to provide training for how distributors can identify OEM-quality products produced by Bendix.

the Kenworth Parts Council. Bendix structures its DAC meetings around that engagement, scheduling open discussion periods so distributors can present issues they may be having and allow both sides time to brainstorm solutions. Not every solution is immediately implementable, but Conroy says several have been executed in short order. Councils also can provide a direct link

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

between end users and their manufacturers—either through fleet councils or dealers and distributors speaking on behalf of their clientele. Phillips Industries’ fleet council features a cross section of customers of varying fleet size, equipment use and duty cycle. The variety has proved valuable, says President Rob Phillips, because it allows Phillips’ fleet council meetings

Cover Story

I want to be able to communicate concerns that Kenworth may not have otherwise considered and offer a different perspective. – Will Bruser, president at Truckworx Kenworth and chairman of the Kenworth dealer council

to address an entire spectrum of customer experiences. “We recognize we don’t have all of the answers. It is important for us to reach out to those people who are thought leaders in the industry and try to get those fleets on our council,” he says. Will Bruser, president at Truckworx Kenworth and chairman of the Kenworth dealer council, says he appreciates the opportunity to have an open dialogue with his OEM on behalf of his customer base. “Kenworth’s business decisions have a huge impact on all my customers’ businesses,” he says. “I want to be able to communicate concerns that Kenworth may not have otherwise considered and offer a different perspective.” That perspective is key. Dealer, distributors and customers in the field can occasionally foresee an issue in a new product or program rollout a supplier overlooked. “Just last year we brought a few concepts to the table, a couple tweaks we were thinking about making, and they did not resonate with our council at all. We scrapped them,” says Conroy. “No sense trying to make the market do something the way we thought if they already know a better way.” Conversely, council meetings also can illuminate dealers, distributors and customers to a manufacturer’s decision making and speed up acceptance of something new. Says Bruser, “We are able to understand the factors that motivate Kenworth’s decisions from a manufacturer perspective. Once we have a mutual

understanding, we are able to work together on solutions that are a win/win/ win for Kenworth, the dealers, and our customers.” New product development is another area enhanced by an advisory council. Bickford says Meritor loves bringing its new product ideas and prototypes to its DAC because its members are forthright in their assessment of them. If a product isn’t needed or won’t sell they say so, immediately, and provide Meritor’s engineers their thoughts on why. Bickford says this has allowed Meritor to make vital changes to products to ensure they hit the aftermarket in their ideal form. Phillips has had the same experience with his fleet council. He’s also had council members suggest products that didn’t exist, which Phillips would later develop and introduce to the market. “We’re good on the product engineering and development side, but the idea generation almost always comes from fleets telling us they have a problem with something,” he says. Advisory councils also offer memberspecific advantages. Because most companies build their councils with participants from different regions and/or with different business traits, competition isn’t a major issue. Members are encouraged to share experiences and anecdotes

regarding their business that may be helpful or harmful to other members. Suppliers say these honest discussions are incredibly useful because they immediately benefit everyone in the room, and provide information the supplier can use to develop general guidance that can be used channel wide. “At the end of the day that’s what we’re trying to get out of it. A great discussion with honest input and feedback,” says Bickford. “Having candid discussions with the decision makers within our business and their businesses on the things we are doing in the marketplace is incredibly useful,” adds Conroy. “There is nothing better than hearing from principals themselves, and we value their perspective on our business and the industry.” Councils can work the other way as well. Based on the recommendation of members, Don Reimondo says HDA Truck Pride created its own supplier advisory council earlier this decade. Reimondo says the council allows the buying group to present its key objectives and goals to its suppliers while also receiving the same information from the other side. To say it has been well received would be an understatement. “It has worked out famously for us,” he says. “We bring in four to six key suppliers and spend two days talking strategy. These people are connected to where the industry is growing and their comments are invaluable.”

At the end of the day that’s what we’re trying to get out of it. A great discussion with honest input and feedback.

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

– Aaron Bickford, senior director, brake and wheel end at Meritor

Cover Story

Meritor recently split its distributor advisory council into two entities when it determined its wide product offering required a different type of distributor representative.

Building an advisory council Though they don’t meet often, building a good advisory council takes a lot of behind the scenes work. Any supplier interested in developing a council should start with a goal in mind as to what they want to learn, and from whom. Distributor and fleet councils can create wildly different responses to the same questions, so it’s imperative that suppliers choose the group most likely to answer the questions they need solving. Once a council type is determined members can be selected. This requires even more evaluation, says Meritor’s Aaron Bickford, senior director, brake and wheel end. “You want to get a good representation of customers geographically. The different buying entities they represent, the types of businesses they have,” he says. Bickford says Meritor recently split its distributor advisory council into two entities when it determined its wide product offering required a

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

different type of distributor representative. “You can’t have a council where you’re having a conversation and half the people aren’t engaged,” he says. Finding the right amount of council members matters, too. A council needs to be large enough to provide a full spectrum of business types and opinions but not so large that it becomes hard to schedule meetings or have engaging discussions. “I think six to eight is the right number for us,” says Rob Phillips, president at Phillips Industries. “Any more it could become too heavy and we wouldn’t get the chance to go through everything [at each meeting].” Council management is another factor to consider. Some businesses prefer to build a rolling council with members serving a set term while others are more stable, only replacing members when necessary. Then there’s the meetings. Most advisory

councils in the trucking industry today feature an in-person two-day meeting with supplemental conference calls and webinars to update members on action items developed at the meeting. All of this must be managed by the supplier running the council, who also is required to develop in-person agendas, coordinate transportation with members and manage all programs created during a meeting. Bickford says, “It’s much harder than you’d ever imagine until you try and do it,” but says, ultimately, it’s still a net positive for Meritor. “These customers want to spend time talking about your business because they are invested in your business and it is important to their business. It matters to them,” he says. Jerry Conroy agrees. “I think the passion and energy we receive from our council is incredible,” says Conroy, regional vice president of Aftermarket Sales at Bendix. “Any time you can get that level of input from your customer it is a good thing.”

A p r i l 2 0 1 7 | T R U C K PA R T S & S E R V I C E

By Jonathan Willis, Associate online editor jonathanwillis@randallreilly.com

Sales & Marketing

Burning the costs Distributors look for answers in cutting fuel costs

ike any business, aftermarket customers have many concerns and challenges during the business

cycle. There are many that they control by building relationships, setting up new business processes or working through different avenues altogether. But, there is always one challenge to overcome that is largely out of their hands. Fuel prices. The fluctuation of fuel prices is a constant headache for truck owners, just

as it is for any business owner or private citizen who takes to the road. The reduction of fuel costs plays a big role in your customersâ&#x20AC;&#x2122; ability to meet their bottom line. Itâ&#x20AC;&#x2122;s something they struggle to handle alone, and an area where proactive efforts by a distributor can be invaluable. By stocking retrofitable aftermarket technology designed to lower fuel costs, independent distributors can offer

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

customers a safety valve in the never-ending battle to control fuel expenses.

Sales & Marketing

Aerodynamic trailer skirts provide major fuel economy benefits and can be installed in just a few hours.

Frank Jenkins, senior manager, Commercial and Heavy Duty Group at Denso, says the impact of fuel prices can be found nearly anywhere you look on a tractor and trailer. “Fuel cost has a direct effect on the sales

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

volume of some of our key products. CNG spark plugs, for example, are closely tied to the cost of fuel,” he says. Denso isn’t alone. Nearly every part sold in the aftermarket can impact fuel economy in one way or another. Finding parts that make a positive impact makes them much easier to sell. Existing technologies and those in development offer a variety of cost-effective ways to increase truck fuel efficiency. These technologies include better diesel engines and transmissions, improved aerodynamics and tires, and hybrid technologies that improve the fuel efficiency of vehicles in stop-andgo operation. Many leading companies are

introducing these technologies and taking other steps, such as reducing idling, to improve the fuel efficiency of their truck fleets. Wind resistance is one of the top forces working against a truck as it runs down the road. Some of the other factors are grade resistance, tire rolling resistance, and engine accessory and/or drivetrain losses, according to Cummins MPG Guide, “Secrets of better fuel economy.” According to the guide, every 2 percent reduction in aerodynamic drag results in approximately 1 percent improvement in fuel economy. That’s why many distributors have unveiled aerodynamic products to cut down on wind resistance, allowing the truck and trailer combination to carve a path toward fuel efficiency. Walid Deir, project manager for

A p r i l 2 0 1 7 | T R U C K PA R T S & S E R V I C E

Sales & Marketing

Transtex, says his company has been working to create new aerodynamic products for the past decade, focusing heavily on side skirts, reducing wind resistance in the gaps between the tractor and trailer walls and at reducing drag behind the trailer. “We have been developing products to increase fuel savings and that are environmentally friendly,” Deir says. “The trailer skirts have proven to be very successful in the aftermarket. The E-Z Edge panel is a three-panel skirt that comes in a small box and is very easy to install. It is a very durable skirt. “We have a lot of customers in the aftermarket who put these on their fleets that are already on the road because they are so easy to install.” Jon Morrison, WABCO’s president for the Americas, says his company’s combination of tails and trailer skirts can lead to savings of up to 10 percent in fuel efficiency. “That’s real money at the end of the day,” Morrison says. “We have a cooperation with Peloton working on a platooning function. You can generate about a four-percent savings on the front vehicle and 10 percent on the second vehicle with that.” WABCO’s OptiFlow AutoTail deploys and retracts tail panels based on driving speed as determined by sensors linked to WABCO’s Trailer Anti-Lock Braking Systems, Morrison says. The device automatically deploys at vehicle speeds of 45 mph ensuring it is consistently used at

speeds that maximize aerodynamic fuel savings. The tail panels automatically retract at a vehicle speed of 10 mph. Morrison says the product alone can deliver fuel savings up to 4.3 percent. “Aerodynamics plays a big part in the ability to cut down on costs,” he says. But, aerodynamic technology isn’t limited to trailer skirts. The FlowBelow Tractor AeroKit was designed to include quick-release aerodynamic wheel covers. The pair of tandem fairings are installed on the tractor and work together as a complete aerodynamic system to address the complex airflow around the exposed rear wheels of the tractor, reducing turbulence and drag. The company says the Tractor AeroKit System reduces aerodynamic drag and improves fuel efficiency of the tractor by 2.23 percent, typically providing a return on investment for long-haul trucking fleets in one year or less. Those are figures that can be easily pitched to and understood by end users. “Just as aerodynamics at the tailend of the trailer is one of the most

We’ve taken a different approach to reducing drag on the tractor by focusing on developing a complete system that controls the airflow around the tractor tandem.BBB – Josh Butler, president at FlowBelow Aero Inc.

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

Horton introduced its fan clutches to the trucking industry during the fuel crisis of the 1970s.

drag-intensive areas of the trailer, the rear of the tractor and the rotating drive wheels create an enormous amount of drag,” according to Josh Butler, president at FlowBelow Aero Inc. “We’ve taken a different approach to reducing drag on the tractor by focusing on developing a complete system that controls the airflow around the tractor tandem.” Other fuel efficient innovations have been developed over time. Horton, for example, used its expertise as a producer of industrial clutches in the 1960s to enter the commercial trucking market with a product that could save fuel during the energy crisis of the 1970s, says Manish Virmani, Horton’s vice president of global market development. By the 1980s, Horton fan drives were standard equipment for major truck OEMs. Virmani says the fuel advantages of the product are easy to sell, and that what matters for distributors is teaching

GATS GET ON THE ROAD TO

AUGUST 24-26, 2017 REGISTER NOW FREE

GATSonline.com We will keep you posted on EVERYTHING to look forward to this year in Dallas! Registration sponsored by

WHERE TRUCKING IMPROVES

These are just a few:

TRUCK PARKING

HEALTH & WELLNESS PAVILION

DISCOVERY PAVILION

@TruckShow #GATS | #TruckShow GreatAmericanTruckingShow #GATS | #TruckShow

Sales & Marketing

Similar to side skirts, rear trailer fairings improve trailer aerodynamics and allow customers to generate a return on investment in less than two years.

customers how to optimize a fan cycle to maximize fuel economy benefits. One hour of idling consumes roughly a gallon of fuel for a heavy-duty vehicle, and a half-gallon for a light-duty one. Excessive idling also puts additional hours on engines, leading to more wear and tear and higher maintenance costs. “We took the traditional on/off clutch and set it to where it has an idle speed or full speed. A lot of the times, trucks aren’t on highways or going up and down hills or the temperatures where they are may not require the fan to turn all the time,” says Virmani. “Now we have a fan drive that you can get the exact speed you want and get a lot of savings in fuel. You can control temperatures to within one-degree Celsius, so the precision is extreme now.” And the development of new products, aerodynamic or otherwise, will continue moving forward as customers’ demand increases in fuel economy and efficiency. “The market dictates that we keep looking for ways to be environmentally

friendly and fuel efficient,” Morrison says. Each potential penny saved by new, efficient technology should be marketed and communicated to end users. As should unorthodox or non-obvious product usage. Often fuel savings are created through a combination of products or designs. Distributors well versed on those combinations can present saving opportunities that customers may be unaware even exist. “We have conducted studies and found that the use of a combination of our products can save up to 10 percent on fuel costs,” Morrison says, pointing to the company’s adaptive cruise control system, the clutch compressor electronic air processing unit, the electrically controlled air suspension and automated transmission. Communicating how a customer drives can be beneficial as well. Driving behaviors such as speeding, excessive idling, harsh braking and sudden acceleration burn more fuel and

T R U C K PA R T S & S E R V I C E | A p r i l 2 0 1 7

directly impact miles per gallon. Fleet management software and onboard computers make it possible to automatically monitor for unsafe or fuel-wasting behaviors. Software can be configured to audibly alert drivers when they trigger an event so the driver can immediately self-correct the behavior. Tools such as these are helping to alleviate the fuel costs and should be promoted and sold whenever possible in the aftermarket. Virmani quoted Horton’s founder and Chairman of the Board, Hugh K. Schilling, by saying that “nothing saves money like ‘off.’” By using products to reduce or cut “off ” the elements that put resistance on a truck, real savings can be obtained. “If you have a large fleet and you are incurring all these extra costs per year, that adds thousands of dollars in expenses,” Morrison says. “The demand is there to reduce transportation costs and cut the expenses passed on down to the consumer. The market is dictating that.”

Blaine Brothers, 2016 Distributor of the Year

Truck Parts & Service needs your help to honor the top distributors in the heavy-duty aftermarket. Nominate your favorite independent aftermarket businesses for the next Distributor of the Year Award. To submit your nomination, visit dotynominations.com.

Presented by: